 Good afternoon. I'm Paula Feldman, and I'd like to welcome you to today's webinar on trends in food processing operations. I hope everyone's enjoying this wonderful snowy day. Over the next hour, we'll listen to the findings of this report by author Donna Whitson with DVR Communications, where she'll discuss top-of-mind trends such as consumer-driven trends, food processes reformulation, and evolving machinery advancements, among others. President of DVR Communications, Donna founded the company 25 years ago. DVR's business is based on a direct-response methodology that delivers market research, business development, strategic alliance and marketing intelligence to companies in virtually every business-to-business industry. DVR's experience is backed by over 35 years in marketing communications. I just want to give a few housekeeping notes before we get started with the webinar. Everyone is muted throughout the webinar. If you have any questions or issues with the webinar, please notice that there's a chat box at the bottom left-hand side of your screen. If you have any questions about anything Donna is reporting on or any questions about the webinar itself, please post them there and we'll respond to them as soon as we can. And at the end of this presentation, which should last approximately 35 to 45 minutes, Donna will be available to answer any questions you may have. So at this time, I'm going to hear the webinar over to Donna. Thank you so much, Paula, and thank you for that introduction. And I appreciate everybody's attendance in this webinar today. As Paula had mentioned, it's certainly a snowy day across the country. But we're going to dive into the food processing report and look at the trends that are going on in this industry. I'll start out here by just trying to get an idea on a foundation of who we talked to. And we had 40 interviews and 150 secondary references. So this is very rich with information and top-of-mind trends that are going on. We talked to a lot of the leaders in the industry, certainly in bakery and beverage and dairy, meat poultry seafood and confectionery markets. We talked to a good handful, the majority of them were their large corporations. But it's important that we also talk to medium and small companies to find out what they're doing and what their concerns are and how that compares what are the similarities and differences that we look at. I think one of the most exciting things that we came away from this report was that healthier eating is on the rise. The food market and channels and technology are certainly going to change the way that consumers in the future both purchase and consume food. The traditional grocery store, it's interesting, it's moving away from how we buy food. We go to more specialty food outlets now, neighborhood markets that have premium products and brands, even convenience foods which are your small retail businesses where we maybe just drop in and pick up a couple items, that's growing as well. So where we buy food is growing and one of the things that is significantly changing and how it's going to change and where it's going to go is yet to be determined, but the delivery of fresh food is certainly on the rise as well. We won't get into that in an extreme amount of detail. It's covered more in the PMMI e-commerce report but certainly going to change the way we consume and buy food in the future. And there's cross borders, global investments and consolidation that's going on to position companies where they can manufacture closest to where food is consumed and certainly just to be able to gain market share in this industry. Some of the other things that are changing this industry is the environment, just how it's changing in terms of vegetation changes due to water shortages, climate changes, even today's unexpected snow storm. It has effects on areas that have already got food underway. Transportation expenses are changing at much shorter supply chains. Local production is a growing trend. Adding bioactive ingredients from plants is certainly gaining popularity. There's a stronger competition now for just the land use. Are we going to use it for food? Are we going to use it for fuel? Are we going to use it for fiber? Certainly those are battling for space out on the land. And micro technology and nanotechnology is adding sustainability to food and improving taste and that's going to continue to evolve. And just sensors are evolving that reduce or eliminate batch to batch variations and help us understand that the food produced was done in the safest environment. And what are driving some of these trends going forward? Certainly consumers are driving the eating trends. Food processors are responding to that with reformulating some of their products and evolving from that is then machine advancements that are needed to produce the food that is changing. So what are some of the things that are changing in terms of global consumption? It's increasing. Middle class is expected to double by 2030 and certainly that's in more of our emerging countries. On the go eating, that's something we've heard about and continue to hear about in many different reports from PMMI. Quick preparation foods are on the rise. Consumers are looking for cleaner labels, less ingredients. And the organic drive and the organic movement is certainly continuing to go forward. And interesting from the food processors standpoint, nearly 60% of the new snack launches were positioned as healthy. And we know as Americans we're starting to snack more. The traditional meal and sit down for a meal, it's not disappearing which is a good thing but it's certainly diminishing in how we consume our food. And food processors are responding to this, removing ingredients that might be choosing more healthier, more sustainable ingredients. Fortified food additives are being added. Certainly we know protein is, iron, vitamins, calcium is being added to foods, antioxidants. Simplified labeling, looking at allergen-free, non-GMO, gluten-free, organic, the list goes on, antibiotic-free. Sugar is being eliminated. It's reducing calorie count and it's corresponding with the rise in natural sweeteners that is happening and