Mark Massaro: Hey, guys. Thanks for taking the questions. John, you’ll be missed, but look forward to working with you for the remaining several months that you’re at the helm. I guess — yes, I’d love to ask about the volumes in Q4. They were down 3% sequentially. I know on the Q3 call, you guys called out seasonality, holiday impacts, fewer working days. Was that — in your opinion, do you think that was probably what caused the slight dip sequentially? And then maybe just can you clarify. I think you talked about mid-single-digit growth quarter-over-quarter in Q1, just confirming that that’s on volumes and perhaps revenue. Maybe could you clarify that?
John Dobak: Yes, that’s really on volumes. We had some hangover from the payer friction early in the year, but I would say now we have a very healthy selling environment. Now we’ve really figured out how to address all the sort of — I refer to it as payer hazing, but sort of the redirection notices that the payers tend to send our customers. We figured out how to address that, turn it into a positive and we’re really working through that. So I think the environment has gotten better. So we do see the volumes now starting to pick up, and we do expect to grow this quarter. We thought — we knew that fourth quarter was going to be a little bit softer. We’ve just seen that. Dermatology is a specialty where, around holiday periods, they take a lot of time off and we have to anticipate that.
We still kind of had our maximum sort of interference from payers during that time period. So that probably added it to it. But that’s just kind of what we see with our business around the holidays. Derms will take off the entire last two weeks of the quarter in many cases. And so those are things that we have to plan for them. That’s why we say and we anticipated that. So we’re actually pretty happy with where we wound up given the things that we were seeing, and we knew that seasonality that was approaching.
Mark Massaro: Yes. That makes sense. And then, Kevin, on the guidance, I know for 2022, volumes were pretty solid, up 53% year-over-year. I know for 2023, you’re not initiating full year guidance. But is it reasonable to think that you could potentially repeat somewhere in the magnitude of 40% to 50% volume growth in 2023. I guess what I’m asking is, are there any changes to the underlying environment, whether it’s commercial or your intention to commit to investing in commercial this year that would impact the volume trajectory in 2023?
Kevin Sun: Yes. As we mentioned in our prepared remarks, we do expect that mid-single-digit sequential growth in volumes for Q1. But given the uncertainty when the payer pressure on the demand fully decreases fully subsides, we’re just not going to provide any additional guidance on future periods beyond that until we have some reliable trends.
Mark Massaro: Makes sense. And then can you guys speak to your R&D pipeline and any changes there? I know perhaps you may put on pause on one of the programs, but just give us a sense or an update with respect to where that program stands and your commitment to continue to advance that product.
John Dobak: Are you asking about the Luminate product?
Mark Massaro: Yes, Luminate.
John Dobak: Yes. So that product we — in general, as Kevin mentioned, we slowed all the things down. We’re continuing to progress those programs but at a slower pace. We saw some — obviously, we saw some improvement in our R&D spend. The Luminate product actually works fantastically well. It’s been pretty much validated and can demonstrate that it shows a — picking up patients that have an increased risk for skin cancer. So we’re excited about the product, but we aren’t going to do anything major from a product introduction. We will pilot that. We want to get some of the selling metrics around that. It’s already incorporated into our budget and our plans for reduced spend this year. So we will do some test piloting that in the middle of this year.
