Brittany: Welcome to today’s webinar on Why This Real Estate Company is Thriving, Thanks to AP Automation. My name is Brit Davey and I’m the Marketing Programs Coordinator for AvidXchange and I’ll be serving as the facilitator for today’s event. Today’s presenter is going to be the Northeast Sales Manager for AvidXchange, Jon Land, and he’s going to be spending sometime on sales webinar interviewing Shirley Harmon, who is the controller at Voit Realty on how her company utilizes AP automation and the benefits they’ve seen.
But before we get started I’d like to register a few things. If you have any questions during this webinar, we’d love to hear from you. Just type your question into the question box in your panel on the right side of the screen and we’ll answer as many questions as we have time for at the end of the webinar. Then also at the end of the webinar you’re going to receive an e-mail from us with a link to the recording as well as the PDF of the webinar slides and a copy of our tech savvy virus guys for AP Automation for real estate professionals.
Just a brief overview of AvidXchange. We are changing the way companies pay their bills by providing a solution that streamlines the entire accounts payable process from invoice proceeds through vendor payments. We have a 16-year history, over 6,000 customers, a vendoring network of over 350,000, 98% customer retention rate and we also have 800 team members. We’ve got offices in North Carolina, Utah, New Jersey and Texas. Last but not least we’ve also been recognized by a wide variety of publications and organizations. Just to spotlight a few of those we’ve consistently been voted as one of the best places to work in Charlotte by the Charlotte Business Journal and we’ve also been ranked on Deloitte Technology Top 500 list and Inc Magazine’s Inc 5,000 Company List, just to name a few.
Now I’d like to present our speaker for today Jon Land. Welcome, Jon.
Jonathan: Thank you Brittany. Hi folks, my name is like the screen says Jonathan Land, you can call me Jon and even if you’re not going to call me anything because I can’t hear you. But anyways I’ve been working at AvidXchange for quite a while now, I’ve been working in the real estate industry specifically with AvidXchange for about five years now, so I’m beginning to get a pretty good hang of what’s going on with AvidXchange in automating accounts payable departments.
So as far as our feature guest it’s Shirley Harmon and I do have a… if Shirley would…if you want to go ahead and tell the folks about yourself right now, you can or we can wait until a little bit later. But she is the controller over at Voit.
Shirley: Okay. I’m Shirley Harmon, I’ve been at Voit for about six years now. I went through their whole transfer process onto the Avid software and I’ve been in the industry now for about 10 years. I’ve been associated with real estate companies, construction firms, basically stand within that realm of business. So, I really enjoy this type of business and this business model and I’m just excited about Avid.
Jonathan: Who isn’t excited about Avid, Shirley?
Shirley: I don’t know.
Jonathan: I don’t know why you wouldn’t be. All right, so we’re going to start off with giving you a little bit of high level overview of what AvidXchange is really about, how we help, what we do. So, we’re going to talk about first off what is AP Automation?
Basically, on these next two slides, I’m just going to give you that 30,000-foot-high level overview of everything that we try to accomplish. So, this first slide here this is a general paper process slide so hopefully this looks familiar to you. Then this is an [inaudible 00:04:03]. So everywhere that you see one of the bubbles with the AvidX logo on the top left, that was once a manual process that’s now being taken away by AvidXchange Technology. I’m going to walk through a few of these quickly just to give you a little more context around it.
The first one here being the invoice piece. Our goal is to get 100% of your invoices into electronic form. We can do that in a number of different ways as far as if your vendor actually wants to mail the invoice to Avid, we can take it in, so we can take in the paper no problem, we can get rid of all the paper for you. If they want to send it over to us electronically, we can do that as far as like an e-mail or EDI scenario, we can absolutely take that in. So, there’s a variety of different ways that the vendors can send the invoices to AvidXchange and we can take them in any way they would like, we actually don’t mandate that they take one method over another. So, we’re not trying to change the way that your vendors does business.
So, there will be no more opening the mail. If you work with purchase orders, that’s fine too you can create POs inside AvidXchange as well. We have a really nice updated purchase order module that we spent a lot of time and effort on over the past few years kind of updating our older one. But you have the ability to create purchase orders inside of Avid. They can go through whatever workflow or approval process you want them to go through so they can be fully decoded, fully approved. If you get electronically stuck with the vendors, then they’ll still be orders and the invoice pack invoice and the PO we’ll marry it together and then it will let you know if you’ve got a match, if you don’t it will tell you that you have some stuff missing and you can either close up the purchase order or leave it open to continue to get whatever you are missing so we can do our purchase orders. There will be no more routing the mail around. So, we get rid of all of that since there’s no paper there’s been no routing the mail around.
