Elementary Analytics Creator Phillip Hughes ep. 2

 DJ Skoob: Salutation Skoobelivers, and we are again here with another great brand new entrepreneur. We're here with Philip. Hey Philip.

Phillip: Right. Great. Thanks for, thanks for having me on the show.

JD Skoob: Now I have a really serious question to ask you. Okay. All right. Are you a school believer? 

Phillip: Of course, I'm a school believer. 

DJ Skoob: That's great. We have our next Scooby lever, ladies and gentlemen. Thank you so much, Philip. Now, Philip, I gotta say I'm really excited about this particular interview because you are definitely the furthest person that I've ever talked to, like ever, not even on our, like a regular phone call. So I'm really excited about having you all the way from the UK. So I appreciate you coming on.

 Phillip: No problem.

 DJ Skoob: All right. So, first what I'd like to do is tell us how long you've actually been in your business and what your business actually is. And a little bit about what you do. 

Phillip: Yeah, so the business, and the current form. It's a software product called Elementary Analytics and it was released in October, 2020 and the current version that we've got now, the actual idea and the initial version is probably about two years in the Making. So that's what we do in elementary analytics is to help small businesses that just legend says freelance marketers to make sense of the Google analytics stats.

The Google search traffic stats and Facebook insights, Instagram business coach, LinkedIn company page. It's all distributed everywhere. And what we're doing with our dashboard is we're pulling it into one place and giving you all your information in one page. So you can speak about other things, performance, make decisions, and sell your marketing campaigns.

DJ Skoob: That's amazing. Uh, analytics is really important, especially if you want to keep your, uh, their internet presence, uh, kind of in the right place. You gotta keep your energies in the right places where you're getting the most hits. So you can, you know, to make those good decisions as to where to put possible money or energy into where you are going.

Phillip: Yeah, exactly

 JD Skoob: What actually made you want to start doing all this. I mean, as for me, I'm not a technical guy. I'm going to be honest with you. So I'm sure you have a history of why you kind of went all technical and, and came up with this. 

Phillip: Yeah, of course. So I'm a software developer by trade. I have been doing that. OH God, 15 years now. What we started doing was me and a few friends started building sort of software based products on the side to try and get that into a business and to become our own, our own bosses. And one of the products we built was a mobile app, basically. And the mobile app completely formed. It Wasn't successful at all?

But using social media to promote the apps. Our social media got a huge following. So our Facebook page, like 180,000 followers, just on that one platform, we started to look at how we can take our audience, get it to our website, and then try and monetize the website and start a business around it. Sell our content, a little bit of a media agency.

 So I'd stopped doing a lot of coding in terms of building in the apps and things. So my technical skills then moved over to sort of analysis, looking at our website, traffic, looking at Facebook insights, trying to then delve into like Instagram business account information and just see how it all linked together.

And just as an example, if you go to your Facebook page and go give me the insights for this week, Facebook spits out a spreadsheet. That's got 68 workbooks on, and then about 20 columns in each workbook with data. And I was like, how are you meant to make sense of all this? So being a developer, I was like, right, can I put something together?

They'll bring all the stats together and show me what key information that I want to look at on a daily basis and turn it from this 3, 4, 5, 6 hour job I’m maybe doing nightly or weekly, take like minutes and then be able to do it, not only for the business account, but for my blog or all their websites.

When I was kind of doing freelance work. And just making it repeatable. So that's where elementary analytics was born. I was just trying to solve my own headache and serve myself. In a week or so, it kind of snowballed into show people, Oh yeah, that's cool. I like that. Can I get access to it?

And it is just going on from there. 

DJ Skoob: That's amazing. I got to tell you I'm not very savvy when it comes to my social media. I'm pretty good with Facebook, but after that, I'm pretty much lost. So I'm still kind of teaching myself a lot of that. But, a couple of things I really like here, as number one, you've found a problem.

You found a problem that most people had, actually, it was even your own problem and you took it upon yourself to solve that problem, and that is an amazing thing because a lot of people go, yeah, we'll figure it out. Or I'll, I'll just bull my way through it.

Instead of doing that, you said, you know, if I'm having this problem, there's gotta be other people in this world having that same person. And you took it upon yourself and met the needs of not just yourself, but everybody else. So I commend you for that. That's really awesome that you have the savvy to do that. 

