GCUC Podcast - Jessica Knapp, GCUC Head of Sales & Operations

Speaker A: Foreign.

Speaker B: Hey, everybody. Welcome to the Jucy podcast. My name is Liz Elam, and I am the founder of Jucy, and I am super excited. This is a special episode. We have Jessica Knapp with us today. She works part time on Juicy along with some other gigs, and we're going to dig into her experience, what she's doing here at Juicy. And at the end, we've got a really exciting announcement for you guys, so, uh, let's get started. Hey, Jessica, how are you doing?

Speaker A: I am doing really well. Having a great day. How are you, Liz?

Speaker B: Oh, I'm good. I'm always good.

Speaker A: Um, so that's true, actually.

Speaker B: Yeah, it really is, you know, from the inside. Um, okay, so before we get started, as you probably know, I always ask people about their morning routines because I really feel like the consistency of my morning routine is something that really helps me in life. And so I'm curious what your morning routine looks like.

Speaker A: When I'm being my most organized and best version of myself, it is going for a walk and staying off my phone and avoiding, uh, diving into emails before I need to. Morning walk is a really important thing for me. When I am being my most sloth version of myself, it is just fling myself out of bed, get in the shower, and get to work. I would say, generally speaking, it's about an 80, 20 split, where 80 is the walking, 20 is the others, but we're all just people doing our best.

Speaker B: That's right. That's right. I love it, and I love the honesty. Like, we all have those mornings. When I travel, I'm really bad about keeping my routine. I try to, and I usually get discombobulated, and then I remember I should have a morning routine, and then I'm better.

Speaker A: And I couldn't agree more. I'm sort of digital nomading about right now. And so I find, uh, that establishing myself in a new neighborhood or a new place like that walk is really crucial. But sometimes it's hard because you don't know where to go or what's around or anything like that. So. Yeah.

Speaker B: Okay. Before you got into Juicy, let's go back to the beginning. Where did you come from? How did you land in coworking?

Speaker A: So I won't go back to the very beginning of time. But, um, as most of you can probably as most of you can probably tell, I'm not from America. America originally, I'm from New Zealand, and I moved, uh, to. I'm. So I'm half American, which is very exciting, uh, for me. And, uh, I Moved to Los Angeles when I was 25, and I had a couple of assistant jobs there working for startups and things like that. And an ex colleague of mine called me one day and said, I have a job at this thing called a co working space. Um, probably would have been 2012 at the time. Yes. And, uh, she was like, you seem really happy in your job, but I just want to let you know I need to hire somebody. Um, you'd be fantastic for it. Um, and I was like, I'm actually miserable in my job and I need to get the heck out of here. So I went to say hack.

Speaker B: You did not say hack.

Speaker A: I did not. I'm trying to keep it PG. And so I went and interviewed at NextSpace in Los Angeles, which was run by Jeremy Neuner and founded and run by Jeremy Neun at the time. And, um, I walked in and a slight bit of backstory. I'd had a really hard time adjusting to life in America. Um, I found Los Angeles a really hard place to be. I had a hard time, you know, finding my community meeting people. And part of my interview process was to go in and pretend that I worked in the space that day. And, uh, the team had asked some select members to come up and ask me questions about the printer or booking a meeting room or billing issues or what was happening at the happy hour that day. You know, that kind of thing. So I had to sort of pretend that I was working there. And I met all of these people and I remember thinking, like, it actually makes me still a bit emotional because it was such a pivotal moment in my career and in my life. But I remember thinking, all of these people have been here this whole time and I didn't know. Um, and that was when I really found my community and I got the job and progressed to. I was the head of community for seven locations and managed a team, and it really changed my life. And then, yeah, that was, you know, and Jeremy was such a big supporter of me and Iris, um, as well. Um, and I was there for, I think, three or four years. And then I moved to London and I got a job working with Office R and D as employee number one. And it was just Mero and the other Mero and I building that company, um, with half a product and an idea and about two months worth of Runway to make it work. So that's what we did.

Speaker B: Amazing. Amazing. I don't know if a lot of people know that you were the first employee there. That's amazing. They've had an incredible Ride.

