WEBVTT NOTE This file was generated by Descript 00:00:03.450 --> 00:00:04.260 Speaker: Hey, welcome to Keynote. 00:00:04.440 --> 00:00:05.520 I'm your host, Steve Schwab. 00:00:05.520 --> 00:00:07.355 Today I am here with David nti. 00:00:07.355 --> 00:00:10.920 David Angotti has been a personal friend of mine for many years now. 00:00:11.370 --> 00:00:15.600 Uh, David has a fantastic background starting with a company called Speedy 00:00:15.600 --> 00:00:19.260 Prep, in which he was one of the first people ever gamify online learning. 00:00:19.860 --> 00:00:25.590 He's been a pilot, A OTA, and if you dunno what OTA it is essentially built websites. 00:00:25.600 --> 00:00:29.770 That outperformed Airbnb and VRBO in his markets. 00:00:30.100 --> 00:00:34.540 He's an ultra marathon runner and worked for NetJets as a pilot. 00:00:35.140 --> 00:00:39.730 More recently, he's been the brand ambassador for guesty, and 00:00:39.730 --> 00:00:46.930 today he's coming on as our senior advisor to Cago for our la casa.com 00:00:46.960 --> 00:00:48.320 and Casago.com 00:00:48.340 --> 00:00:48.940 initiatives. 00:00:49.240 --> 00:00:50.140 David, welcome to the show. 00:00:50.500 --> 00:00:51.730 Thanks for having me, Steve. 00:00:52.530 --> 00:00:55.860 David, something else that you did that was relevant to what 00:00:55.860 --> 00:00:58.290 we'll be talking about today is you were also a property manager. 00:00:58.650 --> 00:01:02.250 Speaker 2: Yeah, but you know, before I was a property manager, I was just like a 00:01:02.250 --> 00:01:04.590 lot of people listening to this podcast. 00:01:04.859 --> 00:01:10.199 I was a property owner and what led me into property management was, 00:01:10.229 --> 00:01:13.859 was ultimately frustrations I had with different property managers. 00:01:13.859 --> 00:01:18.600 And so everybody that's listening to this podcast, I've been in your, your 00:01:18.600 --> 00:01:20.669 shoes and I know what you're feeling. 00:01:20.669 --> 00:01:21.180 I know. 00:01:21.704 --> 00:01:23.715 Exactly why each booking matters. 00:01:23.715 --> 00:01:27.074 I know what it's like to refresh the owner portal and see another booking 00:01:27.074 --> 00:01:28.634 come in and feel that excitement. 00:01:28.815 --> 00:01:33.525 And that's really what we're talking about today is how, how can we use the 00:01:33.525 --> 00:01:38.595 web assets, the website effectively to drive those results for you. 00:01:39.824 --> 00:01:44.114 Speaker: David, as we've gone into this project originally, you were 00:01:44.114 --> 00:01:47.519 there just helping me as a friend, and you started seeing the opportunity. 00:01:48.240 --> 00:01:53.490 With vacasa, which is going to be your main initiative now, what led 00:01:53.490 --> 00:01:58.389 you to see that there was a lot of upside and opportunity in vacasa? 00:01:58.740 --> 00:01:59.039 Speaker 2: Yeah. 00:01:59.039 --> 00:02:02.669 Look, you called me and you're like, Hey, let's, let's, let's do this thing. 00:02:03.210 --> 00:02:09.810 And when I heard the thing is, go head to head with Airbnb, vrbo and booking.com. 00:02:09.960 --> 00:02:14.250 That's a little scary as somebody that understands websites really, really well. 00:02:14.670 --> 00:02:17.100 Website conversions and driving traffic. 00:02:17.100 --> 00:02:21.090 When you have to go head to head with brands like that, it's not always 00:02:21.090 --> 00:02:22.620 something you're excited about. 00:02:22.620 --> 00:02:27.150 I've been doing this for a while now, however, when, when you, uh, came to 00:02:27.150 --> 00:02:31.440 Nashville with the marketing team, we looked at the website, we looked 00:02:31.440 --> 00:02:32.765 at the performance of it already. 00:02:33.675 --> 00:02:38.685 It became obvious that there was a huge opportunity here to really maximize 00:02:38.954 --> 00:02:42.225 the foundational work that had been done over many years prior to that 00:02:42.225 --> 00:02:45.645 point, and actually go head to head with those household name brands and 00:02:45.795 --> 00:02:47.984 provide value for all our stakeholders. 