Don’t Fit In!

Trying to “fit in” is not a smart business strategy. Conformity is not profitable and frankly it’s no fun either.

Think about it, when you stand out you get noticed more often. And who doesn’t want that? Being vanilla isn’t very appealing. Have you ever heard the expression: Love me or hate me, but don’t ignore me?

Your goal isn’t to attract everyone to your business. In fact some people won’t like what you’re all about and that’s fine. You want to stand for something you believe in and let that attract the people who appreciate it.

Dr. Seuss explains this well: “Be who you are and say what you feel, because those who mind don’t matter and those who matter don’t mind.”

People can sense it if you are trying to be something you are not and that’s a turn off. When you stay connected to your one-of-a-kind self, your business can’t help but reflect that in a positive way. And, as it turns out, it’s much easier to market your business when you let your real self show.

What’s more, by being more of yourself, you will be inspired to create original products and services. Consider this quote by Emerson, “A man must consider what a rich realm he abdicates when he becomes a conformist.”

The truth is that you are unique and there is no one else like you. Why not use this to your advantage. Stop trying to be anything other than who and what you are. Don’t be afraid to put away your mask and share the real you.

And that’s not all; people are naturally more attracted to an authentic business rather than a copycat. People have a lot of choices these days; will they choose your business?

Think about all of things about you that make you distinctive. If you get stuck, think about things your friends, family, and colleagues have told you about yourself. Next, brainstorm how you can incorporate these things into your business.

Here are some places you can infuse your personality into your business:

• Website copy
• Newsletters
• E-mail signature
• Your photograph
• Your marketing materials

Are you starting to see how being more of you can create an extraordinary business? Start today and begin to bring more of who you are to your company and experience personal joy as well as an increase in your profit.

Seasonal Business Spotlight – Bike Rentals

beach-bike-rentalThe bicycle rental business is one of the most lucrative business that anyone could think of starting. You will not only make a lot of profits but you will also get to meet a lot of people besides having a lot of bikes to manage. A bike business entails renting bikes for a specified period of time to customers who want to enjoy riding a well maintained bike but only for a short period of time. Unlike the past where most people used to go on a vacation or picnics with their own bikes, nowadays most people prefer renting because it is cheaper and more convenient. Although bike rental business is seasonal in nature, it is very profitable if you come up with a good strategic plan. In this article we are going to give tips that will help you open up a successful bike rental business.

1. Find a good location

One very important aspect of opening up a bike rental business is the location. The location of the business should be strategic enough to help you attract your targeted clients. The most recommended location to open up a bike rental business is an area that is close to tourist attractions.  One such example is the Bike Rentals 30a businesses, located along Highway 30A in Florida.  You will want to include areas that are near beaches, national parks and any other major tourist attraction site. Because bike rentals is actually a seasonal business, it is recommend that you rent a property instead of buying it because it will actually be cost effective. Look for a building that is not only strategically located but one that can hold several bikes and with good access of the outside.

2. Ensure that you have enough bikes to fulfill demand

If you want to succeed in any business, you need to ensure that you build customers trust. One way of building customers trust is by ensuring that the customer always get what he/she is looking for when he/she visit your store. It is therefore very important to ensure that your business is well stocked with all types of bike that the customer may need. Because bike injuries are very common, it is recommended that that you take a liability insurance so as to protect your business.

3. Have a license

Before you start operating your bike rental business, it is very important to visit the local authority and apply for a license. Having a license will not only help you operate your business in peace but will also instill confidence in your customers. Many clients looking for bike rental usually prefer renting them from a shop that is licensed.

4. Market your bike rental business

Besides choosing a strategic location it is also very important to take an extra step of marketing your bike rental business both on print media and online platform. By marketing your bike rental business, more people will actually know about it, a factor that will help you get more clients. However, when marketing your business, ensure that you give customers a reason why they should choose you over others. This include giving them discounts as well as offering quality services to them.

 

 

 

6 Ways to Navigate The Sale of Your Online Business

Business for SaleAre you thinking about selling your e-commerce business? Have you ever gone through the process before? Are you confident that you can do it yourself? Where would your time be better spent, running your business at peak performance while trying to sell it, or focused on the advertising campaign, networking, negotiating, and coordinating the closure of the sale of your business? Here are 6 ways to help navigate the difficult process.

