2019 August Royalty Rewards Newsletter

August 2019 Issue

the

North America’s Most Comprehensive & EZ Profit Report®
Professionally Delivered Marketing Program

That Automatically Delivers a Flood of
Customers To Your Door Every Day!

This publication is brought to you by Royalty Rewards® | www.royaltyrewards.com | 1-888-353-5012 |

Finding Inspiration

“Life starts all over again when it gets crisp in the fall.” – F. Sco Fitzgerald

I grew up in a very small town in the middle of the prairies, and no time of
year is more beautiful there than the fall. It’s by far my favorite time of year.
There’s a renewed energy in the air that I always found so inspiring.

It’s hard to believe we’re talking about fall Sales Boost Promotions already,
and before you know it Christmas right around the corner. Where does the
time go! But the emergence of Oktoberfest and Football-themed
postcards means we’re in the home stretch for 2019, and it’s time to take F.
Sco Fitzgerald’s advice and breathe some life into these last few months
to end the year on a high note.

Taking my own advice, I’ll be leading the marketing team here at Royalty
Rewards® and together we will continue to support your rockstar Coaches
so that they can help you achieve your 2019 goals! Your Coach will keep
you in the loop as we unveil new promotions and designs for you to use in
your business to drive more sales and profits.

Over the next few months, we are going to keep introducing you to
the Royalty Rewards team members, both those that are on the
forefront that you have likely spoken to, and those of us behind the
scenes. I hope you’ve been enjoying meeting our staff, and our
newsle er as a whole! If there is anything you would like to see more
of, please reach out to your coach and they will happily pass along the
feedback to us.

Happy Autumn!

Sally McKague
Marketing Project Manager

Features:

You Are How Old? Page 2

So, What Are You Anyway Page 3 Join Us on Oct 21/19

www.QuantumLeapLive.com

You Are How Old?

Here’s a promotion every business should be celebrating, and the best part is, you get to choose the date to
celebrate it. And, we’ll let you in on a little secret… (shh don’t tell anyone) but nobody knows the exact day of
your business anniversary. So, pick a slow month that works best for you and send this done-for-you Marketing
Campaign and turn a slow month into one of your busiest yet. Every business should celebrate their business’s
anniversary. Works well for auto repair, retail and restaurants…any business that has customers!
Here’s some examples:
Babe's, a women’s wear retailer had sales of $10,816.21 and an ROI of $23 to $1 on their Anniversary campaign
last year. Bob & Sons Automotive made $40,106.66 and ROI $71 to $1, and O’Sullivan's Restaurant & Bar
Restaurant made $5,951.40 with an ROI of $21 to $1.

Consumer surveys have proven an Anniversary is one of the most believable reasons for providing an o er to
your clients. Anniversaries not only provide an opportunity to present an o er and give your clients a reason to
visit your business, but they’re also a reminder of your longevity. Celebrating your business anniversary is one of
the best ways to tell people how reliable and experienced you are without actually saying it.

DO NOT make the mistake of thinking you have to be in business for many years so you can celebrate a
milestone. I know many who have successfully conducted a one-year anniversary. In fact, as di cult as it is for a
new business to survive today, a one-year anniversary might be a bigger celebration than a much longer one.
One technique we like is to combine the number of years of the celebration with the o er. For example, if you
are celebrating a 9-year anniversary you could o er a $9.00 ‘No Strings Attached’ Savings Certi cate. You could
also o er nine hundred pennies ($9.00) o any purchase. (Obviously, if you are celebrating your third
anniversary, o ering a three-dollar gift certi cate might not be a big deal but that depends on your concept.)

Some Merchants have successfully used the Scratch Campaigns for
their anniversary, giving away a variety of smaller prizes and some
quali ers for a larger grand prize. The discounts are good all summer
long, and all grand prize quali ers (there’s usually 20-30 of them) can
be invited to the nal Anniversary Party at the end of the month.
Names are drawn one by one from a hat and the last name in the hat
wins the trip. The people who don’t win still win prizes donated by
local merchants or a gift certi cate for your business. With a
customized marketing campaign designed for your business (like
these) merchants have seen results as high as a $78 to $1 ROI.

