BioLife Options Inc. (NASDAQ: BLFS) Q1 2022 earnings name dated Could. 09, 2022
Company Individuals:
Troy Wichterman — Chief Monetary Officer
Michael Rice — Chairman & Chief Govt Officer
Rod de Greef — Chief Working Officer
Analysts:
Max Masucci — Cowen — Analyst
Jacob Johnson — Stephens — Analyst
Thomas Flaten — Lake Road — Analyst
Suraj Kalia — Oppenheimer & Co. — Analyst
Presentation:
Operator
Welcome to the BioLife Options’ First Quarter 2022 Monetary Outcomes Convention Name. [Operator Instructions]
I’d now like to show the convention over to Mr. Troy Wichterman, Chief Monetary Officer. Please go forward, sir.
Troy Wichterman — Chief Monetary Officer
Thanks, Rocco. Good afternoon, everybody, and thanks for becoming a member of this name. Becoming a member of me on as we speak’s name are Mike Rice, Chairman and Chief Govt Officer and Rod de Greef, President and Chief Working Officer. Earlier as we speak, we issued a press launch saying our monetary outcomes and operational highlights for the primary quarter of 2022.
As a reminder, throughout this name, we might make sure projections and different forward-looking statements relating to future occasions or the longer term monetary efficiency of the corporate or its acquisitions. These statements are topic to dangers and uncertainties which will trigger precise outcomes to vary materially from expectations. For an in depth dialogue of the dangers and uncertainties that have an effect on the corporate’s enterprise and that qualify as forward-looking statements, I refer you to our periodic and different public filings filed with the SEC. Firm projections are forward-looking statements, are based mostly on components which are topic to vary and subsequently these statements converse solely as of the date they’re given. The corporate assumes no obligation to replace any projections or forward-looking statements, besides as required by legislation.
Throughout this name, we are going to converse to non-GAAP or adjusted outcomes. Reconciliations of GAAP to non-GAAP or adjusted monetary metrics are included within the press launch we issued this afternoon. These non-GAAP or adjusted monetary metrics shouldn’t be considered as an alternative choice to GAAP. Nonetheless, in mild of our M&A exercise, we consider that the usage of non-GAAP or adjusted metrics gives traders with a transparent view of our present monetary outcomes when in comparison with prior durations.
Now, I’d like to show the decision over to Mike Rice, Chairman and CEO of BioLife Options.
Michael Rice — Chairman & Chief Govt Officer
Thanks, Troy, and good afternoon, everybody. Thanks for becoming a member of our name. After my remarks, Tory will current our financials for Q1, then Rod will present an replace on key operational initiatives he’s managing focusing on gross margin enhancements particularly for our Stirling ULT freezer platform. And after that, we’ll be glad to take your questions.
Turning to Q1 income and buyer highlights. Our staff delivered one other sturdy quarterly income efficiency, much more so contemplating the macro headwinds and particular provider points with regard to Stirling that we proceed to expertise and deal with. Whole income was $36.2 million, up 115% from Q1 2021 representing natural progress of 45% and continued sturdy biopreservation media income progress of 53%.
Whereas we had greater than a dozen cryogenic freezer orders, totaling over $1 million in income, that didn’t ship in Q1 as a result of a mixture of provide constraint points and buyer acceptance timing, these orders have both shipped or are anticipated to ship in Q2. These delayed orders and general demand created a big backlog coming into Q2 and we’re aggressively working via the backlog, and at this level are monitoring to our inner plan for Q2.
I’d additionally wish to echo the sturdy progress sentiments within the cell and gene remedy area that different life science instruments firms have expressed on their current earnings calls. From our view, regardless of the melancholy of valuations throughout the sector, CGT is poised for explosive progress over the following few years and the BioLife Options portfolio performs a significant function in enhancing high quality and decreasing threat. We’re targeted on optimizing and scaling our operations to fulfill anticipated demand for our instruments and companies.
