A Major New Release of AbacusPCR "Print Cost Recovery and Print Tracking Software" is Announced

Today PlanWell Technologies is pleased to announce a major upgrade to its Abacus PCR print cost recovery software. Used for keeping track of printing costs and reimbursable print jobs in both an office or professional print production environment, the Company highlighted the software’s new features and functionality while maintaining the easy-to-use interface that has been a hallmark of the application since its general release in 2008.

“Once users see how much money they can recover by tracking reimbursable print costs, demand for expanded tracking capabilities spikes quickly,” said Jonathan Styrlund, product manager for Abacus PCR. “While simplicity is the key to Abacus’s popularity, once users see the potential for greater profitability, they want to capture more and different kinds of data and greater interactivity with other systems. Our new functions go a long way toward addressing those needs.”

New features in the latest release include:

• Print Retrieval – allows administrators to hold print jobs in a printer’s queue until the recipient is physically at the printer to retrieve them in order to avoid forgotten or wasted printing, and to increase security for confidential documents.
• Rules-Based Printing – sets permissions and parameters for jobs to be printed on higher-cost devices.
• Color Recognition – detects color print jobs even when sent to [multi-function] printing equipment.
• Cisco Call Manager Integration – allows the ability to track job-related phone calls and other non-printing functions such as laser cutters [and other finishing equipment].
• Third-Party Integration – includes the ability to assign project information from applications such as Newforma and PlanWell EWO to reduce redundant data entry and enhance the level of detail assigned to a print job. Printing equipment from Konica/Minolta and Sharp have also been added to the equipment Abacus can track.

For a complete list of the features and capabilities of Abacus PCR, visit http://www.abacuspcr.com/. 

If you would like to join us for a webinar that hightlights the newest features of  AbacusPCR 3.5 please sign-up by visting the following link.

Thanks.....Shaun

"Cloud Printing Services" Reprographics on the Cloud

The economy has had a major impact on the AEC industry over the last couple of years and as a result has forced many AEC firms to change the way they do business. The Great Recession has been a wake-up call for almost all firms in the Design and Construction Industry. Companies have been pressured to reevaluate their core competencies, work behaviors and workflow processes; all with the intent to keep costs down, increase productivity and stay alive.

While most AEC businesses are cutting costs many are looking for project opportunities outside of their traditional geographic areas. As your customers become more digitally savvy and begin to realize the power and efficiencies of using the Internet (Cloud) as a cost effective means of sharing and distributing project information the need for traditional local reprographic printing is going to continue to contract. Your customers will use the cloud to participate and manage projects anywhere in the world.

What does this mean for the future of reprographics? You don’t need to be a rocket scientist to project the impact this change in behavior will have on your current and future revenues. The basic premise that many of you began your reprographics business (production equipment offering centralized production printing and distribution) is being challenged on a variety of fronts.

First, clients are working with application software to create digital documents and they are sending print ready files (emailing or FTPing PDF files) out for distribution-- diminishing the demand for traditional production volumes of reprographic services like scanning, copying and printing.

Secondly, printer manufacturers continue to introduce low cost MFP devices (both LF and SF) with the goal of having convenience MFP’s in all firms of any size; again further eroding the demand for centralized production printing.

Thirdly, the advent of widely available mobile devices with interactive displays and significant computing power has redefined how people request and receive documents and marketing collateral, but has not eliminated their need for relevant printed materials (Garner). This last challenge should actually be viewed by reprographers as an opportunity.

The fact that printing will still be demanded is a good thing. The problem is, it may not be printed in the volumes of the the past or in your repro shop at all but; rather at the customer’s office or maybe in some repro shop across the country or across the Atlantic or Pacific Ocean.

So, in order to address this new paradigm shift, reprographers need to think about the opportunities to provide some type of Cloud Printing Services.

Cloud Printing Services (CPS) is a buzz word that you might want to start introducing to your customers. According to Gartner, Cloud Printing will grow to a multi-billion dollar industry in the US alone. If you want to ride the wave and let your customers leverage the power of the Cloud you should promote digital document distribution and cloud printing to your customers.

Here is what Gartner is saying about Cloud Printing.

