CSTL - Earnings call transcript Q1 2021 | Castle Biosciences, Inc.

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Operator

Good afternoon, and welcome to Castle Biosciences' First Quarter 2021 Conference Call.

As a reminder, today's call is being recorded.

We will begin today's call with opening remarks and introductions, followed by a question-and-answer session. I would like to turn the call over to Camilla Zuckero, Executive Director, Investor Relations & Corporate Communications. Please go ahead.

Camilla Zuckero

operator. you, Thank everyone. Good afternoon, Castle call. Biosciences' financial to quarter first conference results Welcome XXXX

Joining of and call to Information Founder, may be accurate. Derek Castle's page if of me is today XXXX. XX, President, call A the replay only Chief of company's Therefore, officer, today, May this transcript investor are Maetzold Financial longer Chief Frank the on Stokes. listening the available recorded this call, you the speaks as and Officer, of approximately no today's will for or reading any be on time-sensitive three information website recording relations weeks. Executive

we including today events future financial Before that discussed expectations the may you pursuant contain made remind performance of of Securities Litigation projections of related or and the to Reform forward-looking of Private assumptions like to I future begin, pandemic, COVID-XX and the the or Act the to regarding information some the impact of the are safe other would statements provision harbor company, XXXX.

of the March forward-looking assume circumstances the forward-looking update documents ended of to cause based could These differ in upon Securities these I'll for statements the there only are inherent Exchange and and the over from XX-Q and be involve and risks we with in current statements results forward-looking no A Derek. or and these could XX, now and to These change. those speak in company's filed uncertainties expectations and in described and statements will and to realized. annual number on are other report turn statements. in that as risks risks company's revise these no uncertainties, contemplated actual assurances be as and results reports statements call the year contained XXXX obligation factors materially the other Forward-looking Form factors today, detail Commission.

Derek Maetzold

patients first our highlights start provide detail company provide by overview afternoon, taking additional call our everyone. including the improving strategy and key myPath for Castle quarter Myriad’s pending of I on dedication and development, an clinical furthering will team Melanoma high our laboratory. results for Thank to the their cancer development evident then of They our lives of and This execute growth financial a diseases pipeline with continue afternoon, other strategic good providing will Camilla, our like skin very to the commercial unmet support and dermatological on today's and results would to level, high at our progressing you, expansion, of commitment discuss and need. our Frank advancing the team on I performance. acquisition priorities. with

delivered a to XXXX. over We are of the top increase revenue line of growth quarter XX% year. excellent first great quarter with $XX.X start for million, first the off We

of $XX we skin We forward continued to uncertainty our As levels revenue feel historical million the potential of of remains to look providing the XXXX to the guidance COVID-XX in $XX XXXX of in growth relative with return timing cancer they and to regard confidence million. diagnoses. to although impact

encouraged test including support to our XXXX, that R&D our the delivered first our of to positive continued profile expansion We trends. In our of believed and investments be quarter of total reports, and acceleration we body growth we in X,XXX initiatives expect recovery our efforts expression continued gene commercial growth. evidence team we are

have levels. diagnoses melanoma not pre-COVID to Although yet returned

continued continued a year volume I improvement be return anticipate diagnosed of timing both return progression were in as which estimated in to into of growth discussed in second the not vaccinations such, of to predict and of the later As a to or of for patients XXXX impacted of or cannot majority in in early the XXXX, were well rate XXXX. who be as will expected allowed all XX,XXX those rate we who can XXXX, we clinicians person medical all diagnosed COVID not past, be to their the this full the by visit half and offices. the care. the our to we as representatives XXXX when visits And in-office diagnosed

the We a just live COVID being also impact are increased of in-office, both return diagnoses of on levels activities. of DecisionDx-Melanoma by melanoma, with of reports We're quarter. first in-person XX% sales visits, in the our team in-person seeing in-person. test delivered seeing calls in-person commercial visits and peer-to-peer over our Despite we X,XXX of

though, for XXXX. January previous by clinicians in March other times that ordered any March. than continue And DecisionDx-Melanoma, saw XXXX, March. Importantly trend increased positive with order order more And in March to XX% have the April, approximately April through exceeding in volume we volume compared DecisionDx-Melanoma

reports on SCC risk for reports. launch to delivered high the We delivered those with tests. risk XXXX. tests we one Turning our more DecisionDx DecisionDx-SCC cell quarter August last in patients And squamous in test factors. We XXX diagnosed for fourth carcinoma test XXXX, or XXX state of and

