(Webinar Summary) Mass Personalization for Production Builders

In a recent webinar, our president, Mr. Frank Guido, discussed the evolution of visualization and configurators in the real estate industry. With more than 32 years of experience, he highlighted the challenges faced by production builders and how visualization can be a game-changer.

1. Historical Perspective: The journey began in 1991 with VHS tapes for virtual tours, long before the internet era. Today, the focus is on enhancing the customer experience, allowing buyers to make selections for their homes seamlessly.

2. Challenges Faced by Production Builders:

• Efficiency: Production builders need to construct quickly and cost-effectively.
• Timelines: Quick construction is essential, especially given the current interest rate environment.
• Options: Determining what to offer and at what price is a significant challenge.
• Communication: Conveying structural options to consumers can be complex.
• Construction Problems: Offering changes that haven’t been fully visualized can lead to on-site issues.

3. The Power of Visualization:

• Understanding Options: 2D floor plans can be challenging for consumers. Visualization tools, like 3D floor plans, allow buyers to see changes in real-time.
• Experiencing the Space: Beyond just viewing, consumers can virtually walk through and experience the space.
• Exterior Customizations: From garage options to exterior finishes, visualization tools allow for a comprehensive view.

4. Benefits for Builders:

• Improved Understanding: Buyers can easily grasp the impact of upgrades.
• Better Decision Making: Visualization boosts buyer confidence, potentially leading to increased sales.
• Reduced Errors: Visualizing in 3D can help identify and rectify potential construction issues beforehand.
• Enhanced Customer Experience: On-demand, personalized experiences can lead to happier customers and better referrals.

5. Getting Started:

• Assessment and Research: Understand current market trends and adapt accordingly.
• Plan Customization: Review past customizations and determine popular requests.
• Universal Customization: Consider options that can be universally applied across different plans.

“Our central focus is all about creating an incredible customer experience, allowing buyers to shop, purchase, make selections on their homes.”

“It’s a balancing act. A custom builder versus a production builder.”

“We’re trying to be a little bit like Netflix and try to provide those build tools to the builder.”

If you want to see more information using this technology, feel free to give us a call. We’d love to give you a demo, and of course, you can actually try this. We’ll give you a link where you can try this online yourself.

Andrew Lett:

Good morning everyone and welcome to today’s webinar. I’m Andrew Lett, member of the Aareas interactive sales team, and I’ll be your host for today’s event. Our last webinar was condo focused. How to make it more efficient? Today, we’re discussing mass personalization for production builders. Before we begin, let me introduce Mr. Frank Guido, President and CEO of Aareas Interactive. Many of you know him. He has over 30 years of experience working with production builders, using technology to enhance their operations. An interesting fact about Frank is that technology isn’t just business for him; it’s a passion. His experience offers deep insights. If we discuss technology, we won’t focus on AI or augmented reality today. If you have questions during this presentation, type them into the chat, and I’ll address them at the end. Now, I’ll pass it over to Frank.

Frank Guido:

Thanks everyone. Appreciate it. Thanks Andrew. Well, welcome everyone to this presentation. Hopefully we’ll add some insights and some ideas for some of you to take with you. With that, let me start with a little bit about us. We’ve been around since 1991, so we’re kind of the grand daddies of visualization and configurators and that kind of technology. When we first started producing renderings and virtual tours in those days we were doing this on VHS tapes, you pop in a tape and you do sit down in your living room and watch a tour. Kind of dating ourselves, but that’s how in those days there was no interactive. This was before the Internet and all of that, so we were very early pioneering and we’ve been doing configurators since 95, I believe so, almost 30 years of experience doing configurators for builders specialized in the real estate industry. And our central focus is all about creating an incredible customer experience, allowing buyers to shop, purchase, make selections on their homes. Really revolutionizing how people buy shop for their homes. So that’s a little bit about us today. You know today’s agenda. We’re gonna talk about, you know, some of the challenges that production builders face in producing mass personalization. How visualization can actually help. One of the benefits of doing this and how to get started and at the end if we have enough time, we’re gonna have a Q&A session. Try to answer some of your questions. OK, so what are some of the traditional problems that builders face? Cost-effective construction by definition, production builders are producing production, they need to produce these things fast and cost-effectively. They have to be very efficient. Timelines. You have quick construction timelines, so you’re doing a subdivision and time is money. The longer it takes to produce this, especially in today’s interest rate environment, loans are very expensive and sitting on money can be very costly. So you wanna produce and build these things as quickly as possible? What to offer, you know what kind of options to sell? That’s always a challenge. You gotta determine what the consumer is looking for. Why this is here? What the actual consumer is looking for? And determine how to price these things out, so that is also a big challenge that builders have. Communication hurdles. How do I communicate as a builder these structural options to a consumer? How are they gonna understand that? You know, if I extend this, convert this two-bedroom into a bedroom and a bathroom. What it’s gonna look like? What the size of our so it can be very challenging trying to communicate these changes to a consumer. And some of the complexity. Some options can be structural changes challenging and often creates construction problems where super. I’m sure this has happened to a lot of you are super has to figure out things on the fly. Hey you have cause a lot of these drawings, especially when you’re offering these. A changes they haven’t been flushed out. They haven’t been built in 3D and you’re trying to figure out how to make these options work, and those are some of the challenges. Like those kind of problems will increase construction costs, create errors that extend timelines, and these are all things that affect a lot of production builders and prevent them from trying to implement some of these changes. Ah, so it’s a balancing act, you know? So, a custom builder versus a production builder custom builder, basically anything you want. You can pretty much get as long as you want to pay for it and you have the time where it’s production. Builders have to balance and you know they wanna be cost effective fast construction and try to implement try to keep your customers as happy as possible. So it’s a, it’s a big challenge that production builders face ohm and you know, here’s a typical example somehow what some production builders will offer. So here you can see is your standard floor plan. You have your deluxe owners bathroom. Whoops. I just change the slide. There are deluxe owners bathroom and you have a Jack and Jill option and someone has to try to figure out how this option relates to the standard plan and this option relates the standard. Plan. It is difficult enough for a consumer to understand 2D floor plans. Adding these kind of overlays and trying for someone to understand this. I’m being in the business for over 30 years and it’s a challenge for me and I’m pretty technical, so it’s difficult for me. I’m sure it’s very difficult for most of the average consumer that doesn’t even know it doesn’t live and breathe floor plans all day. Here’s another example of, you know, a trend that’s happened over the last bunch of years, and this is positive. This is great. This allows at 2D floor plans, we call them flex plans where consumer where you can click on these options, you know clicking on these options and then they change the 2D floor plan and these are fantastic tools and every builder should be doing these at least a minimum and it really helps communicate what the change is in the floor plan. So instead of trying to interpret this, at least this creates these overlays to try to show that. So this is a great step forward, you know, but the challenge still is, is someone gonna be able to visualize and understand what that’s going to look like? It’s still very difficult for a consumer. So, uh, you know, really need a more effective way to communicate and cut these customizations. Umm, you know, I I like to use this example of Blockbuster and Netflix and again I’m trying to dating myself. Blockbuster used to be the behemoth of the video rental space. You know, I remember Friday nights you’d go to Blockbuster. You’d, you know, walk up and down the aisles looking for a movie to rent, you know, spend half an hour, 40 minutes inside the store. You get the video, you go home, you order some pizza, whatever you pop in the movie and you watch it at the end of that, you gotta rewind it. You gotta there might be late babies and then comes a little startup called Netflix, and they originally had started with mail in right where people would just mail it. Or you had a not mail in you. They had a mail club where you would register and you get so many movies a month, but you know in the background these guys were, you know, trying to disrupt the marketplace. And they came up with streaming, and that changed everything. So you hear, you have two companies. They’re basically selling the same product. Movies. They didn’t