Our progress catalyst and enterprise fundamentals are sturdy and we’re affirming our full-year 2022 steerage, together with unplanned expectations to return to optimistic adjusted EBITDA by the top of the 12 months, which Troy will cowl in a couple of minutes. Importantly, and turning to operations, I wish to specific my confidence and appreciation within the sturdy execution from our operations, high quality and engineering groups who leaned in, received a deal with on integration calls for of the Stirling acquisition and proceed a sustained dedication to optimize our manufacturing processes, provide chains and QC and QA capabilities. Essential to persevering with to ship the very best customary of high quality and repair in our trade and feeding the client demand we’re experiencing, we realized vital sequential enhancements in gross margin and adjusted EBITDA, and stay assured that we’ll proceed to see the sequential enchancment all through the remainder of the 12 months.
Turning again to the client and income facet of the enterprise in Q1, we gained a minimum of 189 new prospects throughout our 3 product and companies platforms, and to remind you now these are. First, cell processing, which incorporates biopreservation media and Sexton cell processing merchandise. Second, our freezers and Thaw Techniques platform comprised of liquid nitrogen freezers and Stirling ULT mechanical freezers and automatic thawing units. And eventually, storage and chilly chain companies, which incorporates our SciSafe storage companies and our evo Chilly Chain Administration providing.
New Q1 prospects by product line included 23 now utilizing biopreservation media, 7 new ThawSTAR customers, 7 new evo Chilly Chain finish customers, 25 new cryogenic freezer prospects, 98 new Stirling ULT freezer prospects, 25 new biostorage prospects and 4 new cell processing prospects now utilizing Sexton merchandise. As a reminder, for the total 12 months 2021, we gained a minimum of 700 new direct prospects and we additionally profit from very productive distributors, with our 2 largest having bought and shipped our biopreservation media merchandise to greater than 4,200 distinctive finish prospects final 12 months.
Now I’ll make some qualitative feedback about our 3 income platforms, and let Troy converse to income for every. For cell processing in Q1, we gained 27 new prospects and obtained affirmation that our cell processing media merchandise shall be utilized in a minimum of 12 extra medical trials for brand spanking new cell and gene therapies. We estimate our biopreservation media merchandise have been included in additional than 540 buyer medical functions, up from 450 on the finish of 2020. For biopreservation media, we additionally stay assured that every buyer medical software, if authorised, might generate annual income in a spread of $500,000 to $2 million. To-date, our biopreservation media is utilized in 10 authorised therapies and our Sexton cell processing media and vials are utilized in 3 authorised therapies. Our biopreservation media merchandise are additionally embedded in a minimum of 10 extra CGT functions for which BLA or different regulatory approval filings are anticipated to be submitted this 12 months and subsequent 12 months.
I’ll conclude by saying that our biopreservation media medical buyer base consists of a lot of the CAR T-Cell builders with our merchandise embedded in a majority of the autologous and allogeneic platforms at present in growth. We anticipate to have the ability to proceed to take share from homebrew preservation cocktails as consciousness grows of the important function our engineered media formulations can play in decreasing threat for CGT firms. We additionally see the current and pending approvals of CGT merchandise for first and second-line therapies and approvals for brand spanking new indications as 2 progress catalyst for our biopreservation media and different options.
Turning to our freezers and Thaw Techniques platform. Once more, we gained 130 new prospects, together with a number of notable cell and gene remedy and biotech firms. We stay hyper-focused on enhancing high quality and decreasing value of our Stirling ULT freezer merchandise. The residual provider and high quality points we’re addressing are a results of buyer demand that noticed our ULT staff greater than double unit manufacturing in 2021 in comparison with 2020. We shipped almost 8,000 freezers final 12 months and this demand surge strained our provide chain and uncovered some latent high quality problems with an underneath scaled Stirling that we inherited. Rod will converse in additional element in our restoration and mitigation actions.
Importantly, demand remained sturdy and we’re working very onerous to to scale back lead instances with the objective of two to three week lead instances for brand spanking new orders by the top of June. As an replace to a subject from our final name, we executed a brand new settlement with our largest ULT freezer distributor so as to add our CBS liquid nitrogen freezer portfolio to their BioLife providing. We’re excited in regards to the potential of this settlement and associated gross sales and advertising actions to seize progress alternatives for LN2 freezers and we’ll have extra to say about this all through the remainder of the 12 months.
