Change is hard! Especially when you are making a change that will effect every one of your members and your staff. How do you ensure you make the right choice with replacing your parks and recreation management software? These 5 considerations will help you to make the best decision for your organization.
Tune in to this webinar with Farid Dordar, CEO of one of Profit 100's Fastest Growing Companies, to learn all of the do's and don'ts of choosing your next vendor.
Farid Dordar is the CEO and Founder of PerfectMIND, the world’s leader in member management solutions. Since founding PerfectMIND 15 years ago, he has grown the company to a client base of over 5,000 worldwide customers, with over 100 employees, and has been acknowledge twice on Profit’s list of Fastest Growing Companies.
His accomplishments are not only limited to the world of business and technology. Farid is a former World kickboxing Champion who has dedicated his life in helping people to pursue an active life.
Farid has consulted thousands of organizations and franchises on the best practices for systematizing their business, has a strong understanding of the business tools needed to grow a successful community, and experience in fostering meaningful relationships with customers.
Hi, welcome to the webinar today, thanks so much for joining us. My name's Moira, I'm the marketing specialist here at Perfect Mind. I am so excited to bring you 5 things you must know before purchasing your next Parks and Recs software with Farid Dordar CEO of Perfect Mind. Just before we begin I would like to go through some housekeeping items. Just so you're all aware the session is recorded, so we'll be sent a recording once the webinar is complete and if you have any questions during the webinar please feel free to type them into the question box on the bottom right hand side of your screen and we'll go through a short question and answer at the end of the presentation. Without any further ado I will introduce Farid Dordar to you, the CEO and founder of Perfect Mind, the world's leader in member management solutions. Since founding Perfect Mind 15 years ago he has grown the company to a client base of over 5,000 worldwide customers with over 100 employees and has been acknowledged twice on Profit List's fastest growing companies. His accomplishments are not only limited to the world of business and technology, Farid is a former world kickboxing champion who has dedicated his life to helping people to pursue an active life. He has consulted thousands of organizations and franchises on the best practices for systematizing their businesses. He has a strong understanding of the business tools needed to grow a successful community and is experienced in fostering meaningful relationships with customers.
Hello everyone and welcome! Thank you for joining the webinar this morning. It is really impressive having 200 hundred people joining our first set of webinars we're going to have for Parks and Recs. We'll be inviting more professionals and consultants and experts in the industry and we'll have a series of similar webinars in the upcoming weeks and months. So today, I guess from the title of the webinar, we're all here because we want to change our product…the software we're using and based on our research and looking at all of the attendees most of you today are using class software. So, let's dig in. I've done many presentations in the past, I would say 6 months down in California, here in Canada and the biggest concern that people have and that I have noticed is not everybody really understands a Client vs. Cloud and what it is. A lot of people mix up Cloud with I-Cloud, because whether they own an I-phone or an Apple Device, I-Cloud is more of a storage but Cloud's computing is about having everything on the Cloud. So, your processing and your memory and your whole application, so it's not just about the storage being in the Cloud but your whole processing being on the Cloud.
While your Client software which if you use in class today, you have a software that you install, at least a server/client system. There are lots of benefits to being on a Cloud and that's why software as a service is growing so much here in North America and soon worldwide. The biggest benefits are you can work from any browser whether it's your I-phone, I-pad or desktop, you can do your work from anywhere with any kind of device. If you're sick at home you can work from home. If one of your staff you want to give them a permission to work from home, or when they're away on vacation they can do certain things, you can do so. So, it brings really a great usability being on Cloud and at the same time it saves a lot of time and money for IT departments so they don't need to worry about updates and upgrades and all of those. But the biggest difference between really Cloud vs. Client is not necessarily only the solution or the software, but also software as a service as a whole which I'll explain a little bit later what that is and why it's so important for you to understand that…
Really, the partnership you'll be developing with us, your next vendor and how that has to be. Now, the change I know is tough and I've seen that many of you have been using the same software for years. In many organizations in Park and Recs they weren't even aware of other products out there that could benefit the organization. That's kind of sad in my opinion. If you use the same software over and over, you really don't know what's available to you. And you wouldn't know what are the other benefits you can get from some other softwares out there that you haven't been exposed to. Now, other benefits in this change that you will have is mobile vs. desktop. You want to give your instructors and coaches to also be able to use your product. You want your customers to be able to go through the mobile and book themselves into an activity, or book a facility or book themselves for a private lesson. All that is important, as a matter of fact I would say 90% of all clients/customers meaning consumers/members on your website they will probably be reaching your website through their telephone, through their mobile devices. So, there are many important things that comes into this change. Part of this change is making sure your websites are responsive, making sure your applications are responsive, making sure your point of sale is responsive or shopping cart is responsive online so customers can easily book themselves for an activity that they're interested in.
