 First of all, before we get started, I want to thank Chris. He's going to be our clicker person today. And then PJ Cartwright has volunteered her subscription website as part of our demo, too. So thank you, PJ. So Woo subscriptions, there are a couple of different plugins out there, but the ones we are talking about is the Woo subscription official plugin at the Woo commerce website. OK? That's the author of the plugin. And we're going to talk about why subscriptions important. If you guys were here in 2016, I spoke about recurring revenue. And subscriptions is a great way to do recurring revenue. Now, how many people currently have subscriptions they use today in their own site? OK, and how many have them they use for a client site? OK, great. So we are going through a lot of basics and concepts. Unlike your morning session, we're not going to be able to go into a lot of detail in setting it up, because we won't have enough time, because it's a lightning talk. But I will be volunteering tomorrow afternoon in Happiness Bar, and you can come find me if you need some help with subscriptions. But let's talk about subscriptions for a minute. Let's get a little history about subscriptions. You page down. So subscriptions, right? In April of 2017, 37 million visitors kept recurring visiting to recurring websites called subscriptions. That's amazing. The revenue from that has grown 800% on the World Wide Web. Who are some of our biggest players? We have, has anyone heard of Blue Apron? So some of our biggest food, chef type of subscription meals that come to your home is Blue Apron, Home Chef. HelloFresh, some of the three leaders in the industry. There's another one. My props. Nature Box. So my kids get Nature Box shipped in every other week with a bunch of healthy snacks. That recurring revenue for them has helped them grow substantially. OK, so category breakdown. Just to give you a little history of what's currently the biggest leaders in the industry is, as we can see here, we have food, lifestyle, kids, apparel, pets, and beauty. So if you want to take on subscriptions and you want to pick an industry or a new product or a market or a website to build, if any of you are PR marketers certified, you know that they talk about the four steps before you start anything. And that's research, plan, implement, and evaluate. And that is so important with this plugin because there are some very advanced things that you need to know to automate blue subscriptions. It's not for the lighthearted. You really have to be committed to this. OK, so I'm going to give you some resources when you get my slide so you can learn a little bit more about how profitable subscriptions and subscription-based websites can be. OK, so when you get the slides, you can come back and you can reference the Blue Apron case study. And that was a Harvard Business Review. And you can just Google this title. I'll leave it up there for a second if you want to write it down now. Subscription businesses are booming. Here's how to value them. So that article in that study talks about Blue Apron and how they were a new player in the market. They were looking to, it's something like a $800 billion food market, right? And they want to go and they want to go online. And they have had a lot of success. And then they've had some major pitfalls. And they've gone back and focusing on marketing, marketing, marketing. Because if you're going to be committed to subscription, just like Chris was just talking about, you really got to think through advertising, keyword analysis, getting people to your site, providing great customer service, being responsive, email marketing. You've got to keep that customer a lot of competition. Yes. Now that I got right from Forbes and Harvard Studies as the largest players right now in subscriptions. It doesn't mean that there's not magazine subscriptions out there, but they're not as popular in the whole worldwide web market. Yeah, I mean, we can have, I can show you a lot of studies on that afterwards at Tamara and Happiness Mar. We can talk about those different markets. There's just some great studies that show you can help you really figure out which play you want to make. The paper that I suggest you go reach is the Journal of Marketing Research paper. And that was, you know, you'll have a link there as well. And here it talks about statistical methodology so we can use to predict drop-off rates. And so a lot of those predictor drop-off rates all are correlated back to your responsiveness to your customers. If you're going to be online, you guys be active online. Okay, so one of the things you guys are going to see when you start learning about this particular plugin called Subscription, we have product and then just subscriptions. You go, what's the difference? You know, I don't understand the terminology. And so when we talk about subscription products, we're physically talking about a product that you're going to get shipped to you in the mail or you're going to make, right? And we're going to use this quilt as an example today because it's a physical item that we can touch and see. Did you know fabric industry is a $3.5 billion industry? It's huge. And what is, you'll find it's very, very popular if they will have block of the month. So for every month, for a year, they will ship this block as a kit, this block as a kit, this block. And at the end, you send them all together to make a quilt, okay? Huge market. And that block of the month is a 10 or 12 month subscription, right? And so you sign up and you can continue until you're done through that whole program. That's the same type of thing with the Dollar Shave Club. You sign up, but that's one product that you get every month over and over and over again. And I mean, if you don't know about the Dollar Shave Club online, you need to research it because it went public. It was phenomenal, okay? Phenomenal. Any of your snack boxes. And now I'll show you