Sandra Beaver: Yes, of course, thank you so much for the question. As it relates to our 2024 sales guidance, as we delivered in 2023, significant growth at 36%, right? We see a great opportunity to continue to leverage that back half accelerated growth into 2024 with the guidance that we gave at $255 million to $265 million. As we noted, the majority of our revenue performance came from volumes. However, we continue to see stability in price and the opportunity to potentially raise price and continue to close the gap between Jeuveau and Botox. The majority of our growth in 2024 continues to be driven by volume. As David mentioned, we’re significantly underpenetrated in the market, whether it’s within the accounts we currently sell in or by adding new accounts available to us across the U.S. But we also see an opportunity to continue to press price where it’s appropriate.
Unidentified Analyst: Thanks, very helpful.
Operator: Our next question comes from Louise Chen with Cantor Fitzgerald. Please state your question.
Louise Chen: Hi, congrats on all the targets and thank you for taking my questions here. So I wanted to ask you, is there any way you can quantify or at least qualitatively tell us how profitable you expect to be in the fourth quarter? And then how are you thinking about ASP in 2024 for Jeuveau? And what are you factoring into your guidance there? And then lastly, just when we model out 2024, how should we think about seasonality bridge? Thank you.
David Moatazedi: Okay. Great. Louise, let me take the first part around how you think about the pricing for 2024. I think as Sandra just commented, our pricing has been very strong. Since launch, our ASP has only gone up for this product. And I think as we continue to shift our focus on the value we’re bringing to customers, we continue to reassess how we can continue to narrow the gap versus the market leader. And we’ve seen more and more price competition, and we continue to build our pricing favorably in order to drive the volume. And we’ll continue to do the same. As you think about this year, it’s predominantly driven by volume and not price. I think that’s the case for the entire category, frankly, but you should expect that prices are steady and up for us over time.
Sandra Beaver: Louise, as it relates to your other question on profitability, I think as you can imagine, we outperformed our own expectations here in the fourth quarter of 2023, delivering well above the top end of our guidance. And excluding the share issuance related to our European filler license, we have frankly achieved profitability here in Q3 2024, excuse me. So as you can imagine, that creates a great foundation for us to build off of and gave us the confidence we needed to deliver the revision to our guidance for 2024, where we are confident we’ll achieve that profitability again in Q4 2024. As it relates to how much profitability, I think we’ll continue to assess that throughout the year, but we have great momentum going into 2024, and we continue to have disciplined operating expense management. So that enabled us to give us that revised guidance.
Louise Chen: Anything around seasonality?
David Moatazedi: I think seasonality has been fairly predictable in this market if you back out the one COVID period that we were in. And you should — we expect to see similar trends where the fourth quarter will be the strongest quarter of the year, followed by the second. And then generally, the third quarter is the weakest season of the calendar year. We’re expecting it to mirror that this year.
Louise Chen: Thank you.
Operator: And our next question comes from Navann Ty with BNP Paribas. Please state your question.
Navann Ty: Hi, everyone thanks for taking my question. I was just curious if your guidance includes some upcoming competition from — in the U.S. from Gel and Galderma. Thank you.
David Moatazedi: Yes. As you know, this earlier this month, Hugel received FDA approval for Botulinum Toxin Letybo. We were aware of their PDUFA date. And we had assumed in our guidance when we provided that in January, that they would be entering the market in 2024. So nothing changes as far as that guidance. As you know now, we had a new entrant in late 2022. And of course, you saw our performance last year where growth accelerated in the back half of the year despite a new entrant coming in the market. And of course, this year, we’ll likely see the entrance of Hugel with Letybo. And as you may know, we are launching in Europe around the same time as Hugel, the Letybo product, and we’ve continued to very well in those markets. look, there’s plenty of room for new competitors. This is a high-growth market. I think what’s unique is our value proposition in the market, and we’ll continue to build on that, and we believe that will drive meaningful growth in the future.
Navann Ty: Thanks, that’s helpful. Thank you.
Operator: And our next question comes from Serge Belanger with Needham & Company. Please state your question.
Serge Belanger: Hi, good afternoon and thanks for taking my questions. First one, I guess, regarding the number of new account additions in the fourth quarter, a pretty big number that was larger than I think the average for the first part of 2023. Is that sustainable going forward? And then secondly, I think we’re nine weeks or so into the first quarter, can you give us any color on what the market environment is like in terms of volumes and things like that? Thanks.
David Moatazedi: Sure. Good question about the account adds. We went into the year last year, assuming we’d be adding roughly 500 to 600 new accounts a quarter. So we were equally, frankly, as impressed by the numbers that the field brought in of new customers. We don’t have a set number that we require in terms of new accounts per quarter. So I can’t commit to the number of account adds. I think it’s dependent on the territory and the opportunity in front of them of spending their time going deeper with customers or just the interest level that’s coming in from new accounts. As you may recall, when we acquire new accounts, we educate them on not just the product, but we send in training as well so they can understand the unique precision profile of our brand.
