Proactive, Post-Sale Order Management | HubSpot Admin HUG | 01.09.2024

Foreign.

I am Chris Carolyn, co founder and head of revenue for conveying your.

Message and I'm Celine Maloof, co founder and head of content.

We have a combined 25 years in the manufacturing space. We both started out technical backgrounds, trained engineer. I started out as a bench chemist and we found our way over to marketing, sales, digital HubSpot land and love every minute of it. Today we're going to talk about what the current customer experience looks like from the perspective of post sales order management and order tracking and order status. What we're up to with our delivered solution and and then we're going to open it up for really Q and A some demo time. Kyle's going to get involved and we're going to have some fun showing off the tools inside of HubSpot. Just some quick disclaimers. You're going to see customer order and order used interchangeably today in the sense that orders as a function inside of HubSpot is already here right now. It behaves as a container for data related to these three integrations and much in the way if you remember when invoices started appearing you could only access it through QuickBooks. That's kind of what orders is right now. There's two ways to unlock it. One is if you're using one of these integrations. Another one is if you're using Product History Card which is a private beta. I highly recommend if you are tracking any kind of closed one deals that have attached line items but when you open that up you'll get this screen and you won't be able to move any farther. So that's orders. So in anticipation of that we are using customer order as an as a custom object and that's what you're going to be seeing today. Customer Portal versus Delivered Portal. We are not using any of the structure tools, anything related to the native customer portal that comes with your service hub instance. Today I have this screenshot. You know most customer portals out there are are built for support tickets, you know, reaction break fix, help desk stuff. That's not what we're talking about today. Again we're trying to be proactive, give a self service information related to order status, order history, you know stuff we think customers are looking for. So that's what we see on the right and that is our delivered portal and just wanted to make that differentiation not going to go through all these some key things that we're doing. Again everything you're seeing today is native is using HubSpot functionality. The keys to note are CMS, Hub Enterprise primarily to take advantage of members membership functionality and custom objects. Also operations Hub Pro is involved for some custom coded workflow actions.

So the current Experience the current customer experience in the B2B space, especially in the industrial manufacturing where supply chains can significantly affect your lead times, visibility is lacking after the customer pays. Very few of the widely adopted tools can provide a B2C experience in B2B. But here at the Admin Hug we know that HubSpot is that tool and we're going to be showing you how it can be done in a time and cost efficient way. It's as simple as providing a domino's pizza Tracker for the B2B experience. Why it's important is because the modern customer facing teams are getting crushed. Expectations have been set by the consumer space by the likes of Amazon who provides an easy experience that shows you all the information on each item in your orders. These expectations that are being set during our consumer time are being brought into the business world and to be honest, why wouldn't they? During COVID the B2C side has shown us the possibility of addressing uncertainty through constant communication. So when lead times become unreliable in B2B customers get frustrated. They can reach you from anywhere through emails, calls, even on social media. Modern social media managers know the pain and reps are now being inundated and overwhelmed leading to revenue loss that manifests through missed orders in the email inbox. Everybody here is a super admin of sorts who has done their best to make things work inside of HubSpot. Fairly recently HubSpot added line items and sales teams were very excited. But order management teams quickly realized that they are not what they expected for post sale management. Order management teams need not just an instance of a product but a full fledged object that can be managed independently especially for physical products that will be shipped. These teams need to document and track all communications for each individual line items. You know as a as a cover you're behind kind of situation. So I would like to ask everyone here who has tried to make line items work beyond something that can support quote creation once a deal becomes serious and ready to quote. If you have, you will know that bulk line item management is fairly tedious. You cannot update line items through imports or through automations. You can only create new line items. So updates are either done manually or through the API. I see a lot of people in the chat saying that they've tried, you know the struggle, you know how hard it is. In fact Chris and I, we've worked together before. We joined forces here at Conveying your message. And we've been in a lot of instances where we had to update bulk line items in the thousands. And believe me, even me as someone who's very adept at spreadsheets, even then that was a really impossible task to implement in a permanent way.