00:02:48.704 --> 00:02:54.255 Speaker: With that foundation that had been built, you saw a ton of opportunity 00:02:54.795 --> 00:02:58.964 in the upside for the initiatives that aren't being done right now. 00:03:00.089 --> 00:03:03.779 Maybe you can talk a little bit about how you're thinking about 00:03:04.259 --> 00:03:06.419 getting people to the website. 00:03:07.109 --> 00:03:08.819 Speaker 2: Yeah, I can give an example of that. 00:03:08.819 --> 00:03:12.929 So if you rewind a year ago, back before the merger. 00:03:13.245 --> 00:03:19.005 The website was spending seven figures, so a lot of money on driving paid traffic. 00:03:19.005 --> 00:03:22.635 So this ad you might see on Google or other places, it was driving 00:03:22.635 --> 00:03:27.495 those website visitors to the tune of seven figures a month in spend. 00:03:27.674 --> 00:03:29.204 So it wasn't a small budget. 00:03:29.204 --> 00:03:31.905 That's back when vacasa was a publicly traded company. 00:03:32.234 --> 00:03:34.575 So we, we take it private. 00:03:34.755 --> 00:03:37.935 I'm involved behind the scenes a little bit with you on that and looking 00:03:37.935 --> 00:03:39.040 at the website all along the way. 00:03:39.810 --> 00:03:41.970 And here we are now. 00:03:41.970 --> 00:03:47.220 We are today at four times the spend of what vacasa was spending as a 00:03:47.220 --> 00:03:49.350 publicly traded company a year ago. 00:03:49.500 --> 00:03:52.410 So when we look at like a recent month, we're spending four times 00:03:52.410 --> 00:03:54.269 as much on paid marketing efforts. 00:03:54.450 --> 00:03:56.790 And somebody could look at that from the outside and be like, 00:03:56.820 --> 00:03:58.230 well, why would you do that? 00:03:58.620 --> 00:04:01.739 It's one of the things I bring to the table is the relationships. 00:04:01.739 --> 00:04:06.450 So I knew a company called Seer Interactive that I was good friends with 00:04:06.450 --> 00:04:10.500 the owner of, and immediately reached out to Will over there and said, Hey, 00:04:10.829 --> 00:04:12.240 I need you to look at this account. 00:04:12.240 --> 00:04:16.469 Help me find the opportunities here to actually go head to head 00:04:16.709 --> 00:04:19.560 with with Airbnb, with booking.com, 00:04:19.560 --> 00:04:25.020 with VRBO because my homeowners need bookings on vacasa. 00:04:25.300 --> 00:04:29.170 Because I want to have an additional booking channel beyond those other 00:04:29.170 --> 00:04:33.820 ones, because when we can plug one more demand source in that has tons and tons 00:04:33.820 --> 00:04:38.800 of visitors coming in, then all of a sudden, uh, we, we have higher revenue 00:04:38.860 --> 00:04:41.080 per home, which serves everybody's needs. 00:04:41.080 --> 00:04:41.440 Well, 00:04:41.940 --> 00:04:46.590 Speaker: you know, really at the end of the day, our job to find a way to take 00:04:46.590 --> 00:04:52.050 care of homeowners, making sure that we're giving our homeowners a advantage. 00:04:52.580 --> 00:04:56.290 To be able to have the sort of economics that we hope to get them by having a 00:04:56.290 --> 00:05:02.050 website that is truly one of the top five websites for vacation rentals in 00:05:02.050 --> 00:05:02.455 Speaker 2: the United 00:05:02.455 --> 00:05:02.800 Speaker: States. 00:05:03.220 --> 00:05:04.150 Speaker 2: Yeah, so here we are. 00:05:04.150 --> 00:05:07.390 We have this, this top vacation rental website. 00:05:08.320 --> 00:05:11.770 It's just, I hate to say it, but it's been kind of neglected. 00:05:11.830 --> 00:05:15.700 There's, there've been some layoffs at at vacasa through the years and 00:05:16.030 --> 00:05:20.080 because of that, the team was having to wear a lot of different hats at once. 00:05:20.380 --> 00:05:24.219 And so one of the first things I did when I came on as senior advisor was 00:05:24.219 --> 00:05:27.474 look at where are the opportunities where we can put some money. 