DJ Skoob: I know you've been doing this for a little bit a little while, but, what are some of the problems or pitfalls you've had and that you've encountered in your journey up to this point?

Phillip: Oh so many. I think one of the things I was saying to myself is, I call it a project graveyard. I've got all these software products and ideas and website ideas that just, just don't see the light of day or they'd fail. And I think one of the issues I had, and even with elementary analytics is put in, put in insight if something upfront.

Yeah. A way of nice to in your ideas, seeing if something's got to work before actually building it. So there's been so many times where I've thought it was a great idea and the mobile app starts to pose is a prime example. There were three of us involved and we all get excited. We're there. And we thought we're going to be millionaires in six months.

And nobody started using it literally, I think after a couple of years, we've got about 5,000 downloads. All the effort to get a mobile app onto the app store was like 12 months of me building something and also one of my friends, actually getting the content together, putting the content for the back end every night.

So we had all this data to go with it. So two of us. Spare time for 12 months for it to fail can be really, really hard to take. So I think one of the things I've learned is just to try and validate your idea and see if it's something that people actually want. So Elementary Analytics , isn't, there's been other things that I've done on the side, so that mobile apps and any mobile apps to come up with, I've done a little in

Outlook and I actually went to people on Reddit to see if it was something that they would use, before I even started thinking about building it. So one of the biggest lessons I've learned is trying to put an effort up before you build it, validate if it's going to be worth it. 

JDSkoob: Yeah. You know, getting that smallest, viable product out there just to see if anybody will even use it is really important.

 and just to get other people's opinions and say, Hey, will this work well, this is good, but can, you should probably think about flipping this or smiddging that to make it a product that's actually, from what I've seen so far in the research, I've done a really, really handy product to have. When you need to keep track of your analytics, so kudos to you, my friend.

Phillip:Thank you very much.

JDSkoob:  So, I'm sure you've had some kind of influences or people that you looked up to or, or anything like that. Do you have anybody that kind of keeps you moving forward? That that influences what you do?

Phillip: Oh, there's so many. I think when I started on the journey. So about 10 years ago, I read, I can't remember the exact time I read it and I just read the book recently.

So I read the "The Four Hour Work Week" by Tim Ferriss and that just completely rocked my world. And even recently, with a lot of overwhelm, I've been having, we're trying to get the product type. They're trying to find customers, get sort of development work done. I've been getting overwhelmed, but I revisited the four-hour work week and it's a very sort of

Misleading title, but it also tried to get you thinking about how you can be productive, is the thing you should kind of do. Is it actually, you even need to look at it even need to work at it. Can you forget about it? And just things like with me trying to run the products, using things like virtual assistance to, do like research for content and things like that.

So that's been a really, really good book for me to start. As the inspiration that you can actually do some, some for yourself on the side and figure it all out. So I think it was a good one to get motivated and also a little bit of a guide and a high level view of how you, can actually run something just you to get started and not be completely overwhelmed and working 80 hours a week.

So that was a real inspiration. I still look at, another good one that got me started again for people looking for inspiration. It is a gentleman called Chris Gillibot who wrote the "Hundred Dollar Startup" and again, that was a fantastic book because it wasn't sort of a guide and say, no, this is how you should do things.

It's just like, a collection of people's stories that have had ideas or right Ideas to start a business for myself because I've been made redundant and it's just, it's just, And motivational thing that you can just put something out. It doesn't necessarily have to be what you know, or what you do.

You can, you can figure it out for a really, really low amount. I think that's a real, real one to get motivated at the minute. I'm in Russell Brunson's world. So do you know, click funnels and Russell Brunson .com secrets. He's built this very big software product, and a lot of people are using it now in a very short space of time.

So I'm trying to look at what he does and read his books to try and give me inspiration and a framework to try and build my software products to similar to how he has done it with his. So that's the gentleman I'm spending a lot of time listening to his podcast, reading his books, to try and learn some skills  from that max and done.

JDSkoob: Yeah, you got, you have a lot of influences. I gotta tell you that the "The Four Hour Work Week" and the "The Hundred Dollar Startup", those are two books. I've read numerous times. And every time I read that book, I come away with something a little bit different, something that I could tweak in my business

 that just makes it a little bit better. So, yeah. And, could you explain again, the, Russell was his name? Russell Rockwell? What was that again? 