As I said working from anywhere, that's a great benefit. Not only you don't have to install the new product, any software, you will have none of these issues of I have to install an app, I have to install the software first so I can work from anywhere really easily. So, that's go over the list of must haves and nice to haves. A lot of clients that I talk to, they talk a lot about things they have today. For example, they want to be able to register for activities and they want to be able to do facility booking. It's great for you to get to what you need to do today. A lot of your staff and employees within your organization are used to having the same features and you must have those features in order to run the organization as it is today. But what is it nice to have? What is it that you miss that you should have but you don't have? What are some of those things? You know you only know what you know, if you have been exposed to a software for 10 years or 20 years or as soon as you started working for this organization or this municipality and you've been exposed to one software you might not know what are other things that could be available to you. How would you really improve your whole community, how do you improve the employees' work environment with your software?
So, you only know what you know. It's really important to go through some consulting and that could be provided by vendors but it could also be provided by third party organizations that do that research for you. I think that becomes real important because if you don't know what's available out there you might not make the right decision. And I'm saying this from experience because I've talked to a lot of you guys and I see that it's half and half. Half of the group is really interested in the new technology, they're interested to learn what else they can do with their product and half of the clients are looking at pricing, you know? Pricing is not what you want to be interested to know in the beginning. I know this big change in North America has happened because some of you have been really cornered to make a change, but that's a good thing! I believe that whatever the reason is sometimes we need that force in order to make the change. And if that has been because the price is going up or that's because the technology is getting old and it can no longer support the business, these are all good reasons to make the change. One other thing you want to know is that you want to partner up with a company that is a SAAS model, Software as a Service. I'm going to explain that a little bit. Software as a Service really has been around now for 10 years and it's becoming…
Really, it's the best way of, the best solution for small to large to enterprise businesses. And the reason behind it is not because you don't have to install new software and you can go through your browser and use the product, because the model of Software as a Service changes the game. The game is this, you used to buy software with a certain functionality and then the company, the vendor will gather feedback once in a while, maybe once every month, every quarter, every year and then they go to their engineers, they go to their white board and plan to make a new feature, or to make a change to an existing feature and build that software. Software as a Service has changed all of that. What you need to know is that you can ask for more and you can regularly ask for more. That's what Software as a Service is, it's a partnership between a vendor and a customer. The customers continue to give feedback and vendors continue to deliver. Now, if you see vendors that provided Software as a Service, make sure you also understand the backend; how the infrastructure of Software as a Service works. Do they have any type of channel where they can gather feedback? Do they have that today? Do you have to chase them to give feedback or do they chase you for feedback? Make sure they have maybe Facebook groups or channels related to the feedback section of the software. So, when you're partnering over the software service that also becomes really important because you never know what you need tomorrow. You never know what you need next year. Maybe there are some features that are great but you want to enhance them.
We didn't know mobile was going to grow so much in the past 5 years but it has. Feature changes, browser changes, the need of a business changes…so it is very important for you to partner up with a vendor that understands that change and understand that change doesn't happen every year, it shouldn't happen every 5 years or 10 years but it should happen on a regular basis. So, having a channel for gathering feedback is really important and make sure when you do your study the vendors do support that. So, what's missing? What is that today you would like to have but you don't have? For example, maybe you want to get your instructor and coaches involved. Maybe you want to give them a username and password so they can also be able to manage their members or students in their programs or in their classes. So, what else is missing in your organization to them? Maybe you want to have a master calendar that you can see everything in one place; all of your activities, all of the private sessions… Maybe you want to be allows for booking facility online, yes there is all these challenges of contracts and agreements. They have to be signed, they have to be residents, you have to check their IDs and all of that, but maybe there is a way around all of that and you want to make the job easier. What else is missing? Maybe you want to support multiple programs, I don't know! There are a whole bunch of things that you might want to do today, that you wish you had but you don't have, so make sure that you do make your list. If you're interested we have actually prepared a list that you can go through and I'll talk about that at the end of the webinar and if you're interested we email you that. So, that maybe would be a good start for you to start putting more stuff into it.
