Ligand Pharmaceuticals Incorporated (LGND)
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Earnings Call: Q4 2022

Feb 22, 2023

Operator

Good evening. My name is Rob, and I'll be your conference operator today. At this time, I'd like to welcome everyone to the Ligand Pharmaceuticals Fourth Quarter 2022 earnings webcast. All lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question and answer session. If you'd like to ask a question during this time, simply press star followed by the number one on your telephone keypad. If you would like to withdraw your question, again, press the star one. Thank you. Simon Latimer, Head of Investor Relations, you may begin your conference.

Simon Latimer
Head of Investor Relations, Ligand Pharmaceuticals

Thanks, Rob. Welcome to Ligand's fourth quarter of 2022 financial results and business update conference call. Speaking today for Ligand will be Todd Davis, CEO; Tavo Espinoza, CFO; and Matt Korenberg, President and COO. We'll use non-GAAP financial measures, and some of our statements will be forward-looking, including those related to our financial condition, results of operations, financial guidance, and the impact of the COVID-19 pandemic. Additional information concerning risk factors and other matters concerning Ligand can be found in our earnings press release and our periodic filings with the SEC. We undertake no obligation to revise or update any statements to reflect events or circumstances after the date of this conference call. A reconciliation between the non-GAAP financial measures we discuss and the closest GAAP financial measure can be found in our earnings release issued earlier today. I'd now like to turn the call over to Todd Davis.

Todd Davis
CEO, Ligand Pharmaceuticals

Thank you, Simon. Good afternoon, everyone, and thanks for joining our fourth quarter 2022 earnings call. For those who didn't get a chance to listen to our recent Analyst Day event in December or meet at the JP Morgan conference, I am Todd Davis, the CEO of Ligand. I'm delighted to have the opportunity to address you all today and share some of my thoughts on the company's performance and our future prospects. Though I have been on the board for many years, over the past two months, I've been getting up to speed on the internal workings of the company. In meeting with the team, working with the board of directors, and spending time with a number of our shareholders, I am confident that the future of Ligand is a bright one.

Our initial and primary goal for the company is to maintain a laser-like focus on financial performance. To that end, in 2022, we've had a strong finish to the year. Key components to highlight, royalty revenue grew by nearly 50% to $72.5 million, compared to $48.9 million in 2021. Profitability in 2022 of $2.44 in Adjusted diluted EPS from our core continuing operations, compared to $2.35 in Adjusted diluted EPS in 2021. Including sales of Captisol for COVID, the Adjusted diluted EPS of $4.79 in 2022. Our balance sheet ended the year with over $200 million of cash and liquid investments. We successfully completed the spin-out of OmniAb, enabling Ligand to refocus on its core strengths and original value proposition.

Last week's approval of sparsentan in partnership with Travere Therapeutics adds to our royalty-generating asset portfolio and positions us for strong continued growth. Tavo, our CFO, will provide more 2022 financial results as well as our increased 2023 financial guidance. The following framework may be useful to share in explaining why Ligand is situated in a unique and advantageous segment in our ecosystem and how we might think about further building the business. This involves two tactical approaches in general. One is licensing our existing platforms and portfolio assets to generate as many non-accretive product royalty opportunities as possible. Two, investing capital directly into clinical-stage development assets with superior risk-reward profiles. For framework today, number one, I would say is the capital markets dynamics enable this opportunity.

There is a significant imbalance between the demand for alternative capital and the supply of alternative capital like project finance. This capital can be invested in specific programs and assets versus companies. This offers partners more flexibility in how they finance their business. Companies are increasingly looking for alternative forms of financing. Market inefficiencies allow us to be highly selective and pick programs with the highest return characteristics. Under project finance, we can provide capital for clinical development projects. Rather than receiving debt or equity securities in return for our capital, we draft customized royalty contracts that accommodate our partners' needs but offer us as an investor unique advantages as well. Number two, we're focused on execution. We will be partnering with clinical development companies to accumulate mid to late-stage clinical royalty assets.