produce some, they were just how you can, how you how they delivered the movie to the end consumer blockbuster. You had to go and do all the work and it was time consuming etcetera. Netflix is on demand at your convenience. Anytime you wanted, it just was so much simpler and easier and it just changed the the the landscape forever. Blockbuster, as you all know. When when other business and Netflix became a behemoth giant in the streaming business, and that is what we’re trying to do, help builders is, hey, you’ve got this fantastic product. Let’s create a different distribution method. So consumers can better understand what they’re buying. So we’re trying to be a little bit like that flex and try to provide those build tools to the builder. So here’s a UI that’s a little video. It’s gonna go a little bit fast, so I apologize for this business a a PowerPoint and we can do live presentations anytime you want at the end of this, you’ll have a a link or a QR code you can scan to set up a private webinar, or you can even try some of these tools. Just let us know and you can try some of these online as well. What? What? What you’re seeing here is. This is a 3D floor plan and someone’s going through on the side here and then clicking on the difference between the standard design, the the locks bathroom and the three. This is the same thing that I was showing you the three slides before, but now I’m actually seeing it change in front of me in real time. And you can actually tour these and I’ll show you in a couple other slides. You can actually walk through and experience this in addition to actually seeing this from this perspective. So here’s another great one that I love to show, so here’s a plan option and this is gonna go very quick. So I’m gonna trying to pause this, so I’ve actually flipping through if I can just start this back, you can see. Here’s your standard plan. I’m gonna hit play and what I’m showing you here is a little preview, so this is what your room looks like. This is your standard floor plan. That’s your standard great room. Uh, sorry about the slide. Let me hit play again. So now I hit the 9 foot tray sealing. Can’t keep it in the wrong button here. I’m gonna hit the 9 foot tray ceiling and you can see it changing and when I click on it takes me in there and actually take a look at and that can even experiment. I can see the cathedral ceiling go back to the to the the top one here. I’m going to show a different closet option on the plan and and now you can see that this was a 2D. Let me slow this down a little bit. This is a house that has a a standard single story, no basement. You can get flat on grade or and in that case you get. Is a closet or you can if you wanna pull the basement, you can actually visualize and see what it’s gonna look like. So we’re changing the 2D plan and you can actually visualize what the interior is going to look like. And at the same time, these are simultaneous changes that you’re seeing. So if I play a game here, uh, let me. I want jumped up again. Sorry about that. Let me click on let me start this again. And you’re able to. This is going through the cathedral ceiling and go to the closet. So you start off with the standard closet. It shows you what the on the plan. You can zoom in and now you’re into the space there and you can actually visualize it with posts or pickets. And you can see everything is cumulative. Let me go into the next option, so here’s a standard. Uh, let me start that again. Here’s a standard of room with a standard window, and there’s an option for this. Is an option for this? Uh. Window to be expanded and if I just click it you actually see not only you gonna see the window, you’re gonna see how much more sunlight comes into the space. So that is a really huge benefit. So Can you imagine just seeing this on a 2D floor plan? So here’s the window, but here the benefit of getting extended window you actually see more light streaming into the space. So that’s really powerful way to communicate this particular option going to a couple other ones. So this one is showing you in addition to doing these structural options, you can actually do your color changes. You can actually do full color charts and on all this. By the way, is streaming this is like Netflix. This can be done at home. This can be done in design centers. This could be done at home, can be the combination of its completely up to how the builder wants to use this inside there. Yeah. Uh, with their consumers cause this is all streaming technology, which means this can run on any device. Uh. Smartphones. Tablets. You’ve taken all the complexity of these high end graphics. Put it into the cloud and it’s streaming to the consumer. Going to a couple other ones. So this one is an example of hey using the same thing. I can use this to do virtual tours, so I’m actually touring the house memory the how I showed the different option, the bedroom changes. I’m actually going through and walking through and exploring, not just seeing on the 2D floor plan I can actually explore the entire house in 3D as well. So the same technology allows you to create these real time tours that are fully personalizable. Uh, you know you can mirror the plan. So here’s your standard plan. Here it is mirrored, so it’s another another feature you you know, depending on the lot, they’re gonna get on. You can actually mirror the plan as well. A lot of different things that can be done the same thing happens on the exterior, so here you can see the standard two car. There’s a two car side load now. I can put A3 car front load three car side load so you can show off any of those plan options for exterior interior and this really help someone understand what the difference is gonna be dramatic changes and it makes it much easier for consumer to try to understand what the front besides gonna look like as opposed to just trying to stare this at a 2D floor plan. The other side benefit that happens when you when we creating these all in 3D, we’re figuring out the construction errors, umm in real time in 3D and that’s that’s a huge problem that we helped the builder fix. So if this was never built a lot of times, there’s it’s it’s solved on site that could cause problems. Can create change orders, whereas when we’re building this all in 3D, that actually helps eliminate a lot of these problems. Could find out where you know the roofline does not match both interior and exteriors. Things are like I think in the in this