Phillip: Russell Brunson. Russell Brunson, B R U N S O N.

 DJSkoob: what was the name of the website again? 

Phillip: So he runs a software product called click funnels.

JDSkoob: Oh, Okay. And just so everybody knows this listening or watching this, anything that's mentioned here as far as books or websites or anything that you will be, have a opportunity to look at them in the show notes. I'll have, uh, I'll have something in the show notes for y'all to take a look at there and maybe possibly go into those.

So. All right. That's great. That's awesome. Now, I know, like you said, you're just getting started. You've had a kind of came from a long way, from programming to now, but when will, you know, you've made it, I mean, what does that look like when you get to that one point where you say, this is where I want it to be and I've finally made it.

What does that look like to you? 

Phillip: When I quit my job, basically, that's it, it starts.

Number of the, the monthly subscribers I want for the products and also, yeah. To quit the job and the number the target wants to the product, to the number to be able to quit. My job is actually is actually a lot lower. So I think I've got to set my goals immediately. yeah, I think that quit the job and do it and do it full time.

DJSkoob: So, when you walk into your boss and say, I'm sorry, I can't work here for work for you anymore. Cause I'm making too much money doing this. See you later. That's when you know you've made it right?

Phillip Yeah, yeah, yeah. That's that's, that's the goal. That's the dream. And like, I think the four hour work week is, again, going back to the book it's about, you know, doing, doing things on your terms.

And I think for awhile, a bit uncomfortable with being told what to do. And so I want to do what I want when I want. For as much as the one in and stuff. Um, yeah. So that, that's the motivation. Definitely. Yes, absolutely. 

DJSkoob: It sounds like you're looking for freedom. Yeah. Yeah. All right. I then I think all of us entrepreneurs.

Are looking for that freedom to be able to do what we wanted  do, to be able to take that walk, to be able to spend time with our family and our children and nurture them instead of working 80 hours a week, like you're saying trading those, uh, dollars for time. Just, you know, especially for us, it just doesn't quite work.

Some people it's okay. But not for guys like us. Right?

Phillip: No. And I think going back to that, I think it came to a head. I worked for a company. I'm trying to think how many years ago. So when I first started the mobile app business, I was probably about six months, maybe eight to six or, 18 months. I can't remember the timescale.

And I was basically at friend's stag party. We're going to Spain. So we've went on that. And then I was invited on a walking holiday, up to the coast of Scotland in the Highlands of Scotland. Two weeks later. And then, um, is Glastonbury festival well-known in the U S. Um, it's a big, big music, first of all.

So then that was a few weeks later and I got invited to that. And basically I went to my boss and said, I want to do a lot of things. And he said, no, you can't you can only do one, And we're not going to give you all that time off the shots versus the time, even though you had the holidays and the company I worked for at the time that they are working longer hours by contracted basically, then not being able to afford all these three things as well.

And I just, you know what!. This is it now I'm, I'm fed up with this. And yeah, that's when I really started pushing to try to fit the bigger, this type of entrepreneurship and side hustle dialogue to get time, time to breed them and try and be a bit more financially secure as well. 

JDSkoob: All right. It sounds like a, yeah, that's amazing. Yeah, that's cool. I, it sounds like that was kind of the catalyst that put things together for us. You know, I'm tired of. Let's start putting some energies into something I know is going to be viable for you. All right. So I'm going to, I'm going to throw an example at you to say that you just happened to run into somebody that's doing that wants to do the exact same thing that you are, you know, starting your program and business and things like that.

What would you tell them? Would you give them any advices or a direction that you would point them saying, Hey, this is what you really should do. If you want to do what I'm doing.

Phillip: I can get them to read the book,” Will It Fly” by Pat Flynn, to basically work out your idea and validate it? I'm thinking, I know we've touched on this, but that was the biggest mistake for me.

and it's great as well, cause it's a good framework and he actually talks about the book. If you get actual bad feedback, it's not a bad thing. It's a good thing. Something you've got this, you've got these software ideas you want to do. I went do them and validated one thing I would say as well as I've made the mistake is if you get an idea validated, stick with the path, you then want to go with that. And you trust your instincts, trust your ideas because especially the Elementary Analytics in the early days, I think I delayed maybe even up to 12 months really pushing it out to people because it was always like.