Yeah. And I did my best to be a good admin and not create a custom object for something that already exists in the system. Kyle was one of the people I talked to before I went to down this route to make sure. Is there any way we can do this? I'm not seeing it here. Even the ERPs that we're working with, just the way that they set up line items, which the more I learn about this makes sense. Line items are built to be this kind of malleable thing, especially in HubSpot, to where each time you see them and edit them, they become a new thing and they're not connected to the old thing. So once I gave myself permission and through the permission of others to create a deliverable object, all of a sudden the world opens up as far as how you can manage this stuff. Post sale. So we already talked a little bit about the order object. Saw some people in the chat saying, you know, they have sales orders, other things because this is always what happened. It just hasn't happened in HubSpot like after deal closed one the next step is almost always order. Right. If it's going into another system for fulfillment. And I think something interesting that we're not, might not get into today, but as you start to see what we're building here and as HubSpot goes full customer platform mode. Right. We don't necessarily always have to go the route of making HubSpot match the ERP right. And other systems outside of it. If we can do customer communications well in HubSpot, let's, let's give that data model some credit and see how we can, you know, combine with other systems effectively. So we designed the deliverable object to be a catch all for all goods. That's why I chose the name deliverable. I feel like in most cases, if you receive or if you give somebody money for product, service, whatever, what you get in return can almost always be classified as a deliverable. So that's the idea here. And using, using custom object pipelines is a way that we think you can, you can use this kind of catch all object and sometimes I refer to it as the customer success object that you can use it in a way where you don't have to create a different custom object for every, every type of product or service that you sell. Right. We're using the pipelines to differentiate that. And since we can use those pipelines, we can set up different stages for how whatever kind of project management or manufacturing process that needs to be done. And these are the kinds of things that this data is already happening in systems like erps. There just hasn't been a place for it to come over. And if we can bring it over into HubSpot, all of a sudden it makes it a lot easier to communicate it with our customers. So this whole idea of a B2B pizza tracker all of a sudden becomes very real because we usually know where the data is. Now we have a place for it connected with cms. There you go. So before I go through the process real quick, just want to check, haven't been monitoring the chat real well. Is there any questions out there? We good to keep going?

Looks like you're good. You have a lot of people agreeing with the pain that you're explaining, so I think you're good.

Sharing their workarounds and yes, yes.

Oh, thank you for highlighting that. That is one of our goals with all of this. Right. Like, I applaud everyone for their creativity when it comes to, you know, deals and tickets in trying to handle these things. But the way we look at it is deals are for sales management. That's how they're designed, that's how they're meant to work within the system. If you receive an order or you have to manage an order and there was no sales management process, why are we trying to force this into deals? Right. Same way with tickets. It's a very reactive help desk type of thing. So let's not do that. Same thing with ERPs. These are not managing, they're not meant to manage customer communications. So let's not ask those systems to do what we're trying to do here. Right. So this is, you know what I see when I, when I think of customer platform and where HubSpot's going. Like customer communication is that thing that's going to differentiate businesses from a customer experience perspective. If you can do that. But you can now you have the tools. It's just about the decision to, to do it. So real quick, got some kind of analytics, event form fill, phone call, email, you know, creates contact and company object leads into the deal process. Creating a deal object with some line items. Line items can be usually supported by the product library, but we can make up custom line items on the fly as well. And again, once line items are attached to the Deal, they're like kind of severed from the product library. And any kind of edits we do are not going to be looking back at the product library for reference. Same goes for when you create quotes. And basically anywhere payment links, anywhere that you're adjusting line items, it's like a new version of that thing existing in the system. And we need that helps immensely with the sales process and customer experience of buying makes it a lot less friction. So we need that to do that thing. But that's why it can't do these other things that we need post sale. So, so we have some line items, if they're ready to pay, you know, got a purchase order, credit card, whatever, we can move forward on a closed one deal. We're creating a, an order record and a set of deliverable records that are matching the line items that were on the deal at the time of closed one one to one right now. So five deliverables equals, or five line items will equal five deliverables. Deliverables will be associated to orders and the primary contact on the deal. Okay, so very quick run through of the process now. I'm going to kind of get into the, get into the demo. Any questions before I jump in there?

I don't think so.

