Q4 Prep for Artists: Half Your Buyers Start Before Halloween

0:00Coming up on today's edition of the Art Marketing Podcast, Q4 Prep for Artists. Half of your buyers start before Halloween. And the TLDR on this one is calling all artists. I'm going to talk about Q4 broadly, some researched stats and market data I dug up. And really, I just signed you up for a race.

0:30I don't particularly care personally for exercising. I did enjoy it when I played sports and especially soccer. But when you start getting older and your schedule gets crazy and kids and all the rest, it stops being a game and it starts just being pain, suffering, and inconvenience. You got to do it, though. And I think I mentioned on this podcast that my dad, he never really exercised post-college. And it was never about weight for him.

1:01He's always a slender fellow. But he just didn't get his heart rate up with any consistency, really. And, you know, he died young. So I have clear motivation for the pain, suffering, and inconvenience. And I've always been a morning person my whole life. I get up between 4.30 and 5 every morning. So for my current schedule, that means up, shoes on, out the door on my workout days. Okay, so I've been working out with my buddy Dom, a guy I went to high school with with him for 30 years, for just years and years now.

1:32He's a morning person, so it works out. And in all that time, I've figured out there are two different Doms. Normal Dom shows up when I show up, does the exact same workout I do. Same set, same everything, good guy, good workout, we go home, have a great day, Dom, say hi to the wife for me. And then there's Race Dom. Okay. Race Dom shows up 30, 45 an hour before our workout, goes for a run first, and then does our entire normal workout on top of it,

2:05which is currently into rucking, which is, you know, it's a backpack, and you put weights in it, and then we take turns carrying kettlebells. It's the workout du jour right now, anyway. So that means Race Dom gets up at like 4 or 4.15, goes to the spot, goes for a few-mile run, and then suffers through the whole backpack kettlebell carry thing with me, which I can assure you is plenty miserable on its own directly after his run. And nothing's changed about Dom. What changed is there is a race on the calendar.

2:39He knows he has signed up for a race and that he has to get ready for the big event to come. And the detail that matters in all of this is he doesn't swap the run for the workout. He adds it to the front of it. It's additive. Remember that because it's the whole instruction manual. Here's the thing, though. Q4 is exactly like that. Q4 is the race you didn't realize I signed you up for and probably would not have signed up for left of your own devices.

3:11And you might be wondering why I would do such a miserable thing to you, sign you up for a race that you never wanted to enter. And hold that question because I will answer it by the time that this thing is over with. Now, Q4 for the uninitiated, the fourth quarter, the end of the year, the last three months, the holiday buying season, right? Same thing, three names. The third one is the one that touches your bank account. The clock for real Q4 starts Thursday, October 1st. As of the time of recording, that is 69 days from today.

3:44Black Friday is Friday, November 27th. 126 days out. Cyber Monday, November 30th. Christmas, December 25th. A thing looming on the calendar just changes what you do today.

4:02It's what gets you out of bed a little earlier. Shuts down the recreational drinking a few hours sooner. Keeps you out of the fridge from grabbing that piece of cheesecake, right? Because there's consequences. And Ray Stom knows it. And that's why he runs in the dark and gets up at the miserable hour of 4 a.m. And I do this every single solitary summer. And I don't mean I sign you up for a race, but we've been running Q4 marketing, sales, techniques, tactics, motivation, encouragement, harassment, bribery for artists and photographers for 12 years.

4:36You know, we've been doing this for a long, long time. In the first couple of years in business at Art Storefronts, we didn't have enough customers and we weren't sophisticated enough to understand just how significant the Q4 buying season is. As the holiday season is for art sales. But probably about 10 years back, we figured it out. And we've been hammering it ever since. Because I realize, you know, you have to get ahead of this. You have to have it in the back of your mind. You have to know that it's coming. And basically, every year since we figured this out, right about now, I get on this microphone and I bring it up.

5:11Right now, when you're in the thrall of summer, there's vacations. The weather's perfect. It's the beach or it's the lake. It's time with family. Nobody wants to hear about the fourth quarter in July. Like, what are you talking about, Patrick? I got lots of summer left. Quit being Debbie Downer, right? I know how this sounds, okay? Every marketer on earth tells you to start early because it's still true. In a few minutes, I'll give you a study from 1959 that proves it cold, which is cool.

