THE BENCH INTRODUCTION & CAPABILITIES OVERVIEW

Prepared by Alex Suazo – Maxime Menant – Carol Burns

CCNY Branding & Integrated Communications

Internal Management Class Project – Final Presentation

Professor Kate Rothen

Who We Are

The Bench is a new kind of agency. One that stands for the people and culture you’re marketing to.

We are the peoples advocate.

A social non-traditional integrated marketing agency that bonds brands with the right local communities and cultures.

Come take a seat with us.

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Why We Get It

We are no longer living in the old-world of “business to consumer”.

Lines have blurred and your “consumers” need more from you. They want

you to understand them and their cultures. They aren’t robots that just eat,

sleep, and buy your products. We are all humans with emotions.

We’re living in the new-world of HUMAN TO HUMAN.

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The Facts

The Bench is an independent agency of 50 employees – or, as

we like to our team – benchers. We work together, on the

same bench, to ensure your brand experience comes to life.

We are anchored in NYC with satellite offices in the most

culturally diverse cities in the US and Europe.

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Harlem - NYC South Beach, Miami

Canal St. Martin, Paris

Oakland, California

Shoreditch, London

Chicago, Illinois

Areas of Expertise

SOCIAL & CONTENT MARKETING

NON-TRADITIONAL GUERILLA MARKETING

• Local Activation

MARKET RESEARCH & ANALYTICS

• Primary/Secondary, Consumer Behavior, Segmentation, Positioning, Brand name testing, Web Analytics

IMMERSIVE WORKSHOPS, “Benchshops”

• The Bench provides immersive workshops for clients with smaller budgets or executive teams looking for in-house education/development on multi-cultural or LGBT market research.

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Clients

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Ideal Client Mix

8 FINANCIAL VALUE

STR

ATE

GIC

VA

LU

E

We Know Our Strengths & Weaknesses

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STRENGTHS

• Small, independent agency – no holding company to report to.

• Have smart people that specialize in social media, earned

media, etc.

• Large research department to keep up with trends/issues in the

landscape

• Home away from home agency so clients and talent feel

comfortable working with us

• Solid vision of who we are and what we have to offer

• International agency

• Training programs/courses to keep employees up to date with

the industry

WEAKNESSES

• Small, independent agency – reliant on retainer clients or large

scope projects

• Procurement of new clientele

• Lack of steady funding

OPPORTUNITIES

• Ability to easily target LGBT and multicultural

organizations/supporters of these organizations

• Recruit diverse talent with expertise in these fields

• Take on partners and form joint ventures

• Expansion into new markets

• Utilize the digital market

• Use of research to segment LGBT and multicultural

audiences/consumers to further assist with clients needs

THREATS

• Other competitors that specialize in “multicultural marketing”

and specific cultures. Agencies include: Globalhue, Alma DDB,

LatinWorks, The Karpel Group, Target 10, etc.

• Agencies are increasingly integrating what used to often be

separate services, such as digital and shopper marketing, and

now perhaps Hispanic, African American.

Overcoming Weaknesses

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Small, independent agency

Attend all industry events, conferences, etc. to

find grow awareness in the industry; expand

digital presence; never skip the opportunity for

an informational/intro meeting.

Reliant on retainer clients or large scope

projects – procurement of new

clientele challenge

Create infographics & powerful case studies to

attract new clients; take on pro bono project with

clients who let us be "over creative"

with their brands.

Lack of steady funding

Potentially increase cost of sessions and

respectfully increase the number of training

sessions/seminars; find new ways for income;

consider pitching holding company in the future.

WEAKNESS HOW TO OVERCOME

Overcoming Threats

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Other competitors that specialize

in “multicultural marketing”

and specific cultures

Focus on recruiting top-tier talent with

expertise in multicultural, or LGBT

marketing.

Agencies are increasingly integrating what

used to often be separate services.

Offer services separately as well as

integrated to give clients the option

for either or.

Agencies that have been around for years,

or that have become renowned for small

wins, already in the market.

Continue to expand portfolio and learn

from industry mistakes to compete with

agency leaders. Take risks moderately.

