Improving manufacturers operations using KPIs webinar

Hello everyone, this is Johnny Girardi with Dataself. Thank you for joining our session. Today we're going to be talking about improving manufacturing operations using key performance indicators. So thanks for joining today. Just before I get started, a quick overview of the vision of our company, how we started back in 2005, I was already working for another business intelligence company and my vision was that the mid market companies, they have data analysis needs, decision makers need information. But quite often they have to rely on consultants or IT experts to come up with new reports and dashboards. So back then I came into this journey of coming up with a solution that we use best of the breed technology, very intuitive, very easy to use, designed for business people to be able to get information when they needed whatever they are Also framework that will allow the IT people to provide decision makers with that framework in a pretty straightforward process. So anyway, over the years the team that has built data self has been working for over 13 years together and we came up with a solution that is very comprehensive and has a lot of KPIs built in. And today we're going to be talking about the manufacturing perspective from it. So let's get started. Sorry, I'll spend about 15 minutes talking about why analytics. I'll spend a good chunk of the time showing the product per se and then I'll open a Q and A session. So why do manufacturers look for analytics? Usually when they come to us for analytics, they're looking to improve three main areas of their business. Sales is one of the most popular. You're going to have a better understanding of what they're selling, the supply chain management, kind of inbound, outbound, inventory on hand challenges as well as, you know, look at the manufacturing processor per se. So let's take each one of these and see how analytics can help. So for sales, one of the most basic needs are just plain analyzing sales and profitability. Looking from, you know, product, product lines, customers, territories, regions, salespeople just have an understanding of sales and profitability across the sales initiative. That's usually very critical. And many manufacturing companies have challenges. And analytics can really make it easy and insightful. Looking at the most important trends from that standpoint. Some companies, they have a fairly sophisticated or complex ordering and invoicing process in really understanding the pieces and how they work together and how you can make the whole process more efficient is also a topic that many companies look at us for improving their ordering, invoicing efficiency, sales commission is often quite important, sometimes quite simple. So there's no need for analytics. But Sometimes the commission structures, the quotas are complicated. Usually it takes a lot of hours at the end of the month for people processing commissions. And analytics can actually usually automate the process 100%. And people can even see quotas commissions anytime during the month so they can follow and see how they're doing versus the monthly quotas. So commissions is also a big topic that many people come to us when it comes to manufacturing companies forecasting sales hot topic. People are always trying to see what's coming in orders so they can manufacture products accordingly, not have more inventory than needed and not running short. So forecasting sales is a big topic and analytics provide lots of insight into it. Price strategy. Sometimes manufacturers, they got locked into large contracts, multi month or multi year contracts. So having the right price strategy is critical for their success or the success of their clients. So understanding the components that go into product strategy critical. And again, analytics can play a big role in that perspective. Finally, data integration, you know, when it comes to sales, sometimes the sales data is coming from different places, sometimes the ERP system or of the MRP system, sometimes from point of sales, sometimes from the clients. The ability to integrate the whole data set along with your sales information critical in analytics can help you with that as well. So those are the topics for from a sales standpoint. Let's talk about the supply chain. Well, one of the most critical is just having a better inventory management, looking at what's coming inbound. You know, sometimes you got to transfer between warehouses or production facilities. So having a good understanding of inventory management is usually a critical topic in analytics. Helpful. Sometimes, you know, managing inbound or outbound routing and logistics. Sometimes raw materials are coming from overseas and it may take, you know, weeks or months to get to the facility. So having a clear understanding of what's going on, delays, how they affect the whole process is critical. By the same talking, how to ship products to your clients efficiently can be can have challenges. And analytics have proved to be helpful with that perspective. Supply chain collaboration, you know, exchanging information with your suppliers, with your shipping companies can also sometimes be very critical to make a better decision. So analytics also is helpful for those initiatives. The plain purchasing processes, checking vendors cost changes, which ones are more reliable as far as schedules, quantities and so forth. So the purchasing process also analytics can play a big role forecasting. By the same token, you want to forecast your sales, you may want to also forecast your inventory on hand quantities to supply, you know, sales or supply your manufacturing process. So forecasting purchasing and inventory management is also critical. And analytics can be Very helpful data integration. By the