IDEXX LABORATORIES INC /DE — Call Transcript 2026

Jonathan Block with Stifel. Good to see everyone. We're going to push forward. Next up on stage, we have IDEXX Laboratories, the leader in animal health diagnostics. Joining me on stage is the company's relatively new President and CEO, Michael Erickson, as well as John Ravis, Vice President of IR. Guys, thanks very much for joining us and pause again. Yeah, thanks for having us, John. Michael, I got sort of the typical tee-up question, 30 days on the job, give or take, but you have been at IDEXX for 15 years, roughly. Yeah. Just walk us through maybe those top two or three goals that you see for the company that you're looking to implement going forward. Well, first off, huge honor to be leading IDEXX and serving our customers and really serving this industry that I love. 14 years at IDEXX, really across all the different parts of the company, software, diagnostic, our commercial organization. For me, it's also personal. I've seen the power of pets in my family. I see it in other families. We're a very purpose-driven company. People love their pets all around the world, and we feel that, and we really think about our customers and how we can empower them through our platform, diagnostics and software together, to do more and see more in their practices through deeper insights and productivity, and how we support them commercially. In terms of big goals, we're really focused on innovation. I have the privilege of seeing behind the curtain. I've never been more excited about our portfolio of innovations. We're in a real cycle right now. It's very broad-based, point of care, reference labs, across the board, and I'm sure we'll talk. Yeah talk about several of those. We're seeing that really provide a lot of opportunity in how we work with our customers and helping to propel our growth. Commercially, we continue to advance and expand our footprint around the world. That will continue to be a top priority. What we find is when we spend more time with our customers, we help them adopt and incorporate more of these innovations into their practices. We get a very nice return on that. On the software front, that's always been an important part, combined with diagnostics of our overall platform. We see a lot of demand in that area and also a lot of opportunity and I think we heard from the prior speaker some of those types of opportunities. The opportunity to really bring technology in, not just to support deeper insights, but to support productivity in the overall practice environment. Those are some of the things that I'm focused on, but I feel a deep responsibility to our customers, to IDEXXers around the world, and to our shareholders. We have a long-term growth strategy, and we've been very transparent around our long-term goals, and that's what I'm focused on. I always have a sort of the structure of the talk track, but then I'll just bounce around all over the place. We did hear in that last presentation, software AI. Pardon me, I sort of think of you as a software guy going back at your time at IDEXX. Just even when I asked you about the opportunity, you obviously brought up diagnostics, but right behind that was software as well. Not a bad business, right, when we think about recurring and high margin? Is that something that you anticipate leaning into a little bit at IDEXX? I do, yeah. There's a lot of opportunity there. I think when you go into a practice, there's still a lot of friction in how the work gets done, in putting together the protocols. All of those things really can yield to better technology adoption, and again, I think we heard some of that in the last discussion. If I take a step back, we look through a number of lens. One of them is just what we can do through software and AI on the insights front, and we've been doing that for many years. We have AI embedded into solutions like inVue Dx or SediVue Dx. With inVue Dx, this takes what's been an incredibly manual process, very technique sensitive, of making a slide. Every hospital around the world, every practice has a microscope. They make slides. We basically have completely transformed that with this technology where you don't have to make a slide. You put the sample effectively into the instrument, and with advanced optics and onboard AI, you get a really reliable, objective answer in 10 minutes in your cytology, blood morphology. That's an example of AI really transforming a particular category of diagnostics. AI in the actual work that gets done in the practice, whether it's Ambient Scribe, like we heard about, giving time back or helping to yield new insights around what's happening in that really important discussion between the doctor and the pet parent is another area of opportunity. We have that in our software as well. Just how we use AI for the work that we do at IDEXX. We're seeing tremendous impact from doing that. We have software teams that are using all AI to generate code, and we're seeing things that took weeks or months, take days or weeks. I see a lot of opportunity to use that in how we do work at IDEXX as well. Okay, maybe just one more on my end. You mentioned the AI that IDEXX has been pursuing for years and embedded in point of care, something like inVue. Yeah right? You mentioned AI at IDEXX to maybe streamline and become more efficient, et cetera. Something that the prior panel talked about was AI to train the docs and maybe sell better, maybe better utilization, uptake on diagnostics. Is IDEXX going to lead that charge? Is that going to come from IDEXX Laboratories, or is that going to come from other parties that maybe IDEXX partners with or watches from the sidelines? I'm just wondering how that plays out and if IDEXX is going to be a forefront of that or maybe just hopefully benefit from that transition. I think all of the above. We're in that space, but we also partner. We have a very connected software ecosystem, over 100 different third parties connected into that. We look at both of those types of opportunities. The insight that comes out of Ambient Scribe participating in that conversation in the exam room, I think can be very formative to help doctors just improve the kind of value proposition that they can then provide to their clients coming through. The other interesting thing around AI, if you take that example with inVue Dx, is longer run, we see AI as an opportunity to bend the cost curve in veterinary medicine as well. Again, you think about cytology traditionally being done with a slide. It's a very hands-on, labor-intensive process. In most cases, that slide needs to be sent out to a reference laboratory. That could be a $150 charge. When that gets marked up to the pet parent, it could be a $300 or $400 thing to do, that can be kind of expensive. If you look at inVue Dx, one of the key applications is what's called a fine needle aspirate. Yep for a lump or bump. All the time, every day, people are bringing in their dogs with a bump and asking the question, "Is this cancer?" You've got to go through this whole process, and it turns out, less than 10% of the bumps ever get looked at because of how hard it is to do and because it's kind of expensive. With inVue Dx, we can do that at an order of magnitude less cost and take all of the work out of doing it. This opportunity to fundamentally expand access to care and trade volume for price, we see as a really tremendous opportunity across the board. That's one example of it, to help more pets get access to what they need from a care perspective. Okay. That's very helpful and a good sort of segue you mentioned inVue. I'll go down that road. I think last year when you launched inVue, you sort of said, "Hey, we're going to do around 4,500 boxes in 2025." You ended up doing over 6,000. I think close to 6,400. For 2026, you said, "Look, the placements will be 5,500." Right? International's now playing a bigger role. The placements in 1Q 2026 were 1,100. I think was viewed, you guys didn't give a specific number, but it was viewed as below expectations. Maybe help us out with the cadence throughout the year. The launch in the international markets is more recent. Does that book sort of need to build in coming quarters? I'll just say, the launch of inVue Dx has been one of the most successful launches we've had in the history of IDEXX. It hits the sweet spot. We talked a little bit about cytology as a use case that every practice has and how hard it is to do. To have a kind of product market fit into that particular use case with inVue Dx, it's really hit the mark. Demand has been very high. We're very happy with the overall trajectory. There's always some lumpiness from quarter to quarter, we feel good about the overall forecast for the year. The categories that we came into between ear cytology and blood morphology, these are massive categories of testing. Volume that's happening in hospitals today that really we're able to enable and transform, do it at a higher level of diagnostic quality, but also turn it into IDEXX volume with our customers. We're seeing that happen. The instrument, the way it's wired, it's able to learn and grow at an incredibly unprecedented pace. On our Q1 call, we talked about adding acanthocytes, that's a red blood cell morphology, to the menu. Literally, since that call, we've added two more with spherocytes. These are just pushes. schistocytes and keratocytes. just pushes going out to- All of our instruments around the world are connected. Yep to our Internet of Things network. We're able to just push innovation out. The practice team can go home on a Tuesday, come in on a Wednesday, and their instruments on their benchtop can do more. Through that, we're able to continue to expand the capability of this platform with ears, with blood, and then we're in a controlled launch for fine needle aspirate as well. As we look over the long, long run, we see 100 million cytologies being done all around the world in additional categories. We just see a very long runway to expand the value of this platform. We're very happy with where we're at and the trajectory, and we see a long runway ahead of us. Okay. That was helpful. That FNA into the back part of the year, will FNA be fully launched at some point in the back part of 2026? Is that the plan? Yeah. Okay. Yeah. Later this year. We're in a controlled launch. FNA, the way to think about that, it's really a platform within a platform. As we launch, and we've launched just in my time at IDEXX, four different instrument platforms. We go through a standard process of controlling the launch, making sure that we get everything perfect in that practice environment. That's the stage that we're in right now. We're actually expanding that right now. We shared that in our last quarterly call that we're expanding that. As we look to the later part of the year, we'll move from controlled to more of an unconstrained launch. We know that this, again, hits a use case that's very high demand and very important and high stakes because a lot of times what we're talking about here is cancer. Maybe just to wrap that part up, IDEXX is not seeing a pause or hesitancy to adopt inVue with this next tranche of practices as they sort of await the full rollout of FNA. You're comfortable in the cadence, you're comfortable in the 5,500. FNA, I didn't think in January of 2025 FNA was going to be a late 2026, to be honest with you, right? We knew it was ear cytology, blood morphology, and FNA on the come, but here we are almost 18 months later. Even with that maybe elongated FNA launch, you're still confident in the cadence and how we get there. Yeah. We don't force this on anybody, there's always some practices that could say, "Hey, I want to have FNA before." That's always possible. We haven't seen that as a headwind to making our goals. Okay. Maybe one more on the inVue sort of list of questions. I might just have this wrong in my head. Where are you on revenue per box? I know you guys gave $3,500-$5,500. Are you already in that band? I'm asking because everyone's trying to figure out this 2H acceleration, and we'll get there, but I think what I'm trying to figure out is the growth contribution specific to inVue. You're kind enough to give me the boxes, but now I've got to figure out the revenue per box. Are you already in that band, or are you approaching the lower end of that? Yeah. To be clear, we're already comfortably in that band. That band, as a reminder, included blood, ear, and FNA. We're in that band today with blood and ear, as FNA comes on board and moves from controlled to unconstrained, I think that will also be a good thing. That's a pretty notable accomplishment, no? I just ask that because the way that, at least what our checks showed was people loved it for ear and used it for blood, but FNA was always supposed to be the highest utilization accompanying FNA. That's what they seem most excited about. Does that give you some comfort that if and when we're fully launched, that maybe you're sort of pushing up to the higher band of that revenue per box versus the- We give a range to sort of encompass all of these things. Yep. We've got large practices, small practices. One third of our placements are international, and so we provide that range to encompass all of those scenarios. The majority of the practices that have inVue Dx have adopted it and are using it for both ear cytology and blood morphology. These are totally complementary use cases, and I think the same thing will be true with fine needle aspirate. We've got a number of customers that want to have multiple inVue Dxs in order to handle all the volume that's coming through. If you take a look at Catalyst, and we've shared these numbers in the past, similarly, this is a platform that expands in value over time. If you look over the last 10 years with Catalyst, the economic value per instrument has grown two and a half times. That's the consequence of continuously bringing forward new menu innovation, which then provides more opportunities and inspires more testing. We just rolled out SDMA package into our Catalyst CLIP. Yep. We rolled out pancreatic lipase slide, cortisol. We keep bringing forward these innovations, which expands over time the economic value of the instrument for our customers, by the way, and then by virtue of that, for us. That's our same approach and strategy for inVue Dx. Okay over the long run. That's a really good call. I'm going to go back to innovation in a second, but I do want to ask you probably the most pressing question I get, right? New CEO, so I want to talk strategy and big picture, and I won't do a bunch of back-of-the-envelope implied math up here, but I get the question, hey, look, the guide, they beat, they raised. We can all look at the two-year stacks. They need to accelerate for the balance of the year for you guys to get to just call it the midpoint of the guidance. I