THREATS HOW TO OVERCOME

OUR PEOPLE & KEY ROLES

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The Founding Benchers

There is always an extra seat, for talented people, on 13

ALEX SUAZO

Co-Founder

Chief Digital Officer

Chief Happiness Officer

MAXIME MENANT

Co-Founder

Chief of Unconventional

Strategy

CAROL BURNS

Co-Founder

Head of Market Research

Agency Structure

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Chief Digital Officer

Digital/Social Director

Digital Strategist

Social Media Manager

Digital Coordinator

Chief Unconventional

Strategy

Creative Director

Creative

Project Manager

Graphic Designer

Creative Producer

Production Assistant

Director, Media Strategy

Media Planner

Media Coordinator

Chief Market Research

Market Research Director

Research Planner

Research Coordinator

Research Analyst

Chief Administration

Officer

Account Management

Director

Client Lead

Client Manager

Client Coordinator

HR Director

HR Manager

Other Key Benchers: Creative Director

The Bench is looking for a talented Creative Director to come take a seat with us. The Creative Director reports to the Chief of Unconventional

Strategy and interacts with teams cross-agency by managing, motivating and nurturing creative concepts. We want someone who is a creative

jackalope, has a true interest and passion in the Arts and diversity, and that also enjoys the occasional bottomless Sunday brunch (seriously!).

WHAT YOU WILL DO ON THE BENCH

• Participate in new business development, including overseeing presentation development, and attending client pitches when necessary.

• Work with the “Discovery” team to develop smart and engaging creative strategies that respect the clients’ brand and values. Also work

with client managers through the life of client work to ensure consistency in design and production.

• Like a maestro, conduct the creative team throughout the design process, encouraging them to bring their best to their work.

• Manage the agency creative calendar as to ensure there is no overlap in client needs and creative availability, as well as respective

budget(s).

• Support bench partners in the adaptation and activation of campaigns.

• Assist in developing materials for Benchshops and BenchU trainings.

• Lead recruitment of new creative talents and interns to join The Bench when needed.

WHAT IT TAKES TO SIT ON THE BENCH

• Master degree of fine arts or related field; please attach, or include link to, robust portfolio of your best work.

• 6-8 years of experience in a similar position within the agency world.

• Deep understanding and interest of what diversity means.

• You should be able to write like Hemingway or paint like Picasso.

• Knowledge of a second language is preferred as well as a general dislike of dry-cleaned suits. Love a busy Hawaiian shirt? Great!

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Other Key Benchers: Client Manager

A Client Manager at The Bench is one of the most important roles in the organization. He/she is the glue that holds our client relationships together.

The Client Manager reports to the respective account director, and manages the relationship between the agency and the client.

WHAT YOU WILL DO ON THE BENCH:

• Manage client expectations including budget, timeline, concerns/issues etc.

• Manage the agency process from scope of work through post-launch analytics for client projects.

• Provide strategic direction and insights after carefully reviewing, researching and analyzing client’s needs and objectives

• Communicate to all stakeholders at each step of any project - work closely with creative, digital, and production teams ensuring smooth and

timely production.

• Travel to client facilities or industry conferences as needed.

• Utilize market research data and field experience to influence business practices

• Host Benchshop seminars and/or BenchU sessions sharing your expertise and best practices.

• While client work is priority, building new relationships and potentially new client(s) is also great. Ask us about our New Client Referral Bonus.

WHAT IT TAKES TO SIT ON THE BENCH:

• A passion for people and diversity.

• An organized and thorough individual who is personable and has great communication and presentation skills, verbal and written.

• Must be decisive and excited to work with a team as well as constantly pushing the best work out of the agency for the client.

• 2-3 years of experience managing and leading multi-faceted projects from beginning to end; budget management preferred, traditional “agency”

experience not a requirement.

• Comfortable in a fast-paced, startup environment where wearing several different hats is normal and encouraged.

• BA in Marking Communications or related field.

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Other Key Benchers: Digital Strategist

Don’t apply for this job if you think that hashtagging everything you say makes you “digitally savvy” and/or a “strategist”. The Bench is looking for a strategist that has

been around since the start of “brands on social media”; someone that understands the essence and translation of a brand on an “online” or digital platform (website,

social network, mobile app). Understanding this essence is what keeps our digital strategists grounded but also creative and hungry for something new and exciting.

Our digital strategists report to our Chief Digital Officer and work very closely cross-agency on client work.

WHAT YOU WILL DO ON THE BENCH:

• Define and execute innovative and highly effective digital marketing strategies for our clients.

