Zagwear Acquires Arrow Promotional: Creates Larger Presence In US And UK Markets

WHITE PLAINS, NEW YORK (May 12, 2022) – Zagwear, a global branded merchandise agency headquartered in White Plains, NY with offices across the US, UK, EMEA and APAC, has acquired Arrow Promotional, a NYC- and UK based promotional merchandise company with a long list of top-tier clients. Financial terms were not disclosed.

Arrow Promotional’s operations, including offices in New York, Denver and the UK, will be consolidated into Zagwear, and all business moving forward will be under the Zagwear brand. The process of integrating Arrow’s workflow into
Zagwear’s operations is underway.

Arrow President Ed Strauss and Zagwear CEO Toby Zacks have known each other for many years and began discussing joining forces in late 2021. “I admire what he and his wife Peggy have built, and we look forward to having them and the entire Arrow staff join the Zagwear team,” Zacks said. “Arrow’s insightful client development, expertise in product design, go-to-market strategy and unique product offerings will complement Zagwear’s vision well. I’m impressed with the number of clients, especially in the financial services industry, and the potential to grow them exponentially with our infrastructure and expertise.”

With continued growth as a key goal of the acquisition, Zagwear is now able to expand its resources while offering Arrow customers the benefits of its proprietary technology, expanded automation, creative services and global distribution. All Arrow customers will also have access to Zagwear’s full suite ofofferings, which include branded merchandise, print services, print-on-demand, kitting, warehousing and fulfillment, and custom-designed and manufactured products.

Acquiring Arrow Promotional gives us immediate access to growing our presence in the financial services industry both here in the US as well as through our UK/EMEA offices,” said Zacks. “This is a great fit for our expanding business, and we expect sales opportunities and growth from our ability to provide more robust client-centric offerings for these customers.” From Arrow’s perspective, Strauss says that he’s looking forward to presenting the breadth and depth of Zagwear’s capabilities to Arrow’s clients. “For more than 60 years, Arrow has helped our customers build strong bonds with their clients and employees through premium items, event support and highly customized projects,” he said. “In turn, we’ve built strong bonds with our clients, whom I’m sure, along with Arrow’s employees, will quickly see the new possibilities this acquisition creates for them. This is an incredibly exciting new era for all our employees and customers.”

Zagwear Opens Netherlands Office

Distributor Zagwear (PPAI 184202, D9), based in Orangeburg, New York, has opened an office in the Netherlands to support enterprise clients in multiple regions. The company already has an office in the UK, and the addition of the European Union location is expected to help it manage the challenges created by Brexit earlier this year.

“Our strategic locations coupled with our technology solutions, logistics experience and creative product offerings allow for maximum efficiencies, speed, cost savings and a reduction in carbon footprint,” says Zagwear CEO Toby Zacks.

Zacks adds, “The addition of this office continues to support our vision to provide best‐in‐class service globally while helping companies reduce their carbon footprint. As companies rebound from the pandemic, their marketing initiatives cross borders and we are now able to support their needs more efficiently.”

The new location will offer all services needed to support EU businesses including creative, product sourcing, technology, warehousing and fulfillment, and logistics.

Letter from Zagwear CEO – Current Industry Challenges

We hope everyone is doing well, staying healthy and looking forward to the summer months ahead.

It has been over a year since the world was turned upside down and all our employees started to work from home. We are very proud of the way Zagwear responded to the unprecedented challenges we faced. As we all began a new way of working, our goal and mission did not falter; to continue providing the same level and service our clients around the globe have come to expect from Zagwear.

I am truly proud and appreciative of the way our entire team responded and what we’ve been able to accomplish over the last year.

Some of these accomplishments may not be shown on financials or balance sheets, but if kindness, empathy and hard work were a line item, we would have had a record year.

