So I’d give €“ and again, Gerry Heard knows better than me, but I’d say over 50% is probably approaching 60 or 70s just the productivity of these tools. And the rest of it’s better leads and good old-fashioned, like you said, great sales teams that execute.
John Ransom: I just want you to know, I keep getting mailers from you guys. I’m a little young. I just want to point this out. So, yes, you take me off your list for a few years.
Thomas Ryan: You’re actually our target customer.
John Ransom: Thank you.
Operator: Thank you. And our next question is from Scott Schneeberger from Oppenheimer. Please go ahead.
Daniel Hultberg: Thank you. It’s Daniel on for Scott. Good morning. Could you guys please elaborate a little bit on the cemetery preneed sales production expectation for 2023 as it comes to the cadence as well as how you think about the lost levers of sales average and large sales activity? Thank you.
Thomas Ryan: Sure. So as you look at our €“ the way we’re guiding on here is we believe that again we’re back up and running and growing of what you’d expect us to do. So on a normalized basis, we’d say mid-single-digit growth is what we would expect. What’s slightly different about 2023 is recall particularly in the first quarter, there was a lot of COVID activity. When we have COVID activity, there’s a lot of atneed arrangements or burials that are taking place and that’s a pretty productive preneed sale because it’d be a companion sale. So when we think about the cadence in the first quarter, while we expect the first quarter to be great, it’s not going to look as favorable compared to the first quarter of 2022 because of that COVID activity.
So as we think about it, that’s the toughest sales productivity quarter, I should say sales production quarter. And then as you get to the rest of the year, the comparisons become a little more normalized. So overall, instead of thinking about it growing in the mid-single-digit, we’re projecting it to be in the low-single-digit and that’s the slight difference being that first quarter comparison.
Daniel Hultberg: Got it. Thank you. And on the average funeral per service €“ average revenue per service, how do you think about the components of that as we look into 2023?
Thomas Ryan: You’re talking about particularly cemetery, correct?
Daniel Hultberg: No, on the funeral side, the average revenue per service, the puts and takes as we look into 2023?
Thomas Ryan: Yes, I think on the average revenue side, we expect that to be in the low-single digits. We had kind of an unusual thing happened towards the end where we had currency translation issues as it relates to the Canadian operations. Obviously, the trust performance and the trust income was down in 2022. And so those types of things as you think about 2023, I think, our expectations are income is still going to have some challenges because of the carryover impacts of what happened in 2022. And who knows on the translation side, but we feel very comfortable after that that we’re going to grow at the organic level in the low-single digits and feel really good about pricing. We’re not seeing really any pushback at all and passing along some of these inflationary impacts that we’re seeing in our business.
Daniel Hultberg: Got it. Thank you. That’s helpful. And final one from us. I mean, for the last couple of years, FEMA had a funeral assistance program. And it sounds like that’s going to come to an end now in May following the end of the public health emergency declarations. Have you seen any impact on this program?
