And so we’re very excited about building on the momentum when we had from ProCyte One to continue those dialogues and deepen our relationships with our customers help them grow faster. And we’ll share more on the specifics relating to new innovations as we get into next year.
Jay Mazelsky : Yeah, John, the other thing that I would add to that is, I think we shared some data through went up like Ericson presented on the evolution of menu and how that that impacts the overall economic value over time. And our technology for life approach where we come – we come out to the marketplace. We introduce product obviously. The installed base grows over time. But as we continue to add menu and improve that, more revenue, more economics are generated. And we’ve been able to demonstrate that through our platforms including the reference labs.
John Block: Thank you.
Operator: And we’ll move next to Brandon Vasquez with William Blair. Your line is open. Please go ahead.
Brandon Vasquez: Hi, everyone. Thanks for taking the question. First one maybe just follow-up maybe ask on some of the headwinds in the quarter slightly different there’s wellness and there’s a little bit of labor. The question I want to ask is, are those getting, are they deteriorating are those headwinds increasing as we go into the end of the year? I guess, I’m trying to ask for a little clarification, are things stable, maybe just not improving as much as we thought? Or are we going into year end with those two dynamics kind of worsening a little bit?
Brian McKeon: I think it the key change here relative to what we expected to happen in the quarter was, we’re looking for flattening visit trends in the US, and they came in at minus 2%. So if you go fundamentally, it was different than what we expected, that’s it. But I think our execution was strong and all those dimensions going to play the way that we had hoped. The clinic – US clinical visit trends were minus 1% in Q2 – excuse me, in Q2, and minus 2% in Q3 on a two year basis. They’re pretty similar. I think it’s a, we did see some relative softening through the quarter. Some relative relatively weaker wellness clinical visit trends, more at the margin I think the bigger, bigger story here was, we had hoped that we had worked through the pullback effects on capacity.
And we see some normalization there and I think we’re still working through some of the management dynamics. So that that is very much reflected in our or balance year outlook that we’ve calibrated for that appropriately while we’re reinforcing our profit delivery. So I think we’re able to manage that well and teams are executing very well. And then again excited about a number of the things that we’ve got going into next year relative to our positioning as a company and new innovation bringing a market. And look forward to continuing to solid growth in that context.
Jay Mazelsky : Yeah, and keep in mind, the expanded pet population has been very, very substantial. So, we know that the end-customer demand is there. There is a lot of interest I think that to Brian’s point as we work through that capacity at the clinic level. There’s unmet unserved demand out there.
Brandon Vasquez: Okay, great. And maybe as a follow-up, you guys are expanding US sales force now that seems on track as we go into ’24. Can you just talk about expectations? How long does it take to get those new reps trained? You’ll probably also have a new innovative product for them next year a new system. So what’s the timeline to kind of start seeing leverage both sales and kind of margin benefits from the expanded sales force? Thank you.
Jay Mazelsky : This is something that we’ve been we’ve been doing for a long time. I think we have a very successful formula in terms of how we how we expand the overall commercial ecosystem and footprint in North America. It tends to be a relatively short time to ramp. We have I think a – protective training approach and when we bring new folks into the system, they’re well trained. And they really come up to speed within quarters. Now they continue to become more productive over time, but this they get a lot of support through professional service vets and the field service representatives. The entire ecosystem is there to support them. Okay. Thank you for your questions. We’ll not conclude our Q&A portion of this morning’s call.
before we end today’s call. I’d like to extend my thanks to the nearly 11,000 IDEXX colleagues for delivering another quarter of strong execution against our organic growth strategy. Our sector remains very dynamic and your steadfast commitment to providing a better future for animals, people and our planet has helped us maintain momentum and deliver strong results. Not only have you delivered today in the third quarter, but your efforts position us well to continue to develop our sector and support our customers well into the future. Well, on behalf of the management team, thank you for your continued focus on enhancing the health and well-being, the pets, people and livestock. So now we’ll conclude the call. Thank you.
Operator: Thank you. Ladies and gentlemen, that does conclude today’s call. We thank you for your participation. You may disconnect at this time.
