- 5 years ago
Digital Roadshow: Session 1
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00:00hi everyone and welcome thanks for joining today out I hope you had a wonderful Memorial Day
00:14weekend today we are covering the digital road show session one of a three-part series first
00:23I want to start off if you guys have any questions along the way please post them in the Q&A box at
00:28the top right of your screen if we have time during this session we'll answer some of your
00:33questions live if not then we'll post all of your questions to Beasley Academy like last time
00:39under the FAQ section of today's course before I get into the agenda I want I want to hand off this
00:48to Todd Handy to add some color around what the digital road show is all about Todd Ashley thanks
00:56hey everybody good afternoon really quickly just wanted to set this up and give you a little bit
01:01of the genesis of what brought us to this road show in these three sessions and also kind of set the
01:07stage for what you'll see not only today but in the subsequent session so first of all as you all know
01:13we have new people within the digital team I'm one of them right I joined on November 4th so we've got
01:19new people and we want to make sure that everybody knows who everyone is who does what who they call
01:23for whatever reason we've got new products we'll have more products on the way we've got new
01:28processes or we don't have processes and we need to have processes so we've got a lot of moving parts
01:33and things that have happened all of you are familiar with one part or another of that and some of you
01:38have been here a really long time and have seen multiple iterations some of you are very new and are
01:43still trying to find your way doesn't matter where you are in that journey I'm going to ask you to just
01:47really stay engaged in this because we need your feedback and your thoughts so as we go through this
01:52you're going to have thoughts that are going to come up throw them in the panel here to ask a
01:56question or save it up and ask it afterwards if you think you need more time or whatever
02:00we're going to ask some questions of you but I want that to spur a lot of questions from you coming
02:04back to us and then we'll do what we can to answer those now and in subsequent sessions but the big
02:10thing I just want to make sure everybody's comfortable with is we got three sessions to do here and we're not
02:15going to try to cover all of it in one that's just too much we won't get the detail that you need we won't
02:19get the information that you need so today you're not going to see the entire digital organization
02:24and if that causes you to say well what about so and so or this role or whatever don't worry about
02:28that we're going to get to that as we go we're taking this kind of chronologically from a more
02:33strategic down to a more tactical level so don't let that bother you if that causes any confusion with
02:38you and if at any point you have items that you think that we should be covering that we're not
02:44we want to hear that feedback from you as well so with that I'm going to stop and let Ashley
02:48take it back again thanks everybody okay thank you Todd so on the agenda today we are going to go
02:58through an inside look of our corporate digital team specific focuses our team responsibilities
03:04and primary goals of each team then we're going to go through an overview of our digital offering
03:11and then last we're going to dive into three specific sales tools Borel Compass Beasley
03:17reporting and Buzzboard we have quite a few presenters with us today we have myself Luke
03:25New digital ad operations coordinator Kimberly Sonborn VP digital operations and services Dan Frisby
03:32VP of digital sales Steve Myers EVP of digital platforms and partnerships and then Todd Handy chief digital
03:40officer so let's get into it next slide Kim so we're going to start here with a view inside the digital
03:49organization so Todd's going to kick us off again and go through an overview of our digital organization
03:54and then we're going to hear from individual team leaders around their specific teams so Todd back to you
04:02okay thanks Ashley so just want to make sure that everybody gets a little high level of
04:07the way we've structured the digital team it's not much different than the way we had it before but
04:11we've tightened up some things and moved some responsibilities here and there based on some
04:15time that Steve and Kimberly and Dan and I all spent together at the end of last year who needs to focus on
04:21what who's best to do what and we really wanted to make sure that we had clear lines of communication
04:26and who does what the responsibilities and so forth so as you see there it is Dan primarily focused with
04:34sales right if you need to know who is driving the sales number of course we're all responsible
04:38for it but Dan's team has the sales side of it if you need to know who has the fulfillment of that
04:43that's Kimberly's team so that's the agency services that's the pods that's everything in between uh from
04:49creative to training to everything else that we have and then Steve's title is a little different
04:54than it was before but it really reflects the focus that he has on two things the platforms
04:59everything that you're going to hear about that you know of and even some that maybe don't know
05:03about as well as the partnerships all of the vendors that we work with whether they be sales
05:08related or fulfillment related within Kimberly and Dan's own sphere of influence so we really have
05:15that focus and then of course my role is really to have the responsibility for the overall strategy
