EP233 - Achieving a More Holistic Approach To Your PPC Marketing Efforts

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Hello, and welcome to this
week's episode of the PPC chat

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Roundup in today's episode.
We have Julie taken us on

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another great topic in the
community talking about

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achieving a more holistic
approach to your PPC marketing

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efforts.
So making sure that what you're

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doing is adding to all the
different marketing efforts that

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our business is doing.
So, yeah, I wasn't able to make

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this chat but it was funny.
It's like we, I was actually

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doing something that's very
similar was On a webinar talking

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about marketing budgets and how
paid search really has to work

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towards the whole marketing
budget.

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After a couple of years of big
three disruptors, we're talking

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covid, economic downturn, and
what was the third one?

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Oh was the third one loads of
new platforms.

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So there's Tick-Tock there.
Snapchat is YouTube shorts and

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and all these kind of you know
different new platforms to

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baffle marketers.
So like how do you really

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approached them?
Do you Russian?

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To them.
Do you test and learn, do you

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paused, you see where your
competitors are doing?

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So yeah it was it's definitely
all about who, you know, using

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your budget in a holistic way.
So yeah, I wasn't able to do the

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chat but I was doing another
child.

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I was very similar to that one
talking about marketing.

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Budgets were, I'm excited to see
what tips experts games about

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doing paid search in a holistic
way.

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Hope you enjoy.
Hello and a warm, welcome to

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this episode of the PPC chat
Roundup a podcast where I round

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up the Twitter discussion that
happens on Tuesdays at 5 p.m.

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GMT.
I'm your host, Andrew and I'm

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recording from my studio Hair
and London, UK and I use this

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platform to share not just
expert but also my ideas and

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considered best practices about
paid media and the direction the

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digital industry.
Tree is going in.

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So if you want to keep up to
date with my tips and tricks in

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the industry, and get the latest
on the podcast that has been

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called your go-to if you don't
make it to the PPC chat live

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discussions.
And even if you do then like

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follows share and retweets on,
that's right.

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Twitter with my handle the
marketing, a new join us on our

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LinkedIn Group, which is the PPC
chat Roundup podcast.

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Or if you're on Instagram, why
don't you check us out at the

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PPC, chat underscore Roundup to
get quotes and Snippets from

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previous episodes.
We have Julie taken us on

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another great chat about, you
know, holistic approaches to PPC

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marketing efforts and budgets
and how we make sure that we're

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working towards client goals.
Well, obviously, yeah, as she

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usually does, she's goes how we
doing.

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And we have a few of our usual
names in the audience today.

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We've got Julia, Vice Lords
chases.

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Well, Ryan, Scotland, I have not
heard of him and so yeah,

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welcome to the chat today, Ryan
as well as Michael a gum Burt, I

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Feel Michael Gambit.
I've heard of that name and I

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made Cobra, she's back, I've
been seeing her on Instagram.

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Her Instagram profile is.
She's really doing great stuff.

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They're doing Brown also as
well, joins us and yeah, many

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more names.
I'm sure we'll get to them at

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some point before we get into
the chat as usual.

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We have Judy green, her PSA
saying that before we get to the

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questions, this chat is intended
for PPC, Professionals of all

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levels.
If you have something, You want

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to share, please.
Do we are a friendly and

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supportive Community.
Please don't be afraid to

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participate, lurkers.
And the listeners of the podcast

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are, of course, always.
Welcome sir.

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Yes.
Thank you all for being here.

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And so, yeah, I'll get right
into it because I feel they were

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loads of not loads of questions,
quite do, you know the normal

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amount?
I think five, or six questions

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when loads of answers given.
So it was a very interactive

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chat today.
Julie, first starts us off with

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the question.
Let's get an idea of Who is

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participating today?
Are you an agency, a consultant,

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a freelancer or in-house PPC if
your agency or in-house?

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What level are you in the
organization?

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And I was seeing these
questions.

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I wasn't able to join.
Why did like peak in some of the

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questions when I co-host of the
webinar was talking and I was

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like how about those who work in
Tech?

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But I feel like there was no
there was no ticket check box

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for people working in Tech hair.
So yeah, lots of either in-house

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or freelancer or agency or being
a Salton Sea of real answer.

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I do some Consulting, the into
the side, a little bit, but

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mostly working with Marine
software, at Villa response to

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question.
One saying, hi everyone.

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I'm an agency owner and a social
media advertising.

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Consultant Andrew goes, yes, I'm
a longtime Facebook ad, buyer

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who also runs an agency sales
courses, and runs the community,

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sponsoring this chat, the
Foxwell Founders, that

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corresponds consultant
specializing in omni-channel,

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customer acquisition and
revenue.

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Generation PS joint, super late,
but nevermind. - oh look, I just

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started reading the replies so I
didn't notice Ali quilter

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response agency co-owner about
two years in row response.

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Little bit of column a little
bit of column B.

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Recently started a new position
at a global agency as a search

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strategist, one client.
Prior to this, I was at a

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smaller agency and was managing,
25 clients.

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Who that spread too thin.
In my opinion, Nicholas long,

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ski response.
Hi everyone.

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I'm an in-house, PPC.
And private.

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PPC consultant, right?
As I'm a freelancer and have

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been for three years, Martha
Pierce goes, hey Ryan, great to

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chat with you today.
And say, yeah, I'm also the solo

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agent, I partner with Brands and
individuals at the executive

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c-suite level.
Typically, when working on a

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project basis, we also have
delivers responding saying I'm

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agency.
I'm a director now the focus on

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digital and performance
Excellence for the West Coast

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team and then yeah, we got Julia
herself going.

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I'm a consultant and Michael
Gumbo's response in house, paid.

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Media for large multinational
corporation in a highly

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regulated industry.
Michael.

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Give your a ones or a 2's.
I hope he doesn't go off script

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by not putting what a question
is answering.

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I mean, Cobra goes, I own my
agency right now.

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I manage accounts for clients.
Lawrence Chase goes, I am in

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between an agency and
freelancer.

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I guess I have some folks who
helped me but I try to keep

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things small.
Still I am the owner though and

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practitioner we then have
Sophie.

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Logan, My Friend, Sophie good.
Head of paid media for an

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agency.
Have worked, both in-house and

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agency side though.
Sean Ellie going agency started.

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My own little agency, almost two
years ago now, time flies,

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Melissa Mickey, goes agency,
director level being agency

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side, since 2007.
So yeah.