same token, you know you may have information coming from your vendors, from your shipping companies and can flow directly into your analysis and allows you to make more informed decisions on the manufacturing processes. Sometimes people have very complicated bill of materials and kits, sometimes with several levels of subcomponents or kits. 3, 4, 5. And sometimes the MRP system is kind of challenging to analyze your structure and come up with the right plan. So analytics can help analyzing and understanding complicated bill of materials and kits. Work order planning. You have to produce several things, several batches. What order you're going to be doing, how quickly you can get them out, how more efficiently you can tackle the work order. Planning analytics can also assist you with that resource planning. Resources can be labor, can be machinery. You can look at uptime, setup time defects. So just resource plenty of resources can also be assisted by analytics. Workforce. If you have a large workforce, sometimes also analyzing the dynamics, the individual performance can be critical to get you the most out of your manufacturing process. And analytics can help you with that. Quality assurance or quality quality variances or quality control is another big topic. Sometimes you can start finding out why you're having certain issues based on raw materials, maybe from different vendors or maybe you know, people involved in the process. Sometimes that information can help you more quickly find why you're having issues and tackling them sooner than later. Data integration. The same way as you know you sometimes you bring information from other data sources for the manufacturing process. Also being able to combine your manufacturing data with data from other places can be critical for you to make more informed decisions. So those are the most hot topics, you know, sales, supply chain and manufacturing process that people come to us for analytics. And this was just a quick overview of how we can help. Now let's talk about why. Data self analytics. Well, it goes back to empowering decision makers to get information they need when they need it. So what we do is we simplify and we amplify analytics. We simplify it by providing an easy framework that it can easily maintain and business people can actually do things by themselves. And we amplify it by providing a very comprehensive out of the box solution that comes with lots of insights. So let's take a quick look at this. Simplify and amplify. So one of the most important things in my vision of the company when I started this whole webinar was to come up with a framework that is really easy to use. Easy to use for the business people, easy to use for it. The point is data analysis is a journey and usually the business people are the ones that need to figure it out. Data, figure out insights. So this framework is really designed for the decision makers to have a grasp of their data and being able to change it on the fly, slice and dice it as needed and make decisions, better decisions, faster decisions. On the IT side this framework is designed so they can more easily, more quickly provide decision makers with a framework anytime, anywhere where decision makers can do the job themselves. So easy is one of the most important components or features of our technology. Second, as I mentioned, my team has been working with this for over 13 years and we have built a very comprehensive out of the box solution that today for manufacturing has more than 2,000 reports, dashboards and KPIs ready to go. So that's how we amplify analytics. It's not only easy to use, but it has a lot of value as a starting point in many of the dashboards we have built in. They have proven to be quite valuable for our existing clients and I'll show some of them in a few minutes. Already data self analytics among the mid market BI vendors we call it's like a Ferrari. You know, it's easier to use, it's faster, sophisticated. There's many other BI vendors out there, we call them the Bimmers, Mercedes and Porsches. We are like the high end, very easy to use, very comprehensive. So let's take a test drive with this Ferrari. I'm going to cover three different topics. First, how people access the data. Then I mean I'm going to focus on the business people on this presentation. So how business people usually access the data. I'm going to show some sample key performance indicators we have available out of the 2000. And finally I'm going to show how easy it is to change things on the fly. So let's do that. So I'm going to switch now to the web browser and this is how most people access data self analytics. They either access the dashboards and KPIs through a web browser or on let's say desktop or mobile devices. Or they can also use apps in mobile devices such as a tablet like an iPad. The good news is the information is very secured. Only people with the right URL and credentials can log into this framework. Not only that, when you log into the framework, each user will only be able to see the person's own dashboards. So if I'm a salesperson and I log in, I would see the salespeople dashboards. If I were from finances for instance, I would see the finance Team dashboards. So it looks as my credential and gives me my own information. Now the other layer of security is when they open a dashboard. Let me show an example here. When I open a dashboard such as top customer by sales, for instance, so you know, I open this dashboard, if security is properly set up right now, I will only see my own top customers. So if I'm the California rep, I will see the top customers in California. Let's say Mary in Florida opens exactly the same dashboard, but she only sees the Florida top customers, while the big bus opens the same dashboard and sees the top customers across all