Unidentified Analyst: Okay, great. Thank you so much.
Mark Foley: Great. Thank you.
Operator: Our next question comes from Balaji Prasad with Barclays. Your line is open.
Mikaela Franceschina: Hi, everyone. This is Mikaela on for Balaji. Thanks for taking our questions. Just one quick one, one quick follow up. Could you provide any specific color around the feedback you’re hearing about around this new pricing strategy that was revealed in September? Just really looking to understand what people are, like some of the comments are saying? Thanks.
Mark Foley: Sure. I mean, I think we’re getting a lot of head nodding and support for it. I was actually just recently at the ASDS meeting, which is a big dermatology conference in Chicago, and had an opportunity to engage with a number of different derms, some that are customers and some that are not customers and walk them through the logic and the feedback and everything that we’ve had. And everybody completely agrees. And I think when we continue here universal, people are saying, listen, I believe it’s a better product. I really like the fast onset skin quality and duration is definitely something that the patients are looking for. But some of them that had experience were just saying they struggled a little bit with how to position it with patients, how much of a premium to charge and acknowledge that higher the premium on the price, the higher the expectation on the patient side to the point where it could be disconnected from the data that we’ve seen in the clinical trial and what’s been replicated out there in the market.
And so, I think people are saying this is the right strategy. It’s going to allow me to engage with the product to really understand how best to use it without having to take an economic hit. And then going forward, I can then figure out where it fits in my practice, whether or not to take a premium. Many of them acknowledge that their patients come in two times a year or less. And so giving them maximum value is something that they’re also focused on. Thanks Michele.
Operator: We now turn to David Amsellem with Piper Sandler. Your line is open.
David Amsellem: Hi, thanks. So just got a couple. So first, regarding the new pricing strategy, can you talk to what that’s done for you regarding new accounts? In other words, accounts that have yet to use DAXXIFY. What’s been the receptivity and what’s been the level of growth in new accounts since you have implemented the pricing, the new pricing structure for DAXXIFY? So that’s number one. And then on the therapeutic side for DAXXIFY, I think in the past, Mark, you alluded to payer coverage, not by indication, but more by category. And I guess where I’m going with this is how does that play out as it relates to potential off-label use of DAXXIFY beyond cervical dystonia? Thanks.
Mark Foley: Yes, thanks, David. I’ll hit the first one and then let Dustin hit the second one. So in terms of the new pricing strategy and new accounts, I mean, when we went into the market, if anything, we received a little backlash in the community because we weren’t onboarding all the accounts that wanted to experience DAXXIFY. And so we had a backlog of accounts that really wanted to try DAXXIFY, but the reps were focused on initially targeting the RHA customers, selling RHA and doing those things. And so, in Q2 or at Investor Day, we talked about the fact that we had less than 2,000 ordering DAXXIFY accounts and now we’re over 2,500. So we’re clearly onboarding new accounts. If anything, I think this streamlines, the onboarding process and the messaging for new accounts that don’t have an experience, because we can share with them the journey.
Hi, here was the clinical trial data, here was the market research, here’s sort of the initial pricing and how accounts roll that out to patients and here was some of the feedback. And so our suggestion to them is you now have an opportunity to price this on par with your other toxins, get real world experience, give your patients more value for the same price, and then you can decide over time, again, whether to take premium, whether to bring them back at the same frequency as the existing neuromodulators and give them sort of more good days or fewer wrinkle days. Or for those patients that come in two times a year or less, which is a majority, you can give them a better outcome. And so, I think it’s going to really crisp the onboarding message for new accounts and they’ll benefit from the learnings of the others.
And then why don’t I hand it over to Dustin for the therapeutics.
Dustin Sjuts: Thanks, David. So as we kind of mentioned earlier, a lot of the majority of the payers in the space do cover bots across all indications once they approve kind of the coverage. And we’ve seen some of that in our early conversations as we saw one of our top 10 payers, which gave an unencumbered kind of access to DAXXIFY across all indications. So I think the payer landscape for DAXXIFY will allow for off-label use as appropriate as the provider sees the deep fit. And I think in terms of kind of the quantification of that, I think it’s early to tell. I think they’ll leverage the ASPEN data that we have, they’ll leverage some of the other data on ULS to determine what’s the right thing to do. But there has been significant inbound interest from providers across all indications kind of in the neuromodulator space.
And so, we look forward to continuing to provide the data that we can, and we’ll see what that entails in terms of their confidence to utilize it in other areas.
David Amsellem: That’s helpful. Thank you.
Mark Foley: Thanks.
Operator: Our next question comes from Stacy Ku with TD Cowen. Your line is open.
Stacy Ku: Hi, thanks so much for taking our questions. So first, just to clarify something from your prepared remarks. Seems like some practices need to work through their already existing DAXXIFY supply. So is that the right way to think about it as you’re kind of going back to accounts and talking about repricing as we think about kind of the impact to sales? That’s the first question, just a clarification. The second is more of a longer term question. So some of our KOLs [ph] that have really already adopted DAXXIFY, they mentioned the consumer awareness is still really low. So how can you balance kind of this expansion of other accounts trying to expand DAXXIFY adoption, but then kind of the KOLs that have already adopted it, how can you expand usage there?
So kind of curious your thoughts there on how to balance maybe a larger scale DTC to patients and when that might be appropriate? And then finally, just curious your thoughts on potential neurotoxin market entrance. So both longer acting and shorter acting, do you expect any impact? Thank you so much.