Don’t get lost in the shuffle

You want your broker to have a proven record and a great reputation but you don’t want the organization to be so big that your deal is passed off to a junior staffer. You want the active involvement of the principals.

Do your due diligence

You’re about to engage the services of someone that is going to have a big impact on your financial life. Make sure you are comfortable with the relationship. Check with the International Business Brokers Association and see if your broker is a member in good standing. Follow up on the references provided and determine just how satisfied past clients are. Check with your local better business bureau and see if there are any unresolved complaints.

Use a specialist

Real estate agents and other professionals sometimes hold themselves out as business brokers on a part-time basis. You want someone who makes their entire living selling businesses full time. Consider an ecommerce business broker that has specific experience in your particular industry and someone who can point to successful sales they have made for your competitors.

Avoid heavy upfront fee structures

Typically an eCommerce broker will charge between 10% and 15% of the sale price as a fee. While it is customary for them to ask for some upfront fees to initiate the process, avoid those brokers who are looking for greater than a third. Also, make sure that the upfront fee is deductible from the sales fee when the business sells. Following this advice will save you from having to invest a ton of cash before you sell the business.

Only contract for the business selling services

Smaller e-commerce brokers will offer accounting and legal services that you will need during closing for an additional fee and the broker typically outsources these services. It may be to your advantage to contract for those services directly leaving the broker with only the requirement to focus on the selling process and not generating add-on fees.
Share your expectations

Before you select an e-commerce broker, you should have at least a general idea of what you want to accomplish by selling your business. You should have a rough valuation number and you should know if you want a cash sale or stock. Share this with the broker and see if he agrees with your plan. While there probably will be differences in valuation, your broker should be in tune with the rest of your objectives. If he’s reluctant or believes that it will be difficult to achieve your goals, find another broker.

Conclusion

Using an expert to help sell a business is usually the smart route to take for any business of substance. You want your organization to have as much “curb appeal” as possible during the process and that means you should be focusing your time on optimizing the business not chasing down buyers.

The Big Business of Soccer

Soccer BusinessBehind the roars and cheers of excited fans, and the adrenaline that accompanies the action on the pitch is the big business that is modern soccer. In fact, you could go as far as saying that soccer is a business. Billions of dollars are required every year to keep the great soccer juggernaut rolling. Elite football clubs in Europe earn tens of millions of dollars each year as profits.

And being a top-earning club tends to have a ripple effect when it comes to generating income. For one, these wealthy clubs view themselves as global brands rather than just parts of their community’s heritage. The global exposure they seek earns them lucrative sponsorships that permit them to handle hundreds of millions of dollars every year.

A prime example of such a club is the world-famous English soccer club Manchester United, worth about 2 billion dollars. The club’s towering global popularity is cemented by its over 300 million followers. This reputation helps the club get high value sponsorships from large multinational brands keen to benefit from a relationship with the club.

Quite accurately, mainstream soccer relies on money changing hands. Sponsors pay clubs, fans pay for tickets, clubs pay their players and staff, and so forth. In this way, some clubs are able to transact in millions of dollars each week. In fact, the most critical aspects of a soccer club are determined by money.

For instance, wealthy owners have to part with copious amounts of money to own clubs. Additionally, to get the naming rights for the stadiums, major sponsors have to pay lots of money, and other sponsors have to do their part financially to have their brand names appear on jerseys and other soccer gear.

For instance, Barclaycard had to pay nearly 50 million pounds to have a league in their name. Broadcasters often part with billions of dollars to have exclusive rights to air the Premier League for a period of 5 years.

More importantly, money plays a significant role in how powerful a club can be in major competitions, as it dictates the quality of players the club can buy and get on loan. And since football leagues are the most watched in the world, the scale of these transactions is quite enormous.

Still, money was not always all-important in the direction of global soccer. At the moment, top players get paid phenomenal salaries for their services, and transfers occur quite liberally. Previously, there were limits on how much a player could be payed, and player transfers were highly restricted.

But now, this has completely changed, and clubs have to pay their best players really well to hold to them, since there is a lot of money to be made by being one of the leading clubs in the leagues. There was a time when the most players could get from their golden skills on the pitch was popularity, but money has now changed this completely.