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A lots of agency people and
consultant and even Sam Graves

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here, agency.
And consultant Journey takes us

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on to question 2.
How are you measuring the

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success of your PPC efforts?
These days.

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Are you also A privy to metrics
for other marketing channels.

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If so, which channels do you
have insight into a gorilla

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respond saying, if we are
hitting our clients goals

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example, for e-comm revenue and
rowers.

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And for my agency, if we're
hitting our revenue and

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profitability goals, I'm often
privy to other marketing channel

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metrics as it's informative to
our paid social efforts to

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perfect.
Actor, goes to be honest, it's

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lucrative to see immediate
rowing, but I see at the

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lifetime value and Revenue
retention metrics.

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I'm going heavy on cost Channel,
Omni working heavily on Native

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in December, like outbrain,
tabula, rasa, Monta, Etc.

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Apart from this, I'm looking
into B2B abms as well as a

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response to give it a better
term for funnel, marketing and

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full cycle sales, hanging out in
a huge group of business owners.

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So getting new insights, a daily
on the contrary to PPC.

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I'm super influenced with text
based Outreach and Hurting leads

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to Deals.
Ryan respond saying having

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regular ketchups with clients to
get a better picture behind the

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conversion numbers.
We see in Google ads, not all

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clients, want more leads.
Either the only way we get to

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understand their vision of
success is through chatting,

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Michael long ski response, a
maybe it's not like this

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everywhere, but I'm privy to all
marketing channels.

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My title is officially manager
of demand generation which spans

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more than just PPC we use.
CRM as our source of Truth mixed

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with analytics and data.
They close continue saying.

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I work with my data scientist
team to build custom streams of

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data into propriety dashboards.
We are working on implementing

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mixed-media modeling in 2023,
Julie response.

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I think I speak for a lot of us
when I say write up what you're

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doing would love to learn more.
Absolutely that looks as

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holistic as you can get with
some you know like a paid search

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strategy, my necklace goes I'd
love to write about it one day I

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die.
Definitely will online.

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Advertising Academy goes nearly,
everyone wants to see.

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Roey metrics leads cost per
lead, sales revenue rowers, Etc.

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Even top of funnel needs to
contribute to these beginners.

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Need to quickly focus on these
and not get lost in 20 other

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kpis as the main focus CTR.
Quality score of time.

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Ization scores Etc.
Martha Pierce response question

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to saying there is no
one-size-fits-all answer but

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there is a right path.
This is a Pol, pot's, answer one

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first, except to admit that your
platform data, Facebook Tech,

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talk Google isn't showing you
the full picture and Google

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analytics isn't either to be
willing to stack.

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All of your kpis up across all
platforms.

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And look at them relatively to
the total revenue and results

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that you're bringing in.
I use Google Sheets to do this.

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This shows me how much Facebook
in particular is over reporting

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and they are, and she continues
finally sane invest in a third

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party.
Attribution tool like North beam

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or triple whale both are great.
Each has its own way of

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displaying data trial each and
determine what is actually going

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to be your source of truth going
forward.

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Great minds Julie.
And we have Melissa responding

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to question two saying, we try
to measure the same way the

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client is it.
It's leads and que eles sql's.

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Etc.
We do a lot of importing from

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Salesforce or hop spot.
We then have immediate To

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question 2 scene.
We try to work closely with

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clients to figure out what
success really looks like to

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them.
So when it comes to measurement,

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it depends on what success looks
like.

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For them, it could be leads,
sales, Etc.

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Ali culty response to question 2
saying we focus on site actions

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but some clients that easy like
with live event regulations and

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for some that's a little harder.
We work with clients to

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determine what the most valuable
online action is.

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We don't tend to To get inside
on other tactics outside of what

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it is in GA, Julie, then
response to question 2 saying,

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yeah, we have to decide on your
sources of Truth and go with it.

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These days we don't get complete
or even terribly accurate.

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Info from platforms and
analytics has its own issues.

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I love to get as much info as I
can about the entire marketing

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program.
Julie then continue saying

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knowing what promotions are
going on outside of ppc's

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important.
Especially if you're running

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brand campaigns.
I follow client accounts and

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subscribe to their emails, so I
can see what they are doing

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directly.
I will respond saying you live

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in a multiple touch point to
conversion world and it's

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important to not always Silo
your data, but also look at the

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big picture of how and where
your efforts play a part.

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We then have Julie advice
responded to question 2.

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Saying we measure based on
client success in a lot of cases

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for us that's website.
Actions of foot traffic.

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Not so much e-comm goals.
We do a lot of safety and

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persuasion campaign, so
sometimes we can't measure in

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real life.
Success, until the following

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year, shown any response team
success changes by platform

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campaign strategy, and client
could be Impressions clicks EPA,

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rowers, mer, Etc.
I would say the two biggest we

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use our R OS and CPA learns.
Chase response to question 2

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saying that is a big question
and it depends on the brand.

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The decides our typical data
with larger Brands, we have

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loads of data and we can use bi
software to pull everything from

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cost of acquisition lifetime
value, payback periods, Etc.

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It's so brand specific.
Martyr your response to that

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same great Point here, which bi
software do you use?

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Learns goes, I have used a lot
of them in my 25 years from

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Oracle business objects, Tableau
Etc, Martha goes, yeah, nice.

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I love Tableau personally but
I'm Recently, using looker data

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studio?
Is that what it's called?

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Now look at data Studio instead
of Google, they just, you know,

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just data Studio.
Oh well, Brandon issues Lawrence

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response to that.
We use that for a couple Brands.

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Now it is pretty popular.
I have only had one brand, who

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uses looker data Studio
currently.

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And then we have circular again
responding to question Tuesday.

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00:13:15,800 --> 00:13:19,400
In a big Focus for me.
B2B Legion is on lead to sail

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rate.
A lot of the accounts I take on

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are moving from the They of how
many leads they get to how many

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quality leads they get.
Absolutely.

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It's not just about throwing
volume.

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It's about making sure you get
the right leads.

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Shown any response to that same
quality is always big, but

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depending on the client can be
really difficult to get that

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info.
So, if he goes painfully, so I

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take the winds.
I see in the accounts with a

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pinch of salt, my satisfaction
comes when I know that they've

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become a new pane customer, and
we have Ashland clock.

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Responding to question 2 saying,
being primarily in lead-gen CPA

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and conversions, are the main
metrics we optimize for we don't

256
00:14:00,700 --> 00:14:05,100
get too much insight into other
channels but we do try to ask

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00:14:05,100 --> 00:14:08,700
clients about pain points
initiatives, Etc.

