We are implementing a targeted approach to industry conferences as part of our sales strategy. Previously, we had attended a bulk schedule of events to reach as many potential customers as possible. But now we are taking a more data-driven approach to identify the conferences that consistently generate strong leads while also reducing costs.

Aug 9, 2023 / receipt, needs a key / Kevin Mullins, CEO | earnings call 2023-08-09 | transcript 3f5976e9-2757-4b66-99ca-df7020481934 | chars 13076-13419 | segment 13

By building on recurring, we can build predictability, we build scalability, helps with visibility, also flexibility, and expense management. But most importantly is retention. So those are focuses that we're working on.

Mar 1, 2023 / receipt, needs a key / Kevin, other | earnings call 2023-03-01 | transcript 9af2dc4e-4aeb-47ff-9df6-5edafc7242b0 | chars 26699-26919 | segment 27

Right-sizing our operating expenses remains a major priority in the strategic roadmap for management, and we expect to continue to focus on reducing cash burn in future quarters. We have made significant improvements to expenses across employees, contractors, travel, and consultants to ensure our long-term success and to accelerate our journey to becoming a profitable business.

Aug 10, 2022 / receipt, needs a key / TJ Kennedy, CEO | earnings call 2022-08-10 | transcript 5d06fb29-bf27-4109-8bc0-b9e62c5dc02a | chars 14341-14721 | segment 14

My last question is international. You didn't really sell anything in material in this current quarter. Do you feel that the market has opened up in terms of being able to travel and to most of the places? And how do you think about the timing? I mean, you just announced an order today, but just in general, the timing of international picking up.

Aug 10, 2022 / receipt, needs a key / TJ, CEO | earnings call 2022-08-10 | transcript 5d06fb29-bf27-4109-8bc0-b9e62c5dc02a | chars 25344-25692 | segment 25

Definitely travel has hurt us on the international side. Also, the Bola Wrap 100 to 150 transition. Many of those agencies were on Bola Wrap 100. So transitioning to the 150 has also taken some time. I do believe here later in Q3 and in Q4, we'll see more of those coming to fruition because travel did open up in 2022. The end of 2021 was difficult, especially Q4. APAC just opened up in the past few weeks with New Zealand, Australia and some others that were having a lot of travel restrictions.

Aug 10, 2022 / receipt, needs a key / TJ, CEO | earnings call 2022-08-10 | transcript 5d06fb29-bf27-4109-8bc0-b9e62c5dc02a | chars 25714-26212 | segment 26

We have consistently flagged that our revenue growth could be lumpy, especially international revenues, as we balance pandemic travel restrictions and now face uncertainties related to international conflicts.

May 3, 2022 / receipt, needs a key / Jim Barnes, CFO | earnings call 2022-05-03 | transcript 97ae6be9-df31-4f44-92a9-951bc24cf30c | chars 6758-6967 | segment 7

International revenues grew by 83% in 2021, but we believe growth was negatively impacted by pandemic-related travel restrictions, severely restricting our ability to demo and train distributors and customers in 2020 and 2021. International pandemic-related restrictions are lessening in 2022, but it may take time to schedule and build momentum.

Mar 10, 2022 / receipt, needs a key / Jim Barnes, CFO | earnings call 2022-03-10 | transcript e5f5f8b6-67d3-469e-884d-437e3f753d61 | chars 7111-7457 | segment 7

So in building our team in London with Jags Gill, with Becky Newman, who just joined us, we're getting, you know, we're taking steps with people out of europe that they can go and travel and go and attend that trade show so i didn't go uh nobody from the us went we had our european team attend that and if you notice during the quarter you know in italy uh denmark um and some of the other belgium countries We actually are using the team that we're building in London to help service the European markets because the travel restrictions aren't as as difficult as they are here.

Oct 28, 2021 / receipt, needs a key / Tom, other | earnings call 2021-10-28 | transcript efea2933-4289-49b4-b4cf-b4253667579f | chars 37496-38075 | segment 38

Asia and the Middle East, that's still up and down on the travel.

Oct 28, 2021 / receipt, needs a key / Tom, other | earnings call 2021-10-28 | transcript efea2933-4289-49b4-b4cf-b4253667579f | chars 38076-38141 | segment 38

But right now, we're right around 50 employees here at the company. A lot of questions have come in about COVID and how it's still affecting us internationally. Have we seen glimpses of it opening up or is it still pretty buttoned down internationally? How are your international salespeople traveling or doing the demonstrations or presentations to the different agencies or distributors overseas?

Oct 28, 2021 / receipt, needs a key / Tom, CEO | earnings call 2021-10-28 | transcript efea2933-4289-49b4-b4cf-b4253667579f | chars 49088-49486 | segment 48

Our investment in our international business continues to pay off as well. Although the COVID headwinds and government shutdowns remain a factor in countries outside of the US due to surges in cases and ever changing travel restrictions. The ability to conduct virtual meetings and virtual demonstrations has been helpful in starting an initial dialogue, but onsite demonstrations remains important to reaching order placement. We will continue to travel as much as safely possible while following local and international guidelines.

Oct 28, 2021 / receipt, needs a key / Jim Barnes, CFO | earnings call 2021-10-28 | transcript efea2933-4289-49b4-b4cf-b4253667579f | chars 16636-17169 | segment 16

But I do agree that as we try and get COVID, hopefully to get a little bit more controlled in these states to allow us to keep traveling.

Oct 28, 2021 / receipt, needs a key / Tom, CEO | earnings call 2021-10-28 | transcript efea2933-4289-49b4-b4cf-b4253667579f | chars 45114-45251 | segment 45