Specialized oncology reference laboratory providing the latest testing technologies, global/tech-only options, and interactive education to the pathology community
Offer the complete spectrum of diagnostic services through nationwide network of laboratories
Dedicated to providing superior service, faster turn-around times, and complete attention to the needs of our clients and their patients
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Genetic Testing Leader
1. Company Overview Presentation
March 2015
âImproving Patient Care
through exceptional cancer
genetic testing services!â
Time Matters. Results Count!
2. Forward-looking Statements
This presentation contains statements which constitute forward-looking statements within the meaning
of Section 27A of the Securities Act, as amended; Section 21E of the Securities Exchange Act of 1934;
and the Private Securities Litigation Reform Act of 1995. The words âmayâ, âwouldâ, âcouldâ, âwillâ,
âexpectâ, âestimateâ, âanticipateâ, âbelieveâ, âintendâ, âplanâ, âgoalâ, and similar expressions and
variations thereof are intended to specifically identify forward-looking statements. All statements that
are not statements of historical fact are forward-looking statements.
Investors and prospective investors are cautioned that any such forward-looking statements are not
guarantees of future performance and involve risks and uncertainties, and that actual results may differ
materially from those projected in the forward-looking statements as a result of various factors. The
risks that might cause such differences are identified in our filings with the Securities and Exchange
Commission. We undertake no obligation to publicly update or revise the forward looking statements
made in this presentation to reflect events or circumstances after the date of this presentation or to
reflect the occurrence of unanticipated events.
2
3. Investment Highlights
Fast growing cancer
genetics lab servicing
Oncologists,
Pathologists and
Hospitals
Strategic client
partnerships created
by âTech-Onlyâ model
Dynamic, rapidly-
growing and
consolidating industry
Industry-leading
revenue & test volume
growth
Strong productivity and
operating leverage
leading to accelerating
cash flow and net income
Strong Management
Team with large cap
lab experience
3
4. Experienced Management Team
⢠Douglas VanOort, Chairman & CEO
Chief Operating Officer, Quest Diagnostics
Executive Vice President, Corning Life Sciences, Inc.
⢠Maher Albitar, M.D., Chief Medical Officer & Director of R&D
Med. Dir. for Hematopathology & Oncology and Chief of R&D, Quest Nichols Institute;
Director of Leukemia and Molecular Laboratory, MD Anderson Cancer Center
⢠Robert Shovlin, Chief Operating Officer
Chief Development Officer, Bostwick Laboratories
President & Chief Executive Officer, Aureon Biosciences
⢠Steven Jones, Director, EVP â Finance, & Chief Compliance Officer
Chairman, Aspen Capital Group; Managing Member, Medical Venture Partners
Vice President, Merrill Lynch Investment Banking
⢠George Cardoza, Chief Financial Officer
CFO, Protocol Global Solutions; Controller, Central Region, Quest Diagnostics
⢠Robert Horel, Vice President, Sales & Marketing
Regional Mgr., US Labs; Product Specialist, Ventana Medical Systems; Pilot, U.S. Navy
⢠Steven Ross, Chief Information Officer
Vice President Technology, Chicoâs FAS, Inc.
4
5. Company Overview
⢠Specialized oncology reference laboratory providing
the latest testing technologies, global/tech-only
options, and interactive education to the pathology
community
⢠Offer the complete spectrum of diagnostic services
through nationwide network of laboratories
⢠Dedicated to providing superior service, faster turn-
around times, and complete attention to the needs
of our clients and their patients
⢠Founded and went public in 2001
⢠First to launch tech-only FISH services in 2006
⢠March 2009, Doug VanOort joined as CEO
⢠December 2012, up-listed to NASDAQ
⢠Recently completed acquisition of Path Logic based in
West Sacramento, California
⢠65% CAGR in Revenue and Test Volume over last ten
Years.