Speaker A: Uh, yeah. And it was a lot of fun going from running a CO working space to jumping to the technology side. Uh, you know, the technology was all so new and, um, it wasn't as prevalent as what it is now. And, uh, yeah, we had a great time doing it. Um, traveled all over the world and landed the first American clients for office R and D and some in New Zealand and Australia, and built that company over, I think, about four years, raised a couple of rounds of capital. Um, and, you know, Miro and I are still very good friends today. Um, he's been to the family orchard and knows my parents. And, um, it was a really fabulous job. I loved working for that company.

Speaker B: I love it, I love it. So what would you say was the moment where you thought, okay, this industry is actually different and special?

Speaker A: Yeah, um, definitely that first, you know, that first job working at nextbase running their Los Angeles location. And we actually sponsored Juicy that year, um, at our Berkeley location. And I was part of a team that worked on that bid. Um, and I didn't really understand what Juicy. I was like a conference for a co working space. Like, okay, sure. And, uh, I remember the team showed up and we all wore like orange wigs and, you know, all of that kind of thing. And I met, um, you know, I already knew Jerome, you know, and a few of the other players who were sort of quite early on, and it was really building momentum. We were, you know, working on maybe some corporate deals with nextbase at the time as well. Um, and it felt like it was really growing up into something that was beyond just, you know, these sort of haphazard community spaces and things like. Well, not haphazard, but more informal community spaces. And I think NextSpace was one of, one of the first ones to really sort of, um, build like a growing up version of it. And the way that they run it was really smart as well. It was like it was my own business. I owned the P and L. Um, I made hiring decisions. I made decisions about what we built and what we didn't do. Um, so I think nextbase was pretty seminal for that as well. And then, you know, always going to Juicy from every year after then, you know, meeting people, doing interesting things. And then I think also, like, the accompaniment to the industry really becoming legitimate was all the businesses that grew around the co working spaces. So the technology providers, access systems, door access, uh, furniture companies, you know, all of these phone booths and like, soundproofing companies that are, you know, have come out of the business, um, as well. So, yeah, it's very interesting to say the progression.

Speaker B: I love it.

Speaker A: I love it. Long winded answer.

Speaker B: But I love that, like, Juicy is part of your story, and I'm sure it's part of other people's stories. And I love hearing that. Like, we don't capture enough of the storytelling of Juicy. That's definitely something I want to get better at because it's.

Speaker A: Can I tell a quick story?

Speaker B: Yeah, of course.

Speaker A: Sorry to cut you off. So when I got the job at Office R and D, and I remember, I think Mero had, like, we had three months of Runway or something, and I was like, oh, hey, I think it was, like, February of 2016, maybe, or maybe 2015. Um, which either year, uh, Juicy was in Los Angeles. And I said to Miro, we absolutely need to be at Juicy. You know, I've been there on, like, the co working, operator side. It's a really great opportunity for us as a software company, and especially if we're making a play in the US Market. And he was like, we can't really afford it. You know, whatever. And I was like, don't pay me. Don't. Don't pay me for a couple of weeks and I'll get my ticket. I'll stay on my sister's couch, you know, whatever. And, like, made it happen. And we, like, landed, you know, one or two of our first big US clients. Out of that. Out of that.

Speaker B: I love that. I love that. That's m. Awesome.

Speaker A: There's a photo of me, like, you had. You had co working and, like, silver balloons on the staircase. And this photo of me, like, uh, that I use in, like, a bunch of my. Like, if I ever have to do, like, a professional photo or something like that, it's always a photo.

Speaker B: Oh, we used it a bunch, too. I love that. And I think most people that are listening and, oh, Juicy know Jessica is working with me right now on Juicy. And you wear a lot of hats at Juicy, as we all do. And you work on sponsorship, you work on building the community, you work on partnerships. You put a mailer out today. Um, and. And now we're starting to work on some special projects. Which of these feels the most natural to you and why?