The big business of soccer has also changed some traditional aspects of soccer, especially in England, such as fantasy premier league, where the game was largely part of the cultural fabric. For instance, while initially stadia carried the name of their communities, corporations can now buy the right to have a stadium named after their brand. A case in point is Arsenal’s Emirates Stadium.

On the face of it, people still love soccer for the same old reason: it’s a beautiful game that brings people and communities together. While this is obviously still the case, especially now that soccer is a global phenomenon, the game has also become big business, a trend that shows no signs of changing any time soon. The big business of soccer might get even bigger over time.

Tips for the Real Estate Business

Real EstateReal estate business development is regarded as one of a lifetime exemplary investment in the modern times. Renting, managing, purchasing and selling of properties are just some of the ways in which investments are done in the real estate business. However, it is important to note that this is a murky business area that requires detailed know how so as to be a profitable player. Apart from academic credentials there are specific qualities that one needs to have so as to be effective.

One of the keys to success in real estate business development is to have a detailed business plan that has clear objectives and laid down strategies and course of action that has to be undertaken. Plan is good since it helps the investor to foresee any probable setbacks and work towards overcoming them. Real estate business is sometimes complex and therefore a plan helps one to break the bigger task into phases that can be achieved within a given time frame.

Realtors must have in depth knowledge about their target market and being in real estate business is not an exemption. This helps one to make sound business decision and also know when to change course of action. This means that one has to keep abreast with trending issues such as the changes in the consumer market and mortgage rates among others.

There are a number of policies and code of ethics that govern the real estate business that any investor in this field must be held accountable to. This is one of the investments that involve the investor actively interacting with people. This means that ethical issues play a big role on how people perceive your business and subsequently affect investment plans. Just being on the side of the law is just a bare minimum requirement. High ethical standards are good because it helps develop a good rapport both with the community and partners. Lack of ethics can have detrimental effect to growth of this kind of business.

Any investor who ventures into real estate business development must identify which area of this business best works for them and try as much as possible to focus on that particular area so as to be successful. For example, West Toronto Real Estate is going to differ greatly from Southern California Real Estate, and knowing these differences (and focusing on your strengths) is going to pay off in the long run.  Real estate business is broad and therefore one needs to do a proper research in order to identify what they want to pursue. It is integral for one to focus on a specific area of this business so as to maximize on their resources.

Develop a good customer base relationship with anyone that is involved in this business. Referrals play a key role and therefore associate, clients, business partners and renters must be treated with due respect with attention to the details of their demands.

Just like in any other business it is imperative for anyone who is in this business to keep themselves updated on competitors, changing technology, regulations and state laws. Falling back makes one to lose momentum and become vulnerable to competitors. This can cause the investment to stall or even fail. One has to keep clear records to help them learn the changing market and also foresee the future.

Internet Marketing for Small Businesses

Internet MarketingWhen you are attempting to make your small business get to a better position, you need to make changes and expand. The internet is a cost-effective way to sell products to a larger amount of people. If you want to get started with this, look into tips for internet marketing for small businesses. Take notes so that you do not miss a thing!

Use websites as shops

Websites can be used as your online shops; only you don’t need to worry about paying monthly rent. Usually, you will pay a small membership and web hosting fee on a yearly basis. Use extra tools such as PPC and Adwords in order to get ahead. When you utilize these resources, you will have a better time increasing business through the site that you have built up.

Use blog updates

Blogs that coincide with your website will be needed as well. You’ll need to write blogs for different products or services that you are offering. This will help you connect to the right demographic and gain money through your blog updates. When traffic comes to your site to see or read what you offer, you will gain a small profit amount. Let this add up for a certain period of time and you will have a good chunk of revenue on your hands!

Use email lists

Emails lists are also a great way to make new business and hold onto the relationships you have developed with clients. You can ask for permission to use an email address that is provided in order to send out news and updates. This is incredibly effective and will surely enable you to get the right amount of traffic online orders.

Send Newsletters

Newsletters are a direct way to use the email list and get in touch with clients. Tell them about new products that you are developing and ask them what they are looking forward to. You may also include coupons and promotion codes that can be used on future online orders. This is a very effective internet marketing for small businesses tool to have on your side.

Connect through social networks

Connecting with clients through social networking sites is another great outlet. Using these free sites to get in touch with even more people online will surely help you get the right boost. Create a business page and start adding friends and clients that you already have. From there you will gain popularity and will gain more traffic and business to your website. Everything helps to tie in together and increase the amount of profits you are getting.