Our goal is to accumulate royalty interests. We can do that in multiple ways. One, we can partner existing technology platforms. Two, we can implement project finance. Three, we can identify acquisition opportunities of existing royalty contracts or companies with attractive royalty assets. In terms of new platform acquisitions, we might do that, but we'll only look at operating light models with high operating margins that is likely to be sporadic and infrequent, but can be very accretive when found and achieved. Also, we will target superior risk-adjusted returns on assets that address high unmet clinical need, and we will leverage our 100 plus partnerships and the experienced pharmaceutical and scientific management team that we have to originate, diligence, and execute on deals and investments around these high-value clinical development programs.

Number three, our internal focus will be on near-term financial performance and late-stage clinical pipeline growth, which equals future financial growth, as well as adding talented people. We will be refocusing R&D, making the company leaner overall, while adding selective talent that can execute on deal origination, diligence, negotiations, et cetera. We will expand our external focus and networks by working more closely with the board and adding scientific, regulatory, and other talented advisors. We will also be institutionalizing our deal process in origination, diligence, prosecution, and portfolio management with special emphasis on proactive origination. This will add more high-quality assets to our mid to late-stage clinical pipeline, which again, we believe equals future sustained growth. In terms of number four, portfolio management, we want to maximize our existing rich asset base. Sparsentan will be our seventh large royalty.

It was acquired via M&A, out-licensed to Travere, became a development success. That was a result of M&A followed by keen portfolio management. In 2023, we expect 10 major catalysts on Ligand's existing late-stage pipeline. We will also be leveraging our existing relationships within the portfolio to originate new opportunities and even attract follow-on investments with existing partners. To summarize, 2022 was another strong year of financial performance. Under my leadership, we will continue to focus on measures to make the company leaner while adding select talent to focus on the origination and execution of new deals. These deals are intended to grow our late-stage clinical development pipeline of royalty assets, which in turn will create sustainable future growth.

Next, our financial performance will be reviewed by our CFO, Tavo, that will be followed by a review of the portfolio operations by our President, Matt Korenberg. Tavo?

Tavo Espinoza
CFO, Ligand Pharmaceuticals

Thanks, Todd. The fourth quarter of 2022 was not only transformative literally, but also very strong financially with continued impressive royalty revenue growth. My review will reflect Ligand's financial results on a continuing operations basis now that the OmniAb spin-out is complete. Total revenues from continuing operations for the quarter were $50.4 million. Royalty revenue increased 25% to $22 million from $17.6 million a year ago. This growth was driven by strength in Amgen's Kyprolis, which once again reported record quarterly net sales, as well as contributions from Merck's Vaxneuvance and Jazz Pharmaceuticals' Xywav as they both exceeded our expectations. Related to Captisol, investors are all familiar with this topic by now, but starting in 2020 with the onset of the pandemic, we dramatically increased our Captisol sales related to COVID.

Over the past three years, we sold more than $300 million of Captisol for COVID, with the peak year being 2021. In 2022, we sold about $88 million of Captisol for COVID, down from about $141 million in 2021. These sales are an excellent source of cash for Ligand but are not indicative of the performance of the core Ligand business. So far, we have not received any Captisol for COVID orders this year. Total Captisol sales were $26.9 million for the quarter versus $35.4 million a year ago. Core Captisol sales were $3.3 million this quarter versus $7.1 million last year, with the difference due to timing of customer orders. Captisol sales related to COVID-19 were $23.5 million during the quarter compared to $28.3 million a year ago.

Contract revenue in Q4 2022 was $1.5 million. This compares to last year's fourth quarter of $3.5 million. This difference in contract revenue is generally due to timing of partner events and related milestone payments. GAAP net loss from continuing operations for the quarter was $14.5 million or $0.86 per share. This compares with a GAAP net loss from continuing operations of $3.2 million or $0.19 per share in the prior year quarter. The increase in GAAP net loss is largely driven by a $24.8 million tax expense resulting from a valuation allowance placed on certain of our California deferred tax assets post the OmniAb spin-out. A $9.8 million accelerated depreciation expense on certain manufacturing equipment resulting from the post-COVID decrease in production volumes.

