Unidentified Analyst: Okay. So how about — I’ll ask my three questions, and then I’ll hang up and listen to your response. First, UBAMs net sales per average consultants’ quarter was 941 down 6% from the same quarter last year and down 17% from the same quarter just before COVID. In fact, this is the fourth year in a row that Q3 sales per consultant fell. Are your consultants selling less each year or is your definition of active consultant becoming more liberal? Secondly, this past June, Usborne Publishing Limited in U.K. applied with the U.S. Patent and Trademark Office to register the UBAM trademark and expressly stated that it intends on using this trademark in commerce. Is Usborne planning on launching its own MLM business to compete directly with PaperPie. And finally, your Usborne distribution agreement specifies minimum revenue targets that you must order from Usborne. What are these amounts? Thanks for your time.
Craig White: Thanks, Alan. Sure. Let me address the — well, I will address all of them. But our sales per consultant going down have mostly to do with the economic factors. But I will say the new distribution agreement that we signed with Usborne this summer caused a great deal of confusion and chaos and wondering what the future was going to look like as we had to get to this major rebrand. So I think that’s a lot of it. I won’t say we’re necessarily on a downward trend, I think there’s a great deal of excitement around the new brand. It’s very exciting that PaperPie, as Heather mentioned, is in a very clean URL and social media space. So they are really rallying around the new name. And so I don’t anticipate that trend will continue, but that remains to be seen.
Also, with as Usborne trademarking, the myubam.com, UBM, they are not launching their own MLM division. The whole idea around this rebrand is that they’re trying to protect their global brand. And that’s what caused us to need to rebrand, as you know, Usborne Books more has the word Usborne in it, and they want us to rebrand. So they’re just trying to protect it. So that doesn’t get taken going forward. But we have no indication that they’re going to compete with us in a multi-level marketing division. And then, minimum revenue target — minimum purchase target? Yes, we had minimum — we have not published the minimum purchase agreements. They’re working with this. They know this is a difficult economic time, and we fell just short of it. But again, they’re working with this.
So anyway, thank you for the question.
Operator: Next question, we have . Jim, your line is open.
Unidentified Analyst: Thanks a lot. I’m curious about the impact of inflation on your year-over-year and quarter-over-quarter growth. In the release, you talked about how inflation has an impact. I’m just hoping you could quantify that or put it in a range of how much inflation contributed to the quarter-over-quarter growth for the year, excuse me for the quarter.
Craig White: I don’t think we can quantify inflation’s impact, it’s just that whether we like to believe it or not, children’s educational products are a discretionary purchase for young families. I don’t think there’s any way we can quantify that.
Dan O’Keefe: No, I mean, so the key thing we look at, and as we said in the call, we make market decisions based upon sales activities, and we are constantly looking at what we need to do to capture sales and grow sales. And so, we ran some promotions this quarter and offered some additional incentives just to make sure that we were capturing as much of the business as we could.
Unidentified Analyst: And that was my second question, the release also talked about discounts and incentives? Are those expected to continue for the next couple of quarters? Or is this a one-time thing?
Craig White: Like Dan just said, we always try to react to sales and marketing conditions at the time. We don’t expect it’s not a company-wide decision to discount or do any of those kind of things, but we kind of spur and try to ignite the sales force whenever we see it’s necessary.
Unidentified Analyst: Okay, thank you.
