Jeremy Pearlman: Right. No, I understood. And then just — and then maybe just last question. How are you finding a balance between — over the last many months, year-over-year, you’re always putting out the news, it’s great. You’re signing up new pain clinics, new hospital centers to selling the CompuFlo. But how are you finding the balance between a focus on this advisory board, these advisory positions who are leading the pack when it comes to submitting the claims and trying to get that — you said that’s what’s going to be needed, to get that broad adoption and also just signing up new centers, new hospitals where how you split your — you said you’re limiting, you’re trying to keep your costs, limiting your resources, your sales team down. Where are you finding that balance between signing up new customers and also focus — being laser-focused on getting that broad coverage, which will then hopefully leads to just wider adoption across the board?
Jan Haverhals: Yeah. No, that goes hand-in-hand. Of course, for me and for the company personally, it goes back to your question, is there a number of 100, 200 or 500. What we need to do is I need to drive utilization, and it goes hand-in-hand. First of all, yes, we will work further because I would like to add additional clinics that drive that volume. But also existing customers that were joining us, let’s say, a year ago, they are also willing to do these cases and in particularly fueled by the thoracic and the cervical thoracic junction approval by the FDA, right? Now what is important to understand, of course, the existing customer base, we are in continuous contact and the simple fact, and I want to allude on that a little bit more.
This hospital that I alluded on for spinal cord stimulator procedures, I can share with you that, that’s a major breakthrough for the company. The breakthrough is that it is an existing hospital and that we have been working with in the last one to two years and the neurosurgery department they have used a system for spinal cord stimulators. At a price level, which is 3 times the price level that we did two years ago or 2.5 years ago when I started with this company, driving the margins to almost 90%, 90% for these procedures. So what we are doing is we are establishing a pricing that is important for the reimbursement and also of what we believe is the right balance on the price [indiscernible] scale, so to say, perceived value versus what the company — what the customer is willing to pay for that.
And in this case, we followed the entire process within the hospital, having meetings with the financing department and with the value assessment committee department, and it went through. So that’s the reason why I’m very encouraged also that we get access and that we increase the penetration in these type of hospitals for these type of procedures, which is important. So the balance is really we take whatever opportunity there is, even in the aftermath of the motor vehicle reimbursement that was obtained. That clinician in question has increased the number of these patients and the number of these cases has enjoyed an increase in coverage for these patients. But in the aftermath of that, it also opens up other clinicians and other clinics that we are talking to.
Now the reason I only release clinics when there is real news. And by meaning that, that I released the news on these clinics when we have signed them up, when they have ordered the products, when they have paid for the products and when they have done 18 to 20 patients because it also gives us the opportunity to get a quotation and get the feedback by the clinician. I’m not going to hindsight and say, okay, it might come in a couple of weeks. Now this is the real world, and this is the transparency and the directness that we provide with our company.
Jeremy Pearlman: Okay. Great. Thank you all for that additional information. I’ll rejoin the queue.
Jan Haverhals: Okay. Thanks a lot.
Operator: Thank you very much. Well, we appear to have reached the end of our question-and-answer session. I will now hand back over to Arjan for any closing comments.
Jan Haverhals: Yes. Well, thank you all for joining this call. Again, I would like to confirm and repeat that there is increased level of activities. We create a solid baseline. There’s a lot of activities going on, of which we believe that the company and the shareholders will benefit from in the future. I wish you a good day. Stay safe, and we will keep you updated and reach out to you with any further news that we can provide in due time. Thank you for your time, and have a good day. Bye-bye.
Operator: Thank you very much, everybody. This does conclude today’s conference call. You may disconnect your phone lines at this time, and have a wonderful day. Thank you for your participation.