We will always strive to perform at the highest level, deliver as expected and within budget. We will also deliver information and data in a timely and transparent manner. As we begin to turn the page and move forward, there are still effects from the pandemic that remain. In the effort to clearly communicate the current status of our industry, I wanted to share the following information and challenges we currently face:

Driven by the ongoing global pandemic, we are seeing supply chain complexities we wanted to share:

  1. Domestic inventory levels are volatile.
    1. Across all product categories.
    2. Replenishment orders are delayed.
    3. Reorder amounts are unpredictable due to manufacturing capacities.
  2. Commodity prices are expected to rise 8-12% over 2021.
    1. Yarn price increases for cotton and polyester are affecting apparel prices.
    2. Multiple resin price increases are affecting plastics.
  3. Worldwide Logistics are suffering across all continents.
    1. There is a shortage of containers in manufacturing cities.
      1. The standard routing of containers (to and from destinations) is completely disrupted and efforts to resolve the issues have been largely unsuccessful.
    2. Ports have ships waiting for weeks to get off-loaded.
      1. COVID has impacted staffing at ports, and they are not able to keep up with the growing backlog.
      2. Shipping costs have increased 250% over last year.
      3. Fuel costs are continuing to rise.
  4. Tariffs have made items more expensive regardless of where the goods are made.
  5. The weak dollar against many foreign currencies has caused price increases.

We are now working harder on every project and finding solutions for any challenge presented. We encourage starting projects earlier allowing more time for any unforeseen issues.

Our technology, logistics and experience have been critical to continue providing global solutions during this time.

We are happy to be in a position where we are hiring and are optimistic about the future.

We have all been affected by the pandemic in some way. We are here to help in any way possible and here to listen to any needs you may have.

Thank you for your trust in Zagwear and we look forward to our future together.

Best regards,
Toby Zacks
CEO

Zagwear becomes signatory to the UN Global Compact

Zagwear is proud to announce that we have become a signatory to the UN Global Compact, the world’s largest CSR initiative. Zagwear has long been aligned with the UN’s corporate responsibility initiative, and our signatory further highlights our commitment to the UNGC and its Ten Principles in the areas of Human Rights, Labor Standards, The Environment and Anti-Corruption.

Zagwear will submit an annual Communication of Progress (CoP) report detailing our year over year CSR progress. To view the full communication when available in 2022, please visit Zagwear’s profile page on the UNGC website at https://lnkd.in/dM9EAeu

With this commitment, we look forward to further integrating the UNGC Ten Principles into our business strategy, daily operations and corporate culture.

About UNGC
The UN Global Compact harnesses the power of collective action in the promotion of responsible corporate citizenship. The Global Compact provides a framework of ten principles in four different categories – Human Rights, Labor Standards, The Environment & Anti-Corruption – within which companies are invited to manage their operations. There are over 12,000 company members based in 160 countries.

Make Ordering Easy with ZDxpress!

The season of giving is just around the corner, which means the stress is getting real. Especially since we’re unable to leave our homes as often these days, shopping is going to be somewhat different this Christmas. Thankfully, there are new innovations that will allow your gift-giving season to go off without a hitch! We’re talking about a service that gives companies a simpler, more effective strategy to fulfill your orders faster! Here are just some of the perks of ZDxpress, a platform dedicated to creating more ease in the giving season.

ZDxpress is a custom platform that enables companies to use buying power to easily and efficiently collect and consolidate order information. It eliminates the need for paper forms, which keeps everything neat and tidy!

It collects orders and payments automatically as well as offers multiple gift choices, giving the customer more power when choosing the perfect gift.

The simplified order collection will help drive sales, keeping customers coming back for more. Once orders are received, ZDxpress will consolidate for maximum cost efficiency!

In other words, the product will ship directly to the recipient’s address, allowing for faster and easier delivery.

The technology of ZDxpress is designed to take the confusion out of product distribution and get goods into your hands in less time! International distribution will also be a breeze with ZDxpress. So don’t hesitate to shop for your friends and loved ones overseas!

