This rise was driven by higher payroll and benefits associated with recruiting senior level staff for strategic growth, increased IT spending to enhance compliance for potential government contracts, and expanded travel to broaden sales territory coverage.

May 14, 2024 / receipt, needs a key / Alana Boudreaux, CFO | earnings call 2024-05-14 | transcript 11c6af69-1948-496a-b442-42ab9f74209f | chars 10965-11221 | segment 11

The increase was primarily due to a 74% increase in our sales and marketing spend from our increased participation in industry trade shows and the associated travel.

Mar 31, 2023 / receipt, needs a key / Alana Boudreau, CFO | earnings call 2023-03-31 | transcript f91462bd-e697-4aca-bf1f-9640d277bf98 | chars 18357-18522 | segment 18

Especially since travel restrictions have been largely lifted post COVID. providing us better opportunities to travel, visit prospective customers, and demonstrate our world-class solutions.

Nov 14, 2022 / receipt, needs a key / Bob Ferris, CEO | earnings call 2022-11-14 | transcript 57000384-1baf-4a06-bf58-b9c126706a6c | chars 4665-4855 | segment 4

With travel restrictions now largely removed and international business travel resuming, we have been better able to sell our products and services internationally. which is manifesting itself in our 2022 results.

Aug 19, 2022 / receipt, needs a key / Bob Ferris, CEO | earnings call 2022-08-19 | transcript d2369700-09f6-401e-9750-31096503a79f | chars 2941-3154 | segment 3

Additionally, inflation through higher labor materials and travel costs further impacted margins in 2021.

Aug 19, 2022 / receipt, needs a key / Bob Ferris, CEO | earnings call 2022-08-19 | transcript d2369700-09f6-401e-9750-31096503a79f | chars 13581-13686 | segment 14

As COVID-related travel restrictions start to subside, we can get back to our normal trade show schedule and expand visiting prospective customers with on-site demonstrations.

Mar 31, 2022 / receipt, needs a key / Bob Farris, CEO | earnings call 2022-03-31 | transcript 9c0cf006-cb4c-4667-8f87-53819500801f | chars 8032-8207 | segment 7

In 2020, it was just almost like a complete moratorium on travel for a while. And that was just a very heavy-handed impact. And that's what you saw in some of the 2020 numbers that we posted. 2021, it's more nuanced. And I'd like to say that that should minimize its impact somewhat.

Aug 12, 2021 / receipt, needs a key / Bob Ferris, CEO | earnings call 2021-08-12 | transcript bb1222d2-e3b3-48cd-aa38-d7cb4652d8ef | chars 21202-21485 | segment 21

The decrease in operating expense for the three months ended March 31st, 2021 was mainly due to reduced selling and traveling expenses partially offset by an increase in professional services expense.

May 17, 2021 / receipt, needs a key / Marcia Fox, Chief Accounting Officer | earnings call 2021-05-17 | transcript 5a523042-e232-4b70-bc36-bad4d62d200d | chars 9317-9517 | segment 9

Selling internationally in 2020 was an enormous challenge due to extensive travel restrictions.

Mar 29, 2021 / receipt, needs a key / Bob Farris, CEO | earnings call 2021-03-29 | transcript 096f4d40-525f-4dff-83fb-98142143c356 | chars 6880-6975 | segment 6

So there is a correlation definitely between less travel restrictions and less mandates on our staff being able to install equipment and recognize revenue as you would likely suspect.

Mar 29, 2021 / receipt, needs a key / Bob Ferris, CEO | earnings call 2021-03-29 | transcript 096f4d40-525f-4dff-83fb-98142143c356 | chars 21278-21461 | segment 21