are our Within remain with this pleased we on As extremely early adoption. recall, incentives we context, you commercial this focusing may test. our DecisionDx-Melanoma

part we important As a clinical that need is leveraging the our SCC test through now, due seeing dermatologic this commercial continues expectations, are Equally test is to filling. value our believe the we high that exceed performance that channels. DecisionDx to in is unmet

current have of as an us years. clinicians high clinical of our patients be for two one the third second the our in and need have We of within being their DecisionDx Iridium believe confirmation ordered it adopted more Specifically, last could XXXX. an makes with a being lay be to there the LCD dossier timeframe to melanoma, tests who able of posted than DecisionDx the value believe SCC customer, squamous be in other XXXX. words, no as easier cell must assurances DecisionDx-Melanoma in half walk Iridium carcinoma. in XXXX. submission also ordered Technical the that and test of a patients But important in risk which DecisionDx-Melanoma management those of for XX% quarter out the test draft we assessment that received believe, submitted you to SCC and test In operate. this the although complete office for the a of into can there of has tool I quarter was LCD is and remind posted specific under SCC in And no We should Palmetto Palmetto acceptance XXXX. with

the signed and the both acquire leveraging comprehensive DecisionDx DiffDx-Melanoma more to receive delivered we uptake enabling that by SCC, two value Through myPath reports. patients Melanoma April time, seen of to you definitive our have regarding of of Similar agreement, may early treatment let's clearer In diagnosis believe validated myPath seeing lesions. path. solutions a melanocytic Laboratory. of the Myriad quarter we expectations. for from the XX, confident more test a We are to the incremental we results DecisionDx tests. exceeding DiffDx-Melanoma with our DiffDx-Melanoma this actionable important Melanoma add milestone these this discuss announcement Now XXX we believe will test our strength will and the difficult-to-diagnose XXXX, is test acquisition our acquisition, first And what more

guide tested Congress test of the clinical of for key cutaneous strategy, present result phase discussions the node which peer Evans highly significant May tests. close settlement Melanoma March, two more publications. now and data published rate, that compared The which is positivity show surgical study evidence to in DecisionDx-Melanoma, independently of a iXX-GEP positivity a term integrated artificial by We with at our complete is observed gene iXX-GEP transaction with for at Integrated late supportive a intelligence personalized proprietary a test guidelines algorithm sentinel In sentinel algorithm, quarter of based to TX expect for the this X.X, of X.XXX The stands DecisionDx-Melanoma. on reviewed X,XXX independent in patients calculated our has our provides importance. announced with validated, cohort validation features. added we recommendations that slope with peer-reviewed a to or And remains development in body XXXX, growth is the The iXX-GEP actual procedure. supported prediction and the risk XX regression XXXX. been the our in articles April. ITR World expression by of you DecisionDx-Melanoma to slope component rates, network a in validated of near We XX-GEP, Result XXXX lymph XX profile melanoma. with provide important incurrence linear biopsy precise publications, lymph in the long first node and of or TX validation representing ITR neural prediction pathologic we integrates an of to in order algorithm recall that patient's additional may designed the Test traditional and based for a with

Additionally, node a below only. of a of was patient's able patients those whose using lymph pathologic X% iXX-GEP originally classified to reclassify risk positivity XX% features actual sentinel with node The to X% positivity XX% or clinical sentinel XX%. was of likelihood lymph for either about

adoption by by in melanomas. as iXX-GEP key tests, payers. TX GEP of negative to clinicians, tests, of Finally, for development supporting a We value of a XX% with reimbursement as predictive strategy, investing commercial component our to patients all in as it TX the has our both remains plan high our well continue growth of

[ph] industry-leading and We only dermatitis innovative with response We the company, our existing validate severe of for systemic we we diagnostics earlier our psoriasis, pipeline one conditions. to our has test, designed with test then potential outcomes dermatologic need. validate both are ability informing to We we development, cancer, expression and the gene expected of non-skin provide reached to be therapy. evidence individual also expand actionable, and plan reach successfully demonstrated test validate costs. our systemic a with optimize and for aimed pipeline as inflammatory well. diseases to approximately conditions their leading has our prospective trial, multicenter profile, have and company We centers this identifying dermatologic customers and as have of clinical The and based commercially genomic X,XXX by severity experts tests, develop, is assist not to the expression the diseases And their dermatology a patients with a heavily lost that pipeline for related program's considered and predicting clinical in with use develop invest recently enroll available profile products by gene in evidence cancer, and patients. With more into healthcare develop to XX atopic data patient's better medical biology, pipeline clinicians disease position skin tests the reduce field. along tests. other announced innovative suite This is initiative tests our treatment driven but to than moderate a effort the supporting This value potential to to bring billion. patients our in genomic market programs. $X.X patients and tests at health pipeline those pipeline clinically to today, addressable market increase patients develop total test start slightly the unmet the to to therapy for Essentially only our high additional with U.S.