5:45So I found a cool new study. I learned some things today. But that's the point. The unwelcome timing is the message. Race Dom runs his 30, 45 minutes hour when nobody feels like running. The race isn't for months. That's precisely why it works, right? Why getting ahead of this coming, pending, giant holiday buying season is so, so important. Because at the end of the day, you guys, your audience, your followers, your potential buyers,

6:17your buyers that we're trying to come back again, they're not a light switch. You can't just flip it on and you have their attention and they're aware that you are an artist that has these incredible creations to sell, right? You cannot start in the middle of October and have a good Q4, okay? Even if you do get to the middle of October, they'll start because you can't miss it. It's just, it's the best time. But you really want to get your momentum going early. And it starts with the most basic thing that there is.

6:50Letting people know you exist, okay? Letting people know you exist. And this isn't a light switch. And because it isn't a light switch, there's no version of it where you flip it right before the holiday rush shows up and you just have a tremendous Q4, right? So in a minute, I want to tell you about an experiment, some of this research that I found. But first, let's talk about the reps and sets here, right? And I've talked a ton on this podcast about effective frequency and, you know, effective

7:23frequency reps and sets, we're all talking about the same thing here. You know, like going back to Dom, Dom does not run his 30 minutes exercise the day before the race, right? He runs it for weeks. And nobody in history of the world got super fit from one or two workouts before the race, right? You do that and you're going to suffer. So reps and sets, that's it. You got to get the reps in. You got to get the sets in. That is effective frequency, right? And effective frequency, formally defined, it's this idea that a human being, your potential

7:57buyers, need to be exposed to you, your work, your name over and over before they ever make a buying decision, okay? Reps and sets. And reps and sets is why the artist who goes loud late in the Q4 season loses to the artist who's been quietly working since August, quietly working since July even. Now, everyone has speculated on what the true effective frequency is. Like, how many times does a potential buyer need to be exposed to you, your art, your story

8:30before they're ready to make a purchasing decision? And there's been all kinds of rules thrown around. There's the rule of seven, seven content touches, where they need to be exposed to your art. They get an email from you. They see your art. They have a conversation with you in person. They see some art they purchased from you again. There's some magical number. If they're exposed to enough things, boom, it happens, right? There's a ton of people that say it's 7, 11, 14, which is some formula they credit to Google. The reality is no one knows what the damn number is, okay?

9:01All we know is that it is absolutely true and there is absolutely a number, okay? There is a number that is the effective frequency about the number of times that your potential buyers need to see you, your art, your story before they're ready to make a purchasing decision, before they are compelled to pull their wallet out and buy your creations, which is what we're after here, right? But I did find a cool study from 1959 and it's a guy named Hubert Zielski, sounds Polish to

9:31me, and he took 13 advertisements, okay? And that's what he had. He had the budget to run 13 advertisements and he split them into two groups. Group one is all 13 advertisements were crammed into 13 straight weeks, right? So picture you're running ads on Facebook and every week the next ad drops. Week one, first ad. Week two, next ad. Week three and so on and so forth until all 13 were done, right? So that was sort of the A, his group one test, his A test if you like.

10:06In that study, in the 13 weeks, recall spiked fast. So people were, you know, because obviously they have case studies and they interview these people, people were able to recall the brand, but after the 13 weeks, the demand collapsed just as fast and people weren't purchasing the product. For group two, B in this A, B test, he took the same 13 ads and he spread them out, roughly one a month across a full year. So he built the whole thing slower and they found that the demand and the purchasing held,

10:38right? So same ads, same number of them, completely different outcome and the only variable was time. And so, you know, the artist that gets loud late in the QThor season is running the crammed version, right? It's a spike that decays shortly. It's a spike that's just not going to deliver the same amount of demand for your work, right? You have to spread this out and the effectiveness of the effective frequency of the reps and sets really comes from having it spread out over a longer period of time than trying to

11:14cram for the exam in the night before, right? Like if you study ahead of time, instead of cramming, you're going to get a better grade on the test. So I also looked into like a whole bunch of different studies and, you know, my AI found 751 studies that half of advertising's total effect only shows up in the long run. Half the payoff arrives late. So you have to be early to collect that payoff, which is why this podcast is getting dropped right now, you know, in the middle of July, in the tail end of July, rather than, you know,