a slide. I'll show you an example in a minute. So let's go down. So basic subscriptions equals services when we talk about that concept. All right, so let me give you an example. All right, and this is web integrity. Like integrity, they're in Houston and they put their service model online. They teach WordPress. I'm not affiliated with them and I'm not recommending you go to them, but what I know they have on their website is their service packages. So because they have their service packages available for people to sign up online, you sign up as a service. Now you've subscribed into their program and they bill you automatically every month with your credit card. You get to use their services. That's the simplest way to explain what who subscription calls subscription services, okay? Or just subscriptions. Are we good? Okay, now the fun topic is subscription products. A subscription products is advanced. I call it advanced on their help text. It actually says complex, okay? So if you're gonna take and go down this method and pick a model to focus on as a business model or partner with a customer who wants to go online and do subscription, then I suggest you test, test, test, test, test. It takes time to learn it, all right? Let's go to the next slide, please. So let's talk about, let's break down the product subscription types. So there are simple subscription products. And here's an example. The Dollar Shave Club. So why is it simple? It's because you pick package A or you pick package B. Every month, you're in that program and you get the same thing and you don't have to change up what your order and your client already knows. One of the very important things that you guys learned about products this morning is inventory. That's the end. You can have a stock item or non-stock item. And the thing with subscription products, and so you wanna write this down, is that if you're gonna do a stock item and you're gonna buy package A the next month, everyone prior to today's sales plus today's sales is taking out of product A's inventory again. That helps you predict how many package A product solutions you're gonna need for next month. Does that make sense? It's always the same kit, the same product. It's simple. And if I have 100 subscriptions and I have five in stock, then I can fulfill 105, right? Are we good? Okay. The pricing structure for something like that is the same price every month for the subscription. You don't have to get too complex there. The most important thing for you to learn about subscription and products is that you could have different price models or price terms like you wanna take all the money up front, right? For a year-long hosting subscription soft services or in products or this quilt, you go into a quilt shop and they're gonna want you to sign up ahead of time for this program because they don't wanna get to month 10 of 12 and you have stopped paying them. And now they've got two months of a 12 month quilt. Who are they gonna sell that to? Right? So a lot of quilt shops will make you pay up front so that they know how much to cut and how much to carry each month. Does that make sense? Okay. So remember when we talk about subscription products that you need to set up and test your price models versus your product models inventory if you keep inventory and you test through your scenarios. The simplest thing is to have the same product, sell it every month at the same price and not prepay. Okay? Other than that, we consider that intermediate or advanced. So here's another example of a club. You could sign up, Kate Fassett, if I don't know who that is. Kate Fassett is like this phenomenal artist and he does all of these fabrics and clothes and major home improvement lines and just unbelievable decorating stuff and he's in the fabric business so he has quilts. He is one of the largest designers in the world. He's about 70 years old and he has books published almost in every country. Well, a lot of quilt shops will have an online subscription club, Kate Club, where you can go out, you sign up with them and every month you get a mystery box and in your mystery box are pre-cut fabrics from this awesome designer. That's easy. You sell a kit just like Dollar Shave Club. It's a mystery box. You don't know what's coming in but you know it's all part of his. It helps you with your customer control inventory a little better. Does that make sense? Okay, sit down. So on the back end, when we're looking at the setup screens, we have a couple different options. So what you're looking at right here is I'm showing you on the back end where you set up the option for a simple subscription. So that's the back end and you probably went over simple products and grouped products this morning. And we'll commerce, okay? So this is pretty simple. Now you can see behind this pull down, you can see that I've set up a three month program. It's paid upfront and there is no free trial periods. So we're gonna talk a little bit about that for a second. We're talking about synchronized renewals and free trial periods. What's really cool about the subscription business is you can say, I'm gonna give you a trial period of 30 days. Now that may not make sense in a physical product because you don't wanna ship a product upfront and then not get paid for it, okay? But it makes total sense if let's say you're offering hosting services or web design consulting services and you wanna give them 30 months or 30 days, I'm sorry, free trial before they actually have to pay you for your services, right? They can sign up. Once they've signed up and given the credit card, then you can initiate the trial period and then it starts kicking in every month after that. You know, there's a lot of statistics out there. I didn't put any in the slide show today but there's a lot of statistics about people that sign up for programs and then they're afraid to cancel because when they reinitiate the program in the future