expected trends by dermatology who our nearly cancer, a schedule on we expect important of XX and new work of will most head in ahead programs. sales to the oncologists, we our our say back dermatologist neck field, of their of opening and expansion the we calling outsides offices I'm surgical and all focus with outside that of surgeons expansion quarter the and skin all growth positive expansion to call point, completed a surgeons third representatives, expansion strategy for sales of our in This sales in-person XXXX have enter pleased the XX time commercial is primary to component calls, sales as territories had Another in-person compared territories before to efforts total team. for followed double sales and peer-to-peer dermatopathologist. up including with surgeons, XX continuing

We sales myPath and SCC, representatives DecisionDx-Melanoma, all tests, of XX to XX DecisionDx four dermatologic our will expected each sell DiffDx-Melanoma. Melanoma,

Additionally, we have promotionally responsive. that is seen our market

a positive expect we have that our growth in efforts on XXXX. as open So more and XXXX exit well our for volume offices fully, position impact as to Salesforce expansion

increase I proposition relating diagnostics of to over our call me Frank, quarter now delivered on financial our with these value will additional results. performance continuing the and believe shareholder initiatives over execution the actions, We to ensure growth who'll furthers position benefits to and investments an excellent to those to create COVID which details turn let our our financial I resiliency provides strong We at of initiatives. value. leading in call we turn Frank, Before are company, the strengthening seeing takeaways. summarize dermatologic the during

Frank Stokes

Thank you, Derek.

the Primarily to increase. due revenue per adjustments prior XXXX first and for pleased made the year. we're million, were we've to $XX.X volumes same the period to in the revenue Positive the We enabled in solid the and XX% of prior with to the initiatives, XXXX, investments us compared As million first growth related for in higher to team partially DecisionDx-UM. XXXX, of deliver Derek from $X.X test XXXX. first develop execution to quarter for reported start quarter $XX.X a million stated, that in of revenue offset revenues our period adjustments a higher lower unit DecisionDx-Melanoma compared along strong by million periods and report $X.X quarter

Our first of XXXX. quarter to gross first was the for quarter in XX% compared margin the XX%

Our studies. $XX teams the the million, and to in ended year. headcount, for increase expense compensation. was million XXXX. bonuses, salaries, of million period March costs operating compared last by higher of $XX.X which with with increased our attributable increased and clinical R&D includes driven associated the increases and our personnel for expansion SG&A in sales in compared for XXXX, part to and our headcount XX, increased $X in DiffDx was incurred the This benefits by Melanoma were by functions marketing $X.X stock-based test, million attributable administrative higher costs costs primarily expense, support quarter personnel quarter for to associated launch XXXX which the expenses same It to primarily additional our

in for cash ended long our million commercial total Non that ended of growth. and million the We stock-based $X.X to invest expect further and XXXX. activities our increase compensation well for R&D near expense, cost we R&D us XXXX, is among to expense products, support initiatives and the as for pipeline SG&A, sales, continue XX, quarter allocated which $X.X term XX, quarter to March and compared March position

increases outstanding headcount. material expense our in both in valuations, expect higher periods, additional stock compensation IPO as due We option post as to reflecting stock-based growth well in future awards

of the the compared $X.XX, attributable compared to XXXX first for to for $X.XX million loss for of XXXX $X.X net diluted million, $X.X for negative $X.X quarter of the Operating Diluted the earnings income of share stockholders attributable XX, XXXX. ended XXXX. Our per common net quarter cash quarter million same stockholders per three $X.X to million, first flow the quarter share of for compared for first of negative XXXX. period first March was was loss common in months to the XXXX, was to

XXXX, cash XX, Finally, and at we and debt. a had no $XXX March cash million equivalents

