Welcome to the Salon Owner’s Podcast, Phorest FM Episode 22. Co-hosted by Killian Vigna and Zoé Bélisle-Springer, this show is a mix of interviews with industry thought-leaders, roundups of our most recent salon owners marketing tips & tricks, all the latest in and around Phorest and what upcoming webinars you can join. Phorest FM is produced every Monday morning for your enjoyment with a cup of coffee on your day off.
Phorest FM Episode 22
A main focus for this episode is keeping staff members motivated in your salon. Co-hosts Killian and Zoe walk you through five major tips from Valerie Delforg on how you can go about this this. Another common salon issue addressed here is, how you can get your team selling retail in a more effective way. Featured guests for this episode are two members of Phorest’s marketing team, Alex Quinn and Aoife Kelly-Cooney, who reflect on their recent “day in your shoes” experiences, where they shadowed different salon receptionists and saw first-hand how things are run.
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Killian Vigna: Welcome to the Phorest FM podcast, episode 22. I’m your host Killian Vigna and today I’m joined by
Zoe Belisle-Springer: Zoe Belisle-Springer, your co-host.
Killian Vigna: In this week’s episode, Zoe will run through two guest articles, “Five Expert Tips For Improving Salon Team Morale” and the “Ins and Outs of Selling More Retail”. We’re also going to bring in some members of the marketing team to talk about their day in your shoes. As always, we top off the show with our upcoming Phorest Academy webinars. This podcast is produced every Monday morning for your enjoyment with a cup of coffee on your day off. Let’s get into the show.
Zoe Belisle-Springer: Good morning.
Killian Vigna: We usually kick-off the show with some blogs online, Zoe, but today we’re just going to get straight into “a day in the life”. We have Alex Quinn, and we’ve Aoife Kelly-Cooney from the marketing team. The two of you have just finished up work placements, work experience, shadowing, whatever you call it. What do you call it?
Alex Quinn: Shadowing, I would say.
Killian Vigna: Gone in and giving your expert advice. That what it was, wasn’t it?
Alex Quinn: Well, I have to say I was actually given the expert advice in this salon rather than the other way around.
Zoe Belisle-Springer: Where did you go?
Alex Quinn: I went to Waxperts last Thursday and I spent a day there with Christina on reception. Christina is the salon manager there. To be honest, I have to, say we did our training before we went in and then I thought we’re going to be able to show them maybe a little bit of the software that they haven’t been using yet, but Christina was pretty much an expert. She could be training people on how to use Phorest and how to provide excellent customer service. I actually learned a lot. Obviously, Waxperts are a salon that have an amazing reputation for their treatments, but the actual customer service side is nearly as important as their amazing treatments, so it all really ties together so well. They pretty much run a model salon there. It’s what you would like your model training salon to be, seriously.
Killian Vigna: We had Ronan on before and the man knows the software inside out, but you were saying about the customer service, customer experience, that’s where he panicked. No matter how well he knows the Phorest software, it was actually like…
Zoe Belisle-Springer: It was actually like answering the phone, doing things on the software, chatting to people, offering water, coffee, tea…
Killian Vigna: When we say we’re going to go in and we’re going to do work placement with you, it’s really shadowing because you guys are actually the ones using the system, using it with your clients. We just know about it.
Zoe Belisle-Springer: You went as well Aoife, but in a different salon.
Aoife Kelly-Cooney: Yeah, a different salon. I would say it was a fairly different experience to what Alex had at Waxperts. I went to Leslie’s. Leslie’s been with us since 2006, so she’s one of our first ever clients. Leslie is a fantastic client, absolutely adores Phorest. Of course, we love her as well, but because they’re a much smaller salon than Waxperts, there’s only four staff. They just really under-utilize the system because of time restraints. Similar to Waxperts they have an amazing customer service. Leslie said 90% to 95% of their clients are repeat clients. They really have no time to step away from their clients and use the software. Features like the marketing has been really under-utilized, but it was great to just give her tiny tips on sharing reviews and things like that. There are just small things that you can do that don’t take much time, but that make a huge amount of difference. That was great.
Killian Vigna: We do know that. That’s why Connor… Connor is our marketing manager. He set us with the task of going out and do the placement to try and find out how much of the system our clients are actually using and where can we help, where can we find room for improvement. Where can we push training and stuff like that. There’s no point in having this system if you’re going to use 10% of it. Try and maximize it really well. That’s where you’ll start seeing the benefits.
