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  "documentTitle": "Twist Bioscience (TWST)",
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      "text": "He indicated that Twist's lack of quality control would be “a disaster for a pharma company,” suggesting its quality was inferior to even Chinese players – and that the product issues preventing it from selling into pharma were unique to Twist, as its competitors all sell there.",
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      "text": "Bottom-of-the-barrel price-seeking customer base that doesn’t care about quality; not “much traction” in real customers like pharma; quality issues are unique to Twist as competitors sell to pharma; inferior to Asian vendors",
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      "text": "A longtime executive in Twist’s space stated that its customer base is therefore mostly academics and startups: “where I haven’t seen them get much traction is selling their product into...quality controlled places like pharma”; “a lot of them are the startup biotech’s in the Bay Area, less so the Amgen’s and GSK’s.” He indicated that Twist’s lack of quality control would be “a disaster for a pharma company,” suggesting its quality was inferior to even Chinese players – and that the product issues preventing it from selling into pharma were unique to Twist, as its competitors all sell there.",
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      "text": "Q: “I’ve heard they’re getting the lower-end, really price-sensitive, kind of like the crappy customers that don’t want to pay. I don’t know if that’s accurate. What are your thoughts on their customer base and customer profile?” A: “Yeah, they get a lot of academics, and they get a lot of places like Ginkgo, which is a super-high volume user. Where I haven’t seen them get much traction is selling their product into what I’ll call quality-controlled places like pharma. You’ll find that a lot of them are the startup biotech’s in the Bay Area, less so the Amgen’s and the GSK’s.” Q: “Is that because their product isn’t as reliable or as high quality?” A: “That’s correct. Generally, in pharma, if they order 100 genes, you better deliver them 100 genes. You can’t turn around after three or four weeks and say, here is 90. Good luck getting the rest of the 10. That’s not going to last long. That will be a disaster for a pharma company. Emily’s business was academic.” Q: “So, this is unique to Twist, basically. Is IDT selling to pharma, and are other people selling to pharma?” A: “Oh yeah. Yeah, GenScript, GeneArt, Thermo—they all sell to big pharma.” Q: “Even GenScript. So, you’re saying they are lower quality than even these Asian companies?” A: “GenScript, for all their challenges, even though it’s handmade each time with cheap hands, they deliver. I hate to say it because they were our Achilles’ heel. But they deliver, and it’s hard to compete with them when they deliver the way that they deliver.” –Longtime executive in Twist’s space; ex-founder of a key competitor",
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      "text": "“where I haven't seen them get much traction is selling their product into...quality controlled places like pharma”; “a lot of them are the startup biotech's in the Bay Area, less so the Amgen's and GSK's.” ... “That's correct. Generally, in pharma, if you order 100 genes, you better deliver them 100 genes. You can't turn around after three or four weeks and say, here is 90. Good luck getting the rest of the 10. That's not going to last long. That will be a disaster for a pharma company. Emily's business was academic.” — Longtime executive in Twist's space; ex-founder of a key competitor",
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      "text": "Source: Scorpion Capital consultation calls with experts",
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      "text": "Given that Twist sells low-quality sequences via a scorched-earth pricing and discounting strategy, it is not surprising that it has ended up with bottom-of-the-barrel price-seeking customer base.",
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