Sign Louisiana Banking Business Associate Agreement Later

Industry sign banking louisiana business associate agreement later

good afternoon everybody um [Music] well we've got uh so far about 210 attendees that's that's moving up i think i think we'll we'll start though uh my name is mark hampson i'm a partner at hollis i've been here for for 18 years um just to let you know this isn't my wallpaper behind i am actually in the battersea office today i think you know a few of us are orange through and through um but we uh we're delighted you're here today i'll be your chair for our inaugural webinar uh smooth sailing the digital solution to keep transactions moving um we don't do things by half so i've rounded up three fantastic individuals or four guys to join me today um so uh let's go around the screen and introduce ourselves um john can i start with you please yeah sure thanks mark good afternoon everyone i'm john adcock one of the partners at dcre and i specialise in industrial and logistics investment thank you john next we'll go to robert thanks mark and good afternoon everybody i'm robert valentine and again i'm a partner at hollis i'm responsible for our technical due diligence service i've been in the property sector for over 30 years initially in the public sector and since 1997 i've been in the private sector private practice the last 12 years at hollis thank you robert and and finally tom wilcock thanks mark good afternoon everyone my name is marcus just said is tom wilcock and i'm also a partner at hollis i have three hats at the firm i look after surveying innovation risk management and also service delivery of all of our drone teams thanks very much thank you tom um now that we're all acquainted i i'd like to set the scene for this webinar by by telling you a story about about how we got here today it was it was back in march of last year and i had a call from dtre and it was questioned about whether we had a solution to keep transactions moving and it was john uh today who called me and said mark we've got to find an innovative way to keep buyers and sellers seeing property if this lockdown lasts and i think little did we know we'd be here nearly a year later john explained to me that it wasn't going to be doable for bidders and all their advisors to be trawling around properties in their droves with often one bit of having a party of four and if we multiply that four-fold it wasn't going to work for for buyers or or the seller so john asked me if we had any ideas about hollis and well the answer was yes we did and it was something we've been working on uh for a year or so but it was being fast tracked and it was our virtual td platform hollis hodder 360. and for those of you who know hollis pushing ideas and boundaries isn't something we're new to we've always been striving for this and i think we often wondered why the property world wasn't being being kind of forward thinking i mean sure we've gone from using pdfs instead of posting out reams and particulars but we still rely on clients to travel many miles around the country to inspect properties and before they're in devises they'd inspect as well to trample around write lengthy reports and those reports are often kind of ditched in a bin and then often read when when a pi issue surfaces so surely we thought could there be a way of making the process faster more efficient hassle-free and better for everybody during the transaction but also also after well today we want to show you um how transactions could be in the future and we want to show you what what best practice could be and what it will mean for the industry by using hollis's tdd platform hollis h360 it's been instrumental actually in the in the last year uh and involved in some of some really great deals from aberdeen standards 80 million sale off the donata air cargo complex at heathrow to heinz it was also used in the record-breaking 133 million pound sale for schroders to seagrow over at electoral park in canning town and it was actually used as well in the uk's most northern office building in the shetland islands in luwik um thanks to televille trillium who sold charlotte house to a private buyer for around about nine million at a yield at five percent now the interesting thing is all of these transactions have been dealt with by using h360 where the purchaser did not need any surveys so everything ran smoothly as we go along today please feel free to use the q and a box at the bottom of your screen to type in any questions and we'll try and answer them during and also at the end of the call but without further ado i'm going to hand you over to john adcock and robert valentine to chat about some of the challenges and risks that we're facing and then i'll finally bring you in to our star of the show tom bilcock who's gonna be talking to you about h 360. um so just to kick off john i hope that i'll start with you um we talk about the market today and we talk about sectors i don't want to dwell too much on on retail but as an investment agent what what are the key challenges that you're facing with offices and industrial now um it strikes me there's a lot of money around but is it plain sailing for you when it comes to acting for buyers and sellers thanks mark um i have to say really that it it's not always plain sailing um i think everyone wants deals done in sort of double quick time yeah and the pressure's always on but um there are often information gaps and and delays and you know while we're seeing record pricing in the in