think there's a misconception out there where everyone's so obsessed with inVue. I don't think it's inVue that makes or breaks the guidance. I think it's other dynamics of international utilization, maybe visits. As we sit here today, Michael, what are the enablers that allow that two-year stack to accelerate for the next three quarters? Yeah. It's really multiple things. To come back, Q1, we had a really solid quarter with double-digit growth across the board. I think the thing to appreciate about our business, you sort of said it. It's not one thing. It's many, many things contributing to this. We were double-digit growth point of care, 15% on the consumable side, double-digit growth in reference labs. Within each of those, it's not just inVue, it's multiple platforms. We have new slides in Catalyst. Really the short answer is innovation is really propelling our growth. You look at our growth as a premium to overall sector growth. I should talk about the sector, too. We see long run, just this incredibly durable growth trend that ties back to what I said earlier. It's personal, right? People have this relationship with pets as members of their family, and as we talk to younger and younger generations of pet owners, that's only more and more true. That's an up and to the right trend. We've been facing into some of the headwinds on the visit side, as you know. What we're seeing is that whole bolus of pets that came through and were adopted as part of the pandemic, particularly these dogs, are aging. We're seeing green shoots of growth in dogs over five, and we've seen this now for three quarters, and in Q1, we saw it both in well and in non-well dogs. We can look at that and look forward and see. By the way, the visits that are happening are happening with even more quality from an overall care perspective, medicalization overall. DX utilization. From a DX utilization standpoint, it's really the combination of aging pets that are driving volume, so we see that, the higher quality visits, and our innovation, which supports more and more reasons to test in that context. We have now seen several quarters of some moderation on the overall clinical visit side of things. We did say we're going to modestly adjust for the rest of the year from -2% down to -1.5%. Still negative, but reflecting some of those things. The combination of our execution, our performance on the innovation front with that is really what gives us a lot of confidence in the year ahead, and really in the long run. Mike, I would just add to that, we're also seeing solid benefits from net customer gains, including adoption of our innovations in the form of growth of our install base. That grew 12% in the first quarter, really building on very solid commercial momentum. That direct customer engagement is really helping us, and we're seeing that also pull through in our reference lab business, which has seen accelerating growth. Really strong performance across our major modalities and geographies, including international. Okay. Yeah, if I take that just as an example with Cancer Dx, we're seeing a tremendous reception to this breakthrough innovation in early cancer detection with Cancer Dx, starting out with lymphoma. 20% of the volume in that case is coming from practices that don't have IDEXX as their primary reference lab. A lot of incremental growth. Yeah. These are practices that are appropriately prioritizing the health and wellbeing of their patients and the kind of care that they can provide over whatever relationship that they have on the vendor side of things and sending us this volume. That's helping to further drive new customer growth on the lab side. To Jonathan Block's point, it's a combination of intensity of utilization, but also a lot of new customer growth. Okay. Last time you mentioned inVue, I used that as the transition to asking a handful of questions. I'll do the same with Catalyst Dx. I think I've got these metrics correct. 7,500 practices that are ordering the test. I think almost all those are U.S. 25% share of U.S. practices, I'm just rounding. Call it roughly 30,000. For Cancer Dx. Yep. For Cancer Dx. Yep. Probably 30,000 practices, 7,500 are ordering Cancer Dx. I've got IDEXX's reference lab share probably 60%+, 60 or 70%. Talk to us on, you guys have 60%-70% share, 7,500 are ordering the test. How do you bring that closer to the representation that you have of well north of 50%? What does it take to get there? Do we have to wait for the test to expand and broaden out and the other types of cancers to be brought on board? First off, I'll just say we're incredibly happy with the demand and the overall trajectory that we have for Cancer Dx. This is a real breakthrough in a category that frankly, it's really been incredibly underdeveloped in veterinary medicine. I mentioned earlier, this is personal. I've lost two dogs in my family to cancer, and in both cases, it was too late to do anything about it by the time it was found. That's just an all too common story if you talk to dog owners. Probably many people in this room have been impacted by this as well. The ability to detect lymphoma up to eight months before there are any clinical signs, then you can take action. To be able to type the lymphoma, to take the right kind of care, it's transformational. Then because of our technology, we're able to roll it out at only $15 when packaged with an IDEXX blood panel. The overall strategy supports access to this technology, but also helps provide overall pull-through of blood work. We're seeing that. In the 7,500 practices and all the volume, 70% of what's being run is actually being run together with blood work at the IDEXX reference lab. The strategy's working. What I'll say is this is a long-term strategy. I mentioned that this part of the sector has really not been developed. In the U.S., there are only around 470 oncologists, and in the entire developed world, there's less than 600 of them. While we're working with specialists to help support their use of the test for aid in diagnosis and monitoring therapy, the broader strategy is really to enable and empower general practitioners to incorporate this into their wellness protocols and how they practice medicine. We support them with the test, with data. We have specialist oncologists in the field and that are on call to support with that. That's a long-term development opportunity. As we go from a single test to a panel, I think that will be pretty formative. Adding mast cell tumor later this year will be important. I was going to go down that road. Adding mast cell tumor later this year, I think a third indication, undisclosed. a third as well by the end of 2026. By the end of the year. Yep. Do you feel, Michael Erickson, that that's the tipping point to start to get this into a wellness panel? Because, "Hey, Jonathan Block, your dog's seven years old. I want to run this as part of a geriatric panel." "Oh, great, you identify cancer?" "No, we identify one type of cancer," right? canine lymphoma. That's a tougher sell, right? If it's, "Hey, we identify 50%." Maybe talk to us on, are these three the tipping point? The follow-up question is, remind us when you get to the 50%. Yeah. We get to 50% we've said is by 2028. Okay. As we continue to expand the panel, we'll be at about a third of the major cancers covered when we add mast cell tumor later this year. It's good coverage. Yep. I think there are multiple tipping points. I wouldn't say there's one tipping point. If you look at our business across the board, we're developing the sector. These innovations have very long and durable tails to them, and Cancer Dx, I think, will be like that as well. As we continue to expand the panel, that creates more and more reasons to test, to catch a broader net, so to speak. We're also able to help doctors and pet parents identify which dogs really should be getting Cancer Dx. We have really good insight on these dogs who are over seven- Breed. particular breeds who are over four. We can help them identify those patients, both in their client base and even through our software, help prompt that in advance of the visit to help pet parents think about, "Hey, for your pet, you want to think about cancer testing." We're able to help develop this sector through technology and data and specialist support. Ultimately, we see this as being a really important new part of medicine and veterinary. Okay. When I think about these two innovations, inVue and Cancer Dx, inVue, we can all do the math. As I mentioned earlier, I'll do the boxes. I'm taking your word at 5,500. Yeah. I'll end at 11,900 boxes at the end of this year. $3,500-$5,500. Right. The revenue per box, and you get the contribution to growth. Is Cancer Dx a little bit more like this wild card? It's out there, it's gaining some momentum now, but there's really sort of, you turn the dial when you really get into wellness, and becomes a little bit more widespread. I know you said it will increase over time, but is that more of an inflection point, 2027 into 2028, in terms of a growth contribution? Or inVue is more the steady state as you layer on more boxes and maybe increase the revenue per box a little bit? What I would say, this might not help your math, but all of these things have a lot of multiplier value built into them. If you take Cancer Dx, for example, I share, this is supporting new customer growth. This is supporting more blood work. Then there's the use of the test. It's not just used for early detection, it's also used for aid in diagnosis. It's used for monitoring therapy. We have a claim out there that Cancer Dx can detect molecular remission if you're running a pet through CHOP. That's never been possible before for lymphoma. It creates all these reasons to test, it expands our customer footprint, and it drives additional testing. The same thing is true with inVue Dx. When we look at an instrument platform like inVue Dx or Catalyst, it also drives our lab business. A lot of the ways we work with customers, really, they appreciate having an IDEXX 360 program where they get instruments combined with labs, it pulls through testing. Testing begets testing. As I mentioned, we continue to add to the menu of these instruments. Over time, it's not a straight line, it's a curve. Okay. That's the way we think about it. All these things together factor into our overall growth, confidence in our growth. Okay. Talking about growth. MilQ-ID. We actually called out that trademark that we found in March of last year. Yeah, very perceptive of you, John. Thank you. I got a good team. The trademark is general, and it's intended to cover, quote, "laboratory consumables for veterinary purposes." That's pretty broad. Talk to us about what the core functionality of the box is and then maybe the timing as well. We haven't commented on either of those things. The one thing, what we've said before, which I'll just reinforce today, is that what MilQ-ID will do, it will transform the category that it's in, and it will be entirely complementary to what we have today in our IDEXX VetLab Suite. We haven't said specifically what it does, though. I'll ask it a different way. What you've done a really good job of is going to a veterinary practice, identifying the pain points, and then trying to simplify and streamline it. For example, your cytology. Maybe taking out some of that subjective nature behind it, what are some of the remaining pain points that exist at a veterinary practice today? We have a long list of opportunities that we identify as pain points. Okay. MilQ-ID fits into that list, and we see more opportunity beyond that as well. Would you likely handle it the same way that you have in prior years like you did with inVue? You've got an Analyst Day coming up in two or three months. You have, in the past, unveiled and talked about the box and then subsequently launched it four or five months later at VMX. Would it be a similar playbook that you would run for the next box? Yeah, the playbook that we follow is we talk about it when we're ready to talk about it. We don't want to get ahead of ourselves on that. We'll follow that playbook. When we're ready, we'll talk about it. We'll talk more about what it does and all of these things. Talked about it a little bit last year. We- It was about 20 seconds, but you talked about it. A little bit, yeah. Okay. Last one down this road. Can the commercial organization handle these two point-of-care analyzer innovations simultaneously? Because inVue, while introduced January 1, 2025, is still relatively new as FNA comes on board. Is there a bandwidth or a capacity issue from that perspective? No. If you look at our commercial organization, we've continued to invest in the capacity of our commercial organization, adding to our commercial organization and also how we support globally our commercial team through centers of excellence. We, every year, have continued to invest to expand the footprint in the U.S. and also around the world. Looking forward, we would intend to continue to do that. We have a tremendous amount of capacity in our commercial organization to spend time with customers. Really, customers view our team as extensions of their practice. Okay helping them to reach their goals and to practice a higher level of medicine. That's what our team does every day. Okay. We've got about two or three minutes left. We touched on this a little bit earlier. I want to talk about future innovation. Maybe just help me out, Mike. Is this a hardware thing? Is it a software thing? Is it AI in a separate bucket? I don't know. If you say all the above, do you want to rank order them? How do we think about what's in that pipeline for IDEXX and where priorities may lie? As I mentioned, I have the privilege of being able to be behind the curtain and see an innovation pipeline that I've just never been more excited about. One of the things that differentiates us at IDEXX is that we really have this full-stack innovation capability across instruments, novel assay development, software, AI, all of these things. Of course, the integration of these things into platforms like inVue Dx or Cancer Dx and so forth. Our strategy has really been a multi-front innovation strategy, and it will continue to be that. I think there's opportunities in the AI space, like we talked about earlier, We've been in that space for a while, we'll continue to be in that space, but I think some of those opportunities are opening up inside IDEXX and outside IDEXX even more. That could be organic or inorganic. I think there's opportunity there to continue to, with just some of the advancements that are happening. Across the board, we see instruments, assay development, software as being more of an integrated solution approach that we'll continue to drive forward. Okay. Guys, any last-minute questions from the audience? Michael Erickson and John Ravis. Perfect.