Usability, it's not a nice interface. Yes, here we're looking at the beautiful, colorful calendar of Perfect Mind but usability's more than that. Usability really becomes important when you put somebody in front of a computer and you say, "Use the product," and they can't immediately start using the product. They can understand by seeing the product, they can understand the steps, they can understand the flow… Usability becomes really important when you're taking your software everywhere. Your enterprise software today it is installed, employees use it, you get lots of training for it and if you have a lot of people changing their jobs…you know today they are working from the desk and tomorrow they're not, you have to train them again and again and again. So, having a complicated, complex software with lots of fields will not be a good change and in order to do that better make sure you look at the usability of any vendor or any software that you're trying to pursue.
Make sure they take you through their flow. I'll just give an example, for example you go to the clients and you enter a client. Now you create an activity. You have created activity and you're booking people into that activity. What if the person is not in your database? Do you want to go back to clients and then come back to activity and attend or book that individual or do you want to be able to enter a new contact from everywhere within the software? Whether you're in the POS, whether you're in activity registration, whether you're in facility booking, everywhere you are you should be able to do those jobs. Those things make things simple, and actually it makes the training cost go down because now if…traditionally it would take you 3 months to train a staff member, now it might take you a day or two to train a staff member, and the world of Software as a Service, and the world of social media has changed usability for the better. And the reason behind it is because now you really don't need to read help files. If you get to the point where you have to read help files that means maybe the software is already too complicated. Yes, I understand if they're a complicated functionality that you really need to learn in order to be able to set up a system, but using a product, using a software as an end user. Whether you're a front desk individual or whether you're trying to book someone for an activity or even create an activity, it should be easy and if it's not that means really the vendor did not spend enough time and effort into the usability. Maybe, it could also mean that the more complex software I provide to you as a vendor, the more professional service charge I can do and make money from.
Be careful there, because you have to remember Software as a Service companies should not make the most money out of their professional services, but they should make the most money out of offering to do Software as a Service. They are 2 different things. A faster implementation maybe a lot of you have been really sitting back and not wanting to make this change because you think that it's too hard. Maybe, you've been informed in a way that, "Oh, the implementation will be difficult," it's not. A lot of companies including organizations with 2 and 5 to 10 thousand employees they change their software all of the time, every 2 years, every 5 years, you know, and implementation shouldn't take that long to get your software down. It's not really a difficult thing. We're not building jets to go to the moon, so if that's been told that it's hard to implement product because it takes time, yes it used to with client and network software but with SAAS model it's a lot easier and it's basically an export of your current data and it connects with your hardware, whether your scanner, your point of sale, your return style if you have one in your facility and implementation is not that hard and it usually takes between 30 to 60 to 90 days and if it's taking more than that and longer than that… If you're a large city I can understand that with 250 maybe Rec Center, we'll be doing a presentation in Los Angeles at the end of this month and maybe they have different needs. Maybe they have the software they use is quite different. Maybe they want to integrate into their accounting system as well. Maybe those things might take long, but implementing the actual basic of the software shouldn't take that long.
Another thing usability really brings to the employees of the organization is they will enjoy their work more. When you're looking at a screen for a long time, every day you really get sick of it. So, you want to be able to really, especially if you're used to using all of these beautiful apps that are out there. You're used to doing your search online and going through softwares like Facebook, you surely expect to have better usability because you want to enjoy using your device or your desk top or your work environment. So, having a usability is real important and make sure you're focused on that. Usability's not just about a nice look. Usability is about being able to actually go through a flow of a business need and be able to do that quickly and easily and be able to learn that quickly as well, so if somebody is trying to teach you if they're not there you can actually look at the product and learn how to do it yourself.
One thing I've noticed is we have over 5,000 customers mostly in private sectors and now in the I would say the last 12 months or a year we've been working more with governments and one thing I've noticed as a consultant has been we really don't learn much from private sectors. If we look at ourselves like a business, we might actually come up with a different solution for our problems today and one of the things we can learn from private sectors is that there are a lot of private gyms out there. How do they run their gym? How do they run their fitness? Because at the end of the day we offer the same, a similar service to our members…I might have a gym in my community center, I might have a yoga class and programs in my facilities, I might offer martial arts classes, but what is it that they do that we're not doing today? We need to act like a business and learn from the private sectors and be able to compete also. We have beautiful facilities. We have large facilities and we have lots of staff. We have bigger budgets than a small business, why shouldn't we learn from them and do better than them? I think by looking at it that way not only might you save a lot of money for your organization but you might be able to actually grow your organization as well. So, why not attract clients from private sectors? What's it they're doing that we're not doing today that we should be doing?