the industrial um sector you know still most buyers are not willing to take a view so you have to you know just be really well prepared from a practical point of view um during lockdown actually gaining access to units for marketing inspections or for surveys has often been challenging and it's caused it's caused delays great thanks john um john just quickly too i mean what are you finding now you're involved in both the buy and sell side but are are vendors doing more as well yes i think i think they are i mean i'm pleased today actually that vendor reports are now more commonplace and i think ovid and you know the lockdowns have undoubtedly accelerated their use um but there's still a lot of unprepared sales especially when it comes to you know information gaps like you know adding materials is you know something i know will touch on you know it's still something that can stop a deal from happening or cause a big delay so uh yeah i mean hollis 360 has been a really useful tool in replacing the need for internal inspections quite frankly um you know it's kind of a wart and all uh approach to marketing if you will brilliant thank you thanks john robert just i'll bring you in here for a bit of how is it happening on the ground up with vendel service are you what are you seeing happening i think put simply mark it's such a big big part of what we're doing at house in terms of the overall tdd service um when i joined i'd say 10 years ago vendors tdd was probably the exception as opposed to the rule if at all are tasting too hard nowadays we are probably doing 75 vendors work 25 pre-purchase and put that into context that hollis we do around 600 tdd instructions in a year so that's a lot of vendors work that is certainly keeping you in my busy robert yeah apart from the pre-acquisition and also the vendor work we are i mean i probably a question for both yourself and john also we're seeing an awful lot more pre-bid work i guess with with vendors doing a lot more upfront dd uh that can help but what are you seeing on the previous side from my perspective mark we are working more and more often with clients in the pre-pre-bed site so sitting alongside clients at the bidding stage looking at their business plans looking at the asset they're buying looking at various options in terms of refurb putting additional units on site assessing leases you know looking at capex works in comparison to what could be recoverable from the client so various things along those lines and again it's becoming more and more common to to work in the previous side of things nowadays thanks robert anything else sean sorry yeah i think we're seeing the same mark you know we used to have to push quite hard to get the client to sign up to what camp unit to the full bend or pack but now you know we've just been marketing at the site at heathrow and we pushed the client and said look it's a good idea to do the md and do a drainage survey at the same time and you know i think it's all done it de-risks the sale and the big big difference i mean it's really transformed our sales process in some ways in that you know if we've got a fully loaded vendor survey pack you know it's possible to receive unconditional offers um as far as surveys come and help you know go and therefore you know that's all down to the upfront dvd and i'm not sure that was really possible 12-18 months ago so yeah we've had a number of situations where the buyer hasn't returned to site they've just taken reliance and you know it's down to the sort of detail in those reports that's allowed us to do that thanks john i think whilst we're here too um we've seen a huge momentum on on the esg side looking at buying buildings assessing net zero carbon um and it's gathered a tremendous amount of momentum and probably question for you john are you seeing buyers coming to you looking at getting advice on on esg looking at you know what do i need to spend to achieve a better epc or to bring it to net zero is that something which is kind of a challenge that you're facing now as well on the buy side yeah i wouldn't say it's a it's not such a challenge but it it's um i tell you what you know the conversations i've had so far this year when you're advising clients or you know also on the sell side just esg seems to be on the agenda this year i don't know what's happened it wasn't really on the agenda last year i think people were too bogged down in brexit and covered and whatnot and now everyone's talking about esg and brienne in industrials which you know i i always thought just applied to offices really but um yeah it's definitely increasingly on the gender and i think it's going to mean more more spec development of of industrial and some more very heavy you know heavy refurbs like the one you were showing me that seagrow had done um i put to park royal you know where you know they realize that the occupiers are going to want things like pv sales and ev charging points and it's just i think more people are now thinking right where are you is going to go what specifications do i need to have on it on the exit to make sure i can get out and make a you know make a good profit little did we know john when we were kind of working many moons ago for brixton um i think you were holly blake then how the world how the world will change just just for you robert too there's an awful lot more that must go into the tdd process um and and clients are not not just expecting you know what's wrong with the roof and what's wrong with the floor um i guess can