all right hello everyone welcome to
Skype session number 8 thank you all for being here today and this is our
first Skype session of the year 2019 and we’ve got some new faces here but before
we get started I am going to briefly discuss why we’re here and what Skype
sessions are all about. so typically in impaction what we really do
prioritizes collaboration and hearing ideas from new perspectives constantly
as we evolve as innovators so Skype sessions is a way to discuss any type of
new idea or any challenge or a new perspective that we can learn in this
new year so that is why we’re here today and before we start talking about
what we’re going to be doing today we’ll just introduce ourselves in two
sentences or less and we will go right into our impact goals for 2019 so I’ll
start with myself I’m Shivani I’m one of the cofounders of impaction and I am now
located in Chicago, Sukanya do you want to go next? hi I’m Sukanya, I’m graduate student at
NYIT, old westbury and I’m located at New York. Tanvi, wanna go next? Sure, Hi guys I am Tanvi, I am Product manager with Impaction and I am based of New Jersey. Maribel, wanna go next? Sure! I am Maribel and I am based in DC I currently
do a couple things but primarily most recently worked for Umbridge schools
which is a new substitution model I’m do a lot of volunteering and oh, love
for immigrants so look that up, love for okay.
Bethany you wanna go next? sure I’m Bethany I’m a graduate student at
Marquette University in Milwaukee I’ll be graduating in May and then I’m
excited to get back into the real world. Shadi, you wanna go next? yeah I’m Shadi
and I work at those proportions in University as an executive director for
executive education and I live in Bethesda this is where I’m calling from
and during the day I’m in Foggy Bottom so if anyone is there Bethany or anyone please pass by. awesome great thank you all so today we
are actually going to be doing something a little different, I know that people have
probably done some goals setting or doing some type of new year
resolution for 2019 but here at impaction we’re really interested in
what people’s social impact oriented goals are so maybe it’s sector oriented
maybe it’s volunteering but as we’ve learned over time especially when it
comes to each individual’s passions it’s typically around something impact
oriented so that’s what we’re all here to discuss about today our passions and
what our interests are and things we want to accomplish in 2019 as impact
innovators so I’m going to leave the floor open and anyone who wants to start
may do so. I am happy to start. again my name is Maribel so my personal
goal for the year resolution kind of intertwines with the social impact goal
and I’ll start with that one because it’s so important, I’m trying to have an
environmental resolution and I have a couple of steps in what that looks like
but the first step was becoming a vegetarian and I also will impact the
meetings I will have if I have any meetings and I have if I have any say on
how the let’s say meals for the day looks like then I can choose more I
guess environmentally friendly options in my work related aspects or
nonprofit related aspects and for the new year I am I was currently accepted
to be a learn serve social innovation corps fellow which means I get to teach
high school students about social entrepreneurship so they can
start their own ventures this year so that my big resolution is to make
sure I am an awe-inspiring star for the students and help encourage them
when times get tough as well as can clearly articulate all the wonderful
steps that go into making a social business or a social venture interested
in elements so from my side Maribel you were there and she finally
talked a little bit about my objective for 2019 is to run more events for the
humanity hub this is a not-for-profit thing we do is how we can really bring
back individuals to the basics of communication, face to face communication
instead of using third parties the for us to decide on anything, really we have
to go back to the basics of communication and knowing people as much
as possible instead of relying on social media for us to get to know individuals
and what we’ve been discovering more and more is there is a movement that’s
happening in all quarters of the world not just here in the US where
people are fed up from having these fake things in front of us they ain’t they
out what we see on social media and all through different channels so our
objective is to really bring back people together so we can solve problems post
problems along societal and organizational problems and this is the
best way we can solve is when we’re sitting together and we’re accepting
each other and we’re addressing them both from the root cause rather than
just addressing the surface itself and so I went to the last humanity hub The first one I went, last year. Past Monday we had 50 people come in one day
yeah we had the major event Monday that just passed and we had 50 people come in
mainly the 50 that were coming they were from the Design Thinking group of DC
anyone knows them DTDC? yeah I do. so yeah we had 50 people come in there
and the major topic that we were discussing is how can design thinking how
can they face the know so if let’s say you’re a design thinker and then you
presented your case to other your colleagues and all your leadership or
your peers how and you’re faced with know how can you handle that and this is
where we applied the try at the trial that we use into in terms of how you
think how you feel and how you behave and how you can change the mindset from
the current to the new one so it was an amazing session.
