Sign Florida RFP Secure

Document type sign rfp florida secure

welcome everyone and thanks so much for joining us for the webinar today my name is Maryanne Hensley and I'm the vice president of media operations here at Creighton and we are excited to present today's webinar in partnership with one more they will be exploring the advantages of using dedicated software to manage the RFP process versus using a CRM and I'm excited to be joined by John globe founder and chief marketing officer of win Moore who will be sharing his insights as well as the case study on how one of their partners has evolved from using a CRM to using collaboration software to achieve their goals as well as the impact that that has had on their business John will also be joining us for a live Q&A following the presentation so make sure you have your questions ready for him once we get to that before we get started if you have any issues during the webinar you can reach out to our team via the chat function in your zoom control panel and if you have questions that you would like to send in for John for the audience Q&A you can enter those through the Q&A tab in your control panel and at this point I will go ahead and turn it over to John welcome John and thanks for being here today thank you so much Marianne for having me it's a real pleasure to be working with the team here at great waves again and congratulations Marianne on a big week we were excited to read the news of the alliance with the air forwarding Association which is very exciting for us to see the freight waves Network growing even more and extending more broadly into the global freight forwarding space so big congratulations to you Craig Kevin and the team and very excited for this week's news hey you're very welcome and so so today we're going to be talking about contracted revenue and the importance of streamlining the RFP process that I think so many freight brokers and carriers have done their best to manage in Excel or crms but I think there's certainly a lot that we've done and a lot of great insight that we shared over the last several years but there's nothing quite like learning firsthand from a real-life case study and so it's really my pleasure to be here with a customer of ours Shawn masters who many of you know from an extensive career and logistics and transportation and is now chief commercial officer of pro-trans which is headquartered outside Indianapolis Indiana and then it's really a pleasure to be here with Sean I believe it was you know tracked you down and introduced myself and there's I think somebody from your team and our money when you standing there and you know some of the conversation around you know a different approach to a CRM so so yes though it was early on before we kept serious yeah I love the color we did earlier which is back then software technology was day three at four o'clock at the conference right right nobody wanted to talk about software was much talk about technology yeah right exactly yeah because I tend to go to those conferences to try to get you know what's coming up what's the newest inside what's you know what's out there we kind of you know over time brought the business intelligence to our company through that and brought you know some of the electronic tracking thought processes and changing the mindset of you know check calls of a carrier versus continuous tracking and our conversations tend to let us into even a you know a different approach to CRM or for not even necessarily a CRM but how we manage the entire arm key process and sales process here at protons you know if it's it's not just any longer tracking tail calls and in a tiny journey when are a few months that's much more integrated and defined than that nowadays so it's it's definitely different than what a different faster and data-driven right and now it's day one to 10 a.m. and Akino not getting ahead of ourselves maybe we can just take a step back and talk a little bit about first your background shot you mind giving us a little sense of your career and how you created your occurrence yeah sure yeah I started my career yoga College really worked for a steel company zero software you know definitely everything very rudimentary and basic they actually moved into playing management I don't know very quickly that that wasn't a career path that I like so I ended up that a very motor CTL was there for about seven years I'm managing really tier 1 automotive business and trying to do things a little differently than we've done before and then at that company and bringing different ideas and different ways from the software perspective to manage business and things in that nature and then ended up the program's about 14 years ago now and what the might said are really just starting Threepio from the phones that pro-trans had is a consolidation carrier really an LTL consolidation carrier and not from there and we were able to really develop a different type of program and from my perspective I have the unique position of being able to really start that as division up as chief logistics officer moved into more of a chief operating officer position as the vice president operations and then you know now I'm the chief commercial officer I'm dealing very intricately with the customers at a common business so progressed over time definitely a challenging but the rewarding career so in currents has done really well over the years to I mean it's gone and as you mentioned from a very much niche service provider to being a real major player in the automotive space can you walk through pro-trans is core strengths and some of the deep relationships of course especially an area manufacturer yeah we you know we always had we really developed during the kind of NAFTA when not in 1993 when when all that was really on the forefront to be put together in our owner and creator time had a vision of how he could support that type of business model and built business with some very very large automotive suppliers that works both in the United States and in Canada and Mexico really focusing on that old master transportation model so over time you know there was a need and what you really did was listen to the customers in defining what they needed so we moved from you know being a pure consolidation company to really managing some warehouse business to expanding the