Speaker 2: Jonathan Block with Stifel. Good to see everyone. We're going to push forward. Next up on stage, we have IDEXX Laboratories, the leader in animal health diagnostics. Joining me on stage is the company's relatively new President and CEO, Michael Erickson, as well as John Ravis, Vice President of IR. Guys, thanks very much for joining us and pause again. Jonathan Block with Stifel. jonathan block with stifel Good to see everyone. good to see everyone We're going to push forward. we're going to push forward Next up on stage, we have IDEXX Laboratories, the leader in animal health diagnostics. next up on stage we have idexx laboratories the leader in animal health diagnostics Joining me on stage is the company's relatively new President and CEO, Michael Erickson, as well as John Ravis, Vice President of IR. joining me on stage is the company's relatively new president and ceo michael erickson as well as john ravis vice president of ir Guys, thanks very much for joining us and pause again. guys thanks very much for joining us and pause again

Speaker 3: Yeah, thanks for having us, John. Yeah, thanks for having us, John. yeah thanks for having us john

Speaker 2: Michael, I got sort of the typical tee-up question, 30 days on the job, give or take, but you have been at IDEXX for 15 years, roughly. Michael, I got sort of the typical tee-up question, 30 days on the job, give or take, but you have been at IDEXX for 15 years, roughly. michael i got sort of the typical tee-up question 30 days on the job give or take but you have been at idexx for 15 years roughly

Speaker 3: Yeah. Yeah. yeah

Speaker 2: Just walk us through maybe those top two or three goals that you see for the company that you're looking to implement going forward. Just walk us through maybe those top two or three goals that you see for the company that you're looking to implement going forward. just walk us through maybe those top two or three goals that you see for the company that you're looking to implement going forward

Speaker 3: Well, first off, huge honor to be leading IDEXX and serving our customers and really serving this industry that I love. 14 years at IDEXX, really across all the different parts of the company, software, diagnostic, our commercial organization. For me, it's also personal. I've seen the power of pets in my family. I see it in other families. We're a very purpose-driven company. People love their pets all around the world, and we feel that, and we really think about our customers and how we can empower them through our platform, diagnostics and software together, to do more and see more in their practices through deeper insights and productivity, and how we support them commercially. In terms of big goals, we're really focused on innovation. I have the privilege of seeing behind the curtain. I've never been more excited about our portfolio of innovations. Well, first off, huge honor to be leading IDEXX and serving our customers and really serving this industry that I love. 14 years at IDEXX, really across all the different parts of the company, software, diagnostic, our commercial organization. well first off huge honor to be leading idexx and serving our customers and really serving this industry that i love 14 years at idexx really across all the different parts of the company software diagnostic our commercial organization For me, it's also personal. for me it's also personal I've seen the power of pets in my family. i've seen the power of pets in my family I see it in other families. i see it in other families We're a very purpose-driven company. we're a very purpose-driven company People love their pets all around the world, and we feel that, and we really think about our customers and how we can empower them through our platform, diagnostics and software together, to do more and see more in their practices through deeper insights and productivity, and how we support them commercially. people love their pets all around the world and we feel that and we really think about our customers and how we can empower them through our platform diagnostics and software together to do more and see more in their practices through deeper insights and productivity and how we support them commercially In terms of big goals, we're really focused on innovation. in terms of big goals we're really focused on innovation I have the privilege of seeing behind the curtain. i have the privilege of seeing behind the curtain I've never been more excited about our portfolio of innovations. i've never been more excited about our portfolio of innovations We're in a real cycle right now. It's very broad-based, point of care, reference labs, across the board, and I'm sure we'll talk. We're in a real cycle right now. we're in a real cycle right now It's very broad-based, point of care, reference labs, across the board, and I'm sure we'll talk. it's very broad-based point of care reference labs across the board and i'm sure we'll talk

Speaker 2: Yeah Yeah yeah

Speaker 3: talk about several of those. We're seeing that really provide a lot of opportunity in how we work with our customers and helping to propel our growth. Commercially, we continue to advance and expand our footprint around the world. That will continue to be a top priority. What we find is when we spend more time with our customers, we help them adopt and incorporate more of these innovations into their practices. We get a very nice return on that. On the software front, that's always been an important part, combined with diagnostics of our overall platform. We see a lot of demand in that area and also a lot of opportunity and I think we heard from the prior speaker some of those types of opportunities. talk about several of those. talk about several of those We're seeing that really provide a lot of opportunity in how we work with our customers and helping to propel our growth. we're seeing that really provide a lot of opportunity in how we work with our customers and helping to propel our growth Commercially, we continue to advance and expand our footprint around the world. commercially we continue to advance and expand our footprint around the world That will continue to be a top priority. that will continue to be a top priority What we find is when we spend more time with our customers, we help them adopt and incorporate more of these innovations into their practices. what we find is when we spend more time with our customers we help them adopt and incorporate more of these innovations into their practices We get a very nice return on that. we get a very nice return on that On the software front, that's always been an important part, combined with diagnostics of our overall platform. on the software front that's always been an important part combined with diagnostics of our overall platform We see a lot of demand in that area and also a lot of opportunity and I think we heard from the prior speaker some of those types of opportunities. we see a lot of demand in that area and also a lot of opportunity and i think we heard from the prior speaker some of those types of opportunities The opportunity to really bring technology in, not just to support deeper insights, but to support productivity in the overall practice environment. Those are some of the things that I'm focused on, but I feel a deep responsibility to our customers, to IDEXXers around the world, and to our shareholders. We have a long-term growth strategy, and we've been very transparent around our long-term goals, and that's what I'm focused on. The opportunity to really bring technology in, not just to support deeper insights, but to support productivity in the overall practice environment. the opportunity to really bring technology in not just to support deeper insights but to support productivity in the overall practice environment Those are some of the things that I'm focused on, but I feel a deep responsibility to our customers, to IDEXXers around the world, and to our shareholders. those are some of the things that i'm focused on but i feel a deep responsibility to our customers to idexxers around the world and to our shareholders We have a long-term growth strategy, and we've been very transparent around our long-term goals, and that's what I'm focused on. we have a long-term growth strategy and we've been very transparent around our long-term goals and that's what i'm focused on

Speaker 2: I always have a sort of the structure of the talk track, but then I'll just bounce around all over the place. We did hear in that last presentation, software AI. Pardon me, I sort of think of you as a software guy going back at your time at IDEXX. Just even when I asked you about the opportunity, you obviously brought up diagnostics, but right behind that was software as well. Not a bad business, right, when we think about recurring and high margin? Is that something that you anticipate leaning into a little bit at IDEXX? I always have a sort of the structure of the talk track, but then I'll just bounce around all over the place. i always have a sort of the structure of the talk track but then i'll just bounce around all over the place We did hear in that last presentation, software AI. we did hear in that last presentation software ai Pardon me, I sort of think of you as a software guy going back at your time at IDEXX. pardon me i sort of think of you as a software guy going back at your time at idexx Just even when I asked you about the opportunity, you obviously brought up diagnostics, but right behind that was software as well. just even when i asked you about the opportunity you obviously brought up diagnostics but right behind that was software as well Not a bad business, right, when we think about recurring and high margin? not a bad business right when we think about recurring and high margin Is that something that you anticipate leaning into a little bit at IDEXX? is that something that you anticipate leaning into a little bit at idexx

Speaker 3: I do, yeah. There's a lot of opportunity there. I think when you go into a practice, there's still a lot of friction in how the work gets done, in putting together the protocols. All of those things really can yield to better technology adoption, and again, I think we heard some of that in the last discussion. If I take a step back, we look through a number of lens. One of them is just what we can do through software and AI on the insights front, and we've been doing that for many years. We have AI embedded into solutions like inVue Dx or SediVue Dx. With inVue Dx, this takes what's been an incredibly manual process, very technique sensitive, of making a slide. Every hospital around the world, every practice has a microscope. They make slides. I do, yeah. i do yeah There's a lot of opportunity there. there's a lot of opportunity there I think when you go into a practice, there's still a lot of friction in how the work gets done, in putting together the protocols. i think when you go into a practice there's still a lot of friction in how the work gets done in putting together the protocols All of those things really can yield to better technology adoption, and again, I think we heard some of that in the last discussion. all of those things really can yield to better technology adoption and again i think we heard some of that in the last discussion If I take a step back, we look through a number of lens. if i take a step back we look through a number of lens One of them is just what we can do through software and AI on the insights front, and we've been doing that for many years. one of them is just what we can do through software and ai on the insights front and we've been doing that for many years We have AI embedded into solutions like inVue Dx or SediVue Dx. we have ai embedded into solutions like invue dx or sedivue dx With inVue Dx, this takes what's been an incredibly manual process, very technique sensitive, of making a slide. with invue dx this takes what's been an incredibly manual process very technique sensitive of making a slide Every hospital around the world, every practice has a microscope. every hospital around the world every practice has a microscope They make slides. they make slides We basically have completely transformed that with this technology where you don't have to make a slide. You put the sample effectively into the instrument, and with advanced optics and onboard AI, you get a really reliable, objective answer in 10 minutes in your cytology, blood morphology. That's an example of AI really transforming a particular category of diagnostics. AI in the actual work that gets done in the practice, whether it's Ambient Scribe, like we heard about, giving time back or helping to yield new insights around what's happening in that really important discussion between the doctor and the pet parent is another area of opportunity. We have that in our software as well. Just how we use AI for the work that we do at IDEXX. We're seeing tremendous impact from doing that. We basically have completely transformed that with this technology where you don't have to make a slide. we basically have completely transformed that with this technology where you don't have to make a slide You put the sample effectively into the instrument, and with advanced optics and onboard AI, you get a really reliable, objective answer in 10 minutes in your cytology, blood morphology. you put the sample effectively into the instrument and with advanced optics and onboard ai you get a really reliable objective answer in 10 minutes in your cytology blood morphology That's an example of AI really transforming a particular category of diagnostics. that's an example of ai really transforming a particular category of diagnostics AI in the actual work that gets done in the practice, whether it's Ambient Scribe, like we heard about, giving time back or helping to yield new insights around what's happening in that really important discussion between the doctor and the pet parent is another area of opportunity. ai in the actual work that gets done in the practice whether it's ambient scribe like we heard about giving time back or helping to yield new insights around what's happening in that really important discussion between the doctor and the pet parent is another area of opportunity We have that in our software as well. we have that in our software as well Just how we use AI for the work that we do at IDEXX. just how we use ai for the work that we do at idexx We're seeing tremendous impact from doing that. we're seeing tremendous impact from doing that We have software teams that are using all AI to generate code, and we're seeing things that took weeks or months, take days or weeks. I see a lot of opportunity to use that in how we do work at IDEXX as well. We have software teams that are using all AI to generate code, and we're seeing things that took weeks or months, take days or weeks. we have software teams that are using all ai to generate code and we're seeing things that took weeks or months take days or weeks I see a lot of opportunity to use that in how we do work at IDEXX as well. i see a lot of opportunity to use that in how we do work at idexx as well