A one-time non-cash stock compensation expense of $13.8 million associated with the retirement of our former CEO, offset by a $44.2 million unrealized gain resulting from the increase in value of our holdings in Viking Therapeutics stock. Adjusted diluted EPS for the fourth quarter of 2022 was $1.36. This compares with $1.47 in the fourth quarter of 2021. Excluding COVID-related Captisol sales, our adjusted diluted EPS for Q4 2022 was $0.75, compared with $0.62 in Q4 of 2021. Total revenues from continuing operations for the year were $196.2 million. Royalty revenue increased 48% to $72.5 million from $48.9 million in 2021.

The year-over-year growth in royalty revenue was driven by strength in Alvogen's teriparatide, Jazz's RyLaze, and Amgen's Kyprolis. We recorded $15.8 million in teriparatide royalty revenue, representing a 200% increase over last year. RyLaze royalty revenue grew to $8.8 million from $2.4 million last year, and Kyprolis royalty revenue grew 10% to $30.1 million. Total Captisol sales were $104.5 million for the year versus $164.3 million a year ago. Core Captisol sales were $16.4 million in 2022 versus $23.4 million last year, with the difference due to priority given to COVID-19 shipments as well as the timing of customer orders.

Captisol sales related to COVID-19 were $88.1 million in 2022 compared to $140.8 million a year ago. Contract revenue in 2022 was $19.2 million versus $28.4 million the prior year. This difference in contract revenue is generally due to timing of partner events and related milestone payments. GAAP net loss from continuing operations for the year was $5.2 million or $0.31 per share, and this compares with GAAP net income of $76.4 million or $4.43 cents per diluted share in the prior year. The GAAP net loss is largely driven by the items I mentioned in relation to Q4. Adjusted diluted EPS for 2022 was $4.79, and this compares with $6.27 in the prior year.

Excluding COVID-related Captisol sales, our Adjusted diluted EPS for 2022 was $2.44, compared with $2.35 in the prior year. Turning to the balance sheet, including 6.7 million shares of Viking Therapeutics stock at December 31st, 2022, Ligand had cash and investments totaling $212 million and approximately $77 million in outstanding convertible debt, which we intend to repay in cash when it matures in May of this year. Turning now to guidance, today we're raising our 2023 revenue and earnings outlook. We saw strong growth in royalty revenue in 2022 and now forecast 2023 royalties to be in the range of $74 million-$78 million. This increase is driven mostly by upside in RyLaze and Vaxneuvance.

We expect that Kyprolis will continue to contribute significantly to our royalty revenue line. We're assuming that the sparsentan launch will contribute to our royalty revenue in the back half of the year. We expect Captisol material sales in 2023 to be about $21 million and contract revenue to be $25 million, with a large contribution recently earned with the approval of Travere sparsentan. These revenue components result in total core revenue growth of 11%-15% or $120 million-$124 million. In addition to the upside from royalties, we also have begun reducing expenses. Following some reductions in the R&D line offset by some increased resources on the business development team, we are now forecasting cash operating expenses of $43 million.

As a result of the increased revenue and decreased expense guidance, we are increasing our expected adjusted diluted EPS to be $3.30-$3.45. For modeling purposes, we're assuming Captisol growth margins in the 65% range, a tax rate of 22%, and 17.3 million shares outstanding. As a reminder, I'd like to direct listeners to our fourth quarter earnings press release issued earlier today and available on our website for a reconciliation of adjusted financial results to the GAAP results I talked about today. I'll turn the call over to Matt to provide an update on the business.

Matthew Korenberg
President and COO, Ligand Pharmaceuticals

Thanks, Tavo . 2022 was a year of significant change for Ligand, with strong underlying business performance through it all. Financially, we exceeded our expectations for our core business and sold significantly more Captisol for COVID than we expected. Operationally, we successfully completed the spin-off of our OmniAb antibody discovery platform. Strategically, our partners posted continued strong sales growth with commercial programs while clinical-stage assets made excellent progress, including positive results for many key programs. Obviously, the biggest news of note recently was the sparsentan approval late last week. Our partner, Travere, received approval for sparsentan in IgA nephropathy. Travere will market sparsentan as the brand name FILSPARI when they launch the drug next week. Sparsentan is a key pipeline asset for Ligand. We will earn a 9% royalty on sales. We expect that this will be a significant driver of long-term growth for our royalties.

