Brian: Hello everyone.
This is Brian with Scorpion.
Wanted to welcome everyone to the conversation today.
We're gonna be speaking about the age of assistance
using voice search to generate more cases
and we'll kind of dive into some detail for you
along the way.
Just to start off with here we'll sort of, kind of
give us some background on
who's part of the conversation
at least on our end of things.
Myself, one second here guys.
Okay, perfect.
Should, everyone be able to see screens okay.
All right, some background.
So, I actually head up the sales division here at Scorpion
so, one of the founders of the company
have been working here for about 18 years.
I really helped a lot of firms that I work with,
really help generate more than ideal cases
so this is stretching everything from
criminal defense attorneys to fatal attorneys,
personal injury firms.
Really a lot of firm is dealing with
consumer based searches so,
that's what my job is here.
We also have Jessie Hochhalter.
Jessie is the partner enablement team at,
this part of the partner enablement team at Google
and of course she's helped for roles ranging
from digital advertising operations manager to
multimedia Advertising Director.
She has an MBA from California Lutheran the University.
A BA in philosophy from Us, I'm sorry UC Berkeley,
a BS from business
and UC Berkeley's Haas School of Business.
She's very passionate about helping businesses thrive in
ever changing in advertising landscape
as well as music, fitness and pit bull rescues so,
Jessie thanks for joining us and we always love to have you.
Jessica: Thank you for having me.
Brian: All right, so let's kind of dive into
just our today's agenda.
For starters here we'll kind of talk about
the rise of voice search.
Really how this is shifting the landscape of
digital advertising.
How smart speakers are being put in use
and really adopted by a lot of our user base today
and then we'll kind of dive into
some of the tactics and techniques that
we find to be kind of best practices today
and certainly to keep mind that a lot of these are changing.
This is from a new technology as we get more adopting
from the user base and then we'll kind of look to the future
and the new horizons, final takeaways
and we'll be happy to answer any questions along so,
you should be able to go ahead and have a
question box there for you.
Go ahead and type in any kind of things there
we'll get to it at the end
and kind of finish with housekeeping and Porsche guys was
have an opportunity to speak to us
after the webinar as well so,
diving into this so,
Jessie can you give us some background here
you know, the rise of voice search.
What's happening out there?
Jessica: Yeah, absolutely and this is a
relatively new phenomenon
as you guys all probably know in this space
but what we see now is about 20% of mobile search
is actually done vocally.
So this is a really big number
relative to what we commonly think about search
and I know some of you might be thinking okay,
that's very interesting but so what?
What does this mean for me?
But this is actually a really big deal for a lot of reasons
and we're going to dive into why as Brian mentioned earlier.
The way people are searching through desktop and mobile
is much different when they're typing
then when they actually use their speaking voice
and the difference is has to do with you know,
how they're actually using their language.
So things like the kind of me Tarzan kind of talking
when they type versus when you actually speak
it's gonna be more of the semantics natural language
and this difference is really what's going to be the factor
and whether or not your law firm is going to show up
or if your competitors are gonna show up there.
So I just want to also underscore this by
sharing this stat here.
By 2020 50% of total searches will be voice searches.
So this is the estimation is that by the year 2020
which is just a couple years away
half of all of our searches are going to be voice searches
so this isn't just a passing trend.
It's similar to what we were seeing happening with mobile
several years ago, right?
We saw mobile and we said oh, mobile searches are,
are quite a bit different than they are on desktop
what does that really mean to us?
And now the same sort of thing is happening with
the voice search.
So this is an incredibly big deal.
Brian: Great point Sarah.
I'm really kind of curious here so with, with voice search
you know what, what has led a lot of this audience kind of
gravitate more towards this kind of growth.
This is really fast-paced growth we're not talking about
just early adopters here but this is moving very quickly.
Why, why do you think that is?
Jessica: Well it's interesting and I think
there are a lot of similarities to what happened with mobile
is it just became simpler.
It's simpler for us to do.
We're always on the go, we are multi screening so, you know,
you see all the staff in terms of how
TV viewership and newspaper and radio
that's all downs just slightly but it's made up for by
you know, several degrees and the fact that
we're more and more on our mobile devices.
So it's not like we got more time in the day
it's just that we're doing more things
so voice search is this convenient that we have
and we're getting you know used to having our phone
kind of glued or palm
so it's becoming really like an assistant to us
and so that's why we're seeing this huge rise
in voice search.