we’re gonna be having one almost every month
the objective is towards the second half of being we’ll have two per month we’ll
keep you posted. What were some of the
insights that you got from that event I mean who were the types of people that
joined, who were interested like well where were they working in? oh my yeah it was
all the spectrum so we had I was talking to a lady to debrief at the end the
second day and then it ticked all the boxes from gender from ratio from
backgrounds from age so we have all the way from people that are on the older
side all the way to people that are on the younger side
it was gender balance it was racial balance and so far which was really
interesting and it’s not like we picked them we just announced then people
signed up to it actually the once we announce that the
we only had 50 seats due to the location it only ones 50 so the the seats were
grabbed in less than six hours so that was really interesting and and the main
takeaway for us from that session is that no matter what you are even
design thinkers the way they start conveying things is by going from the
inside out meaning this is what I’ve done that’s what I did and you should
like it and this is where this is a lot of us we do that we could try to go from
the inside out and what we go from the inside on the recipient of the message
might not be very receptive so that’s what I don’t think this way I might have
different options we really start looking from the outside and
understanding more the individual of the recipient of our message try
understanding where they’re coming from put our source and this mindset then all
our messaging changes and therefore the chances of switching a no to a yes
becomes higher in this particular case and it’s really interesting is how a lot
of people even is not thinking that are supposed to be designing while having
the customer or the individuals in mind they still fall into the trap of you
know what inside out this is what we believe that’s what we think and then
you face problems and issues and being forward. can you talk more about this concept of
inside out is it a mind shift, is it a mentality that you are looking for? no
the inside out is I mean I’ve applied inside out outside in approach whenever
you’re dealing or you developing any service so inside out meaning you’re
looking from the internal and then you try to push it to the external side and
they also have an approach you start from the external side understand what’s
happening and then you respond to it accordingly of how things should be done
and moving to a non-local but one more thing that is that is missed in a lot of
those is you don’t measure the emotional aspect, meaning at the end of the day
it’s not about I like this or I like that is how I feel about this and how I
feel about that because once you get to the layer of feeling this is where
things become more and more important and more interesting and any and that’s
what I say I mean you don’t want to stay at the surface you really want to peel
the onion more and more so that you get to the heart of things and how do you
get to the heart of things we say heart I mean heart what can be more than emotions
so that terminals that use a lot get to the heart of it okay the heart of it is
the emotional side and once we get to the emotional side understand it and
code it and see how things were then our response to challenges and all problems
but our societal and organizational will be by far more
efficient and more impactful so to piggyback on what you’re saying yeah I
was at a training today and yesterday a little bit tired I’m trying to keep my
energy up and learn serve is the organization that teaches high school
students about social entrepreneurship and it was the same thing that I’m
hearing from you that one of the biggest challenges for students is remembering
to think about the end user or they call it beneficiary but thinking about the
person you’re providing the service and those related in the community
throughout the whole process and making your service in relationship
to that not because I love this idea and to go with it because it’s my special
idea from my heart but you know what do the people really need and it does
is it going to be effective if they if it’s not coming from what they have told
you hundred percent and also like I say this with I mean it’s like a
double-edged sword and what warned me better so let’s say I
come up with an idea and become so dear to me okay
it does not mean that if my customers don’t want it or they cannot see it that
my idea is bad okay take for example when Steve
Jobs came up with the iPhone okay no one said in a workshop and told him I want
an iPhone okay so what I want to say is that we can come up with no matter
whatever beautiful ideas we have but when we start communicating this message
forward this message should resonate with individuals I’m trying to sell this
idea towards them so I can be as much attached to it as much as I want but
when I’m come when I’m talking about when I’m conveying the message this is
when I look at them as my main individuals and target instead of me
pushing myself or my beliefs onto that and this is why I mean we need to
continue being over that we need to continue being crazy I love this I mean
we have to be crazy but at the end of the day our craziness once we start we
want to move it forward we need to start seeing from other people’s point of view
and that will be the objective well yeah I completely agree can I
share like a little, small story about this, yeah so I read this article
do you guys are aware about the dot watch
it’s a watch for the visually impaired it’s recently in market
so probably it’s not that popular so I was reading an interview about the
creator of the dot watch and he is still I think 18-20 years old and
when he started thinking about this he was probably a couple of years younger
and one of his close friends was partially blind and his struggle with
the simplest things such as telling the time was real and even the creator felt
that and so this was something really close to his heart and he decided to
create a watch that was for the visually impaired something like an inclusive
design and the thing that he came down to was a Braille watch for the partially