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Outside of our project scope so
that we are somewhat in the loop

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00:14:14,200 --> 00:14:15,600
you leave.
Then gives another answer to

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00:14:15,600 --> 00:14:18,500
question to say, knowing what
promotions are going on.

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Outside of PPC is important to
especially if you're running.

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00:14:23,100 --> 00:14:25,300
Campaigns.
I follow client accounts and

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00:14:25,300 --> 00:14:29,500
subscribe to their emails as
well as their competitors so I

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can see what they are doing.
Directly Martha girls.

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00:14:33,600 --> 00:14:35,800
Yes, absolutely.
It's important to understand the

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00:14:35,800 --> 00:14:39,400
entire picture of performance
promotions, email subscribers

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00:14:39,400 --> 00:14:44,300
rates and email or SMS strategy.
Paid media is inclusive of all

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00:14:44,300 --> 00:14:48,000
marketing tactics, pretty much.
And in response to Julie, where

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00:14:48,000 --> 00:14:51,000
Julie had answered question to
saying, you have to decide on

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00:14:51,000 --> 00:14:53,900
your Source or sources of Truth.
And go with it.

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00:14:53,900 --> 00:14:57,400
These days, we don't get a
complete or even terribly

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00:14:57,400 --> 00:14:59,300
accurate.
Info from platforms and

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00:14:59,300 --> 00:15:03,400
analytics has its own issues, a
guerrilla response to that

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00:15:03,400 --> 00:15:05,100
thing.
We live in a multiple touch

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00:15:05,100 --> 00:15:08,900
point to conversion world and
it's important to not always

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00:15:08,900 --> 00:15:13,100
Silo your data, but also look at
the big picture of how and where

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00:15:13,300 --> 00:15:16,600
your efforts play a part.
We then have Duane Brown

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00:15:16,600 --> 00:15:18,800
responded to questions.
Hussein looking at Google

279
00:15:18,800 --> 00:15:22,900
analytics also clients e-comm
back and if they are not

280
00:15:23,100 --> 00:15:26,900
Shopify, we talked about how the
business and Market places,

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00:15:26,900 --> 00:15:31,100
usually Amazon is doing on our
team calls.

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00:15:31,300 --> 00:15:34,200
Sam their response to question
two saying depends on the client

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00:15:34,200 --> 00:15:38,000
but in almost all cases.
There is have a single source of

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00:15:38,000 --> 00:15:39,900
truth.
Plus cork API set.

285
00:15:40,100 --> 00:15:42,500
Usually volume Target,
efficiency, Target plus

286
00:15:42,500 --> 00:15:46,600
Benchmark for lead gen.
It's usually sqlplus deal Value

287
00:15:46,800 --> 00:15:50,700
Plus cost per sq.
L acquired e-comm is equals to

288
00:15:50,700 --> 00:15:54,500
profitability Target.
It continues to be super clear

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00:15:54,500 --> 00:15:57,000
on e-commerce.
It's usually a contribution

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00:15:57,000 --> 00:16:02,500
margin times, Target, IE, gross,
revenue - cogs cost of goods.

291
00:16:02,500 --> 00:16:07,400
Sold returns allowance -
incentive over discounts -

292
00:16:07,400 --> 00:16:12,300
transaction fees - delivery+
Insurance - cost per acquired

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00:16:12,300 --> 00:16:15,700
consumer, plus a baseline or
Benchmark.

294
00:16:15,700 --> 00:16:20,500
Plus a total contribution margin
goal as a lot of pluses in might

295
00:16:20,500 --> 00:16:22,800
be just worth going to time,
Sam's profile and read.

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00:16:23,000 --> 00:16:26,200
How you put that all together?
We don't have Julie taken us on

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00:16:26,200 --> 00:16:28,500
to question 3.
Saying if you have access to

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00:16:28,500 --> 00:16:32,300
data from outside of PPC, how
are you using it?

299
00:16:32,300 --> 00:16:37,200
To influence your paid search
and or paid social efforts at a

300
00:16:37,200 --> 00:16:40,000
response to this saying?
Yes, I do have multiple data

301
00:16:40,000 --> 00:16:44,200
sources, but the idea is how to
analyze and deduce actionable

302
00:16:44,200 --> 00:16:47,400
steps from it.
I'm working on streamlined

303
00:16:47,400 --> 00:16:51,000
process to Crunch down different
data points to be used.

304
00:16:51,100 --> 00:16:54,600
I divided the data points in two
different Different variables at

305
00:16:54,600 --> 00:16:59,100
each step and response saying,
always looking at post-purchase

306
00:16:59,100 --> 00:17:04,599
surveys like kn0 Commerce.
That's a handle kn0 Commerce to

307
00:17:04,599 --> 00:17:08,599
make determinations on what
other levers, we can pull in our

308
00:17:08,599 --> 00:17:13,000
core channels that and looking
at the reverse as well using

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00:17:13,000 --> 00:17:16,800
creative learnings in one place
and transferring them to others.

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00:17:17,000 --> 00:17:19,599
Martha Pierce response saying, I
love this questions.

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00:17:19,900 --> 00:17:22,800
There are so many options
recently a brand.

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00:17:23,099 --> 00:17:27,000
Had increased its revenue of
subscribers by 40% and wasn't

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00:17:27,000 --> 00:17:30,600
acquiring enough email.
So paid strategies shifted to

314
00:17:30,608 --> 00:17:33,600
support.
Even more email, acquired, much

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00:17:33,600 --> 00:17:37,900
generated plus, 30% more Revenue
month on month in two months,

316
00:17:37,900 --> 00:17:41,500
for Less dollars and doing Brown
response to question.

317
00:17:41,500 --> 00:17:43,500
Three.
Same forgot to add looking at

318
00:17:43,500 --> 00:17:46,500
Google.
Search console for a to data is

319
00:17:46,500 --> 00:17:50,900
good to spot gaps in Market
example, site search data can

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00:17:50,900 --> 00:17:55,100
give you keywords to bid on or
Products customers want to buy

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00:17:55,100 --> 00:17:59,400
but you don't sell Melissa me.
He responds to question 3 saying

322
00:17:59,400 --> 00:18:02,900
we are using imported
conversions for smart bidding.

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00:18:03,100 --> 00:18:06,900
That way we can optimize for
what's most important to the

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00:18:06,900 --> 00:18:09,600
client she continues.
We also look at how other

325
00:18:09,600 --> 00:18:12,500
channels impact.
PPC, for example, a client

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00:18:12,500 --> 00:18:14,500
recently posed, top of funnel
channels.