Page 2 The Anniversary celebration should also be evident IN the business.
Decorate, add signage, get the sta special shirts, or o er Anniversary
specials. Send On Demand emails each week with Anniversary o ers,
pictures of the business starting up, sta updates or tell fun stories.
Create a narrative about your business that your customers can
connect to.
Join Us In Philadelphia, PA! www.QuantumLeapLive.com

SO, WHAT ARE YOU ANYWAY?

“There are no prizes for average performance.” - Brian Tracy

We recently passed by an old double decker bus converted into a very successful fish and chip
stand. They had a very good description of what they are NOT and what you can expect from them.

We are not Fast Food. We take pride in serving you the best quality. Food
is made only when it is ordered. Sometimes we get busy and there might
be a wait, if you are in a hurry you might ask how long the wait is.
Otherwise sit and relax. Our food is worth the wait.

Our Oil. We proudly use the highest quality of 100% Canola Oil. It only
contains 1 Gram Of Fat Per Serving and No Trans fats and no
Hydrogenated Oils. Most Restaurants Don’t use this brand because it
costs a lot more. We do—We Care.

Now you may do the same things. But your customers don’t know that. They’ve positioned
themselves as the superior option in the marketplace because they communicate their difference
to their customers.

At a recent Platinum Meeting, Ray of Rick and Ray’s Auto Plaza shared their Road Map To Health
book that is given out to customers who have had recent service done. He highlights what else the
vehicle might require in three color-coded levels of urgency. But in addition to that, he does a great
job of telling his customers what he does be er than his competition.

Here’s a few key lines:
• We do the same inspection that the other guys do, but we perform it on an iPad. This allows

us to take 21 pictures of concern areas. Our notes are text – not hand writing. Much easier to
understand. We email this to you, wherever you are, so we can discuss any items of concern.
• From shu les to loaner or rental cars, industry leading 3 years 36,000-mile warranty, late pick
up, early drop off, and just about anything we can do to make your life easier.
• Scheduled appointments - Because we focus on appointments, we’re able to control our
workflow. This allows us to schedule repairs based on highest priority. Because we have
scheduled repairs, we have parts here and space available to get your car back in service
quicker than the average shop.
• Communication - being fluent with electronic communication allows our advisors to contact
you with estimate and time of delivery through emails and text.

He also includes a picture of his online review pages, certificates of excellence the shop has
received and certification proof.

Here at Royalty Rewards® we are the only marketing and loyalty program that gets you more positive
online reviews. We talk about it all the time, so we hope you knew that already and have the Online
Review Accelerator turned on for your account! (If you don’t, ask you Coach.)

Always ask yourself “What do you do that makes you be er than your competitors” and “how are you
communicating that to your customers?”.

Join Us In Philadelphia, PA! www.QuantumLeapLive.com Page 3

Event Time For Some Team Building!

Calendar Every quarter Royalty Rewards® hosts a team building day -
sometimes it’s all business, and sometimes, it’s all fun.
Fall 2019 / Spring 2020 Recently we had a day that was both. The morning at the office
was spent with the Coaches presenting submissions in a contest
Up and Coming they had amongst each other. They were challenged to grow
Events: their collective Merchants sales tracked in Royalty Rewards®.
Their presentations were well received, and it was a challenge
WWW.QuantumLeapLive.com to decide a winner, but Jamie Chiu walked away with the top
honors.
Oct 2019
She worked with her merchant
Where: Philadelphia, PA to focus on several key
Quantum Leap LIVE! Event program components to track
Oct 21, 2019 11.9% to 67% more sales in Jan
Platinum Elite Meeting & April this year!! Your Coach
Oct 22-23, 2019 is eager to do the same for
you! All you need to do is
Mar 2020 book a call!

Where: Orlando, FL After the contest presentation we headed over to a nearby team
Quantum Leap LIVE! Event member’s home to have a barbeque and play some games. We all
Mar 2, 2020 learned how to play a lawn game called “Kubb” and the
Platinum Elite Meeting competition got a little heated (in good fun!). Then we
Mar 3-4, 2020 enjoyed an afternoon of burgers, veggies and fruit. A great
afternoon together.
Space fills up fast. To avoid Here’s a few pics from the BBQ - a great time was had by all.
disappointment, reserve Your

FREE Seat(s) online at
www.QuantumLeapLive.com

or call 1-888-353-5012 now.