regions. So security can also be granular to show only my own information. So that was pretty much about security in how it works, the three level of security, and how people access through again, web, desktop and mobile devices. Now let's take a look at some of the KPIs available out of the box. So the first one is let's look at some sales KPIs, and this is a pretty popular one. Looking at the top performers in this particular example, top customers by sales this year to date, we have bars represented by sales amount, then these black dots representing gross profit. Gross profit is also represented by a color schema. So it's kind of very informative. Easy to look at something, a chart like this and figure trends. Let me go back to the list and look at some other intriguing dashboards. For instance, this one on the sales side is a very popular one among distributors. Many distributors, they have hundreds, sometimes thousands of recurring customers. And looking at top growth and decline is usually critical. So here, this dashboard shows here my top customers by sales increase in the bar. The X, the Y axis shows sales change since last year to date. So these customers are growing the most. They're most likely very happy. They're buying, they're calling back and more orders are flowing. Now how about the clients decline the most in sales? Sometimes something is wrong, you know, competition is knocking the door or the client is not happy. And sometimes it takes a while for your team to figure it out. Sometimes it's too late. So dashboard like this can give you insights into who's declined the most from a customer standpoint, product standpoint, salespeople, territories, locations, you name it. And when you find fast growth or decline, those are important. Pay attention to check it out, what's going on? Can you make it better? Can you reverse bad trends? Being able to see them is important. And we have lots of reports and dashboards out of the box showing things like this one. Let me show another sales dashboard. There's usually also pretty intriguing concept. This one here, this one here, I'm sorry, talks about exception reporting. It shows things that are no longer happening. In this case, I'm looking at a list of regular customers who were buying before but no longer buying the last 30 days. So why these recurring customers are no longer buying? Sorry. Well, it may be okay, maybe seasonal, maybe that's how it goes, maybe not. Well, knowing who they are in acting accordingly is critical. And again, we have lots of reports showing trends like that. So we have lots of dashboards and reports available out of the box. This dashboard that I'm showing right now, this portal only has a sample. You know, we have cost of goods sold, inventory, productivity, some specific dashboards for mobile devices, manufacturing dashboards, product pricing, strategy, purchasing. I mean there's things all over the place. If you want to learn more specifically about individual modules, we can go on an on one basis and talk after the webinar. Anyway, I want to show you now how easy it is to change things on the fly. So these dashboards are available out of the box, how easy it is to build one from scratch. So let me spend a few minutes just showing you that this part is a little bit more technical. However, the good news is most people can do it by themselves. We have several CEOs, VP of Sales, COOs, salespeople, purchasing people that are actually building their own reports without assistance. So they're not IT people. They are, you know, business people and they can do it. So let me show you the mechanics. And one of the good news is this tool here, Data Self analytics, the engine behind this tool was designed by Stanford University professors. These professors, they were studying how business people look at business data and how they make sense out of it. What kind of data visualization techniques make sense based on the type of data business people are looking at. So eventually they spun off a company and the engine that is the smart engine powers data Self analytics. So there are many features on this tool that helps decision makers walk through the journey of data analysis. And as you may know, when let's say a decision makers wants a report, they have an idea of what they want, but until they start seeing or viewing the data, they don't know exactly. And that's why when you're using traditional reporting tools where you require a consultant or an IT person to support a decision maker, it takes usually several interactions until the report is ready. The business person tells the specs, the IT goes, puts together, come back and then the business person, well, can you change this, can you change that? Summarize this way, filter that way. And sometimes it takes hours, days or weeks to get the report together. It's a journey, you know, people have to view, spin it until they get the right information. The not so good news is sometimes they don't have the time. You know, decision makers on the call, not meeting, they have to make a decision and if they don't have the data right there, they have to make the best guess and that may not be the best. So this tool is designed to support decision makers to find information they need anytime, anywhere, using mobile devices, using an iPhone, an iPad, the Android device, in a meeting, in a coffee shop, even in a bar if they need to. So let me talk a little bit about that. So usually business people, they may not be it savvy. So let me show some of the features that this tool helps them to do the job without calling for it. So first of all this is the desktop. Left we have what is called the data panel and I'm looking at sales information. So first of all, as you can see here, I have a list of business friendly reporting parameters. I see customer