The next two bubbles though I’d like to leave open: the code and the approved bubble. I’ll leave those two bubbles open for one main reason and that is I don’t want you to walk away from this webinar today thinking that AvidXchange is “coding or approving” your invoices for you because we are not. We give you tools to help make coding a lot quicker and easier and if you want to set up for a demonstration after this webinar is over with, we’ll be more than happy to show you those tools. We give you tools that help make coding and approving a lot quicker and easier, but at the end of the day you’re going to have the final say as to how an invoice gets coded and if it’s going to be approved. If there’s a budget after the invoice, we can marry that invoice up to the budget and it moves through.
Kind of the big aha, wow moment for most folks is that there’s no more manual entry of any recent invoices into your accounting systems. So, AvidXchange can integrate with a number of different accounting systems. But what we’re going to be able to do is we’re going to electronically feed all those invoices into the accounting system just as if somebody had hand-keyed them in today except no one is going to have to do that. So, everything will look just as it always has once it gets over to your accounting system. Once it’s inside your accounting system, it’s business as usual. So, you will still be able to post your GL, run reports, do everything that you’re accustomed to doing inside your accounting system you’ll still be able to do it today.
But this is where it starts to get pretty exciting. When you are ready to make the payment, instead of selecting that payment and sending it over to the laser printer for this pull up, print off all these paper checks for you to sign, stuff and envelopes, stamp and mail off the door, you can simply select those payment, upload it back into AvidXchange and we can facilitate the payments for you. So taken off of your way and you haven’t even paper checked, we can actually facilitate those payments out to the vendor any way the vendor wants to receive them. So, if the vendor wants a check we can send them a check, if they want it electronically we’ll send it out to him electronically. It’s up to the vendor the vendor gets to choose, you don’t have to worry about it, you don’t have to reach out to your vendor to find out how they want to be paid, none of that business, we take care and handle all of that for you.
Then kind of coming down the homestretch here obviously for getting all the invoices in electronic form, it only makes sense that we have a nice, robust, easy as mining system so you can very quickly and easily pull out all these invoices, put them into whatever kind of report your heart can ever possibly desire very quickly and very easily. Hopefully that’s what you folks are interested in.
All right. So, kind of talking a little bit about the paper and as far as problems that we’ve seen and run into with papers. I guess starting at the top here, the time that it typically takes an employee to look for information that’s stored in e-mail and stored in filing cabinets, that typically eats up about 30% of their time. That doesn’t count for you like a lot, does it? But it eats up about 30% of their time just looking for information whereas if you had it inside of AvidXchange, you can quickly type it in and it will pull up right up for you, no problem.
The growth of the paper. This paper I don’t know what’s going on, the paper must be multiplying in your offices. The paper is going to grow in a paper-based process, your paper that you’re going to have in your office is going to grow at a rate of 22% a year. So, it’s going to double in a little under three and a half years, you’re going to have twice as much paper that you had filling up your viewing. So, you’ve got that to look forward to.
Then as far as just searching up and finding things, how much this is actually costing you for what you’re paying employees to do this, it’s going to cost you about $125 every time something is misfiled in your office by the time it takes people to search around and look for it and find it. So, that can run the bill up pretty quickly.
All right. So as far as AP processing today. How is invoice information entered into your ERP Accounting or AP software? As far as what an overwhelming majority of the folks have, is they just like 75% of the world out there still type in things themselves. So, there are still a lot of people out there that are maybe are in your same shoes that are still hand-keying all the stuff in so you’re not alone here. Only about 17% of those folks actually capture it through some OCR methodology. Then they hopefully have the staff who check it for accuracy. That helps things a little bit, OCR can be a little bit difficult for a lot of folks just because there’s a lot of set up. It has to go into an OCR situation, you have to set up a template for every single invoice that comes in for that OCR to be able to read it, sometimes that can be a little time-consuming. Then as far as the last 10% there, they are actually handled by a third party that captures the invoices for them and it routes the invoices for approval. So, like AvidXchange.