Travere expects a decision from the EMA for the conditional marketing authorization for sparsentan for IgA nephropathy in Europe in the second half of 2023. IgA nephropathy affects an estimated 150,000 patients in the U.S. and a similar number in Europe. Approximately 30,000 to 50,000 of the U.S. patients are expected to be addressable under the indication approved via the Accelerated Approval. Sparsentan is the first non-immunosuppressive treatment approved for this indication. In our view, the initial label is consistent with the expectations going into the PDUFA date and does not change the outlook for the drug in the short term or the long term. Consensus sell side estimates for sparsentan show peak sales exceeding $1 billion, which, if achieved, would make sparsentan Ligand's most significant royalty by a factor of two.

For 2023, Travere pointed to the existing consensus estimates from their research community, which currently range from about $10 million-$45 million for the year. Travere indicated that the initial ramp will be gradual and that the full IgA nephropathy PROTECT trial data in Q4 should be a catalyst for a change in the label and a ramp in the sales. We look forward to tracking the launch of sparsentan, the additional progress on FSGS, and the potential approval for both indications in additional geographies. Turning quickly to our 2022 financial performance, I just wanted to reiterate the themes that Tavo has described. With all the movement, it might be difficult to evaluate our performance for the year.

If investors evaluate the performance of the core business, excluding OmniAb from both periods and excluding the transitory COVID-19 related Captisol material sales, you'll see that the current core Ligand business grew nicely over 2021, driven by particularly strong growth on the royalty line. Turning now to some details on the rest of the partner programs, our portfolio now has about 25 programs in the commercial stage, of which 15 are royalty-bearing assets. Of those, we expect six royalty streams to contribute the vast majority of our 2023 royalty revenue, and those are Kyprolis, EVOMELA, RYLAZE, teriparatide, Pneumosil and Vaxneuvance. I'll cover a few key points on these before turning to the remaining development stage portfolio. Kyprolis is marketed by Amgen in a majority of the countries around the world, by Ono in Japan, and by Beijing in China.

It's an important drug for treating multiple myeloma and reported over $1.3 billion in global sales in 2022. With over $30 million of royalty to Ligand, Kyprolis was our largest royalty contributor in 2022, and we forecast the same to be true for 2023. RYLAZE, marketed by Jazz, is a recombinant Erwinia asparaginase used for component of a multi-agent chemotherapeutic regimen for the treatment of children and adults with ALL or LBL. This product continues to do well in the market that was historically constrained by supply issues for the previous standard of care product. In Q3 of 2022, RYLAZE reached $73.5 million in sales, and we look forward to Jazz's Q4 commercial report later this quarter. Vaxneuvance is a 15-valent pneumococcal vaccine utilizing Ligand's CRM197 vaccine carrier protein produced using the Pelican Expression Technology platform.

Merck recently launched Vaxneuvance in the pediatric population, which is the largest portion of the market. In their recently reported Q4 earnings, Merck announced $138 million in Vaxneuvance sales. While Merck noted that a large portion of the sales were due to stocking orders in the U.S., we view that these sales are an encouraging sign of the expected demand for this vaccine. Turning to the development stage programs, in 2022, Verona Pharma announced positive top-line results from both of its phase III ENHANCE trials evaluating ensifentrine for the treatment of COPD. The trial successfully met primary and secondary endpoints evaluating lung function, symptoms, and quality-of-life measures. Ligand Pharmaceuticals earns a low single-digit royalty on sales and should the drug be approved and commercialized. COPD is a multi-billion-dollar category, and ensifentrine represents the first new mechanism of action in many years.

Verona plans to submit an NDA to the FDA in the first half of 2023. Novan submitted an NDA to the FDA in January for berdazimer gel for the topical treatment of molluscum. Ligand receives a 7%-10% royalty on the program as well as an approval and commercial milestones. Novan expects a PDUFA date for some time in early 2024. Other upcoming key events include data from Viking on its phase IIb NASH program, which is expected in the next few months, as well as data from Palvella in three separate rare disease indications on their drug qtorin. Phase III data in Pachyonychia Congenita is expected mid-year. phase II data in Gorlin syndrome is expected in Q2 this year. phase II data in microcystic lymphatic malformations is expected in March.