Description Broad Menu of Genetic & Molecular Tests
History
5
⢠57 Custom FISH Panels
⢠215 IHC Stains and Custom Panels
⢠72 Molecular Markers
⢠23 Targeted NeoTYPE Molecular/FISH/IHC Panels
⢠Full Suite of Next Generation Sequencing Panels
ď§ 315 Gene Solid Tumor Discovery Panel
ď§ 4,813 Gene Cancer Exome Profile
⢠Cytogenetics
⢠Flow Cytometry
7. U.S. Cancer Testing Market Size $10-12 Billion
Hematopoietic Cancers Solid Tumor Cancers
Total Testing Market: $3 - 4 Billion $7 - 8 Billion
Est. Genetic Mkt. (TAM)
~$2 - 3 Billion ~$2 - 3 Billion
Patients in Treatment: 850,000 7.0 million
New Diagnoses/Yr.: 150,000 1.45 million
Specimen Types:
Bone Marrow (350K/Yr)
Per. Blood (150K/Yr)
Lymph Nodes
Tiss. Biopsies (8-10MM)
Fine Needle Aspirates
Other Bodily Fluids
Neo Revenue Split: ~80% ~20%
7
8. NeoGenomicsâ Cancer Testing Services
Key Testing Methodologies
⢠Cytogenetics: chromosome analysis
â âNeighborhood view of 46 houses from 1000 feetâ
⢠Flow Cytometry & IHC: cell surface marker analysis
â âSingle house view from 500 feetâ
⢠Fluorescence in-situ Hybridization (FISH): gene analysis
â âDoor and window view of one houseâ
⢠Molecular Testing: DNA/RNA analysis
â âView of serial number on door lockâ
8
9. Customer Targets
Pathologists & Hospital Pathology Groups (about 75% of 2014 Revenue )
⢠Enable community Pathologists to practice using sophisticated tools and tests
⢠Innovative technical component (TC or âtech-onlyâ) services â Flow, FISH, IHC
⢠Outstanding Web-based Lab System & extensive training programs
Oncologists & Clinician Groups (about 22% of 2014 Revenue )
⢠Includes Hematologists, Oncologists, Dermatologists, Urologists
⢠Disease Panels and comprehensive molecular menus
⢠Increasing Opportunity to service larger practices with Tech-only model
Clinical Trials & Other (about 3% of 2014 Revenue )
⢠Contract research/clinical trial support work for Pharma clients
9
10. Accelerating Pace of Innovation
⢠4 molecular tests
⢠3 FISH
⢠FL â IHC menu
⢠10-color Flow Cytometry
⢠Implemented State-of-the-art
MolDx platform in lieu of Kits
⢠28 new Molecular Assays
⢠Proprietary method for
increasing sensitivity of
Sanger sequencing
⢠7 NeoTYPE MolDx Panels
⢠New Aperio Digital Image
Analysis
⢠SVM for FISH (Patent App)
⢠Barrettâs Esoph. FISH
(Patent App)
⢠NeoARRAY/SNP
Cytogenetics
⢠Internalized send-outs
⢠40 new Molecular tests
⢠Addâl NeoTYPE Panels
⢠Next Generation
Sequencing (48 genes)
⢠ROS1 FISH
⢠NeoSITE Melanoma FISH
⢠Plasma/Urine-based
Prostate Test (Patent
App)
⢠SVM-based Cytogenetics
Analysis System
⢠SVM-based Automated
FISH Analysis System v2
⢠Began development of
NeoLAB (Liquid
Alternative to Biopsy)
Prostate Cx test
2011
2012
2013
10
⢠60 new/revâd Molecular tests
⢠24 new NeoTYPE Next
Generation Sequencing
Profiles
⢠26 new IHC/ISH tests
⢠Additional NeoLAB Prostate
clinical studies
⢠AML Extended FISH Panel
⢠AML Favorable-Risk FISH
Panel
⢠MDS Extended FISH Panel
⢠Plasma Cell Myeloma Risk
Stratification FISH Panel
⢠RET FISH
⢠MET FISH
⢠ALL Adult & Pediatric FISH
Panels
⢠HER2 Breast Equivocal
