Dana Telsey: Thank you. And then just following up on the AOV drivers, what did you see? It seems like the layering system, whether it’s with shoes, with outerwear, you’re gaining more, as you call it, Trina, more obviously the mind share and the wallet share of off-work and on-work terms of what they’re doing. What are you seeing and how do you see the health of the consumer moving forward? Thank you.
Daniella Turenshine: Yes, I mean, I think from the health of the consumer, we saw it was great to see our new customer growth up 21% . And to your point around AOV, it’s continuing to show strength, which is great to see. And that is being driven by to your point, non-scrubs and the expansion of our layering system. A really interesting metric that, is encouraging is that 40 percent of our active customers have bought at least one non-scrub item. And so, we’re not just a scrub company anymore. We really are on our way to becoming an iconic lifestyle brand for the health care community and beyond. And so, we’re excited to continue to deliver innovation across the layering system, continue to solve problems for our community, on-shift, off-shift, and all the activities that they’re doing throughout their day.
Dana Telsey: Thank you.
Operator: Thank you. The next question will be from the line of Brian Nagel with Oppenheimer. Your line is now open.
Brian Nagel: Good afternoon. The question I have is, hey, so the question I have with respect to EBITDA margins, so we saw a very nice progress here in the quarter. It sounds like a lot of these headwinds are challenges that we’ve been discussing over the last few quarters. Maybe you’re getting a better handle on. And then, Daniella, you read in your comments, you reiterated a plan to get back that EBITDA margin or just EBITDA margin in the high teams. So how should we think about the timing of that, the trajectory? I mean, what do you use to fall in place here? And how long is that going to take in order to see those historic EBITDA margins again?
Trina Spear: Thanks, Brian. As you said, we continue to believe we will get to a high team’s adjusted EBITDA margin. I think it’s helpful to look at the different components. So first, we think that gross margin of 70% on an annualized basis is achievable. As we expand our layering system, we’re leaning into product innovation really beyond the scope of what we’ve done in the past. But, and as part of this, we’re going to, likely see some fluctuation in margin across categories, but we’re going to continue to drive efficiencies in the core to really invest in this new innovation over the long term. We do expect 2024 to be burdened with fulfillment project costs, but we’re expecting to move past that in 2025. In the near term, we may see a higher cost per order.
We invest behind customer experience, but we’re going to leverage that as we scale. Also, as our sales accelerate, we believe we can leverage G&A and continue to remain really efficient in our marketing spend as we have been. I think just taking a step back, we’re really excited about what we’re seeing as our business evolves. We’re getting a lot of traction in our layering system. We’re growing our customer base and we’re in early stages of international and teams and just starting retail. So our discipline around balancing growth and profitability has really enabled us to maintain a strong balance sheet to push these levers to drive future growth. And we’re in a super unique position really to capture the opportunities across global health care.
And we believe that we can drive these growth levers over the next several years, while ultimately also achieving a high teams adjusted EBITDA.
Brian Nagel: That’s perfect and I appreciate the color. And then follow up from a bigger picture perspective. You’re just like on the health of your consumer. Again, going back to some of the commentary of the past couple of quarters, it seemed as though there was your pressures, external type pressures on your consumer. So as you’re looking at your consumer now, maybe react to the innovation and colors. Do you think you’re seeing an overall healthier consumer for FIGS?