“Cloud printing services (CPS), driven by the commoditization of print and the growth of electronic communications, has changed how, when and where people access print. CPS's "anywhere, anytime access" will drive rapid acceptance by global 1,000 companies. Print technology providers must anticipate the reduction in print volumes as pages transition to video and voice messaging by partnering with the leading players in unified communications and collaboration (UCC) to provide users with a complete solution that includes context-enriched content.”

Summary

To help our members and other reprographers position their businesses on the Cloud the PEiR Group has been busy developing Cloud Solutions for the AEC market that can be marketed by the Reprographics Industry. The solutions involve Cloud Computing Technologies (PlanWell Enterprise, PlanWell Collaborate SubHub and iShipDocs) education and training (best practices for sales and production personnel) and professional services (support , customization, advanced training and consulting).

If you are interested in knowing more about Cloud Printing Services click here  for our whitepaper.

Thanks ….Shaun

PEiR to Power Sales with New 2011 Theme

Over the last few years The PEIR Group has used centralized themes to help our members focus and rally their businesses toward facing specific trends, challenges and practices in the reprographics industry.

In 2010 our theme was Innovate 2010. The idea behind this theme was to help our members and us (The PEiR Group) to review and assess how things were being done in all key functional areas of our businesses and to identify areas that could be run more efficient or ways that our customers could be better served.

Many of you were innovators on a variety of fronts: introducing new products and services to existing customers; identifying new markets and clients to serve were some of the most successful innovative approaches we observed in 2010.

In 2009 and 2008 our theme was Strategic Moves. What strategic moves were made back then you may ask? Many reprographers recognized the need to position their companies towards subcontractors and general contractors. Others realized the need to move into display graphics and make investments in flatbed printers and electronic cutters.

As we look back over the last 12 months, I think you will all agree, 2010 was one hell of a year for reprographic companies and their AEC customers!

In the US, many reprographers experienced double digit declines in revenues due to the Great Recession. Some repro firms were fortunate in 2010 and had small declines or in some cases small increases in sales. In talking with those company owners who reversed the industry trends most attributed their good fortune to their unique markets and/or their diverse mix of customers and services.

Throughout 2010 the recession had a major impact on all sectors of the Global Economy. In the US, the unemployment rate began the year at 10% and remained steady for most of the year. Just recently the economy is beginning to show signs of growth—however it is not coming from the AEC marketplace.

The US construction industry’s unemployment rate began 2010 at 24.7% (highest on record since 1976) and ended the year somewhere around 18% (the highest of any industry and roughly double the overall unemployment rate).

The Architectural and Design community also suffered significantly in 2010. Unemployment statistics for architects indicate that approximately 13% of all architects are unemployed and in some communities, like Phoenix, 20% of the architects are unemployed. As the year progressed the AIA’s outlook for Architects was mixed; November Architect Billing Index began to climb to 46 but in December the index dropped 3 points to 43 (indicating that there are still more building jobs finishing than starting).

So what is in store for reprographers in 2011? The beginning of a whole new business cycle (recovery)! The big run up in construction projects has ended and the new normal is what we can expect. This means projects will begin to be reintroduced to investors, design firms will begin doing a lot more preliminary project design, construction companies will be going anywhere they need to, to find new projects and, everyone will be in need of marketing and sales support.

In order for reprographers to be successful in 2011 and beyond, they will need to stay close to their existing customers, prospect for new customers and new projects and develop new products and services that are relevant and purposeful to the project stake holders.

Reprographers must realize that technology (digital files and the internet) has disrupted the reprographics industry; new digital workflows are being implemented throughout the project life-cycle and as a result drastically reducing the need for prints. Reprographers who think that print volumes will return, as in past economic recoveries, will be in for a real shock.

So what should a reprographer do? Reprographers need to have a sales culture that empowers their employees to sell other stuff besides printing. What stuff and how?  We will get to this in later posts!

I think we all agree sales are the key to your company’s success. If you noticed (above) sales and marketing is key for your customer’s success also. So if we all agree sales is vital for success; how do we learn to be more effective at selling and at the same time helping our customers become more successful?

This is where our theme of SalesPower2011 comes into play.

The PEiR Group will be sharing strategies and offering training programs to help improve your overall sales effectiveness. However, in order to be successful in sales, it is essential to have the right products and services that your customers are looking for. So in addition to sales help, The PEiR Group will be sharing ideas and strategies for selling the right combination of products and services that will help your customers be more successful!