ZDxpress makes information consolidation easier and takes the clutter out of exchanging information when ordering. Just think about how quickly we can get things done with a little less paper and a little more freedom! Look into ZDxpress for a better, more efficient way!

Event-in-a-Box

Our collective mission to stay safe and healthy should not prevent you from creating engaging moments that drive business growth!

Let Zagwear build tangible merchandise experiences in a virtual world; while keeping your brand and event, front & center.

Let’s get started!

 

Zagwear Virtual Product Showcase!

You are invited to Zagwear’s first Virtual Product Experience!


Join us as we will be showcasing the latest & most memorable promotional merchandise from 8 leading product lines. See the latest trends from these featured brands with a special focus on promotional products in a Covid-19 world.

Fabulous Prizes and Giveaways!

Join us LIVE on Wednesday October 7th 2020 from 1:00 – 2:00 EST

Hope to see you there!

https://lnkd.in/eV86Edc

#branding #advertising #marketing #experience #merchandise #promotionalproducts


Planning A Promotional Product Campaign

In a world dominated by digital and tech, traditional product marketing has proven itself capable of cutting through modern marketing alternatives and making a real impact with its audience. A recent survey by the BPMA found 79% of respondents were more likely to do business with a company if they’d received a promotional product from them.

There’s a lot more that goes into product marketing behind the scenes than first meets the eye. At Zagwear, we strive to create high-quality products that meet your unique campaign objectives and guide our clients through a robust and straightforward process to ensure we achieve this.

In this blog post, we outline the steps taken at Zagwear to produce and deliver promotional product campaigns.

The initial consultation

As a first port of call, we like to begin client relationships at Zagwear with an initial consultation. This allows Zagwear to understand your business goals, and determine how we can help you reach them with promotional items.

The initial consultation is a vital aspect of the promotional product journey with Zagwear. It’s here that we obtain all the critical information, such as your marketing calendar, budget, brand guidelines, messaging, time frame, target market and so on.

Face-to-face meeting

Following the initial consultation, we prefer to introduce clients to the team that will be working on their campaign. Although this isn’t a requirement, it provides an opportunity to ask questions that may have arisen in the interim and get to know Zagwear as a company.

For any clients who’re unable to make a meeting in person, we offer the alternative of a call or video meeting, so we can build a strong client relationship.

Brainstorming

Once we have a clear idea of your brand and what it aims to achieve with product marketing, we can get the ball rolling and begin to put ideas down on paper.

During this phase, our in-house creative team will put together a detailed presentation of our proposed strategy, which we call a ‘deck’. We will then deliver a proposal, using these ideas, of what we believe is the best course of action for your brand—from the product you market to the branding design and materials used in the manufacturing process.

At this stage, we will discuss the proposal with the customer in detail, using our industry experience to forecast the potential success of the campaign and advise the on how best to proceed.

Drawing up the official quote

Once the customer is 100% happy with the proposal, the Zagwear team will contact the appropriate manufacturing partner(s), obtain pricing for the job and write up a detailed quote for the campaign. This in-depth quote will be then be sent out to the customer for review.

Our quotes are completely transparent, so you know exactly what you’re paying for, and we never proceed without ensuring you are completely happy.

Placing the order

When the customer has confirmed they are happy to proceed with the campaign quoted, Zagwear will set up a corresponding sales order. The customer will receive notification of this, and the manufacturing partner is instructed to purchase the goods.

Artwork approval

Zagwear is committed to creating promotional products that meet—or even exceed— the expectations of the client, and we want our customers to be happy with the items we provide.

As such, we carry out an ‘artwork approval’ process, in which we outline how the product design will look. This ensures that the product is completely as the customer expects before sending for production, reducing the risk of potential hold ups and unfactored budget revisions further down the line.

Sign off

Once the client is happy with the design of their branded products, the campaign can be formally signed off and production can commence!

