Patrick Kemboi

Photographer

Entrepreneur Background

Name Patrick Kemboi Age 21 Location Kipkorgot Profile Independent, Ambitious, Empathetic

Details Contacts/network Has an existing customer base (e.g. builders/welders/ carpenter) who buy photos from him, attends University, he has a friend who runs a photography business who has experience with the industry, has access to studio

Skills Taking photos

Resources Digital Camera

Qualifications Studying for electrical engineering diploma, completed primary and secondary educations, completed a course in computer packages to do with how to input data and use a computer

Experience Work experience at friends photography business, set up business where he sold vegetables during peak months for 2 years (aged 15-16)

Means of making money Selling photos, he has a part time electrical jobs (e.g. fixing lighting and phones)

Family arrangements Lives independently, pays for most of living costs (transport, clothes, school fees)

Aspirations Aspires to be his own own boss (independent), improve his living standard, as well as hiring individuals into his business and providing them with an income to enhance their livelihoods

Average day Going to classes, private studying, taking photos, visiting friends

Business Ideas

Taking photos of at birthday parties who want photographs to keep memories

Attracting customers by adding designs (e.g. frames, writing) to the photographs

Taking photos of businesses and organisations (like hotels and schools) who want photos and videos of their organisation

and their events to promote themselves and get more members and revenue

Taking/selling videos of events and ceremonies (e.g. wedding)

Taking Passport Photos

Selling photo albums to customers

Taking and Selling School ID photos

Taking photos at wedding ceremonies who want photographs to keep memories

Idea EvaluationThe idea is to set up

a photography business

How much will people pay?

People will pay 40 shillings for a medium (normal) sized photo and 30 shillings for a small photo, This is supported by the fact Patrick currently charges this rate and is able to sell reasonable volumes to buyers. !Market research showed that competitors also seem to charge 40 shillings for a normal size photo, however charges approximately 200 shillings for 6 passport photos and 150 shillings for 4 indicating customers are willing to pay these amounts for passport photos.

How many potential customers?

On average within Patricks area ‘Kipkorgot’ there are:!!• 4 Churches with 50 people in each (200 people altogether)!• Youngster Academy Primary with 60 students !• Eldoret Resource Centre with 200 students!• There are 7 Hotels in Eldoret Town which Patrick can also work with

How accessible are customers?

Customers are highly accessible. Customers can be any type of person and are not limited by external factors such as gender, occupation, class and so on. This means that people can be reached in a number of situations; this includes: through word of mouth, visiting organisations (e.g. schools, hotels) that require photographers for their events, and through advertising photographic services to the local community many residents have incentives to get their photos taken.

Does this excite you?

Yes - Patrick is just starting his business and has already started to make sales from consumers and developed loyal customer relations. With further training and through pursuing a more thorough marketing and finance strategy he should be able to get a lot more consumers, provide maximum satisfying services to his consumers, and maximise profits.

Initial Before and After Canvas

!Workers (welders, builders, carpenters) Customer

Current Solution - They take it themselves - They get their friends or peers to take it

Costs - They have low quality photos which reduce their ability to attract new customers

What Goes Wrong - The photos are low quality - There is a lack of professional editing - Photography may be unreliable

New Solution Patrick takes professional photos of workers (offers them the ability to customise their photos). Patrick can build up a relationship with the workers resulting in more confident customers and potential discounts.

Rewards Consumers receive higher quality photos which they can use as a marketing tool to attract more customers. Consumers are also to have a trusting relationship with their photographer which could lead to discounts.

What Goes Right Consumers can get higher quality photos (with the option of editing). Consumes should also be able to build up a relationship with Patrick which equates to more reliable service.

Desired Outcome They want to have photos taken so that they can show these to customers in the hope of making them customers. !

$

Customer: Individuals hosting events (e.g. birthday parties, engagement parties)

Current Solution - They take it themselves - They get their friends to take it - They hire a professional photographer to take the photos

Costs They receive low quality photos which don't help them capture memories well

What Goes Wrong - The customer and/ their peers may not be experienced photographers and the photos may be low quality as a result -The professional photographer may be too harsh to customers, make broken promises (takes too long), unreliability (most customers complain that they hired photographer that went away)

New Solution Patrick can take more professional, higher quality photos (with his digital camera).

