Not a Technologically Focused Solution

Its a difficult thing to state as the head of a software development firm. That we are not a technologically focused solution. There are many of those solutions in the marketplace and the bureaucrats are pleased to be working with those providers, and losing money doing so. We are living in exciting times from an Information Technology point of view. It is the beginning of the Information Technology revolution that we are experiencing in this day and age. There have been many attempts to implement these technologies into the marketplace of oil and gas producers. Most have failed due to a focus on the elements of some technological breakthrough that was going to solve the producers difficulties. All these other applications were attempting to make it so, however the technologies were too immature to undertake the load that they needed to carry. And technology is not part of the solution.

If we are not a technology focused software company then what exactly are we doing in business. People, Ideas & Objects have always focused on the producer firm and most particularly the Joint Operating Committee as the key organizational construct of the dynamic, innovative and profitable oil and gas producer. If you read the Preliminary Specification we have included some discussion of the specific Oracle applications we will use to support our modules. This is to give the reader a better understanding of the overall technological architecture of our product. But the Preliminary Specification deals specifically with the issues and opportunities of the Joint Operating Committee and producer. It details the “what if” we did use the Joint Operating Committee as the key organizational construct of the producer. “How” and “What” would the producer, Joint Operating Committee and industry operate? This question is answered in the Preliminary Specification. It is about the ways and means of how people will work in the business and in the industry. It is not about technology.

The second aspect that proves our claim that we are not a technologically focused solution is that our primary focus is, and always will be on the user, or as we call them the user community participant. They are the ones that we have endowed with the power and control over the Intellectual Property that makes up the Preliminary Specification. Anyone who wants or needs to make a change in the software that runs the industry, there is only one group in which they need to see, the user community. Our developers will respond to the user community only. We are deaf, dumb and blind to all others. This commitment to being user community focused runs throughout People, Ideas & Objects. Review of our Revenue Model will show you that the ability and capability of this focus will continue. Our capital structure will not be compromised or redirected away from the user community focus. A difficult requirement which affects our development budget and the manner in which we are structured. This renders the shares of People, Ideas & Objects of little value as they will not be sold. And therefore my compensation comes about as a result of the Intellectual Property royalties that I earn. It is in our genetic code that the capital structure will not circumvent or reprioritize our direction away from the user community focus.

We provide the oil and gas producer with the most profitable means of oil and gas operations. That is the guiding principle of People, Ideas & Objects, our user community participant and the service providers who are involved in the community. This is what we sharpen our pencils for. The industry has to become dynamic, innovative and profitable. In order to do that it must be able to change the organizational methods it operates under. That requires that the industry acquire a software development capability consistent with what People, Ideas & Objects are providing. Our user community and service providers are a big part of that technological offering. However, they are also the other half of the equation. They are the service oriented part of the necessary solution to the success of our software. Technology is not going to resolve these problems. Its going to be the people who have the Information Technologies that are made available to them. And that is what I have done with People, Ideas & Objects. I have secured the Intellectual Property necessary for this ecosystem to operate. I have endowed the user community with the power and control of that Intellectual Property. We are now developing the user community, and as soon as our budget is secured, we will develop the software development capabilities to fulfill our value proposition to the oil and gas industry.

The Preliminary Specification and user community provides the oil and gas producer with the most dynamic, innovative, profitable and successful means of oil and gas operations. People, Ideas & Objects Revenue Model specifies the means in which investors can participate in these user defined software developments. Users are welcome to join me here. Together we can begin to meet the future demands for energy. And don't forget to join our network on Twitter @piobiz anyone can contact me at 403-200-2302 or email here. 

Commodity Prices

It’s been a bad week for oil and gas prices. It would seem to me that the bureaucrats who used the recent strength in these commodity prices, when in March they moved from $50 to $60 in May. While at the same time they were trying to convince their shareholders that all would be well “next year” at their annual general meetings. Selling this impossible scenario as the theme to cover for their poor performance of 2014. We have also recently learned that those “earnings” that were sold to the investors in the 2014 annual reports, were supported handsomely by $90 hedges. Now not only are the prices going down, again, and substantially, but the producers hedges have been expiring and they are fully exposed. There must be something about chronic overproduction of commodities that prices just fail to appreciate.