Zoe Belisle-Springer: Definitely. I was also in the UK on Friday, Saturday, in Bliss Skin & Beauty with Fiona Bicket, and they were quite a small salon as well. They’re only three and they just actually took on a new therapist. Now they’re three, but there were actually only two for the longest time, but in saying that they also have a repeat clientele base. They were quite aware of all the areas of the software, so that was really interesting to see, they’ve used Client ReConnect… The only part that they were kind of, they need an improvement from our part was the email editor, but we kind of all know that all already.
Killian Vigna: I’m working on it.
Zoe Belisle-Springer: We’re all working on that very hard. That was really interesting as well to see from that little town in Budleigh.
Aoife Kelly-Cooney: I think from our perspective, having worked in the first impressions team for almost three years, front-of-house, taking calls from salon owners and people who are working at salons. You just think that they’re small problems that can be resolved very quickly, but when you see how little time they actually have in a salon, I can see how something tiny to us can be massive for them and really disruptive. It gave me a very good perspective on those, quite eye opening, how much time they really have.
Killian Vigna: We do talk to some clients. I’d be talking to clients on the phone and stuff and they are just literally just off their feet. They barely get five minutes, barely get a fag break. It’s trying to find ways around that so we know we can keep giving you education and stuff like that, but if you don’t have the time to do it, then what’s the best route for us to approach it then? I’ve got Huckle the Barber coming up this Friday. I can’t wait. I look at Huckle the Barber and they’re nailing it. Their marketing and stuff like that is brilliant. That’s where I suppose I specialize is the email marketing and the SMS marketing then with the Grow guys, so I do understand that. Now, I want to go in and see how they use the rest of the system. I have my training lined up for tomorrow.
Zoe Belisle-Springer: Feeling nervous?
Killian Vigna: Oh, definitely. Yeah.
Zoe Belisle-Springer: How were you guys feeling before, because I was feeling kind of nervous just because I’ve never worked in the beauty industry at all before. It’s like I’m confident of my skills with the software, but I have no idea what I’m doing in that environment.
Alex Quinn: I was nervous chatting to clients, but actually, to be honest, I thought it was going to be much more frantic. To be honest, I think they were on such a calm front-of-house, also Waxpert’s clients they pretty much book in straight away after their appointments so there’s really no frantic call center situation going on. It was actually very… Considering that they’re all day ripping hair out of people’s body, it’s a very tranquil environment. There’s no screaming and shouting, it’s actually very pleasant. It’s definitely what you wouldn’t expect a waxing salon to be. People come there for a nice treatment rather than being all stressed about a painful experience. It’s actually a very calm environment.
Zoe Belisle-Springer: What about you? Were you nervous at all going in?
Aoife Kelly-Cooney: Yeah, of course. I think you’re always going to be somewhat intimidated when it’s a new environment, but I think on the flip-side, my comfort area would be dealing with clients and customer service. I found small talk was really saving my life. I was frantically trying to scroll through the screen. I was like, and so, tell me about your weekend.
Killian Vigna: [crosstalk 00:07:29]
Aoife Kelly-Cooney: Yeah. It was a great day. It was great.
Zoe Belisle-Springer: Quite a conversation.
Killian Vigna: I’m going to say sorry to Clarisa’s clients now, but I’m going to be talking about the weather a lot. We just love to talk about the weather, but it’s great because we’re all going to different… We put it down to there’s hair, there’s hair and beauty, and then there’s spa. There’s so many more different sectors of the salon industry, and we’re all trying to do a different one, like Alex going to Waxperts. That’s hair removal, specifically. You went to beauty.
Zoe Belisle-Springer: It was Beauty, spa as well.
Killian Vigna: Then I’m going to barbers as well, but I will also be doing a salon day.
Alex Quinn: Connor is, I believe, doing a hair salon.
Zoe Belisle-Springer: I think so. Yeah. Yeah.
Alex Quinn: I think they’re covering a good bit of ground here.
Killian Vigna: Exactly, we get to come back and…
Zoe Belisle-Springer: We need someone to go to nails now.
Alex Quinn: Yes.
Aoife Kelly-Cooney: Yes.
Killian Vigna: I need to get my nails done so I’ll jump in there. Any nail bars out there, give us a shout.