it'll be cost them more. So they will stay with you and if you can continue to build that momentum and get people to sign up with you, you need to obviously provide great service, communication and client retention. So another setting that you have here is you can do a setup fee. So in our example here with this Quilt program, okay? When we do an online product and there's gonna be a 10 month program for it, our customers who have subscription based WooCommerce sites, they get charged credit card fees from PayPal, Stripe or whomever. Well those fees, we require them to be a member of the site to get into the program and then we charge maybe $9 or $10 and that covers those fees. So a setup fee is a one-time fee that they have to become a member of the program to be able to buy any of the products or it may be a setup fee per product, per subscription product of a 10 month program. Does that make sense? We good? So that's just one example of how you can use a setup fee. They're very common. So you've got trial periods, you have setup fees and the durations of payments versus duration of shipments of the program. Okay. So now we are looking at a screen for the variable is arrow down. Next one. So variable subscriptions. What does variations or variable subscriptions mean? That means this quilts could come in blue, red or yellow. So light, a dark or a pastel program. Right? Now it could get much more complicated than just a 10 month program or making a class or a quilt or something of that nature. I mean you can imagine the depth and breadth of how you could use this to teach a class. You could have classes that as you attend a 10 month program for the class, different things are delivered to the customer. Right? But let's say that we get online and now we wanna buy a box from HelloFresh and we wanna pick exactly not prepaid meals or snacks even better than nature box snacks. We have 10 different snacks that come in there and you have to mix and match those snacks. So I'm at one of them. There is a website online. It's called red power bars, health bars and snacks and they use Woo subscriptions, Woo commerce and they use mix match plugin. That allows them to pick. Oh, I want three chocolate bars, four oats and honey and one cranberry raisin and put in my box for this month. That's very advanced, okay? Yes, yes. Well, I think online subscriptions today simplifies life. So if you have pets, it's a very popular for you to not wanna go to the store and buy dog food just because, oh my gosh, your husband told you at 11 o'clock at night, there's no more dog food. You better like scramble some eggs, right? If you can count on that to come in into the home every so often and fulfill a basic need that you have, I mean, and we should have done subscriptions. They'd still be like phenomenal and everyone's household today. They'd ship the box in, right? Instead of making people go out. But that's why we have the worldwide lab. That's our new storefront. So there's a ton of trends that show that people like especially millennials and Gen X. They like to buy online. They do not want to buy and physically stop and go to a store. There's older generations that like to go and touch and feel and the other products and then buy it. But I think especially in the United States, our lifestyle is so fast paced that we don't wanna stop and do a lot of that shopping. So it makes online shopping a new way for us all to grow. Is that an entry question? There's absolutely. There's absolutely products in like for example, I can't even think of it now. Red power bars competitor is, I can't believe I'm having a mind melt here but we buy some of these power bars online and have them shipped in because we have runners. Our kids are runners. So they want a higher quality products and they want specific flavors that they like and I don't wanna run to three stores to get it, right? Okay, so let's talk about variations real quick. In your pull down options for your products, you're gonna have the ability to pick a simple subscription or a variable subscription. A variable will allow you to have different variations of colors of your product that you're selling that's a kit or a 10 month program. Another example might be if you're doing hosting services and you want three price points, right? For level one, level two and level three, level one might just be a website that you provide for our general business. A level two might be an e-commerce site that takes more power, more space, more data, more pictures and a level three might be someone who has three websites with you and you wanna put them all on the same server. That's a variation of service. A variation of a product would be different colors with different setup fees and different prices and on the checkout, on the front end of the checkout, it looks very different. If we have time at the end, I'll show you some of that. Okay, so here in here is an example of two colors to this quilt and then in the next slide, I've drilled down and expanded one of the color ways and you can see all the settings that are similar to the simple subscription are also available in the variable subscription but for each variation, it becomes unique. Yes, so you might wanna just test it and start with like digital or a product. So you start with those two first and then within that, if you've upgraded a new version of WooCommerce, yeah, I'll look at it for you at the happiest part. Okay, so let's go down to the next slide. Okay, so let's talk about, we've talked about products and we've talked about inventory related to products and we've talked about examples of different types of products and concepts that you can do. I do know that WooCommerce has some showcase websites and I'm gonna outline a few of those that are also subscription-based in my follow-up slides for you. I just don't think we'll have time to go through them in a lightning talk but we are gonna talk about payment gateways