Its not that I feel any great enjoyment at the misery that is being experienced in the oil and gas marketplace today. People are getting laid off in the producers, service industry and elsewhere. Investors are losing significant money, and as we have documented in this blog, they are losing far more than what the producers are reporting. It didn’t have to be this way but bureaucrats will be bureaucrats. Natural gas prices have been declining for over five years. Plenty of time for the Preliminary Specification to have been developed. Its just that for that niggling fact that the Preliminary Specification does eliminate the calcified bureaucracy as the only reason that it hasn’t been developed.

The fact is though that low commodity prices are the greatest gift that I could ever ask for. I can now say that I got lucky. It provides the justification to go through the changes to make the Preliminary Specification the manner in which the industry operates. Our value proposition is the reason why and secondly, these bureaucrats will never change. They can't and won’t. We have seen a level of disintermediation in other industries such as the makers of cellular phones. This past week Microsoft says for all intents and purposes they are out of the smartphone business. Nokia, which they bought were the dominant brand less than ten years ago. Its not just these industries that have been disintermediated. Look at all the industries that are now being lined up to have the process undertaken by some upstart. Uber, AirBnb and Lyft are what are now called Unicorns. Private companies that are able to raise money on the basis of billion dollar valuations. Something that has never been seen before. And there are now over 100 of these beasts.

Oil and gas is being disintermediated by People, Ideas & Objects Preliminary Specification. We are developing the software, the user community and service providers that will remove and replace the bureaucracy from its comfortable position in oil and gas today. We will be changing the organizational structure of the industry to one in which the producer firm can compete based on their competitive advantages of their earth science and engineering capabilities, and their land and asset base. We are using the Joint Operating Committee as the key organizational construct of the dynamic, innovative and profitable oil and gas producer. It is the legal, financial, operational decision making, cultural, communication, strategic and innovation framework of the industry. When we align the seven frameworks of the Joint Operating Committee with the compliance and governance frameworks of the hierarchy. We achieve a speed, accountability, innovativeness and profitability in our producer organizations. We also enable the decentralized production model that provides the individual producer with the price maker strategy needed in today’s shale enabled oil and gas business.

Key to this transition is the user community that we are in development of. It is these people who will be the critical resource that makes the Preliminary Specification the software that it can be. Software that isn't defined, designed and developed by the user is useless. And that is why we have endowed our user community with the power to effect the changes necessary in the oil and gas industry.

We can continue on in the losing ways of today's oil and gas industry. I’m sure we can all assume what will be said by the bureaucrats next annual report season, or even the next ten after that. They are on record that the business was going to improve and they had it under control. Well it doesn't look so to me. To learn what is really happening map the last five years of natural gas prices as being what the future holds for oil prices. That’s what is going to happen until People, Ideas & Objects budget is funded and we are able to bring this solution to the marketplace. With our value proposition creating upwards of $45.7 trillion in incremental value over the next 25 years, I would think that it's time.

The Preliminary Specification and user community provides the oil and gas producer with the most dynamic, innovative, profitable and successful means of oil and gas operations. People, Ideas & Objects Revenue Model specifies the means in which investors can participate in these user defined software developments. Users are welcome to join me here. Together we can begin to meet the future demands for energy. And don't forget to join our network on Twitter @piobiz anyone can contact me at 403-200-2302 or email here. 

Why Not the Government's?

Many people have suggested that the various governments in North America. That are in oil and gas regions have a net benefit as a result of People, Ideas & Objects value proposition. Which is correct in terms of both royalties and taxes. There would be much to be gained in terms of these government's getting behind People, Ideas & Objects and funding some of our budget. It would be reasonable to assume that at least one third of the value that we generate would be redirected by producers to the various governments in the form of additional royalties. And the taxes that would be paid by the producers, based on the most profitable means of oil and gas operations, we can only assume it would be significant as well.

The problem with the idea of taking money from the government in order to fund our developments is that I will never accept it. There is nothing wrong with the money per se, other than the fact that we provide oil and gas producers with the most profitable means of oil and gas operations. And we are serious about that. Royalties and taxes are two of the highest individual costs that a producer incurs. The ability and the capability to reduce these costs to the lowest possible level at all times will be People, Ideas & Objects, the user community and service providers focus. We therefore can’t be conflicted by the fact that governments were, and are potentially continuing to fund our development needs. I feel it would be a conflict of interest for us to take their money.