certainly corresponding to what consumers are asking for. Extended shelf life, that's always on the table. And blending foods, different types you've seen it. Beef jerky now is a meat product. It's also a snack. It's also a shelf-stable product. And then taking steps to prevent counter-fitting goods and responsibly reacting to recalls in the track and trace is definitely occurring. And then from the machine standpoint, they have to comply. Obviously FISMA is out there with stringent food safety regulations, higher selective sorting, meaning the ability to have reduced food waste, smaller batch processing machinery, and more compact manufacturing is going on. Inspection equipment is needed to detect and separate or even look at small foreign particles that could possibly be in food. So equipment is really needed to have a high flexibility with an easier change over capability and we'll get into some of the details of the machine needs as we move into this report in greater detail. Automation equipment, combining a number of operations into one, even just the advancement of automation and machinery that reduces and conserves energy is also something that's being looked at. And we'll get into this in more detail as well, but nearly 50% of the companies that we interview predict spending more on capital equipment in the next couple of years. So that's the bottom line that we're looking for in terms of what their needs are going to be. If we look at this from the standpoint of the industry, it's a $935 billion industry output from food and beverage manufacturers. Food takes up $790 billion of that with the remainder being beverage. Obviously food is a much bigger industry with increases of almost 7% between 2012 and 2014. So what we did with this report, we took 45 of the census classifications and that attributes to about 78% of the total value of shipments for both food and beverage. And then we compiled those segments into nine classifications. So we talked to people in the largest segment being shelf stable, meet poultry seafood next, then dairy, beverage going around the circle, bakery snack, frozen candy confection, cereal grain, and perishable prepared. So we'll talk about each of those in more detail as we go through here. But the map in the middle of the pie chart on the right hand side of the slide it shows us where the number of establishments are per state. So California certainly is the largest state for both food and beverage. And then you can see the green area which has then 500 to 1,000 companies located in those states. They're definitely clustered around the Great Lakes area, fertile soil, good transportation, and then obviously you've got Texas and Florida in there as well as large food producers. So the global demand for food is growing but so is food waste. The United Nations predicts that as a global economy we're going to have to produce 70% more food by 2050. And that demand is coming from obviously our emerging areas of the world, China, India as their middle class grows. And it was interesting, I won't go through and look at all of the quotes and stuff we have in here, but this one was particularly interesting because there is a lot of effort from the food and beverage industry to make our foods healthier and find the ingredients that are more natural and healthy for us. So hence the heading of this healthier eating is on the rise. We'll see that as we continue to move through this. Total global food waste though, it's alarming. It was surprising, I think the average consumer is probably not aware, but $990 billion globally is attributed to food waste. A third of our food produced in the world for human consumption is wasted each year. The highest contributors to that are the cereals, your root crops, vegetables, obviously from spoilage and transportation issues, but oil seeds and meat and dairy comes in at 20% and fish as well. In terms of these are the crops that are typically experiencing the greatest food waste. So what are consumers looking for? And we are the consumers in this so we can look at our own lives and see what we eat and what we're looking for measures up. We're looking for quick and easy to eat foods, but we're certainly looking for a variety of flavors and we want a nutritional promise at the end of that. And we want it to be clean labels without a lot of the ingredients that we could never pronounce and those are moving out of our foods. So the type of foods that we heard out that are growing popularity, certainly single serve, we want on the go quick and easy to eat, protein, we want our rich snacks and drinks and that's evident by what's on our shelves. We're looking for fresh products, products that squeeze that are easy to dispense, breakfasts that are easy to eat. And ethnic foods and flavorings are certainly coming into our choices that we're able to make. You see there's not just one choice of a flavor, there's often ten choices on our shelves now. Organic continues to grow although that still only has five percent of the total market. Natural products, plant-based ingredients and aged spirits, because we did talk to the spirits market as well, are things that are growing in popularity. And down on the left-hand side here it's interesting to see from the top ranking segments what's growing the fastest and what's decreasing in growth. This is measured in the value of shipments over the last seven years. In creamery butter, interesting that that's growing and it could be that butter is used more naturally than some of the other flavoring ingredients, not actually able to get down to why that is growing so greatly. But breweries, we certainly know that is growing, certainly the micro-brews are on a huge incline. And dried condensed evaporated dairy, that's where we're getting our whey and our protein that's being added to a lot of our foods and drinks. And what's decreasing is ice cream and frozen desserts, breakfast cereals and flavored syrups. While they're certainly not disappearing, they're just not growing quite as fast. So let's take a look at the food equipment and what's needed in the future and what we heard from the participants that we interviewed. And there are certainly our