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Higher Education Consulting
We keep a number of other data sets on employment, competition, wages, demographic, placement rates, and a new one for us, employer requirements. Where we keep skills and abilities required by employers for people graduating from a given program. We use all that material in our work in addition to adding some predictive modeling capabilities, new machine learning techniques, and AI, to help clients understand what programs to offer, where to offer them, how to price them, then what you might call all other general projects that require these tools and skills including business strategy and strategy implementation. Without further ado, let’s have a look and see what’s going on in the demand for higher ed.
Agenda – Student Demand Trends: Inquires, Conversions, and Searches
We’ll start with national demand trends. Then we’ll look at online versus on campus. Then we’ll have a look at the fastest growing and biggest cities and programs. We’ll close out with disusing the program of the month which is psychology, and I’ll summarize for you.
Overall Student Inquiries (All Sources)
Over the last few years we’ve been tracking data on demand from two sources. Our longest standing data set is actually inquiries, which we get from aggregators and agencies. And more recently we’ve started tracking Google search volumes as of September 2016. In the webinars we share the data we have for the last three years. So, just a brief explanation of how the chart physically works. The dark blue bars in the background are 2016, the green bars are 2017, and the red bars are 2018.
Google Search Trends: Programs
When we look at program searches from Google; what we see is a downward trend that’s beginning to taper off. If you look at the bars, we were doing okay towards the end of last year. This year, January, February, March are all down considerably. April is almost exactly on target at 1% decline year over year, so hopefully that track downward trend we saw at the beginning of the year is beginning to abate.
Google Search Trends (Brands)
If we look at brand searches, it’s an interesting similar trend, so the chart we just looked at were searches by program. Just to clarify, the program search data we track 200 programs 25 keywords each and on this chart we’re looking at 75 of the larger brands in higher education. Crossed off sectors for profit, not for profit, public and private. When we look at that data again, we see a little bit of a drop at the beginning of the year. February was weak, March was very weak, but April is right on track year and year, so hopefully that downward trend is again beginning to abate. And we’ll take a look and see what’s going on in the inquiry world for that as well. But, we keep track of these two different types of search for a reason. Many students will come in looking for college and have an idea what program they want to take. We’ll find those students in the programmatic search data. Other students are really looking for a college to go to first. Those students are going to pick up in the brand search data. Both searches illustrate the level of overall demand for college, but they’re really looking at two different student segments, so we like to keep track of both.
Overall Student Inquiries (All Sources)
As we move over to the inquiry data, we’re now into data sets that really only is available by programs. So, think of this as a mirror image of the Google Programs demand data. Last year, this data set fell about 10% and it fell the year before that as well, so it’s been in a pretty steady and pretty accelerated decline for some time. However, like the Google search data that decline appears to be slowing or even reversing. January in the inquiry data we actually beat last year. February was very close. March worrisome uptick. It actually fell about 7% year-over-year so I was beginning to get concerned that maybe this downward trend was going to resume. But, fortunately in April, the market bounced back a little bit, actually up 2% year-over-year, so I remain hopeful that the long term downward trend and inquiry volumes starting to come to an end. That should translate into steadier enrollment for all of you. Now, an inquiry is just a first step in the process of applying to a school.
Inquiry to Application: Overall Conversion Rates
We also track conversions. Let me just take a moment to explain what a conversion is and how its tracked. A conversion is anything that happens with a student really after that point of inquiry where they continue to express interest in the school. That could an application. It could be what some of our clients call contracts where a nominal amount of money is put down. It could even be a start, where the student has actually shown up for class. Unfortunately, all the folks who submit to this report it slightly differently so we aggregate all that into one term we call conversion rate. The conversion is counted in the month in which the inquiry was received, so if the student inquirers January but converts in March, that’s counted as a January conversion. Because obviously most people will convert in the later months and people want to keep track of the productivity of the leads that they receive by month. That’s how we do it. The result of that is that again, the period won’t mature for several months. It’s typically about three months to get to 80+% of all conversions. Then there’s a trickle of conversions that happen after that as well. So, if we look at Q4, that’s now mature. It came in 28% above our baseline which started back in 2014. But was pretty sharply down from Q3 which was 51% above that baseline conversion rate. Q1 2018 looks to me as though it’s going to come in about even with Q4. It’s not completely mature yet. We’ve got one more month to go before we call that mature, and I think it’ll come close to hitting that 28% level. That is 28% above the baseline number. I’m optimistic that that will continue to be good, although it’s not gonna be nearly as good as we reached in Q2 and Q3 last year.