05:20and the execution to make sure that we get where we need to be but what we really know is that it's
05:26not these four people that are going to get it done it's a whole bunch of other people and as I said
05:30earlier some of those we'll be talking about today and others in subsequent sessions so just wanted
05:35to put that in context for you about how we've structured that and then how it'll fall from there
05:40I don't know if I have another slide or if that's it for me Ashley
05:42I think that's it Ty okay that's great
05:47everybody so this is Steve Myers I think most of you know me for those of you who we haven't met
05:59I look forward to meeting I am the first of the the three pillars that's such a overused term three I
06:08don't know we'll get three something else three so now I'll stop there um so really my focus my team's
06:16focus is on platforms and partnerships so platform is a big term but it's really about technology so
06:22when you look at technology across all of Beasley there's two buckets of technology there's uh all of
06:27the it email help desk desktop um and uh financial systems that the company uses and that's Mike Cooney uh
06:38Nick Pinto and in the local IT folks really drive that side of the technology on the other side of
06:45technology we've got all of the technology that drives our websites mobile apps smart speaker skills
06:52are our streams um all of the business process systems fuse uh getting down into analytics uh around our
07:03website analytics around our business process analytics that falls under under uh our team so
07:10anytime you have uh any questions around uh technology that really isn't local help desk focused
07:18it's focused around especially outward facing technology or business process technology
07:23um come to come to us uh we have a general uh help email that you can use digital.help at bbgi.com
07:34that's a great place to email when you just have a question and you're not sure who to go to um
07:40shannon kelly uh is the primary person who heads up that that distribution list and she'll get you to the
07:47the right person um when uh based on your need uh but uh anything from hey i've got an idea i want to
07:56create a micro site for uh for a client campaign uh you know a website for a client that uh or a new
08:02initiative that we want to do at a market level down to um we want to uh we're having a trouble on a
08:09stream right now we're hearing a commercial we shouldn't be hearing or our stream went down all those
08:14types of things can come right to the digital helpline and we're happy to help the other piece
08:19of what we're formalizing this year is partnerships so beasley's in an evolutionary process right now
08:26uh from a business process point of view of transitioning from an smb small medium business
08:32to an enterprise uh we're really trying to uh level up how we uh do our partnerships and how we
08:40standardize our partnerships across all the markets so anytime you have a need to contact
08:46uh an external vendor bring on a new partnership you want to look at a new technology or service
08:52come over to our organization we're happy to help we may already have a relationship in place that
08:58you're not aware of at a corporate level and we can also help you vet that partnership to make sure
09:04that it fits into the rest of our ecosystem you're getting great pricing and all that all that good
09:09stuff um data security is also a huge thing that is only becoming bigger with all the privacy laws
09:16coming out so anything that we do with our partnerships has to be vetted for multiple tiers
09:21so that's a quick overview i think we'll dive into our organization in a future future session but
09:27in the meantime please uh come over to uh give me a call or hit up the digital helpline if you have
09:33any questions in any of these areas so i'll pass along to uh kimberly thanks steve i'm kimberly soddenborn
09:41hello i'm vice president of digital operations i've been with beasley media group just shy of 20 years
09:47um and i've worked on the digital side the entire time um i currently oversee the digital services team
09:53this team is a centralized resource for markets that include creative training and agency services
10:00this team assists with custom presentations proposal development campaign management and optimization
10:07digital training and continuous education um all aspects of creative design slides
10:16the agency services team is led by rachel pond you heard from her a couple of weeks ago in sem
10:22this is a team in-house digital and social experts they ensure that we have the best products and product
10:29mix for our sales team to create advertising solutions for clients this is where the social and the pods
10:35reside they are the heartbeat of this team and they work face to face with your markets we have three pods
10:40that have specific markets they work with they help with pre-sales efforts including lead lead gen
10:47presentations etc they execute manage and optimize campaigns and client campaign reports the goal of
10:53this team is to execute and manage all digital campaigns for optimal performance and advertiser success
11:01the creative services team is led by trevor adams if you don't know trevor you've probably seen some
11:06of his work or at least his team's work their fingerprints are all over corporate decks like this one
11:12logo creation ad units they make us look great this is a team of creative folks that are responsible for
11:19design concepts presentations for corporate programming and sales new site creation station apps landing
11:26pages graphic creations from logos banners print car wraps branding campaigns video production for sales
11:34training free rolls etc goal of this team is to deliver results oriented creative marketing assets for