Rewards Consumers can receive high quality photos which they can take pride in and use to remember past memories

What Goes Right The consumer can be more confident in Patrick’s ability (as opposed to peers abilities) and the photos can be more presentable

Desired Outcome They want photos for memories - to look back on in the future !

$

Before and After Canvas

What Goes Wrong

Customer Local organisations (schools, hotels, churches)

Current Solution > Some organisations may not have a photographer and so members/guests take photos themselves > Other organisations will already have 1 photographer to take photos but not have multiple to cover all the big moments of the event

Costs

New Solution

Patrick can be hired as an official photographer and is responsible for taking the photos for the night. Patrick can take high quality photos given his experience and quality

Rewards

What Goes Right

Desired Outcome The organisations want to capture photos (footage) from events and ceremonies to engage their members and/ as a means of generating awareness and revenue !

$

> Photos taken by members or guests may not be high quality due to a lack of equipment and experience > Photographer may be too harsh to customers, make broken promises (takes too long), unreliability (most customers complain that they hired photographer that went away)

Photos may be too few and and/ unsatisfactory which can be damaging for the organisations brand and/ revenue

Patrick can take focused, high quality photos which the organisation can use to illustrate its brand / help it generate revenue (e.g. through event photography sales)

Organisations can have access to good high quality photos which it can use to strengthen its brand and help add value to entertainment events being put on

Before and After Canvas

Initial BMC

Key partners - Photo studio - Seller of memory

cards - Providers of

camera batteries - Technician

Key activities - Selling photos - Advertising

Value proposition - Being able to develop

relations with customers - Editing photos with

frames and writing

Get - Going to

organisations(e.g. church, schools) !

Keep - Providing quality pictures - Good pricing - Discounts - charge 28

photos 2 free ones Grow - Buying better camera and

a video recorder (new service)

- Employing another person

Customer - Schools - Weddings - Engagements - Birthdays - Builders - Welders - Carpenters Key resources

- Cash - MPESA - Good relationship

with customers - Reliability of the

camera

Channels - Commutes to customer - Put on the wall

Costs - Travelling - Buying memory cards - Maintenance - Rent

Revenue - Selling photos

Testing 1: Market Research

!We wanted Patrick to conduct market research to evaluate whether there was enough demand/gap in the market or a new photography business. We planned a market research trip where Patrick was to find out: the demand for photography among individuals and organisations, current competitors in the market, why consumers want photos and videos, as well find out consumers’ views on videography services which is one of the areas Patrick was interested in expanding into.

1. Background

2. Assumption It was assumed: -there would be other competitors in the market however they would not have as high quality photos as Patrick as a result of their cameras -Most photographers charge similar prices (40 shillings for a normal photo) -Demand is high for videographers !-

3. Test Method The Fellows worked with Patrick on creating questions which he would ask to prospective cutovers and competitors in order to test his business idea. Patrick would talk to 10-15 prospective customers (from a variety of customer groups) and at least 10 competitors to get a sufficient and reliable amount of information necessary to test his hypothesis.

!It was found that: - Many consumers have photos taken of them for a variety of reasons

(memories, self promotion) and many organisations require photographers for their events (e.g. school photos, hotel events)

- Videography was also demanded, for example, by individuals hosting events and organisations like churches who want to have their ceremonies filmed

- Many consumers and organisations like having designs on their photos

4. Validated

5. Invalidated - One of the organisations spoken to (a church) highlighted that

video (film) isn't as durable as photos (can be damaged easier) and this is one reason videography is less popular

- Other photographers also have digital cameras (capable of taking high quality photos) and other photographers can also edit photos undermining Patrick’s competitive advantages !

-

6. Points of Interest…! There was a lot of variety in terms of potential customers. For example, there were individual consumers who may want a photo for their business, or to remember a special occasion. There were also organisational customers such as schools who may need a photographer to record a school photo, or a hotel who needs an event photographer.

Competitors and customers

Market Research Questions: Customers

!!1.Where do you get your photos taken? 2.How much do you pay for photos? 3.What sizes do you normally buy? 4.Do you get your photos with writing on? 5.Why do you get you photos taken? (What event/reason) 6.Do you get videos made? If yes: A.What for? B.How much do you pay?