In our last 3 income platforms, shops and chilly chain companies, which incorporates evo Chilly Chain leases and SciSafe storage companies, we gained 32 new prospects in Q1, that’s 25 for storage companies in 7 for evo. Our SciSafe storage companies platform is rising quickly and we stay very optimistic about our capacity to profitably scale this platform to fulfill demand. Our alternatives checklist of potential new storage companies prospects is powerful and we proceed to evaluate places for a brand new U.S. bio repository.
This morning we issued a press launch a couple of new co-marketing settlement and revenue-sharing settlement we executed with Coriell Institute of Medical Analysis, whereby in each events will cross-market our respective storage companies and bioprocessing and cell analytic companies. We consider this mixture of complementary companies will profit biotech researchers and corporations and we sit up for reporting on this initiative later within the 12 months as soon as this system is in full swing.
With our evo Chilly Chain Administration platform, cell and gene remedy firms now have full optionality to to entry our class defining providing via our expanded specialty provider associate community. That now consists of World Courier, Fast Worldwide, Patheon, Marken and Biocair. Q1 evo shipments had been up 60% over the identical interval final 12 months. We’ve a number of evaluations and validations underway and anticipate continued progress within the platform. Evo Shippers at the moment are getting used to move ACS assortment, CAR T-Cell therapies, umbilical wire blood and different blood parts together with plasma and different biologic supplies. The checklist of finish customers of evo is known as a market group of the main CGT firms. As I discussed earlier than, we consider most CGT firms will transfer to validate and approve multiple transport container and logistics associate over the following few years and that our evo platform will emerge as a number one choice.
Earlier than I flip the decision over to Troy to current our financials for Q1. I’d like to offer feedback on another present actions. First, in a few weeks we’ll be holding our inaugural International Innovation Summit, the place all of our {hardware} and software program engineering groups and our advertising staff will come collectively to evaluation the CGT manufacturing, storage and distribution workflows and the assorted improvements our good of us are engaged on to higher deal with unmet must additional cut back threat for our prospects. By our acquisitions, we’ve assembled the world-class staff of consultants and I totally anticipate us to determine extra areas the place we are able to additional innovate to optimize present practices and add worth to our buyer operations. It is a mid to long-term technique session to reinforce the near-term merchandise we’re creating. We’ll have rather more to say on this when acceptable about lead to new merchandise and growth tasks at M&A from the Innovation Summit.
One particular product line I can converse to is our liquid nitrogen high-capacity managed charge freezer providing. Final week we exhibited and introduced on the ISCT Convention in San Francisco and our flagship excessive capability charge freezer was the star of the present. We wrote 75 of whole leads on the convention and 9 particularly for top capability charge freezers. We even have 3 extra fashions of assorted payload capacities in our new product growth plan.
Now, I’ll move the decision over to Troy.
Troy Wichterman — Chief Monetary Officer
Thanks, Mike. Income for the primary quarter totaled $36.2 million, representing a 115% enhance over 2021 first quarter income. Natural income elevated 45% in Q1 2022 in comparison with Q1 2021, pushed by biopreservation media income of $13.7 million, which was up 53% in Q1 2022 in comparison with Q1 2021. COVID-19 associated income accounted for about 10% of whole income within the first quarter.
Cell processing platform income was $14.9 million, up 67% over the identical interval in 2021, natural progress was 53%. Freezers and Thaw System platform income was $15.3 million, up 216% over the identical interval in 2021. COVID-19 associated income accounted for about 4% of the freezer and Thaw Techniques platform income. Natural income was down 3% as a result of provide chain constraints and COVID associated buyer acceptance delays in our cryogenic freezer platform. Adjusting for this delayed income, which we anticipate to acknowledge in Q2, natural income for this platform would have been up 23% in comparison with the identical interval in 2021. Storage and storage companies platform income was $6 million, up 95% over the identical interval in 2021. COVID-19 associated income accounted for about 52% of the storage and storage companies platform income. Natural progress was 95%.
Adjusted gross margin for the primary quarter of 2022 was 33% in contrast with 55% for the primary quarter of ’21 and 18% for the fourth quarter of 2021. The optimistic impression sequentially was largely as a result of decrease guarantee expense at our ULT platform in addition to favorable product combine. And we anticipate to see a optimistic impression on margin all through 2022 as a result of leveraged operational overhead and the advantages of our provide chain efforts which Stirling didn’t have in place beforehand.