Let's see if we can do this. All right, so I'm in our HubSpot on a contact record. This is the product history card that I'm talking about. Still in private beta, I believe. And because this guy is such a, a loyal customer, he's done all these deals with us. We see he's got a product history here and actually lots of product history. And this is the kind of thing that we'll share some videos and other resources after this. When you're helping a customer live on a call like this is truly in a place where this can be the home base for you. You know, Kyle mentioned the upcoming CRM card session, right? This is going to be home base and you should be able to get all of your information from this one place. And when you can do that, it makes time like so instead of, you know, trying to find all this information, you can start providing value and context like right away for the customer. Make sure you're making sure you're rapport building and stuff like that. So let's say, you know, Chris calls in, wants to place a new order, we click add deal here and now we're going to add a line item and let's say we want another one of these that we like so much. Going to create that Brings us into the deal. And now we've got line items. Come over here. Go to closed one, give it a couple of seconds. As I do that I'm going to show this is our portal view. These are all current orders. Before I did that. Let me just put this over here so we can switch back and forth. I'm going to refresh the screen. So now we have our customer orders here and click into that and we have our deliverable that was created off of a custom Coda workflow as well as the customer order. And now over here, refresh. We've got our new order on the bottom here and if I click into here I have tracking related to like we just received the order so it's an open stage Qlik ZT see some details and we got some auto loading dates right now. So pretty straightforward. I'll just show one more thing as we click on the deliverable and say move it through our process here. Say it's in production and now we see that updated on the tracker a little bit behind the scenes here. Since I'm over here, look at edit page. Using some tokening here and this is a module and the thing I love about CMS Hub, which is really where the power comes from when you start to connect it to the CRM is I could put this module on any page on the site, right? And it's automatically going to pull from, from the place in the CRM that we have right now. One thing to highlight is let's say you, you serve a diverse client base and for me right now as I log in I'm seeing, I'm seeing fields because I'm listed, I'm on a list that's referred to as manufacturing. I'm, I'm, I'm classified as somebody who's in the key market of manufacturing. So that's why I see ship, date and some other fields that might be more relevant. You know, as we get into things like shipping addresses and stuff like that makes sense for, for that group shipping around, you know, hard goods. But right now if you look at default let's say come into here, we've got our settings easy to match your branding. Again this is CMS Hub and it's on a subdomain. Whether you have a website in HubSpot or not, you can just add this right alongside of it. I started thinking earlier today to connect the.it's just as easy as, as like starting a blog if you want to like right next to, you know, your current website. And I highlight things like that. Cause in my experience it's always been like, oh, we have this thing already, we have this process already. It will be too hard to change those things. So we cannot do this very easy thing that we all know would be best for the customer. Right. HubSpot removes that excuse if you want it to. So again, the hardest thing for most people I think is going to be deciding to do this right? Deliverable properties. This, like when I first started getting to know how this worked, like just the ease of being able to add properties right after I add them in the CRM and now I can see them on the screen. Like it's just such a, such a beautiful thing. And you saw before, like I wasn't seeing start date, end date, renewal date, which might be like, you know, a SaaS or you know, agency project type thing that the customer cares about. I wasn't seeing that because I was in manufacturing. Now all these are on, could be on the same deliverable record. Right. But we can control, you know, which ones are being seen via these, these context, these smart rules. Smart rules, right. Because the other thing we, we want to solve for and now we can, is when you have all these different people involved in the sale. Like you have a buyer, purchasing agent, project manager, right. They're gonna, they're all gonna have logins. They might all be attached to, you know, the order or the deliverables, but they don't all have to see the same things. Maybe we've got list lists for them. Right. And last thing I'll show before we get into. Actually, I think I'm going to let Kyle show that. Any questions off the top? Went through it pretty fast because it's pretty straightforward at the end of the day. And I can say between the custom coded workflow and this interface that we're looking at here, maybe 30 hours of development total. That's large in part because of how robust HubSpot is as a system overall. That's not counting the moments where I'm like, oh, it would be cool to have this field on there. Let me go just do that real quick. And it takes five minutes. Right. There's some hub DB involved here too, because we're using the custom objects that helps manage all the different pipelines and how they're shown. Also supporting our learning center here. But yeah. Any questions before we start having some fun with Kyle?

Let me in, coach. Oh, go ahead.

Well, we have a couple people with some trains of thought. So let's see. Nick from Fargo says current train of thought field service management solution plus Portal as a part of our HubSpot builds in lieu of completely separate FSM app. So there you go.

Choo choo. That is the right train of thought.

My friend and Alex said. Curious. Have others had issue with corporate networks filtering the invite to the membership? Because you had. There was a question about is are we using the memberships to serve up this information?