How do fitness and martial arts gyms do it? A martial arts school has ranks and they keep track of the ranks. In every single studio out there they actually use a software and they keep track of their ranks, the progress of their students and do we do the same thing in our centers? Do we really give the same power to our instructors at our centers? Do we do the same thing with our coaches for softball, or dance programs that we run with the park centers? And that becomes real important because when you empower employees, instructors and coaches you'll have a better work environment and that becomes really important. Now, let's go out there and learn from them. What are the things, how do they run their programs, why have they been more successful than actual centers in the same things and what is it that they're doing that we're not doing and what is it that their software is doing that our software is not doing? Those will all become really important. At the end of the day we are in the business of programs, we offer programs and we promote it to citizens within our community and we want them to join our programs. So, we have to be competitive. Not only on the pricing side and not only on the facility side but also on the program side itself and being able to offer great instructors and great programs. That should become a goal. A social committee that promotes you; private sectors, continually their marketing is really powerful. I did a presentation at BCRPA here in BC and I believe only one person from the marketing department showed up and I know that he was from North Vancouver. And it was really interesting to see that North Vancouver is doing that. They are thinking about marketing and that's I think really important.
In order to run a sector like private sectors, like a business, we need to think about marketing the same way. So, having a social community, that's important. The social community doesn't necessarily mean a Facebook page but making sure your applications are social especially the applications that you offer on your website. Whether you have a wall type of application on your website or offer all kinds of bookings that really promote to their friends, all of the applications need to be social in order to promote you and your sector. And when you run your businesses like private sectors, you think like private sectors. If you go to a dance school today and if you're standing there for a long time they might invite the mother and the father to also take the program. They might invite the sister and the brother also to take their program. Do we do the same thing? Do we market our programs the same way? If we're not, why not? Maybe, because our tools are not allowing us and we're used to so much what our tools do today that we forget what else it can do in the future or how we can actually use a tool that actually helps us on the marketing side which is really important.
Automated rating, it was really an invention of us about 8 to 10 years ago where we rate the members; A and B and C based on their attendance to the sector or to the studio or to the gym. The reason behind it is it's a simple measurement of knowing how a center does. A measurement of a center how it does is not just by its revenue, you know I did 10 million last year but this year I'm estimating I'll do 9 million or 11 million. The best way to really rate your programs, whether they're working or not is to rate your instructors and coaches to whether it works or not, to rate your employees whether they're giving a great service to the members or not is to know if members are coming back. If you can have a system that automates that rating and knows, so you can look at dashboards and reports and understand exactly how you're doing compared with last year at the same time or this quarter compared with last quarter or this quarter compared with last year in the same quarter… If you have this tool in front of you, you can really and easily make decisions as to how the center's done. This is really more good for management where they can actually see if this instructor is doing well, if this program is doing well, if this facility is doing well or not… Should we maybe improve our birthday functions and improve on that and promote it more because we've been successful at it? So, automated really helps with that.
We talked about that briefly, you know, we have to have fun every time we come to work. In my opinion, you will only have a fun environment when you know everybody around you is happy and less stress, and the way you do that is by distributing the work to everyone around you whether they're instructors or staff, whether the people within the organization that do the backend work…you know the IT side, you will have a better environment when you get everyone in involved. How do you get everyone involved? Make sure that you do have a tool that allows all that. A tool that empowers instructors to teach better programs and better classes because they can see the progress; they can see whether students are growing or not. A tool that helps volunteers to get involved, so if they want to get involved with the scheduling, with their help, they can actually go and log-in and be able to put their schedules and be able to get involved better, so they can help better. And it's important, so now that you're thinking about a change, make sure you go to a change that also supports those things. Also, community involvement! Why not have a social wall or a community on your website where people can be involved with blogs, and be able to write comments and be able to promote your programs that they're interested in. How do we get the community more involved in our programs and our courses? The tool becomes really important and if you're interested we can definitely if you haven't been to one of the cities and we haven't done our presentation for you, we definitely can show you in more detail how that happens. How you can actually do that and accomplish that goal.
