During the first half of the year, our operating profits also benefited from less travel, higher attrition, and slower than anticipated hiring.

Nov 30, 2022 / CFO / receipt, needs a key / Kevin Chrysler, CFO | earnings call 2022-11-30 | transcript af41b4cd-b6e6-4174-99e2-085833315bd4 | chars 13021-13164 | segment 13

We continue to be very focused on growth of our new customer business, which has improved as we increase our travel.

Jun 1, 2022 / CFO / receipt, needs a key / Kevin Chrysler, CFO | earnings call 2022-06-01 | transcript 9c74dca5-31af-4fc0-8f25-dc1bf3c66d10 | chars 16667-16783 | segment 16

Slower than planned hiring, significantly reduced travel, and the reduction of physical marketing events were the largest drivers.

Mar 2, 2022 / CFO / receipt, needs a key / Kevin Chrysler, CFO | earnings call 2022-03-02 | transcript 43279e3b-fdde-4b59-8c7b-d92ed4fe205d | chars 15383-15513 | segment 15

As we have previously highlighted, operating profits also benefited from slower than anticipated hiring, less travel, and fewer physical marketing events due to the COVID environment. While we do not expect the majority of these COVID-related benefits to recur next year as business operations become more normalized, we anticipate operating margins to expand modestly through continued operating discipline and leverage.

Mar 2, 2022 / CFO / receipt, needs a key / Kevin Chrysler, CFO | earnings call 2022-03-02 | transcript 43279e3b-fdde-4b59-8c7b-d92ed4fe205d | chars 17162-17583 | segment 17

These reduced expenses generally relate to significantly reduced travel, physical marketing events, and slower than planned hiring.

Nov 23, 2021 / CFO / receipt, needs a key / Kevin Chrysler, CFO | earnings call 2021-11-23 | transcript 38bcab33-4aaa-4f46-9056-5488fe03734e | chars 11754-11885 | segment 11

Continued reduced travel due to the ongoing COVID environment and slower than planned hiring also contributed to lower operating expenses during the quarter.

Aug 25, 2021 / CFO / receipt, needs a key / Kevin Chrysler, CFO | earnings call 2021-08-25 | transcript 978f9f6c-0c77-450e-8568-dc8ae0958295 | chars 13034-13191 | segment 13

Contributing factors include revenue outperformance, lower expenses due to the COVID environment, including less travel and physical marketing events, as well as slower than planned hiring.

May 26, 2021 / CFO / receipt, needs a key / Kevin Chrysler, CFO | earnings call 2021-05-26 | transcript 9149d3f2-1fd7-4b91-a1c0-a23a2c14ee72 | chars 15954-16143 | segment 16