impaired or completely impaired people and they created the first prototype and
then they called around 50 partially and completely blind people to test that
prototype and to get their feedback and they were almost eighty percent sure
that this they have really knocked it out of the park but they found out
something crazy like something astonishing and three insights and which
he was sharing in his interview. Number one was when he explained to those
potential users what this watch is about that it’s a Braille watch it would help
them tell the time etc etc. couple of users just stood up and said why do you
think that I know braille he had completely overlooked the point
that not every blind person knows how to read Braille and they were
shocked they had no answer. the second one was a majority of those
users there were asking about the color and the aesthetics of the watch and at
that time the watch was just plain grey and he told the users – well we thought
you wouldn’t care about their aesthetics as much
he’s like the people were like you’re wrong son even if we can’t see us but we
still like to look good, we still want our watch to match our clothes you
know and the third was there was a certain aspect to the watch that was
making it evident that it’s a specially designed watch or watch for the
specially or differently-abled right and this partially blind person there kind
of noticed that and he went up to him and said that us being visually impaired
we already carry a cane or wear dark glasses or have like Guide Dogs with us
so we already stand out of the crowd so much why do you think we want another
item on our body that makes us stand out even more so three things that for us were
like completely you know have all our parts right we just assume certain stuff
about you know our end users even if his intention was correct if he did come
up with a completely new design for his watch and his intention was always on
the right path but he completely assumed differently so in such cases especially
if we are talking about social impact we overlook certain tiny aspects of how
this product or our solution is going to impact the people we are aiming
it for so yeah I found it really interesting and then I decided I would
never assume stuff about things that I don’t know and don’t understand. we just had
long impaction meeting about this Sukanya and I ran into this challenge
where all we want impaction to be as inclusive as possible and everyone is
going to benefit from it and then we went through the GWI core program and we
had listed upwards of 11 different types of customer segments and as you know in different customer
segments there are different like at least 10 or 20 different demographics so
there were upwards of maybe almost 200 different types of people that we could
profiled for impaction in 2017 and then GW kind of just tore it apart and it was
just like you know what you can’t assume that everyone is gonna like your product
because that’s not possible so it was just it was a very personally
disheartening but yes testing and assuming and being very realistic about
this is so critical so that’s a really good story is that they want to maximize
for you to get financial rewards for you to be able to get investments that’s how
the icorp has been developed now it doesn’t mean that it ticks all the boxes
but again this is it’s all like probability if you take you back to your
days when you will do a statistical analysis where you have the banker so
for them looking at the banker how can you get the maximize or increase the
chances of you getting an investor is by doing those things by narrowing down and
identifying your target market and then how things move beyond that it becomes
more of organically growing business and responding to the market
needs and the customer base that you are servicing and it is just to
tap onto what has been said before on the social impact I mean for me one
of the challenges that I always been looking at is those huge ideas that you
want to change too and as much as I love this terminology
but it doesn’t work like that I mean look at the beauty pageants if
they’re every year they say I want peace on earth have we ever got peace on earth
we’re not gonna get peace on earth so what I wanna say is that it really
social impact starts from a locality from one place and then you do and
that’s how things should be worked on and so what happens here is
different that’s what’s happening in you Church in Chicago in New York in later
on once you start going on an international level and the social
impact should start from local perspectives understand more what goes
on understand the issues understand the culture and then move with it and this
is how you are able to create an impact I mean without naming individuals I mean
I know a lot of them whether on the MIT Harvard and all of those some of them
they wanna really I mean aspirational they wanna really change the world but
they’ve been working on it for the past 20 years when I start saying okay what
is the Delta what have you done okay fine they changed 150, 200, 300 people but
I haven’t changed the world and that’s what I always say if you focus on a
local level work it out get the ground roots working in a proper way
you get the movement happening in a proper way and then let it grow and then
you move from one city then you go learning and other city what are the
issues and then you address the issues that are in that city and then move on
and that’s how I believe if you really want to create a social impact for me it
doesn’t work like Bill Gates writing a bill yet billion dollar and then sending
it to Africa that’s not gonna solve Africa I mean the Bill Gates and the
others they have been spending billions of dollars in Africa for the past couple
of decades where are we in Africa still the same some people say we’re
actually even worse than what we were 20 years ago 30 years ago when we didn’t
have a lot of when didn’t have a lot of international interference so that’s
always look local, act local address it especially from a social point of view
and then start moving, expand from one location to another there’s a really
good TED talk of us there’s a friend’s name but he worked as an