FISH Panel
⢠BRAF Translocation FISH
⢠Chromosome 1 POC Ploidy
⢠Launched robotic FISH/Cyto
pre-processing platform
2014
11. Next Generation Sequencing and Liquid Biopsies
Next Generation Sequencing
⢠21 tumor-specific hematologic and solid tumor profiles
⢠4 broad pan-tumor profiles (54 gene Myeloid Disorders Profile, 48 gene Precision
Profile for Solid Tumors, 315+ gene Discovery Profile for Solid Tumors, Cancer Exome
Profile
⢠Tech-only FISH/Flow option available for select NeoTYPE Profiles
⢠Comprehensive and clear reporting of key diagnostic, prognostic, therapeutic and
clinical trials information relevant for informed decision making
NeoLAB (Liquid Alternative to Biopsy) Prostate Text
⢠Blood Plasma & Urine-based (no need for Prostate tissue)
⢠Designed to inform which patients with elevated PSA should be biopsied
⢠Pivotal validation study underway (800 - 1,000 patients)
⢠Commercial launch expected in 2H 2015
⢠Expected pricing $400 - $600/Test
11
12. A Growing Commercial & Facility Footprint
NV
OR
WA
MT
MN
NE
ND
ID
WY
OK
KS
COUT
TX
NM
SC
FL
GAALMS
LA
AR
MO
IA
VA
NC
IN
KY
IL
MI
WI
PA
WV
VT
RI
NH
AZ
OH
DE
MD
NY
CA
NJ
MI
MA
SD
States sending specimens in 2014
ME
CT
Irvine, CA
25k sf
Nashville, TN
7k sf
Ft. Myers, FL
45k sf
Tampa, FL
5k sf
W. Sacramento,
CA
17k sf
Fresno, CA
3k sf
12
SD
13. Large & Growing Clinical Trials Opportunity
⢠World class Molecular Oncology menu opening up numerous opportunities to
directly service pharmaceutical companies.
â Leverages NEO Pathologist expertise, Lab systems, Tech-only model, comprehensive
menus to further diversify into a new segment.
â Ability to expand into world-wide markets
â Potential for developing companion diagnostics
â Access to market with higher AUP
⢠Exclusive 5 year Agreement with Covance, with a two year renewal option.
â NEO exclusively provides professional interpretations for all AP and Histology testing
ordered with new trials worldwide
â NEO exclusively provides all technical component FISH for samples tested in the U.S.
â NEO eligible to provide technical component services for all U.S. based testing that is
not otherwise performed by Covanceâs Lab-within-a-Lab (LWL) facility at NEO
13
14. $10
⢠On July 8, 2014, NEO announced and closed the
acquisition of Path Labs, LLC dba âPath Logicâ for $6
million
ď§ 2013 Revenue of $9.8 million
ď§ Implied Enterprise Value/Revenue of 0.6x
ď§ Includes $150,000 in capital lease obligations
ď§ $5.85 million at closing paid with cash on hand and
borrowings from its revolving credit facility with and
$.60 million held in escrow
⢠Path Logic will operate as a wholly-owned subsidiary of
NeoGenomics
Acquisition of Path Logic
Strategic RationalePath Logic Overview
Transaction Summary
⢠A specialized AP laboratory serving California and the
western United States
⢠Sub-specialties in renal pathology, dermatopathology,
womenâs health and gastrointestinal and genitourinary
pathology
⢠Approximately 65 employees as of July 2014, including
9 in-house pathologists and 12 consulting pathologists