327
00:18:14,800 --> 00:18:18,300
We saw a decrease in search
conversions as a result, need

328
00:18:18,300 --> 00:18:21,600
all stages of the funnel for
Optimal Performance.

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00:18:22,200 --> 00:18:24,900
And then we, Julia voice
responding to question 3 saying

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00:18:24,900 --> 00:18:27,800
we have access to all
traditional media Partnerships

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00:18:27,800 --> 00:18:31,200
and event data.
So we use an omni approach for

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00:18:31,200 --> 00:18:34,900
promos sales and education.
Plus I'm on a big team, more

333
00:18:34,900 --> 00:18:38,300
brains are a big resource.
Lawrence response to question

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00:18:38,300 --> 00:18:40,700
three same data outside.
PPC is really important.

335
00:18:40,700 --> 00:18:44,500
It guides our planning and
budgets very industry-specific

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00:18:44,500 --> 00:18:46,800
as I try and think how to say
it?

337
00:18:46,800 --> 00:18:51,000
Well Medical industrial
entertainment, ecomp all have

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00:18:51,000 --> 00:18:52,900
different things we would want
to.

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00:18:52,900 --> 00:18:56,400
To look at in the back end.
Julie, then response to

340
00:18:56,408 --> 00:18:58,700
question. 3 herself saying my
favorite kind of data is

341
00:18:58,700 --> 00:19:02,500
feedback from the client.
I do mainly lead gen and talking

342
00:19:02,500 --> 00:19:05,800
about the quality of the leads
and any Trends.

343
00:19:05,900 --> 00:19:08,200
They are seen in the leads helps
shape.

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00:19:08,200 --> 00:19:12,700
What I want to test in my PPC,
efforts delivers response, non

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00:19:12,700 --> 00:19:18,600
RFP contract, renewals are the
best data of also not RFP.

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00:19:18,900 --> 00:19:20,800
You renew the contract to show
that.

347
00:19:20,800 --> 00:19:22,800
Yeah, you were doing well, all
all.

348
00:19:23,000 --> 00:19:25,500
Long.
So that's the best feedback to

349
00:19:25,500 --> 00:19:29,100
get Shelly response to question
3 saying for some clients we get

350
00:19:29,100 --> 00:19:32,400
lead quality data and Lead
conversion rates lead to

351
00:19:32,400 --> 00:19:36,700
customer that we can use to
project Revenue especially for

352
00:19:36,700 --> 00:19:41,500
long buying cycles that allows
us to get more real-time data to

353
00:19:41,500 --> 00:19:43,700
make decisions will advise
response.

354
00:19:43,700 --> 00:19:48,100
Lead scoring data is so helpful
to be able to measure lead

355
00:19:48,100 --> 00:19:51,900
quality as Sophie was speaking
about earlier, on Sam response

356
00:19:51,900 --> 00:19:54,200
to question three saying,
Easiest option is always

357
00:19:54,200 --> 00:19:58,700
convergent input, IE and hands.
Conversions Facebook conversion,

358
00:19:58,700 --> 00:20:01,700
Import in Google ads, but I'm
always surprised at how

359
00:20:01,700 --> 00:20:05,400
infrequently it's used, but can
also be super helpful in

360
00:20:05,400 --> 00:20:10,000
determining incrementality plus
cannibalization some continues

361
00:20:10,000 --> 00:20:12,600
response to this game for larger
clients oniy.

362
00:20:12,900 --> 00:20:16,700
Those that sell into traditional
retail d2c data plus consumer

363
00:20:16,700 --> 00:20:20,900
data can be used to generate
synthetic data sets in order to

364
00:20:20,900 --> 00:20:25,100
better model what's happening?
In retail Sam continues if

365
00:20:25,100 --> 00:20:27,600
that's not your thing.
Overlaying additional public,

366
00:20:27,600 --> 00:20:31,700
datasets IE back-to-school
weather patterns, major events,

367
00:20:31,700 --> 00:20:35,500
plus holidays, can often reveal
interesting patterns in buyer

368
00:20:35,500 --> 00:20:39,800
behavior that can inform future
campaigns or efforts.

369
00:20:40,400 --> 00:20:42,900
And then we have Michael
responded question 3 saying, I

370
00:20:42,900 --> 00:20:47,100
use it, a lot of different ways
chiefly to First, make sure we

371
00:20:47,100 --> 00:20:50,700
aren't working against one
another and then to try to

372
00:20:50,700 --> 00:20:54,400
amplify where I am.
I am able and then Julie

373
00:20:54,400 --> 00:20:56,300
response to Melissa when Melissa
had said that.

374
00:20:56,300 --> 00:20:59,100
We also look out at how other
channels impact.

375
00:20:59,100 --> 00:21:02,500
PPC, for example, a client
recently posed, top of funnel

376
00:21:02,500 --> 00:21:06,300
channels, we saw a decrease in
such conversions as a result and

377
00:21:06,300 --> 00:21:08,600
this is exactly what I was
talking about in terms of the

378
00:21:08,600 --> 00:21:12,000
worry of Twitter.
And we have people stop doing

379
00:21:12,000 --> 00:21:15,600
Twitter advertising because I'd
recommend that to be very much

380
00:21:15,600 --> 00:21:17,800
top of funnel.
And those kind of top of funnel

381
00:21:17,800 --> 00:21:22,300
activity will like definitely
like Melissa has explained hair

382
00:21:22,300 --> 00:21:26,000
and and Given an example of will
definitely affect such

383
00:21:26,000 --> 00:21:28,600
performance and Julie response
to that great point about

384
00:21:28,600 --> 00:21:31,800
knowing things that get posed
outside of PPC.

385
00:21:31,800 --> 00:21:36,400
Sometimes we see big shifts in
the PPC side of things and it is

386
00:21:36,700 --> 00:21:41,000
helpful to know if something was
launched paused or if there is

387
00:21:41,000 --> 00:21:45,000
massive news coverage, set up
Google alerts for the news

388
00:21:45,100 --> 00:21:49,300
coverage side.
Yes +12 Google Alerts and we

389
00:21:49,300 --> 00:21:51,500
have Ashton responding to
question three, saying, if we

390
00:21:51,500 --> 00:21:55,500
can access content, Or resources
that other channels are using.

391
00:21:55,500 --> 00:21:59,400
We try to incorporate messaging
from them into our ads, as well.

392
00:21:59,400 --> 00:22:01,500
Our love and integrated
strategy.