Schools Weddings, Engagements, Welders, Church Ceremonies

Market Research: Customer Results

1 - The cameraman always comes to the house where the engagement is held 2 - 35 shillings 3 - Normal size is better 4 - They like the decorations on photos 5 - They get videos produced • For memories • For ceremonies they will negotiate the cost a

little !* Customers who would

have weddings would host their weddings too far for Patrick to take photos at

Two Primary schools:1 - Students and staff get photos taken at school 2 - Pay 40 shillings however but possible to negotiate 3 - Medium 4 - Yes they usually get writing on their photos 5 - Get their photos taken for school ceremonies 6 - They don't feature videos most of the time, prefer photos

One Engagement party:

Weddings:

FourWelders:1 - They take get their photos taken in their workshops 2 - 40 shillings 3 - They prefer normal size 3 - They prefer plain photos with no writing on 4 - They get photos taken for easy display for their customers

One Church:1 - Get photos taken in Church during ceremonies 2 - Pay 40 shillings for photos 3 - They get normal sized photos 4 - Yes they have decoration on their photos 5 - They get photos taken for memories (to look back in the future) 6 - They said videos are good but the durability of them (i.e. film) is low compared to photos, the payment is also higher compared to photos

Patrick asked:

1 - How do you get customers? 2 - How much do you charge for your photos? 3 - What size photos do you use? 4 - Do you use video cameras? If so: •How much do you charge

Market Research: Competitors

1 - Advertising it, mouth to mouth 2 - 40 shillings 3 - Normal ones 4 - No

Questions:Results:

Street Photographer

Testing 2: Demand

2. Assumption > In light of the initial market research testing there should be available consumers who would be interest in woking with Patrick. > Therefore we assumed that Patrick would hand out most of his 40 business cards and make a few agreements with customers to take photos for them.

3. Test Method - Patrick networked with as many consumers and businesses

as possible (using his 40 business cards). - - Patrick aimed to book a few events to indicate that his

business is feasible and desirable.

4. Validated - Patrick successfully networked with some consumers and organisations - Patrick achieved 1 event (Balloon Kenya Fellow Party) - Provisionally arranged a November event with Eldoret Resource Centre

primary school - helping support the notion of demand for his business - Provisionally arranged a job at a hotel (Poa Place)

6. Points of Interest

5. Invalidated

1. Background During the second stage of market research we wanted to test whether customers would actually be willing to purchase from Patrick. Patrick attempted to network with individual consumers and organisations in order to book events with as many customers as possible.

Testing 3: Event Balloon Kenya Event: ‘Wavy Garms'

2. Assumption

3. Test Method

4. Validated - During the event Patrick sold 37 medium sized photos many of

which were decorated (with frames and writing) helping support the notion that Patrick’s photography and ability to add in fames is demanded

6. Points of Interest…! - One interesting opportunity emerged during the Balloon Kenya party that Patrick worked at. A lot of the Fellows wanted access to the photos online (rather than hardcopies). It will be interesting to see if this pattern also features among local Eldoret residents. If so Patrick can start charging a fee to share the photos online or provide access online once customers have sent the hardcopy copy.

- Patrick’s photographs were highly demanded during the Balloon Kenya Party however many people wanted these photos because of their novelty. It is important that Patrick further tests his demand photo decoration among local Eldoret residents to make these results more reliable.

5. Invalidated -Responses from guests during the event - Some of his photos were a mix in quality as some were blurry (which undermines the value proposition Patrick had of taking superior photos than his competitors) - Patrick could of taken more photos - Patrick could of taken more control of the situation in order to achieve position and second chances of photos when blurred.

1. Background During the third stage of Patricks testing the observations were concentrating on his ability to perform through seeing him in action and viewing the photographic quality outcome

The event took place within the reformed church between the hours of 9:30pm - 11pm Patrick was encouraged to take as many photos as possible, natural and posed. Patrick brought his own camera.

-Patrick would take and sell a lot of photos during the Balloon Kenya party since the Fellows would likely want lots of photos of themselves and the group during this party -The decorations offered for free within the service would have high demand (especially due to the theme of event)

Testing 4: Gaining Contracts

2. Assumption

3. Test Method

4. Validated !• Patrick distributed 11 business cards to these 13 in question. • Patrick gained unconfirmed upcoming event job positions • Patrick gained 1 confirmed annually continuing job •

6. Points of Interest…! !

5. Invalidated !• Some hotels already had photographers • some events were not confirmed (provisional).

1. Background The 4th stage of testing revolved around Patrick networking with as many organisations (such as businesses, hotels, churches and schools) as possible and getting contacts, as well as trying to get hired for events to prove demand for his business.

