Ron Kurtz: Yes, the only thing I would say is that while you can look at an average number across the installed base, and you can calculate that and at the end of the fourth quarter, I think we were just below nine LALs per LDD per month. There can be some variability in that number as we continue to add practices depending on the number of LDDs that we’re adding depending on the types of customers. So that if they’re high volume cataract surgery or high volume premium. And we are trying to penetrate the entire market. So that number can fluctuate a little bit, but generally our goal, as Shelley mentioned is for that number to go up and we manage the business by our LAL account managers really, and the rest of the team looking at each one of the accounts and looking at those things that they can do to increase utilization at each and every account.
Robbie Marcus: Great. Thanks a lot.
Shelley Thunen: Thank you, Robbie.
Operator: Thank you. One moment while we prepare for the next question. And our next question will be coming from Ryan Zimmerman of BTIG. Your line is open.
Ryan Zimmerman: Good afternoon. Thanks for taking my questions and let me echo, congrats on all the progress this year, guys. Everyone asked about margins, asked about revenue, but expense guidance was certainly above where we expected to be for 2023. And so, Shelley, can you take us through kind of where you’re stepping up the spend specifically? And what kind of expectations we should see out of that? It’s still providing really nice leverage, I think relative to your revenue guidance for 2023, but certainly ahead of where we thought? And then I have a follow-up.
Shelley Thunen: Yes. Last year, SG&A was about 70% of our total OpEx and R&D, which includes our clinical and regulatory about 30%. And we kind of expect that split to be around the same in 2023. Both grow somewhat, it is also just the higher expenses of running the company. But also while we’re not adding significantly to the sales force like we did in 2021 and 2022. We will add a few people, but we also have clinical people paced with our LDD revenue. And that’s because they work very closely both with our LAL sales people and with practice as well. So we’ll do that. We have a lot more in-person shows. We’re looking forward to that. We think that the in-person meetings are very effective for us. And that will be part of what’s going up in that.
And then of course, out of the total OpEx, you see that it’s about a $3 million to $4 million guidance, increase in the non-cash stock-based compensation, and that just comes from issuing more stock options to our employees primarily as well. And then on R&D, you always have some continued increase. It doesn’t necessarily grow as fast as SG&A, but we continue to work on our products. We continue to do clinical work as well. And so that’s where the expense increases come through as well. And that’s about $20 million to $23 million in aggregate compared to 2022. We did spend quite a bit less in 2022 than we expected. We try and be careful with our expenses, but this is what we expect going into the year. And then without the increase in non-cash stock-based compensation, it’d be about a $19 million to $20 million increase as compared to last year.
Ryan Zimmerman: Very helpful, Shelley. And then one of my second question, and I’m going to squeeze in two here. Number one, we continue to survey the ophthalmic community, really good growing awareness amongst the community on LALs. And I guess, Ron, as you think about the incremental customer that’s coming on in terms of adoption. How does utilization or how do utilization patterns differ from say, the incremental buyer of an LDD versus some of your earlier adoptees? And then my second question unrelated to this, but I want to squeeze it in, is just should we expect any price degradation in the LDD this year with the low cost LDD coming online? Thanks.