opportunities for OEMs. One of the things that we consistently hear about is flexible machinery. Definitely continued to hear of this in each of the reports that we work on with PMMI. A machinery that can have quicker changeover, can be used for different sizes and can actually have some multifunction. Half of the companies that we talk to predict needing processing equipment and three of the four companies that we looked at are needing packaging equipment. And I'll just go through some of the equipment procurement needs. We'll get into some of this a little bit more detail and certainly the full report gets into detail even more. But as I said earlier, spending is increasing. The same procurement team for both processing and packaging is used with a central team of engineers and central procurement. Half of the companies we talked to, as I said, needing processing equipment and three out of four needing packaging equipment. And most two-thirds of this equipment is being sourced from US or domestic OEMs, just faster delivery, parts availability and service support that gets into a much greater detail in the aftermarket report that PMMI put out last year. So what are they looking for when they're procuring equipment? Total cost and quality certainly followed by ROI and service. Again, nothing greatly surprising there. There was interest in modular equipment for greater line flexibility and OEMs are most often involved at the onset of a product development. We'll get into that in a little more detail as well. Increasing product skews are driving that demand for faster changeover. We hear it exponentially growing. There's predictions of increasing automation and robotics for the five companies that we talked to have more than 100 product skews and over half of those people say, yes, they're going to continue to increase. The majority of companies measure OEE and look for reliable machinery to improve uptime. The companies, they're focused on increasing their level automation. This is an area that PMMI will look into in greater depth in the months ahead. Robotics being used now, it's significant, it's mostly at the end of the line. 94% of packaging operations and increasing predictions of adding more robotics where it makes sense and where operationally it makes the best improvements. The majority of the companies we talked to are using vision systems. They're using preventive maintenance now, using predictive maintenance now and three out of four companies allow at least some aspects of remote access although there still is hesitation and tendency of going into the cloud with data or allowing access into their plants remotely. It is something that we continuously hear about that it will evolve, it'll grow but there's a significant amount of people that at least in some instance have allowed remote access. Over the half of the manufacturers we talked to are looking for customized equipment and they really do look to the OEM for help with the integration. They need knowledgeable engineers to come and service that equipment and just have the ability to meet all the specifications that they're looking for. Factoring the future, what's that going to look like? It's going to run on big data using the whole IIOT that we continuously hear about in article after article of how to do it and where is it moving. It's improving the decision process and the planning process at plants. Two of the three companies that we talked to say that sanitation and clean in place takes the greatest amount of time when they're looking at changeover. Three of five of the companies we talked to manage both processing and packaging operations through a central engineering department. The synergy between processing and packaging now is becoming more streamlined and even operationally handled by the same departments. If we look at the level of integration at manufacturing lines now, over half of the companies that we interviewed have integrated their manufacturing lines. Almost equal between the processing part of the line and the packaging part of the line. Changes upstream certainly do affect downstream operations. Production volumes are affected. Maintenance and the timing of that is affected and just any type of sanitation that goes on downstream is affected as well. We talked about IIOT. It's helping companies to better manage production schedules, manage their resources and labor and schedule and plan their maintenance programs. Two of the three companies was interesting reported that they have 100% compliance with FISMA and the greatest challenge in that exercise and in that the work that they had to do to comply with FISMA was through the documentation. Half of the manufacturers we talked to definitely are exploring and testing new process technologies to continue to improve their food quality output and obviously eliminate contamination and long shelf life as well. When we look at and we talked to the people that we interviewed, we look to find out what are they looking for? What machine improvements are they focusing on and that they can bring that information to their machine builders? Cleanability, not surprising in this industry. It's certainly top of mind to adhere to FISMA laws and assure that no contaminants are entering the market and that their operations are as clean as possible. Flexibility and change over an operator safety is top of mind as well. Having standardized controls on the machinery to work in cloud with a voice recognition feature to retrieve operating information easily. I think that that was stated very well there at the bottom by the VP of Global Engineering at one of the leading food processors kind of taking a look at where they envision and how they're going to use the growing data that they're able to collect. So as I said earlier, end users are bringing in their OEMs and their machine builders and their suppliers early on in the process to help them with brainstorming, laying out what that application might be and how can they best bring their expertise to the table. There's certainly getting involved at the initial design. Last now when it's all the way down to component specification, the OEMs and the suppliers have been brought