In today’s show, Meghan talks with Kelsey Fleming, a senior product manager working at Audigy Group and Stratus Dental. Hear all about some of the newest projects revolutionizing the hearing care space, as well as Kelsey’s upbringing in Alaska.
Read the transcript:
Today, we’re talking with Kelsey Fleming, and Kelsey is the senior product manager across the enterprise, which means she works on product development for Audigy Group, Audigy Medical, and Stratus.
So let’s start with what is your current title and your top three responsibilities across the enterprise right now?
My top three responsibilities– and it is really across all the verticals– is one, maintaining and managing all of our tools that are regardless of member facing, patient facing– really just anything in the IT spectrum that our members are going to interact with. The second piece of that is really going out and working with our memberships and seeing what are the new tools they need. So is CEO working to their needs to meet their day-to-day operations? Is E-Patient working? Is all the Stratus tools working?
And for people who don’t know what CEO and E-Patient are, can you define–
Yeah. In a very broad sense, these are all online applications to help our members do their job, whether it’s an operational thing that they do with their teams, whether it’s with their patients, whether it’s with their SBUs– all of our online suite Audigy-branded tools or Stratus or Audigy Medical. So yes, my main task is maintaining what we already have as offerings, and a second piece to that is making sure that they’re still meeting the needs. So do they need to grow? Do they need to change? Do we need something totally new that we don’t have as a service offering today?
And then the third piece, which is, I would say, maybe the smallest piece but probably the one that I’m most passionate about, is having that creative aspect of designing new things. I love to sit down and get all my markers out, for those who have seen this process, and draw things, and throw out ideas, and work on my computer to design what these things could look like, and go out and find best practices from other industries, and paint the picture of what could work for our members. It’s not super often that I get to do those types of innovation pieces, but that’s another piece that I get to do from time to time.
Sure. So if I’m understanding correctly, it’s really the start to finish production of these platforms. So you never really hand them off, necessarily. You are either strategizing whether or not a program is necessary, deploying it into the membership, supporting the membership through learning how to use the platform, and troubleshooting along the way and making sure that the platform is continuously meeting needs, and then developing new platforms when you have that feedback from the membership that a new platform is necessary.
Yeah, absolutely. It is a very cyclical process of soup to nuts, if you will, of coming up with something, making that thing come to life, training members on that thing, supporting a thing, and then coming up with something new again.
So your favorite part of that is the creative aspect, right?
So how did you get into a job like this? When you first started at Audigy, if I remember correctly, you worked on our events team? Is that right?
I worked in professional development, but professional development and events were kind of the same thing back then. So I started as a professional development coordinator, so assisting the professional development managers as they currently are today. And how I got into my role was kind of by total chance. We had just launched E-Patient for the first time, probably four months or so after I had started.
And just real brief synopsis of what does E-Patient do?
E-Patient is a patient education tool that walks the patient through really all aspects of the ear as well as patients for life. So it explains to them what the ear does, how our Audigy-certified professionals do what they do, and walks them through all of their appointment workflows as well as some additional education pieces.
So we had just launched the very first iteration of this out to our membership just a few months after I started working at Audigy, and our boss at the time then got pregnant. So when she found out she was pregnant and told our team she knew that this was a really big effort that we had going, and somebody was going to need to man up and be the captain of this tool– and so in a team meeting, she asked who wants to take ownership and really make sure that this tool is doing well while I’m gone? And it was crickets, pretty much, across the board. Because it was a new thing. Nobody really knew what to do.
And somebody said, why doesn’t Kelsey do it? She’s new. This could be a really good project for her.
Probably too afraid to say no at this point.
I was way too afraid to say you no. And I was terrified, because at that point, I literally had zero technological savviness about me. I was like, I have a cell phone, and somebody can teach me how to work computers a little bit. So I thought to myself, a computer thing? I have no business working in this. But I didn’t want to say no, so I was like, yeah, yeah, I’ll do this. And it was the best thing that ever happened to me at Audigy, because I really grew into working in software and IT and more of a technical side of things, and bringing a creativity to that, which I think is– they don’t always coincide together, creativity and technology. But it is something that I just love.
And so it was probably about a year after supporting the E-Patient application that I actually formally moved over to what is now the Innovation and Technology team, which has been a great fit for me. And it did make a lot more sense supporting an online application to work with the IT team rather than in professional development.