Use of keywords

When you are seeking to increase your online presence, take a look at the current keywords that you are found under. You will want to be sought out within the first couple of search pages. To assist with this, it may be prudent to consult an SEO Company, which has experience doing this for various businesses. There are great tools that may be downloaded in order to show you the path to the most relevant keywords.

There are always changes that can be made when you are using internet marketing for small businesses. When you start to get the results that you were searching for, it means that you are doing everything the right way. Get started so that you increase your business in the shortest amount of time possible!

Business Development for Chiropractors

Chiropractors can be big business, but only if you utilize the proper business developement strategies.

Chiropractors can be big business, but only if you utilize the proper business developement strategies.

It is not enough to set up a top-notch office for a chiropractor business. You need to do much more to get the attention of the patients. The patient will come to you after knowing how efficient you are and how effective your service is. Moreover, your existing patients play an important role to promote your business. If you want chiropractor business development, you should adopt a right attitude to come into the notice of the patients. You might consider the following tips to make profits from your chiropractor practice.

Use some of the most powerful chiropractic marketing strategies

The best way to get the attention of the patients is to ensure your online presence. If you have not tried this method then try it right away. All successful businesses ensure their online presence to get profits. Make sure that your website is search engine friendly. If you find it in poor ranking then apply successful strategies and implement SEO to fulfill your objective. You should focus on keywords, contents, and backlinks while implementing SEO.

Utilize social media

This is not enough to ensure your online presence. You should think ahead and use social media to promote your business. In the digital marketing, you cannot achieve growth and profits without using social media. You can use Facebook and twitter for this purpose. Both the small and large businesses are using these platforms to introduce themselves to the customers and to get a global exposure. The first thing you need to do is to open an account. Once it is done, keep updating it with some helpful advice on exercises, stretching techniques, nutrition, and healthy lifestyle. You can also write guest posts for the same purpose.

Develop a good contact with other businesses

By doing so, you can get more customers. They can send patients for your business. For the better results, you can take the help of the print media and online sources to promote your business.   For instance, if you are running a Kelowna Chiropractor, you might want to collaborate with other doctors, gyms, or activity centers, or other places where you can find people who might want chiropractic care.

Offer Patients Special Discounts

You can also offer some discounts and special treatment for your patients that will come to the notice of your patients and you will be able to get more patients for your practice. You can offer them a free x-ray, free consultations, and some discount package.

Incentivize Referrals

You should offer incentive referrals to those customers who refer their relatives and friends. This will create a positive impression among the patients. But make sure that you are promoting those referrals on your website and social networking sites. You can use office waiting room for this purpose as well.

Develop a Good Relationship with the Patients

One of the simple strategies to promote a business is to maintain a good relationship with your previous patients. You can send emails on your recent inclusion, developed practice, changes in office timing, and you can also offer them some discounts. You can ask them for the feedback. Remember that a customer’s positive impression works better than any other promotional techniques.

Follow the above tips for chiropractor business development. These techniques can help you to get desired growth from your chiropractor practice.

Community Awareness – Drug Detox and Rehabilitation

Southern California is a wonderful area, and we work to make it a stronger community everyday.

Southern California is a wonderful area, and we work to make it a stronger community everyday.

The Garden Grove Chamber of Commerce’s primary goal is to improve the business aspects of our community, through networking, business development and marketing channels.  However occasionally we must step back to view our community as a whole and see how we can take extra steps to improve its standing.

One of the main causes for problems in the Southern California community is that of drug abuse.  So this week we are shining a bit of a light on the ways the drug rehab and detox centers can help contribute to a thriving and improved community.

How Rehab Helps our Community

Detox – short for detoxification – means getting dangerous substances out of your system, which is the first step towards treatment of and recovery from addiction. Drugs and alcohol, although not necessarily toxic in the way like, arsenic or cyanide, are insidious substances to have inside you. They breed dependency and lower inhibition against their own use. In that sense, they impair one’s judgment and make it easier to continue using them which ultimately harms one’s mental and physical health.

A successful drug detox program has two components. The first is ridding a person’s system of the offending substance, either “cold turkey,” by stepped withdrawal, or through the mediation of other less harmful substances. The manner of withdrawal is specific to each individual drug and proper supervision and support is required to make the process as tolerable as possible – recognizing that discomfort may often be acute, and no detox program can promise to be completely free of pain or other withdrawal symptoms.