in much earlier in that stage to help them make more efficient machines and move through their changeover processes quicker and help them with any customization that they might be facing. Operational improvements in the next three to five years certainly do focus on increasing automation and as I said that's a topic that will get explored in much more detail in terms of what exactly are they doing in terms of operational improvements to add automation to their process and what does that mean down the line. Cost savings is also top of mind, that's not surprising. Labor reduction, that's why automation is increasing and the whole workforce development is another reason why automation is increasing as throughput needs to go up and we need to as we've heard from United Nations report be producing more food in the future. So when we looked at, we didn't get into this in-depth in this study because the brand protection and product traceability gets into the whole track and trace all the way through the entire supply chain. If you haven't seen that report it is quite thorough and it walks you through all the way from farm to table type tracking. One D barcode is going to continue to anchor this in the future for tracking incoming ingredients into the food manufacturers as well as tracking that through their process and through their distribution. Two D barcodes though it definitely is growing. It's growing faster in the pharmaceutical industry but it's also growing in the food industry because it can hold more information and have a greater level of traceability and it is the QR codes that interact with the consumer although from some of the findings that we have found QR codes are not being highly adopted and highly used by consumers but I think that that will continue to evolve as the information and what we look for in sourcing continues to grow. RFID it's more used internally. It's used at the carton level. The predictions of RFID never took off but it's certainly a technology that has its place mainly in internal tracking as well. So let's take a look here now really at building that relationship with the suppliers and between the end users and the OEMs and what they're looking for. As I mentioned earlier two of the three brand manufacturers that we talked to manage both processing and packaging operations through one central department. That departments are consisting of VPs of operations, production, engineering, manufacturing, plant director all play a vital role in keeping that line moving all the way from processing through packaging. And the majority of the companies also have a common procurement team that is both for processing and packaging equipment as well. So they're looking at the total operations of a food manufacturing facility both in processing and packaging and as I said earlier those are becoming more synergistic in terms of the people involved and the management that's managing that whole entire line. IIoT and data collection again it's for production schedules and resource and labor and maintenance. Companies are looking for real time data. They want a system that can integrate machines from disparate hardware, online measure losses and generate actions to fix them. They're looking for causes of downtime. They need to increase throughput and manage batch control, certainly optimize waste, hopefully eliminating waste where possible. Looking at raw material inventory coming in, productivity trend analysis, lots of different things. For labor staffing they're using this data for a whole host of things all the way down to scheduling their repairs and financial planning. So over half of the companies that we talk to are using customized equipment. They're moving to more strategic partnerships. Some of the companies that we talk to are decreasing their engineering staff there's more reliability and emphasis on building that relationship with the OEMs and leveraging what expertise is in the industry. They look to the OEM for a variety of services with integration, with engineering services particularly if their engineering department is decreasing. Knowledgeable based engineers, they need to meet the requirements and specifications for custom applications. And one interesting thing here too is willing to solve issues on all equipment. They were looking for OEMs to be able to come in and not only help them necessarily with the equipment that they're working on but have an understanding of the operations in the entire process and packaging lines. So if we look at what's ahead, certainly clean labeling, it's here, it's moving in that direction, ingredient modifications, the food processors are removing ingredients that might not be as healthy and replacing that with healthier choices and looking just towards healthier foods in general. So bridging that skills gap, it's something that PMMI is deeply involved in with other associations. It's national in terms of what's occurring. So we talked to these food processors about what they're doing to help bridge that gap between new entry engineers coming in and those leaving the workplace. So one of the things that they really talked about was training and developing training skills to be able to make up for that loss of experience. I was at a conference this week where it was very interesting presentation about Clemson University at the forefront of some of this training and really having the expertise in the processing and packaging industry helping to develop some of these training skills. It's very interesting something to think about in terms of how the OEMs are developing the materials that are going to help their machine users to transfer that knowledge from a new engineer to moving them to become a more skilled operator or a more skilled engineer. And some of the things that the industry is looking for is equipment that's easier to use, it's more intuitive, and certainly as I had said more training programs and details on the operation of that equipment and just a more standardization and simplifying of the procedures and processes on some of the machines that they're using now. So when we look at what's most critical in the years ahead, it's part of our conversation with