interior, this House, there was one of the options in the cathedral ceiling where the existing roof pitch wouldn’t match, or someone pick that option. So that was discovered by notified in the updated the drawings accordingly. So these are side benefits of being able to actually create these visualizations cause cause the reality is when you’re producing this in virtual reality and by the way, you could use this also in virtual reality as well if you chose you, you are computing and and figuring out whatever potential problems that can be can be happening. Uh, So what are some of the benefits that are built to get better this, you know, proven improved understanding? Buyers easily can grasp with the upgrades and impacts. You know the example I gave you is the larger windows. I mean, they can really understand some of the of the, the, what those changes are gonna look like better decision making. Ohh, you know helps the consumer the boost. They’re buying confidence, you know, hopefully they can sell more upgrades. The builder generates more revenue. UM it it allows the builder to create it be more like a a custom builder where you have customization without delay because these are all precomputed. Prefigured out you don’t have the potential production problems you would normally get by because you’ve already figured this out. Figured all these issues and priced this ahead of time. So you would eliminate those potential construction errors and the math personalization really makes a difference to the consumer too. You know, positive buyer experience, empowering, empowering them gives them better informed decisions that overall experience becomes much much better ohm. So better customer experience. Convenient on demand work at their own pace, and that could fumer at home at the helps the builder increase their sales helps you different yourself from the competition. Less construction errors as I was just mentioned a minute ago. Many more, much better improved margins. So if you can sell more, remove or eliminate construction errors, have a better customer experience where people can actually help purchase a the you know, happier customer becomes a better referral. You know, having that great experience and then being able to go to their friends and say, you know, I bought them, build their extra amazing and was able to customize their house. Did this all in my own convenience that that had that makes a big difference. And this all helps I think to help improve margins for the builders themselves. Umm, how do you get started? OK, so uh assessment and research, so understanding the current markets is in the market trends is really important, you know a a great example was you know during COVID there was a big mass trend to you know people work from home, people wanted more home offices. A computer knocks these kinds of some. Somewhere separated lock offs for home offices somewhere. Then you know dens and that kind of stuff. So there was a big change in what people needed, so obviously looking at today’s trends makes a big difference. Making sure your plans have those extra options. You know the baby boomer thing, you know, having live in quarters, changing that kind of stuff as wherever an aging demographic. So you’ve, you know, someone might be looking at a standard four bedroom plan or three bedroom plan and say, hey, can I can I convert this into a Jack and Jill or something? Can I have my, my parents or my inlaws move in so seeing those particular OPS? So understanding where the market is is I think really important looking at plants specific customization. So what we were always recommend is builders to look at, you know, especially if you have history behind you. So if you’ve been building for a while, you would naturally have lots of either already customizations that you’ve done for consumers or questions. Can I get this? Not some builders would say no, some would say yes. Can I get this? So looking at past history and determining what was popular, what did people want before and can I get those and take a look at them and say OK, let me standardize stuff. So instead of it just being if everyone would say, hey, I love this house, but can you extend the kitchen by two feet? So I can fit an island in here, so maybe if that was a common question, if that’s a common request, they give them an option to see. Here’s the extended kitchen, with an island option. Or it could be extended kitchen and then you have an island option. You can do both and they can be separate. So looking at past history, think is really important. In universal customization options, what I mean by that things like if you’re standard is A2 car garage. Do people do? We often get 3 car garage, so should we make A3 car garage option for every single? Uh home that we offer, you know, I have a client of ours did that recently and what they ended up doing is look at their entire product line and added A2 car and three car options everywhere. So some would have no car, there would be a detached somewhere too. Some had three and they just went through the entire product line and said, you know what, we’re just going to create drawings and we’re just gonna give it, make it easy. Every house is gonna have a two and three car option, so it may not get on your lot and that becomes, you know, different issue of different discussion. You can look at a lot dependencies and we have technology to help solve those kinds of issues. Well, that’s a, you know, discussion for another day, but it it just gives, assuming there’s room, then they can put that on. They can actually visualize, just like I will fill in you a few minutes ago and some of those different options there. So looking at, you know, universal options that you can put and add them to you know another example, one of our clients is the back porch, a lot of builders don’t put in. There might have a couple of steps going into the backyard and that’s it. And they, you know, you can add and and this client added a deck option and a larger deck and a screen porch option, and they put that on every single one of their plants. So it just became a standard option that they can universally put on every single plan and and and. And that was a, you know, decision and so far that’s been going very well for them. Uh, you know at this point wanted to get into a little bit of Q&A. If there’s any questions, I can also go into couple little real quick live examples and you do have anybody with any questions right now.