11:46October 1st. Like, let's go, it's Q4 bootcamp, although we'll probably do that too. So October isn't the launch. It's the deadline. And, you know, everybody thinks the holiday season starts on Black Friday and it does not. Not anymore. And honestly, not for like a while now. And I went, I wanted to get some data to like prove this premise. So I did some research on this and it's pretty interesting. So Bankrate did a study and 49% of holiday shoppers, nearly half, planned to start shopping

12:17before Halloween, okay? And they ran that survey in July. So, you know, already people are thinking about what do I got to do for this holiday buying season? I'm going to start researching, start looking at things. The National Retail Federation, 8,000 people surveyed, 42% start browsing and buying before November. And those numbers go up year after year, apparently. They've been running that study for a long time. And this is the one that should scare you.

12:47Google and Ipsos found that by the middle of October, 40% of shoppers know exactly what they're buying. And that's up from 32% the year before. So the line is mid-October is not your launch, right? Mid-October is when things are absolutely heating up and why you want to get started like immediately, why you want to start me thinking of it now, right? And, you know, as a final, about 30 cents of every online retail dollar spent all year gets

13:19spent in the fourth quarter. Last year, the holidays as a sales volume crossed a trillion dollars for the first time in human history, right? So, you know, and there's all kinds of data, like 20% of the revenue of jewelry stores is in the month of December alone, right? Now, art is not jewelry. Art, the data is not as strong as just pure play e-commerce. But I've had all the years of reps and sets to confirm that this is absolutely the case with, you know, art and photography sales, right? You know, and art was always a slow sale, right?

13:53Like, here's the part that's specific to us. Art is not an impulse purchase. It just never was. It's never really going to be. Wall art is not an impulse purchase. You don't just wake up, go, hmm, I don't know what I'm going to do today. Let me think about it. Oh, I know I'm going to buy some art. And then you go and you find it and you buy art, right? The clearest, like, published data that I could find is furniture. And, you know, same psychology in furniture to a certain extent. Same purchase price, more or less.

14:25It's something that's going to live in your home psychology. And 80%, 79% of furniture buyers take days, weeks, or months to decide. Only 7% buys spur of the moment the first time that they walk in, right? And I think art's roughly like that, right? It takes people time. It takes people time to figure it out and to think about it and to, like, get through the whole friction of the wall art, right? So, you know, you've got a slow, considered purchase. That's just the nature of our business.

14:56And running into a season that now starts earlier every single solitary year, that's another phenomenon we've observed where people just keep moving their sales. Like, it used to be, you know, Thanksgiving would end. And I've said this in the podcast before, so you guys will have heard it, but it's bearish repeating. We used to live in a civilized society where everyone would enjoy Thanksgiving with their families. And then the people that love to go do retail shopping would go out and do the retail shopping the day after, i.e. Black Friday, right? I.e. Cyber Monday after that. And now we live in a world where all the merchants online that spent all the money on

15:30advertising have just moved those dates up to try and suck the money out of the market before their competitors get it. And it's like, you know, somewhere in late October, the blitz just starts and it's just straight on till Christmas. And so that's what we want to participate in. That's what we want to be a part of. But that means we've got to get started early, right? One data point that I did find that's really interesting from one of the art surveys is that 66% of collectors bought work from an artist they had newly discovered, and that

16:01is up from 43% a few years ago. So people are buying from artists they just met, which means being met is the job, right? So let's talk about the basics, you know, and if you've been listening to this podcast for any length of time, it's everything we've covered all year, but now there's a deadline looming, right? So nothing I'm about to say here is new. We've covered all of it, and I'll mention episode titles. So if you're just getting this one, you can go back and listen to some of them. But I talked about story, right?

16:34The artwork didn't change, the story did. You know, in November, everyone on earth is shouting discounts, buy one, get one free, BOGO, 40% off, da, da, da, da, da. Story is the only thing that you own that isn't a price score. You've got to sort your story, right? Visibility, visibility, very important. I released an episode called The Coffee Shop Test. I talked about Instagram Live, the algorithm episodes, right? Like, you know, the whole bucket is effective frequency there.