Aoife Kelly-Cooney: You’ll get a free receptionist for the day. I would love to do it.
Killian Vigna: Shadower, shadower. I can’t emphasize this enough. I’m there to watch you.
Aoife Kelly-Cooney: That doesn’t happen.
Killian Vigna: I’ll get thrown straight into it.
Aoife Kelly-Cooney: Yeah.
Alex Quinn: Yeah.
Zoe Belisle-Springer: Pretty much.
Killian Vigna: That’s what I’m saying. It’s like, years of working in shops and stuff, I think those would be all right, but the software. Training’ll have a lot of work with me tomorrow.
Zoe Belisle-Springer: Realistically, you still kinda use it a lot because you flow between Grow and Marketing, so you still use the system quite a lot, wouldn’t you.
Killian Vigna: I play around with the email editor, yeah. I know. I’m comfortable enough with it. I’m just, you know yourself, nerves.
Aoife Kelly-Cooney: I was a first-time user and I was terrified, to be honest. Everybody’s telling me, “Don’t worry, you’re not going to be on your own”. This was coming from my team in Phorest, but when I went out there, I didn’t realize that the guys have no receptionist, and there were back to back appointments.
Zoe Belisle-Springer: Yeah. It was same for me. I was like [crosstalk 00:09:19]
Aoife Kelly-Cooney: I was all right. It’s a testament to the software though that it was so easy to navigate. Then, of course, I did have my mobile phone and a few support contacts.
Aoife Kelly-Cooney: My hotline, don’t let me down!
Killian Vigna: I’m bringing my Messenger app with me. [crosstalk 00:09:33]
Alex Quinn: It’s actually, I was the same there because I wouldn’t be using the software on a daily basis at all. It’s quite intuitive, especially for the basics, like making an appointment, cashing people out. You pretty much would be able to do it even with very limited or no training.
Alex Quinn: Yeah. Definitely.
Killian Vigna: All in all, good experience. Learn much, would you do it again?
Alex Quinn: Definitely. Definitely. I really enjoyed it. I’d definitely love to get some more experience in the salon. Especially for our jobs, we don’t speak with the clients directly so often. Just to be able to actually see what they need and what they think and how their day is, that’s just invaluable for us to be able to provide a better service too them eventually, so definitely.
Aoife Kelly-Cooney: Absolutely. I would love to do it again. Especially, if we’re going to be trying to get into a nail salon. I’d love to get on board with that, but it definitely bridges the gap. I feel like there’s much less of a disconnect now between us and the client, because we actually genuinely been in their shoes. Not just saying “We know how you feel!” Now, we do know how it feels.
Zoe Belisle-Springer: Props for being standing up all day, because I was absolutely wrecked on Saturday night.
Alex Quinn: Yeah. It’s exhausting.
Killian Vigna: [crosstalk 00:10:48] You were actually standing all day?
Zoe Belisle-Springer: Yeah, pretty much. It was little tiny breaks here and there, but mostly standing all day. Yeah.
Killian Vigna: Big shout out to the guys for letting us join so far and the salons that are going to let us join. If there is any other ways I suppose that we can get training out to you, different approaches we can take, anything like that, because like we said, there’s no point in having the system if you’re going to only use little bit. Get the most out of it. We know trying to find the time is a hassle, so get into contact with us, and what other ways can we reach you. How can we help you?
Zoe Belisle-Springer: Yeah, pretty much. Well, thanks so much for coming on to the show today.
Aoife Kelly-Cooney: Thanks.
Alex Quinn: Thanks.
Zoe Belisle-Springer: Of course. We’ll let you get back to your agendas. All right. Cheers.
Killian Vigna: Moving on from a day in the shoes, or a taster of…
Zoe Belisle-Springer: Yeah, a taster.
Killian Vigna: Not even skimming the surface on that one. So yeah, now we’re going to go on to the five expert tips for improving salon team morale and overall business. This is another guest article, isn’t it?
Zoe Belisle-Springer: Yes. This one is written by Valerie Delforg. She’s founder and CEO at Delforg and Co. She has over 20, 25 years of experience as a salon manager and just in the industry itself.
Killian Vigna: She’s a regular guest blogger for us as well.
Zoe Belisle-Springer: Yeah. Pretty much every month.
