Rapid Micro Biosystems, Inc. (NASDAQ:RPID) Q4 2022 Earnings Call Transcript

Rob Spignesi: Just a couple other comments that Stephanie. We have a dedicated sales people slash consultants, that work with our customers in our — across our regions to do just that, to ramp them as quickly as possible into routine use after validations any training required, but certainly any ordering required, standing orders. So basically, to be easy to work with and kind of grease the gears to move consumables through more quickly into Sean’s point, we also track the capacity in any systems and seek to sell, if you will, new applications onto any open capacity. And of course, look for opportunities inside any manufacturing plant. If a customer, for example, has automated environmental monitoring, there’s opportunities to further automate water or and bioburden applications, which could be put on existing capacity or many times triggers the purchase of a new system.

So think of it as a organic sale to a customer. In most cases, it’s opportunity within an actual manufacturing plant. That’s how we seek to maximize pull through. And also, — it’s also a great lead source for new system opportunities as well. Great. Well thanks Stephanie again. So we’re going to wrap the live call now. As a reminder, we are attending the TD Cowen Healthcare Conference in Boston next Wednesday, March 8, and look forward to speaking with many of you in the coming weeks. Thanks to everyone for joining us today. And Julien, we’ll close the call now.

Operator: This concludes today’s conference call. Thank you for your participation. You may now disconnect.