Oh, well, it should be doing there. So it should be doing this, or it's not in-depth enough. There was always someone's opinion that was influenced in there. And one learning now is basically yes, listen to the advice, but what you want and what your idea and vision of it is just stick to it and be very disciplined and focused on it because no, one's going to know more about your product.

No, one's going to be more passionate about your product than you and no, one's going to be as committed to the products as you. Don't get this hard with it because it moves away from what you want. Just stick to your guns and stick to your vision. I think that's one of the, the advice I'd give to people once you, once you've validated that your idea has got legs, basically.

DJSkoob: Fantastic advice. Yeah, definitely. You know, the book that you're talking about, and one thing that you touched on too, is trusting our gut. I think trusting your gut and because you're the one person that's really putting this together is probably one of the most important things that you should really consider.

And instead of, you know, like you said, don't just, not listen to everybody, but make sure that you trust in yourself and to taking the positive things that you get from other people and incorporating that into, into what you're doing. But you gotta make sure you check with your gut first and make sure that sets right with you.

So that's awesome. All right now, something similar but different at the same time. If I was looking for somebody to hire, to make a program like you did, and I have you, but to other people at the same time, that's offering me the same type of, uh, deal, same type of money, a similar experience. How would you set yourself apart from these other two people?

Phillip: for me, I suppose, To do it from like Elementary Analytics. I'm trying to make it simple and accessible for people and that is my differentiator. It's simple. There's no setup. You just clicked a couple of buttons and away you go, because even the competitor research I've done and they're promote it, as being easy to use.

It's not. What I'm trying to, what I'm saying with that, with our product, you can do more with less. So instead of having all these stats that can go Google analytics, that I think there's like 205 stats you can get and people say, oh, you can integrate and tweak it and you can have they start. And if you want to tweak it.

And I was like, no, when you share your six stats from your Google analytics and we've done the research, and these are the six simple stats, you can look up to recently see if things are growing. So my differentiator is simple accessible Stats, but I'll give you the information you need to get going. Does that answer your question? Is that good?

DJSkoob: That's really, really good. That reminds me of an acronym that I always, I always hear about called K.I.S.S. Keep It Simple Stupid, you know, and basically,  if you get too much information all at once there, it gets too confusing and then people get frustrated and then they just shut the thing off because they don't want to deal with it anymore.

And keeping things simple actually has me go back to Steve Jobs. Steve Jobs was very big on keeping things really simple and his apple products when he released them, where you can actually, I've heard stories where you can go to a third world country and hand them one of the simple apple phones or iPads, and they're, they're often running.

That's how simple it was. And when you have something that simple, where people can do that with, there are a lot more apt to attach to it and, and really like it because they understand it. I know for my myself, if I can't understand something, I get frustrated with it. I don't want to deal with it because I just don't understand it.

So. Toss it or get frustrated with and, and walk away. So keeping it simple is really key to what you're doing. So, and, and sounds like you're following that. So I commend you for that, that's amazing, 

Phillip: Definitely other things as well, that that's not something I wanted, again, sticking to my vision of the product.

That's what I wanted, but also chatting with a lot of people. I don't look at the Google analytics, because it's just too complicated. And I keep hearing that it's great where people set up the website, put Google analytics on it and then never looked at it because as soon as you go into the dashboard, on the laptop on a wall, they just don't know what to do. So we just say here's the five stocks you need to look up. Don't worry about it. Here they are. It's gone up compared to last month or it's gone down compared to last month, you need to do something on it or You need to repeat what you're doing. And that's the simple thing you can just do better. All right. Cool,

DJSkoob:  Awesome. Good stuff. So, here's a good question. And I kind of stole this question from another, uh, from another podcast. So sorry, guys. What is the one question you wish I had asked you, but I didn't.

Phillip: One question. Oh, God, what's the one thing would be if you had the time over again, would you, would you do it the same way? I think that would be the interesting one. 

JDSkoob: Ooh, I like that one. Okay. So I'm going to, I'm going to officially ask you that question. Go for it.

Phillip: Um, no, I wouldn't.