00:05:28.465 --> 00:05:31.585 Get huge returns as quick as possible. 00:05:31.765 --> 00:05:31.855 Mm-hmm. 00:05:32.095 --> 00:05:34.645 And so the paid marketing was definitely one of those. 00:05:34.825 --> 00:05:39.805 But another way we've, we've been, we've been doing this, was looking at where 00:05:39.805 --> 00:05:41.650 there's friction in the buying experience. 00:05:42.595 --> 00:05:46.855 So because the website hadn't had a redesign in a while or a rebrand in a 00:05:46.855 --> 00:05:51.805 while, or even have people making as many modifications to it, we're able 00:05:51.805 --> 00:05:55.855 to to go in and find some of those friction points that we all experience 00:05:55.855 --> 00:05:57.445 it when we, when we shop online, right? 00:05:57.445 --> 00:05:59.275 Like, why do they have this button in this place? 00:05:59.275 --> 00:06:02.965 Why, why do I have to go through 16 fields to get to checkout those things 00:06:02.965 --> 00:06:07.465 that cause those frustrations for us are, uh, what's known as conversion 00:06:07.465 --> 00:06:08.960 rate optimization opportunities. 00:06:10.060 --> 00:06:15.070 So I have a team of two people that are working on that right now. 00:06:15.250 --> 00:06:18.400 These are highly skilled people that are doing user research. 00:06:18.400 --> 00:06:20.860 They're talking to people that are actually booking the rentals. 00:06:20.980 --> 00:06:25.510 They're watching people's face to see the, the frustration as they 00:06:25.510 --> 00:06:27.190 go through the booking process. 00:06:27.340 --> 00:06:30.490 And we're trying to identify what was it that caused that frustration? 00:06:30.790 --> 00:06:31.810 Let's fix it. 00:06:31.870 --> 00:06:35.680 And then more people will not just come to the site, but convert on the site. 00:06:36.505 --> 00:06:43.945 Speaker: So we're already spending four times the amount of money on our 00:06:44.185 --> 00:06:50.125 search marketing to make sure that we're pushing potential guests to the website 00:06:50.695 --> 00:06:54.540 and then you're working on when they get there, converting more of them. 00:06:55.330 --> 00:07:00.700 To actual renters once they're on the website so that we drive even more 00:07:00.700 --> 00:07:01.510 Speaker 2: demand for homeowners. 00:07:01.510 --> 00:07:01.990 Is that right? 00:07:02.170 --> 00:07:02.440 Yeah. 00:07:02.440 --> 00:07:06.070 So basically, how do we get more people into what we call the funnel, 00:07:06.070 --> 00:07:07.510 which is really just the website. 00:07:07.510 --> 00:07:09.790 How do we get 'em onto the website to start with? 00:07:09.969 --> 00:07:13.030 And we have just so many initiatives around that. 00:07:13.420 --> 00:07:18.700 And then once they're on there, when I put a hundred people across any given page on 00:07:18.700 --> 00:07:21.310 that website, how many of that 100 people. 00:07:21.730 --> 00:07:22.540 Buy something. 00:07:22.990 --> 00:07:26.860 And the idea with conversion optimization is through incremental 00:07:26.860 --> 00:07:31.930 testing over and over and over again, we get to a higher percentage of 00:07:31.930 --> 00:07:33.340 that a hundred people purchasing. 00:07:33.745 --> 00:07:38.005 Reason this matters is it all starts to work like flywheels because all 00:07:38.005 --> 00:07:41.664 of a sudden when you have a slightly higher percentage purchasing, you 00:07:41.664 --> 00:07:45.685 can spend exponentially more on Google ads, for example, because 00:07:45.685 --> 00:07:47.395 the Google ads are more profitable. 00:07:47.395 --> 00:07:47.485 Mm-hmm. 00:07:47.875 --> 00:07:51.175 And so then now we can actually test faster because we have 00:07:51.175 --> 00:07:52.165 more traffic coming in. 00:07:52.315 --> 00:07:55.465 And so these things, uh, really almost start to work like a snowball 00:07:55.465 --> 00:07:59.665 rolling down a hill, picking up speed, all just there to help our owners. 