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They mention very large labs where CellaVision is very well penetrated, not just relatively but very well. Then there's the next layer of smaller labs for which the DC-1 is created. I'm curious if there are any nuances in the market that you consider when thinking about your distribution strategy, or is that a pretty accurate reflection of your approach?

It is quite compatible because when people invest in a hematology system, they often include CellaVision as part of the purchase, rather than making it a separate capital expense. Integrating it with a partner that has already budgeted for it was the logical approach.

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They mention very large labs where CellaVision is very well penetrated, not just relatively but very well. Then there's the next layer of smaller labs for which the DC-1 is created. I'm curious if there are any nuances in the market that you consider when thinking about your distribution strategy, or is that a pretty accurate reflection of your approach?

Our initial target was the large laboratories, starting with our first large system 15 years ago. It gained traction quickly. However, the large reference laboratories took a bit longer, as they tend to conduct studies and reviews before adopting new technology. Eventually, all major reference laboratories in the US began using it.

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They mention very large labs where CellaVision is very well penetrated, not just relatively but very well. Then there's the next layer of smaller labs for which the DC-1 is created. I'm curious if there are any nuances in the market that you consider when thinking about your distribution strategy, or is that a pretty accurate reflection of your approach?

Since its introduction, the DC-1 has been one of our best products. It allows networks to coordinate their work through the main laboratory, improving quality and speed. Hospitals can purchase the Sysmex integrated system for their main lab and DC-1s for smaller ones. This has been significant since its introduction. Although the first few months were slow due to Covid, demand surged once restrictions eased.

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