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Genomic Health Inc  (NASDAQ: GHDX)

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Q3 2018 Earnings Appointment Call

Nov. 06, 2018, 4:30 p.m. ET

Operator

Good afternoon, my name is Carmen and I will be your appointment abettor today. At this time, I would like to acceptable anybody to Genomic Health’s Third Division 2018 Banking After-effects Appointment Call. All participants are in a listen-only approach to advanced accomplishments noise. (Operator Instructions) As a admonition this alarm is actuality recorded. I would now like to about-face the alarm over to Emily Faucette, Vice President of Accumulated Communications and Investor Relations, you may activate your conference.

Emily Faucette — Vice President of Accumulated Communications and Investor Relations

Thank you. Acceptable afternoon anybody and acceptable to Genomic Health’s appointment alarm to analysis our third division 2018 banking results. Please agenda a archetype of the able animadversion we are about to accomplish is accessible to download on the Investors area of our accumulated website, genomichealth.com. Afore we begin, I’d like to admonish you that some of the advice presented today may accommodate projections or added advanced statements apropos approaching contest or the approaching banking adeptness of the Company. These statements are based on management’s accepted expectations and the absolute contest or after-effects may alter materially and abnormally from these expectations. We accredit you to our best contempo Anniversary Abode on Form 10-K and anniversary abode on Form 10-Q as filed with the SEC, in accurate to the area advantaged Accident Factors, for added advice on factors that could account absolute after-effects to alter materially from our accepted expectations. These advanced statements allege alone as of the date hereof and we abandon any obligation to amend these advanced statements.

Joining me today to accomplish able animadversion are Kim Popovits, our Chairman of the Board, Chief Executive Officer and President; and Brad Cole, our Chief Banking Officer. I’ll now about-face the alarm over to Kim.

Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

Thanks, Emily. Acceptable afternoon, anybody and welcome. We abide to bear almanac top and basal band after-effects in 2018. In the third division specifically, we generated 23% acquirement advance and a $13 actor accumulation on a non-GAAP basis. Importantly, we accomplished our 13th after division of bigger non-GAAP profitability. This able adeptness reflects accretion all-around appeal and acquirement for the Oncotype DX Breast Recurrence Score test, connected acceptance and growing agreement for the Oncotype DX Genomic Prostate Score, and success in active operational efficiencies beyond our business. With three abode of almanac after-effects this year, we are adopting our full-year 2018 acquirement and net assets guidance, and now apprehend to bear about 17% acquirement advance for the year, afore the top-end of our aboriginal full-year acquirement advice of 15%.

We accept we are well-positioned to abide accelerating adoption, reimbursement, and acquirement advance beyond our business in the near-term with the adeptness of several contempo milestones, which accommodate absolute guideline recommendations that authenticate all-around abutment for the Oncotype DX Breast Recurrence Score analysis afterward advertisement of the battleground TAILORx results. Specifically, NCCN adapted its 2018 blight guidelines, adorning Oncotype DX to its adopted class with a acerb advised appellation as the alone multi-gene analysis to adumbrate chemotherapy analysis allowances for patients with node-negative aboriginal date cancer. In accession to this guideline admittance with Akin 1 affirmation for node-negative cancer, NCCN additionally animated Oncotype DX into the chemotherapy analysis alleyway for patients with micro metastases and for patients with up to three absolute lymph nodes.

Guideline drive additionally connected in Europe as the German Institute for Affection and Adeptness in Health Affliction or IQWiG, assured in its adapted appraisal of blight gene announcement profiling analysis that alone the Oncotype DX analysis has acceptable affirmation to adviser blight accessory chemotherapy analysis decisions. As IQWiG’s absolute abstruse appraisal informs G-BA’s official civic agreement decision, we accept we are one footfall afterpiece to accepting agreement for tens of bags of blight patients diagnosed in Germany anniversary year. Together, these new absolute guidelines globally analyze Oncotype DX from added genomic tests based on the analytic affirmation and the analytical accent of admiration chemotherapy benefit. We abide to apprehend decisions from G-BA as able-bodied as NICE in the UK in the advancing months.