11:40clients campaigns basically they're here to make your look good that's a direct quote from trevor adams
11:46just kidding just kidding kind of um and um they're fantastic i have the best team just letting everybody
11:52know um and the best way to communicate with creative agency services is through fuse or to talk to your
11:58local dsm all right frisbee you're up all right thank you i appreciate it kimberly um so i continue to work with
12:10uh the dsms and the dss to help ease their sales issues and needs and processes etc
12:16um in addition to that in q4 of last year we started to build out a dedicated digital sales uh team
12:25um that sole purpose is to develop new uh digital only businesses uh for small to mid-sized advertisers
12:34um that are currently not doing business with us with beasley um and you know with the main goal of
12:42expanding the pool of who we are selling to um and in turn driving new revenue for the company
12:49the plan uh consisted of hiring three dedicated digital um sales directors uh that will start
12:56to build out these dedicated digital sales teams uh thankfully we were able to hire those digital
13:01directors as well as seven dedicated digital sellers uh before covid and the hiring freeze kicked in
13:09unfortunately um these directors are dan diana who's based in philly uh and will be building continuing
13:17to build out his team uh once the hiring freeze is lifted in philly new jersey wilmington and las vegas
13:26we have tag criswell in tampa who will be continuing to build out his team in tampa fort myers
13:33uh detroit and augusta and we have uh maria armand based in boston who will be building out her team
13:40in boston charlotte and fayetteville again um once we are clear to do so um and again the goal of this
13:48team is to bring full digital only marketing solutions to advertisers that are currently not doing business
13:55with us um and we are excited to have them in place and to continue their development in building out
14:02that team and with that ashley i will kick it back to you thank you dan and thank you everyone for
14:09sharing that insight that was really it was a great view of all of our teams now we're going to talk
14:16about a product roadmap of our digital suite of products next slide kim so i shared this on a
14:25previous session with you guys often the hardest part of what we do is tying everything together
14:30feedback that i receive as a trainer from new hires is that we have so many different solutions
14:36what what do i do first where do i go first so one thing to do is to categorize or group our solutions
14:43into buckets and this venn diagram is one way to do so so our solutions our solutions get in front of
14:51on the left side our unique audience their solutions specific to get in front of our unique audience and
14:57then on the right side we have tactics and solutions that get in front of an extended audience the optimal
15:03campaign is combining both right so first we're going to look at all of our tactics next line that reach
15:12our unique audience now there's a lot of information here that we're very familiar with there's five
15:18main tactics that get in front of our unique audience and i'm going to go through the importance of each
15:22one so first display and video on our station sites and apps this allows our advertisers to leverage the
15:33power of our stations loyal audiences loyal audiences is key we have a very loyal audience and this is a
15:41big tactic for us the second is streaming audio this is important because over 75 of internet users in the
15:50u.s will listen to digital audio this year now streaming audio is a category in itself so it's comprised
15:59of station streaming spots streaming pre-roll streaming player sponsorships smart speaker sponsorships which
16:08are all premium placements and then we have podcasts which are the buzz of the media world because
16:13listeners are highly engaged and extremely targeted next we have number three station newsletter our
16:22station newsletters are permission based they're opt-in which make them highly effective in itself and then
16:29when you combine our loyal audience it just takes it to another level next radio data system rds radio
16:39commercials paired with in card dash visuals significantly enhances impact and then five
16:46branded content which is comprised of quizzes polls contests branded content helps increase awareness
16:53increase engagement and generate leads branded content content takes the form and function of the site
17:00itself and is very effective okay next slide
17:06now let's go into the tactics that reach an extended audience there are three main tactics here the first
17:13one targeted display and video audience extension so this is important because it targets the ideal
17:20audience in all stages of the sales cycle regardless of the web the website the user is on so we're really
17:27targeting the user and not necessarily the website now there's many different tactics we use to target
17:35as you see on the right side of the screen geofencing search retargeting keyword contextual targeting
17:42smart addressable geofencing category contextual targeting and then ott ctv which is targeting audience via streamed
17:49content second scm campaigns is very effective because we target users in the purchase stage of the buying cycle
18:00like we talked about in the last session and then number three email marketing again this email marketing is
18:08highly effective because it's permission based it's both single opt-in and or double opt-in and it delivers
18:15coupons offers promotions to the ideal targeted audience next slide we're going to go through our
18:23solution that gets in front of not only our unique audience but an extended audience so our social media