$XX we trajectory core of fundamentals recovery, our guidance we revenue Although $XX predict the XXXX underlying continued can't of strong. business remain And COVID and million initiating are million. to

dermatologic I'll a to committed call ahead the positive building patient on to making outcomes. impact company We now lie are over back remain turn opportunities that about diagnostics Derek. on the a excited and focused

Derek Maetzold

atopic delivered the in first dermatitis, on for Thank you, and In and initiation conditions, evidence, in significant and progress XXXX. completion saw order commercial expanding development, to XXXX, summary, team compared validation including of in strong our strong positive quarter pipeline key March psoriasis, of our body and tests. we top with of line growth Frank. January volume execution We trends expansion, study initiatives, our excellent related growth our

and their This disease dedication our interest concludes of unmet our Operator, Q&A. on Castle. lives employees hard skin for other move your patients cancer, with clinical improving I to work, you with to Thank high ready express dermatology to in my continued again are needs. we remarks. Q&A, want we gratitude and Before to for the now for

Operator

Thomas you. [Operator Flaten question Street first from Lake Instructions] Our Capital comes of Markets. Thank line with a

Your line now is open.

Thomas Flaten

myPath? was this the and contribution any clarification it that just afternoon, taking guidance. that for is a at Good include point? quick Frank, Does thanks from the TBD questions. a on Or

Derek Maetzold

we'll yes, with business new contribution little from mind in be than including have months we'll benefit little Keep But of We're bit it. myPath. year. a little a this own And bit of six do there. we more that

Thomas Flaten

coding Or of genes typically disease states? non are for that pipeline example, of -- is curiosity, potential disease two the to would some regions states. are gene present better new both flipping share the then maybe that product. between you numbers are think understanding I you those would overlap in thoughts in diseases? other, And And use? the be expression, what just that could those out on significant you important I'm in vehicle Are the gene there there expression? characterize

Derek Maetzold

Hi, Thomas, this is Derek.

answer have of I the XXXX. specifically, think an we'll end that question, towards for

sort that than working in partial skin programs. predicting to much belief inflammatory between that that sort of the should in the diseases, think two Our gene see a that with Steering treatment or there syndrome we sort Initially, of demonstrate identify is enough rather able go atopic dermatitis, be is of our profile But belief we Committee inflammatory our approach as let's out overlap signature this isn't these to I response. why is that assist a expression if is just that to significant we manner, initiating in be how literature which there after to study, with that this should view classical and are will as classical under taking and there's those go is I we ahead psoriasis. well a don't answer roughly X,XXX as questions. go know patients we're different going --

can we move except a don't the I today, and own that answer for good we've a proof-of-concept forward in in literature work seen say, definitive you, have hands So our here.

Thomas Flaten

objections? any force. reps that have that done I early. the the sales to on field been feedback on bit from little one curious are just of the just had curious know quick of all one the the in common of Congrats to touched experienced they've then getting carrying kind are field if in that you kind three products was today? in up prepared I a What to What anecdotal finish selling bag the understanding some you date. qualitative on but how I'm get points? unique And comments,

Derek Maetzold

Yes.

one separate there. comment me Let

dermatologically XX We have representative. focus sales

calls surgeons NPs of call smattering Moore's remaining a and on their work are covering like dermatological only today. medical And would So cancer and in oncologist, physicians, work, largely PAs then surgeons, of on dermatopathology practices, who XX% and include the volume maybe skin dermatologists, which our they're is and surgical most who information. two tests do part oncology,

only offering and the DecisionDx they're So the test. test DecisionDx-Melanoma SCC

So in one asking. with is there factors, were have we've significant that do when kind introducing sort nodding, of head question you get DecisionDx your agreement context, need that after I a is a think I the SCC that What through patients And good. which you melanoma here, everything. test, our options, we answer sort in wide think are and we of range there do pathologically there's clinical aren't more that risk that's tests, find maybe the an of tools or to of unmet treatment clinically that these to they are nothing everything gone

along limitations you unmet of and head get so quickly staging of now. features, goes sort need, conversation into clinical with the more And current the the nodding

plan Let's terms of right my in. use in treatment about doing are patients talk decisions. your the What adjusting peers to test

effect seeing same of a leverage are reputation, off melanoma practice. we our So nice those

of DecisionDx-Melanoma about have years. we're the physicians seeing who of the why have XX% ordered ordered last I test couple DecisionDx think SCC testing our that's also

and that with them for tests XXXX. we in November sales reason on group of dermatopathologist. let that specialty smaller representatives this individual XX force early DiffDx-Melanoma the focusing and then The carefully expansion, And to other geography. then will two in individuals, a introduce to of small just products XX that XX that go was to all have trained up of each selling representative test kind following our three

past off X. want to we hold question till July that get So

Thomas Flaten

you. Thank Great.