I have mentioned a number of times that I had an audit firm before I started down this software development avenue in 1991. It was good work. Most importantly, I guess, I was good at it. My key client was the Alberta Government and I conducted audits on the natural gas producers in the province of Alberta. Confirming their royalty submissions to ensure that they were consistent with the regulations. I was assigned to work on Amoco and Imperial Oil (Exxon's) submissions which were the two biggest producers at the time. We all know Imperial’s love for meetings and their point of view about their bottom line. It was during this time I learned that there was many different ways of looking at the situation. I say that jokingly in that I learned the methodology of looking at things from the Imperial point of view.

Now there are regulations, acts and bureaucrats who offer opinions on what is what and that is how the world turns. And if you accept that as fixed then you are not doing your job. On behalf of the oil and gas industry I do not accept that the regulations, acts and bureaucrats opinions are fixed in terms of royalties and taxes. There can never be a point where they are fixed. The creative process of exploration and production demands that this posture be taken in terms of how these costs, the highest costs of the producer, are handled.

Based on my experience the differences are significant. I am no longer subject to any confidentiality agreements regarding any of the producers that I audited so I am able to state anything and everything at this time. I don’t need to go into details but Imperial did not spend much on natural gas royalties. Sure they were the largest producer, and it seemed to me that they made sure they employed and deployed each molecule of natural gas within their operation four to five times before they sold it or ultimately consumed it. Figure that one out. Attaching the royalty only on the net, net, net, net sales of the firm. Receiving massive royalty deductions for their natural gas used in their heavy oil operations by deeming the source of the fuel from their own natural gas production. The point of this is that it makes a substantial difference. And one that we could not guarantee that we were undertaking on behalf of the producers if we were also receiving some of our funding from the governments that took those royalty dollars from the producers.

We will implement a capability that will replicate the “Imperial way” within the People, Ideas & Objects software development team, user community and service providers. One where our service providers who are managing a royalty or production related process can apply the regulations and acts in the best interests of the producers. But also look at the business from the point of view as to what the producer is doing and why the governments should be supportive of these activities. Negotiating and communicating with them to initiate better policies and procedures to ensure that the oil and gas industry develops in the appropriate manner and that we provide the oil and gas producers with the most profitable means of oil and gas operations.

The Preliminary Specification and user community provides the oil and gas producer with the most dynamic, innovative, profitable and successful means of oil and gas operations. People, Ideas & Objects Revenue Model specifies the means in which investors can participate in these user defined software developments. Users are welcome to join me here. Together we can begin to meet the future demands for energy. And don't forget to join our network on Twitter @piobiz anyone can contact me at 403-200-2302 or email here. 

The User Community Participant and Service Provider Business Opportunity

We discussed the ability of the U.S. to become the swing producer in both oil and natural gas. How this is the appropriate strategic position for the country to take and how that would operate with the decentralized production model and price maker strategy of the Preliminary Specification. These changes require a new and substantially different organizational structure. Key to this structure is the ability to turn all of the costs of the producer, including their overhead, into variable costs. This is done through the use of the user community and service providers. Today I want to discuss in more detail what that situation would look like and how people would interact with producers when they operate in the user community and as a service provider.

It is the user community participant who will have worked with our developers to design and determine the needs of the oil and gas producers and Joint Operating Committees in terms of their data and process management needs. Going through the lengthy process of considering what those needs are and creatively developing and designing the specific solutions. This community has been estimated and budgeted at almost 3,000 part time participants with 600 full time resources per year being utilized by our developers. It is these user community participants who will be the principals who have organized the service providers. These service providers will then take the area that they have specialized in their software development with us and begin the task of creating the service that supports People, Ideas & Objects and provide the software and services to the Joint Operating Committees and the oil and gas producers. It is in these service providers that the current administrative and accounting resources of the industry will be reallocated to. There they will work for the user community participant who will also continue to work part time on an ongoing basis with the People, Ideas & Objects developers to continuously improve the applications and services that they provide.