⢠Founded in 1999 and headquartered in West
Sacramento, California
⢠NEO expects $3 â 4 million of revenue synergies
by offering NEO tests to Path Logic customers and
Path Logic tests to NEO customers
⢠Additional cost synergies with increased run rate
and NeoGenomics experience
⢠Doubles pathology staff
⢠Expansion of geographic footprint in Northern
California with West Sacramento, California
laboratory
- Location to be added to NeoGenomics
- Locations to be discontinued
14
15. 2015 Strategic Priorities
⢠Next Gen Sequencing
⢠Develop Prostate Cancer Test
⢠Launch New Products
⢠Grow Clinical Trials
⢠Optimize Covance partnership
⢠Higher Productivity
⢠Lower Costs
⢠Become a âDigital Labâ
⢠Expand Sales Team
⢠Add new clients
⢠Improve Informatics
Growth Get LEAN
InnovateDiversify
15
16. Accelerating Cash Flow & Earnings
($, 000's) 2012 2013 2014
Total Consolidated Revenue $ 59,867 $ 66,467 $ 87,069
% Growth 37.7% 11.0% 31.0%
Total Gross Profit 26,836 31,737 40,714
Gross Margin % 44.8% 47.7% 46.8%
SG&A Expenses 25,624 28,563 38,496
Total SG&A as a % of Rev 42.8% 43.0% 44.2%
Net Income/(Loss) $ 65 $ 2,033 $ 1,132
Diluted EPS $0.00 $0.04 $0.02
Adjusted EBITDA $ 5,997 $ 8,515 $ 9,176
% Growth 181.0% 42.0% 7.8%
Base NEO* Summary Operating Metrics
% Growth in Tests Performed 50.2% 19.8% 29.1%
Avg. Revenue/Test $ 522 $ 484 $ 463
% Change -8.4% -7.3% -4.2%
Avg. Cost of Goods Sold/Test $ 288 $ 253 $ 241
% Change -8.6% -12.2% -4.7%
16
* Base NEO represents organic revenue and test volume growth from legacy business and excludes the impacts from the PathLogic acquisition.
17. Increasing Margins Despite Lower Avg Unit Prices â Base NEO*
* For comparison purposes Base NEO exclude the impacts from the Path Logic Acquisition, which was completed on 7/8/14.
(1) Productivity calculated as the average number of lab tests completed per month per laboratory FTE.
17
47.3%
48.4%46.1%
44.7%44.6%43.9%44.5%44.8% 45.2%
47.1%
47.2%
41.5%
43.2%
46.3% 45.9%48.4%
50.0%
47.9%
49.5%
46.4%
48.2%
-23.7%
58.6%
-40%
-20%
0%
20%
40%
60%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100% Q409
Q110
Q210
Q310
Q410
Q111
Q211
Q311
Q411
Q112
Q212
Q312
Q412
Q113
Q213
Q313
Q413
Q114
Q214
Q314
Q414
Gross Margin % Cum Change in Avg Rev/Test Cum Change in Productivity(1)
18. Operating Cost per Test & Adj. EBITDA Margin
Cost Management & Operating Leverage â Base NEO*
18
$723
$642$642
$671
$649
$618
$576$565
$555
$531$512 $526
$482$478
$464 $466$439
$459
$442$457
$431
-12%
-1%
-2%
-5%
0%
-1%
5%
6%
8%
12%
12%
6%
10%11% 12%
13%
15%
9%
10%
14%
14%
-15%
-10%
-5%
0%
5%
10%
15%
20%
$0
$100
$200
$300
$400
$500
$600
$700
$800
Q409
Q110
Q210
Q310
Q410
Q111
Q211
Q311
Q411
Q112
Q212
Q312
Q412
Q113
Q213
Q313
Q413
Q114
Q214
Q314
Q414
Cogs Cost/Test G&A Net of R&D Cost/Test
S&M Cost/Test R&D Cost/Test
* For comparison purposes Base NEO exclude the impacts from the Path Logic Acquisition, which was completed on 7/8/14.
19. Quarterly Financial Information (P&L)
($, 000's) Q4 13 Q1 14 Q2 14
Base NEO
Q3 14(1)(2)
Base NEO
Q4 14(1)
Consolid.