One of the most interesting things that I always think from doing these interviews is learning a little bit about career history, maybe what you majored in in school, some of your first jobs. And I’ll let you have the floor in terms of how you would like to share those types of things with us.
Yeah. I come from the background of when you’re 14, you have a Job. So I’ve had tons of random kind of jobs throughout my adolescence.
First paying job.
Yeah. My first paying job was I did shampoos and washed the towels at my mom’s hair salon. So that was pretty hilarious, being a tiny, young child being like, let me wash your hair. So that was fun. I did that for a while, probably two years or so, which was easy. It was my mom’s salon.
Did you just wash the hair? Did you do the blow drying, too?
I didn’t do the blow drying. I picked them up from the waiting room, got them in the shampoo bowl, washed their hair, and then just sat them in the–
Hand them back off–
Yeah, to the stylist. And then, of course, when I was not washing, I was washing the towels that I use to dry the hair. So it was a very difficult, very challenging job. No, it was good. It was fun working with my mom and having her around as well.
And then I worked a lot of retail jobs. That’s how I put myself through college. So I worked full time retail all the way through college and on the summers in a number of different retail spaces.
Tell us one interesting one.
I was the manager of the home department at Anthropology, which was awesome for anybody who shops there. It makes you feel really happy to be in there.
What was your discount?
40% off Anthro, Free People, and Urban Outfitters, 40%. It was pretty good.
Yeah. That must have been hard to give up.
Yeah, it was. So retail, and then honestly, Audigy was my first big kid job. And I got here because– most people have heard this story, but to repeat it– Heather got a job at Audigy about three months before we graduated, because she had a great friend who worked here. And I was dead set in going back to Alaska, and moving back home, and being with my friends my family. And when I was home for a wedding right after college graduation, she was like, oh, this spot opened up.
She had a copy of my resume. She was like, I’m just going to give it, just in case. You never know. Long story short, I got two job offers– one in Oregon and in Washington. And it was kind of like a coin toss. And I picked Audigy, because Heather worked here. And obviously, it’s nice to have a friend where you go. So I picked it because of Heather, and that was six years ago. So time flies when you’re having fun.
Six years, huh? When was your six-year anniversary?
It’s coming in two months.
OK. Happy early anniversary. So you’re originally from Alaska?
Born and raised in Alaska.
Do you get to go back very often?
I went back last year. I’m going to go back this year, but just for brief stints, maybe four or five days. It’s good to see– my brother still lives there and one grandma still lives there, so it’s good to see them. And I have a handful of friends. But it’s a little different, I guess, when people are adults and have jobs. And when you go back, it just feels a little bit different than the nostalgic place that it was.
So your parents are no longer there?
My parents are no longer there. They live in Oregon now. So it’s a little bit of a different feel. It’s always good to go home and see everybody, but it’s not where I would say is my home anymore, which is an interesting transition. I’ve been here for 11 or 12 years now. So when people ask, I just say that I’m from Oregon. It’s my new home.
Just so you know, I have a guy who is on my team who is a former employee of JetBlue. And right now, there is a one-way flight from Portland to Alaska on JetBlue for $59.
Oh my god. That is crazy. When we went last summer, I was gearing up, and I was telling my other half, these tickets are going to be so expensive. We’ve got to save for months. And he got on there– same thing– JetBlue is– I think it was $99. But I was like, no, you’re not looking at the right thing. You’re looking at something else. But with all the influx of airline offerings going into Alaska now, they’re so cheap. They used to be like $1,000. Let me just tell you– when I would go home for summer, it was an investment. $1,000– it’s like savings going to Europe.
That’s right. It takes a while to get there, too, so it’s a time investment as well. So I’m going to ask you a little bit about Alaska. I have really limited experience with Alaska. My brother lived there for a brief period of time, and I had only been there a couple of times, and just to one specific part of the state, Seward– really vast– this really big, beautiful, open, mountainous place. Can you tell us a little bit about– Alaska seem so separate, in my mind, or so different culturally from the rest of the United States. Is that what you feel like now, having lived in Alaska and then in Oregon and Washington?