really quick. So when it comes to subscriptions, you need to be open to a couple different ideas. First off, PayPal is your friend. There are a lot of people that like PayPal. They like to check out with PayPal. They either love it or they hate it. There's like no in between. And people will call a bar client and say, do you have PayPal, wanna pay with PayPal? And then we have other people who says, oh, I hate PayPal. So there's some benefits though to PayPal and there's some benefits to having Stripe and there's benefits to having manual. So I'm gonna explain those. The first thing about PayPal is when you go in to PayPal and you have a renewal that happens in PayPal and let's say it gets out of sync with Woo, you can literally go into PayPal, click on the right-hand side and have it reconnect over to Woo and update your status of those subscriptions to be inactive again. And this is a big deal because in subscriptions, there are hard lines. When something cancels, you cannot change that order back for that subscription back to active. So that's probably should have been my first warning slide of if you go down this path with subscriptions, monitor the status on a regular basis and do not let it cancel. In work orders, right, we sell something via an order, you can take it backwards from cancel to on hold, get a payment and put it back to active. You don't have that option when it comes to subscriptions. So you must monitor your subscriptions. PayPal will help you with that if you have a payment method set up with your client and you can come back and reactivate it through PayPal backwards. The second thing is PayPal takes Bitcoin. So if you guys are getting into blockchain services and you wanna offer that moving forward, PayPal is a quick way for you to be able to take and open a new market to that anyone who does payments in blockchain technology. PayPal has strong reporting and notifications to you. So a lot of times our clients sign up with our hosting services at Shazam Media and we offer credit card, square, stripe and PayPal. So PayPal for us is a beautiful thing. We have immediate notification with a lot more detail and the wonderful thing about PayPal is that with subscriptions being hard is that I can pick up the phone and I can get someone to answer the phone on the other side and when it comes to why did my payment fail? Authorize.net is another great interface for taking payments and they answer their phone and they walk you through why it failed. Okay, I don't have that listed here but everyone should know about Authorize.net. If you don't, it's a little bit more premium for your customers because they have to pay a higher price to have an Authorize.net account. They're paying something like $25 a month just to have it plus a percent. And depending what bank they use, that connector has to happen but the money goes straight into their bank and they have very strict rules but if they're doing high volumes it's worth it. So there's return on investments for everything. Stripe. So what I love about Stripe is they don't have to go through PayPal on the checkout. You just have your credit card that's seamless to them. None of this information, by the way, is saved inside of Woo subscriptions or Woo commerce. It's all saved over at your other third party whether that be Authorize.net, PayPal or Stripe. They're collecting the credit card information. You're not gonna have to worry about that security end of it for security breach but with Stripe, it looks seamless. They enter their payment information, they take it, boom it's done. The other nice thing about Stripe is that if someone calls you and says I wanna change my terms, there is a manual step involved and there's a major liability on your part if you do something wrong but you can actually go in and change the amount and reprocess the next payment at a different amount using Stripe and subscriptions, okay? All right, so what I'm gonna do is give you a link to the last slide about tips and techniques and one of the things that we recommend to our clients is setting up Square. Square is not a recurring type of method with subscriptions but it allows us to show our clients that we can take a manual method of payment that let's say they wanna hold the inventory, commit to the price, they call you and mail you a check or maybe they want to work out what debit card they're gonna use or what credit card they're gonna use but their credit card isn't available today it'll be available tomorrow. Having the option on the screen to have a manual checkout method to call will work and then you can invoice them through Square, okay? Now what we do, and there's some tutorials online and then I can help you in having this part if that's something you wanna entertain, you can use the check or the COD setting in subscriptions and you can convert that and change the title because who mails checks today? Not a lot of people mail checks for subscriptions. They might for a one time buy but not on a regular basis. I personally only at our company take annual subscription speed check because we're not gonna call every month and collect $95 for level one subscription and wait for a check. We want everything to be automatic because our job isn't accounting our job is hosting services, right? And website designers. But Square, you can either connect Square live if your client has a Square account or you can just indicate that by converting like the check field it allows you to use it for something else and there are some benefits and we'll subscriptions too because there's some PHP code they have that's available to you that allows you to change that up and display different things on the screen for that. Okay, okay, so subscription checklist. I don't know how I'm doing on time but here's some some gotchas that I wanna make sure everyone makes a note of. One, you wanna, if you use Stripe, let's just say this, if you use anything other than PayPal to