inventory management for our customers and trying to solve a lot of their ongoing issues that they had at the time that they had and you know that also went into starting up the third-party logistics division because they wanted somebody to manage all of that business for them and bring in optimization tools and and go forward strategies that weren't just moving part ADA Part B you know from that from that standpoint so very good and then how would you structure the organization today I mean you've obviously got quite a bit when you think about your roles and responsibilities both from a point of view of people process and technology can you get a little bit of color and how you thought about each of those and where pro-trans has arrived at this this growth point given the economy and these long-standing relationships yeah yeah so we we have a sales team we have a an Operations team we have our account management group really with different executives that head up those different groups and we have of course the core back-end business portions with the accounting and quality and IT and everything that comes with that so I think our our focus has been how can we manage our customers businesses as well as executed is we're in a unique position where we where we actually do both and it's a little different business model than some of our competitors have in marketplace but a vision that I think does as well firstly be able to be able to plan as well as execute those plans that come to finish and so really you think about where we were over say a year ago right we have that first introduction at an industry trade event it's probably worth mentioning that it was not a freight waves news conference with the other hand would have been filled with rich insight around innovation and technology this one the other hand was probably much more what to say uninspiring so we had a chance to meet and and I think at that point you were using some other software for your sales backbone and your operational systems do you mind walking through a little bit about what the environment was like before we started working together yeah so we we were utilizing the Salesforce software from that perspective though there was a lot of outside consulting outside management that we couldn't necessarily do ourselves so we we would think of ideas things the things to improve but there was such a process for us being able to get those into the software and to be able to utilize those ideas that you know we were looking for kind of an alternative solution that gave us a similar functionality because the the Salesforce tool was it did bring a lot of structure didn't it did to handle the business aspect for us there was too much management from an outside perspective that we needed to address by continuous basis so as we bet you know and we started talking it was very intriguing to us and having the ability ourselves to do a lot of the things that we had certain focused on our outsource perspective before it was it more detrimental to the business to have to spend the money for the outside consultants with the previous CRM software or the amount of time it would take increment the changes in the technology which in turn influenced the time required to change the process yeah I think you know I think the time the market and of course such a such a big piece of what we try to do right the speed in which we can deliver different aspects of either our pricing or our solution or or whatever the case is then and then the cost aspect is always considered but there's normally an ROI or I mindset approach that allowed for us to justify such across you know the speed the market though our ability to think and to utilize that software than having to go somebody write a scope document get a pricing established for such a change you know that time could have lost us to sell or are many sales that we aren't even aware of so that part of it was important to us to be able to manage ourselves and give us the flexibility and ownership to to make changes utilize the resources that that one more has which are you know very very helpful and but allows us to not have to go through that truly methodical process to get there so yeah I imagine also some of the product functionality that came out of the box will commit more to yeah absolutely you know it gave us everything we needed from a conversion standpoint that we were already doing today we really run a five phase sales process which is a little unique because it's not the structured process that everybody really has so it's more you know we were concerned how our independent structure or modeling would fit in with an outside software and we found that that to be you know with them in more flexibility very easily developed within the software itself and to this day we continue to run through that process and in all reality we certainly streamlined how we do things and and how we operate and taking advantage of the of the out-of-the-box stuff that's there and in reality we have not had a need to go back to one more for actual developments all of the things that we need to run the business and to run through our sales processes we've been able to do in house today ourselves and if we roll back to clocked in to a year and a half ago you talked a little bit about the sales process if you can remember some of the details how was that RFQ qualification and response process in the manual emailed Excelsior they have to sort of paint a picture little clunky okay define ecology is a clunky and not necessarily as transparent things were managed by people not necessarily a process or a software so therefore the whole picture was not necessarily only seen even though you know Salesforce gave us the tool to manage the sales process we still ran into some black holes still some in abilities to see overall the RFQ from you know the point of they are queue arriving to the point that's that it went outdoor it allowed for some success but not necessarily fully transparent process that and drove speed to the market consistent responses and a whole vision of the sales process itself so you know clunky from that perspective I guess is to summarize did it ever get to a point where the customers took notice you know the customers are always you know wanting to get responses as quickly as possible and meeting those those