393
00:22:01,900 --> 00:22:04,700
We build this into our initial
ad copy anyways.

394
00:22:04,700 --> 00:22:07,400
But double-checking with the
client helps ensure we're

395
00:22:07,400 --> 00:22:12,100
aligned across all channels.
Continuing Ashton response also,

396
00:22:12,100 --> 00:22:15,300
if we see certain pages
performing better than others in

397
00:22:15,300 --> 00:22:19,600
Google analytics, we may add it
as a site link or landing page

398
00:22:19,600 --> 00:22:23,300
for higher funnel campaigns.
Our agency has an S Your team

399
00:22:23,300 --> 00:22:25,800
to.
So we'll work with them to fill

400
00:22:25,800 --> 00:22:28,800
in any gaps in each other
strategies as well.

401
00:22:29,200 --> 00:22:33,400
So after all that very amazing
helpful advice from question 3

402
00:22:33,400 --> 00:22:35,500
actually one more for Sophie
before I go on.

403
00:22:35,800 --> 00:22:38,000
So if your response to question
3 saying feedback from the

404
00:22:38,000 --> 00:22:41,100
client is invaluable for me, I
like to know how the direct

405
00:22:41,100 --> 00:22:44,600
report is feeling about
performance but also the wider

406
00:22:44,600 --> 00:22:48,100
team and especially sales then
Julie takes us on to question,

407
00:22:48,100 --> 00:22:51,800
forcing are you stuck in a PPC?
Sylar if so what is your biggest

408
00:22:51,800 --> 00:22:55,300
frustration with?
Being siloed or and knowing I

409
00:22:55,300 --> 00:22:58,700
hate when I'm stuck in a silo,
extra response, not in Silo, but

410
00:22:58,700 --> 00:23:01,500
I'm in both sales and marketing
and the biggest frustrations I

411
00:23:01,500 --> 00:23:05,700
have is when they debate, I
can't pick sides Bless but it

412
00:23:05,700 --> 00:23:08,800
helps me to understand all the
revenue Jen processes and

413
00:23:08,800 --> 00:23:10,500
operations.
I like it.

414
00:23:11,000 --> 00:23:14,700
I don't know whether they're you
should be upset about, you can't

415
00:23:14,700 --> 00:23:18,000
pick sides because the
importance, I think is to be

416
00:23:18,008 --> 00:23:21,000
able to understand where
marketing is coming from and to

417
00:23:21,000 --> 00:23:24,200
be able to also understand where
sales is From, as well as such

418
00:23:24,200 --> 00:23:27,200
should be a conversation, a
discussion, finding a middle

419
00:23:27,200 --> 00:23:31,900
ground, not about taking sides,
that is what a silo is, a silo

420
00:23:31,900 --> 00:23:34,800
is about taking sides.
So if you don't have, we to take

421
00:23:34,800 --> 00:23:39,300
sides act, I think that's great.
Not a downside, Ryan response

422
00:23:39,300 --> 00:23:42,100
saying no, not siloed, but it
can be tricky to know where to

423
00:23:42,100 --> 00:23:45,800
draw the line in how much I help
with my background in search

424
00:23:45,800 --> 00:23:49,200
marketing, SEO and PPC.
But I can also get dragged into

425
00:23:49,200 --> 00:23:53,800
email marketing, social excetera
Martha, Ponce to question for as

426
00:23:53,800 --> 00:23:56,700
well as in personally, I'm not.
I stepped away from media buying

427
00:23:56,700 --> 00:24:00,000
because I realized my passion
and greater skill came from

428
00:24:00,000 --> 00:24:03,800
different software techniques.
I think siloing can stem from

429
00:24:03,800 --> 00:24:06,300
lack of communication across an
organization.

430
00:24:06,500 --> 00:24:10,200
She continues to give context I
help primarily women scale their

431
00:24:10,200 --> 00:24:13,700
businesses or start from scratch
and generate Revenue quickly

432
00:24:13,700 --> 00:24:17,000
without a lot of overhead.
Sometimes, they're not even

433
00:24:17,000 --> 00:24:19,700
spending on paid in the first
few months while they aligned

434
00:24:19,700 --> 00:24:24,100
strategy, which is a good thing.
And they've Gallegos response to

435
00:24:24,100 --> 00:24:26,200
question forcing while not
completely siloed.

436
00:24:26,200 --> 00:24:29,400
A lot of places don't measure
incrementality between channels

437
00:24:29,700 --> 00:24:32,100
very frustrating.
Julia voice response.

438
00:24:32,100 --> 00:24:34,900
Not so much now but I really
didn't like that.

439
00:24:34,900 --> 00:24:38,500
My expertise had a ceiling and
while I could recommend other

440
00:24:38,500 --> 00:24:42,100
things, it was ultimately budget
that went to another team.

441
00:24:42,300 --> 00:24:45,500
Not a great experience, it
didn't last learns.

442
00:24:45,500 --> 00:24:48,800
Chase response to question for
saying no I work as a marketing

443
00:24:48,800 --> 00:24:52,600
partner versus just a PPC
partner for most of my clients.

444
00:24:52,700 --> 00:24:56,600
Get asked about everything from
emails to catalogs depending on

445
00:24:56,600 --> 00:24:59,200
the Brand's.
Thankfully, I get to look at the

446
00:24:59,200 --> 00:25:02,800
whole picture, which is very
helpful and then we have Michael

447
00:25:02,800 --> 00:25:06,000
responded question, forcing kind
of I'm only working in PPC.

448
00:25:06,000 --> 00:25:09,300
That being said, I interact
frequently with counterparts

449
00:25:09,300 --> 00:25:12,500
across the spectrum of marketing
activities and I'm asked

450
00:25:12,500 --> 00:25:15,700
frequently for strategic view
points, that's a very good

451
00:25:15,700 --> 00:25:18,100
position to be in.
Sean Daly response to question

452
00:25:18,100 --> 00:25:21,200
forcing somewhat but we do our
best to report on complete

453
00:25:21,200 --> 00:25:24,600
numbers and not just people.
PC, as well as explaining how

454
00:25:24,600 --> 00:25:28,800
each Channel works together, but
clients can get stuck on rowers,

455
00:25:28,800 --> 00:25:31,700
or CPA.
And as we are often times, the

456
00:25:31,700 --> 00:25:36,200
biggest expenditure we have to
have answers Ali response.

457
00:25:36,200 --> 00:25:38,300
Question forcing for most of our
clients.