How did your organization retain invoice documentation? Again, in most paper-based processes they are maintained into a filing cabinet. So, 40% of the folks out there maintain the single filing cabinet. So, you’re probably going to have the walls lined with filing cabinets or boxes or whatever you’re keeping these stuff in. Most of the world is still using filing cabinets. There are a lot more people that are getting onto the scanning stuff in. So as far as scanning invoices in to some kind of document management software, about 30% of the world does that right now, but that still requires you to actually do this stuff. So, you still have to actually do that yourself so that still eats up a lot of time, which you could be getting back if you had a third party to handle it such as Avid handle that for you. But there are still people out there that want to scan it in themselves. Eighteen percent of them uses third party to scan it in, and then finally 12% of them are scanned in multiple facilities that they own.
Then as far as a little more about AP processing. One of the top three problems that lead to late payment and missed documents at your organization, number one is the lengthy approval cycle. So, the fact that these things take a while to approve and then like sit on somebody’s desk for a while and you just forget about it is the winner. So, that’s the one that takes the longest as far the biggest problem. I know we’ve got six problems down here, you can pick your three favorite if you’d like but the question just asked for three, but we’ll have six for you to choose from.
Manually running the invoices around, so that’s a huge problem. Just the fact the you might be using a courier service to send these invoices to one location to the next. So, there might be a guy on a bicycle riding your invoices down the street right now, but the invoices just getting manually sent around through inter-office mail and things like that tend to be a problem, tend to get lost, misplaced.
Missing information on the invoice. That’s one of the things that kind of starts the cycle almost back over again. Invoice comes back in it’s missing information, now you’ve got to reach out to the vendor possibly and get a new invoice or get that information from the vendor. That takes time again, invoice can get set aside, get misplaced, things happen. So, that’s another one that becomes a big issue and then it kind of leads into the lost invoices.
A lot of these things tie into one or another, but lost invoices just…maybe an employee left and had a handful [inaudible 00:13:30] and they left the office and maybe they took another job whatever and no one knew that these invoices were piled up inside of their desk. These invoices have been lost and now…and they will soon be discovered when the vendor is looking for the money.
Exceptions. Large number of exceptions that go onto invoices as far as if an invoice as far as the workflow is concerned with an invoice having to get routed to workflows that aren’t typically customary for particular invoices. Having to go through an exceptions process can typically lead to issues.
Then finally, decentralized invoice receipts. So, when you have multiple offices that are receiving the invoices that tends to cause confusion because things might still might need to get routed around. The more the papers moving around, the more opportunity you have to get things lost, misplaced, errors happen. You can pick your three favorite of the six we’ve got listed.
All right. So, kind of doing the math on an AP process how long the stuff should take you and what we see as far as averages are concerned. I’m not going to read this whole thing to you because I think you could probably read it yourself. But obviously when your average process for time for an invoice receipt to approval, folks that are still having a real paper-laden process are going to have the longest time and it’s obviously going to cost them the most. So as far as just burn hours of people taking to do stuff, hit the paper with a rubber stamp, sign it, look it over, all that good stuff. They have the fewest invoices coming in electronically because if you have a real big heavy paper process the external electronic situation, the electronic invoices coming in just kind of counter intuitive to what you currently have. You might have to print that invoice out if you’ve received it via e-mail and they’ve got to print it out and then get it into the paper process. That takes the longest and it’s the most hassle involved.
You kind of have the mainstream folks that maybe they want to do a little bit of background management on their own, they still are trying to manage this in-house. It takes them a little bit of less time…a little less on the cost, but still not setting the world on fire.
Then the last column is the innovators’ piece where these folks are outsourcing to a AP automation companies and they are going to be auto-received the invoices, scan and index and get them into their approval software so they can go through the workflow, be coded, be approved and then get electronically fed into their accounting system. So, they speed the whole process up and you also see at the bottom they’ve got the best chance of capturing any kind of term discount or early pay discount.
Okay. Now to Shirley, the star of the show here. So, Shirley, obviously, she talked a little bit earlier kind of introduced herself. So, we’re going to go ahead and jump into a few questions that we’ve already got lined up for us. Just to kind of start things off, Shirley?
Jonathan: Question number one. What operational just in your experience because you can talk from your experience about that. What operational challenges were you facing with the paper-based AP process?
