We still have a few territories west of the Mississippi area, where those individuals cover a large geography. What we know there is the more time they spend on the road, whether it's behind the windshield or in the air, not only does it drive up costs, but we know their productivity is going to be less because it decreases the amount of time they can spend with physicians.

Nov 1, 2024 / receipt, needs a key / Scott, CEO | earnings call 2024-11-01 | transcript 95986377-7bd6-4923-8005-144e2e2237a7 | chars 32760-33136 | segment 33

Yeah, hey, thanks, Dustin. Nice to hear from you and great question. You know, as we've continued to build out our sales force, and you may recall last year at this time we introduced a pilot which we - focused on an associate sales consultant kind of support mechanism, we've continued to build that out. But we've still got less than 36 territories, so we've got tremendous opportunity to continue to expand. And what we know and we've learned is if we can decrease the size of a territory, you're minimizing overnights, plane flights, windshield time, you're going to drive down costs, And you're going to make those sales professionals more readily available and accessible to the accounts they call on. So we've got plenty of room to continue to invest and expand that sales force. Also continuing to add associate sales consultants, which will really free up our really strong sales professionals to go back out and hunt while they maintain and manage onboarding new accounts.

Nov 7, 2023 / receipt, needs a key / Dustin, other | earnings call 2023-11-07 | transcript 5d2db5a2-ca0b-493a-9ff0-68ef5d8bd8a0 | chars 20718-21700 | segment 20

The increase versus last year is primarily from increased sales and marketing expense from increased travel-related costs due to the return to pre-pandemic levels access to physicians, and increases in other non-employee related costs.

Aug 7, 2023 / receipt, needs a key / Robin Harper-Cowie, CFO | earnings call 2023-08-07 | transcript 52771d2d-d69a-42d4-82d8-956dad45303c | chars 13721-13956 | segment 13

The increase in operating expense for the quarter is primarily driven from increased sales and marketing expense from the hiring of sales team members, increased travel-related costs due to the return to pre-pandemic level access to physicians, and increases in other non-employee-related costs.

May 11, 2023 / receipt, needs a key / Robin Harper-Cowie, CFO | earnings call 2023-05-11 | transcript 0a95ef31-0033-47db-bfca-d769ec6a2d12 | chars 10702-10997 | segment 10

The increase in operating expense for both the quarter and for the year is primarily from increased sales and marketing expense from the hiring of new sales team members, increased travel-related costs due to the return to pre-pandemic access to physicians, and increases in other non-employee-related costs.

Mar 6, 2023 / receipt, needs a key / Robin Harper-Cowie, CFO | earnings call 2023-03-06 | transcript 11c9a377-67df-4d0d-ab20-9bd087c51532 | chars 14413-14721 | segment 14

As a cost-maintaining measure, we effectively kept the size of our sales organization from the first quarter of 2022, but the main difference in expense was that the team had access to physicians for in-person meetings requiring travel for the full quarter versus limited access in the first quarter.

Aug 4, 2022 / receipt, needs a key / Robin Harper-Cowie, CFO | earnings call 2022-08-04 | transcript e33ddeb0-d7aa-4b68-8109-311ab1aded57 | chars 14778-15078 | segment 14

So We do see that reflected in overall costs of travel and goods, and you see that in OPEX.

May 11, 2022 / receipt, needs a key / CFO, CFO | earnings call 2022-05-11 | transcript 9e5ae1db-b4a1-49b5-a73e-1514d7db2e8d | chars 37916-38007 | segment 38