Speaker A: Probably two things. One is working with the sponsors and getting them to come to Juicy and sponsor Juicy. I think because I've been on multiple sides of Juicy, and I saw how truly mechanically useful it was for us at Office R and D, and that's a fun thing to be able to speak to from actual lived experience. It's not just me pitching somebody in a vacuum because I think it might be a good idea, you know. And so you know we're able to now really give people metrics around um, what attending Juicy does for you, how many connection points, how many deals you would have got, you know, that kind of thing as well. So I think um, adding that sort of like I'm a bit of a data numbers person so adding sort of that layer of data and numbers into the pitch and how we talk to people and, and also inviting people um, who might not necessarily be inside of co working right now but are interested in exploring what the vertical is for them. Looking at the size of the opportunity, the size of the market. Um, we had a couple of really interesting sponsors come in this year. Um, and you know we talk about the network effect of Juicy. So you might have 300 operators in the room but there's we think probably about 800,000 human beings represented across those different spaces. So there's a big opportunity for those who are um, also running these communities as well. And you know you can make connections um, to sell sort of direct to consumer via the co working channel as well. Which I think is interesting from a sales perspective, um, cause I'm a sales go to market person um, and it's the lens in which I view most things. And I think also uh, working on how we can partner with our sponsors year round as well. You know we have a really active and engaged community at Juicy across multiple channels and that's been a really fun learning experience for me like working with you and understanding just even little things like our uh, mailer open rate and how many people have subscribed. It's all organic. You know how many followers we have on LinkedIn, like engagement on your posts and you know there's a lot of eyeballs on Juicy and so leveraging that. So it's a win win for both sponsors and partners and for our uh, you know, co working operators and members in our larger community has been a really fun strategic thing to work on as well.

Speaker B: Very cool. And New York was the first Juicy that you were a member of the Jucy team. What surprised you most about being part of the Juicy team in New York at our 50th event?

Speaker A: So from a logistics and operational standpoint, um, the way that time moves when you are organizing a Juicy conference should actually be scientifically studied. It's, it's like a four times time warp speed that happens. The amount of work that you and I get done in a day in the Months leading up to Juicy truly could be studied. Um, so that was one thing. Um, and then it's a really. I mean, I've been to. I've always said that, you know, Juicy is my favorite conference. I say to my friends, I've been conferencing so hard, and, you know, there's photos of me with six wine glasses in my hand that has, like, done the rounds, you know, on the Internet and things like that. And I've always loved Juicy. But, um, to be the agent or part of the team that is the agent that creates this conference and these connections is absolutely, uh, phenomenal. Like, watching people make friends and connect with each other or being the introduction to people or whatever it might be. Like, at one point I walked into the sponsor room and it was like a rave in there. Honestly, I was like, what on earth is going on? Um, and it made me so happy. Um, oh, my God. And we've had lovely feedback afterwards, as you well know. And you did say to me, like, it's gonna be a lot of work, but you're gonna. Everyone's gonna walk in and you're gonna sort of like, have this pinch me moment. Um, and that's exactly what happened.

Speaker B: Yeah, it's bizarre. And I don't think about it a lot. Cause it freaks me out to think that, like, all these people came to this place because of us. Like, it's such a responsibility. It's such a heavy responsibility because you want everybody to have a great experience. And you know what? You can't get 350 people to have a great experience all the time. You can make your best effort, but, um, yeah, it's a heavy responsibility, but it's also so rewarding and so fun. And even though you're beyond dog tired, you just keep going and you can see the light at the end of the tunnel. And let me tell you, the end of Juicy, there's no better high for me.

Speaker A: Oh, uh, you were, uh, you again. You warned me about it, but I couldn't have ever predicted it. It was so weird. It's like when you finished university and your exams are over and you don't know what to do with your time anymore. It was, it was, it was a little. It was a little bit like, what's my purpose in life now? Um, so. And I think also as well, like, really getting feedback and data from attendees and sponsors and understanding, like, the good, the bad, the ugly, everything in between. You know, feedback on the food and the venue and their experience and, you know, everything like that I even love to know any feedback that isn't always so positive, because we can only make it better, um, when we learn. So if anyone listening hasn't sent me your feedback, please do. I genuinely want to hear. I'm still chasing people for it.

Speaker B: It's also really fun, like the. The little things that happen that were so great and that happened on the fly. So, for instance, we were very stressed out about where people were gonna eat, and we had a room that we set aside just for meals. And I looked at that room, and when I looked at it, there were, like, six clusters of about eight chairs. And I was like, oh, no, this is not gonna work. And I was like, how can we get so many more people in here? And then I was like, oh, we'll turn it into these just long, massive community tables, and then that'll help some collisions happen. And, um, the J Conference team was like, 100%. That's what we need to do. Let's do it. And they set it up really quickly. And. And that was one of my favorite things, was going into that room and just popping down somewhere, not necessarily next to somebody, you know, and watching these conversations happen. And then, like, looking across the room and I see the head of product development and the president of Industrious are also doing that. Like, that's awesome. Like the. The connections. But it's also great for the person that's going to open one space in Kentucky and that's all they're ever going to open. Like, it's really hard also to build content for the one person opening one space and never opening another one. And for the CEO who's got 30 locations, it's an interesting mix. We try to hit at, ah, Juicy, but I think we did okay. And we're always aware of it and trying to do better.