Adjusted working bills for Q1 2022, totaled $19.8 million in contrast with $8.8 million in Q1 2021. The rise in working bills was primarily pushed by the absorption of working prices associated to our Stirling and Sexton acquisitions. As well as, working bills elevated as a result of elevated accounting prices related to giant accelerated filer standing in addition to elevated head rely and stock-based compensation expense essential to help our general progress aims. Our adjusted working loss for the primary quarter of 2022 was $8 million in contrast with adjusted working revenue of $494,000 in Q1 2021.
Adjusted EBITDA for the primary quarter of 2022 was unfavourable $814,000 in contrast with optimistic $2.8 million for the primary quarter of 2021, and unfavourable $5.5 million for the fourth quarter of 2021. We anticipate this quantity to steadily enhance all year long leading to a full 12 months 2022 optimistic adjusted EBITDA.
Our money stability at March 31, 2022 was $59.5 in comparison with $69.9 million at December 31, 2021. Taking into account our adjusted EBITDA of unfavourable $800,000, money utilized in Q1 2022 was associated to unfavorable working capital changes of $7.3 million which was primarily as a result of timing and capital expenditures of $2.3 million together with build-outs of our bio repository amenities.
Turning to 2020 income steerage. Administration affirms full-year steerage to be within the vary of $159.5 million to $171 million reflecting year-over-year progress of 34% to 44% and natural progress of 28% to 39%. COVID-19 associated income is anticipated to account for about 8% to 9% of whole income.
Whole income expectations for 2022 embrace the next platform contributions. Cell processing platform is anticipated to be between $64 million to $67.5 million, a rise of 42% to 50% over 2021 and natural progress of 30% to 35%. Freezers and Thaw Techniques platform is anticipated to be between $74 million to $77.5 million, a rise of 31% to 37% over 2021, and natural progress of 28% to 39%. COVID-19 associated income is estimated to account for lower than 5% of the freezer and Thaw Techniques platform income.
Storage and storage companies platform whole and natural income is anticipated to be between $21.5 million to $26 million, a rise of twenty-two% to 48% over 2021. COVID-19 associated income is anticipated to account for an estimated 40% to 50% of the storage and storage companies platform income. The COVID-19 associated income relies on contracts, and subsequently we don’t anticipate to see variability on this quantity via the stability of the 12 months.
Lastly, when it comes to our new share rely, as of as we speak, now we have 42.4 million shares issued and excellent and 44.4 million shares on a completely diluted foundation.
Now, I’ll flip the decision to Rod.
Rod de Greef — Chief Working Officer
Thanks, Troy. As we mentioned in our final earnings name, my essential focus in stepping again from the CFO function and turning the reins over to Troy, who by the best way is doing a superb job, has been addressing and correcting the near-term provider high quality and manufacturing points on the Stirling facility in Athens, Ohio.
What we inherited within the transaction and acknowledged shortly as soon as inside was that Stirling had skilled large progress, which as a reminder, was a 100% enhance in unit manufacturing between 2020 and 2021, and so they had not scaled to accommodate that progress on a number of ranges. with the dedication and energy of lots of people at that facility in addition to the expertise the BioLife staff brings to bear, we’ve made good progress on all fronts, which has resulted in a modest, however optimistic like-for-like sequential enhance in gross margin for that product line.
Whereas we nonetheless have a number of work to do, we’re heading in the right direction and common and constant progress is being made, which I consider may have an additional optimistic gross margin impression as we transfer all year long. Acquisitions and integrations current new and totally different points, and I’m assured that now we have our arms round this and are on the appropriate path going ahead.
Over the past a number of weeks, I’ve been capable of shift a few of my focus to spend a while at our 3 manufacturing websites in addition to our newly opened biostorage facility in Amsterdam. Whereas there are at all times alternatives for operational enchancment, typically, these operations are operating easily with no materials points exterior of various exterior provide chain constraints just like what many firms in our trade and others are going through.
A major instance of this sort of state of affairs is the important thing vendor for our LN2 freezer line who had each labor and provider points throughout this quarter, which negatively impacted their capacity to ship a key part to us within the portions now we have had on order since final 12 months. This in flip impacted freezer manufacturing and income by roughly $650,000 within the quarter. A number of months in the past, we entered right into a provide settlement with a secondary vendor, however based mostly on the lead instances for this distinctive customized merchandise, we don’t anticipate product from them to stream till late this quarter or early Q3. However now we have now secured twin supply provide of this important part, which might mitigate any provide chain threat on this space going ahead.