Contact Address: 1124 Fir Ave, #161, Team building days always bring us closer together.
Blaine, WA 98230 It’s nice to get to know each other a little better
outside the walls of the office. It goes a long way
Phone: 1-888-353-5012 towards building a strong team. We may all have
Monday – Friday: 9:30 am - 6:30 pm different personalities and styles, as do your
Eastern or leave a message 24 hours employees, but knowing each other on a personal level
a day 7 days a week and your call will helps build trust, mitigates conflict, encourages
be returned. communication, and increases collaboration.
Fax: 1-800-253-1633
Email: [email protected] Page 4
Website: www.RoyaltyRewards.com

North America’s Most Comprehensive &
Professionally Delivered Marketing Program

That Automatically Delivers a Flood of
Customers To Your Door Every Day...

August 2019 Issue

North America’s Most Comprehensive & Marketing
Professionally Delivered Marketing Program Toolbox

That Automatically Delivers a Flood of
Customers To Your Door Every Day!

www.royaltyrewards.com | 1-888-353-5012 | Monday To Friday, 9:30 am to 6:30 pm EST

September’s Marketing Campaign Ideas

For Your Business!

By: Director Of Member Services Michael Thibault

End of the summer; say it isn’t so! Not so fast, there are lots of great slip stream promotional opportunities for you
in September to promote your business. There’s Labor Day on the 2nd, first day of Autumn on the 23rd and most
kids are back in school. (Thank goodness.)

Also, in September, many of your customers are thinking about the start of the football season. One of my favorite
football promotions comes from Platinum Elite member Bruce Goode, owner of Adventures Restaurant and Pub in
Rice Lake, Wisconsin.

Bruce has his customers declare their team loyalty for their favorite football
team and then pick their own prize. He gives a certain percentage off their food
bill if they pick the Packers that correlates to the Packers QB number.
Obviously, he is a big Packers Fan being in Wisconsin and wants everyone to
support the home team. He also sends out a press release and keeps the
promotion going till the first Monday night football game with the Packers.

Any sporting event can be an opportunity for any entrepreneur to create awareness of the masses about the
existence of their business. Marketing during a big sporting event should be one of the main items in your marketing
plan if it’s already on the minds of your customers. Plan so you don’t miss an opportunity to organize a great party
at your business.

Here are a few ideas that can be adapted to any event:

Have your staff wear your hometown jerseys during game day- This is a fun and easy way for
your staff and customers to get into football season along with your business.

Do a No Peeking or Scratch Promotion themed around Football- You could give away a Big
Screen TV as the grand prize or get tickets to see your local professional Football team and use
those as grand prizes.

Marketing Tip-When a promotion works well for your business you can use the same promotion repeatedly. You
will probably get bored of it much quicker than your customers will. And changing the way it is presented to your
customers with the same concept will keep things fresh if you choose to run it again.

There are many Done-For-You, ready to go money making slip stream promotions to send to your customers.

Join Us On Oct 21st, 2019! Features: Page 1 Continued on Page 2
www.QuantumLeapLive.com Page 2
Football Page 3 Page 1
Oktoberfest Page 4
National Holidays
Premiums

Continued from Page 1 Football Ha
M
Oktoberfest (Sept 21 - Oct 6) Did someone say football? They sure did, it’s your
customers. Football is by far the most watched sport
Everyone loves a beer and braut! It’s not too on TV. It’s what’s on a lot of your customers’ minds.
early to start thinking about a little Using that to turbo charge your marketing is a
Oktoberfest celebration at your business. Your Touchdown in my book. Everyone watches, knows or
customers are getting back into the swing of hears about football this time of year. Use that to your
back to school and they are looking for a advantage with this eye-catching promotion that
distraction. Be their solution. Have some fun stands out to your customers.
with it!
You don’t have to own a restaurant to get in on Results: Last year merchants on average saw:
the fun. You can have your own Oktoberfest at
an auto repair shop or retail store as well. Get Restaurant: Actual Sales of $15,363.43 and a $52 to $1 ROI.
a little creative and think outside the box.
Results: Automotive: Actual Sales of $ 9,430.68 and a $48 to $1 ROI.
Restaurant Merchants celebrating Oktoberfest
saw actual results as high as $17,666.19 in
actual sales and an ROI of $28 to $1.

Page 2 National Sewing Month

If you own a sewing shop, then you know September
is one of the biggest months of the year for you-
National Sewing Month. It’s the Superbowl of
Sewing.