I do, yeah. I think there’s a little bit of a stereotype, sometimes, around Alaska being the rugged wild of some sort. And growing up, I never felt that, because it was my normal. It just felt normal to be there. And it really wasn’t until I went away to college and actually spent a considerable amount of time not in the state that I realized– oh, wow, Alaska is kind of strange and very unique in its own right– the people, the environment, how you grow up and what becomes your normal is very different there. And vast is a great word for it. But it is. I always say it’s like supersize me. Everything is to the nth degree. The mountains here are like a hill in Alaska. The trees here are like a shrub in Alaska. Everything is just– if I can say on steroids. They’re just big to the next degree.
And the ocean looks bigger, and the animals look bigger. Everything is just big and awesome there. But it is so beautiful. And with Audigy and with my personal life, I’ve traveled quite a bit, and I still have never really been any other place that is like Alaska. It is very unique to me. And I think a lot of people have said that, too.
But the people there, that’s a whole other topic. The people there are, I would say, a little bit old school, a little bit antiquated. I think they are. They’re so separated from what we Alaskans call the lower 48. And they just don’t have– maybe it’s the news, or the trending businesses and things. And it’s just a little bit slower there. And so I will tell you one fun fact, or a couple fun facts. I distinctly remember when we got the Gap, the retail store, the Gap. And I was in the fifth grade. And on record– I kid you not– we had the largest sales day in Gap history in the Achorage, Alaska Gap. They sold out 100% of merchandise in one day. There was a line. We couldn’t even get into the store. Everything–
So that was a good idea to put that Gap there.
Yes. And that’s usually how it is, because when there’s a new thing– and Anchorage is big. There’s half a million people in Anchorage. It’s not super tiny. But people just go there, and they just wear it out, because it’s the new thing. Olive Garden– they had to start taking reservations at the Olive Garden. And you couldn’t get in. You called– it was like a fancy restaurant. You could call the Olive Garden, they’d be like, well, you can come in three months. Because people were just so excited about the Olive Garden. So it’s just different there. And going back, you get like a flavor for that, and it’s interesting.
Yeah. That makes sense.
But it was great. The one good thing about it– well, there’s lots of good things about it, but the one thing for me that was wonderful is I lived in an awesome neighborhood, great kids, fantastic families, people that I’m still very close with to this day. Really good schools, really good– just being outside and playing in the outdoors. And my childhood there was very idealistic. It was like out of a movie. And so that’s why I think I always have a strong connection to that place.
Thank you for sharing that. Very educational for me.
Let’s talk a little bit about college. Where did you go, and is that what brought you to Oregon, Washington? Where did you go to school?
I went to Portland State. So you can imagine growing up in a place like Alaska, and then– I was a typical kid, and I woke up, and I was like, I’m going to move to Portland, and I’m going to go Portland State. And my parents were freaking out, because it’s this big, alternative city, and I had zero city experience. And so I basically woke up, applied on my own, got accepted, and was like bye, see you later. So went to Portland State, moved my whole life down here. I started going as a vocal performance major.
Talk to us a little bit more about that.
That’s singing. That’s my major. So I started doing music in grade school, maybe kindergarten or first grade, somewhere in there. And loved it. Came very easily to me. I play– I don’t know if I could say I play them still today. I probably could dabble. But in my college, high school days, I played four instruments.
So voice is one, and then piano, guitar, and clarinet
Is there anything you would like to sing right now?
Absolutely not, no. Maybe when we’re off the record.
I thought maybe this would feel like really natural with us right now.
No, definitely not. So I was very involved in the music portions of high school. And that was the biggest thing. I was an athlete as well, but it wasn’t my passion to the point where I wanted to go on and do collegiate sports. And so I decided to take the route of music. And so I got in right off the bat my freshman year at Portland State into the vocal performance program, which was awesome, and they have a really great program there. And I did that for the first year of college.
In the middle of my freshman year, I broke my hand. Long story. Broke my hand, had to get reconstructive surgery. And I was taking Piano Education 101 at the time, and so I had to drop out of that class. I had this big cast. Obviously was not playing the piano.
So at that time, my dad took the convenient opportunity of saying– as all dads, I’m sure, do at some point– what are you going to do with this degree? Do you want to be a music teacher? Are you going to have some sort of music-related business? What are you going to do with this? Because at the end of your $80,000 tuition, you’re going to have to have a job.