17:05Every post is essentially a rep and a set. Every post that you create and that you post on Instagram, that you post on Facebook, Pinterest, YouTube, Blue Sky, TikTok, wherever you're marketing, that's essentially a rep and set, right? We've got to get them in. Your email list, critically, critically important. I released an episode about 20 ways to grow your email list. You know, in Q4, advertising really, really spikes. And I know most artists and photographers are not advertising with paid ads and paid media

17:36and such, but the larger point is, like, the email list, your email list becomes so powerful in Q4 because you don't have any competition. You can send what emails you want when you want to send them at your discretion and leisure, right? So you really want to start growing that thing. Um, the offer, your work, we talked extensively about the price ladder, about leveraging print on demand, about listing your prices, about being open for commissions, right? Um, gifting season is a price point season and the easiest way to open yourself up for

18:09gifting season is not about the stupid discounts and 40% off and buy one, get one free. It is about the range of pricing, which is why you've got to have print on demand to fully take care of that, right? You know, you're not going to, you're not going to merchandise your way out of it in December. Um, the machinery, the holiday calendar, the website and the big one, right? I released a full episode a couple of weeks back, called it some wacky title about a Greek warship. Um, but it has the fundamentals of a well-run sale. And I taught that episode in time for Mother's Day, but every word of it applies.

18:44The mechanics, the skeleton, the bones of a sale are the same. It doesn't matter if it's Mother's Day, Father's Day or Black Friday, Cyber Monday, Halloween sale, whatever the case may be, right? Um, I've hammered you guys on story first, art second, story first, art second. And, and here's where artists get this wrong. And it's the most important thing that I'll say today, right? The effective frequency, the number of times that your buyers and potential buyers leads, uh, uh, social media fans, email subscribers, the effective frequency doesn't just apply

19:19to them seeing your art, your photography, your creations. It applies to your story. It's not only what you create, but why you create, what you do when you're not creating, who you are as a person in short, your story, what is it? We need to hear it. We need to be told it. Right. And here's why that matters so much. Like, you know, if it, if a, if a rep or a set is only the finished artwork, everything I've told you is impossible because you're not going to be able to make a mountain of

19:50art between now and Q Thor, right? You've already done that. You've already created all of it. You can't just be relying on your art to get you there. We need the story. Okay. We need the reps and sets about who you are. It is so powerful. And the beautiful thing is you have unlimited material there available today requiring zero new artwork being, being created. Right. I don't have enough to pose, Patrick. Yes, you do. You've been sitting on it the entire time. You know, go back to the coffee shop test episode and I'll say it again. The artist cannot hide behind the canvas and the photographer cannot behind, hide behind

20:25the lens. Human beings, your potential buyers are wired to do business with people they know, like and trust. If you're not giving us any opportunity to know, like, or trust you, you're in trouble. So tell your story first. Show your art second, right?

20:48Three questions. Answer them before you stop listening to this episode, before you get out of the car, before you get off the subway. Is your website actually set up to sell art? Is it an art gallery buying experience? Can a total stranger buy from you without having to ask a single question? Are you open for commissions? The second question. I want to flag something about commissions specifically. They are the most deadline sensitive product you sell. You physically cannot sell a Christmas commission in December. There's not enough turnaround time, right? One, which is a gift actually because, you know, order by November 1st for Christmas delivery

21:21is urgency. You don't have to manufacture. We can use that in sales copy and it will be incredibly, incredibly compelling. And then three, are you actively marketing your art? Is anyone coming? Is anyone actually going to see that? And, you know, you do those three questions. Is your website set up to sell art? Are you open for commissions? Are you actively marketing your art? You do them in that order. Infrastructure, then offer, then demand. You don't drive traffic to a store that can't check somebody out.

21:53And, you know, I asked this same question. I've got all my episodes in a database. It's really cool. I can go back and query it all. But I asked this eight years ago. Where are you at? Where are you at on all those three, right? It's still the right question. And recently, I've been talking about like the gallery tests and I come up with this analogy. I think I did it in the last episode, but I've been doing it a ton of my webinars too. And, you know, it's this notion that everything that we're attempting to do as creators, selling our creations online is just mimic the paradigm for what works offline in the

22:25analog, real, non-digital world, okay?

22:30We want to mimic the presentation, the process, what would go down in an art gallery. You just have in your mind an art gallery. If they're doing it, it works. If you're doing something they're not doing, stop. Stop doing that, right? And the website, QThor, is the highest traffic season you'll get all year. A site that can't close is a wasted session. And unlike every month is probably a wasted session. And you don't get a do-over during the holidays. The conversation, right?