international developer and he went in a community just believing that the
community actually needed like some sort of intervention but they wouldn’t be
asked or listening to the community members not even asking them what do you
need and I’ve said this before but an international development we face this
all the time where we think that it’s a one-size-fits-all solution it’s not it’s
not the case I do want to note that we have about six minutes or so remaining
so I love to hear other people’s goals and interests as well I can go, so my big kind of goal of
this year overlaps in a few different areas but because I’m gonna be
graduating in May I’m on the job hunt pretty aggressively and probably will be
for a little bit hopefully not too long but as I’m like researching and applying
for things and networking and talking to a million people about a million things
I’m just really trying to focus on making sure that my next move is like in
a very socially conscious direction which has always been my intent but in
the past it’s been easier to be like well the next one will be the next thing
I do will be like more in my field and more in my interest level but now I was
like really the time where I hopefully get to like move in that direction and
so I’ve been thinking a lot about kind of like my mission my purpose statement
we actually I don’t know if you guys are familiar with Deanna Singh but she’s
like a kind of social impact change change agent and she has a really good
relationship with the program that I’m in so she came and talked to us about
this idea of like establishing your mission early and using it as a way to
make decisions almost like if you’re really on the fence about something and
you’re not sure and you’re having a hard time making a decision seeing how things
relate back to your mission so I’ve been kind of like playing around with some
different things and like what I actually my purpose statement should be
and so one of my like first goals for the areas to really like solidify that
because right now I have like a lot of different things that I’m interested in
and like a lot of different topics that I’ve studied and I’d be happy working in
but figuring out like exactly what what words I want to say are the words that I
can like use in the future to make decisions so, also her last name is
spelled Singh if people are interested Deanna Singh and she just had a book
come out called the purposeful hustle and so it’s like pretty much a roadmap
of kind of how to think about your mission and your purpose statement and
then how to like take small steps towards accomplishing some of those
small rules for you but then also thinking
about like broader social impact so I was hoping I would get to read the book
on my break from school but unfortunately the break is over and that
didn’t actually happen so hopefully by spring break I’ll
be able to carve out some time for that but that’s kind of my thoughts for these
first few weeks of the year if it helps audibles
has really helped me I’m just getting more reading then or even like some
places some sites have previews of the not previews but like a little bit of
summaries that can get you to have a little sense if you really think it’s so
crucial yeah it’s really just school reading Trump’s fun leisure reading and
that’s our, already back in the swing of it so probably no leisure
reading for at least a couple months some other thing to look forward to with
graduating time for leisure reading again are you still interested in a like
refugee and immigration rights stuff yeah definitely so I’m kind
of interested in the intersection between like refugee and kind of
immigration migration issues and then like gender and economic development
which has always sort of been my interest and so I didn’t always think
that those areas were like super intensely intertwined like they don’t
necessarily seem like they would be but there’s actually a lot of programs that
are being done right now kind of in the in the overlap of those like especially
in terms of kind of like women’s economic empowerment in refugee
communities and like financial literacy site type stuff so I’ve
actually found quite a few programs that are focusing on that and so I’m really
trying to kind of explore that field as well oh yeah you should share those programs
with us. Sure! yeah like listed I just found a position
at with International Rescue Committee that’s in Sacramento and they’re like
they’ve developed like a new kind of position to kind of liaison team to
specifically focus on like gender and like employment issues so they’re really
focusing on they’re starting a whole program to focus on like gender specific
employment training and financial literacy training for like recently
resettled refugees so that’s just like one example and then also the UN capital
Development Fund just recently started doing programming in Tanzania it’s like
a pretty recent post and they’re actually doing like financial literacy
and like small business training in the refugee camps which is like awesome and
will be really good give some people some good tools so that hopefully if and
when they can return to their homes or transition to a different life they’ll
have like new skill sets and new resources so yeah those are just a
couple good things too that come to mind If you are willing to move I’ll send it your way
anywhere I would love to take whatever you have I will go next that’s pretty
cool yeah that’s really cool I didn’t know that you were interested in a word
like the financial empowerment aspect of it – that’s very cool okay so I’ll go
next I am really interested in education especially education and equality so I’m
really passionate about being able to bridge the gap between people who do
have influence who have the most influence in their local communities and
maybe people who may not have as much influence using the power
and form of information to bridge the gap between the different types of
groups so understanding the demographics between the two groups and using and
synthesizing by data in ways that can increase communication as a way to
bridge the gap provide education or training opportunities being able to
inspire people to voice their opinions and especially through the power of
Education and I don’t believe that education is should be confined to a