So I was ticked. Totally, I was like, who are you to tell me what I’m going to do with my life? And so he said, I will pay– because I paid for my own school, and so it was a big deal for him to say I will pay for you to take a business class, any business class you want. But since you have to pick up a new class and you can’t take piano, take any business class, and I will pay for the whole thing. I just want you to try it. Just humor me.
And so I was, all right, fine. So I take Business 101 or Business Management 101 or something very entry level. And honest to goodness, probably seven to eight minutes into this class, I was so excited. I was eyeing the teacher, like, oh yes, loving everything that they were saying. And another five to 10 minutes later, I just thought– I don’t know if I can say this, but I was like, crap. Because I knew that I was going to have to change my major. It lit this fire in me, and I was super excited. And it pushed my mind in a way that music came very easily to me and I loved it, but it wasn’t challenging, by any means, to me.
And so I didn’t tell my dad for several weeks, because I was embarrassed. And then finally, I told him. And it took me about a term to transition out of the arts department and into the school of business. But then I high tailed it, got it together, and did a double major and minor in the school of business in three years, 3 and 1/2 years, which was great, and I loved it. And it’s still very challenging to me.
But it’s not surprising. 90% of my family are entrepreneurs. So it was pretty obvious once I started taking those classes how well of a fit it was for me.
Does music still play a major role in your life? Are you still involved in any way with singing or performance?
Yeah. Outside of my home, not so much. I really wish I was. It’s hard to find the time to be. I think now my biggest music involvement is just finding new artists, and listening to new music, and just exploring what’s out there in the music world, which is so vast. I don’t know that I have a favorite genre of music, which I have always seen as a great thing, because I love it all.
Favorite artist right now, without spending too much time thinking about it, or song. Don’t think about it, though.
I would say I’m in the popular masses. I’ve been listening to a lot of Adele, because she’s– just how can you not– she’s pretty awesome. But I’ll always be a Justin Timberlake fan. He’s an incredible soul. But that’s who I’ve been listening to right now a lot. But I do have– I love everything from old school country to jazz and blues to classical. And I don’t really have a preference. I jump all over the place.
I like that. I like that.
Thank you. It keeps you on your toes.
Totally. And I think that– I know for me, I like a lot of different types of music, too, from a lot of different eras. And I think based upon the mood that I’m in, there’s a certain type that I might want to go to. And it’s usually not what’s currently playing on the radio. However, I have been really– I don’t know. I’ve been listening to a lot of radio pop lately and singing along. And my husband will look over and be like, you know this? I’m like, every word. I know every single word.
Yeah. My commute now, recently, is really short. It’s like seven minutes, which is awesome. It’s a whole other side bar.
How many stop lights?
If I play my cards right, one. There’s some back neighborhood roads that I like to take. But if I have to take Mill Plane, then we all know that that’s a million. But I’ve been listening to the radio, too, more often, just because my drive is so short that I don’t have time to plug into my iPod or get on Bluetooth or whatever. Because I’m just like–
What’s the point? It’s just so short.
Yeah. I’m on two songs, and I’m out. So I don’t think I have things maybe as memorized.
I went through the car wash a couple of weeks ago. And you know how they push down your antenna when you go through the car wash? Well, I was like, what happened to all my radio stations? Something is wrong with my car.
The world is ending. Zombies are coming.
Not long ago, I was like, oh. It’s just try my antenna.
So did you pull it back out?
I was driving, and I just rolled down my window, pulled it back up, and everything was fixed.
I don’t even think my car has an antenna.
I think my car is really old, and that’s the way that it operates, with this old, push-down antenna. But it works just fine when the antenna is up. Yours probably has the shorter–
Maybe. That’s so sad. I don’t know. I literally couldn’t tell you if my car had an antenna. No clue. But I will say I had a very– this is an embarrassing admission that I’ll just say, because who cares? But my other half is really into cars. Big car guy, rebuilds them, super into it. Not so much. I need a calendar reminder to change my oil.
So we were in the car the other day, and the windshield was super–
Yeah, my car. And the windshield was dirty. And he was like, turn the water on. And I was like, OK, sorry. And I did the thing. And I was, you know, I never really have known– this is so embarrassing. I can’t believe I’m saying this. I was like, I’ve never really understood where that fluid comes from. And he was like, what do you mean? And I was like, where’s the little jet that like squirts the thing out? And he was like, babe, are you serious? There’s two things on your hood, right there and right there. And you can see them. They’re actual little nodes that stick out with a nozzle.