• Audit client digital footprint and recommend better practices per platform for create a more uniform voice/strategy.

• Utilize digital/behavioral research data and field experience to influence digital practices.

• Provide ongoing strategic counsel in an effort to help meet business and client goals.

• Host Benchshop seminars and/or BenchU sessions sharing your expertise and best practices.

• While client work is priority, building new relationships and potentially new client(s) is also great. Ask us about our New Client Referral Bonus.

WHAT IT TAKES TO SIT ON THE BENCH:

• An itch for sharing things with people; i.e. you probably have a blog you post on at least 1-2/week and/or you share more “life” than selfies on Instagram.

• A self-starter that’s called upon by their friends for “social media” advice on projects, branding, and “online” stuff that they know you know too well.

• Must be decisive and tenacious about great ideas; too often clients might be scared of a strategy that might disrupt their landscape – if you think it will work,

and can prove it, we want you

• 2-3 years of experience managing and leading a brand voice across digital ecosystems.

• Familiarity with all the major online platforms – deep expertise (launched many campaigns) in 1-2 platforms preferred; i.e. Youtube or Pinterest.

• Comfortable with reporting tools and building executive reports post-campaigns to

• An organized and thorough individual who is personable and has great communication and presentation skills, verbal and written.

• Comfortable in a fast-paced, startup environment where wearing several different hats is normal and encouraged.

• BA in Marking Communications, Digital Marketing, or related field.

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THE BENCH PROCESS

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Our Process

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SCOPE

WORK DISCOVERY

INTERNAL

PREP

DESIGN &

PRODUCE

POST

LAUNCH

ANALYSIS

INTERNAL

POST

MORTEM two weeks

four weeks

1-2 weeks

4 – 18 weeks

two weeks

one week

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SCOPE

WORK DISCOVERY

INTERNAL

PREP

DESIGN &

PRODUCE

POST

LAUNCH

ANALYSIS

INTERNAL

POST

MORTEM

Scoping the work is the very first step in our process. We want

to ensure that the request by the client is clear and that we

establish their current need(s) and expected deliverables.

What is the problem we’re trying to solve? How does the client

think they can solve it, if at all? What is the proposed budget or

NTE number?

DELIVERABLE

• Clear and concise SOW approved by client.

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SCOPE

WORK DISCOVERY

INTERNAL

PREP

DESIGN &

PRODUCE

POST

LAUNCH

ANALYSIS

INTERNAL

POST

MORTEM

The “Discovery” step is where we start to get our hands dirty.

We take research and strategy very seriously. For 30 days we drill down on the

client and their needs based on the project that’s been scoped. This discovery

process includes:

• Client Benchshop

• Company history and stakeholder assessment

• Competitive analysis

• Brand analysis

• Customer and market research

DELIVERABLE

From this research process, The Bench will construct a discovery brief containing

final 360-degree strategy for the suggested audience. The document is considered

the official pitch and outlines a dedicated client team, proposed budget and

timeline, and defines “success” via more clearly defined deliverables.

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SCOPE

WORK DISCOVERY

INTERNAL

PREP

DESIGN &

PRODUCE

POST

LAUNCH

ANALYSIS

INTERNAL

POST

MORTEM

This internal prep is the official project kick-off. The assigned client

manager works cross-agency with the benchers assigned to the client to

create a detailed project plan with specific dates for deliverables and

responsible parties for those deliverables; internal or external (client).

The client manager also starts gathering/pricing resources needed for the

next phase including any production needs.

Administrative tasks occur as well, including accounts payable

responsibilities like adding the client as a vendor, and creating and

approving a PO for billing and invoicing.

DELIVERABLE

• Detailed internal project plan for client team.

• Final creative brief, media plan, tech spec if applicable.

• High-level project timeline and project development overview for

client presented at kick-off meeting.

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SCOPE

WORK DISCOVERY

INTERNAL

PREP

DESIGN &

PRODUCE

POST

LAUNCH

ANALYSIS

INTERNAL

POST

MORTEM

The design and production phase is when The Bench actually

does the work. The timeframe will vary dependent on the scope

of the project and work. The timeline outlined in the prior phase

will guide the cadence of this phase. The client manager will

communicate daily with the client lead, as well as a scheduled

weekly update call for the larger team to keep all parties up-to-

date with status, any obstacles, etc.