23:03Do not run the art gatling gun. Please stop, right? Story, art, your art is the commercials. The programming is who you are, right? Social media marketing is meant to be a conversation. We need to get to know you. I've droned on about that. But, you know, the gatling gun is like when you're just spraying finished pieces at people endlessly with nothing else. And the art gatling gun is exactly what a gallerist would never do.

23:35Nobody walks into an art gallery and gets a machine gun with canvases. They get a conversation. So let's have some conversations, right? And then the final is, you have an art gallery in your hometown. You've got to keep that gallery open. Holiday shoppers are going to buy you guys on their schedule. Late at night, Thanksgiving weekend, on a lunch break. And if the gallery is not open, i.e. you are not marketing consistently, whoever is open is going to get the sale, right?

24:05What does a gallery do differently in November and December? It extends its hours. It puts the giftable work up front. Puts a shipping cutoff on the door. Gift wraps. Staffs up for the walk-ins who've never bought a piece of art in their life. And they need a conversation, right? Every single one of those things that an art gallery, a retail art gallery would do, it has a digital twin. It has a digital twin. And almost no artist does any of them. And do you remember the question from that episode?

24:37It's like, who just walked in? Because who just walked into your gallery changes everything that happened next. And in Q4, who walks in changes? It's not just your collector. It's not just a potential buyer. It's someone buying a gift for a person who likes birds, who's never bought art before, or who needs it by the 20th. You know, your gallery is built for the collector in Q4. Yes, you're going to get the collectors, but you're also going to get the gift buyers. You're going to get the first-time buyers. So it's just so, so important. So you've got to have the store ready to go, right?

25:10You need to get the marketing machine fired up now. You do that, and you're going to get rewarded when the selling blitz hits late October. So what this podcast owes you, what I need to do between now and then, today's episode's been high level. I haven't gotten into the tactics. Between now and then, I'll re-hit pricing. I'll re-hit email capture. I'll re-hit email marketing strategies, social media marketing, timing, when to start a sale, when to wrap it up. All of that is really, really important.

25:41And please, for the love of God, can you people start doing live broadcasts? Oh, that works so fantastically well. Well, you know, I handed a complete playbook for this back in February, and that episode got a ton of views, but I seriously doubt anyone ran it. And that's like the single biggest gap. It's so potentially powerful for you guys. So I might even do a rehash on that and show some of the material because we have so many of these in the can. And you can see a bunch of your fellow artists and photographers who, like you, hate being on video and aren't video specialists

26:12and are not actors showing their work off, being authentic, telling their story, and having it be awesome, okay? So more of those things are going to be coming. More of those things are going to be coming. And, you know, a note on that list, this makes me think why I love Q Thor even more about the bathroom sale. I don't know if you guys have ever heard about the bathroom art sale idea. And quite frankly, I can't remember if I came up with this or Laka. Laka's been on this podcast with Thor. I'm on the phone call. I've got to find out who actually came up with it. Whatever. Whoever came up with it, it's genius, okay?

26:45And the idea is I encourage my customers to run a bathroom art sale, okay? And the idea was is you curate an offering of originals or prints in smaller sizes, often in pairs or triples, sized and themed basically specifically for a bathroom. And you guys, when I came up with this idea, I can't remember if I did a podcast episode on it or not, if I just did it internally. But when I came up with this idea or Laka, I got a ton of pushback internally.

27:17I mean, everyone was complaining like, dude, Patrick, nobody wants their art associated with a bathroom and everything that goes down in there. And I continue to find that pushback ridiculous, okay? And I'll tell you why in a second. But note, the pushback, I got so much pushback because the resistance, that was the signal. The bathroom art sale was an idea that turned heads. It got people's attention. It inspired people. I anchor in on the fact that you do so much in marketing

27:47where you get no feedback whatsoever and you realize, okay, that was a dud. That was milquetoast. The bathroom art sale got people so fired up that I knew I had something in my hand, right? And the whole reason for the bathroom art sale, as genius as that idea is, okay, is normally with art sales, when someone falls in love with a piece that you've created, that's when the mental gymnastics start. Where would it go? Which wall? Does it work here? I got to measure the thing. All the friction that comes with a normal decision process