Speaker 2: Okay, maybe just one more on my end. You mentioned the AI that IDEXX has been pursuing for years and embedded in point of care, something like inVue. Okay, maybe just one more on my end. okay maybe just one more on my end You mentioned the AI that IDEXX has been pursuing for years and embedded in point of care, something like inVue. you mentioned the ai that idexx has been pursuing for years and embedded in point of care something like invue

Speaker 3: Yeah Yeah yeah

Speaker 2: right? You mentioned AI at IDEXX to maybe streamline and become more efficient, et cetera. Something that the prior panel talked about was AI to train the docs and maybe sell better, maybe better utilization, uptake on diagnostics. Is IDEXX going to lead that charge? Is that going to come from IDEXX Laboratories, or is that going to come from other parties that maybe IDEXX partners with or watches from the sidelines? I'm just wondering how that plays out and if IDEXX is going to be a forefront of that or maybe just hopefully benefit from that transition. right? right You mentioned AI at IDEXX to maybe streamline and become more efficient, et cetera. you mentioned ai at idexx to maybe streamline and become more efficient et cetera Something that the prior panel talked about was AI to train the docs and maybe sell better, maybe better utilization, uptake on diagnostics. something that the prior panel talked about was ai to train the docs and maybe sell better maybe better utilization uptake on diagnostics Is IDEXX going to lead that charge? is idexx going to lead that charge Is that going to come from IDEXX Laboratories, or is that going to come from other parties that maybe IDEXX partners with or watches from the sidelines? is that going to come from idexx laboratories or is that going to come from other parties that maybe idexx partners with or watches from the sidelines I'm just wondering how that plays out and if IDEXX is going to be a forefront of that or maybe just hopefully benefit from that transition. i'm just wondering how that plays out and if idexx is going to be a forefront of that or maybe just hopefully benefit from that transition

Speaker 3: I think all of the above. We're in that space, but we also partner. We have a very connected software ecosystem, over 100 different third parties connected into that. We look at both of those types of opportunities. The insight that comes out of Ambient Scribe participating in that conversation in the exam room, I think can be very formative to help doctors just improve the kind of value proposition that they can then provide to their clients coming through. The other interesting thing around AI, if you take that example with inVue Dx, is longer run, we see AI as an opportunity to bend the cost curve in veterinary medicine as well. Again, you think about cytology traditionally being done with a slide. It's a very hands-on, labor-intensive process. In most cases, that slide needs to be sent out to a reference laboratory. That could be a $150 charge. I think all of the above. i think all of the above We're in that space, but we also partner. we're in that space but we also partner We have a very connected software ecosystem, over 100 different third parties connected into that. we have a very connected software ecosystem over 100 different third parties connected into that We look at both of those types of opportunities. we look at both of those types of opportunities The insight that comes out of Ambient Scribe participating in that conversation in the exam room, I think can be very formative to help doctors just improve the kind of value proposition that they can then provide to their clients coming through. the insight that comes out of ambient scribe participating in that conversation in the exam room i think can be very formative to help doctors just improve the kind of value proposition that they can then provide to their clients coming through The other interesting thing around AI, if you take that example with inVue Dx, is longer run, we see AI as an opportunity to bend the cost curve in veterinary medicine as well. the other interesting thing around ai if you take that example with invue dx is longer run we see ai as an opportunity to bend the cost curve in veterinary medicine as well Again, you think about cytology traditionally being done with a slide. again you think about cytology traditionally being done with a slide It's a very hands-on, labor-intensive process. it's a very hands-on labor-intensive process In most cases, that slide needs to be sent out to a reference laboratory. in most cases that slide needs to be sent out to a reference laboratory That could be a $150 charge. that could be a $150 charge When that gets marked up to the pet parent, it could be a $300 or $400 thing to do, that can be kind of expensive. If you look at inVue Dx, one of the key applications is what's called a fine needle aspirate. When that gets marked up to the pet parent, it could be a $300 or $400 thing to do, that can be kind of expensive. when that gets marked up to the pet parent it could be a $300 or $400 thing to do that can be kind of expensive If you look at inVue Dx, one of the key applications is what's called a fine needle aspirate. if you look at invue dx one of the key applications is what's called a fine needle aspirate

Speaker 2: Yep Yep yep

Speaker 3: for a lump or bump. All the time, every day, people are bringing in their dogs with a bump and asking the question, "Is this cancer?" You've got to go through this whole process, and it turns out, less than 10% of the bumps ever get looked at because of how hard it is to do and because it's kind of expensive. With inVue Dx, we can do that at an order of magnitude less cost and take all of the work out of doing it. This opportunity to fundamentally expand access to care and trade volume for price, we see as a really tremendous opportunity across the board. That's one example of it, to help more pets get access to what they need from a care perspective. for a lump or bump. for a lump or bump All the time, every day, people are bringing in their dogs with a bump and asking the question, "Is this cancer?" You've got to go through this whole process, and it turns out, less than 10% of the bumps ever get looked at because of how hard it is to do and because it's kind of expensive. all the time every day people are bringing in their dogs with a bump and asking the question "is this cancer?" you've got to go through this whole process and it turns out less than 10% of the bumps ever get looked at because of how hard it is to do and because it's kind of expensive With inVue Dx, we can do that at an order of magnitude less cost and take all of the work out of doing it. with invue dx we can do that at an order of magnitude less cost and take all of the work out of doing it This opportunity to fundamentally expand access to care and trade volume for price, we see as a really tremendous opportunity across the board. this opportunity to fundamentally expand access to care and trade volume for price we see as a really tremendous opportunity across the board That's one example of it, to help more pets get access to what they need from a care perspective. that's one example of it to help more pets get access to what they need from a care perspective

Speaker 2: Okay. That's very helpful and a good sort of segue you mentioned inVue. I'll go down that road. I think last year when you launched inVue, you sort of said, "Hey, we're going to do around 4,500 boxes in 2025." You ended up doing over 6,000. I think close to 6,400. Okay. okay That's very helpful and a good sort of segue you mentioned inVue. that's very helpful and a good sort of segue you mentioned invue I'll go down that road. i'll go down that road I think last year when you launched inVue, you sort of said, "Hey, we're going to do around 4,500 boxes in 2025." You ended up doing over 6,000. i think last year when you launched invue you sort of said "hey we're going to do around 4,500 boxes in 2025." you ended up doing over 6,000 I think close to 6,400. i think close to 6,400 For 2026, you said, "Look, the placements will be 5,500." Right? International's now playing a bigger role. For 2026, you said, "Look, the placements will be 5,500." Right? for 2026 you said "look the placements will be 5,500." right International's now playing a bigger role. international's now playing a bigger role The placements in 1Q 2026 were 1,100. The placements in 1Q 2026 were 1,100. the placements in 1q 2026 were 1,100 I think was viewed, you guys didn't give a specific number, but it was viewed as below expectations. Maybe help us out with the cadence throughout the year. The launch in the international markets is more recent. Does that book sort of need to build in coming quarters? I think was viewed, you guys didn't give a specific number, but it was viewed as below expectations. i think was viewed you guys didn't give a specific number but it was viewed as below expectations Maybe help us out with the cadence throughout the year. maybe help us out with the cadence throughout the year The launch in the international markets is more recent. the launch in the international markets is more recent Does that book sort of need to build in coming quarters? does that book sort of need to build in coming quarters

Speaker 3: I'll just say, the launch of inVue Dx has been one of the most successful launches we've had in the history of IDEXX. It hits the sweet spot. We talked a little bit about cytology as a use case that every practice has and how hard it is to do. To have a kind of product market fit into that particular use case with inVue Dx, it's really hit the mark. Demand has been very high. We're very happy with the overall trajectory. There's always some lumpiness from quarter to quarter, we feel good about the overall forecast for the year. The categories that we came into between ear cytology and blood morphology, these are massive categories of testing. I'll just say, the launch of inVue Dx has been one of the most successful launches we've had in the history of IDEXX. i'll just say the launch of invue dx has been one of the most successful launches we've had in the history of idexx It hits the sweet spot. We talked a little bit about cytology as a use case that every practice has and how hard it is to do. it hits the sweet spot. we talked a little bit about cytology as a use case that every practice has and how hard it is to do To have a kind of product market fit into that particular use case with inVue Dx, it's really hit the mark. to have a kind of product market fit into that particular use case with invue dx it's really hit the mark Demand has been very high. demand has been very high We're very happy with the overall trajectory. we're very happy with the overall trajectory There's always some lumpiness from quarter to quarter, we feel good about the overall forecast for the year. there's always some lumpiness from quarter to quarter we feel good about the overall forecast for the year The categories that we came into between ear cytology and blood morphology, these are massive categories of testing. the categories that we came into between ear cytology and blood morphology these are massive categories of testing Volume that's happening in hospitals today that really we're able to enable and transform, do it at a higher level of diagnostic quality, but also turn it into IDEXX volume with our customers. We're seeing that happen. The instrument, the way it's wired, it's able to learn and grow at an incredibly unprecedented pace. On our Q1 call, we talked about adding acanthocytes, that's a red blood cell morphology, to the menu. Literally, since that call, we've added two more with spherocytes. Volume that's happening in hospitals today that really we're able to enable and transform, do it at a higher level of diagnostic quality, but also turn it into IDEXX volume with our customers. volume that's happening in hospitals today that really we're able to enable and transform do it at a higher level of diagnostic quality but also turn it into idexx volume with our customers We're seeing that happen. we're seeing that happen The instrument, the way it's wired, it's able to learn and grow at an incredibly unprecedented pace. the instrument the way it's wired it's able to learn and grow at an incredibly unprecedented pace On our Q1 call, we talked about adding acanthocytes, that's a red blood cell morphology, to the menu. on our q1 call we talked about adding acanthocytes that's a red blood cell morphology to the menu Literally, since that call, we've added two more with spherocytes. literally since that call we've added two more with spherocytes

Speaker 2: These are just pushes. These are just pushes. these are just pushes

Speaker 3: schistocytes and keratocytes. schistocytes and keratocytes. schistocytes and keratocytes

Speaker 2: just pushes going out to- just pushes going out to- just pushes going out to-

Speaker 3: All of our instruments around the world are connected. All of our instruments around the world are connected. all of our instruments around the world are connected

Speaker 2: Yep Yep yep

Speaker 3: to our Internet of Things network. We're able to just push innovation out. The practice team can go home on a Tuesday, come in on a Wednesday, and their instruments on their benchtop can do more. Through that, we're able to continue to expand the capability of this platform with ears, with blood, and then we're in a controlled launch for fine needle aspirate as well. As we look over the long, long run, we see 100 million cytologies being done all around the world in additional categories. We just see a very long runway to expand the value of this platform. We're very happy with where we're at and the trajectory, and we see a long runway ahead of us. to our Internet of Things network. to our internet of things network We're able to just push innovation out. we're able to just push innovation out The practice team can go home on a Tuesday, come in on a Wednesday, and their instruments on their benchtop can do more. the practice team can go home on a tuesday come in on a wednesday and their instruments on their benchtop can do more Through that, we're able to continue to expand the capability of this platform with ears, with blood, and then we're in a controlled launch for fine needle aspirate as well. through that we're able to continue to expand the capability of this platform with ears with blood and then we're in a controlled launch for fine needle aspirate as well As we look over the long, long run, we see 100 million cytologies being done all around the world in additional categories. as we look over the long long run we see 100 million cytologies being done all around the world in additional categories We just see a very long runway to expand the value of this platform. we just see a very long runway to expand the value of this platform We're very happy with where we're at and the trajectory, and we see a long runway ahead of us. we're very happy with where we're at and the trajectory and we see a long runway ahead of us