So I think it goes back to the, I think it goes back to trusting your gut. trusting what you are having the vision with it, because I think I've touched on it, at the lead that the 12 month for six months of the 12 months. And it was kind of from listening to people's advice, but I think it was also just like imposter syndrome or you're scared of it being out there. One of the features that I want you to know about Elementary Analytics was like this simple one-click reporting. And I was convinced that that was going to be. The best bit of the product. Well, I talked too long to do it. Um, people kept saying, oh, I'm not sure about that, blah, blah, blah, blah, blah. And that just delayed it by, I reckon about 12 months now, if it had just gone and built up that report and got it in there and then get it out to people.

Because when I finally showed the reporting software to people, that's when they signed up one girl was like, right. Can I register today that be brilliant to serve my clients? And it's going to save me 10 hours a week. So. Hmm, that 's the one thing that I thought was going to be the key to it, or I didn't act on that feeling, all that go.

I kind of tried to justify it by doing research market research, seeing what competitors doing, see what people say while, but I just done it, got it out there, I would have been 12 months further out there. God knows what the products would be like. No. So I think. Yeah, I think, I think it's not one do it, do it differently by just, just to execute.

And I think I didn't execute enough in the early days with, with why I wanted from the product. So that's, I do definitely

DJSkoob:  That actually brings to mind a little saying that I always, uh, run into, especially in instance like this. “The best time to plant a tree is 20 years ago, but the second best time to plant a tree is today.” So don't wait. 

Philip: I said that to myself this morning about doing a blog post, a blog post, I was just like, yeah, I've just said the exact same phrase and it's brilliant for us. So I'm glad some brought it up. Yeah. It's brilliant. 

DJSkoob: Awesome. So ladies and gentlemen, my phrase has been validated. All right. So yeah and that's the thing too, and I kind of ran into that same thing too. Um, I have. And the ideas for, being a karaoke DJ and a music DJ for probably a good two to three years. And this podcast that I'm doing now has been kind kind of a throw off of that. But I can only imagine where I'd be sitting right now if I would've started this, this whole adventure two years ago, how much further I would have been along, uh, how much younger I would have been at that particular time. But yeah, so, you know, it's, it's important to do it today. And I, and that goes right into my mantra, which is something that my son said when he was six years old, he's 14 now, but, uh, I live with it by this day and I actually end all my programs with” I can, I am, I will And I'm doing it Today.”

Phillip: NICE!

DJSkoob: and, uh, to have that come out of a six year old, really kind of puts things into perspective. And to this day he lives by it. He's gone through junior high, high school living by those words and he's doing really good for himself. He's and, uh, so I always accredit him for that. So.

All right. So my next question is, are we ready? What are your goals for the next six months? What I do is in six months, I'm going to contact you again and see if you've reached these goals. So, so Philip, what are your goals for the next six months? 

Phillip: That's a tough one, I think. Yeah. I think the first goal you can hold it too. Is that I've quit my job. Um, that's that's the first one, but I think what I'm looking to get is, I want to get to the hundred paying customer, mark. I'm still quite early in the journey with it, but, that's what I really want to do is I think that that milestone to get in the first hundred would be a huge.

Yes. That's what I've got written down. I think on the white board next to my desk, it's 10 signups a week. So I think that is the weekly goal. And that's, that's the real big milestone I want to get to.

JDSkoob: So now what would that mean to you? If you're actually able to get a hundred, a hundred people sign up, what does it, what does that actually mean for you?

Phillip: Oh God, I think, yeah, he's interesting. That is. The biggest excitement is when you get that email alert to say, you've got your first paying customer for your software products. And I don't know if I'll be able to be that feeling. I think it's just an unbelievable feeling, but I think the sort of validation of, of all the effort you've put in to get a hundred people to like, yet I'll pay you that month on month because I'm seeing the benefit from it.

I'll just mean so much. And I think for example, The first software product I worked on as a side hustle , I started in 2011. So you're talking nearly a decades worth of effort. So to be able to, to, to take all that 10 years worth of effort, learnings, and start executing on it and gain customers will just be a massive reward and no, just a massive part on the back for.

Sticking to it, learning, try and, and, and, and try to get some work to, to top this vision of the freedom that a want and we can support. So, yeah,

DJSkoob: Phillip I'm going to be honest with you. That was kind of a trick question. And the reason being is I'm actually glad you answered that the way you did, because the answer I was actually expecting was actually a number.

I was expecting, yeah, that means I'll be making this much money, but you didn't answer that that way. You said, you know, that means I have accomplished something for myself. This is my authentic self that this is saying it would make me feel good just to be able to help these people and, you know, have them succeed or it would make me feel good to have them succeed.