00:08:00.100 --> 00:08:00.550 Earlier you 00:08:00.550 --> 00:08:02.560 Speaker: talked about relationships and some of the relationships 00:08:02.560 --> 00:08:03.490 you bring to the table. 00:08:03.610 --> 00:08:08.260 And, you know, will Reynolds is known throughout, , the, the search industry 00:08:08.260 --> 00:08:14.260 as truly like one of the leaders, not only in data and understanding websites 00:08:14.260 --> 00:08:19.870 in ways others don't, but also as you know, an agency helping people like us 00:08:20.050 --> 00:08:21.880 drive more demand for our homeowners. 00:08:22.480 --> 00:08:25.599 But what's really fun about that relationship is one of 00:08:25.599 --> 00:08:27.969 his key people named Ash. 00:08:28.465 --> 00:08:31.675 Is actually a homeowner of ours, which is really 00:08:31.675 --> 00:08:32.095 Speaker 2: cool. 00:08:32.845 --> 00:08:38.994 It is it, it's a best case situation when you can have somebody that is on 00:08:38.994 --> 00:08:44.935 the team helping us figure out how to spend, how to drive results, how to 00:08:45.115 --> 00:08:49.224 drive more bookings for homeowners, and that person happens to be a homeowner. 00:08:49.615 --> 00:08:50.875 That's what I call skin in the game. 00:08:51.095 --> 00:08:54.305 He wants to see all of his clients succeed, but you can bet that 00:08:54.305 --> 00:08:57.815 there's a little bit more of a desire to see us succeed when 00:08:57.815 --> 00:08:59.105 he has his house on the program. 00:08:59.195 --> 00:08:59.525 Speaker: Sure. 00:08:59.525 --> 00:09:00.065 Talking about 00:09:00.065 --> 00:09:00.305 Speaker 2: being 00:09:00.305 --> 00:09:02.825 Esteban: like vested right and understanding the end result 00:09:02.835 --> 00:09:03.225 that's right. 00:09:03.595 --> 00:09:04.135 . , As we. 00:09:04.675 --> 00:09:09.445 Think about the benefits of this merger between vacasa and Casago. 00:09:09.875 --> 00:09:17.773 If you were previously a Casago homeowner, the significance of bringing vacasa to 00:09:17.983 --> 00:09:23.823 those homeowners is incredibly valuable because you know the traffic of vacasa 00:09:25.243 --> 00:09:28.423 outsizes the traffic from casago.com, 00:09:28.473 --> 00:09:29.933 in a dramatic fashion. 00:09:30.573 --> 00:09:37.809 . Then also for those who were already with vacasa and are with us today, they're 00:09:37.809 --> 00:09:43.599 getting to see the added value of taking this website and building into something 00:09:44.499 --> 00:09:46.959 really special underneath your guidance. 00:09:48.069 --> 00:09:51.129 Speaker 2: The way, I would think about this is if I'm a homeowner. 00:09:52.099 --> 00:09:57.609 vacasa is going to drive a similar number of bookings as Airbnb or 00:09:57.639 --> 00:09:58.989 vrbo once we're done with it. 00:09:59.259 --> 00:10:02.349 For some of you, it already might be doing that. 00:10:02.529 --> 00:10:06.909 Some of our homes are already getting 30 to 35% of their total bookings 00:10:07.329 --> 00:10:13.879 from vacasa, and so if you're coming from casago, that's, pretty exciting. 00:10:13.909 --> 00:10:14.959 This is another channel. 00:10:14.959 --> 00:10:19.249 It's like if, if somebody were to tell you could get another Airbnb. 00:10:19.714 --> 00:10:20.644 To drive bookings. 00:10:20.644 --> 00:10:21.664 That's what we're talking about. 00:10:21.724 --> 00:10:26.044 Only the difference is this is run by people that have owned 00:10:26.044 --> 00:10:29.104 and managed properties that have your best interests in mind. 00:10:29.249 --> 00:10:32.709 It's run by people that have, operated Main street businesses 00:10:32.739 --> 00:10:34.419 instead of Wall Street businesses. 00:10:34.659 --> 00:10:39.699 People that get what makes you tick, people that have properties still today. 00:10:39.849 --> 00:10:39.939 Mm-hmm. 00:10:40.209 --> 00:10:42.909 So it's, it's run a little bit differently, but it's 00:10:42.909 --> 00:10:44.469 the same kind of volume. 