Speaker 2: Okay. That was helpful. That FNA into the back part of the year, will FNA be fully launched at some point in the back part of 2026? Is that the plan? Okay. okay That was helpful. that was helpful That FNA into the back part of the year, will FNA be fully launched at some point in the back part of 2026? that fna into the back part of the year will fna be fully launched at some point in the back part of 2026 Is that the plan? is that the plan

Speaker 3: Yeah. Yeah. yeah

Speaker 2: Okay. Okay. okay

Speaker 3: Yeah. Later this year. We're in a controlled launch. FNA, the way to think about that, it's really a platform within a platform. As we launch, and we've launched just in my time at IDEXX, four different instrument platforms. We go through a standard process of controlling the launch, making sure that we get everything perfect in that practice environment. That's the stage that we're in right now. We're actually expanding that right now. We shared that in our last quarterly call that we're expanding that. As we look to the later part of the year, we'll move from controlled to more of an unconstrained launch. We know that this, again, hits a use case that's very high demand and very important and high stakes because a lot of times what we're talking about here is cancer. Yeah. yeah Later this year. later this year We're in a controlled launch. we're in a controlled launch FNA, the way to think about that, it's really a platform within a platform. fna the way to think about that it's really a platform within a platform As we launch, and we've launched just in my time at IDEXX, four different instrument platforms. as we launch and we've launched just in my time at idexx four different instrument platforms We go through a standard process of controlling the launch, making sure that we get everything perfect in that practice environment. we go through a standard process of controlling the launch making sure that we get everything perfect in that practice environment That's the stage that we're in right now. that's the stage that we're in right now We're actually expanding that right now. we're actually expanding that right now We shared that in our last quarterly call that we're expanding that. we shared that in our last quarterly call that we're expanding that As we look to the later part of the year, we'll move from controlled to more of an unconstrained launch. as we look to the later part of the year we'll move from controlled to more of an unconstrained launch We know that this, again, hits a use case that's very high demand and very important and high stakes because a lot of times what we're talking about here is cancer. we know that this again hits a use case that's very high demand and very important and high stakes because a lot of times what we're talking about here is cancer

Speaker 2: Maybe just to wrap that part up, IDEXX is not seeing a pause or hesitancy to adopt inVue with this next tranche of practices as they sort of await the full rollout of FNA. You're comfortable in the cadence, you're comfortable in the 5,500. FNA, I didn't think in January of 2025 FNA was going to be a late 2026, to be honest with you, right? We knew it was ear cytology, blood morphology, and FNA on the come, but here we are almost 18 months later. Even with that maybe elongated FNA launch, you're still confident in the cadence and how we get there. Maybe just to wrap that part up, IDEXX is not seeing a pause or hesitancy to adopt inVue with this next tranche of practices as they sort of await the full rollout of FNA. maybe just to wrap that part up idexx is not seeing a pause or hesitancy to adopt invue with this next tranche of practices as they sort of await the full rollout of fna You're comfortable in the cadence, you're comfortable in the 5,500. you're comfortable in the cadence you're comfortable in the 5,500 FNA, I didn't think in January of 2025 FNA was going to be a late 2026, to be honest with you, right? fna i didn't think in january of 2025 fna was going to be a late 2026 to be honest with you right We knew it was ear cytology, blood morphology, and FNA on the come, but here we are almost 18 months later. we knew it was ear cytology blood morphology and fna on the come but here we are almost 18 months later Even with that maybe elongated FNA launch, you're still confident in the cadence and how we get there. even with that maybe elongated fna launch you're still confident in the cadence and how we get there

Speaker 3: Yeah. We don't force this on anybody, there's always some practices that could say, "Hey, I want to have FNA before." That's always possible. We haven't seen that as a headwind to making our goals. Yeah. yeah We don't force this on anybody, there's always some practices that could say, "Hey, I want to have FNA before." That's always possible. we don't force this on anybody there's always some practices that could say "hey i want to have fna before." that's always possible We haven't seen that as a headwind to making our goals. we haven't seen that as a headwind to making our goals

Speaker 2: Okay. Maybe one more on the inVue sort of list of questions. I might just have this wrong in my head. Where are you on revenue per box? I know you guys gave $3,500-$5,500. Are you already in that band? I'm asking because everyone's trying to figure out this 2H acceleration, and we'll get there, but I think what I'm trying to figure out is the growth contribution specific to inVue. You're kind enough to give me the boxes, but now I've got to figure out the revenue per box. Are you already in that band, or are you approaching the lower end of that? Okay. okay Maybe one more on the inVue sort of list of questions. maybe one more on the invue sort of list of questions I might just have this wrong in my head. i might just have this wrong in my head Where are you on revenue per box? where are you on revenue per box I know you guys gave $3,500-$5,500. i know you guys gave $3,500-$5,500 Are you already in that band? are you already in that band I'm asking because everyone's trying to figure out this 2H acceleration, and we'll get there, but I think what I'm trying to figure out is the growth contribution specific to inVue. i'm asking because everyone's trying to figure out this 2h acceleration and we'll get there but i think what i'm trying to figure out is the growth contribution specific to invue You're kind enough to give me the boxes, but now I've got to figure out the revenue per box. you're kind enough to give me the boxes but now i've got to figure out the revenue per box Are you already in that band, or are you approaching the lower end of that? are you already in that band or are you approaching the lower end of that

Speaker 3: Yeah. To be clear, we're already comfortably in that band. That band, as a reminder, included blood, ear, and FNA. We're in that band today with blood and ear, as FNA comes on board and moves from controlled to unconstrained, I think that will also be a good thing. Yeah. yeah To be clear, we're already comfortably in that band. to be clear we're already comfortably in that band That band, as a reminder, included blood, ear, and FNA. that band as a reminder included blood ear and fna We're in that band today with blood and ear, as FNA comes on board and moves from controlled to unconstrained, I think that will also be a good thing. we're in that band today with blood and ear as fna comes on board and moves from controlled to unconstrained i think that will also be a good thing

Speaker 2: That's a pretty notable accomplishment, no? I just ask that because the way that, at least what our checks showed was people loved it for ear and used it for blood, but FNA was always supposed to be the highest utilization accompanying FNA. That's what they seem most excited about. Does that give you some comfort that if and when we're fully launched, that maybe you're sort of pushing up to the higher band of that revenue per box versus the- That's a pretty notable accomplishment, no? that's a pretty notable accomplishment no I just ask that because the way that, at least what our checks showed was people loved it for ear and used it for blood, but FNA was always supposed to be the highest utilization accompanying FNA. i just ask that because the way that at least what our checks showed was people loved it for ear and used it for blood but fna was always supposed to be the highest utilization accompanying fna That's what they seem most excited about. that's what they seem most excited about Does that give you some comfort that if and when we're fully launched, that maybe you're sort of pushing up to the higher band of that revenue per box versus the- does that give you some comfort that if and when we're fully launched that maybe you're sort of pushing up to the higher band of that revenue per box versus the-

Speaker 3: We give a range to sort of encompass all of these things. We give a range to sort of encompass all of these things. we give a range to sort of encompass all of these things

Speaker 2: Yep. Yep. yep

Speaker 3: We've got large practices, small practices. One third of our placements are international, and so we provide that range to encompass all of those scenarios. The majority of the practices that have inVue Dx have adopted it and are using it for both ear cytology and blood morphology. These are totally complementary use cases, and I think the same thing will be true with fine needle aspirate. We've got a number of customers that want to have multiple inVue Dxs in order to handle all the volume that's coming through. If you take a look at Catalyst, and we've shared these numbers in the past, similarly, this is a platform that expands in value over time. We've got large practices, small practices. we've got large practices small practices One third of our placements are international, and so we provide that range to encompass all of those scenarios. one third of our placements are international and so we provide that range to encompass all of those scenarios The majority of the practices that have inVue Dx have adopted it and are using it for both ear cytology and blood morphology. the majority of the practices that have invue dx have adopted it and are using it for both ear cytology and blood morphology These are totally complementary use cases, and I think the same thing will be true with fine needle aspirate. these are totally complementary use cases and i think the same thing will be true with fine needle aspirate We've got a number of customers that want to have multiple inVue Dxs in order to handle all the volume that's coming through. we've got a number of customers that want to have multiple invue dxs in order to handle all the volume that's coming through If you take a look at Catalyst, and we've shared these numbers in the past, similarly, this is a platform that expands in value over time. if you take a look at catalyst and we've shared these numbers in the past similarly this is a platform that expands in value over time If you look over the last 10 years with Catalyst, the economic value per instrument has grown two and a half times. That's the consequence of continuously bringing forward new menu innovation, which then provides more opportunities and inspires more testing. We just rolled out SDMA package into our Catalyst CLIP. If you look over the last 10 years with Catalyst, the economic value per instrument has grown two and a half times. if you look over the last 10 years with catalyst the economic value per instrument has grown two and a half times That's the consequence of continuously bringing forward new menu innovation, which then provides more opportunities and inspires more testing. that's the consequence of continuously bringing forward new menu innovation which then provides more opportunities and inspires more testing We just rolled out SDMA package into our Catalyst CLIP. we just rolled out sdma package into our catalyst clip

Speaker 2: Yep. Yep. yep

Speaker 3: We rolled out pancreatic lipase slide, cortisol. We keep bringing forward these innovations, which expands over time the economic value of the instrument for our customers, by the way, and then by virtue of that, for us. That's our same approach and strategy for inVue Dx. We rolled out pancreatic lipase slide, cortisol. we rolled out pancreatic lipase slide cortisol We keep bringing forward these innovations, which expands over time the economic value of the instrument for our customers, by the way, and then by virtue of that, for us. we keep bringing forward these innovations which expands over time the economic value of the instrument for our customers by the way and then by virtue of that for us That's our same approach and strategy for inVue Dx. that's our same approach and strategy for invue dx

Speaker 2: Okay Okay okay

Speaker 3: over the long run. over the long run. over the long run

Speaker 2: That's a really good call. I'm going to go back to innovation in a second, but I do want to ask you probably the most pressing question I get, right? New CEO, so I want to talk strategy and big picture, and I won't do a bunch of back-of-the-envelope implied math up here, but I get the question, hey, look, the guide, they beat, they raised. We can all look at the two-year stacks. They need to accelerate for the balance of the year for you guys to get to just call it the midpoint of the guidance. I think there's a misconception out there where everyone's so obsessed with inVue. I don't think it's inVue that makes or breaks the guidance. I think it's other dynamics of international utilization, maybe visits. That's a really good call. that's a really good call I'm going to go back to innovation in a second, but I do want to ask you probably the most pressing question I get, right? i'm going to go back to innovation in a second but i do want to ask you probably the most pressing question i get right New CEO, so I want to talk strategy and big picture, and I won't do a bunch of back-of-the-envelope implied math up here, but I get the question, hey, look, the guide, they beat, they raised. new ceo so i want to talk strategy and big picture and i won't do a bunch of back-of-the-envelope implied math up here but i get the question hey look the guide they beat they raised We can all look at the two-year stacks. we can all look at the two-year stacks They need to accelerate for the balance of the year for you guys to get to just call it the midpoint of the guidance. they need to accelerate for the balance of the year for you guys to get to just call it the midpoint of the guidance I think there's a misconception out there where everyone's so obsessed with inVue. i think there's a misconception out there where everyone's so obsessed with invue I don't think it's inVue that makes or breaks the guidance. i don't think it's invue that makes or breaks the guidance I think it's other dynamics of international utilization, maybe visits. i think it's other dynamics of international utilization maybe visits As we sit here today, Michael, what are the enablers that allow that two-year stack to accelerate for the next three quarters? As we sit here today, Michael, what are the enablers that allow that two-year stack to accelerate for the next three quarters? as we sit here today michael what are the enablers that allow that two-year stack to accelerate for the next three quarters