Shirley: Well, I’ll tell you, you pretty well got them on there about what are the biggest problems. Our problems where we have seven offices in the west of the United States, getting original invoices to the office that processes our payables was a constant headache. We actually had one of our invoice transmittal packages burn up in a freeway crash and you never know what you were supposed to get, they are just gone. Approval of the various invoices and invoices when they were out of the office and the individuals were travelling, they can’t get paid because they aren’t approved and the people that need to approve them aren’t here.
So, delays, latesies, whatever and there is nothing you could do about it. You were just sitting there waiting or you had to fax stuff and fax it back or e-mail it, it was just a horrendous nightmare.
We have the people that hoard invoice folders. Everybody has them, there’s always one or two in a company. They go on vacation, they forget to clear their inbox or they are just too busy to approve them and the invoice process basically comes to a halt. Your invoice…your AP clerk walks in there every day and kind of goes, “Hello, what would you like to do with these?” Lost invoices are always a problem, they never seem to get to where they are and people never saw them even though they were supposed to be there.
Huge amount of paper being stored off-site. We had a big company history so we had…we should have taken stock in some of these storage places because we were paying an insane amount of storage to store these stuffs for these companies when we were managing for them. Also, you have to spend time and money to get the invoices back to your office if you need to review them or do analyses, Camerex, things like that have to all stay in your office or come back to your office. The invoices were routed to the wrong people for approval. Property A was not to be approved by person B. So, person B got it, didn’t look at it for a few days then took it back to payload and say, “Hey, this isn’t mine.” So now the invoices is three days older, now it has to be researched again, how did it get to the wrong spot. It was just…it was a nightmare. There was no manage in this, they were just basically trying to herd cats.
Jonathan: All right. I just thought you were going to list like one or two things. So, what was your…and you talked about this a little bit in your first question, but you can feel free to expound a little bit, but what was your AP process like before automation and why did you decide to eventually automate.
Shirley: As I mentioned the invoices would come here after they had been approved by the officers out in the field, they would be input to the system of records, checks would be printed, there would be a pink copy of the check print and then the backup the original backup was attached to it clipped to the original check, given to the one or two check signers depending on the property and what their requirements were. They were mailed from here which causes a problem when you are dealing with vendors that are not located in our local area. We only had two AP processing people and they were overloaded. I thought we were dealing with a postal situation here, we should search them for weapons before they came in the door.
We reached a point of determining if we continue to hire people and the salary and the burden and the people problems and the larger departments and where do you put them and proceed down that paper path or seek a new technology. Technology had been advancing, we had not been, we were not looking at this. Suddenly when we looked at it, we determined that there are solutions out there.
The biggest problem we had that tipped us over the edge was if we caught an invoice, a check signer caught it, it was wrong, it had been double paid, whatever the issue was for. All the work in the system of record had to be reversed and redone including the check voiding and reissue and stop payments and all the stuff. With the check signer being catchy net, it calls into question your whole process. Why are they looking at it, what is the issue? So, that’s where we ended up.
Jonathan: All right. Now with all of that, what is the biggest benefit of having an automated process?
Shirley: I’ve got about five of them here. The first thing is control. We have control over what goes into our system and the knowledge that it’s approved before its input and we don’t have to batch it, the control is there. We conquered that out-of-control feeling. Audit was a huge function, properties can have multiple auditors come through looking for different things and anybody who’s audited an accounts payable system they select their samples and they come through. We assigned the auditors access to our AP system because we can narrow down what they can see to only the properties they are auditing and teach them how to run their reports and now we don’t even need to monitor them. They can run their reports. If they have a question, they can come to us and we can show them on the system how you can do this.
Reconciliations. Camerex instead of picking days or weeks to compile the information and copy the invoices, you can take from 15 to 30 minutes to do a Camerex for a property because all those reports are set up and ready to go on Avid. Our property accounts love the reports and the flexibility they can use to select different accounts and pull all that documentation into either an Excel file or a PDF or whatever they want to see to do that analysis.
Space. Everyone talks about the space paper takes, but you just don’t really realize it until you get to do a clean out of all your file drawers. When I go to file drawers now, I’m looking for Christmas decorations. The footprint of our accounting office in our total company is now very flexible, we don’t have to say, “Hey, you need to make room for our 30 file drawers.” Now you need to make room for our desks and our people and that’s all you need to have because everything else we have is electronic.