That concludes my comments on portfolio. With that, I'll turn the call back over to the operator and open the line for questions. Operator?

Operator

At this time, I would like to remind everyone, in order to ask a question, press star then the one on your telephone keypad. Your first question comes from the line of Joe Pantginis from H.C. Wainwright. Your line is open.

Joseph Pantginis
Managing Director, Equity Research, H.C. Wainwright & Co.

Hey, guys. Good afternoon. Thanks for taking the question, and thanks for all the updates. I got two things I want to focus on. First, Todd, you know, you talked about making the company leaner and Tavo, you talked about, you know, R&D line reduction. I'm curious, you know, since you've taken over, where do you feel you stand in the continuum of not necessarily cutting costs, but optimizing Ligand's P&L and personnel?

Todd Davis
CEO, Ligand Pharmaceuticals

Yeah. I think that there will be We're reviewing that, Joe, continuously. We're looking at things that contribute directly to our mid to near term financial profile. That's our emphasis. That constantly requires scrutiny. I can't share any specific plans right now, but we'll continue to focus on expense management very carefully. As you can see from Tavo's comments, we've already made some strides in that arena.

Joseph Pantginis
Managing Director, Equity Research, H.C. Wainwright & Co.

Got it. No, that's helpful. Thanks. Then the second question is, I guess with regard to the Captisol franchise, I guess two parts. A, your overall commitment to the program, you know, excluding, you know, for Remdesivir purposes, you know, and also getting a sense of, you know, how the mix has been evolving as of late with regard to say, you know, inbound research requests versus, you know, growing commercial use.

Todd Davis
CEO, Ligand Pharmaceuticals

Yeah. Thanks, Joe. Yeah, on Captisol, first off, we're very committed to the platform and the technology. It's been a key component of Ligand for 12 years now, and we see it as a key component going forward for a long time. You asked a bit about the Captisol platform and its use for Remdesivir. Obviously, we are reporting our earnings separate from that and excluding the Captisol COVID-related sales and earnings from our adjusted numbers and guidance. We are still prepared to deliver on that.

As folks remember, we made a significant capital investment in 2020, and all that equipment and the capacity that we created for that has been put in place and still, generally speaking, exists. A lot of the key components that were needed to be able to address real-time demand, if any sort of wave of pandemic or need for Captisol came up, are still in place. Similarly, the rest of the franchise, the other 70-100 customers that order Captisol every year, the improvements benefit them as well, through faster turnover times and more efficient manufacturing. All of that still is in place, and we're still really excited about the business.

Joseph Pantginis
Managing Director, Equity Research, H.C. Wainwright & Co.

Perfect. Appreciate all the comments, guys. Looking forward to an exciting 2023.

Todd Davis
CEO, Ligand Pharmaceuticals

Thanks, Joe.

Operator

Your next question comes from the line of Larry Solow from CJS Securities. Your line is open.

Larry Solow
Managing Director, CJS Securities

Great. good afternoon. congrats on a really nice year, 48% royalty growth or high 40s. It's very impressive. On the royalty line itself for 2023 and the outlook, kinda flat, basically, right? If you add back whatever a $2 million-$3 million you'll get for FILSPARI if it kinda comes down the middle of at least analyst estimates. So is. And, you had a Kyprolis had a good year in 2022, right? 14% growth. Obviously your Pelican, a lot of those numbers are, teriparatide and RYLAZE are had strong years. Are one of those backing off a little bit? What's sort of the reason for a flattish outlook in 2023?

Todd Davis
CEO, Ligand Pharmaceuticals

Yeah. Thanks, Larry. I think a couple things are contributing to what you're commenting on. First off, Q4 ended incredibly strong for a couple products that, you know, make the comp, if you will, year-over-year, look a lot, a lot more muted than it might have compared to, say, our original guidance when we gave it a month or three months ago or so. Second, the one product that our guidance incorporates right now that probably fits the description of what you're looking for is Teriparatide. Teriparatide had a real nice year in 2022. As we mentioned last year, midyear was sort of when we expected competition for that.