Q4 14(3)
Total Revenue $18,323 $ 18,182 $ 20,670 $ 20,835 $ 22,505 $ 24,998
% Growth (YoY) 23.0% 16.1% 32.5% 23.4% 22.8% 36.4%
Total Gross Profit 9,163 8,710 10,240 9,664 10,842 11,470
Gross Margin % 50.0% 47.9% 49.5% 46.4% 48.2% 45.9%
Total SG&A (Incl R&D) Exp 7,959 8,316 9,661 9,369 9,064 10,152
SG&A as a % of Rev 43.4% 45.7% 46.7% 45.0% 40.3% 40.6%
Net Income/(Loss) $ 858 $ 102 $ 274 $ 23 $ 1,507 $ 1,047
Diluted EPS $0.02 $0.00 $0.01 NA NA $(0.02)
Adjusted EBITDA $ 2,733 $ 1,685 $ 2,114 $ 2,862 $ 3,174 $ 2,637
Operating Data â Base NEO
% Growth in Tests (YoY) 27.8% 20.7% 39.8% 33.4% 23.4%
Avg. Revenue/Test $ 470 $ 469 $ 455 $ 463 $ 468
% Change (YoY) -3.7% -3.8% -5.3% -7.5% -0.4%
Avg. COGS/Test $ 235 $ 245 $ 229 $ 248 $ 243
% Change (YoY) -15.3% -6.7% -11.7% -3.9% 3.2%
(1) For comparison purposes Q3 & Q4 Base NEO exclude the impacts from the Path Logic Acquisition, which was completed on 7/8/14.
(2) Q3 SG&A includes $571,000 of one-time transaction expenses related to the PathLogic acquisition and the termination of the Companyâs Credit Facility.
(3) Q4 Consolidated Financials Include Path Logic.
19
20. Consolidated Balance Sheet
($, 000's)
12/31/13 9/30/14 (1)(2) 12/31/14
ASSETS:
Cash & Cash Equivalents $ 4,834 $ 34,366 $ 33,689
Other Current Assets 22,657 22,877 24,820
Prop and Equip, Net 9,694 14,636 15,082
Other LT Assets 2,731 6,940 7,281
Total Assets $ 39,916 $ 78,820 $ 80,873
LIABILITIES & STOCK HOLDERSâ EQUITY:
Current Liabilities $ 14,323 $ 13,954 $ 14,623
Long-Term Liabilities 3,882 5,801 5,845
Total Liabilities 18,204 19,755 20,468
Stockholdersâ Equity 21,711 59,065 60,405
Total Liabilities and Stockholdersâ Equity $ 39,916 $ 78,820 $ 80,873
(1) On July 8, 2014, NeoGenomics acquired the equity interests of Path Logic for $6.0 MM in an all cash transaction.
(2) On August 20, 2014, NeoGenomics completed the sale of 8.05 million shares of common stock at $4.60/share, which resulted in net
proceeds of $34.4 million after deducting the underwritersâ commissions and offering expenses.
20
21. Recent Share Price (3/5/15): $ 4.96
Common Shares Outstanding: 60.3 M
Current Market Cap: $297.8 M
Fully Diluted Shares: 64.9 M
Avg. Daily Trading Volume (3 Mos.): 232,473
Key Financial Information
21
22. NeoGenomics Summary
⢠Emerging leader in fastest-growing segment of lab testing industry
⢠Robust competitive advantages and product portfolio
⢠Strong Management Team with outstanding industry experience
⢠Accelerating profitability driven by growth and operating leverage
⢠Fragmented industry undergoing consolidation likely to present
additional strategic opportunities
⢠Recent Guidance(1): FY 2015
Revenue ($, MMs) $103 - 108
(1) Guidance incorporates an estimated $6-8 million reduction in revenue from the pricing of the new FISH CPT Codes by all Payers.
22