Douglas Tsao: Okay, great. Thank you.
Brian Markison: Thanks Doug.
Operator: We’ll take our next question from Greg Fraser from Truist Securities.
Greg Fraser: Morning guys, thanks for taking the questions. Once a practice, an esthetics practices in onboard and ordering, how much attention does a practice require from a rep? Clearly your focus is shifting towards supporting the current customers. I’m curious what percentage of time reps will be devoting to ordering customers going forward versus what they have been doing previously.
Brian Markison: Yes, once we see a cadence where we’re getting a few patients per day, I think that can be roughly 10% of their time – not a major part of their day, but right now most of our practices aren’t really giving us two a day or one a day, so we spend a lot of time on events with them and trying to bring in their local influencers, build the momentum, and then also we’ve got to train the practice, which is quite easy for this product and, quite frankly, we’re getting a lot of help from the front desk in the assessment, which is unusual because it’s very easy to diagnose, if you will, and look for a very interesting result with this product because we’re happy to provide samples, so there’s no risk to the patient. At the end of the day, it shouldn’t require too much of their time, but right now depending upon the size and scale of the practice, it could be a fair amount of their time driving it through and camping out for a while, but there’s no replacement for the early boots on the ground here.
Greg Fraser: Got it, okay. Can you talk a bit more about the runway and the options that you’re considering to strengthen the balance sheet, and then on business development, maybe some color on the types of things that you’re looking at, and do you have to strengthen the balance sheet before moving forward with one of these deals that you are contemplating? Thank you.
Brian Markison: Certainly from a cash and covenant perspective, we’re comfortable for the year. I think when you look at single product companies, I think it’s very clear that you need to leverage that base of expertise, and I think if there’s one thing that is very clear, it’s our sales organization has really crushed it in introducing a whole new category and carving out sales where there was nothing. We really want to leverage that team, and we are in a number of conversations right now that I think give us a lot of confidence that we’re going to get there.
Operator: We’ll take our next question from John Vandermosten with Zack’s.
John Vandermosten: Good morning guys. I thought I’d explore how the ecommerce platform is going and what are some of the hurdles, I guess, that you’ve seen so far with that and what do you expect going forward.
Brian Markison: Yes John, thanks. That’s really a key part of our revenue build as we go through the year, and I’ll let JD elaborate on it in a few moments. But this will be the sort of final piece that we were really missing from the very beginning of our launch, both into eye care and then into esthetics, and that’s the ability to create a subscription model, which is really what the telemedicine companies have down to a science. JD, you want to take it a little bit?
JD Schaub: Yes, and thanks for the question, John. We are currently in the midst of ongoing testing, and I think that’s been a really important part of the roll-out for us. Anything technology-driven, and we’ve seen this time and time again across the industry, but we’ve got to make sure that this is working, the bugs, the simplicity, the efficiency, etc., both from a provider or customer standpoint but also from a patient perspective. We’re spending time right now ensuring that all of that is working, and remember this is a fairly unique and complex platform in the sense that we’re able to connect patients that are coming into offices that we otherwise would not have direct visibility or line of sight in terms of walking out the door with an Upneeq prescription or box in our direct dispense model, and giving our business but also providers the ongoing connectivity to prescribe and allow our pharmacy to pull through refills and ongoing customer orders.