Marketing Tip-Don’t let a marketing opportunity like
this go by for your business. Take advantage of any
specific slipstream days, weeks, month, sporting
events, community events throughout the year that
you can play off. Use your marketing calendar that
we sent you at the beginning of this year to plan
these out ahead of time.

Continued on Page 3

Join Us In Philadelphia, PA! www.QuantumLeapLive.com

Continued from Page 2

Results:

By celebrating National Sewing Month, on average
retail merchants saw sales as high as $23,492.42
and a $19 to $1 ROI.

National Cheese Pizza and Cheeseburger Day

Who doesn’t love Pizza and Burgers? Everyone does, right? September has these two national days in it. National
Cheese Pizza Day and National Cheeseburger Day. But these scrumptious creations are too good to just celebrate
with one day out of the year. We need to start a movement to make it an all month-long celebration!

Marketing Tip - Get full mileage from your marketing campaigns by celebrating all month long. Why use it up in
just one day. Give your customers a reason to celebrate with your business the entire month.

If you’re not a restaurant, simply approach your local pizza and/ or burger joint to do a joint venture with them. Ask
them for discounted or Free certificates for pizza or burgers and hand them out to your customers when they bring
in the postcard. The restaurant will get a bunch of new customers and you’ll see your customers coming back into
your business throughout the month of September. A Win-Win.

Restaurant Results: Restaurant Results:

Actual sales of $7,563.11 and a $15 to $1 ROI Actual sales of $8,065.50 and a $13 to $1 ROI

Double Points

One of my favorite promotions is Double Points. Everyone loves more points and it makes you look like a nice
business owner to your customers. This is an easy promotion to do and setup. They bring in the postcard; you give
them double points on their purchase. The more they spend the more points they accumulate. People understand
this concept and that’s why it works so well. It’s easy and not complicated.

Results:

Restaurant: Actual sales of $20,793.93 and a $18 to $1 ROI
Automotive: Actual sales of $8,752.82 and a $15 to $1 ROI
Retail: Actual sales of $3,665.00 and a $11 to $1 ROI

Marketing Tip - CALL YOUR COACH! They can set this up for you
so it’s easy and there is No Work on your part. Use your Royalty
Rewards® coach to your advantage. They are like your very own
personal sales generating business consultant. Call them today
at 1-888-353-5012.

CCoonntitninuueeddoonnPPaaggee44

Join Us In Philadelphia, PA! www.QuantumLeapLive.com Page 3

Continued from Page 3

Last Chance Summer

ry profiDStaeebppltreeeSmsesbpinteegr.m?TbNheoer!teinf dyoouf send your customers one of these sunny promotions with a Hot Offer to come see you in
summer doesn’t have to be the end of fun for your business. Keep the party going with an

End of Summer Celebration at your business. Make it a party for your customers. Celebrate this month by being

helpful to your customers. Figure out what they need, what problem or challenge they have and be the solution.

For example, do a backpack giveaway full of school supplies at your business. If you have a restaurant offer meals
to go because you know how busy families get when the kids go back to school. Auto Repair shops offer to check
the college student’s car before they go back to school. You get the idea. Here are a few examples and their results
to get your creative juices flowing:

Results: Results:

Restaurant: Actual Sales of Restaurant: Actual Sales of
$13,411.76 and a $18 to $1 ROI. $13,865.10 and a $23 to $1 ROI.

Results: Retail: Actual Sales of
$16,505.00 and a $61 to $1 ROI.
Auto Repair: Actual Sales of
$49,890.63 and a $85 to $1 ROI.

New Premium campaigns

We’ve created some new value-added Premium Campaigns for you
to use anytime throughout the year. The perfect automotive
emergency flashlight to help your members in the case of a
breakdown, to signal others for help. Works as a premium promotion
for any business, especially if you live where the winters are filled
with snow, cold and dead car batteries. When that happens wouldn’t
it be nice if your customers think about you and how you saved
them with one of these emergency flashlights? Your customers are
driving all the time and these premiums show you care about your
customers. By giving them something useful to help protect their
well-being, you’ll be driving repeat business back to you. It’s a
win-win.