Killian Vigna: Went on for SOP to salon owners procedures. A lot of this stuff can always be added into your SOP manual. Always keep that on board. What have we got here then?
Zoe Belisle-Springer: For this month, I asked her how to motivate a team, and how to go about millennials and older generations, how do you address both generations within the same salon?
Killian Vigna: Just a little throw in, the millennials are people like us, born and raised with technology and stuff like those.
Zoe Belisle-Springer: Yeah. Whereas the older generation are just getting thrown into it and sometimes overwhelmed with it.
Killian Vigna: We’re always talking about millennials so I suppose people are almost forgetting about the X generation.
Zoe Belisle-Springer: Yeah. I don’t know which one it is.
Killian Vigna: Forgotten about, but Valerie shows us how to approach…
Zoe Belisle-Springer: She says there’s a fool proof strategy that she uses for every kind of salon and spa team so that it blends both generations together. The first step for her is to make your team adhere to your vision. Define your vision. Make your team understand what your vision is, and once they understand that, it will be easier for them to work towards that same goal that you have. She actually said, “The clearer the vision, the clearer the dream.” I can’t agree more with that. It’s so true.
Killian Vigna: You should jump on that nearly from day one of your staff members, then. We talked about that before, about the fear of your staff taking your client list and leaving. This is you setting the tone from the get-go that it’s your salon. It’s your team. They’re a part of team. Not as negative as I’m making it, not as firm as I’m making it sound, but make that vision clear that you are the boss and you have to be on board with this.
Zoe Belisle-Springer: Where you want to go. Step two, she goes, create a win-win individual plan of action. In that terms, she means, what can you do… Everybody in any situation will want something in the end. Some people, it’s to get more training, some people it’s to upskill. Some people, it could be something completely unrelated to the job they’re doing. She says, if you partake in their dream, then they’ll partake in yours. It’s a give-give. As long as it’s not hinding their set targets or anything it’s a win-win situation.
Killian Vigna: That’s your reciprocity right there. You have to give a little to get a little.
Zoe Belisle-Springer: Yeah, exactly.
Killian Vigna: Share your visions, share your dreams and… Share your dreams, but share where you want to go with each other to show, “Right listen, I’m listening to you, but this is what I want. Here’s how we can make it work together”.
Zoe Belisle-Springer: Exactly, because then after that she’s like, find out what they want and the key to motivate someone is basically to understand what they want in the background, because if someone wants to stay in the industry and get higher and higher, then you got that and then you can offer training. They’ll be happy to help you out afterwards, because you’re helping them.
Killian Vigna: Exactly, you’ve helped them develop.
Zoe Belisle-Springer: Yeah, but even if they didn’t want to stay in the industry overall and they’re doing a course in something else, can you offer them more time to study when they achieve a target? Or just finding a way to help them in their dream. And in that way, because in the end they’re still working in your salon while they’re doing that second thing on the side.
Killian Vigna: You’re trying to find that balance. It’s easy to say, well, you’re a member of staff for me. You’re going to work for me. You’re going to do what I say. At the same time, if they’ve got other stuff going on in their life and that’s affecting that, all of a sudden the whole attitude of working with you changes, and they’re nearly going to want to leave then at that stage.
Zoe Belisle-Springer: After that, step three… There’s only actually five steps, so we’re halfway through already. Step three, meetings, meetings, meetings. We can’t stress that enough. Valerie has actually written a few blogs about meetings and we’ve covered about it.
Killian Vigna: We’ve talked about it a few times, yeah.
Zoe Belisle-Springer: Individual, team meetings, they’re just crucial to a smooth operation.
Killian Vigna: It’s what you make of it. It doesn’t necessarily have to be two people in a room grinding through what has to be done. The two of you could go out for a coffee or just pop outside for a brief walk, anything. Again, you know your team members. What’s the best approach to go with them? Don’t force them into a room if that’s not the type of person they are.
Zoe Belisle-Springer: Exactly. Yeah, yeah, yeah. Step four, designing a training program. She says that offering education and having a budget set for training is actually really, really motivational for most staff because that way, they get to learn a new skill. You can set it for every quarter, a yearly program, anything that happens in every quarter. It doesn’t have to be every week. She says, “and not just brand training”. She was giving us examples where she was saying, I know this spa who trained their staff in tea making from a Japanese tea master, or a hairdresser who had the team going on a head massage course.