28:20of buying a piece of art, right? And that means sales cycles stretch out because it's an additional thing that they have to think about, right? And the bathroom art sale blows that out of the water. You start with the destination already decided. This is not something that you have to decide where it's gonna go in your house. You probably only have two or three or four of them, okay? So it is art that's the end, where it's going to hang, where it's going to live, where it's going to fulfill its purpose

28:50is already decided for you, right? It's decided for you. There's nothing left to figure out. And that's really powerful. This notion of starting with the destination in mind, right? And it's like a, you know, it's a cliche. It's a meme, right? Like retrace your steps, right? Work backwards. Start with the end in mind. And side note, it's why I love folks. I had that gal on the podcast. I forget what her name is. She had really cool car-related art, right? I love the car-related artist.

29:22Why? Because the car-related art ends up in one of two places. In the man cave, sometimes the office, but usually in the man cave or in the garage, right? It's the same notion. Like, hey, buy my art. Okay. Now I have to go through the step ladder of decisions. Hey, buy this art that will go in your garage and will be the envy of everyone that walks into your garage, yourself included, right? Like there's such power when the destination is already decided, right? Okay.

29:52How the hell does that work for Q Thor, Patrick? Like Q Thor, the exact same psychology works. It's better actually because we've got under the tree and we've got stocking stuffer. You don't even have to worry about where you're going to hang it or where it's going to go. Its destination is under the tree. It's hanging on the mantle. It's packaged on top of other gifts, right? And it's just fantastic, fantastic, right? Because, you know, buying gifts,

30:24buying one for yourself, a picture on your wall, buying a gift for your friends, your family, when there's a destination for it is just incredibly powerful. Everyone knows where it needs to go, right? Everyone knows exactly where this thing I'm going to purchase has to go. And in addition to that, especially with POD, my goodness, is it powerful when you have the non-wall art stuff in your lineup, okay? And you're attempting to sell it to your new potential customers

30:54and your existing customers. For your existing customers, they already own a piece, right? And now you're giving them this opportunity to potentially power flex. Everyone's come to their house, seen your art hanging on their wall in their home, loved it, commented on it, and now you open this up for your collectors to say, by the way, do you want a coffee table book of those works? Do you want a set of gift cards, a set of coasters, a set of tote bags or whatever of that work that you've come and admired

31:24and complimented me on, right? So it's incredibly powerful for collectors. It's incredibly powerful for first-time buyers that are not ready to buy the wall art and go through the whole thing because here's a really cool thing to reward your creativity and it's going to end up right under the tree or it's going to end up in the stocking, right? It's just, it's fantastic. It can be gifts for the whole family, something for all the cousins. It just works fantastically well. Let alone, let alone going back to the website, why it needs to be e-commerce, why you need to have the bells and whistles.

31:55Yes, I'm talking my own book, but it doesn't mean it's not true. When you purchase something during the holidays, right? You're going to get attention. You're going to get eyeballs. You're going to get first looks at your art and photography and they're going to buy for the first time, right? The magic happens the minute that credit card goes in and the sale is completed. By the way, do you want to add to your order, insert your non-wall art related thing?

32:23I mean, it's never more powerful than it is for Q4. Oh, by the way, you just bought this thing. You got the dopamine hit. You now know it's coming. Do you want to knock out some of your Christmas shopping? And flex a little bit about this beautiful new art piece that you bought? Here's my coffee table book. Here's some coasters. Here's some gift cards. Here's some tote bags, whatever the case may be, right? So it just works incredibly well. And I love this notion of the destination is sorted during Q4 for a number of different items. So you got to just roll with it. Which brings me back to the question I parked at the very top.

32:56Why would I sign you up for a race you never entered? Honestly, the whole point of this podcast is just to needle you a little bit. To sign you up for a race that you probably would not have signed up for, left your own devices. And the reason this matters is, quite frankly, you owe it to yourself. You have been creating art for a long time. You've got a lot of reps and sets. You've got a lot of effective frequency as it applies to the time, energy, effort, commitment, creativity to create your beautiful creations. And you want people to see it, and you want to sell it.

33:27And Q4 is the single best time all year long to do exactly that. So it's time to get at it. Enjoy your summer. By all means, enjoy it. Just have in the back of your head that Q4 is coming. Your art will thank you. On that note, thanks for listening. And as always, have a great day. Thank you.