Brian: Amazing, amazing.
Let's kind of look at the kind of the shifts here.
So we've got, you know,
what's happening from text to voice so,
this means fall on natural searches so,
does anybody remember the six basic questions of story
kind of look at that's, you know,
who, what, where, when and why and how so,
that's how people are really asking questions.
We're finding this more and more these days.
So who's at fault in a rear-end collision New York,
in state of California.
How much does a divorce cost?
What happens if I refuse to blow at a DUI checkpoint?
So these are long-tailed queries.
These questions are much more natural language
than we've had in the past
where people just type in these very kind of rigid,
these Orthodox kind of ways of doing queries.
So those long tail keywords
and that's exactly how prospective clients are searching
and why they're be looking
at how are we looking for those services.
Voice search is growing really rapidly as part of that
it's just part of our natural dialogue
so much so that technology is
really 95 percent accurate at this point so,
you know, the human error is actually very similar
to that same number so.
Lastly mobile search is really very local here.
So what we're finding here is that
all these results that we, we're finding for at least from
service providers tend to be very much on a local level so,
I'm gonna bring Jessie in on that, that kind of topic there.
Local what, what is really local mean?
How local is local?
How does Google really kind of look at that context within
a service provider like an attorney or anybody else.
Jessica: Yeah, no that's, that's a really good question
and the answer, everyone's gonna hate this answer it depends
but it really does depend on the situation of the searcher.
So local can mean different things for different attorneys.
So if I am in more of a rural area
then local might be you know several miles out
or tens of miles out
because that is going to be local
depending on what's actually around in nearby
but if I'm in a big city local could be just a mile
or even less than a mile.
local could be walking distance.
So what we do when we look at local,
especially in terms of mobile and voice search
is we really take into account what is, with their contacts
so it's not just about, you know, are they looking for
lawyer near me or they saying something
that gives them local intent it's also,
are they on their cell phone?
Because that could mean,
that's an indicator that they're looking for something
sooner and closer.
We're also looking at what time of day it is,
what the nature of their searches
and these are all gonna play into
how much we're willing to pay for that particular,
you know, search and also who's gonna show up there.
So local can really mean a lot of different things
depending on the context and that's where
you know this, we talked about the accuracy of
Google Voice technology
and this is really where machine learning comes into play.
So some of these automated resources help us understand
really what local means each individual searcher.
Brian: Wow so I think if we kind of think about
what that kind of takeaway means is that,
that really means we need to be everywhere
our potential audience member is at that point of time
that they do their search.
So if I'm doing a search at home,
I'm doing a search at work,
I'm doing a search on the go, in eating lunch.
So at my moment of time when I do that search
I could be at a different location
and the result could be very local to me
at that moment in time.
Jessica: Absolutely.
Brian: Wow, okay,
so that's a really good takeaway to kind of think about
at least if you're hearing on this.
Let's kind of look at you know, digital assistants
and smart speakers.
So it got a few different devices out there
that kind of work on this front.
So we've got of course Google, Google Home
so their digital speaker in that sense.
We've got Amazon Alexis and we've also got Apple Siri.
Those are really the big three,
I believe Microsoft's got a device out there as well,
Cortana but that's really kind of with just
one maker at this point so,
the the big three here they kind of operates in similar ways
but they all have their own platforms
independent of each other so households you know,
smart speakers are expected to grow from
26.2 million this year to 66.3 million by 2022.
So that's an increase of 253% within four years
and of course it's all the rage right now
if you go into any kind of digital store.
You know, see a lot of this.
It is just a part of
kind of how we can actually work our lives everything
from asking what the weather is today
to what the traffic is to ordering dish soap.
Whatever it is that we've got to be able to do
on a kind of on-the-go basis.
People are really kind of doing this more
and as part of their lives so, is,
this is sort of how adoption happens.
People start with their kind of basic day-to-day things
and then that can very easily kind of extend right on into
some of the more complicated things they have
such as hiring an attorney or any other home service so
you've got a situation here where
if you've got to start thinking about
you know, who your user base is
and how they're actually using this technology.
Are you and your firm kind of prepared for those changes
that are coming down the pipe so,
I think that's, that's something we were,
why we're kind of talking about this right here and
at this moment in time.