That's what I took out of it. So you definitely answered that. A lot differently than expected, but it definitely a lot more positive than it was expected. So I, I hope that, comes across to anybody else that, uh, that listens to this and sees that Philip is actually really a true guy at heart and is not looking for that dollar sign.

The dollar sign actually is a nice afterthought, but really the thought of actually helping somebody first. That's amazing, Phillip, I really commend you for that. That's really good. All right. So if we're getting close to the end here, so what I'm going to do, I'm going to let you kind of go off here. This is your time to shine.

Philip. Tell us about your business and this is your time to advertise yourself. Okay. Ready? Set. Go. 

Phillip: Okay. So thanks for the opportunity. So yeah, so if you're struggling. with Google analytics, trying to make sense of how things are working in your business. So you've got a small business and it could be an example. I Had a friend who's got a jewelry business in the pandemic. Um, obviously they had to shut the jewelry store and they didn't even have a website. She went online. And he comes to me and was like, I don't know what to do. I don't know how to look at all these stats. We got him on the tool. He started looking into things.

And just one day we were looking at his Facebook stats and how it impacted his website traffic. And he's like, what's that related to what we're doing? The products for sure. What posts have been performing well, and he clicked on it and it was like, I don't even know what a Facebook post is. And it's the girl that works for them has done a post and they ended up getting three sales from it.

So, if you're struggling with all this digital information and all this stuff that you're putting in your Elementary Analytics, or try, it's a 30 day free trial. So if you don't like it, you don't find the value of it. You don't. I want to ask for your credit card details or anything, just give it a try and see if you can these correlations.

And for him, he was like, this is brilliant from thinking that the pandemic is going to ruin his family business. It's been going for 50 years. So then be able to go online and then actually. Well, what he's doing is making sales and keeping the business, going to be able to transition from start to being an e-commerce store as well.

 It was just, it was just great to see someone have this light bulb moment as well, and to sell, like we can re repeat that and we can have sales. So if you, if you're trying to sell something online or you're trying to build up your website, traffic, and you're using social media and you're just fed up with all this information, just give Elementary Analytics a try.

We're really trying to dial deep into five key stats platforms that you can just see performance and correlations and things by that. And we recently put in Google search console information as well. So one of the holes we did have in the product was you could see your website, traffic, and you can see how social media could improve that.

But what if people are finding you in Google's, we've put that in as well. So you've got this organic traffic, you're doing a lot of content marketing. You're doing a lot of blogging that could be impacted it as well. So you can see this like overall shift of your online business using our tool. And like I said, 30 days free trial.

Give it a go and see if you can find, um, things are working and repeat them and grow your business.

JDSkoob:  Right. That sounds great. Now, how do we get a hold of you?

 Phillip: on LinkedIn will probably be the best place and quite active on LinkedIn. So I'll give you my LinkedIn in the show notes. Yeah. If we could, I could put it in the show notes, feel more comfortable doing that. That's fine. 

Yeah. Well, if you want to go to the product elementaryanalytics.com and you can just register straight from the website and like I say, a 30 day free trial, we want to ask your credit card details you can use. It's not metered as well. So you can use the products. Um, I've sent in the products for, for as long as you need them.

DJSkoob: All right. A 30 day free trial ladies and Gentleman, just to make sure that you really liked the thing. So I appreciate that thought. Now, not too many people actually do that anymore because they're afraid that they're going to like steal it or just use it for one thing and then throw it away. So it doesn't sound like this, this program is like that at all. So, 

Phillip: no, I don't think it is. Is it mimicking Greatest form of flattery? So people are stealing it, then I must be on to something. So 

DJSkoob: definitely onto something I can tell you that. All right. So if everybody wants to get a hold of me, you can email me at pianotieentertainment@gmail.com. If you're a business that is less than a year old, please contact me.

I'm still looking for interviewees. Contact me with that same email. If you want to look, what I'm doing as far as my website I'm still building an actual website right now. I'm using a tuepodcast.buzzsprout.com. that's probably where I have most of my shows. Uh, please give me a call or give me a message. If you want to get a hold of me for anything, Phillip, thanks again for coming out. I really appreciate you and appreciate what you're doing. All right. All right Skoobelievers  Thank you. Have a good night.