The reallocation of the current administrative and accounting resources will also bring across the revenue stream to the service providers. The estimated value of that revenue stream is a large portion of the current G&A costs of the North American based producers. And I have estimated that the service provider's revenue stream would be in the range of $40 to $60 billion annually. Our budget for user community participation in the initial development stage is $667 million. This is over the multi year effort. There are significant revenues that the users and the service providers are able to generate. We support our user community participants with the budgeted $190 / hour fees. We however expect that our user community participants will make the necessary commitments and investments necessary in establishing the service provider organizations. It is also anticipated that there will be many processes under management by the People, Ideas & Objects application modules. However, we expect to see many of the user's partner with one another in order to establish stronger and more viable service providers.

User community participation in the development of the People, Ideas & Objects software is of critical importance to us. As you can see they hold a specific role within the industry in terms of how the applications are created, developed, implemented and managed. Most importantly they hold the keys to implementing the necessary changes by being the ones who are in control of the Intellectual Property. This is facilitated through the license that they will have with People, Ideas & Objects. It is important to review the user community vision that we have and understand the power that this group holds within the industry and how it is exercised. They are omnipotent. And that is how we will make spectacular software. The first thing we have to do is to secure the intellectual property. And that has been done. The next thing is to enable a community of users to use that Intellectual Property in the manner that provides the oil and gas producers with the most profitable means of oil and gas operations. And as you can see we are doing just that.

The Preliminary Specification and user community provides the oil and gas producer with the most dynamic, innovative, profitable and successful means of oil and gas operations. People, Ideas & Objects Revenue Model specifies the means in which investors can participate in these user defined software developments. Users are welcome to join me here. Together we can begin to meet the future demands for energy. And don't forget to join our network on Twitter @piobiz anyone can contact me at 403-200-2302 or email here. 

The U.S. as Swing Producer

There has been some discussion that the United States has taken the role of swing producer away from Saudi Arabia. I happen to agree with this point of view and it is exactly this role that the U.S. should be taking in the world markets for oil and also the continental markets for natural gas. Shale has changed the dynamic of the business. It once used to be an industry based on the scarcity of the oil and gas resources. Now these resources, thanks completely to the shale formations, have changed the game to one in which there is an abundance of oil and gas. What should be clear to most within the industry is that oil and natural gas markets are being oversupplied by the producing shale reservoirs. What hasn't changed is the business model in which the industry and producers operate. The bureaucrats, who have a vested interest in the status quo will not, can not and won't change their business model to accommodate these realities.

Each day we are apprised of the difficulties that Uber or lyft, and AirBnb are faced with by the established taxi commissions and competitions for other innovative Information Technology products. When given a choice consumers use Uber, Lyft, AirBnb for the simplicity and convenience of the business model they employ. In Calgary for example Uber and Lyft are able to operate freely in the city. The only provision that city council has placed on them is that every ride must impose a minimum fee of $72.00. I am faced with similar, fill in your own expletive here, by the bureaucracy in the oil and gas industry. Our value proposition is valid and yet it doesn’t stimulate the types of movements in that calcified existence I call a bureaucracy.

So the U.S. is a swing producer. However the industry, run by the bureaucrats doesn’t operate it as a swing producer. A swing producer will remove production if the market is oversupplied. And will bring on new production if the market is in need of more supply. That is what a swing producer does. The bureaucrats only operate on the basis of the high throughput production model. Which is designed to operate at full capacity, at all times, in order to ensure that the high cost of the overhead are covered. Guess where the bureaucrats costs show up, in the overhead. So cutting production would force them to take a personal financial haircut in the manner that they are configured, and that is just not going to happen.

If the U.S. is going to successfully be deployed as the global swing producer it will need to be able to adjust its production volumes based on prices in the marketplace. The only manner in which to do this is to reorganize based on the Preliminary Specifications decentralized production model and price maker strategy. By doing so what will happen is that the prototypical producer will be reconfigured to contain the C class executives, the earth science and engineering resources, some land and legal, and support staff. The remaining administrative and accounting resources are reallocated to service providers who are focused on one process or subprocess. They will have as their client base the entire oil and gas industry. Each month they will bill the individual Joint Operating Committees, not the producers themselves, for the work that they do within the Preliminary Specifications task and transfer network. If the property has no production for the month, nothing will be done by any of the service providers because nothing comes to them from the task and transfer network. Therefore no billing for any administrative or accounting overhead charges will be made to any property that is shut-in.