So let's kind of dive into
you know, the shifting of the digital landscape here so,
I don't wanna spend too much time
hammering around the fact that this technology is the future
but I do you think it's important.
You know, right now adjusting this tech is
that's just on the minds of it's legal firms
but it's on the minds of a lot of businesses
generally right now so,
it's not just a distant flip on the radar.
Things really are changing
and it really is the future
so that's why we're kind of paying attention to it
not just from you know how we use it as consumers
but how we have to be thinking of it as advertisers so,
the advertising technology
is how we have to kind of start shifting our mindset
in terms of strategy.
So let's kind of dive into that a little bit.
So, Jessie, voice search today.
Give us some, some additional data here
in terms of what we're finding out about user,
users on the other end of things.
Jessica: Mm-hmm yeah no, yeah so,
I know I kind of alluded to this before but we know that
you know, using your voice to searches is
easier and faster than typing so that's why we're seeing
quite a few people going in this direction.
It's something that is, it's helping us out in our,
in our lives.
Helping us be more efficient
and right now what we're seeing is that
sixty point five to sixty and a half million people
in the US are currently using digital assistance.
So this could be you know, Google it could be Siri
but they're using assistance in some way
and smart speakers that was just mentioned by Brian are
becoming increasingly popular.
7% of US consumers now plan to buy a smart speaker
and we're seeing this happen.
It's not just going to stop it at smart speakers
obviously we can look a little foolish in years to come
if we try to predict what's gonna happen but
the thought is that a lot of different technologies
within our house are going to become assistive and smart.
So things like smart refrigerators.
We already have smart thermostats, right.
People are even talking about smart toilets.
Like things are getting a little brave new world ish
out there but this is the direction things are moving
and what we also see is that one in two
smartphone users today
have used some form of voice technology on their smartphone.
So half of people have used their you know,
okay Google or their Siri app in some way
using their, that was really funny as soon as I did that
my, my little panel popped up on my computer.
I'm not ready for you Google.
But then also what we, what we see is that one in three
so one half are using it in some capacity
but actually one in three are using this technology
on a daily basis.
So, that number is continuing to grow so,
half the people are dabbling in it
but about a third of people are actually doing this
as their main way of searching.
Brian: That's really amazing.
If we kind think about you know ,how we got to,
how often we use our mobile devices
in all the ways we do today.
Just think back 10 years ago when, you know,
that was just never a part of our world you know,
staring at our phones on the bus or
you know, just even at home in every,
every part of our life today involves
what we're doing in our smart phones
and I don't think anybody really kind of
saw how quickly that was all happening
but here we are talking about
just how quickly this is happening with these devices
and it's happening and we can kind of
because we've seen without a tech, you know,
consumer technology
we're now kind of being a part of it right now.
I think it's really kind of a neat thing.
If you haven't really kind of experimented with yourself
whether, you could actually do it right now with your phone.
You can jump on your phone even after this chat here
and you can go search on a few queries yourself.
Kind of take a look at what you're seeing out there,
take a look at what your competition's doing,
take a look at how your website your,
your online presence is being affected
by the way you might search on a voice assistant
or just a voice search.
You might be surprised as how unique these results are
and again, because we're doing these
in very much of a natural language way
the results are gonna be different along the way
so that means strategies for attracting your
potential clients in the future
have to kind of change with it.
So, smart speakers really the use of this.
Jessie, can you give us a little more background
and certainly with Google being a part of this as well.
You know, what you're seeing here with smart speakers
and the use of it as well.
What are they, what are they doing for us right now?
Jessica: Yeah, yeah.
So smart speakers as I mentioned are becoming more and more
widespread but let's talk about some practical examples
of how people are changing
and will be changing their search habits
using smart speakers and digital assistants.
So here you can see on the slide there a couple of examples.
Text search might be best beaches in Key West
but a voice search might be
what's the best Beach for sunbathing in Key West.
Let's give some examples of someone,
let's say that they were injured in an auto accident
this past weekend.
Hopefully this isn't based on a true story
but with traditional text search
someone might type something like Omaha auto accident lawyer
or auto accident where near me, right?
So this is the type of, like I said
is kind of like a me Tarzan type of, type of typing.
We don't type as if we're actually speaking
but with voice search you talk naturally.