Efficiency. Setting up work close for approvers, the access of approvers to only their properties leavening processing access for functions in the payable system so that people who are not supposed to be doing job X don’t have access to do that job, they don’t have access to batch, they don’t have access to add employees. We were able to discover several steps in our processing that could be eliminated just by vouching the processes we were doing when we did the transfer on Avid. It was eye-opening, we just…we couldn’t believe how much we had just let it be, we’re doing it that way because it’s always been done that way before.
Jonathan: As far as the one about the audit piece, one that I get a lot is I hear how much people enjoy the fact that they can do the read-only access, which you’re talking about granting to their auditors and how much this just changed everything for them.
Jonathan: That’s a huge one. Now, I know that you’ve got holiday decorations stored in your filing cabinets now, but how was your daily life different after you’ve now automated?
Shirley: What you haven’t…what we don’t touch on is our AP clerks are now able to concentrate on AP problems. They can review vendor contracts, they can review the fact that we don’t have our certificates of insurance, they can look for overbilling, they can do utility analysis and confirmation of processing time for those utilities. We don’t have to go around asking for duplicate invoices or track down invoices within the company. We don’t have to determine who is on the approval flow for each property and sort paper invoices into folders so that they can only see theirs. We don’t have the problem of people saying they didn’t get an invoice, we now have accountability for our managers and our accountants and our senior level executives who used to just be able…a real quick answer was, “I didn’t get it, I don’t know what you are talking about.” That answer has gone away, that excuse has ceased to be used. For people in a controlling function like I’m the controller, I’d like to go in and see what’s going on in my unposted AP. How many invoices are sitting out there waiting to be posted, where are they in the approval process?
All of that, the day-to-day activity can be confirmed in 10 minutes on the system. You have so many reports and so many ways to search and look and pass down this data that you suddenly realize that you have total control over what’s going in your system.
Jonathan: That’s an outstanding answer. All right and then as far as kind of lastly here just because I don’t want us to go over too much here. But what advise…because I think you might have some advice, what advice would you give to companies that haven’t yet automated their AP process? Like if you could go back over and do it again, what advice would you give?
Shirley: I would urge everybody to explore the possibility. It may not be right for you, but if you never look you never know. You have no idea the freedom of looking up an invoice, looking at the approval process, determining what is going on in the system without leaving your desk. You don’t have to get up to look in, “Why was this invoice coded this way?” You have a history, it’s got descriptions and narratives about why people did what they did. “Did Fred see that invoice?” “You bet you he did, here it is right in this history, he approved that invoice.”
Answering questions regarding coding approval payment, confirmation of receipt and the process just becomes easy because it’s at your desk. The system is an easy system to learn, it’s not a mind-boggling, it’s so intuitive. You get all the control that you have in your system of record for payables and this just adds to that. People ask me, “Where do you go to look things up?” I say you can go to both systems and they interact with each other, you can go from one to the other.
But having that detail: when did the invoice get there, what workflow was on, was it changed, who looked at it, who approved it, did they have any questions on it? All those things are answered from your desk and you can see what you’re looking at 100% everyday, day-in and day-out and you don’t have paper. That’s my advice.
Jonathan: Just to kind of share on that a little bit more just for the folks that are new to this whole thing, one thing that’s surely has kind of hit on a lot is when she said, “Yes, Fred looked at this invoice, you bet he had.” Everything about AvidXchange is all based off of roles and permission. So, you can control all of the things that Fred has to do in order to approve an invoice. Like Fred has to actually open it up and look at it, Fred has to code it, Fred has to…whatever you need Fred to do, it can make sure that Fred does that before the invoice will move through. So, all of these is all based off of roles and permissions, so you can control this any way you see fit in your process, so awesome answer.
All right. One at a time Jon. Shirley I want to thank you so much for going through those questions. We’ve got a one quick polling question then we’re going to get this into Q&A here. So, kind of the next step, I think Brittany is going to send out an e-mail here in just a few minutes if she hadn’t already sent it out kind of where do I go from here, what is the next step? Go ahead.
Brittany: Jon, I launched the poll on the screen now so everyone can see it. Let us know what the next steps are from here if you’d like to see a demo of AP automation or if you’re just here to learn for now. Again, the poll is up on your screen, so take a look at that and answer. Then in the meantime if you have any questions, please type your questions into the question box in the panel on the right side of your screen. Jon and Shirley, we do have a few questions that have already come in.
