Kirk Huntsman: So that’s a great question. And buried in our monologue that we just gave you guys, there was a statistic or an event that we reported on. We overhauled our training and we rolled this training out and then measured the productivity of the attendees. This was initially rolled out last September. We measured the three months prior. We measured the three months after training, and this new training yielded a threefold increase in doctor productivity. We’re very excited about that. Now we’re going to continue with those type trainings. We take those trainings on the road typically, so that we can reach dentists on the East Coast, north, south, east and west. So we don’t require dentists to come to Colorado for that.
We take that out on the road. But the relaxed and more specific focused training that we’ve rolled out is yielding some very important and very significant increases in productivity. So I would say doctor productivity as we get more of our doctors through that process, doctor productivity should be up higher than what it was last year.
Scott Henry: Okay. And then the acquisition that recently took place, how should we think about the magnitude of revenue gains there in the time line of realizing those revenue gains?
Kirk Huntsman: Well, we are — I’ll just tell you this, we are extremely excited about this new technology. The impact that it will have, I think, on our business will be profound. And we think — we see the introduction of a low cost, easy to use, easy to deliver products such as the POD to be a central part of our appeal to DSOs to the DME companies, to other groups that we — that allow us to scale our business more rapidly. When we go after onesie-twosie dentists and we get one dental office at a time, it’s hard to scale that in a meaningful way, in a short period of time. When we have larger groups or we have companies such as DME companies with vast numbers of patients, the simplicity of training a dentist to do a POD device delivery, for example, with a patient, we can do that training in about two hours.
It takes us at least three days of live training and probably another 12 hours of online training to get our doctors ready to deliver and produce with our care devices. So the simplicity and the immediate profitability of the PODs are very appealing to the dental market. They’ve got vast numbers of patients that can use them and use them well. And so we’re very excited about what that’s going to mean, and I think it’s really — honestly, I think it’s a bit of a game changer because of the way that it allows us to go more broadly and deeper into the market that we all know is just — that they’re just screaming for something if they fail CPAP, they have nowhere to turn except a surgical operation, and that’s just really for most patients, not really on the table.
So operator, are there any further questions?
Operator: Yes, we do have one. Our next question is from the line of Lucas Ward with Ascendiant Capital Markets.
Lucas Ward: Congratulations on your progress. So I wanted to ask about these institutional partnerships. You’ve got the DSOs and the DMEs, and it sounds like there’s just massive business there. So I’m wondering like, what are the bottlenecks, like how long does it take to close these deals? And once you do get a major DSO or a DME on board, is it — does it just open the floodgates or is this something that we can model?