and if I open that I see subcomponents of the customer information. If I go to product, I see subcomponents of product information. Very easy for a business person to find reporting parameters. On this list at the bottom I have the actual metrics, the numbers that I want to look at. Now sometimes you know, the business person may not know what information they are looking for or what they're looking at. Let's say salesperson. What is salesperson? I put the mouse over here and now I can see this pop up window with some further information. So in this case it's the wrap recorded on the invoice header. Meaning if I'm looking sales analysis by salesperson from two years ago, the sales by rep would be based on the rep two years ago, whoever was assigned two years ago. Now if I go to the customer here and I look at the account manager information, this shows me the rep currently assigned to the customer as of today. So if I'm looking sales by rep 2 years ago with this parameter it would show me based on today's assignment. So anyway, these pop up windows, they're like self help, real time help that helps again decision makers find information that they need quickly and efficiently. The other thing is this show me panel. The show me panel is very important to help decision makers walk through the journey. Let me show an example here. If I come here to my customer Address and I choose a state. What happens now is I see that mapping capabilities have been enabled while some other capabilities are not enabled. So I cannot plot things that are not available. And this again is the outcome of the study from the Stanford University professors that help decision makers walk through the journey. So let's make an example here. Let's play a scenario. Suppose my VP of sales, Mary, she's in California and she called me and say, hey, Johnny, please build me a dashboard. I'm here with my sales team doing some analysis. So please give me a dashboard so I can see on my iPad showing sales and gross profit by salesperson. Also, I want to see sales by state. You know, a geography analysis showing my how my large sales, medium small sales are doing. Okay, Mary, you know, give me a few minutes. I'll get back to you. So I have a mission. I have to build this dashboard. Let's do it. So the first thing she asked was she wants to see buy, salesperson, sales and gross profit. So I simply select those three reporting parameters. And now how do I want to see it? How Mary wants to see it? Well, let me actually select sales name, sales amount and percentage gross profit. So now I go to the show me panel and I have here the data visualization techniques that make sense for whatever I have selected. So now I just have to pick and choose. Let's click. The first option shows information on a grid. If I'm looking at numbers by the penny, that will be the way to go. Well, I know that Mary, she's more visual. She likes to see charts and colors. So let me try the next approach. Kind of cool. This one, you know, shows me boxes. Bigger boxes, bigger sales in the color box is represented by gross profit. Kind of informative, but I didn't like that much. Well, the point is you keep on clicking on different options until you find something that would be informative. In my example, I'm going to stick with this approach. I think Mary's going to like it. I have bars for sales and bar for gross profit. And here are my salespeople. Looks like a good way to go. Well, I know that Mary usually asked me to remove these two top salespeople because they're such rock stars. So very easily I can put the mouse over and say keep only or exclude. I want to exclude them. So get this one out of the view. Get this one out of the view. That's it. And I also know that she's usually looking at top performers. So let's sort this. And by sorting, I just Use ascending or descending. Very easy point and click. And we have a different approach here. Awesome. And I also know she loves colors. So she asks sales and profitability. Let me take the gross profit and drop into my color shelf and right there I have this sales and profitability. And I could tell right now this salespeople the salesperson has very unprofitable sales. It could be a red flag. Maybe has to work with this guy. Anyway, that's Mary's problem. I think she'll love this chart. Let me rename it sales and GP by rep. So that was the first query. Very easy, very fast. I got it out. Second query. So let's read a new here she asked for a geography analysis. You know she wants to see sales by state and see if the size of the deal is growing or declining over the years. So let's do that. So let's take from the customer address the state and choose the sales amount. Now again I go to the show me button to show me the options that I have to analyze this data because she has for geography I bet she will lie some maps. So let's use the map approach and right there I'm starting to look some interesting information. So what I'm seeing here so far is bigger bubbles. Bigger sales by state. Now these bubbles look kind of small. Let's make them a little bigger. That's too big. There you go. I like it. Next. You know, she said she wants to analyze sales by the deal size. And in my sample database under invoices I have this deal size parameter which breaks down my invoices by small, medium and large. So let me take the deal size and add let's say to my color shelf and say I want to see a pie chart. Now look at that. So bigger bubbles for bigger sales and each bubble has prices that represent the size of the deals. I think this is getting really informative now she said she wants to see if things are growing over time. Well, let me take the document date and put in my pages approach and let me tell here what the page name is. I'm just going to put some information about the page name which in