Again, talking to a lot of cities, we've noticed that a lot of system has been built because the software does it like this. So, every question we ask is because the software does it like this. "Do you run your report like this?" "Yes, because the software supports these kinds of reports." So, it's important you define your processes and not your software and traditionally that wasn't possible because you had to hard-core a software with certain processes coming on a feedback of a few customers and then you would build a software and then everyone else who would join using the same software would have set up their own system. They could not set up their own system unless they followed the same processes. Software as a Service has changed that, especially Platform as a Service has changed that and I'll tell you what the differences are. Software as a Service is what you use every day, so it's basically an out of the box product that you use to run your facility. Booking you activities and registrations, your client management and all of that… Platform as a Service allows you to build your own processes, your new business processes, so in case you have a new workflow that you want to create you don't need to call your vendor and say, "Hey, can you do this for me?"
You can do it yourself and change the processes. I'll give you an example, for example, every time somebody books maybe for a facility and they haven't confirmed the booking yet. They haven't paid or signed a contract, now there's another available party that wants to book for the same facility, you want to make sure you create a task to call someone who booked the same time and the same facility to confirm their booking so they can come and pay for it. That could be automated through emails… That could be through a task for the employees…all of that can be automated. Now, or it maybe someone's membership has expired or hasn't gone through and you needed to pick up the phone and call the members for any reason, all of these workflow processes could be created through our Platform as a Service. A software that's been coded to be customized up to a point will not be able to do that. The only software that helps you to build your own processes are the products that work like Platforms as a Service, meaning you have your workflow engine that you can build yourself or can be built by the server as a professional sport. So, it's important and let's not make the same mistake again. Let's not go after a software that limits you on running your organization the way you want to. Actually, I will say the first company that's changed this was Salesforce probably about 10 to 15 years ago. They came out with a Platform as a Service where they started believing that, "No, our organization within the same vertical and industry should not necessarily have to act the same way!"
If I have a parks and rec center in California vs. in BC or Ontario, we don't have to all work exactly the same way. It's okay for organizations to develop their own processes, so with their system they allow for that and all Platforms as a Service does that and Perfect Mind actually definitely allows for that as well, so you will have your own workflow engine so you can create your own processes. So, any vendor that you actually go after make sure that they give you a little bit of flexibility and allow you to build your own business processes, and not necessarily only follow their business processes. Some other features that you might be interested in that might be important, that maybe you can take advantage of are multiple memberships. Being able to sell someone a membership for the yoga only and be able to sell someone a membership just for martial arts, so somebody can be belonging to a martial arts program and somebody could be belonging to a swimming program within your organization. That's basically the multiple memberships per client and that becomes really important. So, instead of allowing one per member, you can have multiple.
Another thing is multiple programs, programs like dance programs for example. Or again yoga programs or martial arts programs; the programs that are set and run in a certain way and you have to be able to allow for that as well. So, not only multiple membership but also multiple programs for one member, so in case I buy a membership I can have access to 2 programs, maybe. So, I buy a membership for 12 months for one set price, or payment processing you set it basically on multiple payments processing where every month a fee comes through or every quarter or 3 payments you pay for that membership and then you add more access to multiple programs. So again, have access to martial arts but you can also have access to our gym and weight training programs where you can go in there. So, every time they can come in they can have access to those areas and the system will allow them to go into those areas. Levels are something that…I don't believe any software kind of does that and that again is learning from private sectors. Levels are important. How do instructors manage levels? You have swimming 101, 102 and 103, you have swimming Level 1, Level 2 and Level 3. How do you keep track of that? And keeping track it doesn't really mean, so you only know who belongs to which level but also able to motivate and promote the members. So instructors again, empowering instructors to promote those levels, so people that want to move from one level to the next and the next. As an example again, swimming or martial arts or dance they all have levels. You've got to be able to manage that.
I haven't seen any kind of center so far that actually gives that power to the instructors to manage the ranks of their students and record levels of the students and that's really important. At the end of the day the instructors can print certificates, the center can automate creating certificates to those levels and those are part of the promotion and marketing of the center as well, because people put those certificates in their phones and it promotes to others and other friends that they've been part of our program. So, level management or rank management, it becomes really important. So, make sure your next vendors do support multiple programs, multiple memberships on multiple levels. I think that becomes really important.