Speaker A: Well, and one thing I know about you, so obviously, as an attendee and as a sponsor of JUCY for years, mostly in the office R and D context, but also at NextSpace, you know, you. You always did a really great job. And I, you know, even my friends in New Zealand knew that I always flew to this conference in America every year, and it was always, you know, somewhere. And, um, you know, and. And that kind of thing. And, uh, it was always, you know, my favorite time of year because I got to see all of my friends.

Speaker B: Ah.

Speaker A: And it was the best. And, um, but working with you and seeing, like, you agonize over the agenda, like, you agonize over it, and, like, I think it would be a cool thing for people to take away here is. And, you know, and I think the Juicy ethos is that the one co working space in Kentucky that someone's opening that's more of a lifestyle business or, you know, whatever for them versus someone who's got 30 locations, both of those are equally important. And it's such a, um, challenging but fun tension to kind of hold when we build Juicy and build out the conference and the programming. And again, I think we did a really good job. And I resoundingly heard that from people, you know, after, After New York. Um, but it is certainly something that you don't take lightly.

Speaker B: True.

Speaker A: I've seen it with my own eyeballs.

Speaker B: Hey, guys. Just breaking in to let you know if you would like to join us in the uk. We've got an event coming up in Manchester and one in London. You can get more details on that at UK and Africa. Juicy Co, we've got an event coming up in September in Cape Town that we're super excited about. We want to learn what's going on in Africa and we want to pour everything we can into that continent. Um, if you'd like to have a Juicy ad or be a podcast guest or talk to us about sponsorship or anything else, just hit us up at Infogcuc Co. Talk to you soon. Um, so one of the things you've been doing that we announced recently was a summer series for jucy membership and you're one of the speakers. So who is a summer series for. And tell me more about what you're excited to talk about.

Speaker A: Okay. I think the summer series is for a couple of people. I think it will be really good for people who are maybe thinking about opening a space. Uh, I think it's a good sort of get your toes wet. It's also very good for anyone who is currently open and maybe wants to reconnect to their purpose maybe or get some great information or some, you know, some really good skills out of it. I think that we can operate in a vacuum and it's ironic because we build community for everybody else, but we don't always do it for ourselves. When you are running a co working space, um, the coworking business is fascinating because, you know, you've got building operations, you've got people operations, you have technology. Um, it's quite a unique splicing of things, um, that require a lot of attention all the time. So I think, you know, owners and operators tend to get a little bit left behind in terms of continuing their education or reconnecting with their peers. Um, in community, I mean, you know, we've got Kat in the mix, who is incredible when it comes to talking about building community and that kind of thing. Uh, for me, you know, my specialty has sort of become on the technology side of things. One thing that I talk about all the time, when you are looking at implementing a system for your coworking company, it's number one, understanding the timing. You might not need something right away, especially if you're a new operator. I think it's good to operate for a bit and kind of see what technological patterns come up, um, as you are working through your day to day and your week to week and your month to month billing and that sort of thing. But also which, uh, technology partners are you working with and who is the stack? Um, the analogy I use is like when you move to a big city and you get a job, but you chose to live somewhere that's two hours away in traffic, you kind of have to design it all around your job. Um, when you pick your technology software, there are limitations with integrations and partners and things you might use. Um, those decisions can mess up the member experience or the workflow, um, that you want to exist for the member. For example, they might have access to a meeting room, but not this room. They might have front door and an office access, or they have a limitation on wifi. Like, this is really into the weeds. But, um, it's important things to think about as you're making these decisions. Um, and then I think also, you know, where there are efficiencies with AI as well, um, and where it can maybe lighten the load a little bit, um, in terms of, you know, what the operator's doing. And a lot of these systems are implementing some great AI at the moment as well. Especially around sales and lead management.

Speaker B: Yeah.

Speaker A: And data.