A prime precedence for our VP of Provide Chain Administration is to implement twin sourcing on as many parts and uncooked supplies as attainable throughout our product platforms and we’re properly into that initiative. That is at all times a wise transfer, however in these unprecedented instances it’s changing into much more important. Happily, options exist for many issues, and we plan to have most redundancy in place by the top of the 12 months.
We’ve additionally mentioned one other key goal on earlier calls of building a revenue-generating service providing and that now we have a pilot program up and operating, though minimally staffed at this level. In Q1, this program generated roughly $79,000 in income with one devoted FTE, and we’re assured that there’s a sturdy excessive margin income alternative as we finalize the providing initially for the freezer line and build-out our subject service group all through this 12 months and into subsequent.
Lastly, I’ll take a second to deal with the near-term delay skilled with our ERP implementation, which resulted from our delayed 10-Ok submitting. Whereas irritating for certain, we’re now at some extent the place the accounting facet of NetSuite is anticipated to go dwell for various our subsidiaries later this week, publish our 10-Q submitting. The stability of the implementation plan is coming collectively and we proceed to anticipate to have the total accounting and manufacturing functions up and been operating by the top of the 12 months, and Middleware connectivity to quite a few different functions entity-wide by Q1 of subsequent 12 months.
In closing, I’d wish to reiterate that we’ve made good progress on working via the Stirling points and with the opposite alternatives for enchancment now we have in entrance of us, I anticipate to have the ability to report continued progress on a quarterly foundation.
Now I’ll flip the decision again over to Mike.
Michael Rice — Chairman & Chief Govt Officer
Thanks, Rod. So the important thing takeaways I’d like to depart you with are. Primary, demand for our portfolio of sophistication defining bio manufacturing instruments and companies stay sturdy and we totally anticipate to fulfill or beat our full 12 months income steerage. Quantity two, we anticipate to exhibit continued sequential enhancements with the operations and margins in our ULT freezer platform and to appreciate optimistic adjusted EBITDA for your entire enterprise by the top of the 12 months. And quantity 3, we’re targeted on progressive new product launches for this 12 months and subsequent, and are seeing tangible and actual alerts of carry off within the cell and gene remedy.
The final remark I wish to make earlier than taking questions is that we consider within the progress forward for the enterprise. The worth of BioLife and our alignment with you, our shareholders. With that, a number of members of our management staff together with myself, have agreed to simply accept BioLife inventory in lieu of a part of our salaries. Our Board members have additionally agreed to simply accept BioLife shares in lieu of their money board charges. We’re all totally assured we are going to proceed to develop the enterprise on this setting the place our catalyst and enterprise fundamentals are sturdy and intact, and we sit up for being rewarded in line and accordingly.
Associated to this, other than some occasional promote to cowl inventory gross sales transactions to cowl taxes for upcoming vesting occasions, my longstanding portfolio diversification plan gross sales at the moment are full. It is a nice second for BioLife and the cell and gene trade in a troublesome macro and public market setting. However I’m happy to say that general product demand to this point in Q2 is robust and we’re wanting ahead to sharing our outcomes on our Q2 earnings name.
Now I’ll flip the decision again over to the operator to take your questions. Rocco?
Questions and Solutions:
Operator
Thanks. [Operator Instructions] At the moment’s first query comes from Max Masucci with Cowen and Firm. Please go forward.
Max Masucci — Cowen — Analyst
Hello, thanks for taking the questions. Mike, first one, you referred to as out the dislocation between the excessive progress that we proceed to see and the cell and gene remedy finish markets, the weak point we’ve seen within the public area, say if we take a step again right here, you have a look at the corporate’s income progress trajectory right here in 2022, the gross margin restoration that’s underway. What gave you the arrogance to swap inventory for money compensation? And we’ll be curious to listen to if there’s any restrict to the share of inventory that you just’re management staff might swap?