you just let me know a bit more about when you are looking at buildings and the whole esg arena what what are you giving clients that's different to what you did 10 years ago yeah as much as john has said mark this has taken off big time i would say in the past six months for us and has become such a big part of the overall tdd process particularly i would say on out of town retail on industrial where clients have got an eye on last mile retail um so we are bringing in our esg team to advising things like well first thing one of the first things we're looking at is is there a capacity on the site thereafter looking at introducing pv panels to roofs electric charging electric vehicle charging points you know various things that we can do to to reduce the epc rating and move towards net zero carbon as well getting as close to net zero carbon as possible so yeah it's becoming more and more common as part of the overall tdd package thanks robert it sounds like there's an awful lot there than there was but for the great and good i think the um it's a wonderful thing what where we're going on this planet um i want to turn now to h 360 and i i mentioned earlier the proxy world hasn't really changed from kind of going from flyers to pdfs and and it just it strikes me and i mentioned earlier you know i think john was probably met years ago on you know when we were doing a lot of work as graduates and some of those sheds have been bought and sold four or five times over and it just strikes me that there's an awful lot of information that could be kept with the property and it could be the sort of dna that just sticks with the property it's a bit of a bit of a passport book so whenever it's bought and sold that information is there for the new buyer to pick up and and that's why i want to just bring in and you tom really just to show us what h360 can do and to show to show everybody on the call benefits um i'm glad to see that uh while some of us aren't riding down to canadore or we'll be there in a few weeks we are at la warehouse in the quaset so um things uh things are on the up can you want to just chat through what we have here yeah now of course matt mark thanks very much unfortunately isn't as posh as the uh la quasita as i remember it from when we've been down there so um here is h 360. um this is an ecosystem that we have developed for the delivery of very high resolution 360 degree images these are presented as tours of assets with other media embedded such as floor plans roof surveys reports photos sounds and videos we haven't managed yet to embed smell taste and touch into these tours but that's something i'm working quite hard on um in the evenings at the moment so since the start of the pandemic these types of tours have been used very widely from schedules of condition to development monitoring from technical due diligence to dilapidations and the product has really come to the fore as people haven't been able to get to site or simply been reluctant to travel to site a couple of standout use cases for me we have had we have had legal teams using this technology to provide their advice in complex legal cases during lockdown without having to without having to visit site also at the heights of covered lockdowns it has been used by banks financing developments in one country to determine whether or not to release the next branch of funds in another country without surveying us having to travel between countries and to give the banks those that assurance so the benefits of this technology are apparent in a pandemic far fewer people need to travel to sight and even fewer people need to go inside a building and a lot of information can be gleaned from these tours john earlier used the term warts and all about it so obviously this um this warehouse is not located on la quasite but what you're going to see is a made-up warehouse but with some real-life faults associated with it so the first thing that you'll see is the index down the left-hand side and this shows the high risks those are the immediate costs associated with the building from from the hollis perspective and the medium risk that's the year's two to five spend these are effectively the summaries of the survey report and the full survey report is stored in here too so you can see here a redacted survey report uh conducted by simon devlin if i go back to the to the high risk groupings and medium risk groupings so we're saying in year one there's 45 000 pounds worth of spend to occur on this and so as part of this we're saying that the gutters on this particular property aren't draining effectively so i'll take you to that so this is the back of the warehouse and gutters not draining and there we have the visualization of that this is what we have picked up in this make-believe warehouse that the gutters aren't draining on this on this particular warehouse and likewise we then have all of the other items there so heavy heavy buildup of moss on the roof there you go and then we're also saying in here that we need to recoat the lamination to painted floors so that yes again pulling up the defects that's there so these this is what we're saying are the high-risk defects associated with this particular asset and likewise we could then go into the medium asset but i don't need to go through all of these but y u get the idea itself from it that we've got the highest and the medium risk which largely is the um are the summary reports as i said from from the hollis survey reports in terms of in in terms of navigating