Killian Vigna: That Japanese tea master is pretty cool, though.
Zoe Belisle-Springer: It is pretty cool. She just delivered a reception training that focused on how to handle pressure. It doesn’t have to…
Killian Vigna: Who is this person? This is really good.
Zoe Belisle-Springer: It doesn’t have to be treatment-related. It could be something out the box that you can tie in skills that could help you in reception or the front-of-house or anything like that.
Killian Vigna: It’s different as well, I suppose, someone going, do you want to learn how to make Japanese tea or something like that.
Zoe Belisle-Springer: Well, think about it, if you get a training in that, then you can offer tea as a customer service perk in the salon. You just have an understanding of this extra cool thing.
Killian Vigna: Everyone does tea and coffee. That’s your upper hand.
Zoe Belisle-Springer: Yeah. Exactly. That was a really cool point. Her step five is, she says, it all starts from the interview. You were mentioning that just earlier, but it is true. As soon as someone comes into your business environment, you need to make everything crystal clear as to what’s your vision and where you want to go and what do you expect of them.
Killian Vigna: Don’t be worried about scaring them. Again, it’s all about how you approach the situation. You could do it as part of your induction. So, someone that’s just started with you today, I’m going to do an induction week, I’m just going to take you through a couple of things. Here’s our vision. Here’s where we’re going to go. We offer training, but this is… Not what we expect of you, but we’ll help you progress your career, but we need a little bit back. Just address it all from the get-go. Again, it can be done as part of an induction, so it’s not like a “you have to do” sort of thing.
Zoe Belisle-Springer: Yeah. Exactly. That pretty much covered it for salon team morale, but if we go on to our second guest article, she used to work for Phorest. She’s a trainer and beauty industry expert. Caroline Quinlan. She talks about how good retail could be for your salon, basically. That pretty much ties into the webinar I’m just giving today, actually. It’s nice to chat about it, I suppose, today.
Killian Vigna: We’ve talked about it from our own experience, you do the webinar, and then we actually have an expert’s opinion on it.
Zoe Belisle-Springer: Caroline, basically, the outline of the blog is that she puts a fictional situation together and explains why that therapist would be scared to sell more retail. She says, okay, well, from a salon owner’s point of view you’re thinking, well, we’re getting loads of clients, so why should I pull that therapist aside because she needs training to sell more retail? The answer is that it’s so much more beneficial for you. If you don’t have the means to hire a new staff, retail can help you scale without doing that extra hire. It’s just so much easier to… If you have someone that sells just even 10 extra quid a day, multiply that by five times a week, and 52 weeks a year. You’ve got a whole bunch of revenue just there, laying, sleeping.
Killian Vigna: I love the way you didn’t actually work it out, but…
Zoe Belisle-Springer: I’m not going to worry about it.
Killian Vigna: It’s a Monday morning.
Zoe Belisle-Springer: It is a Monday morning.
Killian Vigna: You get the gist! [crosstalk 00:20:37]
Zoe Belisle-Springer: What do you expect from me! Then she highlights five steps towards success. She says get your commission right. We do have a blog on commission actually. We’ve got it requested quite often actually.
Killian Vigna: It was weird. I actually got a request for it last week. I didn’t know we had commission blogs, but apparently, we do now.
Zoe Belisle-Springer: Yeah. We do. Then she says, try and give a monthly prize for sales person of the month. Maybe come up with a fun name with it. Quiz your team on products. What’s in the products? Why do you use this one? What will it do to my hair or my face, whichever.
Killian Vigna: That would be great if you want to do product demonstration days with your clients as well. At least your staff are fully trained in it. People are coming in, and you don’t have to go guess-buying products, as in guessing what products to buy. You get some samples, get your clients in, and find out what products they actually want to use. You just start stocking that, and it makes it easier for your team to sell them.
Zoe Belisle-Springer: Another thing to make it easier to sell is creating a conversation agenda. Instead of just having that end-of-appointment pitch, you can introduce the product and its benefits and all of that within the entire appointment. It makes it less pushy and also gives you the opportunity to upsell.
Killian Vigna: This conversation, if you’re doing a certain treatment on someone’s hair or a certain style of nail polish or varnish, it’s going to come up in conversation what product you’re using. You’re using this product. Why you’re using that product? Well, because I can do this, this and this, which…
Zoe Belisle-Springer: The fifth step would be to prepare your therapist for objections. If someone goes in and says, yeah, but I can get shampoo anywhere for five pounds cheaper, what do you say to that? You need to prepare yourself for that, to sell benefits of it.