deadlines I definitely think that you know back then a year or 18 months ago yeah we were able to reply but we were inconsistent at times with are some of those replies you know we you know the ability to pull it all together in the last minute is something that we really rely on one more to do today because it puts everything from our Houston points into a single focus and perspective so it allows for their customers you know today can see that you know there isn't a lot of can we get another day on this can we get another week for us to reply because a lot of that stuff is all managed we don't have the time wasted between paths that we may have had before because of some of the back stuff that we do get with one more today so your point you know and then organizing the team I mean if you think back on the business case right you know these days obviously given the dynamic nature of the market you need a strong business case right you got to be able to say hey we're gonna invest in the software and here's RRR like eat can you walk through how you managed up how you built the case to say you know what now's the time that we've got to invest in a software to help with that RQ and in sales process yeah so so we have a small marketing team we have a larger analysis team or procurement group and you know at some point you have to understand how all those teams interact and can continue the process where they may not be in the same location they may not be the same you know day to day focus and still have the ability to see the big picture of what is needed to be done from for me to theirs perspective so you know our groups we continue to have a marketing group but there's a single person that does really all of the earth our acute management there's a pricing team now that is very much integrated within the software sitting with our procurement group both from a whole perspective of our rates but also from a buy perspective with our carriers so we have that whole visibility within the win more one more platform that gives us a streamlining team per se that helps managers and you've also got a really strong administrator here right if some of you had a chance to spend time with who really is a is a bit of an all yes all those fantastic he you know he took me to find themselves to really work with the one more team and understand the software platform as well as work with with all the groups internally within pro-trans but the reality was you know there wasn't a hard process for for him to do so because of the easy functionality that there is from a user interface standpoint but his definitely understands the ability to talk the the IT speaks' per se and it worked you know taking something that a team may need in translating that to how the one more team can can help support that which is a skill set that's not always easy to find so I can that can convert you know I needed to get into an IT requirement right so she did a very good job with that when you sat down roughly a year ago or so and said hey now's the time for change we're going to be working at software differently whereas you sat down and talked to your pricing and they carry in procurement and even the reps as well do you remember going through that discussions and how those went was there was there a sense of what internal selling needed to happen or I think there was a hesitation of the unknown probably Salesforce gave us a significant platform that we hadn't had before a sales team that was comfortable with the name of the product necessarily but it didn't necessarily give a smooth and what I described earlier as a significant ease of use from their perspective they there was a lot of talk around the footing sales calls in was difficult putting their opportunities in was too cumbersome things like that so there's the RFQ pieces do I mean there's yes yeah absolutely there are a few piece you know we we didn't necessarily have a great platform from the RFQ stand for it was managed within the overall spectrum of a bid but it wasn't necessarily focused on overall I'm of that quality SX to meet the needs of the RFQ itself and you know that's one thing we did focus on and with the help of the one more team you know how do we streamline that and utilize information and need that that's not only available for this particular bid but across you know the platform itself to help us understand how to respond to some of these are accused and give us a better percentage of wins moving forward - yeah and I think when we look back on it right if I remember correctly we signed our deal around the fifth of the month and if I'm not mistaken I think we were alive on the 31st yes we moved very quickly and that's the wind more team was able to really engage very quickly and they did an exceptional job moving us through that job process Tiffani and the entire groups within one more kept us on task as well as that so much on the back end to assure that active version was in place now you know to be known we you know we were continuing to talk to Salesforce on a plan B that we never thought was going to be necessary there was absolutely cut offs on December 31st we didn't used to be from our perspective on the network you know as it was up and running on January 1 really with the full conversion of all of our documents all of our records and and then a full functional team Sierra within that time frame which is quite amazing honestly so it does make it does make everyone a little nervous to surf but I think that the smooth though when we saw how how fast and motivated and integrated the team got quickly and then between Paul and it Whitmore team you know got it done so 25 day one of those days beating Christmas right yeah a lot of it I think points to a comment you made earlier about our focus just on the logistics industry right in having a product that you could be used up they want I think our head of engineering would probably say that was 23 days too long right you should be able to use the product immediately and I think we've made some strides there for work for some integrations and getting importance that we have to address absolutely and we concerned earlier but I do say as we were looking for different partners and providers on the CRM replacement for Salesforce one of the big reasons we learn with one more was because of its focused entirely on