18:31offering is very unique it associates the advertiser with top air top on air talent and brands that boosts
18:39overall effectiveness of the overall effectiveness of the campaign now our social media when we do this it's
18:44called the halo effect we have our our on air influencers we have our loyal audience and we have
18:52an extensive way we can target so really it's a triple threat
18:59so that was an overview of our solutions we have today if you guys have any questions on anything specific here
19:05please message me and we can go into detail on each in each individual offering next slide kim
19:15okay so we talked about our digital offering now let's talk about the sales tools that help us in many
19:21ways so we have many different sales tools across our markets that help us with many different many
19:27different tasks automate automation it saves time it keeps us organized it helps with prospecting it helps with
19:34our pipeline the three sales tools that we're going to cover today our barrel compass buzzboard and
19:43beasley reporting we're covering these three sales tools because these three really help us differentiate
19:49ourselves in the field today so i'm going to pass this off to maria who's going to take us through
19:56barrel compass great thanks ashley good afternoon everybody uh so i get to walk you through
20:03barrel compass data as a beasley media group employee you have access to barrel compass data from the
20:11research firm barrel associates and we want to give you some ideas on how you can use this tool to make
20:17more money for yourself for the company and also to help guide your clients with their media planning
20:25i actually use this tool previously at um at another company and was able to earn over 775k in incremental
20:36dollars uh after we first started using it um just in the first few months and it's because it really
20:44shows you where the money is so what is barrel compass data um kimberly can you go to the next one great uh so
20:51barrel compass data is a research tool that points to where the ad dollars are in every market across the united
21:01states it has information on what local businesses are spending in advertising across more than 30 different
21:09types of media um and this includes who's spending not just on digital but on radio on newspaper tv cable
21:20uh and then of course it does dive deeper into the main digital products as well uh up on this slide
21:28here i have an example of one of the reports from the strategy toolbox so i'm going to cover uh two main
21:35aspects of this tool for you so one is the strategy toolbox and the other one is the client handout maker
21:44in the strategy toolbox you have access to lots of different reports that will help you come up with
21:50a really great strategy to help grow your book of business um so this one again it's the total online ads
21:59report and it lists the top 99 industries that are spending and how much is being spent in those industries in
22:09your local market uh so this is a really um great one to be able to use but again you can pull this
22:16report for radio you can pull it for digital audio uh and for all of uh those different products that
22:24we're selling um so this is a really great one it helps to know you know where the dollars are being spent
22:31in the market and we all want to make sure that we're spending our time focusing on those industries that
22:37are really spending this information is actually going to be updated in early june with information
22:44that reflects what's going on now with covet 19 so you'll definitely want to keep an eye out for that
22:51update but meanwhile as you pull these lists you'll want to focus on the essential businesses that are on
22:57this list and that that will really help you next slide kimberly another really great part of the strategy
23:05toolbox is being able to see which products local businesses are going to be buying more of and this
23:13is an example for boston and you can see that in boston local businesses will be spending more on targeted
23:20display digital video and audio ads which is really great because those are all products that we sell
23:28next slide
23:28and then you can dig deeper into each of those products so this report that's coming up now is
23:38actually digging in deeper to the targeted display list and you'll see in all the lists the top 99
23:47industries that are spending in that category and you can see what's they're projected to spend as well
23:53so you can pull up for example 2021 and see which companies and industries are projected to be spending the most
24:01in targeted display in your market and from seeing this information that might lead you down the road of
24:09deciding you're gonna target and prospect banks it's an essential business they happen to be spending a lot on targeted display
24:17already and they're going to be spending more in the coming years which then leads me to the next tool
24:25next slide there and that is the client handout maker now these are client facing reports that you can pull
24:34there are five different reports that you can pull from this tool and what you see here is an example of a local bank
24:45you can actually plug in the number of employees that the bank that you're working with has so in this example
24:52i plugged in 200 employees for a bank and it came back with the average ad spend for a bank that size in
25:01boston is a little over five hundred thousand dollars for the year and of that five hundred thousand dollars you
25:08can see that 50 of the total ad budget is going towards online advertising and then you can dig in
25:16deeper and see from some of the other reports how that's broken out um so which other you know what what