458
00:25:38,300 --> 00:25:41,700
We provide services outside of
PPC, as well, but for the

459
00:25:41,700 --> 00:25:45,000
clients where we just work on,
PPC, coordinating efforts,

460
00:25:45,000 --> 00:25:48,000
especially on something
time-sensitive can be

461
00:25:48,000 --> 00:25:50,500
frustrating.
There's value left on the table.

462
00:25:50,500 --> 00:25:54,200
When all elements aren't
talking, So he also responds

463
00:25:54,200 --> 00:25:56,900
question for saying, I started
off as a generalist and fell

464
00:25:56,900 --> 00:25:59,600
into PC.
I know I'm not someone who can

465
00:25:59,600 --> 00:26:02,000
be really good at lots of
different things.

466
00:26:02,000 --> 00:26:05,900
So, I've self siloed, I like the
idea and being really good at

467
00:26:05,900 --> 00:26:09,000
small numbers of things, it
suits my personality and how my

468
00:26:09,000 --> 00:26:12,800
mind works.
I don't know, I think that's, I

469
00:26:12,800 --> 00:26:17,000
definitely do like focusing on
one area, but when we talk about

470
00:26:17,000 --> 00:26:21,300
Silo, I'd say that that's more
about having knowledge about the

471
00:26:21,300 --> 00:26:23,200
performance of the other.
Channel.

472
00:26:23,400 --> 00:26:26,300
So you don't want to be siloed
in terms of just knowing how

473
00:26:26,300 --> 00:26:30,800
paid search is performing.
But in terms of you know,

474
00:26:30,800 --> 00:26:34,300
getting out of the silo of you
only know what paid search is

475
00:26:34,300 --> 00:26:35,900
doing.
But actually you want to know

476
00:26:36,200 --> 00:26:39,400
what other paid social is doing
what other what's going on in

477
00:26:39,400 --> 00:26:42,500
terms of TV advertising email
marketing and other channels?

478
00:26:42,500 --> 00:26:45,600
That could be affecting PPC.
Actually, I'm going to comment

479
00:26:45,600 --> 00:26:47,700
on that and then we have Julie
technos on to question.

480
00:26:47,700 --> 00:26:50,800
Five saying, what channels do
you wish you had access to?

481
00:26:51,000 --> 00:26:52,500
What would you do with data from
these?

482
00:26:52,700 --> 00:26:57,000
The channels that would make
your PPC efforts stronger and

483
00:26:57,000 --> 00:26:59,600
then yeah, actor is sponsoring.
I wished I had opportunity which

484
00:26:59,600 --> 00:27:03,300
let me experiment and learn.
We're always exposed to data

485
00:27:03,300 --> 00:27:06,800
what we don't have is the time
to analyze each and take

486
00:27:06,800 --> 00:27:10,000
conscious decisions for each
without fearing about the bad

487
00:27:10,000 --> 00:27:12,300
outcomes.
I want to get into a startup

488
00:27:12,300 --> 00:27:15,600
accelerator interesting.
Some response saying not a

489
00:27:15,600 --> 00:27:19,500
channel per se, but I always ask
for access to the sales teams

490
00:27:19,500 --> 00:27:22,800
notes and comments.
There's so much gold in those Is

491
00:27:22,800 --> 00:27:26,700
ditto for anyone in the sales
floor for a brand that is retail

492
00:27:26,700 --> 00:27:29,900
and D to see.
It's a treasure Trove of inside

493
00:27:29,900 --> 00:27:33,500
to that most brands ignore Mark
appears response saying of

494
00:27:33,500 --> 00:27:37,900
getting back, pre iOS 14 or 15
data would be nice.

495
00:27:37,900 --> 00:27:40,800
Of course, I wish there was a
great way to integrate or

496
00:27:40,800 --> 00:27:43,800
customer feedback.
Facebook group comments, Etc.

497
00:27:43,800 --> 00:27:46,300
In one place and consolidate the
themes.

498
00:27:46,500 --> 00:27:49,900
I have yet to find that though,
chili response, that would be

499
00:27:49,900 --> 00:27:52,000
nice.
It's got clogged responsible for

500
00:27:52,000 --> 00:27:54,000
B2B firms.
Cole's hands down.

501
00:27:54,000 --> 00:27:57,800
It does point out a whole host
of weaknesses in sales

502
00:27:57,800 --> 00:28:01,700
organization but they rarely
like it and then we have Ashton

503
00:28:01,700 --> 00:28:03,500
responded to question forcing
somewhat.

504
00:28:03,500 --> 00:28:07,400
Yes, biggest frustration is
knowing that we can do a lot of

505
00:28:07,400 --> 00:28:11,300
cool things working with other
teams we can't really do.

506
00:28:11,300 --> 00:28:14,600
So for reasons out of our
control example client isn't

507
00:28:14,600 --> 00:28:18,300
contracted for SEO or the client
isn't willing or able to bring

508
00:28:18,300 --> 00:28:22,700
others into the project.
And then we have immediate I

509
00:28:22,700 --> 00:28:24,900
need to question for as well.
See, in a little, a lot of

510
00:28:24,900 --> 00:28:26,600
clients.
Get stuck on the numbers.

511
00:28:26,600 --> 00:28:30,300
PPC, produced versus looking at
the overall picture, which can

512
00:28:30,300 --> 00:28:33,800
make it frustrating.
We're constantly answering, why

513
00:28:33,800 --> 00:28:38,100
XYZ did this and that Dwayne
Brown response to question?

514
00:28:38,100 --> 00:28:41,700
Five, say, 99 percent of clients
give us access to everything we

515
00:28:41,700 --> 00:28:44,500
asked for.
We run paid social for 50% of

516
00:28:44,500 --> 00:28:47,900
our clients and the rest do it.
In-house getting faster.

517
00:28:47,900 --> 00:28:51,500
Feedback on what creative is
working in-house, could help

518
00:28:51,500 --> 00:28:55,400
with P Max and Country creative,
Julia voice response saying.

519
00:28:55,400 --> 00:28:59,100
I'm grateful to not feel this
question thinking back to when I

520
00:28:59,100 --> 00:29:01,300
was just PPC or only paid
search.

521
00:29:01,400 --> 00:29:05,700
I really wanted to access to TV
or OLV plans.