Overall Student Inquiry Conversions (All Sources)
All that leads to total number of conversions. Given that drop in the conversion rate, that’s offset the gains to some extent and the steadiness, so we’re seeing a bit of a drop. Also, not quite mature yet on some of these months. January was down 8% in terms of total inquiry conversions. February, March, April all down. If I looked at the data, February should be close to last year when it matures. March also close, but it’ll probably miss. April is really too soon to tell, but that’s actually a very good start. Normally we’d about 50% of the final conversion level and we’re fairly well ahead of that at this point. I can see April beating last year if it matures in line with other months. Optimistic that the declining conversions is also coming close to an end in this data set.
Average Price for Pay-per-Inquiry
Now, one unfortunate consequence of higher conversion rates is that we’re looking in all likelihood of better quality inquiries and quality costs money. What we’re seeing is an upward trend in the cost for inquiries. Which reached $47.46 in April. That’s actually the highest number we’ve ever seen in this data set. Clearly above the 47 mark and we’ve been below that really throughout the data set. We’re just getting above 47 this year, and it seemed as though it had steadied out in the high 46 range, but we clearly [07:59- inaudible] again and hitting new levels in price per-inquiry. This will translate unfortunately for all of you into slightly higher costs to acquire a student. Though that cost is somewhat offset if the conversion rates improve.
Student Inquires: 10 Largest Inquiry Budgets
Now who’s spending what on what? First things first, business is the biggest program in the United States. It also has the biggest spending on inquiries, so for those of you who are in this field, I’m sure you can feel the competitive heat. Enrollment in business administration and management is down, but the budgets are still very very large here. Largest by a good stretch. 25% higher than the next largest program which is medical/clinical assist. Business administration is to say if you know very very competitive, very large. But, unfortunately, it’s in a decline. Medical/clinical assist also very large. This program is declining at an astonishing [08:57- inaudible]. Completions are actually down 25% year-over-year in the last data set to some time about in 2016, but everything we’ve seen suggested that trend is continuing. Then you get healthcare administration and interestingly in all these heavy spending programs there’s a very strong dose of healthcare. With healthcare administration, medical coding, medical office assistant, and medical insurance biller, all among the top 10 programs. Then we have psychology general. I don’t think of this as training to be a psychologist, this is primarily going to be bachelor’s degree level psychology. HVAC and public administration and multimedia/web design all making this top 10 list in terms of total spending on increase which we think is probably a pretty good proxy for total spending on marketing by program.
Speaker Inquires: Budget Speaking for 10 Largest Programs
How’s that trending? Well, it’s really pretty interesting. We’re seeing a decline in the biggest programs: business administration and management, and medical and clinical assistant. Medical office assistant also dropped and medical insurance specialist dropped. But, six of the top 10 programs increased: public administration was up, medical insurance coding, psychology, web page and healthcare, and even HVAC all beating their prior year in terms of spending. So, there is some increase in the top programs albeit not in the very biggest ones there in business administration and medical and clinical assisting.
Inquires for Online Programs
Now let’s take a look at the differences between demand for online and on-campus programs. We’ll start with the good news; online. Overall inquiries for online programs in the last year are up 5% in 2017. This month they continued the upward trend; up 4%. Bouncing back after a decline in March which is very worrisome because this has been the bright spot in higher ed for some time, so it’s encouraging to see that that number is coming back. But, we’re up 4% this month in online and that’s not a good sign for on-ground since overall we’re not up by that much, so we’re going to be looking at a decline in on-grounds a little bit later in the presentation.