your way around the building there are two ways of doing it firstly you can actually just navigate your way around um by by clicking the hotspots and then pulling up the data associated with it alternatively you can pull up the floor plan which which i've done here and then you can that and and then you can navigate your way around here so if i go if i go to the back of the warehouse here and i'm just looking at this roller shutter door and straight away you can sort of see the resolution that we're actually getting on this how does this compare to that resolution to any other products out there we believe that the resolution on this market is pretty much uh best in class in terms of what you can get in terms of the different products on the market yeah and one of the things i wanted to highlight here is if you saw in the high risk group here undulations to floor 10 000 pounds this is this is this is actually quite a common thing that sometimes appears in terms of get undulation in in the slab form but what we've shown here is the extent to those undulations in the slab force and that's it that it that is then highlighted at this point yeah another thing that um which we i know that we'll be talking more about is cladding and some of the issues that we have about cladding and you can see at this point here up at the top here this is where we have taken insulation and we've tested insulation and i think um so this is post grenfell there's been a huge amount of um there's been big well big change in the market around so what and conversations are the sorts of cladding that are being used and that's actually one of the tests that we do now and robert do you want to talk a little bit more about that cladding tom they've been in my life it's something that i deal with day in day out so whether it's office developments or whether it's retail industrial i've actually been trying to help a client sell an office development and it's well we're three months in and there's still issues with cladding so it's it's really really important at the moment um similarly i helped a client buy a retail park portfolio six months ago and the condition of the lease was that within the first six months of ownership we we fully identified the core installation to all the cladding on the entire portfolio of assets and so funders are considering this is a big big issue also in terms of what we are doing at hollis you know so previously what we would do is we would write a report and identify that you know we were unsure what the cladding was whether it was pir or pur insulation but what we've started to do routinely is take samples when we're on site so we'll simply take some we've got some core cutters we'll take some core cuttings in various locations around a property um immediately take the sample that if we need to analyze it we can very quickly send it off to the lab rather than having to send either a contractor or another severe bacteriocyte and in terms of h360 it's fantastic in terms of being able to identify and pinpoint where we've actually taken cell phones samples from so again another another benefit on the upside of h360 as opposed to the let's call it the traditional method of surveying it's it's funny you say that robert i mean i was only a few weeks ago i think john you did call me with a question you were looking to buy buy a quite a large shed for a buyer and i think the vendors report said we're not quite sure if it's pi or pur and it was there was there was no detail on it and i think i think correctly from wrong but your clients insurer just said no yeah there's not enough detail there i think it's too easy for them just to say no at the moment as well and that's the sort of default so we've got a lot of um deals being held up by insurance at the moment um and this this sort of um where we're identifying it gives an awful lot of context tom because when we've got undulations on floor you know the warehouse could be a huge slab but if we've only got five square meters it's not such a problem so i can see that really helps and and even on officers robert uh where you've got glazing panels that have got you know maybe gaskets have gone yeah you can you can identify this by you know you know you could have a ten-story building where the issues were the issues quite could be quite localized and and that would give the insurance to the buyer it wasn't such a big problem so i can see there's a huge benefit on that and where to next time in terms of you know we say routinely send reports to clients and they in turn go to banks and they'll read certain things in the report that may sound alarmist but this just contextualizes the whole thing you know the example tom's got i'm not sure for the entire floor areas tom was about 10 000 square feet and we're probably 50 square feet here that's a problem so yeah as you see mark it puts it all into context that was it thank you robert that was exactly the point i was going to make in terms of this is all about putting so visualization and putting everything in context is a really important aspect of gathering you know of gathering data and bringing and bringing us all to life the other bit that i um wanted to share was to actually show roof inspection this is the roof as you can see here obviously is not the roof of the units that we have been showing previously as i said this is this this is a made-up um warehouse this um the roof i'm going to show you aspects of here is of a 400 000 square foot roof and the clients here engaged