Andrew Lett:

Uh and I, I’ll just read a question just to kind of I think we kind of really important. So let’s say we are a production builder, we being you know, not so technical in the past and we wanna get started with this process and what kind of documents would we require. Or what kind of how do you get started?

Frank Guido:

UM, yeah, that that’s a great question. So how do you start it? UM had drawings would be the the the start like we prefer to have obviously caterings we we could work from paper drawings prefer to actually work from CAD drawings in the the best way is if the builder models this themselves or if they were they’re doing it in house modeling and there architects and that is becoming more and more of a trend that we’re seeing more of our clients that are building this they’re you know they’re draw making these drawings in house and making them in 3D and drawing up the options. So this is the most cost effective fastest way to implement this and it’s great from the builders perspective cause keeps your costs under control and it’s faster to produce this kind of work and it helps eliminate these construction errors as I was just describing. So in a perfect world, builder produces these in 3D with all the different alternates we take those files. There’s a cloud. A servers that we have created that we upload, we process the the the content created for and then give back the the the 3D visualization that we’re showing you here. I mean, there’s obviously configuration and there’s some some setup work that’s not as simple as that, but our preference would be the builder model. That’s to keep. It’s more cost effective for the builder. Umm. It’s faster to implement, but we can use 2D bad drawings and we can do everything 100%. We still want the builder to ideally figure out the the conditions. There are some scenarios that are like the dependencies. There are some scenarios that are really simple. You can have a standard two car, garage and A3 car garage. That’s straightforward stuff, but there are some scenarios where there are competing overlapping options which you need to create. Some of these dependency rules so often times some of those questions have to come from the builder, but we work with them to try to figure all this out.

Andrew Lett:

Let’s say we have a bunch of models and. How do we determine what to what to offer? Essentially, is there kind of put your consultant hat on fear and kind of give some advice on on on how to make that, you know initially start the selection at models, elevations etcetera.

Frank Guido:

Well, what I just mentioned a couple minutes ago, I think it was, it is looking at you know the market trends #1, right. So you know, it’s because I built this thing 20 years ago. Doesn’t mean it’s gonna sell today because it’s out of favor. So obviously the the market trends, understanding what the the market is doing and also looking to get competitors too, right. You can always look at your competitors to see what they’re offering. Say that’s a great option. I went to offer them as well. So market trends, you know COVID changed a lot. Baby boomers as changing. Well the the the requirements a lot. So what is the market trends is probably #1 and looking at history, what it what’s our most popular options that we sell? What are people asking for? I think you gotta because it’s different demographic. Every region is different. So for for us to consult in a region that we know nothing about, I mean, it’s gonna give us limited bit limit benefit to the builder. It’s more about understanding your market and your demographics and what are people asking. So I think going through your your past history isn’t probably the most important thing you can do that in market trends.

Andrew Lett:

Would you say that these these models can replace a a model home?

Frank Guido:

I’ll for sure we we do that with many, many clients right now, I I you know. OK, let let me step backwards. I mean, there’s nothing like an actual physical model. I mean that is the best thing you could possibly do, but it is limited too. You only see the model in one way. You don’t see it with the Jack and Jill option. You don’t see it with the federal ceiling. You don’t see it with the the bigger window, so a physical model. It’s fantastic for people to get the feel with the quality of work, the shift and and uh and and all that. But to really experience the options, there’s no better way than what I just showed you. I mean, you can actually see and experience and understand the options and then change your materials, which is better than a physical model and it’s at a fraction of a cost, right? It’s a fraction of the cost, and especially with interest rates where they are today, you know maintaining inventory and and model homes, I mean some of our some of our builders are just the money that they’re saving on carrying costs pays for the cost of producing this. So it’s a very cost effective way. It’s the next best thing to the model and is better than a model when it comes to actually understanding structural option changes and material configuration. But you cannot do any standalone physical model. That’s the builder built the same model next to it with the cathedral ceiling, and that’s never gonna happen, right? So this is a very cost-effective way of replacing physical models and you know the builders saving a couple bucks too.

Andrew Lett:

And Joel had a question and the classic question that Frank, I think we hear a lot in our sales demonstrations and I have what’s the pricing structure, how does this kind of work, can you kind of walk us through that a little bit?

