Question-and-Answer Session
Operator
[Operator Instructions]. And your first question comes from the line of Bill Quirk with Piper Jaffray.
Bill Quirk
How are you doing?
John Bishop
Good Bill. How are you?
Bill Quirk
Good. Just I guess the first question is, we have come through about three quarters now relatively flat GeneXpert utilization. Can you tell us what you think is kind of drive that higher going forward, is it publication?
John Bishop
It’s going to be a bit of all of the above thing is a continuing increase in scientific publications, clearly is showing the benefits of surveillance testing. There is going to be some additional presentations at the upcoming Molecular Pathology meeting in Dallas later this week directed at that issue. So I think that’s going to continue certainly as the understanding of the CMS, gets fully more appreciated and understood that that’s going to drive incremental testing. The other thing that we are seeing that’s going to be leveraged well is to replay the total menu and the whole aspect of the diagnostic portion is really going to start to drive incremental demand. We are seeing good interest in the SSTI, the blood culture products. We are seeing a very heightened anticipation of the availability of the Cepheid product. A couple of those, we think that’s going to drive additional overall placements and it’s going to drive increased utilization of placements that are already installed.
Bill Quirk
Okay, great. And you guys kind of alluded in the call, it sounds like the really strong GeneXpert placement in the quarter. You mentioned there has been some kind of sales force change, some kind of new incentive or something. Can you give us a little bit more color there?
John Bishop
Actually it’s a new process. We actually spoke about that during our last call for the second quarter that what we realized was that in developing the accounts coming on now that essentially we passed the pioneer phase and we are into the second phase and that we needed to do a couple of things. One was to provide a model based upon what wa learned with the pioneers on how to establish a program, make that available for our institutions. And then in addition to give better drive basically understanding where the account was and their own determination of setting the surveillance program because what’s different that’s the reason why we are stressing also for next year the big -- we think a bit coming form the diagnostic test. What’s different for surveillance, it is not just the laboratory. You have to have all the barer protection, the hygiene, everyone’s got to be fully trained and on board with one together from the clinicians to the nurses to housekeeping. As a result, that takes time to develop and one of the things that we have done is literally developed a qualitative account evaluation program that our representatives work through and that program actually has helped the accounts to understand where are they relevant to the other components outside of just the laboratory. So when it comes time to initiate the program, place an order that everything is lined up and ready to go. So that program has been as you can see with the Q3 results very very effective.
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