A Premium Giveaway Campaign that offers a choice of Premiums (or
a special gift) when the campaign is redeemed, instead of a
traditional offer, has a perceived value higher than the actual cost of
the product. These premiums can be purchased inexpensively
through a wholesale provider and increase the average transaction
size while avoiding a discount. I highly recommend calling your
coach to help you set this up. Included here are a few examples of
the Premium promotional campaigns.

To see more sales and pro ts, call your coach at 1-888-353-5012 to order your marketing campaign now!

Page 4

Join Us In Philadelphia, PA! www.QuantumLeapLive.com

August 2019 Issue

Featured Articles

This publication is brought to you by Royalty Rewards® | www.royaltyrewards.com | 1-888-353-5012 |
By Bent Hansen, Platinum Elite Member

How I Stay On Top of My Business

I just returned from the most recent Quantum Leap LIVE! (QLL) Bootcamp. All I can say is “I needed that.”
As an independent business owner, I’m on an island. I don’t get support
from big corporate-planned and implemented initiatives, coaching (or
yelling) from higher-ups to keep me motivated or the synergy and
motivation that can come from other managers in other parts of a
company.

Often, it feels like I’m all alone – like a one-armed, one-man army ghting as
furiously as possible. It can feel like it’s me against the world to keep my
costs and pro ts in line, sta focused and motivated and stay on top of all
the marketing and government regulation. Well, you get it, it can be
overwhelming and EXHAUSTING.
I also nd myself accepting mediocrity because it seems like it is not worth the ght or e ort. Excellence gets pushed aside for “at
least I got it done.”This is a dangerous place to be. As an independent owner, when our mindset becomes clouded in this way, it
can be the beginning to the demise of a business. We are the leaders, the vision setters, the light that our business follows. If this
light gets dim, it needs to be xed – or sell as soon as you can.

How do I combat this? I get help. It’s impossible to keep up the business-ownership ght forever by ourselves. Knowing this, I
choose carefully how I will keep my leadership in a healthy place, my vision focused and clear and my light bright and clear, so I
can lead my team.

Three times a year, without question or hesitation, I attend the QLL and related meetings. It doesn’t matter where it is or when it
is, when I don’t attend, I put my business in peril. These meetings are a gathering of like-minded business owners, that get to
discuss in a safe environment owner-level issues, business trends and successful business strategies. When I go, I am
re-energized, I see my business more clearly, I return more focused and dedicated to being pro table. It’s like a reset, a spring
cleaning or a tune-up for my business self.

At this latest meeting, I left my business knowing I was getting low on energy and distracted. I didn’t seem to have time to
accomplish the smallest tasks and my to-do list was growing. During the meetings I was reminded on the things I need to focus
on and their importance. The adage – small hinges swing big doors – comes to mind. Sometimes I nd myself pushing against a
large heavy and seemingly immovable door only to be reminded, after going to QLL, that I need to be focusing on the small
hinges. QLL does exactly that for me.
QLL is the PERFECT solution for independent business owners to keep motivated, focused on the right things and re-energized. I
wouldn’t be in business for these last 12 years without it.

PS – another side bene t to attendance: VACATION! It’s a couple days away from the business and your sta
will thank you for leaving. They AIM to do more, but often we unknowingly stop them just by being there.
PPS – The MOST productive days I ever have are the 3 days before I leave for these meetings. It’s like some
magical potion that puts me into gear and I get all my old projects and to-do lists completed.

Page 1 of 2

How To Keep Great Staff

By: Gary Leech, Platinum Elite Member
As summer ends and back-to-school season arrives, sta ng can be very hard to manage especially if the bulk of your sta is
about to leave you. But there are key strategies that will help keep your business moving, your customers returning, and your
sta satis ed.
At Congdon’s, our busiest season is managed by taking on a large volume of teenage employees and young adults; from
those working their rst real job, to those preparing to leave for college in the fall. The result is what feels like a mass exodus in
valuable sta , about a month before our peak season, shifts to something more manageable.
To put it simply, we would completely struggle without a strategy in place for this monumental shift in sta ng. What are
some key things you need to do to be prepared for in September? One of the valuable ideas discussed at the last Platinum
Elite meeting in Vancouver was to create a back-to-school promotion or a sta incentive geared toward retaining core
employees who do not have to leave for school obligations.
Great ideas discussed at the Platinum Elite meeting include:

Find ways to keep and re-engage employees. Think about your current sta and
determine if you have a core group that will sustain the business’s needs after the
others leave for school. Create dialogue at your sta meetings about the plans in
place for the Fall, the shift that will occur in sta , how they will be able to help,
and how much they are valued. In doing this, try and identify your “team” of core
employees that are with you now and can step up when you are short sta ed.
Next, show them appreciation. Seriously. People become surprisingly more
dedicated and will often do more than what is expected of them if they feel
valued and part of a team. Set team goals and rewards they can work towards.
Create an incentive with individual rewards especially for personal on the job
performance. Publicly recognize good work or dedication. This helps develop a
team atmosphere they will want to remain a part of.
At Congdon’s, we have prizes for sta members who generate the most Royalty Rewards® customer applications in the fall
and winter and we provide employee awards/recognition for exceptional service or a job well done. Our prizes might just
be tickets to a local miniature golf park or the movie theater, but one of the valuable things we learned during those
brainstorming sessions at the Platinum Elite meeting is that successful businesses create incentives that make their sta feel
motivated and their e orts valued.
Often, we will ask our core team what they might like to do or earn as an
incentive reward. We have scheduled outings or group events for the core
team, like a personal safety training class, a barbeque, or a community service
event where the team comes together to help a great cause. And of course,
management promotes a big holiday party/movie night and gift exchange.

It is true that our entire sta works extra hard for about a month after the back-to-school season
arrives, at least until we start closing select days and shift to the slower season. But we take time
to identify early on who will remain with us during the Fall and how we can keep them
motivated and feeling like an appreciated and valued member of our team.

Page 2 of 2

Overheard At

This publication is brought to you by Royalty Rewards® | www.royaltyrewards.com | 1-888-353-5012 |

Our event in Vancouver was great. All the Royalty Rewards® Coaches were on site and able to share their
knowledge and experiences with those in attendance. At every event we hear the same things... “I had no idea
I could do that” ... “that’s the problem I wanted to solve” ... “why haven’t I done this before...” Makes you
wonder what you might be missing? So why not take this opportunity to find out what you don’t know.

Come and join us at one of our upcoming events; it’s free for Quantum Leap members and even includes free
hotel nights. Plus, you may even qualify to attend the Platinum Elite meeting that takes place the following
two days. Don’t forget to ask about it when you talk to your coach.

Philadelphia, PA Orlando, FL
Monday, Oct 21st Monday, Mar 2nd

“I've been a Royalty Rewards member pretty much from day
one, but I still come to these events. I still have three pages of
notes and it's not even 11 am yet. There's always that much
more you can do with the program, and anytime you can get
into a room of individuals that are looking to improve their
businesses, that’s a room you need to be in. It's just a no-brainer
to attend a live event.”

Rolf Williams, Jerrol’s Books

“Every time I attend a live event, my goal is to pick
up some ideas that I can implement immediately in
my business. Plus, I'm reinvigorated with the program,
there’s so many other options that are above and
beyond what I currently use my business that will help
grow it, and of course increase profits. I get to share
my solutions to a problem and hear others, and that
inspires me to do more and my business gets better.”

Alan Glasser, Marks Pharmacy

Reserve Your FREE Seat(s) online at www.QuantumLeapLive.com
to avoid disappointment or call 1-888-353-5012

September 2019

Sales Boost Marketing Campaigns

Make a selection from these featured Sales Boost Marketing Campaigns or visit
www.RRSalesBoost.com to view ALL Sales Boost Marketing Campaign.

295 Double Points

472 Oktoberfest 473 Oktoberfest Couple

551 National Cheeseburger Day 565 National Sewing Month Ladies

ORDER DEADLINE: Thursday, August 8th, 2019

To place your order call your coach at 1-888-353-5012 Page 1 of 2

554 National Cheese Pizza Day 463 National Sewing Month

1175 Autumn Drive 695 Fall Football

696 Child's Play 697 BBQ Gathering

725 Blue Stimulus Check 724 Green Stimulus Check

Premium Marketing Campaigns

For more information on these and other Premium Marketing Campaigns talk to your Royalty Rewards® Coach.

570 Steak Knives 1164 Safety Flashlight 1163 Wiper Blades

ORDER DEADLINE: Thursday, August 8th, 2019

To place your order call your coach at 1-888-353-5012 Page 2 of 2