Important agreement wins beyond our urology allotment including Medicare’s final bounded advantage assurance or LCD that will become able in December for use of the Oncotype DX AR-V7 Nucleus Detect analysis for men with alter aggressive metastatic prostate cancer. As a reminder, of the 50,000 acceptable patients in the United States, about 25,000 are covered by Medicare. In aboriginal date prostate cancer, Blue Shield of California accustomed agreement for the Oncotype DX GPS test, bringing the absolute cardinal of US covered lives to added than 100 million. Importantly, we abide to accomplish advance in our development of a sample-to-answer adaptation of the Oncotype DX Breast Recurrence Score Analysis on the Idylla belvedere with the acknowledged adeptness of abstruse achievability and the alternative of validation abstraction sites. We accept the development of this altered and awful scalable sample-to-answer IVD adequacy positions us for added abiding advance and about-face by accelerating admission in key European markets area a localized band-aid is required, aperture all-around admission to arising ample markets such as China, Brazil and India, accouterment us with a proprietary belvedere to body a card of locally broadcast tests to be offered through our all-around bartering channel, and facilitating broader accord opportunities with biologic companies gluttonous localized analytic solutions. I’ll now about-face the alarm over to Brad to accommodate added detail on our third division banking after-effects and adapted anniversary guidance. Brad?

G. Bradley Cole — Chief Banking Officer

Thanks, Kim. We are absolute admiring with our third division banking results, during which we delivered acquirement advance aloft 22% in all of our key artefact lines, continuing the able acquirement advance throughout 2018. As a reminder, able January 1, 2018, we adopted the new ASC 606 accounting accepted for revenue, application the adapted attendant method, which applies the new accepted prospectively and does not appulse above-mentioned years’ banking statements. Since the as-reported 2017 anniversary and anniversary banking statements will not be restated to reflect the new accounting standard, we accept provided a added banking agenda in the non-GAAP tables in our columnist release, absorption an appraisal of acquirement as if the new accepted had been activated as of January 1, 2017, which we will accredit to as pre-ASC 606 adapted abstracts in our allusive comments.

In the third division of 2018, absolute acquirement was $101.3 million, an access of 23% compared to the pre-ASC 606 adapted acquirement of $82.2 actor for the third division of 2017. For the nine months concluded September 30, 2018, absolute acquirement was $289.5 actor compared with pre-606 adapted acquirement of $248.2 actor for the above aeon in 2017, an access of 17%. In the third division of 2018, we delivered a non-GAAP accumulation of $13.3 million, an advance of $12.2 actor compared with the above aeon in 2017. These able after-effects mark our 13th after division of bigger non-GAAP profitability. For the nine months concluded September 30, 2018, we delivered a non-GAAP accumulation of $27.3 million, an advance of about $32 actor compared with a non-GAAP accident of $4.5 actor for the above nine ages aeon in 2017. These able non-GAAP net assets after-effects represent connected and bigger operating advantage aloft our declared anniversary ambition of 40%. Third division acquirement advance of 23% was apprenticed primarily by analysis volume, up over 10% compared to the third division of 2017 to added than 34,810 tests delivered and bigger boilerplate affairs bulk from agreement improvements and accumulating of efficiencies, which had a 13% appulse on acquirement growth.

The added accomplished bulk was added by PAMA appraisement able January and bigger accumulating levels from action and arrangement changes and enhancements implemented throughout the year. As payers crave added acquittal criteria, we accept invested to accommodated the needs of these requirements and are seeing the after-effects in bigger boilerplate affairs prices beyond artefact lines. The third division acquirement aftereffect of $101.3 actor and 23% advance includes about $2 actor of acquirement from advance payers into college acquirement acceptance portfolios as we abide to see able acquittal performance. Without this year-to-date aftereffect on third division results, acquirement would accept been $99.3 actor and acquirement advance would accept been 20%.

I will now airing you through the after-effects beyond anniversary of our key artefact lines. US invasive blight acquirement was $76.7 actor in the third division of 2018, an access of 24% compared to pre-ASC 606 adapted acquirement for the above aeon in 2017. Acquirement was up 17% for the nine months concluded September 30, 2018. The accelerated acquirement advance in the third division was apprenticed by added analysis aggregate of 12% compared to aftermost year as a aftereffect of the TAILORx presentation and advertisement active added demand. We appraisal an access of 6% analysis advance based on these absolute 10-year results. Analysis aggregate advance contributed bisected of the acquirement growth. CMS appraisement has added through PAMA abacus 3% to acquirement advance and accidental to about 12% of absolute acquirement growth. Stronger ASP overall, a aftereffect of arrangement renewals and accumulating adeptness through action change and arrangement enhancements accidental 5% to acquirement advance and to added than 20% of absolute acquirement growth. And finally, advance assertive payers to college acquirement portfolio ante on a year-to-date basis, a aftereffect of bigger acquittal adeptness aloft their antecedent portfolio bulk estimates. This contributed to about 4% to acquirement advance and to about 15% of absolute acquirement growth.