Speaker 3: Yeah. It's really multiple things. To come back, Q1, we had a really solid quarter with double-digit growth across the board. I think the thing to appreciate about our business, you sort of said it. It's not one thing. It's many, many things contributing to this. We were double-digit growth point of care, 15% on the consumable side, double-digit growth in reference labs. Within each of those, it's not just inVue, it's multiple platforms. We have new slides in Catalyst. Really the short answer is innovation is really propelling our growth. You look at our growth as a premium to overall sector growth. I should talk about the sector, too. We see long run, just this incredibly durable growth trend that ties back to what I said earlier. It's personal, right? Yeah. yeah It's really multiple things. it's really multiple things To come back, Q1, we had a really solid quarter with double-digit growth across the board. to come back q1 we had a really solid quarter with double-digit growth across the board I think the thing to appreciate about our business, you sort of said it. i think the thing to appreciate about our business you sort of said it It's not one thing. it's not one thing It's many, many things contributing to this. it's many many things contributing to this We were double-digit growth point of care, 15% on the consumable side, double-digit growth in reference labs. we were double-digit growth point of care 15% on the consumable side double-digit growth in reference labs Within each of those, it's not just inVue, it's multiple platforms. within each of those it's not just invue it's multiple platforms We have new slides in Catalyst. we have new slides in catalyst Really the short answer is innovation is really propelling our growth. really the short answer is innovation is really propelling our growth You look at our growth as a premium to overall sector growth. you look at our growth as a premium to overall sector growth I should talk about the sector, too. i should talk about the sector too We see long run, just this incredibly durable growth trend that ties back to what I said earlier. we see long run just this incredibly durable growth trend that ties back to what i said earlier It's personal, right? it's personal right People have this relationship with pets as members of their family, and as we talk to younger and younger generations of pet owners, that's only more and more true. That's an up and to the right trend. We've been facing into some of the headwinds on the visit side, as you know. What we're seeing is that whole bolus of pets that came through and were adopted as part of the pandemic, particularly these dogs, are aging. We're seeing green shoots of growth in dogs over five, and we've seen this now for three quarters, and in Q1, we saw it both in well and in non-well dogs. We can look at that and look forward and see. By the way, the visits that are happening are happening with even more quality from an overall care perspective, medicalization overall. People have this relationship with pets as members of their family, and as we talk to younger and younger generations of pet owners, that's only more and more true. people have this relationship with pets as members of their family and as we talk to younger and younger generations of pet owners that's only more and more true That's an up and to the right trend. that's an up and to the right trend We've been facing into some of the headwinds on the visit side, as you know. we've been facing into some of the headwinds on the visit side as you know What we're seeing is that whole bolus of pets that came through and were adopted as part of the pandemic, particularly these dogs, are aging. what we're seeing is that whole bolus of pets that came through and were adopted as part of the pandemic particularly these dogs are aging We're seeing green shoots of growth in dogs over five, and we've seen this now for three quarters, and in Q1, we saw it both in well and in non-well dogs. we're seeing green shoots of growth in dogs over five and we've seen this now for three quarters and in q1 we saw it both in well and in non-well dogs We can look at that and look forward and see. we can look at that and look forward and see By the way, the visits that are happening are happening with even more quality from an overall care perspective, medicalization overall. by the way the visits that are happening are happening with even more quality from an overall care perspective medicalization overall

Speaker 2: DX utilization. DX utilization. dx utilization

Speaker 3: From a DX utilization standpoint, it's really the combination of aging pets that are driving volume, so we see that, the higher quality visits, and our innovation, which supports more and more reasons to test in that context. We have now seen several quarters of some moderation on the overall clinical visit side of things. We did say we're going to modestly adjust for the rest of the year from -2% down to -1.5%. Still negative, but reflecting some of those things. The combination of our execution, our performance on the innovation front with that is really what gives us a lot of confidence in the year ahead, and really in the long run. From a DX utilization standpoint, it's really the combination of aging pets that are driving volume, so we see that, the higher quality visits, and our innovation, which supports more and more reasons to test in that context. from a dx utilization standpoint it's really the combination of aging pets that are driving volume so we see that the higher quality visits and our innovation which supports more and more reasons to test in that context We have now seen several quarters of some moderation on the overall clinical visit side of things. we have now seen several quarters of some moderation on the overall clinical visit side of things We did say we're going to modestly adjust for the rest of the year from -2% down to -1.5%. we did say we're going to modestly adjust for the rest of the year from -2% down to -1.5% Still negative, but reflecting some of those things. still negative but reflecting some of those things The combination of our execution, our performance on the innovation front with that is really what gives us a lot of confidence in the year ahead, and really in the long run. the combination of our execution our performance on the innovation front with that is really what gives us a lot of confidence in the year ahead and really in the long run

Speaker 1: Mike, I would just add to that, we're also seeing solid benefits from net customer gains, including adoption of our innovations in the form of growth of our install base. That grew 12% in the first quarter, really building on very solid commercial momentum. That direct customer engagement is really helping us, and we're seeing that also pull through in our reference lab business, which has seen accelerating growth. Really strong performance across our major modalities and geographies, including international. Mike, I would just add to that, we're also seeing solid benefits from net customer gains, including adoption of our innovations in the form of growth of our install base. mike i would just add to that we're also seeing solid benefits from net customer gains including adoption of our innovations in the form of growth of our install base That grew 12% in the first quarter, really building on very solid commercial momentum. that grew 12% in the first quarter really building on very solid commercial momentum That direct customer engagement is really helping us, and we're seeing that also pull through in our reference lab business, which has seen accelerating growth. that direct customer engagement is really helping us and we're seeing that also pull through in our reference lab business which has seen accelerating growth Really strong performance across our major modalities and geographies, including international. really strong performance across our major modalities and geographies including international

Speaker 2: Okay. Okay. okay

Speaker 3: Yeah, if I take that just as an example with Cancer Dx, we're seeing a tremendous reception to this breakthrough innovation in early cancer detection with Cancer Dx, starting out with lymphoma. 20% of the volume in that case is coming from practices that don't have IDEXX as their primary reference lab. Yeah, if I take that just as an example with Cancer Dx, we're seeing a tremendous reception to this breakthrough innovation in early cancer detection with Cancer Dx, starting out with lymphoma. 20% of the volume in that case is coming from practices that don't have IDEXX as their primary reference lab. yeah if i take that just as an example with cancer dx we're seeing a tremendous reception to this breakthrough innovation in early cancer detection with cancer dx starting out with lymphoma 20% of the volume in that case is coming from practices that don't have idexx as their primary reference lab

Speaker 2: A lot of incremental growth. A lot of incremental growth. a lot of incremental growth

Speaker 3: Yeah. These are practices that are appropriately prioritizing the health and wellbeing of their patients and the kind of care that they can provide over whatever relationship that they have on the vendor side of things and sending us this volume. That's helping to further drive new customer growth on the lab side. To Jonathan Block's point, it's a combination of intensity of utilization, but also a lot of new customer growth. Yeah. yeah These are practices that are appropriately prioritizing the health and wellbeing of their patients and the kind of care that they can provide over whatever relationship that they have on the vendor side of things and sending us this volume. these are practices that are appropriately prioritizing the health and wellbeing of their patients and the kind of care that they can provide over whatever relationship that they have on the vendor side of things and sending us this volume That's helping to further drive new customer growth on the lab side. that's helping to further drive new customer growth on the lab side To Jonathan Block's point, it's a combination of intensity of utilization, but also a lot of new customer growth. to jonathan block's point it's a combination of intensity of utilization but also a lot of new customer growth

Speaker 2: Okay. Last time you mentioned inVue, I used that as the transition to asking a handful of questions. I'll do the same with Catalyst Dx. I think I've got these metrics correct. 7,500 practices that are ordering the test. I think almost all those are U.S. 25% share of U.S. practices, I'm just rounding. Okay. okay Last time you mentioned inVue, I used that as the transition to asking a handful of questions. last time you mentioned invue i used that as the transition to asking a handful of questions I'll do the same with Catalyst Dx. i'll do the same with catalyst dx I think I've got these metrics correct. 7,500 practices that are ordering the test. i think i've got these metrics correct 7,500 practices that are ordering the test I think almost all those are U.S. 25% share of U.S. practices, I'm just rounding. i think almost all those are u.s 25% share of u.s practices i'm just rounding Call it roughly 30,000. Call it roughly 30,000. call it roughly 30,000

Speaker 3: For Cancer Dx. Yep. For Cancer Dx. for cancer dx Yep. yep

Speaker 2: For Cancer Dx. For Cancer Dx. for cancer dx

Speaker 3: Yep. Yep. yep

Speaker 2: Probably 30,000 practices, 7,500 are ordering Cancer Dx. I've got IDEXX's reference lab share probably 60%+, 60 or 70%. Talk to us on, you guys have 60%-70% share, 7,500 are ordering the test. How do you bring that closer to the representation that you have of well north of 50%? What does it take to get there? Do we have to wait for the test to expand and broaden out and the other types of cancers to be brought on board? Probably 30,000 practices, 7,500 are ordering Cancer Dx. probably 30,000 practices 7,500 are ordering cancer dx I've got IDEXX's reference lab share probably 60% +, 60 or 70%. i've got idexx's reference lab share probably 60% + 60 or 70% Talk to us on, you guys have 60%-70% share, 7,500 are ordering the test. talk to us on you guys have 60%-70% share 7,500 are ordering the test How do you bring that closer to the representation that you have of well north of 50%? how do you bring that closer to the representation that you have of well north of 50% What does it take to get there? what does it take to get there Do we have to wait for the test to expand and broaden out and the other types of cancers to be brought on board? do we have to wait for the test to expand and broaden out and the other types of cancers to be brought on board