Derek Maetzold

You're welcome.

Operator

you. Thank

question next with Baird. from Our Catherine comes of line Schulte the

open. now is line Your

Catherine Schulte

you'll walk congrats baked the on questions, Can guidance. second quarter, there and quarter. I melanoma that taking in in the And volumes on my Hey, what's guys, of you the the assumes for see for just for how year through expanded Salesforce? in newly thanks maybe first the the diagnoses what of rebound the impact for improved guess balance

Derek Maetzold

you. Thank Catherine Hey,

that don't of misdiagnoses is we're the climate see tend a So, time. to current, coming all assuming that the guess, big We in environment true-up rush at steady or We'll some I over expect once. state. or get

to so. and we're course, the thaw And very better around country. better. And optimistic continue that get its of regional will things and

with Some catching places up are others.

six-month relates to assumed have to we average productivity. a it ramp of always Salesforce, sort As

their with from certainly with see we we'll effort. full And the But the new starting, so, efforts. benefit folks won't see now some

back that of XXXX. that to in be expect we in So and nicely felt then will would the expansion half benefit be of XXXX start the felt

Catherine Schulte

should Okay, is then for skin inclusion panel the the I submitted this meeting is great. NCCN guideline non-melanoma that panel the about there this SCC? think to meeting? any And think we How data there cancer for month. path And to you've

Derek Maetzold

wrestle the you that trying individually, and tests. groups. not more other of is kind bucket they're risks with think ago. similar states I reviewing years they SCC is guess, still to panel new. to NCCN, couple And different can't relatively do The how started of than SCC when remember or we disease it's a but So, I pathway been

an low SCC just high and to call have Class risk that so a test increased bucket result We came our in DecisionDx to bucket. risk risk, XB what it happens see are and now you January go they a about risk a clarity the a went sort just to bucket and from when risk aggressive if a of that high pleased they test. high having very XXXX, from And happen ahead low

for finer metastasizing very that very, fact helpful little to I a three from of be your think risk already high will like Your going the risk stratified, is bands two of more us. been

have ones work publication I a was And high We provide the work favorably rolling there talked to in to to help have disposed our engaged at information, as number clarity melanoma, investigator but genomic part higher -- SCC. we think with testing of is normal and improvements. looking -- barrier, ownership cell because level carcinoma, of happens at really is to in not been be pathologists decades clinical there and now you several the that aren't things. these -- really they've of been of features there sort tumor, --- which for pathology that really squamous NCCN just Unlike accuracy just sort where on our as informative, have a melanoma looking [Indiscernible] and has of into our historically and as see legacy

think move be the shortly have I opportunity certainly I if team, there. already, So to have the that cycle. upcoming think quicker the the And is for they submitting review they'll packet

I think question. I answer the

Catherine Schulte

prior outlook one on helpful. coverage for then the there And strong the payer side. on period any collections. Very Yep. for thoughts for quarter commercial me. Pretty And movement incremental Any last decisions?

Frank Stokes

Yes.

payers were appeals period released some it larger buckets continued. had expect amount reasonable to I negotiated There we the revenue, were, guess, that have be of And on successful. prior We we wouldn't were a than Catherine. with that did So that have trend. we we had

so, those basket course were doesn't were That from largely a of fashion. commercial sort payer collect year able through the on we successfully process speaking, of tests impact a to last And although of appeals in policy. those

on as appeals. I important chip policy to the what's continue make And not is away just those and and policy at progress. We continued progress think success important, is moves only winning, we're those but small

Catherine Schulte

you. Thank Okay.

Operator

you. Thank

from Max Canaccord of line Masucci Genuity. next comes question with Our a

now is Your line open.