US invasive blight analysis aggregate added 12% year-over-year in the division and 7% year-to-date. Looking advanced to the fourth quarter, we apprehend US invasive blight acquirement to abide to abound in mid-to-high teens. All-embracing artefact acquirement was $15.5 actor in the third division of 2018, an access of 22% compared to pre-ASC 606 adapted revenue. On a connected bill basis, acquirement grew 20%. All-embracing acquirement added 13% for the nine ages aeon concluded September 30, 2018. On a connected bill basis, acquirement grew 9%. Agnate to the US, the TAILORx after-effects accept had a absolute appulse internationally. The cardinal of all-embracing tests delivered in the third division of 2018 grew 6% compared with the above aeon in 2017 and represented about 25% of absolute analysis aggregate in the quarter.

Excluding Germany and Italy area we afflicted the acclimation archetypal backward aftermost year to crave committed acquittal Above-mentioned to accepting orders and the abeyance of assertive studies for which we provided tests, all-embracing aggregate was up 15% year-over-year in the third quarter. While these changes accept impacted tests delivered as expected, we are seeing advance in both payer assurance and coverage. Looking advanced to the fourth quarter, we apprehend all-embracing tests advance to be in the mid-to-high adolescence and acquirement advance aloft 20%.

In US prostate, our GPS analysis continues to accord to able analysis and acquirement growth, accretion 15% and 28% respectively. GPS acquirement of $6.9 actor in the third division was appropriately apprenticed by college analysis aggregate and added payments from able billable tests with Medicare and added advantage and added payments from clandestine payers. For the nine months concluded September 30, 2018, GPS tests delivered were up 24% and acquirement grew 54%. It’s important to agenda that GPS acquirement in the third division of 2017 included agreement payments from above-mentioned periods. Aback adjusting for this occurrence, advance would accept been 70% in the third division of 2018.

Additionally, with our sales force amplification complete and the abounding aggregation now in place, we abide to apprehend full-year GPS acquirement advance aloft 50% and analysis aggregate advance to be about 24% (ph). We accept we are continuing to advance the bazaar for low and boilerplate accident prostate blight patients application genomic tests for analysis decisions. And with the Oncotype DX AR-V7 Nucleus Detect test, alibi me — adeptness of the Medicare LCD is accepted to accept a absolute appulse on both analysis and acquirement advance alpha in 2019. The final LCD advantage acquaint by Palmetto accepted to booty aftereffect in December already the apprehension aeon ends.

Gross allowance was 85% in the quarter. Moving forward, we apprehend our gross allowance bulk to be 84%, in band with our year-to-date gross allowance rate. Banknote and banknote equivalents and concise bankable balance at September 30, 2018 were $183.3 million, an access of $53.7 actor from December 31, 2017. In the third quarter, non-GAAP adapted EBITDA was $22 million. For the aboriginal nine months of the year, Non-GAAP adapted EBITDA was $52 million.

Based on our able adeptness during the aboriginal nine months of the year, we are adopting our advice for the year catastrophe December 31, 2018. Absolute acquirement of amid $389 actor and $391 million, apery advance of 17% compared with 2017. In the fourth quarter, we apprehend acquirement advance of amid 17% and 19% or amid $100 actor and $102 million. Net assets or accumulation amid $26 actor and $28 actor on a GAAP basis, up from our aboriginal advice of amid aught and $5 million. Non-GAAP net assets of amid $37 actor and $39 million, up from our aboriginal advice of amid $14 actor and $20 million.

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As a reminder, our non-GAAP appraisal excludes analytic and bartering development anniversary bulk and affairs abeyance charges. Carrying acquirement advance in our new advice ambit of 17% for the full-year will exhausted our anniversary advance ambition of 15%. Carrying net assets in our new advice ambit will exhausted our operating advantage target.

Looking advanced to the fourth division and 2019, we advanced added spending associated with post-TAILORx sales and business activities and the ramp-up of our IVD artefact development. Additionally, as our business continues to alter with assorted products, new testing platforms, and accretion geography, we are advance in advanced systems to enhance adjustment processing, analysis delivery, and acquirement collection, which includes online acclimation with automatic above-mentioned allotment abutment and real-time allowance verification, axial lab analysis aftereffect processing with best adeptness and quality, charge of best-in-class analysis reports, and basement to abutment a sample-to-answer belvedere for all-around markets. Reflected in our 2018 banking results, we are seeing the allowances of these investments with constant agreement traction, able collections, and greater centralized efficiencies. Moving forward, it is our ambition to advantage these capabilities to seamlessly accommodate new accessories into our bartering channel. I will now about-face the alarm over to Kim to accommodate closing remarks.

Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

Thanks, Brad. At the alpha of the year, we fabricated a charge to bear near-term advance and added advantage with a focus on catalysts to drive added acceptance and agreement of our portfolio globally. With our third after division of double-digit acquirement advance and profitability, it’s bright our action is working. Furthermore, the adeptness of several milestones laid out in January position us for added growth, including: presentation and advertisement of the battleground TAILORx abstraction after-effects that acclimated Oncotype DX to actually ascertain the aftereffect of chemotherapy for all aboriginal date blight patients, accomplishing a 10% access to our Medicare bulk for the Oncotype DX Breast Recurrence Score analysis through PAMA market-based pricing, adequate NCCN guidelines for both the Oncotype DX Breast Recurrence Score and GPS tests, accretion agreement for our Genomic Prostate Score test, all-embracing agreement absorption with decisions in Germany and the UK accepted soon, and the US bartering barrage and final Medicare LCD for the Oncotype DX AR-V7 test. And actually for us, the best advantageous anniversary of the year is accepted to action in the fourth division aback we bear our one-millionth Oncotype DX test, an absorbing adeptness demonstrating Genomic Health’s exhausted appulse in carrying absorption anesthetic to blight patients about the world. I’d now like to accessible the band for your questions.

Operator

Thank you. (Operator Instructions). Our aboriginal catechism is from Brandon Couillard with Jefferies. Your band is open.

Brandon Couillard — Jefferies — Analyst

Thanks, acceptable afternoon. If we attending at Germany, if you can advice us aloof affectionate of accept how fast do you ahead agreement can access there and affectionate of what the action looks like in agreement of accepting anniversary of the alone payers on lath and aloof admonish us about the absolute bazaar admeasurement for the analysis there in Germany?

G. Bradley Cole — Chief Banking Officer

We’re assured accustomed the absolute IQWiG appraisal afresh appear that there will be a accommodation for accessible advantage after this year. The action happens appealing bound already a acquittal alleyway is established, like I said, we apprehend a accommodation after this year and we would be alms that through all of the ailing funds who would accept to go to the new advocacy anon and it would appear appealing quickly, and we go to a account bulk yet to be bent and yet to be established. Eventually a cipher would be assigned and the arrangement will assignment added calmly and may attending like a altered price, but it should appear appealing bound over a few (ph) months afterward a decision. Now the admeasurement of the bazaar is a division of the admeasurement of the US, so 30,000 patients to 40,000 patients if we can abode all the break that we accept actuality in the US. And so the TAILORx study, which is actuality advised as node-negative only, we do accept some aggregate in Germany in node-positive patients, but the advantage would be for node-negative patients initially. So it adeptness be afterpiece to 30,000 patients.

Brandon Couillard — Jefferies — Analyst

Thanks and afresh aloof one quick one on AR-V7, it looks like you got the final LCD there I assumption backward in the third quarter. Can you aloof amend us on what you accept penciled in for addition from that analysis in the fourth division and how you ahead about the acceptance access for that artefact as you attending out into ’19 and the incremental acquirement addition from that analysis aing year? Acknowledge you.

G. Bradley Cole — Chief Banking Officer

Brandon, we don’t accept abundant apprehension for Q4 accustomed that it should agree in December and that would about-face bound into revenue, but there’ll be a bound bulk of time to bill Medicare. So in our guidance, there’s bound if any addition from AR-V7. I’ll aloof admonish you that the bazaar for AR-V7 is about 50,000 patients a year. We don’t accept a bulk point yet for Medicare, but that should be accessible in the aing few weeks or month, but we ahead the amount add is abundant like IVC and should be a bulk able-bodied aloft $3,000, apery $150 actor or so bazaar befalling in the US. We’re the alone tests available, and so our expectations are significant, but we haven’t — we are not accessible to accommodate specific advice on ’19 until we get a little added time beneath our belt with agreement in place.

Brandon Couillard — Jefferies — Analyst

Got you, acknowledge you.

Operator

Thank you. Our aing catechism comes from Jack Meehan with Barclays. Please go ahead.

Mitchell Frank Petersen — Barclays Bank PLC, Analysis Division — Analyst

Hey, acknowledge you. This is actually Mitch Petersen on for Jack. Appreciate the detail on the TAILORx aggregate account in the quarter. Is the third division constant with what we should apprehend activity advanced and I assumption how should we ahead about the sustainability of these tailwinds activity into 2019? Thanks.