DELIVERABLE

Executed project as defined in the final strategy brief .

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SCOPE

WORK DISCOVERY

INTERNAL

PREP

DESIGN &

PRODUCE

POST

LAUNCH

ANALYSIS

INTERNAL

POST

MORTEM

The post- launch analysis is where our research and analytics

benchers get to work. Dependent on the project, we measure

the necessary KPI’s (impressions, sign-ups, views) and ensure

that we’ve succeeded based on our previously outlined

definition of success. The research team may also choose to

survey consumer post-launch to gauge their perspective about

the brand and whether it’s changed if at all, and how.

DELIVERABLE

Post-launch analytics and consumer feedback collection brief

prepared to present to client at Post-Launch meeting. This

meeting will set the cadence for future work therefore.

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SCOPE

WORK DISCOVERY

INTERNAL

PREP

DESIGN &

PRODUCE

ANALYSIS

POST

LAUNCH

INTERNAL

POST

MORTEM

The last step in our process is the post mortem internal wrap-up. In this stage, the

client manager, in tandem with a coordinator or intern, gathers the most powerful KPI’s

from the campaign, along with great imagery of the creative/execution.

These assets are uploaded to our intranet where they can be easily accessed for

agency promotion, award submissions, and future reference. The case study is also

uploaded to our website/blog with permission from the client.

The client lead at The Bench will also touch base with the client. If the client wasn’t

looking for an AOR, it is important to nurture the relationship in hopes of future work

and/or potentially choosing The Bench as AOR in the future.

The Bench is not shy about creating and celebrating great work. A post-launch

celebration for the client team, and the client, is also part of this phase. Cheers!

MARKETING THE BENCH

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It’s All About The Bench

It is important that The Bench be the focal point and consistent branding and marketing around the agency. We will ensure that there is a mega-Bench inside each office and/or on the street in-front of the building, which everyone has access to:

– All employees take employee ID pictures on bench

– All new clients take pictures on bench

– Allow pedestrians to take pictures and create a flipbook to show diversity of NYC

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Traditional/Digital Marketing

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#BENCHBRAINSTORMS

LEADERSHIP

AWARDS

ACCESS

SOCIAL MEDIA

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LEADERSHIP

• Position The Bench and senior staff as award-winning industry

thought leaders via PR, industry events.

• Showcase The Bench’s corporate social responsibility actions and

efforts; volunteering within our local communities; pro-bono work;

The Bench Initiative (re-building broken down parks and adding a

mega-bench).

• Participation and sponsorship of industry conferences such as

Social Media Week, Conference Board, etc.

ACCESS

• Develop and grow prospective client opportunities through targeted

event opportunities; SXSW, Ad Week, Creative Week, Internet Week,

AMA Non Profit Marketing Conference, The North East LGBT

Conference.

• Host networking/panel events at The Bench offices

• Bench Brainstorms on Google Hangout: livestream bi-monthly

brainstorms to show the world the smart creative minds at The

Bench.

• College Tours/Recruitment: Virginia Commonwealth University,

University of Kentucky, Texas at Austin, Miami Ad School, NYC,

University of California.

SOCIAL MEDIA/EMAIL MARKETING

• Build website to showcase work, talent, offices, client

testimonials, awards, and history; SEO.

• Maintain active social media channels including: Tumblr, Twitter,

Facebook, Instagram, Youtube.

• Increase engagement on social via marketing materials such as

white papers and infographics.

• Paid social posts on major announcements such as a new office,

client, white paper, CSR report, etc.

• “On the Bench” newsletter – once a week, or twice a month,

including goings-on at The Bench, what we’re thinking is cool in

the industry etc.

PR & AWARDS

• Press Releases related to client wins and work, research/analytics on the multi-cultural marketing industry etc.

• Editorials in industry publications

• Entering campaigns and the agency into award shows gives

potential prospects a better view on the caliber of our work. As well

as reaffirm our own successes.

• Potential award shows include: GLAAD Awards, Cannes Lions, Small

Agency Awards, Mosaic Awards (AAF), Advertising Age Hispanic

Creative Advertising Awards

Non-Traditional Marketing

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Harlem Proud

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• WHO: The Bench in collaboration with renowned photographer JR.

• WHAT: A partnership series similar to HONY, photograph Harlemites sitting on or

near a mega-Bench installed within their community to showcase the cultural

wealth. The photographs will then be blown-up and hung around Harlem

strategically.