So this means that we're seeing those form questions
that are really specific.
So an example might be, who pays for my hospital bills
after an auto accident
and that's actually talking to the smart speaker
or to the assistant as if they're actually a human.
So, this is really really different
than how we tend to engage with search when we're typing.
So the difference is gonna make a difference
in how you actually optimize your website,
how you optimize your advertising campaigns
and how you know, you're going to show up to those people
based on whether or not they're using an assistance sort of
technology or voice search or whether they're just typing.
So this is where we're gonna wanna make sure that we're
capitalizing on, on machine learning tactics
within Google and automation
to capture as many of those searches as you can
even though they're gonna look quite different
than they have in the past.
Brian: Is this is a great point?
I think this is one of the ones
that sort of has a marketing company here at Scorpion.
We sort of think about how the consumer behavior
and this way is, is changing
how we can actually make sure our clients are in front of
that individual.
So of course your website may not have a section on
who pays your hospital, hospital bills
after an auto accident.
You may not have a lot of reference there
but certainly that's a very actionable type of query
and that's something people want an answer about.
It certainly entails that they've been involved
in an auto accident and that means they're looking for help.
So we wanna be in front of that individual
and so because they use the keyword like auto accident
in their, in their search
that's enough of an indication that we wanna be
in front of that individual
and hopefully give them an opportunity to contact us.
So, how do we do that?
Well, a couple ways we can do.
That we can do that through
the results we're seeing oftentimes with
smart speakers which could be based on reviews and
a number of factors that, that each platform goes through
but one of the bigger ones at least with, with search
is through a paid search system like with AdWords.
So AdWords right now could use a broad-based keyword system
where we use the word auto accident and anything
in the phrase match or the broad match
to suggest that we want to run an ad for that query.
So it's so long tailed that's unique to this one user
and this one user alone
but now we can run an ad to that individual
and guarantee that we're back in front of them
and have a section that's unique to that,
that person's interest.
So that's just, just from a strategic standpoint
a kind of a unique way for how this change here could be,
could be a part of our digital strategy.
Let's kind of dive into this a little bit.
So this is really tactics and techniques.
So it's good Segway in terms of what I've left off on here
so, a couple ways we can kind of make sure that
we're prepared for this.
what can we do to actually get our digital strategy in line
with what we're seeing here with, with search.
With any kind of fully search queries.
So, one thing we do is we can expand our FAQ page
so that means a lot of questions that people might
oftentimes ask.
We can have content that's relevant for that so,
from a search engine optimization standpoint
having questions and answers on our website that
they kind of align with what people might be searching for.
So from a natural standpoint
that could be one way of going about it.
We can also ensure all of your appropriate pages
and listings that are clear and correct
name, address, phone number.
So that aligns with a lot of the local results
we were talking about.
So how Google is going to be relevant for your location.
So some of these searches in and around your office
making sure that all the business directories,
legal directories, social media websites
that Google use as a way of kind of substantiating
what they know about your business
is consistent and accurate.
So that's one way of us doing that as well
and then we can optimize for reviews.
Optimizing for reviews
is a big part of the world we live in.
Consumers value it, Google values it certainly
and we wanna make sure that if you're
doing great things with your customers
that they've got an outlet.
You are encouraging them to get out online
and tell the world about your,
what they've experienced in working with you
and then outside of that of course
paid search advertising right now.
Paid searches the fastest-growing area
that we're finding right now
in the world of advertisement eclipsed.
Any kind of print advertising last year and it's,
it's really where the world is turning when it comes to
putting their dollars to use in the most effective way
as soon as we kind of see here
with so much variance and natural language search,
paid search advertising allows us to opportunity
to always be there no matter how somebody searches
and certainly the voice that could be
an infinite number of different iterations of
how people might search so, tactics and techniques
those are a few ways
and obviously be happy to discuss some other options
with you if you like afterwards.
It's kind of good, look towards the horizon here.
So what's happening kind of down the road.
So change is never good.
It's never bad either so it just means things are different
and the emergence of voice
things will be different as we,
in terms of how people search and how we look to the future.
So here are a few things to expect.
Voice search is meant for quick answers and solutions
which means that research, heavy search,
interactions with a client.
This also means that there's no limit the ability for people
who do things with impressions on users.
So, there's less interactions.
Those are gonna decline.