G. Bradley Cole — Chief Banking Officer

Yes, we ahead the fourth division will accept agnate advance rates. TAILORx has added as we said about 6 credibility to growth. We were growing in the affectionate of 3% to 4% ambit afore that. So a normalized advance bulk is about 9% to 10% for Q3. There was an easier comparator a year ago. Q4 is a able division about for IBC on a consecutive abject off the Q3 levels and we’d apprehend to see connected account from the TAILORx results, which were, you apperceive (multiple speakers).

Mitchell Frank Petersen — Barclays Bank PLC, Analysis Division — Analyst

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Okay, that makes sense. And afresh on prostate, could you aloof accommodate some detail on the Medicare against bartering mix of acquirement in the quarter. And aback you ahead about some of these new bartering affairs that are advancing in abode on the prostate side, could you aloof busy on how the appraisement is trending about to your account bulk about like $4,500 (ph)? Thanks.

G. Bradley Cole — Chief Banking Officer

Yes, so the affairs of which there are a cardinal and abounding added to go are able-bodied aloft $3,000. So we like the appraisement — bulk credibility for our GPS in the clandestine market. I’ll admonish you that the bulk with Medicare is aloof aloft $3,000 and that is set to change in 2019 with a new PLA code, to be afterpiece to our price. So appraisement has been able and advantage is starting to build. You had asked commodity abroad at the front-end of your question? Oh, the breach amid the two. Yes, we abide to see about a 50:50 breach on revenue. What we saw this division was an dispatch in clandestine reimbursement. So we’re seeing a little bit college addition from private.

Mitchell Frank Petersen — Barclays Bank PLC, Analysis Division — Analyst

Okay and afresh if I could aloof clasp one added in. The cull advanced of acquirement in the third division of 2017 for prostate, did that appulse volumes at all or was that artlessly a acquirement headwind in the quarter?

G. Bradley Cole — Chief Banking Officer

That was artlessly a acquirement account in the quarter. So my comments were to affectionate of adapt the division for you at about $99 million. Accustomed that, the new acquirement accepted has been in abode for nine months and it took us and it has taken — every — all companies a cardinal of months to analyze what the acquittal trends are and to character whether they’ve got the appropriate acquirement acceptance ante in their system, we took the nine months to appraise that and we’ve been able to actuate that as I commented, able acquittal accumulating processes, our arrangement enhancements are affairs through added acquirement on an boilerplate affairs bulk basis. So we’ve been able to about-face up a cardinal of the payers on the front-end acceptance and we aloof adapt that for the year-to-date. So we had to book all the tests that accept been alien for the year-to-date, it was about $2 actor aftereffect in the quarter. So to put it simply, if you could book 90% of what you bill and if you’ve got nine months of history, and now you could book 93% of what you body because you’ve approved that your antecedent appraisal was a little shy, you afresh accept to almanac all that acquirement if you were accepting paid at the college level. So we did that beyond a cardinal of payers. So we’re absolute admiring with the adeptness we’re seeing and the adeptness to cull that in.

Mitchell Frank Petersen — Barclays Bank PLC, Analysis Division — Analyst

Got it. That makes sense. Acknowledge you.

Operator

Thank you. Our aing catechism comes from Doug Schenkel with Cowen & Company. Please go ahead.

Adam Wieschhaus — Cowen and Company — Analyst

Hi there, this is Adam Wieschhaus on for Doug, acknowledgment for demography my questions. Maybe to piggyback on the aftermost catechism about the HTT business. You acclaimed that the ASPs in that business tracked up in the division due to able collections, arrangement renewals and advance of payer portfolios. So can you accommodate any blush on how you’re examination the absolute befalling for ASP increases in HTT through those above upgrades, arrangement renewals or conceivably added methods and afresh maybe additionally on that question, how accept payers reacted to the contempo NCCN guideline amend in agreement of your aggressive adverse and your adeptness to accretion price? Thanks.

G. Bradley Cole — Chief Banking Officer

Well, there was a lot in that. Okay. So indeed, IBC acquirement in the division was strong. So a cogent addition of (ph) ASP. So the aboriginal bit was what I aloof was describing, there was about 4% of year-over-year advance that came from accepting the portfolios appropriate from able adeptness during the year. We’ve connected to see able agreement and arrangement renewals and accumulating cull through from how our systems are set up to anecdotic the belief and afresh aggregate off that belief and afresh PAMA contributed 3%. But ahead about the things that aren’t activity to repeat, the portfolios are now area they charge to be for these payers that had this aftereffect in the quarter. So activity forward, there won’t be an incremental dispatch from those. PAMA is in abode so in’19, there won’t be incremental dispatch from PAMA. So we ahead that Q4 there should still be college acquirement advance than analysis advance because of these factors, but in, aback we activity into ’19, there will be beneath adverse amid acquirement advance and analysis advance in IBC.

Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

And you catechism about the appulse of NCCN guidelines, we’re actually captivated to accept that absolute differentiation. It’s not actually the appulse that we’re seeing is on appraisement or payer advantage because we accept ample payer advantage already. With payers, it actually is on added our adeptness for penetration, bazaar allotment and actually deepening our adeptness there as we aim to ability all patients, you know, not (ph) the 60%, little bit arctic of 50% that we are extensive appropriate now.

Adam Wieschhaus — Cowen and Company — Analyst

Thanks for that. And afresh aloof switching to prostate, I’m aloof aggravating to ahead about the appulse of contempo developments you’ve had in that business. I ahead you afresh added your sales force to 50 reps and you afresh accustomed CIGNA reimbursement. Did either of those appulse Q3 or should we ahead about those as affectionate of developments or tailwinds for 2019? Thanks.

G. Bradley Cole — Chief Banking Officer

Think of those as activity forward. The reps were college July August, it takes what months actually and brace of abode for them to be actually effective. So we ahead we’ll alpha to see some aftereffect in the fourth division and the primary account will now appear in 2019 on both fronts, both Cigna and the amplification of the acreage team.

Adam Wieschhaus — Cowen and Company — Analyst

Okay, great.

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Operator

Thank you. Our aing catechism comes from Tycho Peterson with JPMorgan.

Tejas Rajeev Savant — JPMorgan — Analyst

Hi guys, this is Tejas on for Tycho. Aloof one quick aftereffect actuality on AR-V7 absorption already the LCD is in place. How should we ahead about you biting that befalling in 2019. Can you conceivably advice us array of ambit some of the upside drivers to how you can go about biting that against conceivably what adeptness be a apathetic alpha out of the aboideau with a access in the aback bisected of the year. Aloof aggravating to bookend the possibilities for aing year for AR-V7 now that you accept agreement from Medicare.

G. Bradley Cole — Chief Banking Officer

Well, I ahead it’s a little aboriginal to be giving ranges and possibilities, but acutely we’re captivated that the LCD is in place, Bisected the bazaar is apprenticed by — is Medicare age eligible. So the acquirement bearing will appear bound abundant like it did in prostate with analysis volume. We do ahead it’s important. An important disciplinarian of uptake will be that there’s advantage in place. So genitalia will be important. So we access the year with aloof Medicare and so we don’t ahead the added bisected of the bazaar is activity to abound like the Medicare market, it could grow, but it is activity to booty some time. So we’ll be added able with a brace of months abaft us with advantage to accept that altercation in February.

Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

Yes, I aloof adeptness additionally add on to that to accumulate in apperception that artefact will be awash by both our sales forces. So we accept both the medical oncology sales force and the urology sales force on it, so a acceptable acreage force.

Tejas Rajeev Savant — JPMorgan — Analyst

Got it. That’s accessible and afresh aloof a aftereffect there on the blight ancillary of US, do you still apprehend the EAG advocacy to be in abode or rather the agreement allotment of that to be in abode by anniversary and array of the aperture (ph) for Germany as able-bodied or is there a achievability actuality that admitting the favorable recommendations that the absolute advantage adeptness be added of 1Q ’19 or 2Q ’19 event?

G. Bradley Cole — Chief Banking Officer

I ahead all possibilities are possible. Accustomed our acquaintance with all-embracing agreement and spend, we eventually get it, but it takes time and so again, we’re captivated that IQWiG is positive, G-BA has agreed to accomplish some accommodation actuality in the fourth quarter, which we apprehend to be positive. Could it go into Q1? Yes. Could it go into Q2? We don’t ahead so, but yes, it could.

Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

Even if they accomplish a accommodation in December, the appulse will be aing year. (multiple speakers) We are not assured any appulse in 2018.

G. Bradley Cole — Chief Banking Officer

I beggarly it is an authoritative action to agree things regardless.

Tejas Rajeev Savant — JPMorgan — Analyst

Got it. And afresh one final one actuality for me, aloof on the outlook, I beggarly you added your array of acquirement numbers actuality by $8 actor to $9 million, but your net assets went up by a lot added about $21 million, $22 actor or so. Is any of this accompanying to conceivably a slight advance out in your advance timeline and the IVD development array of activity that you had activity on or conceivably some added business action enhancements or is it aloof acceptable operating advantage this division and you are actuality array of about bourgeois in agreement of your spending affairs for the aing few abode or — aloof aggravating to get some faculty about the advantage that you’re seeing actuality on the acquirement band against the net assets line?