Yep, if it's email. So I'm you don't want to talk to me about email, that's for sure. But if, if anything involves email right now it is at risk of not working the way you want it to in my opinion.

And then we do have a couple on the Q and A and how easy is it for customers to log in and are we using a magic link?

Pretty easy. So the way the membership works, there's actually a membership email property in HubSpot and then they get added to a list that's decided like this is the customer list or this is the list that we want to see private, private information. Once they get added to that list then they will get an email to, to set it up. Awesome.

To build on what Nick from Fargo was talking about, what we're showing here at its core is basically custom object in the CRM that is being surfaced on cms. So any solution that you can think of that you can build on custom objects can be surfaced on the CMS using the memberships and what we've shown today.

And I can tell you I've been that the HubSpot guy thinking everybody should, thinking everything should be way easier than it is when I go and I like you know, see what's happening with even in other CRMs but usually ERPs, websites. And I've been learning more and you know, you get those answers like oh, we haven't changed that in a long time, right. Or we can't change fields that easily or like the goal here is if we, if we center ourselves around the customer experience that we want and we know that they want things like ship date tracking number, all these things that they're calling and emailing about, we only need sometimes 10 to 20 pieces of data, you know, from the ERP system, from the service system, from these other systems, right? We don't need like a full year long integration project to make this work and we don't even need a real integration project. Like so take the people that are answering the phones and answering emails, get one of them to do a download export file at the end of every day and then import it into HubSpot and now all of a sudden you have self service access. We built this because as marketers at heart, we want to start doing videos and how to's and better websites and LMSs. All the people that we need help from, you know, account managers, customer service people, they are getting buried in all these requests. Right. That could be handled by self service. So that's where we came up with this because I was trying desperately to create time for these people because I understood that you want to take care of the customers. Right. So this kind of uptick in calls and emails, you feel like you're still doing your job by taking care of the customer, but in reality, like. And this is where customers just aren't asking for it really a whole lot in B2B. Right. We're used to it from Amazon, but we haven't asked for it a lot because we don't think it's possible. And it is possible. And now instead of answering questions like this, we can start providing real value. So if you introduce this to your organization, and I've had this happen to me, there is a concern. Oh, if I'm not the one answering these questions via calls and emails, then you don't need me. No. Now you can spend time on real relationship building and real customer success and proactive activities that you're going to have a lot of value doing because you are so ingrained in the customer experience already.

And you'll have time to log your deals in the CRM like where we've always been asking you to.

Crazy Celine. Love it.

All right, Kyle, I think you're up.

All right. Here. So excited. My first day on the job, I share my screen. I used. I used HubSpot a little bit in my last role, so I know my way around. Okay. But I'm nervous to take my first customer call.

Yes. And we've brought Kyle in. We've brought you in, Kyle, to focus. We've got this new system in place and we really want to leverage that to focus on customer success. And you had the bright idea of giving a free pizza with every order.

I'm so glad you liked my idea, boss.

I know, it was awesome. So we just got an order from Chris and you're gonna. We're gonna add. What we want to do is we want to be able to manage this process of creating pizzas, something we've never done before. Go to Christopher. Christopher. Carolyn.

Oh, I see you. Oh, yeah. Okay, I found it. All right.

Ring, ring.

Chris wants a pizza.

Screen share you guys and Chris Is one of those weird ones that likes Hawaiian pizza.

Me too. We are getting along so well. We're gonna talk for hours about how everyone who thinks pineapple should not be on pizza is frankly wrong.

100 wrong. That is correct.

Yes. So I'm on about this. All right, so actually we're.

We're looking to just add this to the recent order.

Okay.

So if we scroll down, we see customer orders.

Oh, he has orders.

The one on the top is the one we just did.

Oh. We are building on the demo you were just doing. Sorry. Breaking character. Got it. Yes. I have found your order, Chris, and I'm going to add a delicious Hawaiian pizza to it.

Yes. So we need to add a deliverable. And we're going to test this out first. So go ahead and name it as you as you'd like, but until we do a bunch of setup in our system, you know, we're going to kind of do this manually.

All right, I'm ready.

So let's create deliverable and we can't share scene at the same time, right? Okay.

No, we cannot.

That's okay. So let's fill in delivery date.

Oh.

Or no, I think Kyle had the right idea. He was choosing deliverable pipeline.

Yeah.

Yeah.