this case is the year. Right there I have the information for 2012. So what I have now is in 2012 these are my sales. And now I have this little slider here that if I bring it to the right I can change the sales and see the results in my map. Very cool. You know if I'm in a presentation I could put this on a loop playback and press the play button and let the time change and see the effect on the report. Very cool, very informative. This is year. It could be quarter, it could be months, fiscal periods, weeks, rolling windows, anytime, bucket. I'm just using year for simplicity. Awesome. I think she love this. So I'm going to call sales by state. So I just built both views and I need to put on a dashboard and send her away. So I'm going to click here to get a new dashboard. So I have a blank sheet. I want to say automatic fit, the size of my screen. And now I have my two queries. I could have several queries, I would just have drag and drop. So let's just drag and drop sales by state. There we go. Very nicely. Next I'm going to take sales in GP by rep and drag and drop. Very visual. I'm going to put on the left quadrant, top quadrant, right quadrant, bottom anywhere, just drag and drop. And if I had more queries I could keep on dragging, dropping into my dashboard. Okay, next step is I just want to tell that all of these quadrants are filters so they're going to change everything if needed. And I'm going to rename this to Mary sales meeting. So I just built my dashboard. If I were not explaining these things, it would take me less than five minutes to replicate this from scratch. And as you can tell, you don't need to be rock scientist to do this. Actually a business person with little training can do it. So it's easy, easy to use. Now let's put this on the server and tell Mary to use it. That's very easy too. I go to the server and I publish the workbook and then here I'm gonna call this. I just want to publish the Mary sales meeting dashboard. And here's what I can tell, which team would have access to information. You just select one team and automatically security will be taken care of and then they publish it. This information can be going to an internal server or to a cloud based server, say a private cloud or data sales managed services cloud. Anyway it's secure but it's on a server. If now I could call Mary and say, hey Mary, just refresh your dashboards and look for Mary's sales meeting dashboard. So Mary, she would come to her, let's say iPad, refresh the dashboard and then now she's going to look for Mary sales dashboard. There it is right here, Mary sales meeting. She clicks it on her iPad and right there she sees the dashboard just like I created on the desktop version. Now Mary is the big boss so she has access to the whole information. However, she's just meeting with the west coast people. So using her fingers on the iPad, she could select those three states. And when she does that, the dashboard changes and it shows now salespeople selling to those three states very easily, very quick. Now suppose she only wants to see sales for Abby. She clicks on Abby and now the dashboard changes again to show that Abby is selling no large deals. You know, the blue slices are not here. Maybe a problem. She can also select several, several people at the same time and make analysis very easy, very fast, very intuitively. Now Mary is a power user. She actually is very sophisticated and she wants to analyze this further if she wants to do that. And this is something that is user defined so we can give this kind of right to her. She could click the edit button. And now Mary has on her iPad a similar user interface that I had when I built a dashboard. So she comes over here and she can start changing the dashboard extensively. Let's say she wants to see numbers. So she clicks show me and she checks the grid approach instead. There it is. Now she wants to see this. Sales by salesperson by customer. Well, she can use her fingers on the iPad, go to the customer list, find customer name and drag it to, let's say rose. Beautiful. Look at that. Buy, salesperson by customer. Hey, she wants to break it down by product. No problem. You can come over here. Go to the product list, find the product item description and drag it to the rows. Beautiful. Buy, salesperson, buy customer by product. Hey, she wants to check change over time. No problem. She can drag and drop document date, let's say to my columns. Now. Beautiful by salesperson by customer by product for three different years. And she sees the sales and gross profit. Maybe she wants to reverse the headers, put the date afterwards. There you go. Sales 3 years Gross profit 3 years Very easy. On her iPad, she can do it. She doesn't have to call me back. She can continue to discuss the meetings with the salespeople or if she's negotiating with a client, she can do it right there. Maybe you know, is the purchasing manager negotiating with Versus. They can on the fly analyze data and make more informed decisions, hopefully better decisions. If they need to get to detail level information, they could choose a number. For instance, this number here, they can click on it and they can drill into the details so they can click view data. And when you click into view data you can go actually to the underlying data. You can see all the records that come up with that number. You know, we can have hundreds or dozens of records and you can even download this to Excel if an Excel like notebook and take it from there. Anyway, the point is with this tool we empower it to support decision makers with a framework that is a lot easier to maintain. But most importantly, we provide decision makers with a tool that they can take over. They can do things by themselves. So easy and out of the box comprehensive solution already. So let's go back to