Frank Guido:

Uh, that’s the really complex question and would love to be able to answer that in more detail, cause it really depends. It’s like someone asking how much is a house, and as you know, if I was a realtor, was a builder’s like. I’m just thinking what size do you want? How many bedrooms? Where do you want it? Location, location, location is probably the biggest factor in the cost of a house, so it’s the same kind of thing here. Are we doing all the modeling? Or is the builder gonna be doing all the modeling? How many options do you have? How many materials do you have inside the house so you could have a house that is really simple and all I wanna change is 2 car, three-car garage. That’s pretty easy. Not very. Not not. You know, that’s gonna if I call that X and then I get into a house where it was similar to the one I’m showing you where there’s, I think, 40 options, you know, that is, you know, 10X it’s gonna be 10 times the work to produce that model. So I can tell you that it’s much more cost-effective than affordable than a lot of people think.

Andrew Lett:

Right. We even have a subscription model that will remove obsolescence, which costs you in the hundreds of dollars per model to produce this. So it can be very cost-effective but I really don’t wanna just throw some numbers out here because it completely you know it’s like saying how much the house and the house is. And let, let’s let me pin you down a little bit here. I’m sorry, OK? Yeah. And did you have some advice for someone? Who does want to find out? Like, let’s say, they’ve got a community. They’ve got a number of elevations and models. How would they, you know what?

Frank Guido:

Umm. The best thing to do is let’s set up a one-on-one consultation and let’s get screen capture that online or send us an email. Whatever we can go through, present everything to you in a little bit more detail. Do some live presentations. Send you some live links you can play with it. Have. Normally we would have a series of meetings with different stakeholders. Understand all your needs and issues. Take a look at your plans. Understand your options and we would go through and prepare some proposals for you. There’s none of this. Is there any cost to doing any of this to the builder? It’s completely free. We end up doing a lot of work to get that done, but it’s a necessary evil that we have to do and it’s something that we look forward to. So that would be the best way of doing this, starting with one-on-one presentation, seeing getting understanding a little bit more of what we do, definitely understanding your product and what you offer and how many options are in the evening materials and then we can produce some proposals for you and a lot of this can be a la carte so builder can say hey I wanna spend X my budgets acts what can you do for a X and we can work that way as well and say hey, you know what, this is what we can do is instead of us showing thirty options, let’s show the most 10 most popular options. We don’t have to show every single option. We can show the top 10 most popular options, so there’s different ways that we can do this and I always recommend always, always always start with a pilot. You know it. Experiment with it, get feedback from both your staff and your users. See what they like. They don’t like. Do I need to? Do I need to have all 30 physical options or do I only get the 10 most popular options so a pilot is? I always encourage, especially if the builder’s done this and with someone else, or even with us, and they said, OK, we wanna move forward then. Absolutely. Let’s let’s let’s roll up our sleeves and let’s do an entire community. But if it’s first time you’re doing this, there’s a lot that you can learn from it, and I would always recommend doing a pilot would be a single model, could be a small community. I mean probably can be different things, but I would never. I would never recommend a builder to just drop everything to to doing and and jump whole hog into this as much as I would love to do that, I don’t recommend it.

Andrew Lett:

Alright, if they did decide to make a decision like this and to get a proof of concept up and growing, what kind of time frame would they be looking at? Just ballpark, obviously we don’t know all the options, but.

Frank Guido:

Umm, you know, that’s a again a loaded question and it’s it’s. It could be as quick as eight weeks and it could take six months. It really depends on so many different factors. But you know, normal production timelines, is that 8 to 12 weeks? But it it you know it, it could be six months. I’ve done some that take in a year. It all depends on what the builder’s doing. Do we have API integration with their ERP systems which you can do? Are you gonna do pricing? Cause that’s an entire other, you know, a segment that our technology can do every like we didn’t show any pricing in here, but we can compute every single option on the fly including mortgage impact and both structural and physical options with the application with, with, with, with the applications. So it’s not just the front end visualizer it it’s a visualizer Configurator and pricey. It prices everything out is entire back end that manages all this as well.

Andrew Lett:

And and just in terms. Yeah. 1134 we’re a little bit overtime, so I don’t know if anybody has any other last questions and we’ll try wrapping this up or? Yeah. Well, I I we we definitely could. Obviously we can. We can get into more detail with the the subjects anytime for you guys, just use the QR code there and thank you for your questions and your time. We always appreciate you guys showing up. And your engagement and curiosity makes it worthwhile to have these webinars. Uh, I will make sure that an email is sent with the recording of what you’ve heard today and any materials that we we included as well. So and yeah, if you have any questions, the information is right there to get in contact with us and we look forward to assisting you and thank you very much for your time. We appreciate it.

Frank Guido:

OK, everybody. Thank you, Andrew. Have a great day.