What we will therefore have achieved is to turn all of the producers costs into variable costs based on whether or not there was production that month. This will enable producers to focus on what properties they can produce at a profit based on the oil and gas prices that are available in the marketplace. This dynamic nature of the producers production profile, which is based purely on the decision to produce profitably, will also act as the U.S. swing producer status. Holding the rest of the world's oil production constant, the swing producer will increase or decrease their production based on whether the prices they can realize will produce profits. Its like its a business! Something that an oil and gas investor would be hard pressed to call the activities of the past few years. For if you look at it objectively, you are hard pressed to make out any logical reason for the activity of the North American based producers.

Technology is providing real value for industries of all types. People, Ideas & Objects Preliminary Specification enables the U.S. to become the swing producer. And that’s a good thing, but there is no way they are going to be able to exercise that market discipline with the current bureaucracy in place. People, Ideas & Objects needs our budget funded in order to undertake the development of the software, the development of the user community and the service providers in order to achieve this. It also won’t be an app that you can download to your smartphone. Understand that there is much work and difficulties for all concerned ahead and this will take time. So don't come to me and ask me what have I got. Oil and gas is a little more complex than operating a cab. What I have is the solution to the problem as described in the Preliminary Specification. And I own the copyright to that. No money, other than mine, has been put into this. So understand there is significant effort needed by all to make this happen.

The Preliminary Specification and user community provides the oil and gas producer with the most dynamic, innovative, profitable and successful means of oil and gas operations. People, Ideas & Objects Revenue Model specifies the means in which investors can participate in these user defined software developments. Users are welcome to join me here. Together we can begin to meet the future demands for energy. And don't forget to join our network on Twitter @piobiz anyone can contact me at 403-200-2302 or email here. 

And More Miscellaneous Items

Shell President comments

The President of Shell was on Bloomberg last week with Betty Lu to speak about some of the things that they were working on. He made an interesting comment about her comment that Shell’s production was actually lower ten out of the last twelve years. He stated, and I’m paraphrasing here. “That we are no longer necessarily concerned with our production volumes, as much as we are focused on the value that we provide.”

Bureaucrats should take note of this. Your days are going to be ending very soon. When presidents of major producers start talking in this fashion it might be time to start thinking about strapping that parachute on.

$44 billion in debt and equity financing in the first quarter

Bloomberg was also reporting that there were $44 billion in debt and equity financing in oil and gas in the first quarter of 2015. This shouldn't surprise anyone when you consider the length of time that the EU has been in negotiations with Greece. With no one being able to invest in Greece the stupid money has to go somewhere.

Bloomberg also noted that the proverbial shoe was about to drop on producers with the expiration of $90 hedging contracts. The producers apparently were able to get past their semiannual debt reviews with their banks because the hedges were still in play in the first half of the year. Now that they are expiring the “real pain” may begin to be felt by the industry. Which is probably the case as it was also noted that the rig count was up last week!

Oracle vs. Google

Last week saw the U.S. Supreme Court hand down their annual decisions. One decision that they didn't make was on Google’s appeal in the case of Oracle vs. Google. Google had lost an appeal by Oracle a few years ago which Google appealed to the Supreme Court. Since the Supreme Court won't look at it, and now with no further appeals, they will have to pay Oracle and settle the case.

This is a significant moment for software developers. Many, including Google, thought that the code they wrote was not necessarily subject to copyright provisions. That may be a simplification of Google’s claim. It is however, not a simplification of the way in which the Supreme Court obviously sees it. They feel that copyright does cover the software code and there is nothing in the case for them to see.

What Google did is they took the programming language Java, made some minor modifications to it, and called it Android. Now they have to pay Oracle for this abuse, the award was in the billions, and Google will have to license Java from Oracle. Good luck with that negotiation.

Stanford and MIT on avatars

One of the more controversial elements of the Preliminary Specification is the Marketplace Interface contained within our Petroleum Lease, Financial and Resource Marketplace modules. This enables people to collaborate through the use of avatars in a virtual world. It is noted in a Wall Street Journal article that Stanford and MIT are using the same technologies that we are to provide their business students with the ability to collaborate through the use of avatars.

All of these miscellaneous elements that I have noted in the past two days. Are providing our user community with the facts that People, Ideas & Objects, our user community and the service providers time has come. If we could have our budget funded we could begin the process of building the Preliminary Specification, the user community and service provides and build industry real value by providing the oil and gas producers with the most profitable means of oil and gas operations.