classroom especially with the power of technology today so I being in Chicago
now I really want to pursue volunteering opportunities with Chicago Public
Schools and I’m possibly working in education and training programs with
them and yeah hopefully I mean there was someone that I’ve been in touch with
and she’s a manager that works more of the admin side of Chicago Public Schools
so I hope to get my foot in the door there very soon. Do you want to go next Tanvi or should I go? Anything works for me, you can go. Okay so my 2019 social impact goal is to do virtual volunteering for upcoming
nonprofits they do not have the ability and capacity to pay for full-time
employees in the areas of HR, finance or technology or any technical field so I
am planning to work as a HR consultant for upcoming nonprofits through various
foundations like taproot foundation catchafire that’s my long term goal and
social impact goals for 2019. my social impact related goals are, number one I want to start
working on and decide upon like a couple of possible solutions to the problem
that there is currently no industry standard for quantifying social impact
and that especially for social entrepreneurs and nonprofits it becomes
really difficult to secure funding especially at early stage as compared to
like a for-profit a completely different for-profit startup for example
so having industry standard would be really important especially if it’s data
backed as we have a lot of technology that we can leverage for that so yes I
want to work on that and second thing that I’m interested in working on this
year is that well I’ve recently found that even my mom is interested in doing
something and as she is in India me and her have been in talks of coming up with
this Illustrated and simply detailed in a simple way detailed book or a pamphlet about awareness about menstruation which we can distribute to rural
villages especially in India as there is not enough information out there and
still a social taboo and we want to get that out
we want to get it out the information to the girls that actually need them so
these are my two things that I want to do at least have a framework at the end
of the year. so I have feedback on what you said
Tanvi there is someone if only I could only remember names and
places that would be great I would look at I would look at my resources asked
for everything down who started something similar I don’t
think it was with information but it was definite with this idea of empowerment, young
woman who go through menstruation even his wife left I’m also sad I
remember all the details because he started something that was taboo in his
community as well so I’m gonna see because if you know if you can get in
touch with him it’d be great to have an ally in this that’s true in India it
could be I just don’t want to give you the wrong information okay because yeah
there is this guy there who started that there is also like this some Oscar kind
of a nominated Indian like a Bollywood movie made, Padman yeah that’s a
great movie, exactly so there are people out there doing this so yeah definitely
that gets really you’re like okay and he said what to talk to that those but the
struggle and the other one was based on the standards just some questions
about have you looked into or how many current standards have you looked into
that or not they’re probably not something that all organizations use but
maybe the ones that most organizations use that was one question because they
there are a couple there are some out there they are
so ok uh what I have looked at I have looked at a lot of impact reports
of these investors who are now starting up this impact investing thing for them
as well I also had like a part-time gig with another investing firm and they
were also starting to look into impact investing a lot and I did a small
project with them they have certain ideas about how they can get
ahold of information about how a non-profit or a social startup can be
judged on but did that still varies from company to company like how in terms of
Finance how it is like if you see a couple of numbers you can see okay ROI
is this much and it is projected to be this much by these many years so we can
get a return on our investment right it’s great it’s pretty straightforward
pretty standard it’s easily understandable it’s easily justifiable
easy and negotiable but when it comes to a social metrics from you know carbon
footprint to the number of lives impacted to number of people empowered
how do you – number one is that how do you really measure that to be it
justifiable you know how do you go on measuring okay we empowered X number of
people how do you know they are really empowered I mean it’s just not so
concrete that you can ask for example ask money for it right like invest in me
will do this for you but still there are organizations out there who are trying
to do their level best so I am still reading up on that and learning from
them and especially the loopholes that they have left out because every impact
report they’re still says that there are certain things left out certain things
that we still don’t understand how to take it into our reports so yeah I not
an entirely different standard I am looking to fill in those holes so it
becomes a wholesome solution yeah I should check you should check out the
impact Genome Project because you have already? yeah because they seek to
standardize impact metrics and the CEO who had created that he wrote a book on
particularly on how, why nonprofits are struggling getting funding because I
mean they’re very very much reliant on
donations right but at the end of the day he’s saying that you should restrategize your efforts and sell your impact which is primarily due to I
mean it’s a subjective criteria that changes across like each nonprofit’s
target like targeted group or population or whatever it is their mission or their
vision but he seeks to standardize that I don’t know if it’s ever going to be
able to be standardized as more objective criteria especially when
you’re talking about ROI especially when you’re talking about the impact realm
but I mean I think it’s a good starting point to check out some of the books he
wrote about that yeah that’s a good idea.