Now, we've talked to many customers who are interested in actually managing also the facility in these. Yes, you might have certain areas where you have a group that comes and books for a facility and maybe there are 20 or 30 of them and they manage that themselves when they come to the center, but how do you manager the waivers? Every person that walks into the center they have to sign a waiver. So, if your facility booking doesn't manage multiple attendees, that becomes really hard. Yes, maybe you don't do that today and maybe it's not necessary, but being able to manage that online and offline on location, that becomes really important. And other reasons why you want to do this is because now you can also increase the number of contacts in your database for marketing purposes. So, if a group comes and there are 30 people in that group, why not having that database being able to promote similar things to those groups as well? So, that becomes important having the attendees, the other group when you book for a facility, it becomes important. If it's not today it might become important next year. If it's not important for every type of booking that you do, maybe birthday you don't care, but it might become important for some other type of facility booking that you do. So, think about it.
Automated tasks, it's a great way to really make sure that the staff and the employees are coordinated to work together. Instead of me always leaving a sticky note or picking up a phone to call someone or sending an email that goes to their junk mail, being able for every employee to have the log-in for the log-in and knowing whether the task they need to do is important. It's actually really important. In order to automate that it becomes even more important, so some of the task doesn't need to be manual; you don't need to create it manually. You know who is responsible for what part of the organization…what their functions are, so you can create actually workflows to create all of these automated tasks for different staff members. And you can actually go even further and automate the task work supervisor, so if somebody doesn't actually get to their task on time, you can create automated tasks for their supervisors so they know in case they want to follow-up. Maybe somebody's sick, maybe they haven't come in, maybe they're on vacation for 2 weeks, so what happens to all of the tasks of that person? How does that get moved to another staff member that has to get it done? So, automated tasks become really important.
Automated reminders are also important. Automated reminders are not just really for staff but it's also for customers and clients. You might have private sessions booked and it's important for private sessions to always remind people ahead of time. Reminders could also be RSVPs. If you have a big event that you're trying to plan, you want to RSVP everyone to know whether you should even have the event. If you don't find lots of interest, maybe you don't even start that event. So, having the RSVP, having the reminders in your calendar, the activity booking, in your facility becomes really important. I can give you another business case. The case could be that you create an activity that goes for 12 sessions and as you're creating it all of a sudden it gives you a conflict. One of these sessions, maybe the 6th session you cannot create within the same facility because the facility is being used by some other programs or maybe it's just shut down for that day. In order for you to make this conflict and manage the conflict instead of changing this whole program and creating another one, all you have to do is deal with that single conflict and what you can do is you basically change that facility from that date and put it into another facility, maybe that's possible within your organization. Now what happens is all of the people that are booked for that program they're used to going to the same facility every day. Now here comes the switch sessions, they will be lost because they are going to go to the same facility and see it's not available. Reminders would be great things at that moment. It would be nice for those to automate reminders that go out to all of the attendees that "Today the facility will be at this facility, so make sure you go there," so automated reminders are important for customers.
Another example could be refunds and cancellations. I don't know if many of you do actually refunds or partial refunds today, but you should be able to refund not only as a credit but also break down the refunds into processions, maybe pro-rate the refunds and change the amount to whatever you want. Maybe you have an extra charge of maybe 5 or 10 dollars for a refund and you should be able to add that as well. That could be maybe part of your process that you need to do on your product today and it doesn't allow you to do it. So, make sure that you define your processes, not your software and make sure that you pick a vendor that helps you to be able to achieve those processes. And the last thing is…that I want mention is don't settle for anything for the best and let's not repeat the same mistake! First of all, don't stick with the same software for years. I think that's completely wrong. If the software is not growing or becoming better every year, especially in the world of technology the software is changing so much, so make sure that you make the right decision and I'm sure that you will make the right decision. If you're interested again in finding out more about Perfect Mind we'll are definitely going to offer a free 30 minute consultation. So, just please email firstname.lastname@example.org and we'll be happy to call you and take you through some of the things that we can help with. At the same time if you're interested to get a checklist, please make sure again send the same email to the same place and we'll be more than happy to do that as well. If you're interested also in a presentation of Perfect Mind, don't feel that's a hard thing. No, you sit behind your computer like today and our sales executives here will be more than happy to take you through an hour or an hour and a half of presentation for yourself and all of your team members. Thank God, the technology has made it really easy. Again, I want to thank everyone for attending today's webinar and please look forward to our future webinars. And if you have any questions, now is a good time that you can actually go through the question area on the bottom and enter them in.