• WHERE: Kicking off in Harlem, The Bench and JR would work together on this

project across all the major communities surrounding The Bench offices around

the world.

• WHY: JR and The Bench share the same mission: celebrating the beauty and

power in diversity.

• WHAT THE BENCH GETS IN RETURN: Massive traditional and social media

exposure via JR’s follower base (Instagram alone - 388K followers), and JR’s

best friends which include Pharell Williams, Spike Lee, etc.

Harlem Proud

JR in collaboration with The Bench Agency

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Marketing KPI’s

• Site traffic (page views) and SEO – organic search

• Sales revenue (reaching yearly client revenue goals)

• Social Media reach following, impressions, and organic reach across channels

• Assessing whether New Biz leads are pro or re-active

• Email marketing subscriptions

• Awards nominated for and awards won

• Industry media impressions

• Social Media impressions based on non-traditional approaches

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NEW BUSINESS STRATEGY

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New Business Objectives

• Increase visibility of The Bench both within industry and to potential clients

• Increase new business growth across areas of expertise

• Boost internal communication regarding agency language and assets for new business pitches/presentations

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What We Need to Get it Done

• Capabilities Deck (done!)

• Individual Practice Area Capabilities

• Case Studies

• Industry Experience Across The Agency

• Training

• CRM Database

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How We’ll Get it Done

• Prospecting

– Research companies/industries in our sweet spot and work with practice leaders on outreach

• Search Consultancies

• Get on the RFP lists

• Qualifying/Fielding Calls

• New business qualifying process for all to adhere to

– Provide detailed instructions for fielding a new business call with important questions to ask and details to obtain

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Sweet Spot Clients

• Clients that know that to truly reach their audiences they need to get away from traditional strategies.

• Clients that are active in the local communities within their major markets.

• Clients that have a separate team or person and budget that focuses on multi-cultural marketing.

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Client Revenue Goals - first year Based on total revenue of $5M

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3 Anchor Accounts

Above $750K ea.

45% of revenue or >$2.25M

3 Anchor Accounts

Above $300K ea.

25% of revenue or >$1.25M

4 Anchor Accounts

Above $375K ea.

30% of revenue or >$1.5M

EMPLOYEE RELATIONS &

INTERNAL GROWTH

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Internal Growth Goals

Our internal growth goals can only be reached by keeping a well-oiled and tight machine.

We want to maintain, nurture, and grow a happy, smart, and appreciated work force that are loyal and trust The Bench, their leaders, and colleagues.

Remember: we are the peoples advocate. That advocacy must start from inside The Bench.

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We Care About Our Benchers

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Internal Growth Tactics

• Monthly agency-wide conference calls led by the head of each practice area.

• Weekly internal newsletter run by junior staff – it should not have a “top down” feel but should be reviewed by a senior

member. Should also include insight or “a note” from a senior bencher.

• Emails sent out to alert the agency of new hires, promotions, new clients (and who pitched/will work on the business).

• An intranet of resources and archived information; old pitches, staff directory, HR forms, “team day” idea submissions,

profiles of all employees from c-suite executives to entry-level coordinators.

• Recognize employees with internal awards like “Client Manager of the Month”, “Intern of the Summer”, “Miss

Congeniality”, etc.

• Allow for training and career growth via BenchU, tuition reimbursement, sponsor Benchers to attend and travel

conferences, etc.

• “Bench Day”: Every other Friday bring in a caterer, a DJ, speakers from other companies, benchers can showcase

talents and teach other benchers.

• Bench Volunteers: four set volunteer days per year for all employees.

• Employee/Employer Reviews every 90 days to allow for managers to review teams and visa versa, give feedback, and

assist in implementing strategies to be more efficient and effective.

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BenchU

Bench University is an internship and training program

where educational and development training is provided to

current and future benchers.

Benchers learn from The Bench’s finest, industry insiders

and tools, clients, research companies and more.

