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      "text": "Referrals as a % of Aligner Orders Q1 2021 21% Q2 2021 21% Q3 2021 20% Q4 2021 20% Q1 2022 20% Q2 2022 21% Q3 2022 21% Q4 2022 20% Q1 2023 19% Q2 2023 20%",
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      "text": "Marketing & selling expenses ($ in millions) Q1 2021 $97 49% Q2 2021 $96 55% Q3 2021 $96 70% Q4 2021 $99 79% Q1 2022 $97 64% Q2 2022 $71 57% Q3 2022 $58 55% Q4 2022 $64 74% Q1 2023 $72 60% Q2 2023 $50 49%",
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      "text": "Regarding locations, we had 128 permanent SmileShop locations as of quarter end, compared to 108 locations at the end of Q1 2023.",
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      "text": "We also held 58 pop-up events over the course of the quarter, for a total of 186 location sites at the end of the quarter.",
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      "text": "Marketing and selling expenses were $50 million, or 48.8% of net revenue in the quarter compared to 56.6% of net revenue in Q2 2022. Total spend was down $22mm as we continue to focus on marketing efficiency and rationalized store costs.",
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