The second component of a drug detox program is putting in place a system of strategies that will lessen the perceived “need” to abuse, guard against relapse, and help maintain substance-free existence. These can include a combination of psychological help, behavior modification, and outside monitoring and support. These are every bit as necessary as the initial detoxification, because relapse is a constant possibility.

A Personal Choice

Detox programs work best when the patient recognizes that he or she has a problem and determines that something – anything – must be better than the dependence that is adversely affecting his or her life. This recognition is the first step toward recovery. Sometimes, however, detox is imposed by others – most often family members or the court system. In those cases, relapse can be more common since one is being forced rather than being guided. Detox programs, however, guides an individual in recognizing that the quality of life obtained by being “clean” is immeasurably better than that imposed by abuse.

Detox programs can be either inpatient – that is, by continual residential treatment in a special facility over a prescribed period of time – or provided on an outpatient basis in cases where a strong support network is in place and the time commitment for residential treatment is unavailable.

Different Options

Outpatient programs are very much considered since they charge less compared to the inpatient programs. Outpatient programs also give the patient adequate freedom of ridding themselves of substance abuse.  NewportOne Detox and Drug Treatment, for example  provides excellent outpatient as well as inpatient treatment.  Drug addiction, just like other medical conditions, needs careful assessment and diligent care. This addiction is associated with factors such as sociological, physiological, and psychological. Therefore, for complete redress, all these factors have to be considered. Working with the best counselors, physicians and other experts can make the whole process successful.

In many ways, being substance free is a lifelong process. Although the temptation diminishes with time, as does the perceived “need” to use, the underlying psychology and physiology that have led to addiction remain the background, and can be revived in the right circumstances. Thus, it is important to have a strong support network and, if needed, a monitoring program in place.

Business Spotlight – Exotic Car Rentals

Exotic CarIncreasing one’s existing capital is the dream of every businessman. Due to this mindset a business is good, regardless of its type, until it helps in making more money. There is no specific business type which can help the tycoons in making huge money. These days one can also make good money with exotic car rental business. These luxury cars are much in demand these days, depending upon the personal profile and life style of every user. Some tips are provided in this write-up to know how this business plan can help in making money.

Good promotion of car rental business

The effective marketing of car rental business can help you in making more money if you are renting a luxury car. You can use different strategies to promote not only your business but the entire industry also. You can make press release, collect testimonials or engage people to talk about it wherever they go to promote your business. All of your efforts can help in earning regular income than a usual car rental business without any consideration about the level of your business and the amount of money invested in it. You can increase your income by adding more luxurious and exotic cars in your fleet.

Proper Management

Whether you are in usual car rental business of exotic car rental business you can increase your income just by managing it properly. A good example of this is Envus Motors Inc Garden Grove’s exotic car rental agency, which has been an exemplary example of how to run a business.  You should know the people who are support your business and what you are offering them? The satisfaction of the customer should be the priority of your entire staff as customer is always believed to be right. You can get good results with your good customer service and maintenance of your cars. You may not rent a new luxury car but if it is properly maintained even then you can satisfy your customers effectively. You should spend on the repair and maintenance of your car whenever needed instead of purchasing new car every time for making good money in this business.

Marketing Strategies

Too many people have started luxury car rental business these days which has considerably increased the competition in this field. So while marketing your business you should use different strategies so that you can attract more customers than your rivals. Moreover you should provide services as promised in your advertisement so that people start believing on your business quality. In addition to it you should stick to your business as long standing in the market and good experience also help you in earning better money and respect. You should also try to pacify annoyed customers as well as behave well with the prospective customer to increase your business returns.

Thus you can make good money in exotic car rental business by following the tips provided in this write-up. You should also keep in mind while starting this business that you may have to invest huge capital in this business which can increase the risk of loss if not managed well. So you should have patience and skills to face such challenges to get success in this business.

This Week in Business Development – Plumbing and Plumbers

The demand for professional plumbers has been on an upward trend as more buildings, homes, office spaces and other strictures come into being. The best professional satisfaction anyone can derive when running a private company and being in charge of key operational and financial decisions. In plumbing, your success is determined by the target market you curve out as well as how well you plan to roll out. Furthermore, where you set up the office the proficiency of your employees will either help build or break your plumbing business development.