take money in Woo subscriptions then you need to go into the instructions at Woo subscriptions and you need to read up about testing your site. If you created your site in development mode which we call staging it's a setting that you manually have to change back when you move your site from staging to live. So that's like really important like you wanna write that down and circle that on your paper. What I would do is if you're installing WordPress Woo commerce, Woo subscriptions do it in live first, make a copy and bring it down to staging then all your settings are right because we had recently figured out when we sold in four months I think we've had 200 of these 10 month program kits set self so we've been live for like four months which is like phenomenal. And in the first renewal month PayPal happened automatically and Stripe didn't happen at all like half the money didn't even come in and that's because we started in staging and moved to live. So there's some very specific instructions that if you've already started in staging and you activate accidentally in staging and moved to live and not vice versa you have to manually change the setting, okay? So that's your first thing to know. The second thing to know is if you're gonna use PayPal you must make sure that your PayPal client's email address that's registered as the primary is set up inside the PayPal setting in the gateway, okay? You can't mismatch that address. So for example, in our PayPal we have a primary contact and we have two other email addresses it must be the primary, okay? Third thing to know, this is a really cool feature that they just offered. If you go in and you wanna charge a shipping on a product so we have a lot of examples where we might send a product international and we figure out what all the international fees are gonna be, we charge those upfront in the first charge and it's inclusive of the whole program. There's a box that says is this shipping for, you know, fee included in the first month and you check it, yes. That's a big deal. Like if you go Google this you'll see a lot of help text in GitHub about how do you do this manually because it just became available like in the last year or two and it wasn't available feature before which really expands shipping quite a bit. It gives shipping options. You got discounts, you can take shipping every month or you could prepay shipping in a program. Which is really great for subscription options. One thing you need to know if you're gonna go live with subscriptions you need to spend a lot of time learning how to upgrade and downgrade your programs. You need to understand the price points in that so I'll give you a simple example. I have a client, they're in level one. Let's say they pay $95 a month. In level two, let's say they pay $200 a month. When they upgrade and downgrade between those two levels if I make that option available to them it's gonna figure out if you have different ways you can set it up. So you can set it up to charge them by the penny what the difference is between the two programs in that exact moment in time. And then you might get a phone call complaining about the calculation. You better know how to explain the calculation based on the number of days of this month versus the month of February which only has 28 days, don't do it. Just give them them to the end of the month and charge them in the new program and don't prorate because it's complicated and unless you're really committed to understanding, upgrading and downgrading in price and the charges for that, it's hard to explain and it's not worth if you charge $95 an hour an hour explaining it to someone over $10, right? So that'd be my suggestion that either way you need to understand how to upgrade or downgrade your products. Now the biggest use of this that I've seen is when I wanna change my payment processing let's say in this 10 month quilt program or a class, we teach in a class online or here today at a school and we're charged for paying for that class. Well, let's say they are paying monthly and then they get their tax return and they come to you and they say, oh, I just wanna go ahead and pay the whole thing off. You can upgrade them to a prepaid product you set up. So you can set up your products to have different price points. Does that make sense? All right, so understand, upgrade and downgrade features and then really cool is if you want you can change your free trial date to some other verbiage. So let's say you wanna collect the money for this class or this block of the month program starting in 2018 and it's in November of 2017 and you're taking that money up front. Well, it's not a free trial period. You wanna defer when the program subscription starts. That's not a free trial period, it's just a deferred period of when you're gonna take they signed up and they're gonna commit to pay on the first of the year. So you need to know how to change that verbiage and it's in GitHub, I also have a blog on my site where you can just copy and paste it into your functions PHP of your child and it will tell you how to change that verbiage free trial and in the example I have it says defer date, start date. So that's easy, but it is a global change. So we're changing it globally. If you're an advanced coder you could probably figure out how to do that per product but that's just the basic way I think to start. And you have that same option with the free sign up fee with the set up fee, you can change that verbiage and tweak it a little too. And there's some great GitHub PHP suggestions if you Google and search for that. And I have another blog that I'll make available to you on our site that you can do that. Okay, so payment, we talked about payment revenue versus subscription durations. And I wanna circle back to that real quick. Today in Woo subscriptions what you have available to you is very simple things. I'm gonna take the money every month or I can preload all the