Thierry Wuilloud: Oh! Okay. Okay. I got it. Okay. Great. I was — you haven’t talked about third party channels in a while. Can you give us a bit of color? Is there — are you putting some emphasis on a specific one or what’s your thought around that? I — obviously, the direct member acquisition seems to be doing really well, but any color on third-party channels?
James Colquhoun: Thierry, hi. Thank you for your congratulations pending Board approval, of course. I will speak to third-party, that reports directly into me. It has been flatter compared to our direct membership growth. However, I am seeking to be more aggressive in our expansion with third-party, keeping it in alignment with our current balance of direct to third-party revenue contribution, making sure that it doesn’t get too high. But we plan to be growing third-party in particular by rolling out new territories in 2024, in particular with our largest third-party distributor, which is our partner, which is Amazon Prime. So we have a Prime video channel within the Amazon infrastructure. And we are in the process of renewing our agreement with them to expand the term for a longer period of time.
I just met with one of the Amazon executives over the weekend to confirm this and where we have already plans for Q2/Q3, sorry, Q2, correct, for Australia and New Zealand and I will be meeting with the Australian, New Zealand rep as well. So this is very much in my court and I am seeking to expand our international expansion with third-party.
Jirka Rysavy: Yeah. With Amazon, we actually triggered initiation or we are going to — renegotiation because our price increases we plan to do. So we had to kind of give them notice in signing new agreement with the higher price. So that was caused this negotiation was actually initiated by us. And also, when you asked the question about the $100,000 sales, so it was the first 20 days we get $100,000.
Thierry Wuilloud: I know.
Jirka Rysavy: The tour is actually sold. So it creates about $100,000 revenues from the first trip — from the single tour. But it took like a month and a half to sell it.
Thierry Wuilloud: Okay. Great. We have talked about ARPU and we have also talked in previous conversation about the focus on international growth. Is there a big difference in ARPU from your international members versus the U.S. members?
Jirka Rysavy: No. There’s not. I mean, short of some Latin America, which we are scaling actually down, which we kind of play with lower the prices, but didn’t really work for us. So it’s basically the prices we would charge pretty much in Europe are similar as we would charge here. So it’s — the ARPU same pretty much for right now.
Ned Preston: And Thierry…
Thierry Wuilloud: Okay.
Ned Preston: … I would add that there are three drivers for increase in ARPU next year. One, Jirka already mentioned, which is about the planned price increase circa middle of the year. In addition to that, what we have spoken about is Marketplace with the revenue attribution. And then third would be an increased focus on our premium Gaia Events+ here at $2.99 a year. That’s also something that I have my sights set on for expanding in 2024. So each of those three levers will be improving ARPU throughout the next year.
Jirka Rysavy: Yeah. The increase ARPU…
Thierry Wuilloud: Okay.
Jirka Rysavy: …it was always as a part of our mission and now we actually want to accelerate that, because now we kind of get to the place where we can generate positive cash flow continuously. So the ARPU will become much bigger focus right now. So the revenue would be definitely our focus more than the numbers of members. So as a going forward, it’s going to be our focus. That’s why the ARPU and this initiative like increasing the price, GaiaSphere, premium pricing, Events+ or the Marketplace. So they all effectively what we say that we are going to grow members 10% of revenue 15%. You will see that we are increasing the ARPU dramatically and we would want to keep doing it.