Speaker 3: First off, I'll just say we're incredibly happy with the demand and the overall trajectory that we have for Cancer Dx. This is a real breakthrough in a category that frankly, it's really been incredibly underdeveloped in veterinary medicine. I mentioned earlier, this is personal. I've lost two dogs in my family to cancer, and in both cases, it was too late to do anything about it by the time it was found. That's just an all too common story if you talk to dog owners. Probably many people in this room have been impacted by this as well. The ability to detect lymphoma up to eight months before there are any clinical signs, then you can take action. To be able to type the lymphoma, to take the right kind of care, it's transformational. First off, I'll just say we're incredibly happy with the demand and the overall trajectory that we have for Cancer Dx. first off i'll just say we're incredibly happy with the demand and the overall trajectory that we have for cancer dx This is a real breakthrough in a category that frankly, it's really been incredibly underdeveloped in veterinary medicine. this is a real breakthrough in a category that frankly it's really been incredibly underdeveloped in veterinary medicine I mentioned earlier, this is personal. i mentioned earlier this is personal I've lost two dogs in my family to cancer, and in both cases, it was too late to do anything about it by the time it was found. i've lost two dogs in my family to cancer and in both cases it was too late to do anything about it by the time it was found That's just an all too common story if you talk to dog owners. that's just an all too common story if you talk to dog owners Probably many people in this room have been impacted by this as well. probably many people in this room have been impacted by this as well The ability to detect lymphoma up to eight months before there are any clinical signs, then you can take action. the ability to detect lymphoma up to eight months before there are any clinical signs then you can take action To be able to type the lymphoma, to take the right kind of care, it's transformational. to be able to type the lymphoma to take the right kind of care it's transformational Then because of our technology, we're able to roll it out at only $15 when packaged with an IDEXX blood panel. The overall strategy supports access to this technology, but also helps provide overall pull-through of blood work. We're seeing that. In the 7,500 practices and all the volume, 70% of what's being run is actually being run together with blood work at the IDEXX reference lab. The strategy's working. What I'll say is this is a long-term strategy. I mentioned that this part of the sector has really not been developed. In the U.S., there are only around 470 oncologists, and in the entire developed world, there's less than 600 of them. Then because of our technology, we're able to roll it out at only $15 when packaged with an IDEXX blood panel. then because of our technology we're able to roll it out at only $15 when packaged with an idexx blood panel The overall strategy supports access to this technology, but also helps provide overall pull-through of blood work. the overall strategy supports access to this technology but also helps provide overall pull-through of blood work We're seeing that. we're seeing that In the 7,500 practices and all the volume, 70% of what's being run is actually being run together with blood work at the IDEXX reference lab. in the 7,500 practices and all the volume 70% of what's being run is actually being run together with blood work at the idexx reference lab The strategy's working. the strategy's working What I'll say is this is a long-term strategy. what i'll say is this is a long-term strategy I mentioned that this part of the sector has really not been developed. i mentioned that this part of the sector has really not been developed In the U.S., there are only around 470 oncologists, and in the entire developed world, there's less than 600 of them. in the u.s there are only around 470 oncologists and in the entire developed world there's less than 600 of them While we're working with specialists to help support their use of the test for aid in diagnosis and monitoring therapy, the broader strategy is really to enable and empower general practitioners to incorporate this into their wellness protocols and how they practice medicine. We support them with the test, with data. We have specialist oncologists in the field and that are on call to support with that. That's a long-term development opportunity. As we go from a single test to a panel, I think that will be pretty formative. Adding mast cell tumor later this year will be important. While we're working with specialists to help support their use of the test for aid in diagnosis and monitoring therapy, the broader strategy is really to enable and empower general practitioners to incorporate this into their wellness protocols and how they practice medicine. while we're working with specialists to help support their use of the test for aid in diagnosis and monitoring therapy the broader strategy is really to enable and empower general practitioners to incorporate this into their wellness protocols and how they practice medicine We support them with the test, with data. we support them with the test with data We have specialist oncologists in the field and that are on call to support with that. we have specialist oncologists in the field and that are on call to support with that That's a long-term development opportunity. that's a long-term development opportunity As we go from a single test to a panel, I think that will be pretty formative. as we go from a single test to a panel i think that will be pretty formative Adding mast cell tumor later this year will be important. adding mast cell tumor later this year will be important

Speaker 2: I was going to go down that road. Adding mast cell tumor later this year, I think a third indication, undisclosed. I was going to go down that road. i was going to go down that road Adding mast cell tumor later this year, I think a third indication, undisclosed. adding mast cell tumor later this year i think a third indication undisclosed a third as well by the end of 2026. a third as well by the end of 2026. a third as well by the end of 2026

Speaker 3: By the end of the year. Yep. By the end of the year. by the end of the year Yep. yep

Speaker 2: Do you feel, Michael Erickson, that that's the tipping point to start to get this into a wellness panel? Because, "Hey, Jonathan Block, your dog's seven years old. I want to run this as part of a geriatric panel." "Oh, great, you identify cancer?" "No, we identify one type of cancer," right? canine lymphoma. That's a tougher sell, right? If it's, "Hey, we identify 50%." Maybe talk to us on, are these three the tipping point? The follow-up question is, remind us when you get to the 50%. Do you feel, Michael Erickson, that that's the tipping point to start to get this into a wellness panel? do you feel michael erickson that that's the tipping point to start to get this into a wellness panel Because, "Hey, Jonathan Block, your dog's seven years old. because "hey jonathan block your dog's seven years old I want to run this as part of a geriatric panel." "Oh, great, you identify cancer?" "No, we identify one type of cancer," right? canine lymphoma. i want to run this as part of a geriatric panel." "oh great you identify cancer?" "no we identify one type of cancer," right canine lymphoma That's a tougher sell, right? that's a tougher sell right If it's, "Hey, we identify 50%." Maybe talk to us on, are these three the tipping point? if it's "hey we identify 50%." maybe talk to us on are these three the tipping point The follow-up question is, remind us when you get to the 50%. the follow-up question is remind us when you get to the 50%

Speaker 3: Yeah. We get to 50% we've said is by 2028. Yeah. yeah We get to 50% we've said is by 2028. we get to 50% we've said is by 2028

Speaker 2: Okay. Okay. okay

Speaker 3: As we continue to expand the panel, we'll be at about a third of the major cancers covered when we add mast cell tumor later this year. It's good coverage. As we continue to expand the panel, we'll be at about a third of the major cancers covered when we add mast cell tumor later this year. as we continue to expand the panel we'll be at about a third of the major cancers covered when we add mast cell tumor later this year It's good coverage. it's good coverage

Speaker 2: Yep. Yep. yep

Speaker 3: I think there are multiple tipping points. I wouldn't say there's one tipping point. If you look at our business across the board, we're developing the sector. These innovations have very long and durable tails to them, and Cancer Dx, I think, will be like that as well. As we continue to expand the panel, that creates more and more reasons to test, to catch a broader net, so to speak. We're also able to help doctors and pet parents identify which dogs really should be getting Cancer Dx. We have really good insight on these dogs who are over seven- I think there are multiple tipping points. i think there are multiple tipping points I wouldn't say there's one tipping point. i wouldn't say there's one tipping point If you look at our business across the board, we're developing the sector. if you look at our business across the board we're developing the sector These innovations have very long and durable tails to them, and Cancer Dx, I think, will be like that as well. these innovations have very long and durable tails to them and cancer dx i think will be like that as well As we continue to expand the panel, that creates more and more reasons to test, to catch a broader net, so to speak. as we continue to expand the panel that creates more and more reasons to test to catch a broader net so to speak We're also able to help doctors and pet parents identify which dogs really should be getting Cancer Dx. we're also able to help doctors and pet parents identify which dogs really should be getting cancer dx We have really good insight on these dogs who are over seven- we have really good insight on these dogs who are over seven-

Speaker 2: Breed. Breed. breed

Speaker 3: particular breeds who are over four. We can help them identify those patients, both in their client base and even through our software, help prompt that in advance of the visit to help pet parents think about, "Hey, for your pet, you want to think about cancer testing." We're able to help develop this sector through technology and data and specialist support. Ultimately, we see this as being a really important new part of medicine and veterinary. particular breeds who are over four. particular breeds who are over four We can help them identify those patients, both in their client base and even through our software, help prompt that in advance of the visit to help pet parents think about, "Hey, for your pet, you want to think about cancer testing." We're able to help develop this sector through technology and data and specialist support. we can help them identify those patients both in their client base and even through our software help prompt that in advance of the visit to help pet parents think about "hey for your pet you want to think about cancer testing." we're able to help develop this sector through technology and data and specialist support Ultimately, we see this as being a really important new part of medicine and veterinary. ultimately we see this as being a really important new part of medicine and veterinary

Speaker 2: Okay. When I think about these two innovations, inVue and Cancer Dx, inVue, we can all do the math. As I mentioned earlier, I'll do the boxes. I'm taking your word at 5,500. Okay. okay When I think about these two innovations, inVue and Cancer Dx, inVue, we can all do the math. when i think about these two innovations invue and cancer dx invue we can all do the math As I mentioned earlier, I'll do the boxes. as i mentioned earlier i'll do the boxes I'm taking your word at 5,500. i'm taking your word at 5,500

Speaker 3: Yeah. Yeah. yeah

Speaker 2: I'll end at 11,900 boxes at the end of this year. I'll end at 11,900 boxes at the end of this year. i'll end at 11,900 boxes at the end of this year

Speaker 3: $3,500-$5,500. $3,500-$5,500. $3,500-$5,500

Speaker 2: Right. The revenue per box, and you get the contribution to growth. Right. right The revenue per box, and you get the contribution to growth. the revenue per box and you get the contribution to growth Is Cancer Dx a little bit more like this wild card? It's out there, it's gaining some momentum now, but there's really sort of, you turn the dial when you really get into wellness, and becomes a little bit more widespread. I know you said it will increase over time, but is that more of an inflection point, 2027 into 2028, in terms of a growth contribution? Or inVue is more the steady state as you layer on more boxes and maybe increase the revenue per box a little bit? Is Cancer Dx a little bit more like this wild card? is cancer dx a little bit more like this wild card It's out there, it's gaining some momentum now, but there's really sort of, you turn the dial when you really get into wellness, and becomes a little bit more widespread. it's out there it's gaining some momentum now but there's really sort of you turn the dial when you really get into wellness and becomes a little bit more widespread I know you said it will increase over time, but is that more of an inflection point, 2027 into 2028, in terms of a growth contribution? Or inVue is more the steady state as you layer on more boxes and maybe increase the revenue per box a little bit? i know you said it will increase over time but is that more of an inflection point 2027 into 2028 in terms of a growth contribution? or invue is more the steady state as you layer on more boxes and maybe increase the revenue per box a little bit

Speaker 3: What I would say, this might not help your math, but all of these things have a lot of multiplier value built into them. If you take Cancer Dx, for example, I share, this is supporting new customer growth. This is supporting more blood work. Then there's the use of the test. It's not just used for early detection, it's also used for aid in diagnosis. It's used for monitoring therapy. We have a claim out there that Cancer Dx can detect molecular remission if you're running a pet through CHOP. That's never been possible before for lymphoma. It creates all these reasons to test, it expands our customer footprint, and it drives additional testing. The same thing is true with inVue Dx. When we look at an instrument platform like inVue Dx or Catalyst, it also drives our lab business. What I would say, this might not help your math, but all of these things have a lot of multiplier value built into them. what i would say this might not help your math but all of these things have a lot of multiplier value built into them If you take Cancer Dx, for example, I share, this is supporting new customer growth. if you take cancer dx for example i share this is supporting new customer growth This is supporting more blood work. this is supporting more blood work Then there's the use of the test. then there's the use of the test It's not just used for early detection, it's also used for aid in diagnosis. it's not just used for early detection it's also used for aid in diagnosis It's used for monitoring therapy. it's used for monitoring therapy We have a claim out there that Cancer Dx can detect molecular remission if you're running a pet through CHOP. we have a claim out there that cancer dx can detect molecular remission if you're running a pet through chop That's never been possible before for lymphoma. that's never been possible before for lymphoma It creates all these reasons to test, it expands our customer footprint, and it drives additional testing. it creates all these reasons to test it expands our customer footprint and it drives additional testing The same thing is true with inVue Dx. the same thing is true with invue dx When we look at an instrument platform like inVue Dx or Catalyst, it also drives our lab business. when we look at an instrument platform like invue dx or catalyst it also drives our lab business A lot of the ways we work with customers, really, they appreciate having an IDEXX 360 program where they get instruments combined with labs, it pulls through testing. Testing begets testing. As I mentioned, we continue to add to the menu of these instruments. Over time, it's not a straight line, it's a curve. A lot of the ways we work with customers, really, they appreciate having an IDEXX 360 program where they get instruments combined with labs, it pulls through testing. a lot of the ways we work with customers really they appreciate having an idexx 360 program where they get instruments combined with labs it pulls through testing Testing begets testing. testing begets testing As I mentioned, we continue to add to the menu of these instruments. as i mentioned we continue to add to the menu of these instruments Over time, it's not a straight line, it's a curve. over time it's not a straight line it's a curve