Patrick spoke to 7 hotels, 2 primary schools and 4 churches.

• It was assumed that Patrick would give out many business cards. The Fellows have him 40 to start with and so it would be desirable if he had given out 20 by the end of the testing.

• It was also assumed that Patrick would be able to secure an event / contract with a business

Validated results are shown in full on the continuing slide

Not only did patrick earn a job at an upcoming event within a school, he will have this role every June

Validated results are shown in full on the continuing slide

Testing 4: Results7 Hotels:

0

1

2

3

4

Will call patrick if there is an event opportunityDid not speak to the managementConfirmed event JobsEvents Patrick is being concidered forAlready have a photographer

Poa Place: Already has a photographer

Riverside: Manager will contact Patrick if positions open (was especially interested about balloon Kenya therefore a potential influence in the

Horizon: Manager will contact Patrick if events/job position become available

White Castle: Already has a photographer

Oasis Resort: Do not have a photographer as some events bring there own, next time they have an opportunity for Patrick, they will call

The Pearl: Manager was unavailablerefore did not distribute business card

Sirikwa: Manager was unavailabe(therefore did not distribute business card)

RCEA: Will consider Patrick for future upcoming events

Africa Island Church: Has Graduation Job every June. Patrick successfully gained this job.

Catholic: They have a wedding in December, Patrick is being considered

Full Gospel: Will consider Patrick for future upcoming events

4 Churches:

Youth Academy: Graduation taking place in November, will consider Patrick

Riverside: Tend to do photos themselvesGraduation in November, Will consider Patrick

2 SchoolsPatrick successfully

distributed 11 business cards to the 13 in question.

0

1.3

2.5

3.8

5

Patrick's BusinessSmartphone Users Street Photographers

Strategy Canvas

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Patrick overcomes competition through his ‘customer relations’ and ability to add on ‘effects’. In comparison to smartphone users and street photographers, Patricks brand will be stronger through the connections made.

Summary :

Problem - Individual consumers and local organisations require photographs for a variety of reasons. If the consumers and local businesses do it themselves this may result in low quality badly shot photos which don't achieve their objectives. - Street photographers may be able to provide higher quality and more reliable photos however may charge a higher rate and there is less scope for a relationship to be built up between consumers and photographers. (Good relationships can result in greater understanding of the customers needs and more tailored photos). - Some local organisations such as schools and hotels do no have photographs yet so there is space for a new photographing entrepreneur to join and succeed in the market.

Solution !- Patrick can provide photography services to individuals and local organisations who currently don't have a photographer but require one, e.g. for memories or events. - Patrick will be able to develop relationships with customers (as opposed to street photographers), charge competitive rates and provide tailored editing/decorating features which are often desirable to customers that many competitors don't offer.

Evidence !During market research - Patrick found out that there was a high demand for photography services among individuals and local organisations but that sometimes this demand isn't fulfilled (there isn't a photographer) or the quality is low

Competitive Advantage !- Patrick can add in frames and writing on his pictures which

seem to be demanded (according to sales in the Balloon Kenya party) which many competitors don't seem to do.

- However more research may need to be done in this area to assess whether this demand is reflective of wider Eldoret population.

- Patrick can build relationships with customers (unlike street photographers) and this can result in more tailored editing options, improved reliability and potential discounts

Before and After Canvas

Current Solution

Costs

What Goes Wrong

New Solution

Rewards

What Goes Right .

$

School photos need a photographer for events (school trips)

Might not be able to find a photographer They may have a photographer may charge high prices and be unreliable

School has trustworthy photographer who they can reuse in future events. School receives photos that the photographer took which they can share with students and use to improve brand.