00:10:44.859 --> 00:10:47.959 The other thing I would say is even if you're on the vacasa side, where 00:10:47.959 --> 00:10:54.429 you've already had a property on vacasa, again, we're spending four times as 00:10:54.429 --> 00:10:59.199 much this year on ads as last year, and we're spending it more efficiently 00:10:59.199 --> 00:11:01.029 and we're investing more and more. 00:11:01.209 --> 00:11:04.739 You know, I've, I just had days of meetings , with the team here about 00:11:04.739 --> 00:11:10.709 how we can invest in this website to drive results for each and every owner. 00:11:11.354 --> 00:11:13.454 So that that's, that's what I would say about that. 00:11:13.694 --> 00:11:13.934 Yeah. 00:11:14.444 --> 00:11:15.824 Speaker: It's really exciting times. 00:11:15.824 --> 00:11:19.214 I'm so grateful that we're getting to work together on this project. 00:11:19.844 --> 00:11:23.234 As we think about going forward, what are some of the opportunities you 00:11:23.234 --> 00:11:25.994 see in the future with the casa.com, 00:11:25.994 --> 00:11:28.724 with search marketing, with search engine optimization? 00:11:29.054 --> 00:11:32.624 How do you think about the go forward over the next couple years 00:11:32.624 --> 00:11:33.494 Speaker 2: With this website? 00:11:33.944 --> 00:11:36.524 Right now, there's so much low hanging fruit. 00:11:37.169 --> 00:11:37.979 We go after that. 00:11:37.979 --> 00:11:41.129 First we figure out how, how, if we've already been able to four 00:11:41.129 --> 00:11:44.394 times our, our marketing spend, can we eight times it, , how big can we 00:11:44.394 --> 00:11:48.984 take that and still pro provide those positive results for, for homeowners? 00:11:49.284 --> 00:11:51.684 What does conversion optimization look like? 00:11:51.684 --> 00:11:53.814 Where we're, we're removing those friction points? 00:11:53.814 --> 00:11:56.994 How, how far can we take that, where we get incremental 00:11:56.994 --> 00:11:58.614 gains that turn exponential. 00:11:59.424 --> 00:12:03.384 Uh, on the content side, we're going to be doing a lot of fantastic 00:12:03.384 --> 00:12:04.974 content marketing initiatives. 00:12:04.974 --> 00:12:07.554 That's typically been my background. 00:12:07.824 --> 00:12:11.184 Uh, not the paid side as, uh, as much as the, the content marketing, 00:12:11.184 --> 00:12:13.884 so I'm really excited to roll up my sleeves and help out on that. 00:12:14.244 --> 00:12:17.904 Generative engines like chat, GPT and the other ones out there, they're 00:12:17.904 --> 00:12:19.614 already starting to drive bookings. 00:12:20.859 --> 00:12:25.329 We have some of the, the top minds in the world already working on driving 00:12:25.329 --> 00:12:26.919 bookings from sources like that. 00:12:26.919 --> 00:12:32.229 So this isn't going to be the one magic bullet that that solves things. 00:12:32.409 --> 00:12:37.149 Rather, it's going to be this, this, what we call omni-channel marketing initiative. 00:12:37.149 --> 00:12:39.399 Or we're gonna be using email, we're going to be using our 00:12:39.399 --> 00:12:40.809 app, we're going to be using. 00:12:41.199 --> 00:12:44.889 Paid organic, which is that free traffic from the search engines. 00:12:44.919 --> 00:12:49.809 We're gonna use all of that to holistically market every single property 00:12:49.809 --> 00:12:52.239 in the Cago and vacasa ecosystem. 00:12:52.569 --> 00:12:57.369 Speaker: David, as you know, this podcast is for our homeowners and we 00:12:57.369 --> 00:12:58.839 have the same called The Orange Reto. 00:12:59.169 --> 00:13:01.959 And for our homeowners who don't know what the orange Reto is, uh, we 00:13:01.959 --> 00:13:05.769 came up with a set of principles that we hold ourselves accountable to. 00:13:06.354 --> 00:13:10.884 And we talk about it literally every single day in our, uh, 00:13:10.884 --> 00:13:12.444 offices with our teammates. 