Is there a pizza pipeline?

Right. We're gonna see. There isn't. So to. To get this one out the door.

First day on the job, everything's going wrong.

We're gonna call it a project.

Oh, okay. Pizza project. Love it.

Yeah. And click apply.

Anything else I need to update before I save it?

Why don't you go ahead and add me as a contact?

Oh. All right.

So like most things in HubSpot, this. This process is driven by. Everything's connected to the contact. You log in connects to the email. So that's why we did that connect here and we saved.

Should I stop sharing now?

Yeah, I'll start sharing real quick.

Chris, I believe if you log into your online account, you'll see the progress of your pizza currently.

There it is. You are correct. Now, since we have access, at least depending on how your HubSpot set up. This is the salim alluded to it a little bit earlier. This is the communication mechanism. The same thing that's driving deals and tickets stages the staging gate process. Right. You can literally set up the same kind of text messaging or WhatsApp messaging or emails. Hey, your pizzas are at every stage. There's nothing stopping you from doing that now that the system is set up. Except for maybe some spam filters that we just talked about. So I'm going to hand it back to Kyle.

Okay.

Actually, Kyle, if you can, let's call this done. Go ahead and switch it to Delivered.

On your side, there's a comment from Nick from Fargo. He's mentioning conditional display logic. And we had talked about mentioning that different pipelines will have setups with conditional display logic and that helps us surface all the required properties. That's the setup that Chris was talking about and also allows us to. Because some people want to create different custom objects versus using pipelines. Because you'll have a lot of properties that might not be relevant to some pipelines, but relevant to others. And the way we deal with that is also with the newly added conditional logic for properties that HubSpot finally gave us.

Indeed. So did you mark it as delivered?

Just a minute. Give me a minute. I'm overachieving here. Okay, back, back, back, back. Here we go. Move it to. Hold on. Oh, I'm on. Sorry. Deliveries deliver. Aha. Yes, this one. Sorry, I'm ruining everything by playing around in the background. I didn't realize it was going to come back to me so soon. All right, here we go.

That's why we love HubSpot.

Okay, now update it. You're gonna hate that you put me in your portal. Did I break it?

You might have broken it.

Oh man. So I added a new pizza pipeline and it had all these pizza themed stages.

All right, so to explain what happened here, the way we populate the visual side of the CMS is custom object pipelines. Unlike deal pipelines and ticket pipelines, etc. They don't have a pre made ID. And so we're using HubDBs to allocate each pipeline ID with the relevant stages that we need to display.

I fixed it. Yes, sorry, I just moved it back to project Delivered.

There we go. As Celine was mentioning, this is managed. That's the fun part of dealing with custom objects in HubSpot. It's very ID dependent. Each new delivery deliverable pipeline has a set of stages with their set of IDs. And this is different inside of every portal. So HubDB acts as like kind of a bridge between the records, the CRM and the cms. Okay, now I'm going to stop sharing because this is so good, I want to be able to reorder it whenever I want. Right. So Kyle, given that feedback, we want to add a payment link to that place where. Where I saw to the portal. Okay, so since you know your way around HubSpot and we're using properties on the record to surface information on the portal. What do we do?

Well, I know that from a. Sure. See, now this is what we meant. Those of you who came because he said he's gonna throw me into the fire. This is the fire I'm being thrown into. If we go back to. So from a deal, from a line item. I don't know. I'll be honest. There are lots of places you can create payment links. You could create one and drop it into a property. But I don't know which property to use.

We're going to create the property.

Oh. So yes, see, but I created a pipeline. It broke stuff and I created property. It's okay.

So step one is create the payment link.

Okay. So do you want like a. Well, yeah, we can just go straight to payment links, huh?

Yep.

So you can create a payment link specifically from a deal. But we. If we want people to be able to reuse this for probably just the. Is the best way, huh?

Yep.

We probably don't have a pizza product, huh. Do you want one?

Yes.

Okay. I'm gonna manage product library. Food product. Just a general pizza product.

Yeah. And let's do deliverable type.

What is that on here somewhere? Oh, there it is. Yep.

Yeah. And we'll call it project. This is one of the places that you kind of line up with the deliverable pipelines.

Do you want a zero dollar price?

Yep.

Okay.

Do you want deliverable class or let's put ship date in there down here or actually let's do tier.

Tier.

