It’s going well, we’re excited about it, and I think it’s going to add, and Brian touched on this, a completely different dimension to the scalability of our business because we know from the original business model, where everything was coming through our pharmacy, which still constitutes a nice piece of the business, that patient behavior results in refills, so when we’re able to be connected with new patient starts in that way, we’re able to pull through refills, so it is going to be a meaningful addition and enhancement, and I think a value-add to both patients and providers.
John Vandermosten: Okay, thanks JD. Yes, I’m getting the message throughout the whole business, it’s really a big focus on the reorders and getting customers to stick with the product. As I do my work, I frequently see your social media ads and wanted to ask about that. How are those campaigns doing, and how do you see the effectiveness of those? Is that the best place for your marketing dollar? What are your thoughts on that, and how do you sense that it’s working?
Brian Markison: Yes John, great question, and I’m going to flip it to JD; but I feel–you know, the social media is very interesting. Most of what you see is from our providers that are posting results within their own practices, whether it’s on actually themselves for the most part or in fact some of their patients, and also it’s influencers that are managed or treated at the practices. But I think the real opportunity for us is in the total scheme of consumer awareness. I don’t think people know this brand really exists yet, so JD, you want to add to that? I know this is a topic very close to your heart.
JD Schaub: Yes, and look – I think one of the questions, John, is that the most effective use of marketing dollars, and I think you can tell, right, we’re trying to create operating leverage here and be disciplined in our spend, and so one of the ways that we are able to do that is through provider-driven social media because that’s not something that costs us a lot of money in terms of deployment of cash and investment. That’s more of an organic marketing tool that we can leverage based upon the experience and enthusiasm of this product being introduced to a practice, and I think where it really helps us is continuing to raise not just broader awareness in terms of patients that are going to new practices, that are added, and having the ability to learn about the product, but also the consistency of experience across a growing number of accounts.
This is not something that is just a handful of practices that we’re prompting to post great before and afters. This is becoming a routine part of how each practice introduces the product to their patient base, and I think it’s helping. At the end of the day, we’ve got to expand the top of the funnel and help practices pull through that expanded top of the funnel, and it’s a little bit of the traditional push-pull concept, so we leverage their social media to introduce patients and then we’re in there, rolling up sleeves, figuring out the most efficient way to make this a routine part of what they’re doing because of the patient satisfaction and the results that we’re getting as we continue to expand the new patient start piece of our business, day in and day out.
John Vandermosten: Great, thanks for that. Also want to ask about gross margin – you know, we’ve seen inflationary pressures throughout the last couple years, and your gross margin has been very strong. Where do you see that in the next year, in 2023 as some of those pressures continue? Does that affect your pricing decisions at all? Maybe you can give us a rundown on how you’re looking at that and what pressures you’re facing.
