ChemoCentryx, Inc.

can, as we've learned more and more about how to work with a brand new high science product like Tavneos in this current environment. The other side is on the patient side. And, you know, again, using hopefully appropriate ways, not hopefully, but definitely using appropriate methods, we'd love to be able to help patients have better, more thorough conversations with their healthcare practitioners about the properties of tabneus, the data, and what it might mean for their particular condition. These are really motivated patients in the ANCA world. They haven't always had much to organize around, frankly, so we're hoping that we can help them, again, with appropriate educational access about not just their disease, but the mechanism of action of this drug, and again, how they might have intelligent conversations with their doctors about what this drug may or may not mean in their particular case. So that's something we're working on very much. And then I guess finally, peer-to-peer discussions, especially in and around major conferences to the extent that, again, we can appropriately encourage those or make those forums available to allow peers to talk to each other about their experience with Dabnios today. I think that's going to be very powerful. because many of those anecdotes are extremely interesting, extremely moving, and I'm hoping we'll start hearing a lot more of that at upcoming meetings like European Renal Association, at ULAR, and then, of course, a little later on at ACR and ASN here in the United States. But access and education, both on the physician and patient side, I think those are big levers.

Okay, and what are you hearing about, I guess, from your sales organization in terms of, I guess, the key areas of pushback and the areas that you're having to do, I guess, the most work to educate physicians around for starting tabneos, either that, I guess, first to getting that first prescription?

Yeah, that's a really good question. So, in general... The good news is that physicians are very quick to pick up the Tabneos, what I call therapeutic value proposition, right? So that's important because they do realize, and I think the awareness of what we showed in the advocate trial is fairly high. Not perfect yet. There's still a lot of questions around glucocorticoid use and how to start Tabneos. And the answer is, if you have a patient... that fulfills the description on the label with active severe disease, you start them right away. You don't have to do anything else with, you know, bells and whistles around the background therapy you use. That's whatever the background therapy is you deem appropriate for that patient. So that's been a set of questions, and those have been very good discussions. Many discussions early on surrounded accessing the medication. How do I start tab meows? How do I get it? How long do I use it? Again, those have been very productive discussions. And more and more, the medical part of that discussion is happening peer-to-peer, which is wonderful. So I think that those are the kinds of things we were looking at early on. We got a lot of very important and productive input. We've acted on that input, and I believe fundamentally the path to getting the medication to the appropriate patients has become a lot easier, and physicians are understanding more and more that they have a great deal of discretion in how to start tabneos, but the answer is they don't really have to wait. If they have a patient that fits the label, they can get tabneos on them right away.

Okay, and if I can squeeze one more quick one in here. You know, can you give us a better sense of, I guess, the percent of patients that are on paid drugs that, you know, have already been through the four weeks of free drug?

Well, I'll first say this. People say, oh, everyone gets free drug in the first three days. That's not true. A lot of people now, especially as things are getting more and more developed, a lot of people go direct to paid drugs. So that is not an insignificant fraction, and it's a growing fraction. So that's great. So what we've been also reporting, obviously, is the paid drug percentage, right, which, as I mentioned, is a little over 60% now. That's up markedly from the end of Q4. Now, as I mentioned, but it bears repeating, that 60% is a good number at this point in the launch, a very good number. Will it ever be 100%? No. And again, it's a snapshot of a moment in time. So even if every single person got to paid drug to be a paid patient, at any given moment, you might have referrals that are not yet on paid drug. You will probably always have some quick start people in the equation. But as a proportion of the overall population on our drug, they will become smaller and smaller as a proportion. and the proportion of paid will get greater and greater, such that the percentage will go from now 60 to some higher number, we hope, quarter to quarter, and in fact, at steady state, should be the large majority of people. So what we're finding is, as you can well imagine, even from the inferential evidence, to go to 60% paid at this snapshot in time that I'm just reporting from over 30%, I was misquoted, But let's just say over 30% at Q4. You can see that clearly that the folks are getting on paid drug faster. Fewer are getting even quick start. They're going direct to paid. And overall, the stacking effect of folks that are in the funnel, in the system, if you will, and then getting their prescriptions refilled under paid plans is greater. So all that is to the good.

Okay, thank you so much for taking my questions. Congratulations again on the quarter.

Thank you, Michelle.

Your next question comes from the line of Ed White of HC Weinreich. Your line is open.

Good afternoon, Tom and Susan.

Good afternoon, Ed.

So I guess most of my questions were answered already. I just have one follow-up on the in-person detailing. You had said it dropped to under 40% in January and up to about 60% recently. What was it in the fourth quarter, and do you see that trajectory growing in the second quarter and beyond? And then perhaps another question on the sales force. Do you think the sales force is right-sized now, or do you think that you need to add more field reps to increase penetration.

Sure thing, Ed. You know, in the fourth quarter, the in-person detailing hovered around 50 and somewhere between 45 and 50. Then it took a dip in January to below 40%, which was pretty dire. And then it's gone back up, as I said, to approximately 60. We hope it's continuing to grow. It will take time, though, for this health care system to sort out the effects of COVID. I don't think we're going to go from, say, 60 to 80 anytime soon. That's for sure. They're still working through their staff shortages. They're still working through other procedures as a consequence of the COVID hangover, if you will. So that's something to remember. But we are hoping that these increased in-person visits will result in in greater efficacy of the ability to educate and get the drug out to people. Now, I had your other question in mind, and I've lost it. What was the second part of your question?

Is the Salesforce right?

Yes, thank you. Thank you. Forgive me. I jotted it down on a piece of paper that I then buried. Yeah, you know, look, we did a lot of work on modeling the field force size prior to launch. I think that research was very, very thorough. We believe at this time we're probably well within the range of our research. Having said that, we are looking at it literally week by week, Ed, and when we find a need to adapt, if there is such need, we will do so. But right now, I do think we're covering the situation very well. The early returns are very good. And again, the Q1 numbers speak for themselves with a five-fold increase in revenue, the ability to travel, if you will, the number of unique prescribers, the fact that our conversion rates are good, the fact that, again, we nearly doubled the patients on drugs. I think We're making good progress. We're tracking in excess of the optimistic parts of our model, if you will. But we will continue to go where the data take us. And if we need to change the size of the field force, we will not hesitate to do so.

Okay. Well, thanks for taking my questions.

Thank you, Ed.

There are no further questions at this time. Please continue, Mr. Tom.

Well, thank you so much. That was a very stimulating discussion and set of questions. I very much appreciate everyone joining our call today. I very much look forward to talking about our progress at our next quarterly call. You may now disconnect. Thank you and good evening.

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