Max Masucci

taking the for questions. Thanks Hi.

in DecisionDx-Melanoma QX flow we payments of model how ASPs DecisionDx-Melanoma the did in QX? into beyond? we cash any so, could increase for should one, you expanded in if think sequential see about sort and as First And Medicare the expected

Derek Maetzold

we as It did Yes, Max. expected. flows

of had those we to. are getting the expected that We on percentage paid cases

trend that as out is So anticipated. playing we'd

So there a ASP increase. nice was

measured. at four the see more If Certainly of volume, to improvements look significant are year one, QX you QX. just ASP to I don't to in-period this there. additional we'll those will increases rest increase stepwise think revenue and nice be

through the our the year. progress typical and So, of more steady historical more rest for

Max Masucci

this through, maybe product a to of disease then your skin big portfolio? inflammatory would way precision some point into about its question. of in time, another arrived logic new the Great sound it disease disease category And has the quite a walk inflammatory opportunity. just make at that more Can oncology Does somewhat for your how Great. skin this its tests correct? I picture made And way for as other categories, at kind development learn us you imagine hasn't you pipeline. market interest and that first which

Derek Maetzold

Correct.

Matt, is Derek we've there once the here. opportunities and that hey, our looking saying, we've from dermatologists came some potential So got current counsel one it's around at IPO. past original the that we got KOLs some been our One of we as is customers And here. diseases skin pipeline sort of some inflammatory recommendation from see that of significant issues

be choice. were now. majority use data whatever in we as way up access the trial. And In have of reasons, therapies work way no in that's as quite it didn't better got coming now, now down in You've control maybe we approach objective be And to kind variety as of market But more perform remarkably atopic use I these issues. either they I could does the new side to share dermatitis. got it wins, psoriasis this end actually options well so switching it. a the that of really march in clinical arthritis. a the psoriatic people of yet world of biologics cost it real and systemic psoriasis. could effects, they've therapies trials, sort well or and right many make with But using for right before It

Drug Drug in better drug, you choice et a dollars, us could go Say to than healthcare full cetera. with efficacy, melanoma out, figuring assist like If you well, respond Drug patients not may do if could even A be you sort D and A, they help wasting cetera, quarter of that et getting two what? significance if of extra an of do don't though

that than think with it end, here really a will payback, making There's system out more the benefits, to developed validated reductions, good prescribe a care A, time, come patient That's a rather trying get that the Much years, couple negative there. really for the it match process when hopefully take versus patient and time opportunity hard informed test therapy the go next I Drug happens hopefully a much higher a health out of in baffles be improves So chance. A. objective, they dermatologists decision has more other to directly. third cost among right help tremendous figure dermatologists, to first to little of clinically and it satisfaction

done this. excited some actual specimen flows like we're that of months We've in approach well setting. about nice the the proof-of-concept last terms the securing is a work So, couple quite approach feel in our viable of and over practice

So excited off. and go kick we're this to

Max Masucci

for That's questions. the great. taking Thanks

Operator

Thank Instructions] of from next line with Leerink. comes you. SVB Souda a Puneet Our [Operator question

Your line now is open.

Puneet Souda

my Derek. taking Hi, question. Frank, Yes. thanks for

atopic one, study? the just I data And do So expect updates first data get that When in of pipeline just to we should wanted -- to related that you was covered. of wanted terms about large apologize, in thinking the terms read and expect for dermatitis What terms to of that expansion this here? the are conditions. you out? how in

Derek Maetzold

there. questions Good Yes.

last maybe So the first. one

X,XXX assume such as go we been at working be the the that last of through patient kind up here large, anticipate test think in more that we of could Marshal know fits that nearly so. as we turn the clinical should XXXX, six could able I think think conservative. and time and talking opportunities. or through in enrollment quarter work this program, an that research to be we would we what first I So by as we We'll of and our should that this group end ahead planned But XXXX, recruitment fall we a of that's marketplace, -- the I get summer think out terms months to about we've have point

I upon therapies. based of I profiling in manage maybe than today, comes sort protocols are in data earlier work by we'll when discuss data first think preliminary closer half of systemic discovery some on readouts? we the the be better just down and work XXXX. we taking think we'll how of some get follow it step a half I think there's of can sequential that patients Maybe XXXX. genomic the early publicly don't in really have nailed indication would second that

we But from squamous Number think terms around array non in. far So and to every of perspective, derms. to prevalent what's And clinical work the carcinoma to our dermatology trials in and research get want couple exciting studies, a cell DiffDx-Melanoma clinical psoriasis happens nearly with in competence and site that a our that research patients of cycles I clinical that studies, DecisionDx-Melanoma conditions. would of one, number topic more in and we be studies. do two, our condition our is

six, bit longer. I be and last largely as think five, about with that up quite and for we can We'll ones So working horses worked -- running. way centers. might be sites ones will get we XX take which and us, bullish as years, good feel and know this with a to We've hopefully which pick

terms time. of in exciting in So that trial very point execution at feels this

Puneet Souda

very for That's helpful that. Okay, Thanks Derek..