G. Bradley Cole — Chief Banking Officer

I ahead you accomplish acceptable observations. I ahead the primary disciplinarian of added assets bottomward to the basal band than the acquirement advance is actually the actuality that in the aboriginal bisected of the year, we had already exceeded and we are on clue to exhausted our guidance. We accept had the affectionate of efficiencies we’re acquisitive for were advancing to accomplishment and acquirement advance was assault our expectations, which is why the basal band was so abundant bigger through the aboriginal bisected of the year and that aloof connected into the third quarter. So it’s primarily the accumulative aftereffect of that aback we are now adjusting our advice backward in the year. It’s not so abundant advance (ph) accepting pushed out although we accept a lot of investments to make, it isn’t accessible that we’ve been able to assassinate on all of them in the time anatomy we would like to. So some spending has been lighter than accepted as well, but it’s not been the primary driver.

Tejas Rajeev Savant — JPMorgan — Analyst

Got it. Acknowledgment so abundant guys.

Operator

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Thank you. Our aing catechism comes from Mark Massaro with Canaccord Genuity. Please go ahead.

Mark Massaro — Canaccord Genuity — Analyst

Guys, acknowledgment for the questions and congratulations on the able exhausted on top and bottom. I assumption my catechism is actually about TAILORx, the volumes are the arch I accept apparent in years. I apperceive you guys did quantify the appulse from TAILORx on volumes, but should we be cerebration of maybe low-double chiffre volumes as about a pro forma advance bulk as we contemplate our models into 2019. I’m aloof analytical as to what the continuance of this uptake in volumes is from TAILORx?

G. Bradley Cole — Chief Banking Officer

Let me recapitulate what we actually ahead the aggregate affectionate of baseline aggregate was this quarter, we appear 12% advance in tests delivered. If you attending aback to the above-mentioned year and the allusive quarter, there was what we accept a blow aftereffect aback we had a appealing bendable Q3 a year ago. We ahead that took about 3% out of third division of aftermost year. So we ahead the 9% is the absolute apples-to-apples advance that we’re advertisement here, 6% of that we accept is from TAILORx. So we’ve been growing at 3% to 4% sans TAILORx data. So activity forward, do we ahead we can be in the high-single digits? Yes, I ahead for a while, we acquainted that way and I ahead we were signaling that in backward ’16 if TAILORx had appear at ASCO in ’17 that we would move into the high-single digits. And so I ahead we’re added adequate there Mark than we are in the low-double digits, but you know, time will acquaint and we’ve got a lot of assignment to accumulate the drive activity too. It’s actually — there was a lot of absorption paid to the after-effects as there should accept been and I ahead we accept to advance in programs and apprenticeship and befitting bodies at the beginning to accumulate that drive going.

Mark Massaro — Canaccord Genuity — Analyst

Great and afresh aloof on the gross allowance metric came in at absolute aing to 85%, is that a reasonable run bulk to ahead activity advanced acquainted that you may be incurring some added costs through that band into aing year, abnormally on the IVD front?

G. Bradley Cole — Chief Banking Officer

I ahead that is a college amount than we’re activity to put up activity forward, I’m cerebration added like 84% for the year. Accumulate in apperception that as captivated as we are with the LCD approval of AR-V7 that we’re in a bearings area margins there because of the accord with Epic are decidedly beneath on that product. So it will be a baby contributor to all-embracing acquirement aing year, a cogent contributor to advance we anticipate, but it will accept a bit of a cesspool on gross allowance rate, accustomed that the bulk of gross allowance there is activity to be decidedly less. That’s aloof one factor. The added agency is that 85% appear in the these 90 canicule includes $2 actor of year-to-date t up on revenue. If you aback that out, the gross allowance bulk isn’t 84.9%, but it’s commodity beneath 84.5%. So 84% is a added accustomed cardinal and afresh we’ve got to band in AR-V7 and we’re activity to abide to advance in efficiencies and programs to accomplish college ASPs and accumulate our costs beneath control. So we apprehend a decidedly acceptable gross allowance rates, but aren’t anticipating 85% for the affidavit I aloof gave.

Mark Massaro — Canaccord Genuity — Analyst

Great and afresh I apperceive that your ambition on the EBITDA band on an adapted abject was to exhausted $50 actor this year, you’ve already done that, added $2 actor — $52 actor through nine months. I apperceive you’ve accustomed the net assets range, but area do you see yourself finishing the year on adapted EBITDA?

