The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: Great. Thank you, Ron. So I guess a few follow-ups to the presentation, as you look at your current customers, you laid out some of the feedback
that -- and some of the survey work that you've done. I'm wondering, what percent of your current customers, IOL business, do you currently have?
And can you talk about the steps you're looking to take to drive further penetration within your current customers?
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: Got it. You talked about the outlook for premium IOLs, including LAL, over the next handful of years. In the nearer term, what do you see from
patients in terms of any sort of hesitation to go to premium, owing to just sort of the macroeconomic environment? Obviously, you guys had a
very strong revenue year 2022, but just wondering what you hear from the ground on that.
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: Shelley, I wanted to ask, I guess, maybe two things. One, maybe if you could make a quick comment on RxSight's exposure to SVB or other regional
banks; and then secondly, on gross margin, which I know you talked a lot about on your call last week.
I'm looking for some good gross margin expansion here in 2023. What are the drivers of that year, of this year? And what's your longer-term outlook
on gross margin?
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: Thanks, Shelley. And I think you spoke last week, of course, about your OpEx expectations for this year. What will be the biggest focus items for
that investment, particularly on the SG&A side? How much are you thinking about growing the sales force versus other marketing strategies with
-- if you could talk about that a bit.
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: That's a great segue to another question I did have on R&D investment, Ron. You talked about 20 PMA -- I think it was 20. It was the number of
[PMAs that you have] achieved. What's sort of the focus of the R&D pipeline generally for the company as you look forward?
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: Are there any company and/or physician-driven data sets being collected that we could see presented or published this year?
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: Okay. You mentioned, Ron, the economics for the physician, and the -- obviously, it's specific, certainly for going from monofocal but even a toric
and multifocal. There is more time, I guess, certainly as associated with LAL in the back end for clinicians. So how do you manage that with -- and
how are you finding their managing the post-procedure time commitment that's required?
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: Great. We are -- I guess, in the last few seconds here, Ron, what are the biggest international opportunities you see for the company over the next
few years?
Question: Steve Lichtman - Oppenheimer & Co. - Analyst
: Great. Well, we are out of time, but I want to thank Ron and Shelley for being with us today. Thanks, everyone, for joining us, and I hope everyone
has a great rest of the week. Thanks so much.
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