Import/Export of Online Students (based on NC-SARA Data)
Now, one of the things that’s come out recently that we thought would interest all of you is data from SARA. That’s the cross state agreement; the State Authorization Reciprocity Agreement for online programs. They publish data now on by school what state the students come from. So, you can track back and see how many students from a given state are going to a school located in a different state online. As you might expect, Arizona is the big winner for imports. That’s because we’ve got Grand Canyon and University of Phoenix, and importantly ASU with a large online program. All in Arizona pulling students from all over the country. So they import almost a quarter million students to the state or Arizona for online programs. West Virginia for most of you seems like an unlikely place to be importing 100,000 students a year. Pretty unusual as an import state, but that’s where ASES is located so you’ve got a major headquarters there for an online player that’s pulling people in. And you can see the results for the others states much more mixed. New Hampshire we’re seeing SNHU at almost 60,000 students imported to the state of New Hampshire and again a mix across the other states. In terms of exporters, this is states that are sending students to other states. California leads the pack. A word of caution here, California is not a SARA state. There’s students who go to a school in another state that is SARA show up in that other state, but the school that are in California don’t have to file. So, we may well have a situation here where, yeah there are students in California going elsewhere, but this might be offset by schools in California; however, they don’t show up in the data set. We can’t see them. Texas doesn’t suffer that issue and is sending 100,000 students a year elsewhere. Florida, Georgia, North Carolina, all exporting tens of thousands of students. As I look at this and think of it as a state school, this is all state revenue potentially that’s going elsewhere. So, it’s in a way weakening the state education systems in these states as long as you assume that educating students in those states wouldn’t actually consume resources in and of itself. In a way, you would say it’s a free ride for those states. Somebody else is paying for the cost of educating your students.
Heat Map of Online Inquires per Capita – by State
Now let’s take a look at how online trends in an interesting way. If you look at growth online inquiries, what you find is that they track populations, so that’s not very interesting. Instead what we decided to look at was increase per capita to see which states had a higher propensity to send people to online programs. When you look at that you get a very strong differential response rate in the southeast in the United States. You can see North Carolina, South Carolina, Georgia, Mississippi, Alabama, all highly over-indexing in terms of inquiries per capita. Other states there. Florida also over-indexing and that trend begins to peter out as you go north and east. As you go west, also tapers off, though Texas, and I guess that’s Oklahoma also still fairly big in terms of propensity to go online. If I were an online marketer, the sort of information I’d wanna have in order to understand where I might want to heavy up my marketing stance because folks in those states have a higher propensity to go to an online institution.
Heat Map of Online Inquires per Capita – by County
We can drill this all the way down to the county or even the census track level. Here we’re displaying it by county. If you’re really good at your geography what you can notice is that the heavy dark areas here where it over-indexes tend to be rural. So, if you’re in a more urban area what’s going to happen is you’ve got a college you can go to that’s nearby and that’s probably where you’re gonna go. As you get to more rural areas the propensity to go to an online school goes up and I think that’s why you see darker cells up in Montana. That’s not a lot of people, but a higher propensity to go online. There may be able a couple of sheep attending college from there as well. My apologies to the state of Montana.
Inquires for On-campus Programs
Let’s take a look at the differences on campus. Now for those of you who are really good at algebra you knew that this was coming. We look at increase on campus programs given that overall we were flat to down, but online was up. We knew that on-campus was going to be down. Last year it fell on average 14%. Last month it was a little less bad down 9%, but still down very strongly. So, while we’re seeing a flattening, if you will, on overall trends of students interest in going to college, we’re not seeing that in the part of the market that’s looking for on-ground education. That continues to decline and it’s declining at a pretty good [16:22- inaudible].
Student Inquires: The Big 5 Cities
Let’s take a look at the data by city and by program. First by city. This is actually pretty encouraging. Don’t let your eye go too strongly to those blue bars that’s 2017. Thank God that’s behind us. You look last year, every single one of our largest cities was down double digits. Three of them down over 20%. This year, the green bars are actually starting to go up. We got three of our largest cities: Houston, Philadelphia, Chicago all flat to up. First time, I think, ever we’ve had three that were positive. New York and Los Angeles still trending down, but the declines are slowing there, so we’re finally seeing a turnaround in major cities in the inquiry data.
The Big 5 Programs: April Growth Year-over-Year
As we look at the five largest programs, almost the same picture in a way. The top three are all up. The last two are down. I mentioned business and medical assisting has been down for some time. Interestingly 7 and 10% declines are relatively modest for those two, especially medical assisting has come down much bigger than that. So, we’ve got a growth in one of the top five there in healthcare administration. Growth in registered nursing up 3% and CJ is flat. We’re starting to see the kinds of numbers that are needed for this market to turn around. The biggest cities and the biggest programs are starting to be at least flat and in some cases up.
