Mark L. Baum: I think the — first of all, we’re all dedicated W-2s. we’ve transitioned away from 1099. So the sales organization they’re all employees of Harrow. That’s point one. Secondly, I think in terms of FTEs, I believe we’re getting close to 50 folks now. And as we’ve talked about in the past, our strategy here is to let revenue and demand, sort of drive increases in expense and that includes expenses related to sales folks. But we are building the team out slowly. I mean, you can look on LinkedIn and you see that there are open positions. And I think one other comment my sense from our commercial leadership is that the quality of candidates that we’re seeing is very different today than it was years ago. There is a bit of a buzz, I think in the ophthalmic pharmaceutical community and very strong sales leaders’ are, wanting to join the Harrow team.
They’re seeing the activity. They’re seeing the portfolio that we’ve built. And so we’re getting better candidates to join the team as well. Andrew, do you want to add to that at all?
Andrew Boll: No Mark. Nothing to add on my side, I’ll just echo kind of what you’re saying though that, importantly, Jeff, we’re going to make sure that — and we’re doing this work on the analytics side that market access, that reimbursement is going to drive hiring. We’re not going to go and hire another 50 reps, when we don’t have the revenue to support it. We’ll let that revenue and demand sort of create and build and fill in behind it with additional expense.
Jeffrey Cohen: Got it. Okay. Super helpful. Nice readouts. Thanks for that questions.
Andrew Boll: Thank you, Jeff.
Mark L. Baum: Thanks Jeff.
Operator: The next question is from Brooks O’Neil of Lake Street Capital Markets. Please go ahead.
Brooks O’Neil: Thank you very much. Good afternoon, everyone. I confess, I skimmed the shareholder letter as quickly and thoroughly as I could, but I did have three companies report after the closing guys. So you can appreciate I might ask you about something that’s well documented in the letter. And I apologize in advance for that. But I just want to start maybe down the path Jeff was going with IHEEZO. I saw and read much of the commentary in the letter. But I just want to ask a little bit about — you mentioned specifically the $544, I think its wholesale acquisition cost that’s called for. And you mentioned specifically that, doctors have indicated they’re being reimbursed by Medicare and MA and commercial plans. Can you help us just get a sense for, what that $544 price means to you guys?
Is that a price that you guys would realize for each vile of IHEEZO that you sell, or help us understand that dynamic and then help us understand how much a doctor gets reimbursed in these various sites of setting for IHEEZO?
Mark L. Baum: Sure. Just to start, we don’t sell the doctors on the spread and any benefit, economic benefit that a physician or an ASC gets is not part of the sales process or the marketing process to be clear.
Brooks O’Neil: Yeah.
Mark L. Baum: In terms of the costs, we don’t get the entire $544 and so there are distribution costs and other related expenses. So Andrew can kind of give you a rough breakdown of, how that works in — with a broad brush.
Andrew Boll: Yeah. Brooks. So we’re — like Mark said, we’re not seeing the whole growth and this — this goes for all of our branded products. As Mark mentioned, we’re going to — our net revenue is going to be net of estimated rebates, wholesaler chargebacks, discounts, any other deduction. And so that can run the gamut on products from 12%, up to week. We’ve seen products that we’ve done acquisition diligence on where their gross to net is 80% discount. I’m not saying ours are 80%, but it ranges based on the product where it’s used and how heavily it’s discounted especially with the payers.