the PowerPoint and wrap the presentation in open for Q and A. How about return on investment? Well, it's a quick roi if you think that if you can give the decision makers a tool that they can make more informed decisions anytime, anywhere, it's very likely that they're going to make better decisions. And if decision makers make better decisions, what happens? Likely you're going to be able to move the needle. You're going to be able to improve your bottom line. In our experience we have helped manufacturing companies improve their bottom line by 1 to 5% easily. And how much of your bottom line is 1 to 5%? You know, if you are like now $10 million or more in sales per year, 1 to 5% improvement is usually easily paid for the return. Data self analytics, sometimes the return is in a few days, sometimes in a few weeks. Overall is really quick. Having said that, how much does it take to get data self installed? Usually you can get it for a four figure investment to get the ball rolling. Overall, depending on the number of users, the complexity of your system, they go into the five figure investment. Right now we have some year end incentives. So if you are interested in data self analytics, we're offering a 5% off licenses. Actually it's 3% but because you attended the webinar you get an extra 2%. So if you are budgeting or looking for analytics and you want to take advantage of this, you have budgets for this year. Give us a call quickly. We can check if our solution is a good fit for you and if it is, you're going to save some good money right there. If you are an existing client and you have upgrading needs, we also have some interesting upgrade credits available for the end of the year. So feel free to call us as quick as possible to figure out if it's worth it for you. Alrighty. So that was the presentation. We are right on track. If you have questions right now we have many people join the session so we're going to keep all of you muted. Sorry about that, but if you have questions Please use the GoToMeeting panel on the right side of your screen, you can increase it and write notes and questions and we're going to answer them on the fly here. So let's see if we have any questions. First question, how does training work? It's a very good question. So training we have live web based training for most companies. We provide a few hours to get them started. We also have recorded training sessions, an extensive library of recorded training sessions. Many of our clients actually use that approach as a way to learn at any time. We are here to help. We want to make sure you get the best investment out of it. And we have live web based recorded and if we need to do on site we can also do that. Very good question. What else? Other questions here. Typical time to deploy the solution Good question. So it depends on the complexity of your system. We have many examples where it takes literally hours to deploy the solution. On average it takes days to deploy again depending on your specific requirements. And only a fraction of our clients require weeks to deploy the solution. Overall, the deployment is fairly straightforward. We do it remotely. We work with your IT team or your consulting company and once it's done you do testing and training. So usually in a few weeks your team will be self sufficient, rolling out and slicing dice in the data by themselves. Very good question. Other questions here. So one of the questions is with what ERP packages that we work with. So let me switch here to our website. So this is our website datacell.com and these are the products that we have out of the box. Solutions for Everest Software, Microsoft Dynamics, GP, Navision, Sage, CRM, Sage 100, 300, 500 Pro, PFW and SalesLogix. So these are the ERP and CRM packages that we have available out of the box. Another question is about webinars. Yeah, so usually we have if you go to our website about us and events we have a list of webinars that we have upcoming webinars. We also have at the bottom of this list a CPATH events. So this webinar that you are viewing right now, if you want to watch it again later, you can click on the See past events and then we're going to find a recorded version of this webinar as well as a PowerPoint we used in this presentation. So feel free to use those resources as needed already. Other questions so is this an on premise or in the cloud deployment? Good question. So both we have one or the other. If you want to have everything deployed on premises, we can do it. If you want to have deployed in the cloud, then Usually what we do is we install part of the framework in your network, whatever it is, wherever your ERP and manufacturing systems are. Let's say if you're on premises, we connect on the premises. If it's in the cloud, we connect to the cloud and the analytics component would be in the cloud so people can access it from anywhere. And by the way, we also have our own cloud server. So if you don't want to have a license in your own private cloud and you want to use our cloud solution, we have this data cell BI framework which uses secure connections and we host client information on that. Alrighty. Looks like those were the questions, so I appreciate it. If you have more questions, we can address them on a 1:1 basis. Again, as I mentioned, we are here to assist you making the best decision. You know, is this a good fit or not? Hopefully this session was informative. If you have more questions, we can take it offline to discuss them specifically if you want to take advantage of the year end incentives. Also we're here to help. You can find on the slide here my contact information, my cell phone, my email and Twitter. Please give us a call, give me a call anytime and we'll take it from there. Thank you very much folks and have a wonderful Thursday. Thank you.