more gistic space and we think we're in a little bit of unique industry from a service standpoint and you know having somebody that's entirely focused on the needs that we have how many RFQ space in the overall spectrum of our sales processes it fits very very nicely and all around perspectives so and it was a big deal for us so do you describe the process before as being a bit clunky right the round balls around the square peg in the round hole to make barbecues work in a CRM product built for maybe a bank or a tech country not logistics and then probably built for a face-to-face sale process not an art queue right so so how did it work out right now were you know on the platform for what close to a year yeah using the wind more app day and a day out can you highlight or describe the environment now and how it both changes your role as a commercial leader yeah I think no it's it's much smoother I mean I think there's there's visibility there's simplified use and we've accomplished some of the things that we set out for from that standpoint and I'm thrilled to hear that China put their opportunities in quickly in a much streamlined perspective and we get everything we need from a sales management standpoint from from our standpoint so that's it's very good I'm very happy with the transition very happy with where we're going and super excited about where or when we're going on some of the prodigal of mapping and things that they were aware of from that standpoint I think you know the the changes and the improvements there are going to be coming again out of the box are going to continue to aid us and managing that entire process so and you talked a lot about the importance of those are cues and in qualifying right and a big part when Lars focus is to help teams collaborate sales working with pricing pricing working with the carriers for example to really make the best decisions when those are cues show up and when those input through the system is there a way in which you kind of think or describe that at how that's now in a improved collaborative with more enabled state compared to how you were - yeah I think it's thought that the way that with more operates in a way that it's structured don't give you that allows you to do the diligence allows you to do the qualification does it make sense for us as a company so you know we have to have something that both fits our model and can bring value to the customers and what more helps us differentiate those opportunities that do that for us and there's the don't and we don't want to spend our sales support teams time by working on opportunities that aren't necessarily going to be good for us or our customer base so it definitely has helped with that or approval processing the the different ways that that we can utilize the software - very very helpful for us and you talked about the speed being a really important driver right being able to move faster can you talk a little bit more detail on that an example or two that comes to mind yeah I think just taking the information that we receive it in rescue and being able to turn that now to a carrier-based to assist us in in supporting the business that's in front of us we have a very good way that we can speed that now with the Woodmoor platform keeping all of the data within the software turning that and then receiving it back and utilizing that for those bids so capturing all that is you know important for us and utilizing it is even more important and the speed in which we can accomplish that is definitely improve one of the areas you talked about was to see how the up-and-coming talent set within pro-trans would embrace the wind more software which again the feedback we've heard as it tends to feel a little bit more like a consumer app but in reality it's a business or a Qi right you won't remember talking through that a little bit math related to the speed and adoption and engagement of young comers here the immediate communication tools that are in there with the conversations and the different you know ways that transfer information quickly to the different group says as either tasks are completed or set up to be completed the two dues that are already pre-populated within the software that allow users to simply log on and see what their next actions are in order to stay in line with the RFQ dates that's been you know extremely helpful for pro-trans and it's something that you know we look forward to you know continuing to bring in even those same concepts into our TMS solutions and different things and the way to integrate both the platforms both for my TMS and a CRM I think we can really expand that even further as your engine test has shown as we talk to things as well so yeah and some exciting areas to work out together the new innovations and so when you think about where we're headed are there a few areas that you think are pretty interesting that resonate your role as a commercial leader yeah I think the the analytic side is continuing to be more and more important you know the quote-unquote big data we can see the results of historic bids and then how do we use those results for each image and incorporating all that the additional integrations with different software's that may be out there for the way that we manage implementations and the expansion of the software from from that standpoint looks very intriguing and very helpful for us because you know we we utilize the software not just for the sales process but also for the continued operations with managing q b RS and customer feedback and and and all of that type of follow-up so you know the continued aspect of capturing that so that an ongoing basis is is important so you know then that the the roadmap is exciting and you look forward to some of that stuff continuing to roll out and assisting us so that's good you know it's mutual and thank you very much for your time it's sharing a little bit of your perspective and joining us on this journey together to redefine our q process and my customer journey and sales productivity in a way in which we can focus exclusively on the needs of logistics because that's what it's about right absolutely this is they're not that different it's all about so you're great there is a more importantly delivery and a big thank you John for joining us and in walking us through these examples with some