Speaker B: Yeah. And the way to get into and access the summer series is to join Juicy Membership. And we are running a special on Juicy Membership which you can find it on Juicy Co Membership. If you're a small operator, it's just 199 for the year. If you're a large operator, it's 399 for the year. So totally affordable.

Speaker A: And you can have multiple team members.

Speaker B: Yeah. And you can get into the Heartbeat app where we all come together. You can have peers. You get the best pricing on Juicy Tickets ever. If you're a member, they get the best pricing and they get announcements first. So very cool. Okay. So if somebody is a co working operator and they feel like they're figuring out a loan what's the one thing that you would want them to take away from this emergency?

Speaker A: I would want them to remember that there are people, ah, who can help and there are peers and it's sort of like your coworking operate a neighbourhood if you will. I, um, think that's pretty easily forgotten especially when you're in the weeds of your business all the time. Um, most often than not if you pick up the phone, someone's gone through the same thing that you have, an unexpected tax bill, an irate member about something or other. Um, all the unhappy um, parts of this business which still exist. Um, so I hope that people take that away. Um, and I also, people really understand the value of the Juicy membership as well. It's a year round access to a really amazing community of people who are doing the same thing as you every day and they know cool stuff. Like I learned so much from our, like, they really, they really do. Like, you know, like we learned about um, Ascent company, you know, from J Conference and they have all of these different things that they do and like, I don't know, they have cool products and um, they have great amenities and like they. And the cool thing about coworking operators, especially if they're more on the indie, you know, one to two, three, maybe four locations, is that they know how to do things on a shoestring budget. Um, and it's really cool and really creative. So um, that's always pretty interesting to see what people can do there as well.

Speaker B: Yeah. Love it, love it. Yeah, it's by getting into some of these groups and sharing what you know and connecting with other people and like Juicy is a point in time and juicy membership is 247365 so you don't have to do it alone. So join us. Okay, so before I get to our big juicy announcement, um, Jessica, what question should I have asked you? But I didn't. And then of course you get to answer it.

Speaker A: Oh, um, jeepers. Um, maybe like, maybe something where I think that operators could pay a little more attention to or something like that.

Speaker B: Good question.

Speaker A: Okay. Yeah. Which again sort of goes back to my most things I do in work and in life. If you can wrap a narrative around numbers or data points, it's a really interesting way to then, you know, look for signaling and build certain parts of your business or look at a different channel strategy or something like that. Um, and I actually ran uh, a roundtable at Juicy last year about revenue, um, and revenue operations and understanding your margins and cost of goods and things like that. And there were so many people there who just didn't understand the numbers and were sort of upside down on a few things. Um, mostly because they just didn't, you know, you're busy doing a million other things. I, um, think if you can make the financials really make sense or understand sort of the. The margins of your business, I, um, think that helps you be a lot more successful. But shockingly, it's sort of maybe the fourth or fifth thing on the list, um, that people pay attention to. Um, if you pay attention to those things, then you can have the. Holy shit. Super awesome coffee machine, um, or anything like that. So that's certainly something. Is pay attention to the numbers.

Speaker B: Yeah. And if you don't have that data, you can't manage it. So you have to have that data.

Speaker A: You have to.

Speaker B: Yeah, yeah.

Speaker A: And then I think also, like, a scary financial surprise is always the worst thing of all time. Um, you know, um, so, you know, try to mitigate those as well.

Speaker B: I know it will.

Speaker A: Oh, samesies. I am not immune.

Speaker B: The successful entrepreneurs that you see on Instagram and stuff, that's like the 1%. The rest of us are out here figuring it the fuck out every day. And there's feast and there's famine, And I want you to know you are not alone. This is not easy. And if you're an entrepreneur, you're pretty much a badass.

Speaker A: 100%. 100%. And I had a mentor a few years ago, uh, who told me that, you know, it was my first CEO role, and he was very like, if to do this job. Well, you. What did he say to me? Uh, you're staring into the void, and the void is staring right back at you, but you cannot break eye contact.

Speaker B: I love that. I love that a lot.

Speaker A: And I was like, okay, I guess I'll put on a helmet and hope for the best. Like, sure.

Speaker B: Okay. Well, now we get to the really fun part, which is we have just secured our juicy location for 2020, 27. So, Jessica, where are we going?

