John Morici: Yes. So those touch-up cases, as we talked to those 18,000, those would have been — those are the touch-up cases that would have been the lower-stage products that we had 5 stage, maybe 7 up to 10, but in that range, 5 to 10, but probably more on the low side of that in terms of the stages. And we see this great adoption with the DSP program, as we mentioned in the prepared remarks, it doubled from last year. We wanted to give some commentary about how big this is becoming and show them in our kind of our discussion about the year-over-year, and the sequential and so on. And at Investor Day in September, I’ll give a lot more detail about kind of where it came from, how it’s become more and more important and what it means going forward because we’re going to include these cases going forward.
But in the end, we see in all cases where we see — we’ve seen the DSP program, it drives incremental volume for us. Those doctors continue to do those comprehensive cases that we see, but those doctors are also doing these low stage touch-up cases as well as retention. And we think that’s a good thing for our doctors.
Nathan Rich: Great, thank you.
John Morici: Thanks, Nate.
Operator: Thank you. Our next question comes from the line of Brandon Vazquez with William Blair. Please go ahead.
Joseph Hogan: Hi, Brandon.
Brandon Vazquez: Hello, thanks for taking the question. I just wanted to follow-up first on the DSP program. If we’re doing our math correctly, it seems like most, if not all of the year-over-year increase in case volumes is actually coming from the DSP program. So one, is that correct? And two, maybe if it is, can you talk about where do you think the mix goes eventually to DSP? And is DSP at this point accretive to your case volumes? Or are you seeing accounts kind of switch what they would have been doing as kind of normal base volumes into DSP?
John Morici: We’re actually seeing DSP as accretive. So we’re not seeing — we’re seeing — fundamentally, we’re seeing doctors who were either making them themselves or going to lab or other ways of making the Aligners actually switching over and continuing to give us those comprehensive cases, but then they’re also now giving us the DSP cases. Remember, most of DSPs, the majority of DSP is retention, and it’s the retention that we’re providing. But then a subset of that is these touch-up cases and like I said, about 18,000 or so. And what we’ve also commented to it would have — it would have helped us by about 1.5 points on an overall basis. So we reported our volumes up about 0.9%. And they would have been up 1.5 points on that to 2.4%.
So it’s accretive no matter how we look at it, and it’s certainly accretive from a standpoint of the margin that it generates. It’s generating some of the highest margin from our product portfolio that we have because the cost to serve is very straightforward for us. There’s no additional liners or anything else. So we recognize all the revenue as soon as we ship without additional aligners related to that.
Brandon Vazquez: Okay. And then one other second on……
Joseph Hogan: Other clarification on your question was whether you put DSP or not, we were up year-over-year in our numbers.
Brandon Vazquez: Got it.
Joseph Hogan: So sequentially not sure — go ahead.
Brandon Vazquez: Got it. That’s helpful. The next question is just on teens. I think, Joe, you had said a little earlier, a little frank about there’s hurdles within the teen market and kind of pushing that share into existing accounts to get a little deeper — can you guys just talk about what are kind of the top hurdles right now? Why has it been a little bit tougher to get the incremental share in the teen market? And what are you guys kind of focused on in the next six to 12 months to push that share forward? Thanks.