522
00:29:05,800 --> 00:29:10,100
It gets people searching and
tells a story Lawrence response

523
00:29:10,100 --> 00:29:13,700
to question five as well saying.
I usually have access to all of

524
00:29:13,700 --> 00:29:17,300
them but here are some you want.
If you don't have customer

525
00:29:17,300 --> 00:29:21,600
service calls customer client,
surveys B2B client calls service

526
00:29:21,600 --> 00:29:26,500
category data, Te company goals
a lot more difference with ones

527
00:29:26,500 --> 00:29:30,900
depending on your Market.
Yeah, and then, Julia, Julia

528
00:29:30,900 --> 00:29:33,900
response, great list.
Want to make sure we get this

529
00:29:33,900 --> 00:29:35,500
question in today.
So this should be the last

530
00:29:35,500 --> 00:29:38,000
question.
Are there any resources or tools

531
00:29:38,200 --> 00:29:41,500
that you use to help have the
most holistic View and strategy

532
00:29:41,500 --> 00:29:44,500
you can in your PPC efforts?
Do you find it?

533
00:29:44,500 --> 00:29:49,600
That third-party tools are more
or less necessary these days

534
00:29:49,700 --> 00:29:51,900
Martha response to that
question.

535
00:29:51,900 --> 00:29:56,500
Six saying, Tools, North beam,
triple whale strategies plus

536
00:29:56,600 --> 00:29:59,900
tactics.
Post-purchase surveys customer

537
00:29:59,900 --> 00:30:02,900
interviews, one-on-one over.
Zoom actually talking to

538
00:30:02,900 --> 00:30:06,600
customers via add comments or in
Facebook groups.

539
00:30:06,800 --> 00:30:10,500
I don't use a lot of third-party
tooling and in response to a

540
00:30:10,500 --> 00:30:14,100
question 5, Surf he goes.
I wish I had easier access to my

541
00:30:14,100 --> 00:30:18,000
clients sales data, sometimes it
can be difficult to get that

542
00:30:18,000 --> 00:30:20,500
type of information.
I need from them.

543
00:30:20,500 --> 00:30:22,500
That is one thing I miss about
working in.

544
00:30:22,600 --> 00:30:24,800
House.
Yes, I missed that 2D response.

545
00:30:24,800 --> 00:30:27,200
This can be challenging,
especially for businesses that

546
00:30:27,200 --> 00:30:31,300
don't have the best back-end
systems for sales and leads, but

547
00:30:31,300 --> 00:30:35,000
it is so helpful for us, because
their ultimate happiness, with

548
00:30:35,000 --> 00:30:39,100
our work is partly dependent on.
The long-term impact sales and

549
00:30:39,100 --> 00:30:41,400
leads.
That reverse are not good.

550
00:30:41,600 --> 00:30:44,500
So, for responds.
Yes, we had a client who had a

551
00:30:44,500 --> 00:30:47,400
huge amount of refunds and
cancellations within the first

552
00:30:47,400 --> 00:30:51,200
few weeks that information
completely changed my strategy.

553
00:30:51,200 --> 00:30:56,200
I'd rather have too much in
Nation than not enough and some

554
00:30:56,200 --> 00:30:59,600
Ellie response to question, five
CRM data for lead gen clients.

555
00:30:59,600 --> 00:31:02,800
Especially those like car
dealerships that have been

556
00:31:02,800 --> 00:31:05,800
around forever and don't
necessarily have a lead scoring

557
00:31:05,800 --> 00:31:08,500
systems.
We have to do our best to show

558
00:31:08,500 --> 00:31:12,600
them why those systems are
necessary and do a lot of work

559
00:31:12,600 --> 00:31:16,600
to set those up Ashton response.
Question 5, saying I'd love to

560
00:31:16,600 --> 00:31:19,500
have more internal data from my
client sales, teams with

561
00:31:19,500 --> 00:31:21,400
insights into customer pain
points.

562
00:31:21,600 --> 00:31:23,900
I called transcription.
Herbs and recordings lead

563
00:31:23,900 --> 00:31:28,000
quality Etc across all channels.
We asked frequently and clients

564
00:31:28,000 --> 00:31:32,900
deliver when they can but it's
not always doable or easy.

565
00:31:33,100 --> 00:31:35,500
They've Gallegos response
question fighting having access

566
00:31:35,500 --> 00:31:39,000
to customer match and exclusions
list across all ad.

567
00:31:39,000 --> 00:31:42,400
Platforms is nice.
Philly agency, would take, we

568
00:31:42,400 --> 00:31:46,600
converting display targets, and
use that info to inform the

569
00:31:46,600 --> 00:31:49,700
other AD platforms and other
clients of crappy sides.

570
00:31:49,700 --> 00:31:53,900
Not to display programmatically.
And Lawrence response.

571
00:31:53,900 --> 00:31:57,300
Question 6, gave and tips for
tools and strategy going.

572
00:31:57,300 --> 00:32:00,400
If the company has a good bi
tool that pulls data from the

573
00:32:00,400 --> 00:32:04,100
end-to-end that is gold.
This can give you great insights

574
00:32:04,100 --> 00:32:08,200
that can drive solid decisions
making for our marketing efforts

575
00:32:08,300 --> 00:32:10,700
shown during a response to
question 6 and we should be our

576
00:32:10,700 --> 00:32:14,200
last answer of this chat, Google
analytics especially playing

577
00:32:14,400 --> 00:32:16,000
with different attribution
models.

578
00:32:16,000 --> 00:32:18,600
Assisted conversion reports time
lag.

579
00:32:18,600 --> 00:32:22,400
Etc are huge for us to try to
show the bigger picture.

580
00:32:22,600 --> 00:32:24,800
ER, I lied.
I'll be a few more answers.

581
00:32:25,000 --> 00:32:27,500
Alec will to response.
We're mostly using Google

582
00:32:27,500 --> 00:32:30,100
analytics.
Get that larger view, excited to

583
00:32:30,100 --> 00:32:34,200
see what everyone is using.
As we haven't considered Tools

584
00:32:34,400 --> 00:32:38,400
in this area, I think we need to
look at the, our monitor gave in

585
00:32:38,400 --> 00:32:41,500
her list of tools wearing brown
as well.

586
00:32:41,500 --> 00:32:45,400
Says, we just started using
peeling sites, so but without

587
00:32:45,400 --> 00:32:50,600
know, G.
So PE lins0, IG HT s peeling

588
00:32:50,600 --> 00:32:55,200
sites if you love Work.
You will love peel at $50 per

589
00:32:55,200 --> 00:32:57,400
month.
For the starter package, most

590
00:32:57,400 --> 00:33:01,300
DTC brands should stay away from
tools like triple well, that

591
00:33:01,300 --> 00:33:04,700
make up their own attribution
model who they are.