Speaker A: Oh, man, we are going to Miami, baby. I should have queued up a Pippo song or something like that.

Speaker B: I know, I know. We should have, but that's on the reel. That's actually being put out probably right now when we're releasing this. But, um, yeah, we've been trying to go to Miami for years. We've actually looked at this venue multiple times. We're super excited about it. It's an indoor, outdoor venue, but the parts we need covered are covered. It's going to be different. It's going to be very juicy. It's going to be, um, a little. A little disconcerting in the best ways. It's a really cool development, and we're so excited to bring you guys there and figure out a whole new venue and a whole new flow and. And all the things that go along with it. But the other thing I love about Miami is it's easy to get to flights all over the place. Great airport. It's a gateway to South America. Uh, or South Africa. Yeah, South America. Not South Africa. South America. And, you know, we had our friends from Hit up and we had, uh, another friend come from South America, and we want to have more people internationally come in. Miami is such a thriving, international, exciting city, and that's exactly where Juicy needs to be.

Speaker A: And that market's really cool for co working as well. The tours are going to be amazing lit.

Speaker B: Yeah, well, and a bunch of our friends live there, too. Lisa sky lives there. Laura K. Lives there. Nicole Vasquez lives there. Kaylee lives there. So we've got it. We've got a bunch of coworking peeps in town who, of course, we're going to be calling up and hitting up as we do. Um, I don't know who's going to have the welcome party this year. The Yard did an incredible job in New York, so you've got big shoes to fill there. Um, super excited about it. So if.

Speaker A: Should we tell people the date?

Speaker B: Yeah. What's the date? I don't even know.

Speaker A: Um, it is from Monday, uh, the 5th through Wednesday, the 7th of April.

Speaker B: Oh, I love it. We've moved it up a week, people. That is exciting stuff.

Speaker A: No pressure on us for that.

Speaker B: Yeah, no, we just took some time away from ourselves. That's all right. We got this.

Speaker A: Um, the venue is divine. It's.

Speaker B: Yeah, the venue is absolutely divine. And it'll be linked on the website. And then if you want to get an early bird ticket, just head over to Juicy Co, because by the time this podcast goes up, we will drop ticketing as well. So we will get your early birds, because you know me, I'm going to raise that price.

Speaker A: Yeah. And, like, go find a really great Tommy Bahama style shirt now. You know, maybe that should be the theme of our opening happy hour is like, Miami Vice or something like that.

Speaker B: Oh, we need to have a, uh, Miami Vice moment a hundred percent. Somewhere along this, like, a boat needs to be involved. Miami Vice pit bull. Like, that's a great thing, too. Miami has got so Many good themes for us. And, you know, we love a theme.

Speaker A: We do love a theme. We certainly do. I'm really, I'm, uh, really excited about it, though. Um, it's going to be a very, very good time.

Speaker B: Yeah. GC 2027 Miami, here we come.

Speaker A: And we've got some really cool hotels lined up as well. I won't say anymore. Uh, okay.

Speaker B: So the good news is you don't have to wait till Miami. You can head to Cape Town in September. Beautiful waterfront. Ve. Cape Town is actually pretty affordable once you get there. And you could, you know, add on a safari if you wanted to. And check that giant bucket list item. I'm super excited about that town. I've never been. If you have some, um, ideas for us around Cape Town, where we should eat, where we should stay, we'd love to hear it. And then in October, we're back in London again and super excited about that. Those tickets are already on sale. You can find those at UK Juicy Co. Of course. Africa is Africa. Juicy Co. I know. We're super inventive. So you guys get your tickets, join us at these events. Sign up for the summer series. If you want some ongoing sponsorship, we've got that, too. Also, if you enjoyed this podcast, send it to a friend or like and follow for more Juicy content. Jessica, thank you so much for joining us. It's so great to work with you and I'm so excited that you're part of our team.

Speaker A: Oh, thank you for welcoming m me in. And it is like, this is like my third act in co working now. Um, and I'm so grateful to be here and be part of the team. And I love working with you and I. We have an absolute fricking blast together. Um, it's like extreme stress and laughter and hilarity or mixed into or. And very positive all the time. Yes.

Speaker B: Love it.

Speaker A: You can plug us into a socket. Probably.

Speaker B: Yeah, probably. Probably. All right, everybody, thanks so much for joining us and we'll see you back next time.