25:25makes that list up and you can also see how that's changing over time so if you look at the share report
25:32that's up here too that report shows that banks are going to be spending more on targeted display
25:38online video and digital audio this is a really great story that you're able to share using third
25:45party research with that bank that you're talking to as we sell all of those products uh so that um
25:54sums up you know some of the main ways that you can use this tool um thank you so one other report
26:00here that showed up but again you get five different reports um that you can share with clients from
26:07here and the one that just popped up is the online format forecast so this will show you how that online
26:15spending is broken out by category so it just leads to a lot of really great conversations that you can
26:22have with your clients and your prospects about you know here are what other banks your size are
26:29spending in the market how does this compare to what you're currently doing and you know should we
26:36develop a strategy where we're more in line with what the trends are or maybe they want to take a
26:41different route and spend more so in another area so there are a number of ways that you can use this tool
26:49another way that um we really like to use it was with the strategy reports pulling up who's spending in
26:57newspapers or who's spending in direct mail and you can see what industries those are and then talk to
27:06them about different products like email marketing for example um so you know lots of great ideas you
27:13can strategize about how to use this with your digital teams your local digital team your dsm and get
27:20access to these reports by reaching out to them and with that i'm going to pass it off to luke new
27:28who is going to cover our beasley campaign reporting luke thanks maria hi everybody i'm luke new digital
27:37ad ops coordinator i work in the pod team i'm a member of pod one so i basically handle all campaign
27:43optimization building and reporting and i am here to talk about beasley reporting capabilities moving
27:50forward next slide so what is beasley reporting beasley reporting is a new user interface that we have
27:58available that basically allows the agency services team to take and consolidate all metrics across every
28:06platform that we use whether it be audience extension owned and operated google ads if you have sem campaigns
28:11in social next slide so one of the big things that this is allowing the ad ops of the pods to do is it's
28:21really streamlining and increasing efficiency of processes when it comes to reporting because
28:27in the past we would have to go multi-platform pull the metrics and then go about from there
28:34and then implement into a report that we all created by hand but this allows a top
28:39a top down view so that we can combine every single platform that we utilize into one location if you
28:47look to the right of the slide you'll see what says data source overview this essentially allows us it's
28:53one of the home screens within the ui user interface ui it allows us to see every platform that we have
29:00associated right now this example is viewing vain guys and that's a pod three or pod two sorry uh client it
29:08allows us to see everything that they have running and it just creates a one-stop shop versus logging into
29:14multiple ui so it helps us streamline our processes next slide one of the big things that this is allowing
29:21us to do is make reporting faster better and better looking so with being said that everything is now in one
29:30stop is now a one-stop shop it allows us to kind of go through and pull everything in a
29:37kind of a you know i hate the word because i've said it so many times already but streamline process
29:42to where we are just in one place pulling it so it'll all look the same there will be no formatting issues there will be no it helps eliminate user error when pulling manual reports as well as
29:54if you see the example to the right this is actually a slide from the reporting that we provide now it was
30:00created um by the design team and the pod team together to kind of give one general look and feel
30:08for reporting for beasley moving forward as well as to kind of lead us in a way to help design any
30:14documentation that comes from the pods next slide one of the best things that this reporting software allows
30:23us to do and it's something that we're going to focus on more moving forward so probably down the
30:28line some but we wanted to report on it now just to kind of tell you guys about its capabilities
30:33it allows us to present client dashboards so this will be we will actually provide your clients with logins
30:41on an as needed basis to where they can actually view their metrics in almost real time i say almost real
30:46time because it updates every morning at 6 a.m so it's not like day of but it's pretty dark pretty darn close
30:52and basically to the right is an example of what that could look like this will be mainly dealt
30:58dealt with by the pod members you know to determine specific kpis metrics or reporting features that you
31:04need to see in there but this will be on an as needed basis and the advertiser actually has to commit to
31:11a six month campaign of minimum to qualify just because it's a huge undertaking it takes time you know to
31:17get it right to make it perfect so that will be it for the client dashboards and then kind of just a
31:26future look um it's a goal of ours to get dsm dashboards out as soon as possible we were thinking
31:33by the first week of july that those will be ready to roll out but these will allow dsms and dss's kind of