The Fast 5 Programs: The Higher Education Programs with the Fastest Inquiry Growth
Now, let’s look at the fact of growing programs. We’ve got three here that are repeats. Electrical engineering, cybersecurity, and public administration, all up over 50%. We also have two new entrants to the list. Computer programming, accounting and business, computer programming up 111%. Accounting and business up 70%. Interestingly we could be seeing a little bit of an attrition from business into accounting, which may explain some of the dropping business as people move over into accounting instead. So, you could argue they’re still generally speaking in the business space, but they’ve changed their focus a little bit.
Now let’s take a look at the same kind of data, but using Google Search volume. These are fastest-growing programs in April Google Searches. We see a statistician, I defy you to spell that. Skin care specialists top of the list up 35%. Nail technician up to 32%. Let me get more to a little bit of health care with medical radio-logical tech or rad tech as it’s known up to 26%. Commercial bus drivers, HVAC, cosmetology, all up double digits. Then we get another health-care search tag up to 15%. Finally one of our trades up 11%. So, if you look at the list overall, it’s got a heavy representation of health-care, cosmetology of various flavors and then a little bit of trades with HVAC and electricians both being up.
Decliners, unfortunately I think we see education kind of dominating this list. Teacher education down to 23%. Elementary education down to 28%, and education in general down to 46%. It’s suggests a worrisome trend in terms of students interest in going into education as a field. More obscure we’ve got a decline in interest in chemistry. Criminal justice is down pretty sharply in this data set. Hotel and motel management down, seems to be falling off the Earth down 69%. Whenever I see a trend that’s quite that extreme I begin to wonder if there’s something going on with the data itself. Not sure what that would be in this case, but I wouldn’t put too much weight on a 69% drop. One of the ones where you want to dig into the data a little bit more and see precisely what’s going on. But it certainly not a good sign for that program.
We started tracking brands on Google Search to see which education brands are really pulling. We tracked some 75 brands and what we’re showing here is the ones that are growing the fastest. At the top of the list we see brands search for universal technical institute. That’s an auto-training school based at Phoenix. Some ten campuses around the country. Very interesting if you see that level of brand search for a specific trade institution. Really primarily auto and diesel. More general online national presence with a focus in the west. Western Governor University up 22%. Then we get to some names that I would not have expected: West Coast University, University of Wyoming, University of Oklahoma-Norman Campus, all relatively rural schools and then we’ve got one Florida, not surprisingly we have Southern New Hampshire University – College for America’s division. They’re at 13% and then finally University at Austin at 12%. Undoubtedly of a huge space. So, that’s pretty impressive growth for school size of UT.
Cost Per Click (CPC) – Google Keywords
Now let’s take a look at some things that are going down. Let’s take off one program and look at it in a little bit more depth. We’ll start with psychology and the first question we’re looking at here is, “What’s happening to the cost of acquiring a student for psychology?” This is all degree levels, so it’s gonna be heavily weighted towards bachelor’s. You can see a cost per click for the red line, which is online very eradicate. Starting [22:06 – inaudible] in July of 17. It was $80 per click that dropped all the way to $60 in October back up to over 80 in early February and now dropping back down in April. So, a lot of volatility in the cost of acquiring a psych students. Of course that volatility is driven by bidding on Google, so it’s also a manifestation of competitive intensity. As that number rises, you would expect at a competition in that particular degree areas is getting more intense. Now in terms of psychology in general that’s actually down. Started at 50 back in July, 17 and how down below $40 per click, so that’s a quite decent drop. Then compared to all other programs, the blue line, psychology is really quite expensive. The average click for an academic program that we track is around $10-15. So, psyche is 4 to 8 times as expensive as that. It’s not an easy program to compete in.
If you’re also concerned with how much your graduates are likely to make in a field. Let’s start with those graduates, who become psychologists. Now recall you can’t become a psychologist with an undergraduate degree, so I’m afraid that Lucy doesn’t qualify with booth, but if you do go through graduate school, you’ve got immediate salary about 86,000. An average salary of 81,000. So it’s a reasonable level of pay that’s not a lot for somebody who has to get a graduate degree.
Psychologist: Bachelor’s Graduate Salaries.
Most people who study psychology don’t get graduate degrees. They come out with a bachelor’s degree and they into a wide variety of fields. Typically in a liberal arts major like this you gonna see people going into way over 200 different fields. And under 30, they make about $32,000 a year and as you get over 30 that number goes up to $70,000 a year. So, wages for people graduating In this field they’re good, but not great.