The first question, Jon I think this is for you, Mary asks…or actually this could be for you two. Mary asks, do you have tips for convincing those holding the purse strings that updating our technology would benefit the business enough to make it worth the investment?
Jonathan: Shirley, I think you ought to take that question, they can listen to the sales guy all day long, but I think while we have you on the phone here you might be the better one to answer it.
Shirley: Absolutely. I constantly talk about the costs that we used to incur. I mean, you’re talking things like even MEKO ink for your printer, envelopes, check stock, the storage. We pay no more storage, we were paying upwards of $2,000 a month for storage of accounts payable and journal entries and things like that. We don’t have that anymore, we went back as far as we needed to stamp stuff in and we’re done, we don’t need that bill. We don’t need to hire new people and all the burden and oversight that comes with those new people: putting them at a desk, setting them up, teaching them, all that stuff.
Your AP people love this system. Before they were so frustrated stacking these piles of invoices. We used to hire people that come in at the end of the year and vouch that we had filed all our invoices correctly: same company, same invoice. That was a two-week process, all of that cost went away. Like I said the processing, the time went down, utility bills that normally were getting late fees and just impossible to get processed, suddenly a four-day turnaround between getting them mailed, getting them in, getting them approved and getting them out tremendously reduced the amount of penalties we were paying on utilities. The property managers were having to go to the utilities and say, “Really we just can’t get them done any faster.” And they don’t care.
But this system has the ability to make your workflows as small as you want, as large as you want and you maintain control. That’s the best part.
Brittany: Great. Looks like we have another question in from Sean. Does your AP automation product integrate with all account systems, if not, which one?
Jonathan: I’ll answer that. We integrate with about 135 different accounting systems. So, there is a high likelihood that we’re going to be integrating with whatever you are using. So, to answer your question, more than likely yes. But as far as in the real estate world, we’re going to have a very nice integration with all of your major real estate applications, every kind of systems.
Brittany: Great. Then Roxanne asks, does AvidXchange set up for processing recurring invoices like monthly fees that don’t change?
Jonathan: Yeah, we can absolutely do that. There’s a couple of different ways that you can set things up in the software. But to answer the question, yes, if you have a recurring invoice that comes in, if it’s say, if it’s an invoice that’s actually showing up every month, then yeah you can set it up to where it will go into a specific workflow. The approval level…the approvals are much reduced, you can even set it up to where if it’s just managing enough of a contract if you have a contract with a landscaper and it’s a 12-month contract and you are managing every month, how much has come off of that contract. If it’s in equal increments, then yes, you can manage all that in Avid.
Brittany: Great. We’ve got another question that came through from Kevin and he asks, how long does it take to get up and running with AvidXchange?
Jonathan: Things don’t take long, Kevin. We actually have a 45-day guarantee and that’s from start to finish as far as getting everything set up, built up, put up, all your workflows, all your users, whatever accounting system is having it tossed back and forth with AvidXchange, and all of your training. All that can be done within 45 days or less and we actually have a 45-day guarantee. So, if we do get it done in 45 days or less we actually kick you back 20% of your implementations fee as a bonus or a rebate to encourage the project to move along. We just want to make sure that we’re incentivizing you to make time for the training.
Brittany: Perfect. Well, that was all the questions we had for now. So, Jon and Shirley, thank you so much for joining us. Is there, if you all have any closing remarks you’d like to make?
Jonathan: Everybody needs to sign up for demo.
Shirley: I would say you have to see this to believe it. If you are currently sitting there watching your AP clerk pound out invoice entry into batches and checking batches and doing this, you’ve got to see this work. At the end of the day, you stand in the middle of your office, you and your employees with these handful of checks that you have now processed through the system and you look at them and you go, “Well, I guess we’re done.” You don’t know what to do. All your work is done for you, it’s all filed. What can you say? It’s a fantastic product.
Brittany: Wonderful. Thank you so much. Everyone, as a reminder, I’ll be sending out an e-mail tomorrow with a recording of the webinar as well as our tech savvy virus guys to AP Automation for Real Estate. Also, if you have just one moment after this webinar, I’m going to be putting up a survey on the screen. So, thank you everyone for your attendance and you may now just click.