The Preliminary Specification and user community provides the oil and gas producer with the most dynamic, innovative, profitable and successful means of oil and gas operations. People, Ideas & Objects Revenue Model specifies the means in which investors can participate in these user defined software developments. Users are welcome to join me here. Together we can begin to meet the future demands for energy. And don't forget to join our network on Twitter @piobiz anyone can contact me at 403-200-2302 or email here. 

Some Miscellaneous Items

A Subdued Stampede

The Stampede in Calgary is as much of a corporate event as it is a tourist attraction. We welcome the tourists each year to what we call the “greatest outdoor show on earth.” And as a visitor, I can only assume they have a good time. The town transforms itself into one party city. I for one have looked upon Stampede as a time to let loose and enjoy the weather and the festivities. This tradition has been upheld throughout the city since the beginning of time. Well over the past 100 years, our big flood of a few years ago, gave it the appropriately named “come hell or high water” as the theme. That flood was the countries biggest natural disaster, happening one week before the big event, and it didn't slow this town down. Apparently this year we will witness what does slow the Stampede down.

Cancellation of corporate events is the name of the game in town. It would seem the oil and gas industry wants to send a message to the new government that they are not happy with their plans for a revised tax and royalty regime. Since when did the bureaucrats concern themselves about the business of the oil and gas business? Optics? It doesn't look good to be partying so hard when the people need to be told that their choice in government doesn’t sit with them. So instead of partying, everyone will be present at their desks for the entire Stampede. No corporate breakfasts or festivities. That'll send the message.

Its one thing to sit down and make representation about how the industry is having difficulties financially. To engage the government to advise them and educate them about the industry. The New Democrats are now running a $40 billion government with many of the cabinet ministers never being responsible for much more than their local communities budget. A little help and encouragement might have been the appropriate direction. Particularly their leader Rachel Notley is of fine pedigree and seems capable and approachable. These bureaucrats however have fallen into their classic pattern of attack and bully to make it as difficult for everyone, and the bureaucrats importance is the key and only issue.

These bureaucrats don't concern themselves with the business unless they can exercise some real public relations value out of the issue. By ramping down the Stampede festivities they attempt to destroy an annual tradition so that they can look good in the eyes of, well I don't know who will buy in to the BS, or who will give them credit for being prudent about the business. If they were really concerned about the business they would be focused on our $45.7 trillion value proposition over the next 25 years and how they can make that real. Not in punishing everyone during Stampede week.

The Cloud Paradigm

Amongst our distinct competitive advantages, the cloud provides us with much value over the traditional decentralized IT infrastructure. Today, each producer is tasked with the needs of developing, maintaining and operating their organization with the IT resources afforded by their budgets. This may have been easier in the past when the organization was less dependent on IT, and when the IT infrastructure was less robust and mature. Now with so much dependent on these technologies the ability and capability to have the skills, talent and resources housed within the producer organization are exceeding the budgets that are provided to these departments. None of this activity is within the domain of a producer's competitive advantage of their earth science and engineering capabilities, or land and asset base.

Maybe the best example of this is in the area of security. Where cyber security has become the issue of the day and is occupying many hours and days within a producer firm. Each producer is having to spend this time and effort to ensure the firm's data and resources remain secure. Each producer is undertaking the same tasks and activities to ensure their systems are safe. With the cloud, or more specifically with People, Ideas & Objects, producers will be able to rely on the efforts of our software developers, our user community and the service providers to provide this security. By aggregating the resources of the industry we are able to focus our budget on items such as cyber security and devote more resources to the issue than what a producer can. This centralization theme works most effectively in our key competitive advantage of providing the oil and gas industry with a software development capability for the long term. A capability that will enable changes to be made in the business model when and if they are required.

The Preliminary Specification and user community provides the oil and gas producer with the most dynamic, innovative, profitable and successful means of oil and gas operations. People, Ideas & Objects Revenue Model specifies the means in which investors can participate in these user defined software developments. Users are welcome to join me here. Together we can begin to meet the future demands for energy. And don't forget to join our network on Twitter @piobiz anyone can contact me at 403-200-2302 or email here. 

No Posting Today

In recognition of the U.S. Independence Day.

No Post Today

Sandwiched between two stat holidays seems like a good time take another day off. 

No Post Today

In recognition of the Canada Day Holiday.