Animation impressions on users more difficult
so that's part of the equation there.
So people rely less on visual mediums
and much more audio commands
but a user wants their device to purchase more
dish soap from Amazon they can dictate a command
without ever having to visit the website.
The pressure will be high
for these top positions certainly with voice search
with results they're gonna give answers to their questions
and usually the top results are obviously to give the people
that are advertising the best opportunity for success so,
again, in this case paid search advertising
could be a great strategy in that circumstance
and finally local intent as a result of voice search
we will increase local business interactions,
purchases, service conversations.
This is kind of a changing sense of things and
Jessie you and I kind of spoke on it a little earlier but
now Google is really kind of getting more into
how we're really getting a kind of local service providers
or a Google verified process.
So that's, could you speak on that at all?
Jessica: Yeah, absolutely.
So we have our local service ads right now
as some of you may or may not be familiar with.
They haven't quite bled into the legal space quite yet.
They've been more in the home service area
but these are actually a compliment to paid search efforts
and they're a way to show up in local situations.
Those local listings they're very focused on reviews
but they're also verified by Google
so there's actually background checks that happen
in terms of these, these businesses
and so they're being surfaced on assistance as well.
So, this is a really important step forward
and it's something that you know we never know what our,
what our interns are gonna come up with next so I can't,
can't speculate there but I wouldn't be terribly shocked
if these Google verified ads
that are happening on assistants
bled into the legal space at some point in the near future.
Brian: Great deal and that's absolutely something to
kind of look to the horizon.
There's a lot of things in the future.
We're gonna kind of wait and see what happens down the road
so, what does this mean for your practice, you know?
Really, I think everything.
You know, it's the future and I think when we
look at the successful firms they're advertising effectively
it's because they were one step in front of a competition.
I think if you're part of the conversation here today
and you're attending it means that you are
looking towards the future
and you're thinking about ways that you can help your firm
capitalize on the opportunities.
So, in the same way that optimizing
desktop searches for mobile left a lot of firm scrambling
to address their, new SEO issues, this too will also shift.
Voice search it will really kind of affect the status quo
in a lot of ways and I think this is happening very rapidly.
If we have this conversation another six months
and certainly a year
we're gonna see these numbers continue to climb
in terms of adoption.
So, there's an insight, actually there's kind of insightful
Chinese proverb that I like to use here.
The best time to plant a tree was 20 ago
and the second best time is now
and this is one of those opportunities
for us to be able to kind of make sure that you're involved
in these changing dynamics so, with that being said
let's kind of a take, take a look at our final takeaway so,
I'd say some big ones here.
By 2020 half of all searches will be done on mobile.
I say half of all voice searches will be done on mobile
let's be clear on that point.
So half of all the voice searches will be done in mobile.
Right now the number of searches
period done on a mobile is around 60% currently,
right now as we speak so that's just,
if you were part of our kind of takeaways on,
on the previous webinars, on mobile usage that,
that's something you should always kind of keep in mind.
More than 60.5 million Americans are currently using
digital assistance.
That's a big number all right.
Voice searches are very different from text searches.
They'll favor long tail keywords.
So, natural language searches.
How your website is going to be displayed in a search result
given all the complexity to go into somebody's unique
to themselves anyways, search query
has to be taken to consideration this point so
the orthodoxy of typing in Omaha divorce attorney,
New York the DWI attorney.
Those days perhaps are becoming,
I won't say they're anywhere near the end
but they're very, very much gonna be diminished
as we get more and more natural language searches done by
our voice assistants and voice searches.
So, with that being said we'll definitely love to kind of
entertain any questions you guys might have.
If you guys have kind of thought of anything go ahead and
type those into kind of the search box.
Love to kind of hear from you guys
in terms of what you may have there that you want to discuss
and let's see if we can kind of grab a few that might have.
All right, let's see here.
One question here is does Scorpion offer services
that will position for voice?
For voice search results, absolutely.
It's to keep in mind that
voice search results are still Google's results
but they're just done as they're typed out
based on your dictation being done on, on the voice.
So a lot of the same tools and services we do here
for advertising will position you
just the same for voice search.
It's just making sure the strategies kept in mind
about how people are searching,
where they're searching locally.
All those things are taking the inspiration so,
Scorpion thinks about those things
when we put our plans together for you.
Another question here is,
will voice search be a medium to get new cases?