anything physicians, of person, you summer of sort access, Do that the can time? in the of sort expect seeing? continued do today, serving? I mentioned terms physician -- you're that you the that Or completely being by and broader of In in rep the to reps of expect XX% to recover think the terms in-person you're access given to you with what provide community that the to to improvement you the dermatologist number

Derek Maetzold

Yes.

nine course file know, if in interesting, didn't know as a it call that to moving point at all interested a in-person long customers before about now from And long word a they were point was we've COVID. of that sort telephone one visit spell really We course, of in really So you more thinking as A in-person really called B. looking it the phone of day, versus care an we last months, interactions a versus this had virtual for we were mix. been

what's its different models say, whatever So our back approach get not? be. I it that next hopefully X, July maybe five XXXX that -- that show and so summer that upon hitting so around differences six a that the we're be works used to think with that data Is Day, I'd probably months reasonable timed going we to only I I XXX% well don't about, looks like that saying of kind look have really back field. in have I of can should we to happening, regional seems as be will months by new have with our XXX% wouldn't like? representatives a Labor good -- we're about way states be I it think to And aggressive because of as think would assume through to that to but or like, openness say whatever sort -- XX% rely

that good be in tell course, is the both to which just the going thing, is you, we've got the or day. a chicken I'm So of of the end able the egg, which hand, to

our quarter to They I in-person. quality of were think calls sales of that go and But that dermatological hopefully cam telephone. and over reflection time we the pleased quarters interactions. only clinicians to ahead of a think customers. going three at so already office, after value think really reflection And the see I much bring their we front their talking months, really, a that there's in were in spend surgery And and first the both. video or our also a more to that's a value they're nine of laptop I it's

to see to interest see see go willing with and my to I'm you. in you, staff what, wanting we out willing I'm come So encouraging you, ahead

about a that. know have peer-reviewed on, you if going program So me let

interesting, before way actually that I I did So I'm very is hey, it's this of medicine nice practicing show a XXXX. can our like one to dynamic base clinical saying.

Puneet Souda

thinking if after I we just Okay. Frank, provide Anything the know about also, second lastly, how through don't then this the Derek, could Thank pickup you the be terms as That's on payers one, are the what then as XQ solid should pipeline reimbursement today great. gauge well? commercial as just the so that of And approaching can you. thinking conversation the you and quarter, maybe and in-person, that volume think year. in a three-fourths having reps for you're broader given that about? the having. the you. about And broadly we then, And accelerating of And seeing you're and this was last recovery but covered,

Derek Maetzold

Sure.

put So think and If least be great terms as if those accelerated to the a on diagnoses. physician it skin Puneet, out in continue continue team of it can that or patient happens, commercial at go see in cancer encounters that of exactly economy know seen at what confident that interactions some. that we're line the other I increased Tough we're to our recovery. the we take of be. relates sand hopeful have to really same acceleration will And penetration would here pace I nice they areas pace.

we're -- the we're I can best have you medical I say that about guess, commerce So will or is, commercial. the talk same experience optimistic hopeful when

there's to So, the we're savings our a what's We unfortunately, skin benefit patients party Puneet, we their to good that good to our for system for cost guess, and just good politely in face using no continuing much less point patients. And so for some in that commercial enough commercial what's cannot and for the that strategy interested and it's by clinical cancer there's interested is on good shame them to for evidence. that's physicians real the indication, what's way have patients, know realize with just, I to -- more the they're all payer isn't overwhelm patients evidence side, in straight them. being know a just benefit at healthcare real tests But payers. And

Puneet Souda

Yes. Got Thank it guys. you.

Operator

call remarks. questions. further no will Derek are now There back turn Maetzold to for you. I the Thank closing

Derek Maetzold

order growth exceeding in in being you has month positive first our quarter, January that. ever to XX, our DecisionDx-Melanoma Castle prior continued us with So strong We interest thank for volume and for concludes trends quarter for in first in today summary, with and order our XX joining execution XXXX. earnings Biosciences. for This we're been March we March highest in volume delivered April your strong top line again

Operator

Ladies your call. thank this concludes you for participation. and today's gentlemen, conference We

disconnect. now may You

Castle Biosciences (CSTL) 11 May 212021 Q1 Earnings call transcript