31:40a view into our world to where you won't have to ask us for so many reports on last minute like hey i need
31:46the numbers for this right now like can you help out this will allow you to have your own login so
31:51that you can just go in and see the metrics in almost real time and then you know pull pull those
31:56numbers yourselves as well as we're continuing to integrate with more of our platforms and partners
32:01to make this more of a one-stop shop so not all the data is aggregated in there right now but we are
32:07working diligently to try and get it done for you as fast as possible so that we can make this a true
32:13beautiful platform for everyone to utilize and with that i'll pass it back to ashley
32:19great luke maria thank you so much okay our last sales tool we're going to cover is buzzboard
32:25so buzzboard helps us with two things prospecting and research so prospecting it basically creates a
32:33lead list for us to help us engage quality businesses it gives us key indicators to go after the businesses
32:40we want to go after it holds information on 20 plus million small to medium size businesses and it has
32:486 000 different ways to filter and drill down so once we find the advertisers we want to go after we can
32:54then run profiles on them and do research to then engage with the desired advertisers it runs 120 plus api
33:04connections within 60 seconds so anything connected to the website obviously this helps us save time as
33:11when we're pre-call planning next slide so this is a screenshot here of all the different ways to filter
33:20we can filter by the website type what types of media that they're running are they doing search
33:26marketing are they uh are they trying seo do they have call tracking do they have e-commerce tied into the
33:33site there's so many ways to drill down here and it's a really easy way to filter and build a lead list
33:41so once we find the leads we want to go after we can then run a profile next slide kim
33:49so the profile gives us insight on how well the advertiser is executing on all the individual pieces
33:57of their digital marketing presence so each part of their digital marketing presence has a score
34:03and it really just shows us okay how they're trying how well are they doing and compare and
34:08then they compare this to other people in the market other advertisers in the market next slide
34:15when you drill down further into each subset social is really nice because it's a clean view
34:21of all the different social pages that they have and it shows us the amount of likes in one view
34:26the check-ins and then if there's ever a box around a check mark you can click on that box and it takes
34:33you to that page this helps keep your laptop organized when you're pre-call planning so you don't have to
34:39have a million tabs on your screen at one time you could just have buzzboard and then you can click into
34:44the individual tabs that you want to within the interface next slide
34:49competition insight is my favorite piece of buzzboard it gives a bird's eye view of how the advertiser
35:01how the how the digital presence of the advertiser compares to its competition now the competition can
35:07be who they deem their competition is or it could be competition based on industry and location it's a nice
35:14side-by-side view and goes through all the individual pieces of their digital marketing presence next
35:21line there's a lot to buzzboard if you guys are looking for a full training there is a training
35:27video already created in beasley academy under systems training click on that tab and you'll see
35:33the video it's about 30 minutes long okay so that was buzzboard so today we covered a lot we covered
35:41our digital organization we covered our digital offering and then our sales tool to help us sell
35:47right so our digital road show is a comprehensive review of all things related to the digital side
35:53of organization the part two and part three we're going to go through sales playbook which is basically
36:00from soup to nuts our sales process from prospecting to outreach and all the way through so it's a really
36:09involved series here then the needs analysis and then part three we're going to go through our new
36:15proposal process reporting further further information on reporting and then new sales collateral which
36:22would be great to showcase on this session anything else that you guys want to see please reach out to me
36:27directly we did build a button on the on the bottom of beasley academy's home page for you guys to request
36:34anything you're looking for so check that out as always today's course will be under thursday's
36:41training tab in beasley academy please go and take the quiz it's only four questions please take it
36:48by the end of the day friday and then reach out with any questions to me directly to the team
36:55i did see a question here posted on um i'm gonna i'm gonna read some of these questions posted here
37:02and then i will also post these on beasley academy so there was a question about burrell data is the
37:10burrell information pre-covid or post-covid so maria armand responded in early june this data will be
37:17updated with data during the current times of covid for now if you focus essentially on businesses on
37:23these lists it gives you a lot of really good directional information okay any other questions you see team
37:32you see team
37:37no i think the others are being answered it looks like or there are several that are the same that
37:41we can answer okay okay great so i will organize this for you all and put it on beasley academy make
37:48sure these are all answered and then that's it for today i hope you guys enjoyed the session and
37:54we'll see you um next thursday thank you thanks everyone bye everybody