us not only to capture um so the roof in high resolution from it but also to build 3d models for them to help 3d models and provide context to to where things were on the roof to aid with visualization and coordination of works when the because the roof is so complex up there and so many different elements to it so they really wanted a tool that they could then have which is then going to help bring all parties up to speed quickly to explain what the issue is where it is and actually what needs to be done to it and also how to get access to the roof it's really really crucial so a lot of time and energy is spent trying to explain and coordinate between these parties we're actually having the tool up there that you can then say this is the issue here it is this is how we get to it in addition so that's the reason why the client actually engaged us but also i just want to show you the sort of resolution that we're getting from this and rather than being sorry a um surveyor on a mute taking a few pictures of it in order to write the report you're getting visualization over the entirety of the asset and then you can start doing analysis on it so from this roof just a few things i wanted to show you first of all hang on that hasn't worked properly because i'm i'm not zoomed out for far enough we've got a gutter issue we've got gutters here filled full of vegetation that is just one one bit is it that that is then highlighted from this roof the other another bit that i then wanted to show you was corrosion so you've got here spot corrosion on these two roof penetrations and that is located at this particular point on the roof there another item that has then been brought up from here is debris so work has obviously been carried out on this roof but in doing so ladders have been left up there debris has been left in there and hasn't and there hasn't been a huge amount of tidying up but this has actually been taken out or has been carried out on this roof not only is this kind of unsightly and safe but can also start causing insurance issues as well particularly if there's anything mobile which is which has been left on the roof up there and and the last thing that's that i really want to show you on this particular roof here is vegetation so you can see at this point here this looks like remains of um well at this particular site we've got seagull problem yeah this is this is evidence of an old nest and so you can see this from the vegetation and so if roofs aren't maintained properly and you know this sort of and this sort of stuff not cleared this can this can cause gutters to start overflowing thereby damaging um either machinery or stock located underneath these these sorts of points and we've had several examples of this in the last year where we've been using drone technology to highlight where these things are and then come up with plan preventative maintenance on the roof in terms of how thing how quickly uh gutters should be cleared so um that is a really really quick whisk through some of the stuff that we have you know um embedded within our h360 um tour at this point we we we had a we've had a question i'm sure it's from an insurer but they were just saying that if they get much more of this information upfront they can price for these risks a lot earlier i think and um it's something that you know you and i we've been um chatting to to lobster about actually locked and are a broker and they're looking to to engage with the insurance industry and to to use this sort of model to assist them better on risk assessment and pricing um i think we know uh i'm being fair here but the insurance industry is a bit antiquated and and doesn't really look at the visualization of buildings and to price for insurance and i think that's something which um i think we're finding from our conversations with with loctin and others that there's a there's a huge scope for for owners to get better premiums um and i think if you are an owner and looking to take that further i think you know do have a chat with us but also um our contact is as john hackett at lochte he's been doing an awful lot and i think he's going to be talking to the industry a bit more about what's happening um that looks great that looks great tom um mark mark i completely agree i mean insurance is insurance is about risk management and so not only can this be used in terms of the risk of of this particular building but how is this building then set in the overall context of you know of an estate etc so how close is it to other buildings what is the building made of what else is going on in the area what are the other risks so combinations of using h360 with drones can actually start to provide a much bigger picture on the whole aspect just just whilst we're here actually it's we we have we haven't a question into about liabilities and um where do things rest tom when your data is is then prepared and it's is it transferred to a buyer do you host the site what happens um what happens then so are you talking about it's like the timeline going through so i mean so we provide so we do this normally for the vendors side of things in terms of the for the building but that then can be taken on you know by the by the buyer if they if they then want to take that on so um we we provide don't we in terms of um i've forgotten the name of the term um but you know letters of assurance almost in terms of you know the validity of our of our own surveys but this information then is then available potentially to to be taken