Jack Phillips: Yes. Dustin, so one of the metrics that we’re tracking, frankly, every week, we look at this every Monday morning is access, number of sales calls we’ve made, both in-person, sales calls that we’ve made on Zoom that are remote, and we’re looking at this across the entire for now U.S. organization will be doing it in EMEA as well. And I would say without a doubt the amount of access that we’re getting, both from an in-person and on a Zoom type call meetings is exponentially greater than where we’re at over the past year. So it’s absolutely playing out the way we expected it to, which is with BD’s access and reach, they have over 50 people selling in the U.S. and then a lot of marketing and support folks as well.
That’s one factor. But I would say that hospitals are continuing to — the access in hospitals are continuing to improve as well. And then the open positions and open headcount within hospitals is also starting to, I would say, maybe settle down a little bit, but it’s still — that’s still a bit problematic as well. The turnover that health care is dealing with is real, and it is something that’s a challenge. But overall, very optimistic about the reach from where we were at, all is looking to do better, and we’re tracking that, again, literally every week, I have an 8 a.m. call to look at these metrics.
Dustin Scaringe: Understood. And related to that, how are you guys thinking about hospital CapEx expectations over the next few months and year? And then kind of related to that, do you see any potential benefit from BARDA happening in the next year or 2? And if so, what would be the magnitude of that potentially?
Jack Phillips: Yes. Great. You got two questions there. I’m going to let David take the CapEx healthcare question, and then I’ll address BARDA.
David Patience: Yes. Thank you for the question. So when it comes to hospital CapEx, that obviously has been a bit of a rocky road since COVID. But I think the one thing that we’re very excited to see is the BD reach into the hospital has created an opportunity for us to access more capital just in terms of the size and the scope of the deals they’re doing with the institutions. Were — prior to the partnership, we were a one-off stand-alone acquisition. And with that, we’re now being part of larger hospital considerations. And so at the end of the day, we did see less capital last year than we were used to, but we’re looking forward to seeing the capabilities that BD has in terms of contracting going forward. So when it comes to the hospital, there is capital.
It’s just very finite how they’re spending it. And they tend to be on larger products, and there’s no better partner than BD with their total lab automation, and we fit right in the center of that with Pheno and Arc.
Jack Phillips: And then, Dustin, as a follow-up to your second part of your question, which is BARDA. As a reminder, we still have an application in with BARDA that’s still active. We recently submitted this over the last months or so, have not heard back from BARDA. And then I would also remind everyone that the problem of antimicrobial resistance continues to be the much larger pandemic globally. It’s regularly now seen and written about by CDC, BARDA, it’s still a major initiative for BARDA. And globally, this is still a major problem in healthcare and the lives of people globally. So needless to say, it’s still a priority in the U.S. It’s still a priority for BARDA. And while we’re not counting on BARDA from a funding standpoint in our financial planning models, it is something that is still a possibility for us that we’re still pursuing.