So let’s not dwell on the past and let’s get out and talk to our customers and prospects and find out what they are doing and identify some of the challenges that they are facing and how you are postioned to help solve them.

Happy New Year...Shaun Meany

PlanWell Collaborate & AbacusPCR Awarded BERTL's BEST

If you are familiar with BERTL you know that it is recognized as one of the leading business equipment research and testing labs in the world.  Manufacturers like Xerox, Oce, Canon, KIP, HP and others submit their products to BERTL for evaluation every year. 

A BERTL’S BEST Award is a big deal to these manufactures’ as this rating helps to raise the credibility and competitive positioning of their products in certain market segments. 

Today we are pleased to announce that BERTL has tested and rated several of ARC’s software products and has given them  BERTL BEST ratings in their respective market segments.

AbacusPCR was awarded Best Print Tracking Solution in the marketplace in 2010.

According to BERTL,  AbacusPCR:

• Is a fast, comprehensive and easy to use cost recovery tool.
• Tracks all printers and copiers by; user, project, client or custom criteria as business requires.
• Has the ability to import or export any data for easy integration with any accounting system, ERP or other Business Management Tools.
• Integrates with on-board technologies of devices manufactured by KIP, Océ, Canon, Ricoh/Savin and Konica Minolta.

PlanWell Collaborate was recognized as 2010’s Best AEC Project Management and Collaboration Tool.

According to BERTL, PlanWell Collaborate’s strengths are as follows:

• Cloud based project management application requires no hardware, software or training.
• Unique and Innovative Integration with Outlook allows for an efficient Project Team Communication tool.
• All notifications reviews, comment distributions can be done through Outlook.
• The project calendar can be cross-referenced with the team's calendars.
• Notices can also be sent to non-team members through this system.
• Visual updates allow all team members to actually see the progress of the project.
• Knowledge base is accessible to all project team members on the cloud which eliminates time consuming documentation.

For the complete BERTL Report on PlanWell Collaborate click here!

Who is BERTL?
 The Business Equipment Research and Test Laboratories Inc., (BERTL) is an independent testing laboratory whose purpose is to provide objective, independent product evaluation reports and comparative analyses on imaging devices and software workflow solutions.


In order for reprographers to offset the declines in traditional printing they need to introduce new and relevant services to their AEC clients. Software tools like AbacusPCR and PlanWell Collaborate are examples of best in class technologies that can go a long way in helping reprographers diversify their businesses, while at the same time, generating high margin sales.
Let us know your thoughts!   Shaun

PlanWell “Spring 2009” Release Underway

Most of you know by now that the long-awaited upgrade to PlanWell is currently underway and that most of those enhancements went into effect over the weekend – making the software even more intuitive, more convenient and easier to use.

PlanWell Tech Support reminds us to test and verify that your console runs exactly in same manner in the production environment as it did before the weekend upgrade. If you have any post-release production issues call the Tech Support number at: 510-403-2444.

The PEiR Group and other PlanWell Enterprise Licensee's are scheduled to switchover to the new release Feb 23, 2009.


But if everything goes as expected the new release of PlanWell will provide its users a more robust and easier-to-use Address Book function; automatic matching of bidders to trade packages; a more intuitive user interface and simpler navigation – along with enhanced BidCaster capabilities.

Many long-time users and sellers of the online application are saying this is the best upgrade since our venerated planroom hit the streets back in 2000! Make sure to familiarize yourself with the newest enhancements.

As ever, we’re extremely eager to find out how the upgrade went and if the new enhancements work for you.

You can review the 2009 PlanWell Enterprise review notes on The PEiR Group website in the library section.

First "PlanWell U" Gets An "A" From Attendees...

By Shaun Meany
The PEiR Group

Last week we had the pleasure of hosting the first-ever PlanWell University for PEiR Group Members.

Members flew in from all corners of the country to attend this intense two day, hands-on school. Joining me as instructors for what we quickly dubbed "PlanWell U" was veteran mentor Dan Davis, PlanWell Trainer Ross Gage, PlanWell Manager and Director of Technical Support Arvind Saxena and Demetrius Wallace respectively, as well as PlanWell Training Consultant, Roberto Roque.