in to existing workflows around asset management because all we're showing here is one aspect of it which is around the transactional side of things right but there's no reason why then that can't be then moved into much much more of the asset management side of things as we move forward just turning to you robert so i mean you're familiar with reliance letters and and um assignments being taken on i don't think you have had any problems with h360 being taken on board by any buyer so far nothing at all so far mark you know it's part and parcel of the overall vendors pack let's call it and so far both purchasers and funders have been quite willing to accept alliance in both the report inclusive of the the overall h360 package i like i guess john as well from from your your side as the investment surveyor it just makes your life a little bit easier oh you know absolutely you know because we can we can guarantee access to all of the units you know it's just as simple as that and then it just makes it you know a lot easier to highlight where you know the client should be applying fx basically in in the most appropriate appropriate way can i just go back tom as well you mentioned we're talking an awful lot here about transactions and and we were chatting earlier about keeping this dna dna with the property and when the purchaser is assigned robert's report with the h360 what what then can they do what's the next steps for me as an owner having h360 it becomes a a platform for moving forwards where you can start storing information in it so it can be made live so so continually putting you know any changes that we made to the building some maintenance regimes in there it can be a turn from a almost like a static point in time thing to to be significantly more dynamic than that and and so so i used the term earlier mark you said so i um a passport it does so it can there's no reason why it can't then become a passport um moving forwards that that can be handed on and can be added to over time i've just i've just i've got a couple of questions here too if i i will we'll question it one for you tom actually is how soon can a survey be instructed a report available thinking about how this can support clients on pre-inception surveys for you know looking at insurance to help secure terms so we can turn we can turn these things around very very quickly i mean robert's team is built from a technical due diligence point of view robert's team is built to be able to turn you know to be available at short notice it's kind of like the flying squad short notice you who can get in there do the surveys turn it around write a report very very quickly that's what that's that's what they're famed for we work in tandem i mean this whole process works in tandem with that so i'm very sure i mean so in answer that question very short very short time scales and very quickly these things can be turned around and does offline scotsman agree no pressure mark uh no i do agree we've we've got a team around the country virtually every one of our offices has at least one tdb specialist so yeah we've got you know nationwide coverage and we can normally get on site within a few days let's see that's great and and the whole h360 stuff accompanies that so when a tdd surveyor going out either they can do the 360 itself or you know sending somebody else along who could then capture that work in conjunction with the tdd surveyor to find out what the big issues make sure that we're capturing all of those aspects which can then be packaged up very quickly and then and then made life put out onto the internet thanks tom um another question we have in is um i know we've got the industrial uh property in the la crosset up today um a question about can this be used in lots of other sectors from office to retail to pbsa we've done it on all of those and you know so what we should what we're showing you here is the example of a warehouse on la quasette but it could it could well be just an office building it could be any it's been used in all sectors um this might be one for for both robert and tom but what is the cost 10 to 15 over the sum of all of the uh surveying work normally is where it is where it works out so i think just i mean even with this this shed that we have here today i think what you're saying tom the cost could be about a thousand pounds roughly uh but you know potentially a bit more um on that so put about 1500 quid something like that on something this size but then you're then looking if you want what but drone imagery et cetera then that then that's more than that but it has a set up yet 10 to 15 and just from from your side john it dtre i get i guess it might sound like a bit of a no-brainer just to help you know package everything up properly um yeah absolutely i mean i know it's not really meant as a marketing tool but we've used it as a marketing tool to great effect really because it kind of it saves a lot of time it gets people into every one of the units wh ch we can't guarantee so i and people can look at it on their own leisure send it across to you know whoever else is advising so yeah um really useful yeah and i i mean i i can see this too be fantastic for we often it's a struggle to find lots of information looking at leases and previous specifications that have happened on properties and you know we're even um you know buying a few where fortunately we know where you know where we may have worked them over the years we've got that information but if we could have these portals