money into the set up fee and take it once before the program starts. There's not a lot of options for splitting your payment and your inventory durations. So you can't take a three month option easily of payment but the program goes for 10 months. If those are types of things that you might wanna offer, come see me at the happiness bar and I'll help you with setting some of those things up because those are gross areas that we need to vote on. So that's my last item here is go to Woo commerce and search on the right hand side bar the documentation and look for Woo subscriptions and vote on the things that you really want to see grow in this product because they're really good about adding those features. Okay, but making the payment terms separate from the duration of the subscription is probably the biggest. And that completes my lightning talk. Do you guys have any other questions? Yes, exactly. So let's just simplify it to this quilt, right? So we know we have credit card fees that we're gonna have to pay over that 10 month and we figured out what that was. So let's just say it was $9 or $10 for PayPal fees or strike fees. What we did was on the item, you wanna go to the front end of, you can just hit escape and tab over. I'll show you one of these sites real quick. So here is this shopping cart and if I go to shop and I go into one of these items, you wanna go into one item for me on the front end. What happens is I know that when you sign up to this program, I want you to be, I say you're gonna be a member. You have to be a member of this subscription program and you're gonna have a set up fee or a membership fee. So that's where you can tweak that little wording to say membership fee instead of set up fee or you can explain it in the description to the right of the product. So Chris has drawn, drilling down into one of the products that we're selling and over to the right you can see the Burbage highlighted in red. So we require a set up fee and that's a one time fee that happens on the first payment. Now, let's say I don't want to combine my set up fee and my first payment or I wanna synchronize all my dates for all my kids to hit on the 10th of the month, right? What I can do is it's really cool is you can use the free trial period to say one day. And so then the next day the program becomes active and it looks for the synchronization date and that's when it charges the first month. Personally at our company, we like all of our renewals to come in on the first of the month. So we set up defer that to the synchronization date and we don't combine the set up fee with our first payment and it's real clear to us when we look through our price points if we had the 9.95 that was a set up fee, someone registered. Does that answer your question? You know, that's how you have the option that's right. We, it is a one time set up fee and that's what we did based on the limitation of that program. Other than that, you're gonna have to embed that into your price point, right? And then you can do kind of shipping the same way. So you can have shipping up front or you can add shipping throughout the duration and now you have coupons that you can. So that's really nice because subscription is really grown into a matrix of different options and then you kind of have to chart it out. That's where we talk about test, test, test, test your scenarios, document your scenarios because based on how you apply the matrix it really gives you a lot of flexibility. Yes, okay. So the question is, you know, if it's a recurring cost on a regular basis would you set it up as a maintenance in a service in Woo? Yeah, so it's maintenance. So, I would say it depends how you sell. So we have a client that is a lawn. You know, she provides tree trimming with hurricanes. She has lawn service. She has design work, right? She uses Woo. And what we do is we set up her annual contracts as subscriptions and those are maintenance contracts, right? Absolutely because who wants to call and collect that annual fee? I mean, listen, when I talked the last time I was here it was all about make money while you sleep and this is the best way to make money while you sleep. And if you do your emails the right way you send them out on a regular basis once a month and you say we now are offering a Bogo service. You know, you get this package of maintenance plus maybe all your light bulbs change next month or spring cleaning or whatever that might be you can promote for them to sign up and they'll might read that like Chris and I do at two o'clock in the morning and we sign up for stuff because we're going through our emails and cleaning them out. So I am a big fan of setting up long term maintenance contracts either in a prepay with a long subscription or by the month. So authorize.net is like Stripe, okay? The difference is there's a lot of fancy articles about what it really means is like, you know, gathering money and when it's distributed but authorize.net connects directly to your bank and Stripe and then some of these other ones like Square collect it, hold it and then they automatically deposit for you. Authorize.net is just more expensive. Okay, Stripe is a great solution. Okay, there was the question over here. Yes. You know, so the set up fee, if I'm prepaying today I'm gonna take a spin on that to answer your question. Okay, oh, okay. So I'll take all the other questions let's let me answer this real quick. So the set up fee in this type of example if I'm prepaying for this whole program it's not refundable because they're halfway through the program. It's a physical product that needs required completion, right? If it's a service, that's the has depends on you. That's how you want to set it up for refund. It kind of, you know, refunding is a whole complex conversation about your payment gateway that you chose and we can talk about those options and happy as far tomorrow. Okay, well thank you guys, I appreciate it. That's it.