Lunch at The Bench workshops and trainings include:

– Presentation Skills

– Account Planning or Management Crash Course

– Understanding Consumers

– Brand Leadership

– Research: Utilizing Twitter & Mobile

– Digital Solutions

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PRICING MODEL &

ADDITIONAL REVENUE

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Standard Bill Rates

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BENCHER SALARY HOURLY EQUIVALENT OPERATIONS (~135% of Salary)

HOURLY RATE

CUS $200,000 $96 $130 $226

CDO $200,000 $96 $130 $226

CMR $200,000 $96 $130 $226

Creative Director $150,000 $72 $97 $169

Client Lead, Director $100,000 $48 $65 $113

Director, Media Strategy $100,000 $48 $65 $113

Director, Digital $100,000 $48 $65 $113

Market Research Director $100,000 $48 $65 $113

Digital Strategist $75,000 $36 $49 $85

Creative Producer $75,000 $36 $49 $85

Media Planner $75,000 $36 $49 $85

Research Analyst $80,000 $38 $52 $90

Research Planner $75,000 $36 $49 $85

Graphic Designer $70,000 $34 $45 $79

Creative Project Manager $70,000 $34 $45 $79

Client Manager $65,000 $31 $42 $73

Social Media Manager $65,000 $31 $42 $73

Production Assistant $50,000 $24 $32 $56

Digital Coordinator $45,000 $22 $29 $51

Media Coordinator $45,000 $22 $29 $51

Research Coordinator $45,000 $22 $29 $51

Client Coordinator $45,000 $22 $29 $51

Project Intern $40,000 $19 $26 $45

Sample Project

An integrated marketing campaign

with project-based client Max

Brenner.

Objective: launch a new restaurant

on Miami’s Lincoln Road strip.

Project Cost includes:

• 1 month discovery

• 5 months for execution

• 1 month post-launch

• Does not include OOP costs

Cost: $403,477

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Sample Project Bencher Allocation

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DISCOVERY EXECUTION/LAUNCH POST-LAUNCH

• CUS

• CDO

• CMR

• Client Lead, Director

• Client Manager

• Market Research Director

• Research Analyst

• Research Planner

• Digital Strategist

• Creative Director

• CUS

• CDO

• CMR

• Creative Director

• Client Lead, Director

• Client Manager

• Director, Media Strategy

• Director, Digital

• Market Research Director

• Digital Strategist

• Creative Producer

• Media Planner

• Graphic Designer

• Creative Project Manager

• Social Media Manager

• Production Assistant

• Digital Coordinator

• Media Coordinator

• Client Coordinator

• Project Intern

• Client Lead, Director

• Client Manager

• Social Media Manager

• Media Coordinator

• Research Coordinator

• Client Coordinator

Discovery …as its own service

At The Bench, we take research and strategy seriously.

Our discovery process is so rigorous and vital to your brand and business that we offer it as its own service

at a flat rate of $30,000. Our top benchers, including the heads of digital, market research, brand strategy,

and creative, work together for 30 days to drill down to the strategy that will bring the most memorable and

360-degree experience for the community or customer group you’re looking to target.

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PHASE OF

PROJECTBENCHER SALARY

HOURLY

EQUIVALENT

OPERATIONS

(~135% of Salary)

HOURLY

RATE

HRS/

MONTH

TOTAL MONTHLY

FEE

CUS $200,000 $96 $130 $226 8 $1,808

CDO $200,000 $96 $130 $226 8 $1,808

CMR $200,000 $96 $130 $226 8 $1,808

Client Lead,

Director$100,000 $48 $65 $113 20 $2,260

Client Manager $65,000 $31 $42 $73 60 $4,406

Market Research

Director$100,000 $48 $65 $113 20 $2,260

Research Analyst $80,000 $38 $52 $90 25 $2,260

Research Planner $75,000 $36 $49 $85 24 $2,034

Digital Strategist $75,000 $36 $49 $85 25 $2,118

Creative Director $150,000 $72 $97 $169 25 $4,237

Total Fees $24,997

Bench Profit

(20%)$4,999

Flat Cost $29,996

30-DAY

DISCOVERY

Immersive Benchshops

The Bench provides immersive one or two-day educational and development workshops for clients and individuals with small budgets, or executive teams looking for on-location training, on multi-cultural or LGBT market research, social and content marketing, and more. Whiteboard and brainstorm sessions, accompanied by breakfast and lunch, are a great way to bring a team together to develop skills that will ultimately improve your marketing strategy and business.

• One Day Benchshop - $300 pp

• Two Day Benchshop - $700 pp

• Executive Benchshop On-Location: pricing contingent on needs and size of group.

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THANK YOU.

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