We used a combination of lecture and hands-on assignments to deliver the training and there was a definite buzz as "students" grouped into project teams to tackle their assignments. We centered on a fictitious civic center project that was going out to bid. It required that each team post the project’s bid documents to a separate GC’s planroom. Students learned how to create their own projects and add drawings, specs and project users. After completing the project set-up they were required to send project notifications to subs using both the package notification and BidCaster features. Many of the students commented that they had never seen the full workflow before - creation of the project at the shop level, logging in as a project user and performing the various PlanWell functions (placing orders, updating the project address book, creating packages and sending notifications).

In our planning we knew we would have students with various levels of PlanWell experience. In order to ensure that each team would be successful, we were careful to assign both experienced and inexperienced users to each team.

Feedback was overwhelmingly positive. Many wanted more hands-on time but also were mindful that the school was developed to cover the complete project workflow and that we had to move along pretty fast to cover all of the material.

In addition to learning how to use PlanWell in the production and users environment we had a chance to take the students over to the PlanWell Data Center and show them the resources behind the PlanWell product.

When the "teachers" can say they had a good time you know you've had a successful session, and we heard just that from trainers and students alike. We'll be adding comments from class evaluations taken after the session, look for them in the "comments" section we'll post at right and find out what your colleagues are saying.

All in all, we enjoyed the experience, felt that everyone benefited from the experience and saw the glow of appreciation and greater understanding on the faces of those who attended.

It was great for us, too. We're so glad you were all able to join us!

Looking forward to more of the same,


Shaun Meany
The PEiR Group

PlanWell University Draws A Crowd

Early photos of last week's "PlanWell University" in Fremont, CA.

If you've called The PEiR Group about PlanWell recently, you've probably talked to one or more of these "PEiR Pros."

From Left: Nicole Sisneros, John Bidwell, and PlanWell training consultant Roberto Roque.

Look for our story, and more photos of the gathering in Fremont, on these pages. And thanks for coming!

Signups Almost Over for PlanWell University...

You've only a few days left to sign up for PlanWell University... don't get left out in the cold!

Date: Dec 4-5, 2000
Place: Fremont (cal) Marriott
Start Time: 9:30am

PlanWell University is an intensive two day, hands-on class dedicated to instruction on the operation and functions of PlanWell Enterprise, BidCaster and EWO. When this class is completed, you will be able to easily obtain certification on the PlanWell Enterprise system. This class will be tailored to each individual.

To sign-up, please click the link at right to complete the registration form and Attendee Profile Sheet.

PlanWell Goes Global

By The PEiR Group

As global markets change and The PEiR Group expands its offerings to meet new demand, we can't help but notice the mission of late has been to “spread the Word of PlanWell™.” New numbers indicate a global acceptance of our chief offering.

“With sales of US$11 million, 180 PlanWell systems (both PDS and Enterprise), and 74 MetaPrint licenses since Q4 2002, PlanWell has become the industry standard for independent reprographic companies,” Shaun notes.

Widely embraced by independent reprographers in Australia, the U.K., and Canada as well as in the U.S., PlanWell has been on a roll, but in March of this year, global demand ramped up even more as several new international channels opened to expand our reach.

KIP Channel, Lewan Enterprises (a subsidiary of Xerox), and Catalyst Business Partners are re-selling the technology in India, the Gulf region, and France. KIP UK is offering PlanWell in Great Britain, and Australian reprographics giant Tecnoprint is re-selling it Down Under.

Despite widespread attention to a down-trending market in the U.S., new sales continue to come in.

If you've heard about PlanWell but are not sure of what it can do for your shop, you may want to check out the demo on the upper right portion of Point of View. Click the link and it will take you to an excellent flash demonstration of the offering.

Thanks for all your feedback!


Shaun

“Get Your Plans From PlanWell:” Ascension of an Online Planroom to a New Role as Industry Standard

By The PEiR Group

Phone calls from sub-contractors looking for construction jobs committed to the centralized planroom known as “PlanWell®” dial into The PEiR Group offices at the rate of ten to 20 a day.

Nine times out of ten they all say the same thing: “My General Contractor told me to get my plans from PlanWell®. How do I get PlanWell®?’”

For many sub-contractors PlanWell® has become a place – a vast, secretive repository of drawings, documents, and sets. Few realize PlanWell® is the brand name for a powerful, Web-based application and product suite built to organize and archive the drawings needed to construct a project from foundation to capstone. Fewer know that PlanWell® has become the source of designs and drawings for projects the world over, and has quietly ascended to a role as industry standard for the organization, distribution, and tracking of construction plans and their network of users.