Speaker 2: Okay. Okay. okay

Speaker 3: That's the way we think about it. All these things together factor into our overall growth, confidence in our growth. That's the way we think about it. that's the way we think about it All these things together factor into our overall growth, confidence in our growth. all these things together factor into our overall growth confidence in our growth

Speaker 2: Okay. Talking about growth. MilQ-ID. We actually called out that trademark that we found in March of last year. Okay. okay Talking about growth. talking about growth MilQ-ID. milq-id We actually called out that trademark that we found in March of last year. we actually called out that trademark that we found in march of last year

Speaker 3: Yeah, very perceptive of you, John. Yeah, very perceptive of you, John. yeah very perceptive of you john

Speaker 2: Thank you. I got a good team. The trademark is general, and it's intended to cover, quote, "laboratory consumables for veterinary purposes." That's pretty broad. Talk to us about what the core functionality of the box is and then maybe the timing as well. Thank you. thank you I got a good team. i got a good team The trademark is general, and it's intended to cover, quote, "laboratory consumables for veterinary purposes." That's pretty broad. the trademark is general and it's intended to cover quote "laboratory consumables for veterinary purposes." that's pretty broad Talk to us about what the core functionality of the box is and then maybe the timing as well. talk to us about what the core functionality of the box is and then maybe the timing as well

Speaker 3: We haven't commented on either of those things. The one thing, what we've said before, which I'll just reinforce today, is that what MilQ-ID will do, it will transform the category that it's in, and it will be entirely complementary to what we have today in our IDEXX VetLab Suite. We haven't said specifically what it does, though. We haven't commented on either of those things. we haven't commented on either of those things The one thing, what we've said before, which I'll just reinforce today, is that what MilQ-ID will do, it will transform the category that it's in, and it will be entirely complementary to what we have today in our IDEXX VetLab Suite. the one thing what we've said before which i'll just reinforce today is that what milq-id will do it will transform the category that it's in and it will be entirely complementary to what we have today in our idexx vetlab suite We haven't said specifically what it does, though. we haven't said specifically what it does though

Speaker 2: I'll ask it a different way. What you've done a really good job of is going to a veterinary practice, identifying the pain points, and then trying to simplify and streamline it. For example, your cytology. I'll ask it a different way. i'll ask it a different way What you've done a really good job of is going to a veterinary practice, identifying the pain points, and then trying to simplify and streamline it. what you've done a really good job of is going to a veterinary practice identifying the pain points and then trying to simplify and streamline it For example, your cytology. for example your cytology Maybe taking out some of that subjective nature behind it, what are some of the remaining pain points that exist at a veterinary practice today? Maybe taking out some of that subjective nature behind it, what are some of the remaining pain points that exist at a veterinary practice today? maybe taking out some of that subjective nature behind it what are some of the remaining pain points that exist at a veterinary practice today

Speaker 3: We have a long list of opportunities that we identify as pain points. We have a long list of opportunities that we identify as pain points. we have a long list of opportunities that we identify as pain points

Speaker 2: Okay. Okay. okay

Speaker 3: MilQ-ID fits into that list, and we see more opportunity beyond that as well. MilQ-ID fits into that list, and we see more opportunity beyond that as well. milq-id fits into that list and we see more opportunity beyond that as well

Speaker 2: Would you likely handle it the same way that you have in prior years like you did with inVue? You've got an Analyst Day coming up in two or three months. You have, in the past, unveiled and talked about the box and then subsequently launched it four or five months later at VMX. Would it be a similar playbook that you would run for the next box? Would you likely handle it the same way that you have in prior years like you did with inVue? would you likely handle it the same way that you have in prior years like you did with invue You've got an Analyst Day coming up in two or three months. you've got an analyst day coming up in two or three months You have, in the past, unveiled and talked about the box and then subsequently launched it four or five months later at VMX. you have in the past unveiled and talked about the box and then subsequently launched it four or five months later at vmx Would it be a similar playbook that you would run for the next box? would it be a similar playbook that you would run for the next box

Speaker 3: Yeah, the playbook that we follow is we talk about it when we're ready to talk about it. We don't want to get ahead of ourselves on that. We'll follow that playbook. When we're ready, we'll talk about it. We'll talk more about what it does and all of these things. Yeah, the playbook that we follow is we talk about it when we're ready to talk about it. yeah the playbook that we follow is we talk about it when we're ready to talk about it We don't want to get ahead of ourselves on that. we don't want to get ahead of ourselves on that We'll follow that playbook. we'll follow that playbook When we're ready, we'll talk about it. when we're ready we'll talk about it We'll talk more about what it does and all of these things. we'll talk more about what it does and all of these things

Speaker 2: Talked about it a little bit last year. Talked about it a little bit last year. talked about it a little bit last year

Speaker 3: We- We- we-

Speaker 2: It was about 20 seconds, but you talked about it. It was about 20 seconds, but you talked about it. it was about 20 seconds but you talked about it

Speaker 3: A little bit, yeah. A little bit, yeah. a little bit yeah

Speaker 2: Okay. Last one down this road. Can the commercial organization handle these two point-of-care analyzer innovations simultaneously? Because inVue, while introduced January 1, 2025, is still relatively new as FNA comes on board. Is there a bandwidth or a capacity issue from that perspective? Okay. okay Last one down this road. last one down this road Can the commercial organization handle these two point-of-care analyzer innovations simultaneously? can the commercial organization handle these two point-of-care analyzer innovations simultaneously Because inVue, while introduced January 1, 2025, is still relatively new as FNA comes on board. because invue while introduced january 1 2025 is still relatively new as fna comes on board Is there a bandwidth or a capacity issue from that perspective? is there a bandwidth or a capacity issue from that perspective

Speaker 3: No. If you look at our commercial organization, we've continued to invest in the capacity of our commercial organization, adding to our commercial organization and also how we support globally our commercial team through centers of excellence. We, every year, have continued to invest to expand the footprint in the U.S. and also around the world. Looking forward, we would intend to continue to do that. We have a tremendous amount of capacity in our commercial organization to spend time with customers. Really, customers view our team as extensions of their practice. No. no If you look at our commercial organization, we've continued to invest in the capacity of our commercial organization, adding to our commercial organization and also how we support globally our commercial team through centers of excellence. if you look at our commercial organization we've continued to invest in the capacity of our commercial organization adding to our commercial organization and also how we support globally our commercial team through centers of excellence We, every year, have continued to invest to expand the footprint in the U.S. and also around the world. we every year have continued to invest to expand the footprint in the u.s and also around the world Looking forward, we would intend to continue to do that. looking forward we would intend to continue to do that We have a tremendous amount of capacity in our commercial organization to spend time with customers. we have a tremendous amount of capacity in our commercial organization to spend time with customers Really, customers view our team as extensions of their practice. really customers view our team as extensions of their practice

Speaker 2: Okay Okay okay

Speaker 3: helping them to reach their goals and to practice a higher level of medicine. That's what our team does every day. helping them to reach their goals and to practice a higher level of medicine. helping them to reach their goals and to practice a higher level of medicine That's what our team does every day. that's what our team does every day

Speaker 2: Okay. We've got about two or three minutes left. We touched on this a little bit earlier. I want to talk about future innovation. Maybe just help me out, Mike. Is this a hardware thing? Is it a software thing? Is it AI in a separate bucket? I don't know. If you say all the above, do you want to rank order them? How do we think about what's in that pipeline for IDEXX and where priorities may lie? Okay. okay We've got about two or three minutes left. we've got about two or three minutes left We touched on this a little bit earlier. we touched on this a little bit earlier I want to talk about future innovation. i want to talk about future innovation Maybe just help me out, Mike. maybe just help me out mike Is this a hardware thing? is this a hardware thing Is it a software thing? is it a software thing Is it AI in a separate bucket? is it ai in a separate bucket I don't know. i don't know If you say all the above, do you want to rank order them? if you say all the above do you want to rank order them How do we think about what's in that pipeline for IDEXX and where priorities may lie? how do we think about what's in that pipeline for idexx and where priorities may lie

Speaker 3: As I mentioned, I have the privilege of being able to be behind the curtain and see an innovation pipeline that I've just never been more excited about. One of the things that differentiates us at IDEXX is that we really have this full-stack innovation capability across instruments, novel assay development, software, AI, all of these things. Of course, the integration of these things into platforms like inVue Dx or Cancer Dx and so forth. Our strategy has really been a multi-front innovation strategy, and it will continue to be that. I think there's opportunities in the AI space, like we talked about earlier, We've been in that space for a while, we'll continue to be in that space, but I think some of those opportunities are opening up inside IDEXX and outside IDEXX even more. As I mentioned, I have the privilege of being able to be behind the curtain and see an innovation pipeline that I've just never been more excited about. as i mentioned i have the privilege of being able to be behind the curtain and see an innovation pipeline that i've just never been more excited about One of the things that differentiates us at IDEXX is that we really have this full-stack innovation capability across instruments, novel assay development, software, AI, all of these things. one of the things that differentiates us at idexx is that we really have this full-stack innovation capability across instruments novel assay development software ai all of these things Of course, the integration of these things into platforms like inVue Dx or Cancer Dx and so forth. of course the integration of these things into platforms like invue dx or cancer dx and so forth Our strategy has really been a multi-front innovation strategy, and it will continue to be that. our strategy has really been a multi-front innovation strategy and it will continue to be that I think there's opportunities in the AI space, like we talked about earlier, We've been in that space for a while, we'll continue to be in that space, but I think some of those opportunities are opening up inside IDEXX and outside IDEXX even more. i think there's opportunities in the ai space like we talked about earlier we've been in that space for a while we'll continue to be in that space but i think some of those opportunities are opening up inside idexx and outside idexx even more

Speaker 2: That could be organic or inorganic. That could be organic or inorganic. that could be organic or inorganic

Speaker 3: I think there's opportunity there to continue to, with just some of the advancements that are happening. Across the board, we see instruments, assay development, software as being more of an integrated solution approach that we'll continue to drive forward. I think there's opportunity there to continue to, with just some of the advancements that are happening. i think there's opportunity there to continue to with just some of the advancements that are happening Across the board, we see instruments, assay development, software as being more of an integrated solution approach that we'll continue to drive forward. across the board we see instruments assay development software as being more of an integrated solution approach that we'll continue to drive forward

Speaker 2: Okay. Guys, any last-minute questions from the audience? Michael Erickson and John Ravis. Perfect. Okay. okay Guys, any last-minute questions from the audience? guys any last-minute questions from the audience Michael Erickson and John Ravis. michael erickson and john ravis Perfect. perfect