Yeah. Hug and save.

Okay, there it is now. All right, we'll go back to payment links.

And the reason I wanted to show this. And as we are preparing for this and trying to figure out how we could let just Kyle in brand new without everything breaking down. The real power in what we're showing here, the automation I think is always a bonus if we can get there. Right. Let's go ahead and give this a dollar price.

All right.

Not going to let us do zero dollars.

Yeah. Come to think of it, a $0 payment link doesn't make a whole lot lot of sense, I guess. But yeah.

We won't get into purchase orders right now.

Right.

So let's go ahead.

Do you want any. Anything else set up differently?

No.

No. Okay. Piazza Pisa.

But the power of the system is that once it's set up now like this, literally. Granted I've been thinking about this use case for a long time, but once I got into HubSpot and tried to do it, since I had all this other stuff set up it took me like five minutes, you know, from idea to. To on the portal. Right. So now we have a link. We're going to add a property.

A deliverable property. Yep. Payment link or pizza? Yeah, just. We'll call it.

That's cool.

Do you want this single line text? Do you want rich text? What do you want?

We want rich text.

Yeah.

It's worth noting that if you feel like all of this is too manual, we're looking forward to when the Commerce Hub APIs finally become accessible. So we can automate this.

Yes, that's. That is True. Sometime in 2024. Fingers crossed. Thank you.

I did nothing. Okay.

All right, let's click into deliverable properties. And this is the kind of thing you can already see some previews there. But once you have properties like this that you always want to hit the middle, CRM cards are going to be going to make it a lot easier.

So do you want just the link in here? Do you want to click here to buy pizza?

How's that? That's perfect.

Save. All right.

Now I'll do this part since I'm already over here. Let's see. I think we can get this under the wire here. So right now, not here to edit, just go to edit. Scroll down, kind of change the manufacturing since that's the one I'm looking at. Deliverable properties. Deliverable info. Add property. Payment link. Internal value here is not a date field. Apply changes, update. There we go. Payment link. Click here to buy pizza. And now I can check out and this, like this saves. This is going to save some teams, like days, like definitely hours, days of activity related to people trying to reorder things that are less than a thousand dollars and being forced to go through the same quoting process where there's pdfing And I'm calling TV credit card information. And when this can help like 80% of your customers. We can't. Gotta try hard not to let things like, oh, we don't want to use stripe or like if we do this. And this is where if, if your teams are really, they say they care about more reorders, more upselling, more cross selling, more money from customers. This is like one week of work max. If you don't have HubSpot, right. If you do have HubSpot, you could have it up tomorrow if you really wanted. Right. And again, it's just the decision that, hey, we can do this for customers now, so let's do it right, because they're going to love it. We can figure out our internal process to match this, but we know this is an experience they want. They'll appreciate. They're going to buy more, they're going to tell other people about the experience, and that's like going to provide a ton of value for the company, not to mention all the time saved from having to do this. So thank you so much, Kyle, and.

Again, thanks for hiring me, giving me a job. It's a pleasure to work for someone else whose mouse is also orange.

Well, it's a pleasure having you and we look forward to all the customer success you're going to create. I know we're running out of time here. Did want to share a couple things before we go.

That.

That's okay. Do we have any questions? Sorry. I'm sure we do.

Yeah. And we have about a minute and a half, so.

Okay, please, you know, hit us up. We're on LinkedIn, but we're super serious about education around customer portal, around manufacturing, around how to do these things that have always been a pain in the ass. Like, we really believe this setup, setups like this. And HubSpot itself now is the. The platform that all these companies that have been unable to digitally transform, now they can. Like there's a tool that is affordable, that doesn't take, you know, forever to implement, is user friendly. Like, now we can do this stuff. So on that note, got a couple podcasts that we're launching today. We've been doing an industrial tech stack live. We started last year. We got Scott BRINKER Coming on February 6th to talk about how to vet these tools. And in our effort here is like, most people do not like their tech stacks. It doesn't have to be that way. So let's start talking about it. Let's raise the level of conversation and let's make sure our leaders know this is something that can be handled should they choose to handle it. So, so thankful for everybody here. And I think that's. That's it from us.

All right. And scene. Thanks, everyone for being here. This another great admin hug. Hope to see you all next week and enjoy your Tuesday.

Have a great day, everybody.

Bye, Sam.