Michael Rice — Chairman & Chief Govt Officer
Yeah. Thanks, Max, and a very good query. I’m glad to supply another coloration feedback. I totally consider within the enterprise, the staff right here, our capacity to execute and at these foolish depressed share costs, I’m seeking to accumulate as many shares of BioLife inventory as I can. And you already know it’s going to vary by particular person, Max, from 50% to 100% will come within the type of inventory versus money.
Max Masucci — Cowen — Analyst
Acquired it. Shifting to the co-promote. Is there any element you possibly can present across the make-up and the profile of Coriell, your companions buyer base, whether or not the co-promote offers you elevated publicity to any particular buyer varieties or geographic areas the place you had been beforehand under-exposed? After which any element across the construction of the settlement and the break up of income sharing shall be nice.
Michael Rice — Chairman & Chief Govt Officer
Certain, I’ll begin with the final one. It goes like this, whoever originates, clearly will get a bit finders payment, and if that originator does the work, that means the service they’ll present they get, once more, most of it. But when not, it’s sub single or gentle single digits for the referral payment and all the remaining goes to the opposite occasion, relying on who does the work. Max, with respect to Coriell’s buyer base and extremely aligned with among the broader biopharma firms we’d wish to crack into, I can say candidly, there have been some storage alternatives over the previous few years with SciSafe that we’ve bid on, however didn’t win, as a result of we couldn’t provide complete cell analytic companies, and now we are able to via a world-class associate. In order that’s going to be nice, I don’t see us no bidding on any alternatives now, now that we’ve received this settlement in place. So actually enthusiastic about it, but it surely’s going to be targeted on prospects who want storage and so they want some tumor evaluation, DNA extraction and different evaluation on the cell varieties, whether or not it’s to characterize grasp cell banks, working cells or issues like that.
Max Masucci — Cowen — Analyst
Okay. Remaining one right here for Troy and Rod, and good to see the gross margin restoration. As we simply effective tune the gross margin expectations in our fashions, is there any extra element you can provide us when it comes to the pacing we should always anticipate on the gross margin entrance within the coming, name it, three quarters? And whether or not there are another gross margin swing components that we needs to be making an allowance for?
Troy Wichterman — Chief Monetary Officer
Thanks for the query, Max. Yeah, in order I addressed in my commentary, we do anticipate sequential modest enchancment in gross margin. And to deal with your query on the margin swings, we don’t anticipate any large swings by some means on the gross margin facet at this time limit.
Max Masucci — Cowen — Analyst
Acquired it. Thanks for taking the questions.
Michael Rice — Chairman & Chief Govt Officer
Thanks Max.
Operator
Women and gents, our subsequent query as we speak comes from Jacob Johnson at Stephens, Inc. Please go forward.
Jacob Johnson — Stephens — Analyst
Hey, good afternoon all people.
Michael Rice — Chairman & Chief Govt Officer
Hey, Jacob.
Jacob Johnson — Stephens — Analyst
Hey Mike. Possibly beginning on Stirling, it looks as if the enterprise growth developments are actually sturdy there. Are you able to speak about any impression from these operational points on type of promoting these Stirling freezers, it doesn’t sound such as you’ve seen any? After which your capacity to ship on that, the demand you’re seeing there?
Michael Rice — Chairman & Chief Govt Officer
Yeah. Certain, Jacob. I’ll say that whereas we’re on this relative precarious place, the place I’d say appropriately nervous about each order, however we’re assured that we’ll be capable to retain almost all of the orders. Some prospects simply as in This fall and in some circumstances in Q1, some prospects couldn’t wait, so that they had to purchase one thing from any individual else, however now we have not seen, now we have not seen any large erosion or order cancellations. On the contrary, I feel the efforts of our gross sales staff and simply the unbelievable diploma of integrity that they’ve being clear with our prospects about what’s unsuitable and what we’re doing to repair it, they’re preserving a backlog and they’re persevering with to generate new orders. So, to this point so good. We simply can’t get via it quick sufficient, let me simply say it at that manner.
Jacob Johnson — Stephens — Analyst
Acquired it. Understood. After which evo 60% progress in shipments year-over-year. So it looks as if you and your courier companions are seeing traction there. I’m simply curious as we take into consideration the volumes there, how a lot of that’s type of you’re moving into early stage medical trials, how a lot of it’s type of second sourcing wins of economic therapies. Possibly simply type of speak about the place you’re seeing traction with new prospects on the evo facet?