592
00:33:04,700 --> 00:33:11,100
Not solving iOS 14.5.
We have John Keegan that showed

593
00:33:11,100 --> 00:33:12,400
up.
Late bless them.

594
00:33:12,700 --> 00:33:16,000
But act also showed up late, but
I see that she responded to

595
00:33:16,300 --> 00:33:19,300
Julie's also, so that was a
great way of getting that in.

596
00:33:19,500 --> 00:33:23,100
On this chat I'll give a few of
the last three of Of Jones

597
00:33:23,100 --> 00:33:26,500
answers in terms of honest.
Question for case-by-case by

598
00:33:26,500 --> 00:33:30,500
now, I am making more holistic
Often by violent Force.

599
00:33:30,500 --> 00:33:31,800
Oh, I'm not sure that's a
message.

600
00:33:31,800 --> 00:33:34,300
We want to really be promoting
answer.

601
00:33:34,300 --> 00:33:37,900
The question 5, he goes linear
TV to see what it is like to set

602
00:33:37,900 --> 00:33:41,000
it, forget it, not care, and
then take all the credit.

603
00:33:41,200 --> 00:33:44,300
And then to answer the question
6, he goes cold me as simpleton,

604
00:33:44,300 --> 00:33:48,100
But A G.
A dashboard is still a favorite?

605
00:33:48,100 --> 00:33:50,000
Yes.
And I'll be getting one created

606
00:33:50,000 --> 00:33:51,500
for me for PPC.
Love you, Kay.

607
00:33:51,500 --> 00:33:54,800
And I can't wait.
To see the volume increases that

608
00:33:54,800 --> 00:33:58,300
we're seeing from PPC live, UK
on that.

609
00:33:58,300 --> 00:34:01,200
Note, that definitely was our
last answer that I was going to

610
00:34:01,200 --> 00:34:03,600
give for this chat.
Hope you've enjoyed it.

611
00:34:03,600 --> 00:34:06,600
Hope you've taken a lot of tips
in terms of how to create a

612
00:34:06,608 --> 00:34:10,000
holistic structure.
I love that whole idea of like

613
00:34:10,000 --> 00:34:11,699
we should really move away from
silos.

614
00:34:11,699 --> 00:34:15,600
We had know that it's annoying
and sad to see for me anyway

615
00:34:15,800 --> 00:34:17,800
that still exist in one way or
the other.

616
00:34:18,199 --> 00:34:21,199
But I'm really hoping that we
could really move away from

617
00:34:21,199 --> 00:34:24,100
that.
More and more in 2023.

618
00:34:24,100 --> 00:34:28,800
That's my wish for 2023.
Let's do away with silos, let's

619
00:34:28,800 --> 00:34:32,400
have more of an integrated
strategy so that you can get,

620
00:34:32,400 --> 00:34:35,600
you know, integrate that
messaging and have same cutting

621
00:34:35,600 --> 00:34:39,199
similar message in cohesive
messaging across the different

622
00:34:39,199 --> 00:34:41,400
platforms.
And also, knowing especially

623
00:34:41,400 --> 00:34:45,500
what Melissa said also knowing
why paid search performance is

624
00:34:45,500 --> 00:34:49,600
going down by knowing what has
happened in top of funnel

625
00:34:49,600 --> 00:34:51,699
channels.
Like, you know, Brandon channels

626
00:34:51,699 --> 00:34:55,600
like display Pete's social, you
know, poison activity in those

627
00:34:55,600 --> 00:34:59,700
areas, will definitely affect
paid search on that note.

628
00:34:59,700 --> 00:35:02,600
I hope you've taken some great
takeaways and if you'd like to

629
00:35:02,600 --> 00:35:06,400
continue the conversation, join
us on Thursday at 5:00 p.m.

630
00:35:06,400 --> 00:35:10,700
GMT. 12 p.m. eastern time to
continue this chat, maybe even

631
00:35:10,700 --> 00:35:13,500
more questions will come in
there for any feedback about the

632
00:35:13,500 --> 00:35:15,900
podcast, or even some
corrections and anything that

633
00:35:15,900 --> 00:35:17,700
has been shared.
You get in touch with me, on my

634
00:35:17,700 --> 00:35:22,100
Twitter on the marketing, a new
dams are open, but thread would

635
00:35:22,100 --> 00:35:23,800
caution.
I don't want hard sales.

636
00:35:24,000 --> 00:35:27,100
It'll be great for long-standing
and brand new listeners to give

637
00:35:27,100 --> 00:35:31,100
the podcast a review.
Just go to link tree.com.

638
00:35:31,100 --> 00:35:37,700
So, link2sd, re e.com, /p P c--
chat underscore round up on

639
00:35:37,700 --> 00:35:40,200
Spotify.
It literally takes seconds for

640
00:35:40,200 --> 00:35:45,300
you to rate and yeah, let we
have got the sea live UK event.

641
00:35:45,300 --> 00:35:49,900
2nd of February to allow for the
January blues to watch over us

642
00:35:49,900 --> 00:35:53,900
and get come out of it.
A new into Every second of every

643
00:35:53,900 --> 00:35:57,700
will have the first event.
Again 16 pounds a ticket to see

644
00:35:57,700 --> 00:36:01,700
the likes of zmapp mod as well
as Sophie Logan, who you heard

645
00:36:01,700 --> 00:36:06,200
from, from The Amazing tips gave
today, as well as Tiffany

646
00:36:06,200 --> 00:36:09,200
shares, who's a part of absolute
digital and they do.

647
00:36:09,200 --> 00:36:12,700
Amazing Twitter space, 22 space
is conversations.

648
00:36:13,000 --> 00:36:15,500
And who was the fourth one?
Maddie Crawford.

649
00:36:15,500 --> 00:36:17,700
Whose is Young.
Brilliant lady, who has already

650
00:36:17,700 --> 00:36:20,400
spoken at brightness here.
In fact, all of the speakers

651
00:36:20,400 --> 00:36:24,800
have spoken at Brighton SEO.
So a very Much expert lineup for

652
00:36:24,800 --> 00:36:28,300
you.
So yeah, go to PC live UK.com to

653
00:36:28,300 --> 00:36:31,600
get your tickets.
So finally remember for your

654
00:36:31,600 --> 00:36:34,500
campaigns and businesses to
Glide smoothly there's a lot of

655
00:36:34,500 --> 00:36:37,500
hard work needed beneath the
surface so keep your son's

656
00:36:37,500 --> 00:36:39,600
kicking by and speak to you next
week.