Killian Vigna: You could always walk into Tesco and get it five quid cheaper, but you’re getting the expert advice. That’s you going in and going, I think I need this product. Where, if you’re in the salon you guys are the experts. You’re professional. You know way more than I would.
Zoe Belisle-Springer: Yeah, and you need to educate your clients about what you are providing. You’re the best ones to do that, so why not take advantage?
Killian Vigna: I was going to say something, but you’ve got tips coming up here, so I’ll hold off.
Zoe Belisle-Springer: She goes on with five tips to sell more retail. That ties in perfectly to the webinar I’m giving today on retail, but in a nutshell, loyalty scheme, and the kind of music you have in a salon is going to influence buying behaviour.
Killian Vigna: Spotify playlists work with that as well.
Zoe Belisle-Springer: Yeah. Absolutely.
Killian Vigna: For anyone using Spotify. Legally.
Zoe Belisle-Springer: Displays, so you know, how you present your products and are they accessible? If they’re locked behind a little glass door it’s gonna be hard…
Killian Vigna: Is it an effort for the client to have to ask you to get that product?
Zoe Belisle-Springer: Most people are shy to do it.
Killian Vigna: Yeah, completely. If I have to do an extra step, I’m not going to do it. Life is all about shortcuts.
Zoe Belisle-Springer: Exactly, yeah. Making your prices clear is the fourth tip, and the fifth one is to remember that the longer a client stays in a salon, the more likely they are to buy.
Killian Vigna: We’re not talking hold them there until they buy something.
Zoe Belisle-Springer: If they’re sticking around and they’re asking questions…
Killian Vigna: You’ve got more [crosstalk 00:24:12]
Zoe Belisle-Springer: Definitely, so it will make it easier. You just don’t leave them in a corner. You try to make a conversation.
Killian Vigna: Exactly. For anyone out there that is kind of, if they think their staff isn’t going to want to upsell because it might affect their tips, put that commission scheme in place because I remember back in college when I was working in a bike shop, we had the commission basis or the KPIs. For every certain product, we sold we got a couple of percents. At Christmas time, I was making more on those commissions than I was working there. That encouraged me to upsell as much as possible.
Zoe Belisle-Springer: Probably massive incentives.
Killian Vigna: Yeah, so put those incentives into place. They could only be $0.50 per product, whatever. Work out your margin. Your staff will be on board with that. They will be more like, here you go.
Zoe Belisle-Springer: That goes for staff that works for your even booth renters and stuff.
Killian Vigna: Exactly.
Zoe Belisle-Springer: I guess that pretty much sums it up for the blogs, but if we go on to webinars, there’s one today as I was mentioning, the retail webinar is on and then that’s 3:00 PM UK, Ireland, and 10:00 AM, US Eastern time. The other webinar we have coming up is just this Wednesday on online reputation and that’s given out by Chris Brennan.
Killian Vigna: That’s talking about how people treat, rate, and react to your salon online.
Zoe Belisle-Springer: Exactly. Your Google reviews, your Facebook reviews and your Yelp reviews, and that’s exactly the same time. 3:00 PM UK, Ireland time and 10:00 AM US Eastern time, so that New York area.
Killian Vigna: You can register for those through the Facebook event pages.
Zoe Belisle-Springer: Yes.
Killian Vigna: As always.
Zoe Belisle-Springer: In the ticket section, and obviously, it’s free, so don’t be shy. Just save your spot.
Killian Vigna: Thanks for tuning into the show today. Like we said, as always, if you like the show, why not give us some feedback on iTunes or PodBean?
Zoe Belisle-Springer: If you have someone in mind that you’d like us to interview even, give us a shout.
Killian Vigna: If there’s any topics you want us to cover, give us a shout. Tweet us @thePhorestword, whatever way, even call into First Impressions and say I want to talk to Killian and Zoe. Also, like we said about doing the Day In Your Shoes, if you do have any ways that you might think would be better for us to help you get more training on the system; again, let us know how can we help you.
Zoe Belisle-Springer: Exactly, saying that. Have an amazing week and we’ll catch you next Monday.
Killian Vigna: Enjoy
Thanks for reading!