00:13:12.834 --> 00:13:17.304 And it's how we believe that we build a culture and a common language and instill 00:13:17.304 --> 00:13:21.834 our values and principles along with our teammates to make sure that we're making 00:13:21.834 --> 00:13:24.024 good decisions on our homeowner's behalf. 00:13:24.834 --> 00:13:28.404 David, what's your favorite letter from the Orange Reto 00:13:28.404 --> 00:13:28.764 Speaker 2: and why? 00:13:29.664 --> 00:13:31.734 So it's owner centric. 00:13:32.919 --> 00:13:34.989 The reason it's owner centric. 00:13:35.049 --> 00:13:41.679 I operated a property management company over 10 years ago now, and 00:13:41.769 --> 00:13:47.799 when I operated my property management company, we believed we should treat each 00:13:47.799 --> 00:13:49.419 owner as if they were the only owner. 00:13:50.019 --> 00:13:54.729 That was something I tried to instill with with my employees from day 00:13:54.729 --> 00:13:58.839 one, and my thinking was we didn't have a business if we didn't have 00:13:58.839 --> 00:14:00.969 owners, and they were the most. 00:14:01.374 --> 00:14:03.324 Critical customer. 00:14:03.834 --> 00:14:05.304 They held the inventory. 00:14:05.394 --> 00:14:07.014 They were everything to the business. 00:14:07.014 --> 00:14:09.264 Without the owners, we had nothing. 00:14:09.654 --> 00:14:15.414 And so I can assure you whether we're talking a website decision or 00:14:15.414 --> 00:14:17.934 something else, I'm very owner centric. 00:14:18.024 --> 00:14:18.114 Mm-hmm. 00:14:18.114 --> 00:14:19.704 Still, I own properties. 00:14:19.884 --> 00:14:21.629 I get what this is like. 00:14:22.794 --> 00:14:24.504 Owner centric is by far my favorite one. 00:14:24.744 --> 00:14:25.944 Speaker: Yeah, it's my favorite too. 00:14:25.944 --> 00:14:27.894 And I use all of the different letters. 00:14:27.984 --> 00:14:30.444 I always gravitate back towards that like you do. 00:14:30.444 --> 00:14:34.974 And the truth is, when you make decisions on your owner's best 00:14:34.974 --> 00:14:38.274 interests, you're also making decisions on your own best interest. 00:14:38.454 --> 00:14:38.604 Right. 00:14:38.604 --> 00:14:38.724 Yeah. 00:14:39.384 --> 00:14:41.064 And I'm just such a believer in that. 00:14:41.424 --> 00:14:45.534 , I appreciate you spending the time talking to our homeowners and letting them get to 00:14:45.534 --> 00:14:48.024 know what's going on with our initiatives. 00:14:48.504 --> 00:14:50.304 Any final words you might have for our homeowners? 00:14:51.459 --> 00:14:57.249 Speaker 2: Just that I'm, I'm excited about this chapter, this, both the 00:14:57.249 --> 00:15:02.709 chapter of vacasa, but also, you know, as we've been talking about how the 00:15:02.709 --> 00:15:09.369 local markets are going to be just so well represented with franchisees. 00:15:10.659 --> 00:15:15.279 The on the ground people that care deeply about the owner's, back to owner centric, 00:15:15.339 --> 00:15:19.539 that each owner's gonna have the ability to meet and talk to that lives right 00:15:19.539 --> 00:15:23.109 there in their market and that they know that's an exciting time that's coming. 00:15:23.619 --> 00:15:27.189 Speaker: Yeah, it's really exciting time to be able to get that locally 00:15:27.189 --> 00:15:28.359 owned and operated business. 00:15:28.389 --> 00:15:33.669 Back into the hands of those who love the communities, don't use the communities. 00:15:34.119 --> 00:15:37.629 And then to be able to retain the casa.com 00:15:38.229 --> 00:15:43.209 for our company, for our homeowners, for our teammates. 00:15:43.569 --> 00:15:45.459 It's just the best of all worlds. 00:15:45.459 --> 00:15:47.349 And David, thanks again for so much for coming on. 00:15:47.799 --> 00:15:49.959 And homeowners, if you'd like more information, make 00:15:49.959 --> 00:15:51.579 sure to check out cago.com 00:15:52.029 --> 00:15:53.889 uh, to learn more about all the initiatives we're doing. 00:15:54.069 --> 00:15:54.579 Have a great day.