Castle Biosciences, Inc. (NASDAQ:CSTL) Q3 2023 Earnings Call Transcript

So it’s a fairly easy linkage for a gastroenterologist who says I have patients in my own practice where I just was so surprised that their non-dysplastic Barrett’s esophagus lesion progressed to cancer in between visits. It just kills me. So they all recognize there is a need there to find those patients in that large non-dysplastic group which makes up about 95% of the overall patient population and most of the people who progress to cancer now because they are the ones who aren’t getting treated and say, but I have on my other hand an effective tool to eradicate the chance of that progressing. So it’s an easy sort of high unmet clinical need that they’ve all seen and experienced train racks that they would like to catch. And they have a tool already available that can go ahead and meet the needs of their patients.

So that’s the second element. In terms of timing, I think if we dial back to third quarter of last year, you’ll recall that we hired up initially in January of 2022, the first sales team for this product. They were largely in training in the first quarter. We were also looking at obtaining ADLT status for variety of purposes. And so we think it takes around 6 months for our sales team to kind of go to be fully effective. That would have been right at the third quarter of last year. We also expanded from 14 to 24 sales reps in the fall of 2022. And so the 690 was I think very, very solid volume for essentially a team that was just starting and getting its feet going. And the reports this quarter just reflects just good engine and good demand from a test going forward.

Mark Massaro: Excellent. I appreciate all the color.

Operator: We have no further questions. I’ll turn the call back to Derek for closing remarks.

Derek Maetzold: Thank you, operator. This concludes our third quarter 2023 earnings call. Thank you again for joining us today and for your continued interest in Castle Biosciences.

Operator: Thank you everyone for joining us today. This concludes our call and you may now disconnect your lines.