As investors know, currently, our Alvogen's version of teriparatide, that was created under the Pelican Expression Technology, is the only alternative to Eli Lilly's FORTEO that's on the market. There are two other competitors that have pending ANDAs or similar filings for their versions of teriparatide. They've both been on file for a very long time at FDA.

Larry Solow
Managing Director, CJS Securities

Mm-hmm.

Todd Davis
CEO, Ligand Pharmaceuticals

At any moment, we could see competition emerge from the from those folks, and the dynamics in the market could change. There are several ways that that could play out, obviously. One or any one of us could get a therapeutically equivalent rating or a TE rating, as we've been calling it, which would create one drug being the sort of preferred generic versus the others. Or all three of us could be on equal playing field, or only one of the other competitors could get approved, or none could. I think it's fair to say that if none get approved, we'd expect, you know, some upside to our royalty expectations for Teriparatide.

If competition does emerge and depending on how it emerges, that may change our royalty expectations both up or, you know, within our range, staying within our range or going up.

Larry Solow
Managing Director, CJS Securities

Can you just maybe give a little more flavor or a little more color just on what the Teriparatide royalties were this year or ballpark on what they were and sort of what your assumption you're making in 2023?

Todd Davis
CEO, Ligand Pharmaceuticals

Yeah, sure. you'll see in the K when we file next week, but the first three months of the year were about $12 million of Teriparatide royalty.

Larry Solow
Managing Director, CJS Securities

Right.

Todd Davis
CEO, Ligand Pharmaceuticals

There was another, three or so, a little bit more than that we booked this quarter. We end up just over $15 in terms of royalty for teriparatide this year.

Larry Solow
Managing Director, CJS Securities

Okay.

Todd Davis
CEO, Ligand Pharmaceuticals

We are assuming a relatively flat, maybe even a little bit of a decline, next year.

Larry Solow
Managing Director, CJS Securities

Okay.

Todd Davis
CEO, Ligand Pharmaceuticals

Sort of annualizing the Q4 number, around 3.5 or so.

Larry Solow
Managing Director, CJS Securities

Okay. All right. Okay. All right. No, I appreciate the color. Just one, you know, one quickly on FILSPARI or sparsentan. Maybe Travere is the one to answer this question, but just in terms of the, you know, the

The box warning, the, and some of the restrictions, and yeah, you mentioned, you alluded to, you kinda mentioned, you know, I guess more confirmatory data in a kidney slowing, kidney progression hopefully shown in the, in the data that comes out in Q4. Would the potential change in the label, would that also include sort of modification on this box warning? Or is that something that might be there for, you know, a little while longer? Is that a, you know... I feel like that was expected, but is that a hindrance? I guess that will be a view to the hindrance for sales initially, I'm sure to some extent. If you can... Any commentary on that would be great. Thanks.

Matthew Korenberg
President and COO, Ligand Pharmaceuticals

Thanks. As folks know, the approval with for sparsentan or FILSPARI came with a REMS program and monitoring requirements. The label called for monthly monitoring of liver enzymes for the first 12 months and then quarterly monitoring thereafter. The label also included a target of certain creatinine levels that was 1.5 versus some of the trial data and others that was run closer to one. The expectation, I should say, we don't have any insight that's not publicly disclosed, first off, just so all investors are-

Larry Solow
Managing Director, CJS Securities

Sure

Matthew Korenberg
President and COO, Ligand Pharmaceuticals

... aware of that. But just basing on the comments from Travere on their call, and reading some of the label data and others, it seems that there's a likelihood that the creatinine levels are adjusted post the full data readout. As over time, the safety is seen on monthly monitoring that the full-time or the long-term monitoring could be permanently reduced or shortened. What that generally means to us though is that all of that was largely expected for the Accelerated Approval. And that-

Larry Solow
Managing Director, CJS Securities

Mm-hmm

Matthew Korenberg
President and COO, Ligand Pharmaceuticals

... as Todd has addressed and we've said before, we don't have significant expectations for sparsentan in the first year. You know, it's just $2 million adding into our royalty line, even though they're planning to launch next week, when we were originally factoring in a launch in Q3. We'll just have to see how the market develops over time with both the data as it reports out and then the safety monitoring on the REMS program.