Absolutely, it currently already is.
It's, you know, that the time is now.
This is already happening.
So if this is not something that's kind of sitting
on the sidelines waiting to happen.
It's currently in, it's happening.
You can do it yourself this very minute.
You can jump on your phone go ahead and go in to
either a google app
or you can go right into the google search.
Type the or just tab the microphone
right there in the search and go ahead and
speak the, speak two words and you'll get the results
and here's an interesting question
and it certainly is something that we'll
be happy to clear up.
So what is the difference between Google and Scorpion?
What is the business relationship?
So, Scorpion is a digital marketing partner of, of Google.
So we work with Google to deploy a lot of the things that
they find this to be best best practices.
Scorpions at Google a premier partner so
we work with Jessie and quite a few others over at Google
to really make sure that our clients are
really taking advantage of the things that we know
to be very effective so, we're just
thrilled to always be a part of the conversation with
folks like Jessie to make sure that you know we can,
we can be in the forefront of what's changing out there but
in terms of we're independent businesses in a very
traditional sense
and let's see here.
Does Google report the entire voice search and AdWords?
Jessie, preps you can touch on that.
Does Google report the entire voice search and AdWords?
Jessica: yeah so it's gonna be reported the same way
that you would be any other search being reported.
So you can see the difference between the keyword
which is what you're actually bidding on and the query.
So the query which you're gonna find in the search term
report is gonna show what the user actually searched for.
So this is gonna be kind of a longer version.
This is something that
Scorpion is gonna be taking advantage of in
making sure that they're optimizing the campaigns
really closely,
so as Brian mentioned before,
you know we can have more generic match types
meaning we're capturing more of those
you know, long tail kind of specific searches
that are happening with, with keywords like
personal injury attorney but it might be
you know, what personal injury attorney
is best for someone in Meluha and like a longer search.
So this is gonna be the keyword
but the actual query
is gonna show up in a search term report
and we'll be able to report on that.
But yes, absolutely.
Brian: That's great.
I think somebody did have a question about
does this tie into Google calendar?
Yes, a Google search assistant does.
I think pretty much all the voice assistants do
tie into your calendar so, if you wanted to schedule
lunch with your friend tomorrow
you can just tell that to Google,
Google's assistants and they'll,
they'll go ahead and put that in your calendar.
So that's, that's part of voice assistance technology
and we also have questions on costs.
I love that one that one comes up all the time.
Costs are very much tied to specific objectives.
That's the one thing.
It's nothing about hiding the ball in terms of cost.
These are very very different
across the entire spectrum of advertising.
The estate planning attorney
that's located in some small rural place in, in the Midwest
is gonna have much much lower cost of advertising
then a person jury firm in New York City that's
you know, got 10 attorneys and is looking to generate
dozens and dozens of cases a month so,
it's, it's certainly now it's subjective
but it does give us an opportunity to look at a
and lot of the empirical information that we oftentimes have
from the firms that we work with, across the board
we kind of take a look and see what it would take
from an advertising budget standpoint
to attract the number of calls and cases to your office so,
unfortunately it's something that we would have to really
dive into more detail.
A lot of questions kind of go into that
before we kind of get an idea where cost can arrive so,
I hate to leave you hanging on that
but it's sort of the reality of it
but I will say just broadly speaking here
all Scorpions clients really do take advantage
of the relationship that we have with Google
just because we are you know we're really tied to their hip
when it comes to best practices.
You know, when it comes to company that's gonna say
you know, who can I turn to
that's going to give me great answers
and give me what I need to know to succeed.
That's what we find to be Scorpions just best asset
is that we're always getting eccentric,
understanding about what's that coming around the corner,
what we can do better,
what our clients are gonna be best to take advantage of
and Google's a great partner in that sense so,
a great way for me to say thank you to Jessie
and everyone over at Google so,
that should pretty much wrap us up for the day
and please feel free.
You can email me Brian, BRIAN at scorpion dot co after this.
You can reach me.
The number up there's incorrect I'll give it to you here.
It's area code 661 702 0487
that's my direct line.
I'm available to you if you guys have questions
or you like to kind of dive into this
in a little more detail I'd be happy to do it with you so
until next time keep an eye out for us.
We'll always email you with new
webinars coming around the corner
and we look forward to seeing again.
Thanks again.