Ryan Rhodes : Yes. It’d be fair to say today, hospitals that are looking at making investments in new innovative capital equipment, they typically go through their own pro forma analysis. So those pro forma analyses vary by institution. And some institutions move faster than others, some may slow down. They just want to do their due diligence. And again, we’re adding in many cases, it’s a new revenue-enhancing service line. And with that said, they just want to look at the numbers and run some calculations. As we have said in the past, we have favorable economics. And typically, when we go through that process, it leads ultimately to a sale. So again, I think it varies by institution and as Ken had referenced. And it’s not for every hospital.
I think some will always move faster than others. But we’re accustomed to going through that process, and we pay a lot of attention to it. If it slows down, where we’re active with our customers kind of working shoulder to shoulder to make sure we answer any questions they have or we can help them fully appreciate and understand the financial return from their investment.
Swayampakula Ramakanth : And then on the Swiss reimbursement. With that in place, how long do you think it could take for it to reflect on your sales? And how big is the Swiss market or Swiss or associated countries along with Swiss?
Ryan Rhodes : So as noted, we — first off, Switzerland is a country with essentially 3 languages, right? You have the German side, Zurich and the cantons, the French side and then you even have an area of Italian influence. And so I think back to the reimbursement, we’ve been active in Switzerland over the years. As mentioned, we have a very prominent program at the University of Zurich with Professor [Daniel Eberle]. And we have had some — we have other systems placed in the Geneva market, et cetera. So to really say how big the market is, I mean, there’s a handful of hospitals that are well known and prominent and some of those we’re actively working with. I can’t give you a hard number, but I would say this, our sales teams are active in the market.
We know our customer base, both the legacy base, and our target customers, and we’re resourced well to go after that business. And I’m excited. I think this is notable in a country that is small, Switzerland is not a big country, but a country that is — that has influence in Europe.
Swayampakula Ramakanth : Last question for me. On the LITHO business, you stated there was some supply chain issues. Is that pretty much limited to the LITHO business? Or can it bleed into other divisions as well? And how — how long do you think the supply chain issue would last within the LITHO business?
Ryan Rhodes : Yes. So the supply chain is — and it’s not so much related to us, it’s the componentry that they would bring together or purchase alongside of our proprietary lithotripsy technologies. So I don’t think it’s a long-term thing. In fact, we — those sales are just delayed until they have the ability to purchase the other components that work alongside our lithotripsy technology. So — and I don’t see really any spillover into any other areas of our business today, as stated today. So again, I think it just — we had some sales that were ready, but they need to get the additional components added as noted. And we don’t see any impact in our other distribution business at this point.