Pricey for the school to pay, risk of not getting photos

Patrick will be a reliable photographer who will provide reasonable pricing and deals for the school. He will negotiate a reasonable price for the school as well as providing high quality photos for the students and teachers

Patrick can be the official photographer to take school photos

Final BMC

Key partners - Photo studio - Seller of memory

cards - Providers of camera

batteries - Technician

Key activities - Selling photos - Advertising

Value proposition - Being able to develop

relations with customers - Editing photos with

frames and writing

Get - Word of Mouth - Visiting Schools, Churches and Hotels - Moving House to House - Business Cards Keep - Good customer relations and service - Get discounts on future purchases - Database of customers - keeping in touch

with customers and offering discounts / special services during special dates e.g. birthdays, anniversaries

- Offer access to online photos (e.g. on facebook) once consumers have brought hardcopy

Grow - buying more cameras - employing another person - business cards - Create group (Facebook, Whatsap etc.)

and all all customers and use it to share photography (e.g. what takes photos of) and promote discounts and opportunities

- Charge consumers for accessing photos on Facebook online

Customer - Local organisations

(schools, hotels) - Individual consumers

(birthdays,weddings, engagements)

- Businesses (event organisers)

- Workers (builders, welder, carpenters)Key resources

- Cash - MPESA - Good relationship

with customers - Camera

Channels - travels to customer

Costs - Travelling - Buying memory cards - Maintenance - Rent

Revenue - Selling photos (pay per go) - Being hired as an official photographer for an organisation and being paid a weekly/monthly

rate to take photos for the organisation

Get Keep Grow Strategy

Get!

!

!!

Keep!!!!!!

Grow

Awareness:

- Create group (Facebook, Whatsap etc.) and all all customers and use it to share photography (e.g. what takes photos of) and promote discounts and opportunities

- Business Cards - Word of Mouth - Visiting Schools, Churches and Hotels - Moving House to House - Travel to clients’ site

Interest: - Offers personalisation (frames, writings)

- Good customer relations and service - Get discounts on future purchases - if you buy 30 you pay for 28 - Database of customers - keeping in touch with customers and offering discounts / special services during special dates e.g. birthdays,

anniversaries - Offer access to online photos (e.g. on Facebook) once consumers have brought hardcopy

- Referrals- school newsletter

- Cross sell- Start providing video services, Start selling photo albums

- Up sell- adding props to photos for birthdays for extra price and Charge for accessing photos online (facebook)

- Unbundling- selling small photos at 30 Ksh

Final SWOT

Strengths • Independent and resilient (lives independently, grows on food, set up own business himself)!• Passionate about photography !• Has his own digital camera which is easier to take and produce more high quality photos than the analogue

camera which some of his competitors have, and more take less time to produce than a video recorder !• Has experience taking and selling photos!• Has existing customer base!• Flexible in customer base (weddings/passport/I.D/Schools!• Can do frames and personalise/customise photo with writing!• From local tribe!• Getting an education, finished first year in electrical engineering !• Understands people do not necessarily want photos in the morning therefore prioritises his time and works on

photography in the evening !• Experience running a business selling vegetables from a an early age!• good location - lots of potential customers !• Competence at work !• Competitive (medium) price !• He doesn't have to pay the license fee and rent for business since he doesn't have a shop at the moment

Weaknesses • He doesn’t have a charger for his camera so he has to commute all the way to uni or studio !• Doesn't have a video recorder so cannot film footage which is in demand!• Patrick and business has visibility outside home town !• There are lots of costs involved with taking photos (e.g. commuting to and from client site,

printing photos, traveling to the studio and uni in town to use the printer and charger) !• doesn't have a printer so has to commute to town after taking photos at an event which costs

money and time!• Doesn't have a charger for his camera so he has to commute to town to the uni or studio to

charge his camera which costs money and time !• Doesn't have a shop which would help him improve visibility and brand image !• Pays for his own food, rent and 50% of school fees!• He is a student and is studying a degree in electrical engineering meaning that he has to balance

his photography business with his studies !• Soft spoken !• can take control of situations more when working

Opportunities • Having a shop to improve brand visibility !• The government provides grants for entrepreneur looking to start a business

which can help !• Can link with schools, hotels and be their official photographer for consistent

revenue flow !• If he gets a video camera you can get more customers who want videos !• He wants a printer so that he can print locally (doesn't have to commute to town)

resulting in faster production costs !• Wants to become a MPESA Agent!• There are lots of ceremonies November December August and as a result

demand for a photographer increases

Threats - There may be a decline in the market for photographers as more people get smartphones and start taking their own photos (and videos) without needing a photographer !- The months January-April experience low demand since this is when school fees are due,

unemployment is high (people migrate to the farm for jobs) and there are a lack of ceremonies !