them to just kind of focus them in on what are they looking at specifically and particularly product quality, it's top of mind, it's being driven by FISMA obviously. We heard that the majority of companies that we've talked to are FISMA compliant, those laws have been in place now for a while and many of them are in place in terms of the regulations that are being enforced. Operational efficiencies, it's always top of mind. And retaining skilled labor, in all of the conversations that we have and we do proprietary research as well, retaining and finding and training skilled labor is one of the top three that we consistently hear about. Maintaining product quality and consistency, certainly looking for replacing any unsafe ingredients as we've covered, minimizing any food risk, being able to track their product through, if they do find themselves in a recall situation, being able to get that data immediately and get those products off the shelf. Tracking incoming ingredients is an area where there is a gap in the tracking process and the industry is working on improving that and just getting raw materials during shortages. When there's a shortage of a material, it does open up the door for opportunities of crime and counterfeiting so managing those shortages and understanding where those materials are coming from is extremely important. And then just dealing with new product rollouts, finding that next great snack that consumers are going to want to have, that's what these food processing companies are looking for. And achieving operational efficiencies, certainly calculating OEE is important and they look to the machine builder to help them with those calculations and providing that data that's accurate and accountable. Footprints in the manufacturing facilities are getting more and more smaller, I should say, in terms of having the space available to increase capacity but still be able to meet demand. Maximizing uptime, that's a given that's what they're running at. They want to run with only minimal downtime, preventive maintenance scheduled in there. ROI is extremely important in helping them understand how to justify and increase automation, greater support in parts from offshore OEMs is certainly something that's on their top of mind as well. And as I already talked about, retaining and finding and training labor is at the top of their list as well. So opportunities to provide sanitary, intuitive and flexible machinery is what food manufacturers are looking for in the year ahead, even in the years ahead. They're looking for the highest sanitation equipment design that's possible, focusing on that sanitation documentation as well. Also, manual mandates require careful documentation of their cleaning procedures, so they're looking for that equipment that's easier to sanitize and document. And one of the interesting comments we heard too from one of the engineers was don't rush machine designs to the market to make sure that it does have the highest sanitary design that it possibly can have. And then also justifying the expense of automation through ROI so that they can upgrade to more automated machinery and have ROI that can justify that purchase as well. And assisting in helping them build that case for ROI and preventive maintenance. And intuitive automation equipment with improved longevity, they're looking for diagnostics and data sensors, intuitive tools and ways to save time and money, and again hearing simplifying machines so that less human air is entered into the equation. In flexible machinery and customization, we've talked about this. We hear it consistently. The word flexible is used synonymously with several different meanings just in terms of being able to have a variety of pack counts and sizes that they can move through the same machine, better design strategies that are needed just for the variance in sizes and styles and materials that they want to put through their machines and to really look at customization in this area as well. More standard communication platforms. We heard about the PACML as a valuable tool in standardizing some of these platforms. So I know that that is something that continues to move forward in the industry. So opportunities to form stronger relationships between the OEM and the food processing. They're looking for attentive customer service, certainly that's a given, strong product knowledge and interactive training in the years ahead. So they're looking for in terms of better customer service, educational programs, consulting services, understanding their regulations, helping them reduce the paperwork but also be efficient in terms of track and trace and production and validation requirements are needed. Expert product knowledge from OEMs on their own equipment to provide scientific proof that machines can reliably accomplish certain tasks, certainly under different types of machine usage and parameters. And one of the things requested was more rigorous testing and documentation at this stage so that they have assurance of the machine that they're looking at is going to perform in the way that they have anticipated. And to be able to share that engineering information and application stories that show productivity gains, preventive maintenance documents for all equipment is needed, what inspections are performed and how often do they have to do that, share information on equipment, especially on the longevity and the tolerance times of spare parts and when they're needed and how long they'll last. And providing upgrades on equipment that have already been done possibly at another manufacturing site and sharing those good practices and helping them gain that knowledge without having to start from scratch. Better technical training tools to assist the operator looking for more detailed instructions, videos, online training, anything that can help emphasize training and help them adhere to the cleaning protocols that are needed and any capabilities to reduce contaminants and how that gets done and how they transfer that knowledge from one to the next. Interesting, some of the interviews that we heard about and talked about in our interviews was scheduling more customer visits. End users