Michael Rice — Chairman & Chief Govt Officer
Yeah, Jacob, super-insightful query. Many of the evo shipments are transporting and authorised CAR T-Cell remedy or the Zolgensma authorised gene remedy, after which the majority of the remaining are all early stage, early medical trial part prospects. And that checklist of the variety of prospects and the names of these prospects is lengthy and really well-known. So I feel it’s all going the appropriate manner right here. The opposite evo validation underway by an organization with two authorised CAR Ts continues to rock and we sit up for reporting on that hopefully later within the 12 months.
Jacob Johnson — Stephens — Analyst
You answered my subsequent query, so I’ll go away there. Thanks, Mike.
Michael Rice — Chairman & Chief Govt Officer
Certain.
Operator
Women and gents, our subsequent query as we speak comes from Thomas Flaten with Lake Road Capital Markets. Please go forward.
Thomas Flaten — Lake Road — Analyst
Nice. Thanks for taking the questions. Hello, guys.
Michael Rice — Chairman & Chief Govt Officer
Hello, Thomas.
Thomas Flaten — Lake Road — Analyst
Two fast questions. Mike, in your ready feedback you talked about, I don’t wish to paraphrase, taking share from the homebrew market with media. Do you’ve gotten a way of the expansion that you just’re seeing, how a lot is simply the tide lifting all boats versus you’re taking share, do you’ve gotten any, I imply, I don’t know in case you can quantify, however any qualitative feedback you’ve gotten round that?
Michael Rice — Chairman & Chief Govt Officer
Certain. I feel Thomas that we’re taking share. I feel that we’re seeding the usage of CryoStor or HypoThermosol within the research-use solely market, a few of which is able to translate into medical, additionally the pure medical markets after which the later stage medical trial part tasks, which hopefully will recover from the objective line right here within the subsequent couple of years or so. I feel we’re undoubtedly seeing extra uptick, extra attraction and I feel that as new teams get fashioned or spun-out of educational facilities or medical facilities that they’re defaulting to utilizing CryoStor versus defaulting to make use of a homebrew.
Now I can’t quantify that with any type of precision, however that’s simply my sense once I join with Aby Mathew, our CSO and EVP, and I feel again to only an hour or so in the past when he got here in and gave me an replace on the ISCT Convention, and all of the those who lined as much as discuss to him and the opposite components of our staff, I imply, simply large quantity of publicity and consciousness of what we’ve received right here, and albeit, as a result of lots of people haven’t traveled for the final couple of years, rather more consciousness into discovering that BioLife is a a lot totally different firm with a wider portfolio.
So I feel the best way we run the playbook to get media adopted in CGT is clearly going to repay. And once more, the thesis of our acquisition technique to leverage these sticky media prospects, to promote them extra issues within the portfolio, I totally anticipate us to appreciate that and execute on that as properly all year long. So good to be again, good to be out in entrance of individuals and feeling actually good about what’s occurring throughout the platforms.
Thomas Flaten — Lake Road — Analyst
Nice. After which one associated to the brand new amenities that you just open, have opened Amsterdam, Massachusetts and New Jersey, any sense of what the or I’m certain you already know that the purchasers, new prospects, outdated prospects relocating. Simply attempting to get a way of how these new amenities are being utilized by your buyer base.
Michael Rice — Chairman & Chief Govt Officer
Certain. It’s a combination. Thomas, it’s a mixture of current prospects which are giving us rather more enterprise and lots of extra tasks to retailer, whether or not they’re current or model new or no matter, however simply getting a lot deeper for certain. After which clearly, new prospects, de novo, who’re coming to us for the primary time, who’ve made that call to outsource storage versus attempting to take it out and the way and it’s every little thing that goes together with that.
Thomas Flaten — Lake Road — Analyst
Glorious. Recognize the questions. Thanks.
Michael Rice — Chairman & Chief Govt Officer
You’re welcome.
Operator
[Operator Instructions] Our subsequent query comes from Suraj Kalia with Oppenheimer. Please go forward. Suraj, your line is open.
Suraj Kalia — Oppenheimer & Co. — Analyst
Mike, Rod, are you able to hear me alright?
Michael Rice — Chairman & Chief Govt Officer
Hello, Suraj. Sure we are able to.