(To find out more about PlanWell® and what it can do for you, click HERE and run through the tutorials.)

PEiR Group representative John Bidwell says the number of daily calls from inquiring contractors spikes significantly when bids go out through PlanWell®, evidence of the extent to which the industry is tied to the PlanWell® product offering.

“What we’re seeing is that when ‘Bob’ from Al’s Roofing calls in to access a job his GC has told him to go to ‘PlanWell®’ and that’s when he calls us,” Bidwell says. “They’re not being told they can access the planroom through their local reprographer – which is the optimal process for both the sub and the printer.”

The PEiR Group has embarked on a comprehensive “Powered by PlanWell®” campaign aimed at teaching sub contractors that the product is not a brick and mortar print shop, but an easily obtained offering available at any of our locations.

“They’re being told by their general: ‘Get your plans from PlanWell®,’” Bidwell says. “And we’re saying that contacting your shop is the best way to do that.”

PEiR Group analysis of the PlanWell® product suite reveals what our customer service people already know: that employing PlanWell® systems makes the process of managing construction plans on the Web easier, faster and more efficient.

The growing number of tech-wary subs pushing through their hesitance to use an online planroom are finding that doing so gives them access to a powerful new tool. PlanWell® allows them to manage all project plans and specs; track users so they know who got what and when; compile a historical record of changes made to the document as it proceeds through all phases of construction, and provides for the safe archiving and file storage of a project once completed.

“Initially, they’re apprehensive of the technology,” PEiR Group President Shaun Meany says. “But once they find out what PlanWell® is and what it can do, they’re converted.”


PlanWell Training and Certification
The PEiR Group has recently streamlined its PlanWell Certification Program.

To get more details, please logon to the PEiR Group Intranet by clicking HERE. In the library section, you will find program details under the PlanWell Certification category.

If you have any questions, please contact PEiR Group Customer Service at 925 658-0200 for immediate assistance.

The 2008 PlanWell/PEiR Conference Tour

Coming to Atlanta, GA Oct. 21, 2008 and
Dallas, TX, Oct. 22, 2008

Find out how two of the biggest names in reprographics can help you meet the demands of your market and grow your business towards a profitable future.

Join us for an intensive one-day look at how proven best practices coupled with innovative technologies can position your company as a leader in today's highly competitive reprographics marketplace. There is no cost for these events.

Lunch: Included

Agenda:
 Introductions
 Industry Update
 Managing for Profit in a Recession
 Selling to the Construction Market
 Digital Services (Billing Codes & Charges)
 Developing Incentive Programs for Customers & Employees
 Expanding Sales Outside of AEC
 Update on Technology
 Equipment Vendor Update (Year End Promotions)

To reserve your seat today, call 925-658-0200.

or click either of the links below for the conference you would like to attend.

Atlanta sign-up link: Click HERE. (October 21st)

Dallas sign-up link: Click HERE. (October 22nd)

SPECIAL NOTICE: By attending the conference you will be eligible to win a free license of MetaPrint ($6995.00 retail value) quickly becoming the standard print management tool in the reprographics industry.

To Russia... And Just About Anywhere Else, With Love

By The PEiR Group

It's a Digital World, folks. How do we know that? Well, take the story of an Illinois reprographer who encountered a new type of customer and put on her thinking cap to solve his printing needs recently.

“He had a print with him, eight folds, in A4. He was spending a lot of time working on it in-house, and it was tying up his resources,” she says. “We looked at it together and it turned out it was for a job he’s doing in Russia. He said: ‘Can you help me with this?” I looked at him and said: ‘sure.’”

Now, some might call that a brave statement from someone who has been in the reprographics business only since January and who has never attempted a Remote Print job before. But this stalwart businesswoman says it never entered her head to say “no.”

A lot of things did run through her head: the precise location of “Sochi” in the Russian Federation (three hours outside Moscow and the site of her client’s dual-tower project), the fact that she doesn’t speak a word of Russian, and the vague knowledge that Russian tanks had just entered neighboring Georgia.

“I had no idea how any of that would affect the job,” our fearless heroine says. “When I told the customer that I could help him I don’t know if he quite believed me.”

Swinging into action, she discussed the job with her PlanWell Administrator and put the entire package together really quickly -- then ran the whole thing by her client. He agreed to everything she quoted.