were open to that, particularly if they have aging equipment to know how do they handle that in the future, how do they begin to plan for a succession of that equipment and how are they going to just take the time to understand the constraints and the complexities that the manufacturing plant floor faces. So to the end here, some of the things you'll learn in the full report, it gets into far greater detail exploring the trends in technology and clean labeling and healthier eating, equipment procurement and what functionality is needed and the regulations and standards. There's more information in here about FISMA, which we know is well underway, but it gets into a little bit more about challenging specifications that were needed in tracking incoming ingredients and then how that actually impacts manufacturing. So in also the full report, the nine food processing segment categories that we talked about earlier being bakery and beverage, confectionery, grains, dairy, frozen meat poultry seafood, which is shown here on the right, and fresh prepared and shelf stable. Each of these markets has a detailed example like I've shown here on the right for meat poultry seafood, which meat poultry seafood is getting a deeper dive study right now through PMMI's committee and that's a report that's going to be coming out in the next couple of months. But what you'll find in the full report on each specific product segment is their size, how it's broken out, what some of the food and the production trends are that are going in that particular industry. It looks at some statistical data. It compares value of shipments to the material costs in that specific industry. It also then compares the number of employees to the number of establishments and how that is possibly changing in each of these industries. Then it looks at CAPX spending and it compares it to least spending, which in some industries, and I won't get into the details here, but some of those industries are changing in terms of value of output and capital expenditures and leasing. Then each of the nine food segments has some of the consumer habits that are driving trends and changes in those industries. Then we give some examples of some food categories, some innovation going on in each of those industries. It's rich with information about each industry specifically and the value that you can get depending on which industry you're particularly looking at. Kind of the foundation behind this is we do continuously hear from the machine users and the food processors and the packages that they really are looking for their OEMs to understand their business better. Know what they're dealing with, know what their problems are, and some of this detailed information that you can find in the full report will really help give you an understanding of each of these industries in more depth. Then we also went out and we look at what is the industry saying, what are the statistics saying, what are our food regulators saying, and we compile this information into this report in a lot of the statistics that you've heard today. We have the references organized by each industry so you can go through that if there's more in-depth information that you're looking for or want to research something in greater detail that's organized very easily through this reference at the end in the full report. I do thank you for attending and listening in on today's food processing webinar. I'm going to turn this back over to Paula Feldman for any questions that were asked during the presentation and to give you information on how to download the full report as well as getting some of the fact-filled resources that the PMMI Media Group puts out. Thank you, Donna. There's some great insights you provided us on this report for the TransInFood Processing Operations. A couple of key points that I noted were the critical concerns being the product quality, the operational efficiencies and retaining skilled laborers, and then providing that sanitary intuitive and flexible machinery in the years ahead is what they're looking for. I'd like to open the session right now for questions. You can enter any questions you may have in the chat box at the left-hand corner of your screen. We do have one question that goes back to Slide 7, Donna. It was about what is the source of the wholesale value of the shipment data that is represented on Slide 7? From Slide 7? Well, that information came from the United Nations. So that was obviously not something that we talked to about in our interviews. All of the statistical data on the value of shipments all comes from the Census Bureau data. Unfortunately, our Census data does not stay incredibly trendy in terms of timeliness. But when you look at trends over time, that's what we're really looking at projecting is trends over time as opposed to year-to-year changes. So all those references do come from secondary sources. That's great. Thank you. Now, as Donna mentioned, we are working on a meat poultry seafood report that will be coming out in a couple of months. But before that, we will be releasing a global packaging trends report. We'll have a discussion on that next week at our ELC conference, executive leadership conference that's going to be held in Florida. And if you're not already registered, please quickly go online and register for that. And keep an eye out for the e-mail that's going to be talking about the global packaging trends reports, I would say, right after the ELC. So on behalf of PMMI, thank you for participating in today's webinar. We don't seem to have any other questions, Donna, but I do want to mention that this report is chock-full of information that was not able to be contained in today's webinar. So please go online at PMMI.org slash research to download the report. And as a final note, you will receive an e-mail today to complete an evaluation for the webinar. Let us know how we're doing, how quick can prove the webinars, how we did in today's webinar, and what topics you might like to see research done in the near future. And Donna, thank you again for your presentation. Thank you, everyone, for your participation. Thank you, Paula. Thank you, everyone. Have a great day.