Psychologist: Education (Minimum Advertised)
A degree level that people are looking for when they advertise for a degree, for a psychologist, not surprisingly they’re gonna look primarily for bachelor’s and doctoral degrees, since that’s the minimum degree level to practice in this field. So, it’s heavily dominated by those two. There are some fields, probably not looking for a psychologist, but looking for somebody with an under-graduating psych background, where a bachelor’s degree is acceptable.
Psychologist: Employer Requirements
What does a psychologist do, so why don’t we share this data? Much of what we shared with you so far is helpful if you’re thinking about marketing a program or you’re deciding whether to start a program. This is a little bit different. If you’re thinking about what to teach, you need to know about what employers want. It’s not the only thing you need to know, but it certainly helpful.
So, we got data from a service called, “Skills engine.” That tracks from resumes and job postings. One of the most common things to look for in a given field and unsurprisingly here psychologists are expected to interpret psychological test results. I found it interesting how much of this is actually statistics and modeling. So, the second thing here is forecast phenomena based on statistical or mathematical modeling. Third is statistical analysis or modeling. Fourth is collect statistical data. Fifth is conduct field research and analyze scientific or investigators findings. The very heavy weighting here, not so much for somebody sitting at your bedside, but for somebody in a field, who’s actually studying psychology and human behavior, which is a [26:00- inaudible] interesting as a set of things people need to know. Those continue actually with interpreting test results. Then you get some different things, planning social behavior and learning activities. So, helping people think through how to socialize if they have issues with that.
I’m gonna jump down a little bit. We’ve seen the research element of it. Evaluate client progress to get measurable goals. Evaluate their medical health conditions or disorders. Really think two major heights of skills here one is studying patient behavior in larger groups and the others is actually providing that kind of counseling to an individual and evaluating their condition.
Psychologist: Program Scorecard
Putting all that together, we create scorecard and these are a bit daunting, when you first look at them I’ll explain it briefly, but if you’d like more of an explanation, please feel free to call and we’d be glad to walk you through how these scorecards work and how to use them.
We’ve got the data broken into four large categories. On the top left you’ve got student demand, which is green shading. In the gray area there we’ve got competitive data. Up and to the right we’ve got employment information, and on the lower right we’ve got some data on the degree level associated with the program both in terms of the workforce and the completion. Let’s start with demand. This is a highly in demand program. There are some 207,000 inquires in the trailing 12 months in our data set. Now it’s a little difficult to know of that’s big, so we color code it. That dark green color means is that 98th percentile compared to all other programs in our data set, and there are about 1,400 programs in the data set. So, it’s one of the 28 programs with the highest search volume in our data. Online is now a very large component of that with a 152,000 searches that also puts at the top 2% of all online search volume. Interestingly that trend is down about 13,000 inquires, 6.2%.
Let’s see if those numbers are corroborated by other data set. Google Search and completions both start green. Up to 490,000 searches and 132,000 completions in a trailing 12 months. So, both of those are suggestive in a very large program. They’re not, however, consistent with information about the trend in that program. Unit change for Google search actually up a little bit. Up 7,000 or 1.5%. Completions also up a little bit at 1%. So, I’d say that what we’ve got here is inconclusive findings as far as growth. You’d be very confident as a big program. It is a little harder to know if it’s growing the completion data is probably a little dated, but Google search and inquiry volumes are headed in opposite directions. So, it’s possible that it’s still growing a little bit, 1.5%, but it may have actually started to trend down. That’s something you want to keep an eye on, and certainly take into consideration if you’re thinking of launching this program.
1600 institutions offer the program, moving into competition. There are a lot of folks out there in this field. Twelve, however, left. You see at minus twelve number on the year-over-year change. So, it’s getting a little bit less competitive than it used to be. Average cost for inquires 51. that’s about average for a data set. So, that’s nothing to be concerned about, a little bit above the average we saw if you has just crept over $47 on average. So, we’re a little above, but not a lot.
Market saturation this is national, so it’s gonna be average. Cost per click at $40 consistent with what we saw earlier. That’s four time the average. So, that’s very competitive program on Google. Competitive index 0.72 confirms that. But the program size is pretty good. The average is 82, the median number of completions per year is 23. To turn that into students you need to multiply that number by about six. Maybe more depending on your attrition rate. If we assume that that’s a four year under-graduate program that we’re looking at.