Rod de Greef — Chief Working Officer
Hello.
Suraj Kalia — Oppenheimer & Co. — Analyst
Sorry, apologies, I’m having some telephone points.
Michael Rice — Chairman & Chief Govt Officer
No drawback.
Suraj Kalia — Oppenheimer & Co. — Analyst
Hey Mike, simply hopping in between calls, I consider I heard you say 75 or so leads for high-capacity freezers that you just all have picked up, did I get that proper?
Michael Rice — Chairman & Chief Govt Officer
Considerably. I stated 75 whole leads at ISCT final week in San Fran, and eight or 9 for high-capacity freezers.
Suraj Kalia — Oppenheimer & Co. — Analyst
Mike, how a lot of your steerage relies on assembly any or some off these leads?
Michael Rice — Chairman & Chief Govt Officer
Thanks for asking. Zero, it’s all upside, Suraj.
Suraj Kalia — Oppenheimer & Co. — Analyst
So this may be all upside. Honest sufficient.
Michael Rice — Chairman & Chief Govt Officer
Yeah.
Suraj Kalia — Oppenheimer & Co. — Analyst
Mike, one of many issues that has been misplaced within the dialogue about freezers and ULTs is the Thaw Astero Bio, the Thaw System, how is the efficiency of the Thaw System been? And in addition particularly on the freezers, are you able to give us a relative framework on year-over-year unit progress, buyer progress, I’m extra within the unit progress on the freezer facet, particularly?
Michael Rice — Chairman & Chief Govt Officer
Certain. Let’s begin with that. You could have heard Rod’s feedback from a couple of minutes in the past, I’m unsure, however Suraj, in 2021 versus 2020 we doubled ULT freezer manufacturing. So we shipped about 3,500 or so in 2020 and almost 8,000 in 2021, a good quantity of that was COVID carry transporting vaccines and that, however however, simply phenomenal freezer unit capability and manufacturing there. On the CBS facet, the LN2 facet, not almost to that scale, however good first rate progress for certain.
Suraj Kalia — Oppenheimer & Co. — Analyst
Acquired it. And Mike, when it comes to the administration and Board comp until August when it comes to inventory, it’s an fascinating transfer, and I’d like to get your perspective, what was the first driver, was it some inbound concern, clearly, you all are telegraphing confidence based mostly on the steerage, and I’m curious, whenever you layer on this comp, or the inventory comp, simply type of give us some perspective on the shift, as a result of I haven’t heard anybody else go down this route? Gents, thanks for taking my questions.
Michael Rice — Chairman & Chief Govt Officer
Yeah. Thanks, Suraj, and an excellent query. Usually, as you already know, after we see this, it’s as a result of firms are distressed, or they’re going to expire of cash or one thing, that’s not the case in any respect right here. On the contrary, our enterprise fundamentals are intact and at these, I exploit the phrase foolish, I’ll simply name it silly at these silly costs for BioLife, we wish to do every little thing we are able to to convey confidence and our capacity to execute and to be rewarded commensurately with all shareholders if we do execute. So the prospect of taking shares at $10 or $11 or $12 or $13 is actually significant, I’m glad to do this for a minimum of 3 months and we’ve received various senior leaders right here who’re signing up for this system along with all of the Board members. So it’s nothing greater than that, it’s about sending a sign that we’re totally, totally assured in our capacity to develop the enterprise to fulfill or beat this 12 months’s steerage and to show BioLife into one thing that’s rather more worth than what it’s as we speak. We are able to’t repair every little thing, the macro developments are so sturdy, however all we are able to do is win or lose in our personal lane and that is a technique that we intend to do this.
Suraj Kalia — Oppenheimer & Co. — Analyst
Nice. Thanks.
Operator
And girls and gents, this concludes the question-and-answer session. I’d like to show the convention again over to Mike Rice, Chairman and CEO for closing remarks.
Michael Rice — Chairman & Chief Govt Officer
Thanks, Rocco, and thanks once more everybody on your curiosity in BioLife. We stay assured in assembly or exceeding our 2022 income steerage and in reaching our acknowledged mid-term monetary objectives. Thanks on your help of BioLife. Good night, everybody.
Operator
[Operator Closing Remarks]