having specifications for previous years licenses for alterations uh i think the asset manager's job would be so much more simplified by just having a general condition you know things like that you know if you're comparing what's there now to schedule a condition online you know it makes it just so much more user-friendly so i could see people just putting their whole portfolio with it you know onto this system so they can so they can share it with others because there's so many more different uses for it and it doesn't have to be transaction-led that's my kind of view of where that where this is headed and i think tom just if i am taking on a h360 survey do i simply log on to your link or do you send me the link oh in terms of how it's distributed out well there's a variety of ways of doing that um we can send you a link so we can host it you can host it yourselves um so you know the client can host it themselves in terms of if they have secure ftp servers they can do that or alternatively we can put it in a nice self-extracting standalone package and just and just get it across to you so there are many different ways of distributing this the street the the best way or the most common way of doing it is by hollis 360.com where we will just send you a link and we can you know password protect it etc for you so so only you and who you choose uh to get into it can get into it and but then it's all just hosted and then you know the end of the transaction is then taken down then that if that turns into something more longer term in terms of where we start adding additional information into it then again a variety of ways of doing that again we could host that or alternatively we could you know send you secure html files for secure ftp servers and things like that thanks tom we've got another question that's come in as well um are tenants happy allowing you to to enter the internal areas to photograph and film all of these all of these images largely yes largely i mean so what we do is that we blank out anyone's faces within that if and if there's any sensitive person from well any sensitive information that the company doesn't want shown but that's normally having that that's about good you know start tenant relations and having conversations with them on site but um during the covert time there have been some some places where we haven't been able to get into um with that but i mean normally it is normally it is okay by being transparent and explaining what we're doing thanks tom um we've also it must be i think we're flooded with insurance insurance questions as well i think the market has finally um noticed what what this can do um a question that well statements come in as just saying particularly in the logistics sector the key the key to knowing about hazards is looking at all of this all of this information and knowing things about storage where hazardous goods are stored so this is um this totally ticks all the boxes for um uh for for one for the insurance person that's written this question into um i i think we've covered everything on on on the questions um is there anything else that you'd like to cover often it's just um the only only thing i was going to mention was just more broadly around general site visualization in terms of you know the wood for trees argument i'm not a surveyor i i joined i joined hollis 18 18 months ago and one from having been in banking and engineering uh before that but having had a drone business for um for the last sort of the previous five years and one of the things that i noticed was you know a lot of the data isn't isn't necessarily presented in context and it's about presenting the data in context of people understand what the what the actual issue is there and just over since you know from lockdown we've seen huge increases in this source of technology so it does h360 in terms of drone surveys as well in terms of being able to this whole thing about being able to provide a better bigger picture which has so many more uses um beyond surveying in terms of into asset management into insurance side of things so it's um yeah that i just i i just want to make a comment really around that in terms of i think the market has shifted and you know covered the coping crisis is the thing that has actually sort of facilitated that so how's the 12 months of holla's been apart from busy key and very good fun anything else robert you'd like to mention just to back up what tom is saying there in terms of putting things into context marking being able to see the wood from the trees as such you know it's something that we try and instill in the younger guys who are coming through and who are starting their their life and their career as a building surveyor it's been able to identify what's important and what's less important to getting a deal across the line and h.360 just helps us to to cement that for for a variety and a large number of clients thank you robert and finally john anything from yourself thank you john i'd just like to um thank tom robert and john um our inaugural webinar and i think you know having two 200 plus attendees hasn't been a hasn't been a bad thing i i've thoroughly enjoyed it and i hope you have too so thank you for being on this and thank you for everybody who has joined today uh we will send you the the link to the talk later on and there's any questions please do drop any of us a line and we are here to help so thank you from from los angeles and thank you from dtre thanks everybody thanks everyone thank you