real-world case studies Mary and I know we just had a few questions popped in here onto the chat service so if it makes sense Shawn and I get to get past some of the questions that come through and if there's any additional thoughts or feedback or other topics or questions that the audience would like to go ahead and add to the zoom meeting please feel free to do that while we address looks like three questions that a bus just appeared here in the chat box nope I think we got it yeah go ahead that sounds good Maryann so I think the first question came up can you please take us through an example of an RFQ from start to finish on the wind lore platform so this is a great example and one of the offers we did want to make coming out of this discussion here is that there is an interest in actually looking at the product in more detail and seeing some examples we're very proud of our work at freight waves in fact Maryann I think we have a broadcast of our product demo from the most recent brain waves conference available up on our site we'll include that as part of our follow up as well but the best way you could think about win more is having a structure to workflow that first starts off with the qualification of the RFQ so as you receive that RFQ from a Shepherd the first step that you want to do is have a team get together look at the opportunity and make the decision in a typical stage gate approach is this a opportunity that we should pursue why is that important well last count some 22% of RFQ is or price checks or incumbent service providers so the sooner you can realize which rfqs are in fact waste of your time through price checks so that you can avoid bidding on those the more successful you'll be at that point then the workflow then kicks off tasks to different team members that can include everyone from procurement to the analysis team you may have contracts and legal involved the group is basically assign the work that they need to do in order to basically compile and respond to prepare that bit that could include steps like looking at bids that have been offered in the same vertical industry most recently because look at the pricing that we offered in the last term to that specific shipper we might actually do a query into the TMS and see how much Freight they actually shipped with us in which lanes and all that's designed to help prepare the best solution we can in that first revision we follow that up of course with multiple revisions - and then as we've either win or lose the bid or parts of the bid we then follow a structured post mortem which is often an overlooked part of the process as well where you can really look through the whole process and determine did we in fact achieve our goals how are we successful in this accomplishment and run some rich analytics to Shawn's point I did a fire are there some trends and patterns here from the lanes we've been on and lost that could represent potentially a new opportunity for us so that's an example about how the the workflow of the application works to help bring the the process from from A to Z or from to grave I also do on a highlight that we wrap that entire process in collaboration so you can think about it as almost a contextual feed of comments and updates and changes in workflows so that you can go at any point and see a complete snapshot of everything happening on that bit which is really important for a few reasons you know number one when the bid comes in the following year you can go back to it look at it and say hey here's that whole history now I can understand why we priced these lanes when we did and actually as you win the business then the implementation and onboarding team can benefit from that full history and be able to understand a lot of that context which is super important given that sometimes there's a change of headcount at the shipper there's someone new responsible for implementation on your side so that there's one digital record of everything that's happened which is very powerful we also include our own Android and iPhone client which can go a long way to help spur and accelerate notifications and approvals as well if you look at our customers I'd love to share three numbers with you we have some large customers like an Eden Prairie based freight broker that reports a 60 percent increase and the number of qualified bids and rfqs that they can respond to with one more we have another customer that responded with a 25 percent increase in their win rate and then a third account that describes the 20 percent acceleration in the speed of responses so so think about that for a second 60 percent more bids in terms of being able to respond to 60 percent more qualified bids number two a 25% increase in win rates and then finally a 20 percent acceleration and the time to respond so some real numbers that again directly came from our customers that certainly speak volumes to what we've been able to accomplish together so great question Lori I think you're on the line too you had asked about whether or not we or could be used as a platform for project management well as long as that project an RFQ or an RFP or a tender absolutely that's our focus we want to make sure that no one confuses us with Microsoft Project which is geared for you know swimming Lane level analysis for example that's not our focus right we want to get the teams together at a freight broker and Florida and carrier working more closely to help make better decisions and so again we definitely take compliments that some people view us as a project management but we much rather be focus on the projects that our RFPs are accused and global tenders because that's where we really shine and where you put all of our resources to build the best products that we can I think Brent's on the line too Brent thank you for your question you had asked is when more aggregate our Q responses and suggest rates based on what we quoted and lost in the past so this is an area that's absolutely key part of that process of preparing that solution and qualification when you ask for example how many forwarders and brokers qualify bids the first step they do is they go back and they look through those RFPs in fact we learned from one of our customers DHL the largest order in the world that they had actually hired Accenture to build a qualification tool in Excel it's been