There will be four full years of students behind that 23 completion. So, average program size in terms of enrollment is gonna be around a hundred. And that’s still going up a little bit. It’s up by one, which gives me some confidence as program is not too competitive yet. People are still able to fill their classrooms. Heavy Distance Ed component, though not as big as some programs, 251 schools has offer this online. Their 26,000 completions that’s about 20% of all completions that are taking place online.
Good job postings, again dark green, BLS, also dark green in terms of total job. BLS start job openings in indicator of immediate openings for people, also dark green in 10,000. Pretty good employment opportunities here. We’ve talked about the wages and about 32,000 on average for people under 30 and 70,000 over 30. Decent wages, nothing to write home about. We’ve talked before about the split at the work force, which is heavily skewed towards graduates. Although interestingly completions are predominantly at the bachelor’s level at 86%. That’s because most people, who get a degree in psychology actually go on and do something else. They may go to a graduate school or they may simply go to another field, for example: human resources or marketing.
Psychologist: Market Rank
For many of you who have a program in particular if you have an online program, you maybe asking yourselves, “What’s the best place to market this?” “What city should I be in?” So, we created something we call our market analysis program or MAP to help with that decision. When you take our scoring criteria you look at market demand, student demand. You look at employment competition. You can actually stack rank of a hundred markets in the US. on some 40 individual criteria. You can see up in New York and Los Angeles, there’s high demand, student demand of this program they got 10 at the score, 10 and 12 respectively. Good employment opportunities for the program, but a lot of competition.
Probably the cleanest market interestingly in Dallas, where it got good students demand score, good employment score and neutral in terms of – you’ve got a zero score on competition. So, that’d be a pretty intriguing marked to go after and then you can work your way down the chart to understand which other market maybe attractive. Some because they have a very little competition, if you’re always at the bottom of the list looking at such as New York. Very long gray bar indicating very low competition, but not much in terms of employment opportunities. So, that may not be one you wanna go after. So, as I say, this is a tool that allows you to understand individual markets. Behind each of these markets there’s a scorecard much like the one we just shared the provides data on all 40 variables that we track, so you can only understand at this macro level, but at a much more micro level as well.
Psychologists: Competition per 1000 population (Ages 18-34)
This is another statistic there that you might want if you’re thinking about this, which where are the completions now, saturation metric. New Hampshire appears to have a new interest in psychology. I don’t know what that means they over indexed in psychological and balance. But what’s really going on there is Southern New Hampshire University has a very large psychology program, so it’s importing psych majors and inflating the apparent numbers in New Hampshire. On the right-hand side you can see the states that have relatively low completion per capita for this particular program.
Key Demand Trends and Observations
Let’s summarize. Thank heavens that decline in totally increased seems to be slowing. Both Google search and the Gray Inquiry data confirm that trend. There’s no guarantee that it will continue. Conversions are exceeding our baseline to conversion rates, but they’re off their feet and we’re seeing as a result, of course, a rising price for inquires. People are willing to pay more and the vendors are able to charge more for those inquires.
We’re also seeing a very complex environment in terms of geography and program, in which geographies are attracted to which programs. In our believe is that means you need better data. Obviously we’re a slight biased about this, but you need great data in order to make great decisions on what programs to launch, what programs to invest in. You also need similar data in order to decide what markets to invest in. Overall in a flat market there’s an important message here: if you’re going to grow, or even stay your same size, you need to get really good at marketing and taking share. Because the market isn’t gonna support institutions at their current size. Especially not on-grounded institution. The overall market is flat to down. If you need to increase enrollment you’re gonna have to tale those students from someone else. Based on my discussions with any number, dozens of schools really over the last 6 month. If you’re not doing it, trust me, someone else is. Getting the right data to inform most decisions is terribly important and I think sharpening up your marketing and admissions capabilities, so you can compete, also vitally important.
There’s the last aspect that’s often overlook, which is differentiating both your school and your programs, so the students know not only that you exist, but why they’d go to your school over another. That’s it for this month thank you very much, we look forward to speaking with you and answering any questions you may have. If you’d like to reach me in the meantime with any questions more privately please feel free, my contact information is here for you and I wanna encourage you to join us the next months when we’ll share the results for May. Thursday June 21st at 2 PM.
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