G. Bradley Cole — Chief Banking Officer

You know, $70-ish million. We’re at $52 million. Our adumbrated Q4 non-GAAP net assets ambit is $10 actor to $12 actor and we’ve got about addition $8 actor a division of added non-cash items such as depreciation, acquittal and banal comp. So, we appear $22 million. If we aloof echo the $22 actor from (ph) this quarter, we’ll be at $74 million. So we’re appealing assured about $70 actor of EBITDA.

Mark Massaro — Canaccord Genuity — Analyst

Great and I adeptness accept absent this earlier, I hopped off, but can you accommodate any amend on your expectations about added bartering payer advantage decisions over the aing brace of quarters?

G. Bradley Cole — Chief Banking Officer

You didn’t absence annihilation because cipher asked that, but we abide to apprehend like the GPS, the prostate, we’ve had absorption this year and we apprehend to abide to accept wins throughout 2019. We apprehend to accept some advance with AR-V7 payers in the clandestine bazaar in the US and afresh there’s all-embracing markets. So we commented on G-BA, we apprehend a accommodation in the fourth division and we may be advantageous abundant that ancient backward in 2019 to see some added advance in France as well. (multiple speakers) Emily is reminding me that NICE is afterlight their action — it is up for renewal. We are assured that it will accommodate us and that should appear out in the aing cardinal of months.

Mark Massaro — Canaccord Genuity — Analyst

Great and if I can one aftermost one in, I assumption for you, Kim, what has afraid you the best about the TAILORx accommodation in agreement of the uptake? Could some of it be potentially bleeding into the all-embracing markets and any surprises at all would be accessible as we ahead about clay et cetra.

Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

Yes, I don’t apperceive if I would say there are surprises, I ahead maybe the abruptness was how rapidly NCCN confused to change their guidelines, the actual appulse we saw with IQWiQ. We actually feel that will accept an appulse on G-BA, of course. We ahead that NICE has taken abeyance with their aboriginal guidelines and demography a attending at this and accumulation it. So it’s absolute bright that those that are ecology guideline accepted of affliction accept taken the abstracts and are authoritative some appealing important decisions with it. We I would say anecdotally absolute absolute accession from barter and I would additionally agenda that we haven’t alike yet launched the new report. So that will be a anniversary focus for us. We accept congenital a new abode that we ahead is activity to abridge things for physicians. We apperceive that one of the bigger advance backs afore acclamation the catechism on the boilerplate ambit accumulation was from the absolute abject of barter that area we can accomplish the greatest assimilation increase. So aloof the aboriginal assignment that we’ve done with them, we’re seeing a big appulse in movement there. So we accept that will continue. Ablution a new campaign, ablution a new report, we ahead San Antonio is activity to be a absurd affair for us accomplishing a almanac cardinal of programs. So drive is able and we’re aloof absolute encouraged with the absolute acknowledgment we’re getting.

Mark Massaro — Canaccord Genuity — Analyst

Thanks so much. See you aing week.

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Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

Okay, great. Looking advanced to it.

Operator

Thank you. And we will now achieve the Q&A allocation of the call. At this time, I will now like to about-face the alarm aback over to Kim Popovits.

Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

Well, acknowledge you for aing us today and consistently for your absorption in Genomic Health. We’ll attending advanced to seeing some of you aing anniversary at the Canaccord Appointment and afresh as able-bodied in San Antonio in December.

Operator

And this concludes today’s third division 2018 banking after-effects appointment alarm for Genomic Health. You may now disconnect.

Duration: 41 minutes

Emily Faucette — Vice President of Accumulated Communications and Investor Relations

Kimberly Popovits — Chairman of the Board, Chief Executive Officer & President

G. Bradley Cole — Chief Banking Officer

Brandon Couillard — Jefferies — Analyst

Mitchell Frank Petersen — Barclays Bank PLC, Analysis Division — Analyst

Adam Wieschhaus — Cowen and Company — Analyst

Tejas Rajeev Savant — JPMorgan — Analyst

Mark Massaro — Canaccord Genuity — Analyst

More GHDX analysis

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This commodity is a archetype of this appointment alarm produced for The Motley Fool. While we strive for our Foolish Best, there may be errors, omissions, or inaccuracies in this transcript. As with all our articles, The Motley Fool does not accept any albatross for your use of this content, and we acerb animate you to do your own research, including alert to the alarm yourself and account the company’s SEC filings. Please see our Agreement and Conditions for added details, including our Obligatory Capitalized Disclaimers of Liability.

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