And I was like, that is not what that is. I was so confident. And he was like, OK, what do you think it is? I was like, those are cameras. He was like, cameras pointing to your windshield? I was like, yeah, because how else would it know when it’s raining, and I have the automatic windshield wipers when it’s raining? They just come on. And he was like, those are 100% not cameras. There’s sensors in the windshield that knows when it’s raining. Those things squirt out fluid. He’s like, look closely. That is not a camera. But I was adamant. I was like dead set, pounding the steering wheel, those were cameras.
You must have thought you had a really advanced car.
Yeah. And I don’t. It’s a 1998. It’s so old. It’s not advanced at all.
I love that.
I remember one time driving in my friend Amy’s car, and it was old. It was a Ford Probe. Do you know what that is? And it looks like a bubble. The whole thing is just– it’s the worst shape ever. It just looks like a flexed muscle. And the shape of the windshield is such that if you have your windows rolled down and you use the fluid, it sprays directly into the car. So she goes to clean off her windshield, and she and I are sitting at a traffic light with the windows down. And all of a sudden, we’re like, oh my god! Did you get sprayed, too? We were completely convinced that someone was playing this prank on us, and it kept happening. This is ridiculous. How is this happening? She was doing it to us. It had nothing to do with me.
That same car– this might not necessarily need to be recorded, but this was in the Detroit area, and we were going to a concert. And we were going to both be getting off work, and we were going to meet and take one of our cars, because we didn’t want to pay for– probably the $8 to park at the concert. And so we were like, all right, we’ll meet in this park and ride, and we’ll leave one of our cars in this park and ride. FYI, don’t ever leave your car in a park and ride.
You’re asking for it.
In Detroit. It’s just a really bad idea. But anyway, at that time, we were like, oh, not going to be a big deal. Well, we were just willing to risk it. We knew it was going to be a big deal.
Yeah, right, $8 was at stake. So we decided it was going to be her car that we were going to leave there. I don’t know why. She was definitely like– I don’t know. Maybe I was like the more alpha one in that relationship. So we drive to park our car and come back to get her car, and it was on fire. It was in the parking lot of this–
Same bubble car?
Yeah. The windows were smashed out, and it was just smoldering on fire.
Oh my god. That’s terrifying, actually.
Yeah. That probably happens hundreds of times a day in Detroit. They were like, oh, another car on fire.
So tell us a little bit, Kelsey, about the next big developments– or maybe we don’t have to go that broad. What is something that you’re really excited about working on in 2016, 2017, a future project or a project that will be coming to fruition on the IT team, something you’re directly working on?
Yeah. I think there’s two things. The bigger of the two is a project called Clarity. And that is for Audigy Medical. Really focused on that side for this year. And it’s a system similar to E-Patient, but also very different in terms of it’s going to help nurses and doctors go out and facilitate allergy treatment appointments– not just treatment. I guess the testing as well.
But right now, this process in allergy clinics is 100% paper. So they’re meeting with patients, testing them, actually injecting antigens into their skin for this testing. And it’s all done on paper and has– I wouldn’t say a high rate, but definitely a rate of human error, which is a little bit different from the hearing care space, where people actually die from this– a fairly significant number, in my mind, because they have a very high allergy, or maybe they get injected with the wrong substance. And so this happens. And it’s very common for people to have allergies across the whole world. And this is just a very manual process in that kind of medical space.
So Clarity is actually going to allow nurses and doctors to automate the process and give them less room for error. So it’s going to actually tell them, this is what you’re injecting at this dosage amount, and calculate everything on the back end for them. So it takes a little bit of the guesswork out.
Yeah. So that is–
Or it’s like a second set of eyes, maybe. This is what I think, but here is just the verification.
That makes perfect sense.
So that we started late last year, and we’re really ramping up right now. And it’s due to launch at the end of this year. So that has been similar to how it was with the hearing care space and E-Patient where I got to go out to clinics, and work with patients, and see how they did all of the beautiful things that they do. And so I started that journey with allergy a little bit.
That’s cool. But this time, you’ve done it once already, so the deployment will be a little bit easier.