- Low barriers to entry in the photographic industry means that it is easy for people to become photographers and steal business if they see a photographer making money !

- When the price of oil increases so does the cost of transport which is a large variable cost incurred with photographers who commute to their clients’ site. !

- Demand can fluctuate quite a lot for certain customer segments e.g. school strikes are common at the beginning of the academic year reducing the demand for a school photographer during this period !

• Photo decorations can be dated

Funding

Item Why needed? Number Cost per item Total costs

Android iPad To store photos, connect with a printer and do business online

1 6318 6318

Adaptor, Micro and SD

To connect the camera with the

iPad and printer 1 971 7289

Camcorder So that Patrick can take videos for his customers 1 30000 37289

Loan amount needed: 37289

FINANCES

Cash flow table Cash flow chart

DateOpening Balance Cash In Cash Out Profit

Closing Balance

23/08/15 400 330 70 70

25/08/15 70 80 30 50 120

30/08/15 120 130 80 50 170

31/08/165 170 800 390 410 580

1/9/15 580 125 40 85 665

2/9/15 665 155 70 85 850

4/9/15 850 0 0 0 850

5/9/15 850 600 230 370 1220

6/9/15 1210 370 230 140 1350

7/9/15 1350 190 260 -70 1280

8/9/15 1280 3000 1195 1805 3085

9/9/15 3085 260 1580 -1320 1765

10/9/15 1765 480 250 230 1995

11/9/15 1995 320 640 -320 1675

12/9/15 1675 860 305 540 2215

13/9/15 2215 670 575 95 2310

0

1000

2000

3000

4000

23/8/15 31/8/15 5/9/15 08/09 11/09 14/09

Sales of Medium Sized Photos and Passport Photos

0

20

40

60

80

23/08/15 1/9/2015 6/9/15 10/9/15 14/9/15

Finances: Current Situation

Can pay the loan back in 2 months

item capable to sell

Normal Photo 10

Passport Photos 15

item price

Normal Photo 40

Passport Photos 130

Products Cost Cost

per day

monthly

costs

Price Daily

Revenue

monthly

revenue

Daily

profit

Monthly

profit

Proven?

Photos 15 150 4200 40 400 11200 250 7000 Assumption

Passport Photos

40 600 16800 130 1950 54600 1350 37800 Assumption

Salary 417 11676 0 -417 -11676 Proven

Total 1167 32676 2350 65800 1183 33124

Perfect dayAssumptions - Patricks camera is fully charged and working well - The weather is good so people want their photos taken - It is November-December or August and so there are

many ceremonies taking place which may desire photographers to take photos and videos at the event

Projections and repayment Products Cost cost per

day

cost per

month

Price daily Revenue monthly

revenue

Daily Profit Monthly profit Proven?

Normal Photos 15 105 2940 40 280 7840 175 4900 Based on the last 5 days

Passport Photos x4 40 200 5600 130 650 18200 450 12600 Based on last 5 days

salary 417 11676 0 -417 -11676 Proven

Total 722 20216 930 26040 208 5824

item price

Normal Photo 40

Passport Photo X4 130

item capable to sell

Normal Photo 7

Passport Photo 5

Can pay back loan in 7 months

Average dayAssumptions •Based on current sales •Assuming weather is alright •Assuming camera is working fine

Bad Day

Projections and repayment

item price

Normal Photo 40

Passport Photo 130

Products Cost cost per day

Cost per

month

Price Daily

Revenue

Monthly

Revenue

Daily profit

Monthly profit Proven?

Normal Photos 15 90 2520 40 240 6720 150 4200 Assumption

Passport Photos 40 160 4480 130 520 14560 360 10080 Assumption

salary 417 11676 0 -417 -11676 Proven

Total 667 18676 760 21280 93 2604

Can pay back loan in 14 months

item capable to sell

Normal Photo 6

Passport Photo 4

Assumptions •The weather is bad (e.g. rainy) so not many people want their photos taken •It is January February where customers’ money is tight and people don't spend too much •The studio is closed so Patrick cant print his customers photos

FINANCES

Final summary

Why will the business succeed? !1. Hard working entrepreneur

!2. Proven demand for Patrick’s business (through sales and testing) !3. Already has customer base and so can grow through customer referrals

Thank you