NYC Plumber

Plumbing can be a lucrative business, but only if you follow a solid business development plan.

To be allowed to start any plumbing business, you must first obtain a plumbing license. There are some legal forms that you have to fill to granted an operational license. There is some documentation that you should provide for verification before the license is awarded. Please note that the legal requirements vary from one state and country to another. For instance, a Phoenix Plumber will have different requirements than a NYC Plumber, etc.  Contact the relevant authorities in your area to find out what applies to you. In most cases, you must be a qualified plumber to be granted a license.

Once you obtain the license, you can now look for an office space to rent. If you are starting off on a tight budget, you don’t have to worry so much about the office as plumbing is a job that is done on site. What you have to do is to look around for the relevant equipment, then start your operations from home. Most of your transactions are likely to be conducted over the phone or email, and you may not find an office necessary for a start but a strain on your budget.

With the license issued, an office in place and the relevant equipment in bought, your next stage is marketing. You should note that this is a very competitive industry, and you have to stay ahead of the competition to make it. You are likely to meet most of your clients through word of mouth. To boost the number of referrals, see to it that the services that you offer to your clients are top notch and at favorable costs.

There are several benefits the owner of plumbing business reap after his or her plumbing business development.

• Revenue – an experienced plumber can allocate resources to sustain the business by planning how much work to undertake to generate sufficient revenue; it gives complete control on how much to charge per project, plan the schedule for job completion and schedule delivery of supplies, etc. By knowing well in advance the amount of funds needed to run the business, it also provides time for a break when required and going back on the job after the break.

• Plenty of customer interaction – there is one-on-one dealing with every customer, preferably if operating in the same locality, which gives plenty of time and scope to take on projects, understand homeowners’ requirements, plan the project well factoring in local conditions like weather, etc., thereby helping the business grow well.

• Independent work timings – If a plumber is contracted to jobs or projects that are ongoing, then there is not much option for flexibility in working hours. However, a self-employed plumber can accept projects and factor in flexibility regarding the number of days or hours of work depending on other circumstances.

• Scope for expansion – an individual plumber has a better option to hire new extra hands if needed, on the temporary or permanent basis, depending on current and future projects. As he gains experience in handling the business, there is plenty of scopes to diversify into related fields of work and update himself on the changing technologies and emerging new practices. This way, he can also delegate work and groom the best employee for a larger role in the business

Please stay tuned for more issues of our “This Week in Business Development” series!

Hold Your Breath

I read the following article in the Orange County Business Journal. It definitely expresses the feelings of business owners I have talked to.

Small-business owners are holding their breath to see what the latest crop of legislators will do to them.

History has proven that since the majority of California’s legislators have never signed the front of a check, the assault on small business will continue.

Sadly, the majority of our Sacramento leaders have no idea what kind of fatal blow new and unexpected costs – be they taxes, levies, assessments, fees – is to small business owners and the people they employ.

Most small businesses have limited revenue and razor-thin profits. Every month, every pay period, once a small business owner has paid what is due for administration, payroll, overhead, property, utilities, permits, inventory, and, yes, taxes, he or she is left with little, if anything, for his or her own livelihood or other unanticipated future needs.

Keep in mind that small businesses are the single largest contributor to jobs and the economy, not only in California, but throughout the nation. There are more than 3.5 million small businesses that employ approximately 7 million people in California.

Small business owners realize that the prognosis for our multibillion dollar state budget deficit is not pretty. Difficult decisions will have to be made, no doubt.

But, we elected our state leaders with the hope and expectation that they would do what is fiscally and ethically right, as well as treat government like a business.

We have held out hope, time and again, that they would make reasonable decisions that spend “stakeholder” (yes, taxpayer) money honestly and appropriately, plan wisely, for the future and make difficult but important decisions during difficult times to ensure survival – in short, to behave and manage the state like a business, not a bureaucracy.

Sadly, our leaders have chosen to take the easy way out calling upon small businesses and taxpayers to pay for their haphazard behavior. Some bailout, indeed.

We hope – and pray – that history does not repeat itself and that this newest bunch of “public servants” will truly demonstrate that they mean business – small business.

Reprinted with permission of Jerry Schumacher of US Technical.