Yes. And the development and the design and all that is coming faster, I would say, just because it is familiar for me. But it is also a whole new body of work, in working with those allergy doctors and with the Audigy Medical team, and learning about that space, which is unique in its own right. So that has been really awesome and also kind of scary, because I think I just think about all those patients that are out there getting tested today, and now I’m hyper aware. And even every time somebody sniffles or their eyes are red, I’m like, do you have an allergy? Let’s talk about it. Which is so silly, because I have literally no certification by any means. But it’s very interesting, and it’s been a good project to work on so far. So that’s the first one.
And the second one is– I’ll nerd out for just one second– is the new Pulse that we’re really seeing this year. So we’ve been working on that. And it’s totally all about data– data, data, data. But the cool thing, and what I find fascinating about it, is we’re really working towards automating everything. So right now, for members who are familiar with some of these tools, Pulse and CEO and E-Patient and all of these things are great tools, but they all work independently. And none of them–
I’m sorry to interrupt you. I don’t know what Pulse is. Can you explain? It really is just a dashboard that shows key performance indicators for a number of different business initiatives? Is that right?
Yep. You nailed it. So Pulse is our Audigy tool that we created, but we have to get all of the data that fills Pulse from our members. So they are tracking their patients that are coming in, often, through their office management system, and their hearing aid types that they’re selling, and patients’ level of hearing loss, and do they have one aidable ear, or two aidable ears, all these little micro data points. And all of those things make up those key performance indicators that we measure at Audigy Group.
But the biggest bummer, I think, about Pulse today is it’s all manual entry. So every provider, or one captain, has to go in on a daily basis– preferred– and type in all this stuff. So once again, it all ties back to that human error.
And people probably hate doing it, right?
Totally. They totally hate doing it. It’s just a nuisance. So Pulse 3.0– and what I think is cool about this is it’s really going to tie together not only the member systems, but also all the Audigy systems. So everything is going to talk to each other and be really smart. So one, they may not have to do any data entry, which is– just think about that. You come to Pulse, and everything is accurate. That would be amazing. But also have all of that data trickle into all of our other systems– so not only are we smart in Pulse, we’re smart all over the place. So you’re never going to have to do duplicate entries, or you’re never going to have to wonder, well, why does this report say one thing and the other thing say another thing? Everything will be all the same data and driven from the same resources.
So I think that that is-
A major efficiency.
Oh, a huge efficiency. And for me, it shows the evolution of not only where the IT team is going, but where Audigy is going. And I think it’s really inventive, and something that we’re not really seeing as a trend with other similar management companies. So it’s taking it to the next level, which is always good.
We always like to end on a semi-creative, positive, kind of idealistic note. And I’ll facilitate that by asking you– perfect day. Let’s say tomorrow was going to be your perfect day, and money was no object. You didn’t have to come to work if that isn’t part of your perfect day. What would you spend your perfect day doing?
That’s such a good question, first of all, because I bet you get so many good answers.
You’re buying time.
No, I know exactly what it would be. So one, I would wake up later than when I’m supposed to wake up on a normal day. Probably [7:30] is my preferred time. And when I wake up, it would be like a nice, sunny, the birds are chirping. I’ve obviously thought about this, because I have exactly what this day would look like.
Birds chirping. Sun is out. Not super hot, but sun is out. When I get up and I get out of bed, I–
Do you lay in bed for a while?
I would probably get up fairly quickly. Usually when I’m up, I’m up. Have a cup of coffee. And the very key thing to note here is my house would be clean, and that’s rarely the case. So my house would be immaculate. All the dog hair would be not there.
Then I would magically transport to central Oregon, which is where my whole family, for the most part, lives. And I would probably spend the day there. My parents live on a beautiful ranch, and it’s just very wonderful. And so I would probably spend the day there, hang out with my family, my grandparents, aunts, uncles, cousins. Everybody is there. And do that.
And then I would end my perfect day– which would probably be somewhere in the ballpark of 75 and sunny– with a barbecue. My favorite food is barbecued ribs. So that’s what we would be eating. And I would probably gorge on ribs and baked beans, and French bread, the whole big salad, everything, and probably several glasses of red wine. And that, and then I would probably be in bed at [9:30] or [10:00]. Perfect day. Perfect day for me.
I love that. It sounds just like you.
Not super extravagant. Meat and family and wine. That’s basically it.
I just want my family, some ribs, and I’m no dog hair in my house, and that’s perfect.
That’s it. Nailed it.
Love it. Thank you.
You’re so welcome. Thank you for having me.