Mark Tkach: Mike, I think the vision has changed a little bit, but we still have the ability to do what you’re talking about, which is complete a deal 100% online. We still do that. We have been doing that. There’s just a lot more opportunity right now to really grow that. Our cash offer program, which is our acquisition program. And by doing that, I think you’ll find the omnichannel probably a lot more successful on the used side of the product with a lot of limitations with OEs on moving new product around the country out of your target market. So that portion of the business really, I think the real growth in that side is on our cash offer program. We can buy the bikes nationally, can sell bikes nationally. We don’t have to answer to anybody on the size of that business, where we ship it, what we sell it for, used is definitely still a future of the company.
Michael Baker: Okay. And so I guess to follow up on that, where are you. The idea was you needed a big technology investment to get there to make all that work. We understand you’re cutting costs and you’ve got some, I think, some technology people what needs to be reinvested to make all this work? Or is the only investment going forward, just going to be investing in buying stores?
Mark Tkach: Well, no, we’re still moving forward on some of the technology. But frankly, we’re really fine-tuning what we already have. I mean, we’re making bigger leaps and more success just fine-tuning the admin on the acquisitions of those products, really geo-targeting where we’re buying product. And I don’t want to give you too much of the secret sauce, but we’re really looking at fine-tuning the process that’s already in place, we’re being very successful with that.
Michael Baker: Okay. Thanks for that. I have other questions, but I’ll jump back in the line to try to commit to the one question and one follow-up idea.
Operator: Thank you. Our next questions come from the line of Seth Basham with Wedbush Securities. Please proceed with your question.
Seth Basham: Thanks a lot, and good morning. First, could you give us a little bit more color on how demand trended through the quarter and how you’re thinking about the outlook in 4Q and 1Q? Do you think that will hit a bottom? Or do you think that some of the macro pressures are going to further restrict demand?
Mark Tkach: Well, I wish we had a crystal ball on that. And maybe you could help, but we’re just moving forward with what we have to do. And I mean, we’re lowering our debt, we’ve lowered a lot of money out of our SG&A costs. We’ve made progress on our inventories. And we’re doing everything we wanted to do, and it’s all moving forward. And that’s really all we can do. We can’t control the macro environment, we can just do the best we can do and continue to sell product to do things, we do best.
Seth Basham: Got it. As you turn the page into 2024, it seems like you’re expecting higher demand, you’re expecting higher gross profit and your cost base has come down. So that points to a materially higher EBITDA in ’24 than ’23 million the right interpretation, the way you guys are forecasting the business?
Blake Lawson: Yes, I would say that our 2024 guidance reflects a little bit of growth. We’re being pretty conservative but a little bit of growth in used. GPU is relatively the same and definitely cost reductions, which to your point, does bump up EBITDA.
Seth Basham: Can you give us a little bit more color on that GPU expectation into ’24, considering that you guys have taken a lot of pain as you move through aged inventory shouldn’t we see better trends without that pressure in 2024?
Blake Lawson: We hope so. The guidance right now is [53.50] [ph], which is pretty squarely in the middle of where we’re at right now and anticipate that we will start to see improved margins in used in 2024, but that could be partially offset by new inventory margins, which quite frankly, we’ve got a lot of new inventory at this point. And so –