his name is Jason Saul S A U L Jason Saul. there are others out there can’t
remember now but in my csr class we looked at some and I know B lab tries to
measure in some way probably you could look to see if there’s anything useful
there and the other question was thinking about how do you create a
system that or a measurement system that will take into account like those
uniqueness in the companies because I think it’s a you know it’s a
great goal to if it’s gonna help them get money but at the same time is to say
how do you even like say that educating you know I don’t know a hundred children
in DC community somewhere is how does that equate to helping kids or
adults going through hunger so like they’re so sometimes the things are so
different then their outcomes are so different their activities are so
different that it’s hard to for an investor to see like which one do I
invest in and how more impactful when what they’re
doing is so different see what I mean? yeah and you couldn’t create one that
respects their uniqueness and that captures the qualitative part which I
know investors don’t want to look at but I argue that it’s one of the most
important things, exactly yeah yeah I do agree with that so uh I came across this
another article where again like you if I could remember names yeah so this guy
like this company decided that they want to have like a CSR program and when they
wanted to start with sanitation now that is something again even in that article gives the same thing like every little initiative or nonprofit or
startup is trying to do is kind of different sometimes it’s sanitation but
in terms of women like how women have to take long walks to go to the end of the
village you know and that has a lot of dangers on its own because a lot of them
get kidnapped at that time or raped during that time right and then some are
just arguin/ advocating for general hygiene and sanitation so there are
these certain uniquenesses to every little organization so how do you kind
of quantify the qualitative thing that they are doing so they kind of used AI
in a very smart way is that they asked every such organization that they
partnered with which kind of were trying to impact different things by
sanitation itself like by one solution right and they asked them to provide
pictures of both before and after of their impact before where what these
people were doing in terms of sanitation and now with their efforts what they are
able to do right and they analyzed all those pictures and with those pictures
they could create a quantitative data for each one of them that was
unique for every organization but provided enough numbers in enough
quantitative data from the qualitative that they are actually
making an impact so it necessarily, not it does not have to be standardized in a
way like A – will be is applicable to each one of those it can be A.1, A.2 and A.3
but the bottom line in the way that this data is understood can be the same.
Am I making sense? It kind of does there’s some things I still have to think through. great! yeah
especially after they taking the qualitative class and remembering like
those important I think those important parts of the conversation
being like the qualitative is very different than the quantitative and how
careful how we have to be when we’re making intermixing
both quantitative and qualitative so we do more good than harm and I
know we’re all trying to do the best we can I just have a lot of questions as to
how that looks because sometimes you can go deep into something and not
and still have an impact but now have reached a large number but I see I would
have said them they’re more about the picture here isn’t and the conversations
they had and how they turned it into seems really interesting and yeah seems
to be like where the future is going in AI summit with Shivani. yeah, I am sorry to
cut off the conversation we are out of time but I think that we actually have a
good amount of topics I mean qualitative data analysis can be
something that we also talked about in one of our future sessions but first off
I just really want to thank you for your time and yeah I look forward to seeing
you all in our next session I’m sorry for this very abrupt end but it’s always
like it always happens this way where things
start getting interesting and we have to cut off very suddenly but we’re working
on the transition so stay tuned but thank you all for joining us today we
will see you next time thank you bye.