We’re not sure how to say “went off without a hitch” in Russian, but that’s what happened. Once the initial test run was over I said to myself ‘Oh, my gosh, we’ve made contact with Russia,’” this reprographer says. “Now that we’ve proved we can do it, we’ll be doing a lot more of it. When I go out to sell our PlanWell and Remote Print offering in the future I know my excitement will come across… it’s an amazing solution.”

Product Rollout: Introducing PlanWell EasyPrint for KIP!

At IRgA earlier this year, PlanWell and The PEiR Group released a fantastic new product, one that establishes the GOLD standard for planroom features.

This new feature from PlanWell and KIP connects KIP printers directly with PlanWell Enterprise, the world’s largest planroom.

Your customers will have touch-screen access to their PlanWell documents via the KIP IPS controller. With just a few touches, your customers can be instantly viewing and printing their PlanWell documents! It’s as easy as pointing your finger.

This new technology is compatible with all the KIP IPS systems (including your existing FMs), however it is ideal when paired with the new KIP3100, also released at the IRgA.

The new KIP 3100 significantly improves the KIP 3000 technology, already the most widely distributed wide-format LED machine. The 3100 is 50 percent faster than the 3000 and features other improvements as well.

This partnership between PlanWell and KIP has allowed us to bring you this technology. The PlanWell EasyPrint for KIP technology sets PlanWell apart from other planrooms by offering jobsite and convenience printing like nobody else can.

The Art of Bid Communications

Bid Day - GC Presentation Objective:
Our objective was to bring in a local project manager from a General Contractor and get an idea of what the bid day looks like from a General Contractor’s perspective and what a reprographer can do to earn or lose his business. What we received were discussions of several key concepts:

Loyalty - Does it Exist?
PEiR Learning: If saving a GC a lot of money still does not generate loyalty what will? While nothing may guarantee loyalty here are some things that may help:
• Stay in touch with your General Contractors on a weekly or bi-weekly basis. No news is not always good news.
• Communicate often that you value the GC’s business while allowing the GC to identify how much value they receive from your service.
• Become that trusted advisor by knowing their business and interacting with their clients.

Fees and Services – It should be free!
PEiR Learning: Time and again our General Contractors still only see us as providers of paper. The next time your General Contractor says it should be free, ask them to build another 10,000 square feet onto your shop for free. While this may not be a good idea, it underscores a reality that we should bring into the discussions of the following concepts:
• We provide more value than paper prints.
• We must help them understand this critical point as the digital age is upon us.
• The amount of money spent on paper according to our GC may be less than 1% of job costs yet we are the most critical aspect of the bid process. There is value in what we offer.

Efficiency – “One Stop Shop”
PEiR Learning: Without a doubt Sub-Hub, Bidcaster and Planwell provide this very functionality for General Contractors. If we are not offering this to all of our A/E/C prospects and clients someone else will and then we will be forced to compete on cost per square foot on paper. This will reduce our efforts to being little more than a Vendor as opposed to leveraging the relationship and resources you have invested and worked so hard to achieve.
• Ask your General Contractors about their current bid process and where the feel it needs improvement.
• Identify (in actual dollars) the impact inefficiency has on their process. At that point you have already built your case for additional service fees such as document management fees and digital download fees.
• Talk to the solutions Bidcaster/Planwell offers to the entire process from planning to project closeout. You will always identify areas that will highlight how valuable you are to the process.

Confusion – “We know what we need”
PEiR Learning: PEiR members helped our visitor identify the fact that the process he feels is one stop shop actually isn’t, and from a higher level is less efficient process than he already has with a BidCaster/Planwell offering. How we can help with confusion:

• Identify if the process they are using leads them to the goal they are trying to achieve.
• Is the GC solving a problem and creating another?
• As the process changes you will need to help the GC identify potential changes to the process.

Conclusion – Be Prepared

Obviously, we can never know in a live scenario where our General Contractors will lead us. The best thing we can do is be prepared with as much information as possible and keep trying to identify what the General Contractor really needs. THIS IS WHAT MAKES BEING A PEiR MEMBER SO IMPORTANT! Our group has the best minds in the business and sharing the best practices and hearing what is good and not so good in our processes and systems will continue to drive our success. We look forward to your participation in our next meeting and upcoming road shows.