Larry Solow
Managing Director, CJS Securities

Got it. Thanks, Matt. I appreciate it.

Matthew Korenberg
President and COO, Ligand Pharmaceuticals

Thanks, sir.

Operator

Again, if you'd like to ask a question, it's star one on your telephone keypad. Your next question comes from the line of Matt Hewitt from Craig-Hallum Capital Group. Your line is open.

Matt Hewitt
Senior Research Analyst, Craig-Hallum Capital Group

Good afternoon. Thank you for taking the questions. Maybe the first one up on sparsentan, with a potential EMA approval, would that trigger another milestone?

Todd Davis
CEO, Ligand Pharmaceuticals

Yeah. thanks for that. Yeah. There is another milestone. yeah.

Matthew Korenberg
President and COO, Ligand Pharmaceuticals

Is it 92? It's almost $2 million, yeah.

Matt Hewitt
Senior Research Analyst, Craig-Hallum Capital Group

I'm sorry, I missed that.

Todd Davis
CEO, Ligand Pharmaceuticals

Sorry. It's I think $2.7 million, right around there.

Matt Hewitt
Senior Research Analyst, Craig-Hallum Capital Group

Oh, got it. Okay, great. Thank you. As we look at the Captisol gross margin, obviously utilization of that capacity is a key driver. Are there any other steps that you could take to either, you know, help boost that gross margin or maybe contract out some of that capacity? Anything that could raise that number?

Todd Davis
CEO, Ligand Pharmaceuticals

Yeah. Good question, Matt. As folks are thinking about our Captisol gross margins, they're probably thinking back to a few years ago pre-pandemic when our margins on Captisol were more in the 70s type range. A couple things have happened since then that impact the margins. The one that is probably most relevant is the expansion we made that I referenced. Those costs are being amortized through the inventory that we create using the new machines and new process.

While margins appear lower, it's actually some of it is non-cash, meaning we spent the cash back in 2020, and we're spreading the expense of that tied to the inventory that flows through the P&L as we sell it through. From a cash standpoint, margins are higher in that mid-60s that we were talking about. The other thing is mix shift year-over-year is definitely something that changes. We've said in the past that some of our margins on Captisol are very low and some are high. Depends on both whether the product that the partner is buying. We make various versions of Captisol.

Also the use, whether they're buying it for research purposes or commercial purposes or clinical purposes. Margin bounce around through all those things. We're in a period right now where some of the lower margin Captisol is higher volume than some of the higher margin Captisol is. Those two things, the non-cash portion and the mix are what's kind of keeping it at that mid-sixties level for now.

Matt Hewitt
Senior Research Analyst, Craig-Hallum Capital Group

Got it. Maybe one last question regarding the optimization of headcount or employees. I'm just trying to think of this on the fly. But as you look to optimize the people around the organization, is there any risk that you get a couple approvals or you get, you know, a couple partnered programs that progress maybe faster than anticipated, and you're almost kind of behind the gun as far as having the people that you need to manage the organization? Or do you feel like you've got the right number of people and you're kind of looking out six to twelve months and making sure that you're always kind of staying ahead of the game? Thanks.

Todd Davis
CEO, Ligand Pharmaceuticals

Yeah, it's the latter. I think we've, you know, we're I think very focused on what we need, being able to execute with the partners on the technology platforms. It's just about being as lean and mean as possible and make sure that we have what we need and no more. We're being pretty careful about that and trying to draw the lines in the right places.

Matt Hewitt
Senior Research Analyst, Craig-Hallum Capital Group

Understood. Thank you.

Operator

This concludes our question and answer session. I will turn the call back over to Mr. Todd Davis for some final closing remarks.

Todd Davis
CEO, Ligand Pharmaceuticals

Thank you everyone for tuning in to Ligand's fourth quarter earnings call. We will be attending investor conferences in the coming weeks, including the ROTH Conference in Dana Point and Barclays in Miami. We hope to meet you in person at these events. Thanks again, and have a nice afternoon.

Operator

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

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