Wenbin Jiang: What I’m saying is particularly in Europe and China, we are seeing purchasing coming back to — returning to the normal previous way. And this actually started in Q4, which continued in Q1. That’s very encouraging. On the other hand, we do see continued elongated purchasing cycle in the US. as well as APAC, excluding China. But we are going — those order will return. And it’s not a loss de minimis, and they will come back and they will close. We expect them to close.
David Westenberg: Got it. Just on my last one, just in terms of customers using larger or the full potential of full spectrum flow cytometry. Are you seeing an increase of that usage? And when you are seeing an increase of that, are you seeing them order Cytek specific reagents? And just even a little bit more color on how you’re seeing adoption in terms of reagents there. And that would be my last one.
Wenbin Jiang: We are definitely seeing encouragingly across the industry, especially with pharmas. And they start to validate our instruments and harmonize our instrument across the organization. They are continuing to come back to expand the number of instruments they have across their organization. And so we are talking about users, when actually not a few — in the whole organization, even hundreds of those users are on Cytek instruments today. So in some organization, very encouraging.
Operator: And your next question comes from the line of Andrew Cooper from Raymond James.
Noah Krozel: This is Noah on for Andrew. So my first question is, you talked about instrument sales coming in where you thought they’d come in. Were you seeing any particular strength across particular instruments? So would that be the cell sorter and the higher end products? Or is that mostly from other places within the portfolio?
Wenbin Jiang: Our strengths continue to be our flagship product, which is Aurora, which continue to grow. Of course, in meantime, we are going to focus more and more towards entry at the mid-level and to drive adoption across our product portfolio.
Noah Krozel: Awesome. And one more question. You guys launched the Orion reagent mixer in 4Q of 2023. And I understand that the dollars are going to be minimal. But have you seen any new doors open for the rest of the business because now you’ve had a full quarter selling and possibly seeing any reagent pull-through on that end?
Wenbin Jiang: When a new instrument you’ve launched, the first thing is to come out to work with customers to validate with instruments before we are actually putting into production on the customer side. And we have seen very encouraging in the trends right now and the interest from our customer base.
Operator: And your next question comes from the line of Mason Carrico from Stephens. Please go ahead.
Mason Carrico: Hey, guys, just two questions for me here. First, given the funding environment and budget constraints that you’re seeing, for customers that are interested in buying maybe one of your higher end instruments, are the majority of these customers — I don’t want to say majority, but for the customers that are delaying their purchases, are they simply delaying making that purchase? Or is there a trend of them maybe moving down the price continuum and buying perhaps the mid-tier instrument?
Wenbin Jiang: I just mentioned, we continue to see greater interest on our flagship product, which is Aurora and the Aurora CS. So in that regard, and we don’t really see much change regarding to how budgets will impact your buying behavior. But the elongated buying cycle is particularly related to the US. and the APAC region, which has been that way for quite a while. But it will all come. It just takes a longer time for them to make decisions. That’s what we are seeing.
Mason Carrico: Got it. Okay. And maybe kind of the opposite question here. But last quarter, you talked about seeing early success in converting existing Guava customers to your Northern Lights platform. Has that trend continued? And really, when it comes to your Northern Lights sales, how — what proportion of those sales are going to existing Guava customers versus non-Guava customers?
Wenbin Jiang: In the previous session, we did have mentioned that Guava customers do have their specialized needs, which today are not really being satisfied by the Northern Lights. This is because Guava, in particular, some of the platform is value-driven while Northern Lights is more designed for individual users with flexibility. And this is something we are working on the software side to enable us to facilitate those needs from the Guava customers. We expect this eventually will be addressed by them and more other users will convert.
Operator: And your next question comes from the line of Jacqueline Kisa from TD Cowen.
Jacqueline Kisa: This is Jacqueline Kisa on for Steven Mah. Congrats on the approvals and the facility opening. Looking forward on your clinical progress, are there any specific clinical milestones you can expect to see on the horizon now that you’ve gained approval for your TBNK panel and reagents?
Wenbin Jiang: Yes, absolutely. We expect to see continued growth to drive our reagent business. And of course, in the meantime, we hope that will also help us to grow our Northern Lights CLC instrumentation. But earlier, there was a question regarding to reagent rental, which will also be helpful because approved that TBNK will enable users to come back for our instrument to support that type of business model.
Jacqueline Kisa: Great. And has the opening of the new facility driven any demand or customer conversations? And will the facility focus more on supporting clinical applications or more just provide support across the board?