over a million dollars to actually help spur and Excel for heat that process that took some three weeks to arrive at that and the first step they took was to look at previous bids so absolutely Brent to your point the the first point of that is to really look historically and say okay what did we bid on in the past not only what were the numbers but why did we did it in the past so going back to that full conversation stream and seeing that full history from a year ago or six months ago that explains why people suggested and maybe agreed or disagreed on the pricing strategy can be absolutely a game changer to apply that when the bid comes around the next time again you'd also about understanding you don't win lost reports and tha 's really a very powerful capability of win Moore's RFP and in collaboration solution you know when you buy software in the cloud right you often get this great product that is shared with other companies right but you use lose track of your own data so so we've solved for that not only have we built that great cloud-based application model just for the needs of the transportation and logistics industry and specifically that RFP tender in our queue process but then we allow our customers to spin up a data Mart which effectively gives you access to just your data right running within one more so you could take that data for example and plug in a bi tool like Microsoft power bi they might use to to run reports or mode analytics or any of the major BI tools right you could even look at doing some integration with your TM to run some really rich deep analytics around that and that's where we get really excited is where we can start making data-driven decisions around the RFP process which is incredibly exciting for for that process to go through and then finally so so Bren thank you for asking that question that was a good one too I think we've got another one that just popped up that said hey how do you typically differentiate between a real RFP and a price check I know isn't it isn't that a good one 22 percent of RFPs are our price checks and the answer to that is qualification qualification qualification so we borrow a lot of concepts from this the Six Sigma lean manufacturing framework that basically suggests using a stage gate that looks at all the data all the inputs and says okay is this worth pursuing to the next stage in the process we take a very similar approach when the RFP comes in and encourage those teams to work together the main difference is though we don't want to have a three-hour phone call every other Friday afternoon with the governance team or they check every box we think it'd be much more effective to have a digital qualification collaboration where individuals can all offer their insights procurement can offer some perspective on the rates that have been offered a carrier team can make suggestions on who could actually fulfill the the actual freight orders the legal can weigh in with a sense of the SOPs and how those stand for example and finally the Operations Group can also describe some issues when it came to fulfilling the last shippers RFP and the actual downstream Freight that moved with them and maybe even some exceptions that they encountered along the way so getting all those people together in a digital framework to make a smart decision to go Naoko is absolutely critical way of helping drive up the number of qualified bids again our work with some of the most respected names of the industry suggests that there's a great opportunity to improve that and again the numbers are 60% increase in the number of qualified bids by bringing these teams together helping them make a collaborative go/no-go decision by looking at all that data and doing that in a digital environment instead of taking up a ton of time in conference calls or sending around you know long cut out emails that get lost in in your inbox so those are great questions and that we've certainly would welcome the opportunity to present the solution in more detail and so if there is an triste here you know by all means would encourage you to follow up with us and we'll be contacting you with our contact tyler piotrowski who's based in our office in new york some of you have met Tyler before he's a staple at the freight waves conferences and very enthusiastic and a lot of rich knowledge around the product so Tyler will be leading the follow up and I know there was a question about accessing the recording of the webinar that'll certainly be available along with this very brief white paper here when Moore brings order to the RFP chaos contracted revenue a case study and RFQ collaboration so this summarizes a lot of Shawn's points from the last half-hour provides a great takeaway that should encourage you to start the conversation back at your office's and and help explore in the new year if there's ways in which we can you know play a role to help you respond to more qualified bids like like our customers in Minnesota increase your win rates by up to 25% like our freight broker customer in New Jersey and then ultimately accelerate the process by upwards of 20% which is again another great customer testimony that makes us very proud and very pleased with our work so if there's any questions I'll be happy to take those online here or certainly through the chat session but you know Marianna it's always a pleasure talking with you we really enjoy our partnership with Freight waves we're excited for our continued partnership together with you in 2020 exhibiting at both of your conferences and now especially with the new partnership forming with the air forwarders Association you can count on us as being a proud frankly of sponsor going into the new year as well Cimmerian thank you so much for all your help in organizing today's discussion yes thank you so much John and as he mentioned that is about all of the time that we have today it looks like we're out of questions if you have additional questions feel free to reach out to Tyler and the follow up and we appreciate for taking the time to listen in today obviously to win more for your partnership on today's presentation and also to John and to Shawn for sharing your insights with us today we appreciate you all being here with us this afternoon and hope you'll join us again for another webinar very soon have a great afternoon thank you