At this stage—and if the deadline permits—we offer clients the chance to receive a pre-production sample of their product(s). This gives you the chance to view the finished article before it is sent for mass production, helping to protect your budget and issues occurring further down the line.

Zagwear offers all clients with an order total of $12,000+ the option of a pre-production sample free of charge, providing the opportunity to iron out any design or product flaws and provide peace of mind before the order is mass-produced.

Mass production

Once the client gives us the green light, we’ll instruct the factory to begin mass-production of the product.

Quality checks

Zagwear prides itself on its dedication to its customers, and the team works hard to ensure that it only produces the best quality items for customers. However, like all mass produced items, with thousands—and potentially hundreds of thousands—of products manufactured, there is always potential for errors to occur.

To minimise the possibility of items that don’t meet our standards slipping through the net, our team carry out regular checks in the factory. For maximum precaution, we then carry out further checks of the promotional products internally.

Delivery

Once the items have been manufactured, we will then organise their dispatch.

Whether you require bulk delivery or fulfilment jobs, Zagwear is able to coordinate this. From sending products to multiple addresses to issuing a number of promotional products in unison, our experienced team is on hand to ensure your promotional items are delivered safely and on time.

Invoicing

Once you’ve received your order and are completely satisfied with the goods provided, the Zagwear accounts team will then send you a detailed invoice for the service.

We offer our clients the flexibility to pay their invoice in advance, in instalments or with 30 days terms (subject to the relevant credit checks), giving you the flexibility to pay in line with company cash flow. We accept client payments from all widely used credit and debit cards.

Zagwear understands that every client is different. To discuss the ways we can help you finance your next promotional product campaign, contact a member of our team.

Choose Zagwear

There’s a lot that goes on behind the scenes during the delivery of a promotional merchandise campaign, but Zagwear has the high-level expertise to make the process as smooth as possible while meeting your every specification.

You’re an expert in your industry, but to achieve success with promotional items, you need extensive product manufacture and marketing knowledge. For a reliable team who can be trusted to direct the planning of your promotional product campaign, choose Zagwear. With world-renowned clients such as BMW Group and Facebook, we’re a reliable name at the head of the product marketing sector.

For more information about planning a promotional product campaign, get in touch now. Alternatively, to see real-world examples of our work, take a look at our case studies.

An Eco Glossary

The Guide To Sustainable Materials In Product Marketing

 

Sustainable products aren’t just the future: they’re the present.

Our collective environmental impact has grown from a fringe issue into a primary consumer motivation in recent years, with sustainability topics featuring in global market research firm Euromonitor’s top consumer trends for both 2019 and 2020.

From “reuse revolutionaries” to “clean air everywhere”, products are now expected to not just mitigate, but in some cases prevent, global warming and waste.

Product-based marketing is all about communicating your brand and its values to an audience without saying a word. Your end users are not only likely to be more impressed by a commitment to sustainability, but could be thoroughly unimpressed by a lack thereof. Don’t believe us? Research by Oxfam found that 62% of consumers would disengage from a brand if its products were ‘detrimental to the environment’.

There are plenty of ways you can make your products more sustainable, it’s important to know your lingo before you dive in. Introducing Zagwear’s comprehensive eco-glossary of terminology you need to know to conduct an effective sustainable product-based marketing campaign.

In this post, we’ll help you tell your recyclable from your reusable, your fair trade from your vegan and so much more.

What is a sustainable product?

If you’ve ever read a product description which states ‘this item has been made from sustainable materials’ you probably know that this is, generally speaking, a good thing. But the chances are you haven’t thought about what this actually means.

What makes something sustainable?

When we talk about sustainability, we often refer to it as having three main pillars:

  • The environmental pillar
  • The social pillar
  • The economic pillar

More informally known as people, planet and profits, if something is classed as sustainable, it means that it provides an environmental, social or economic benefit in some way, while protecting the environment and health of the public from initial extraction to final disposal.

The environmental pillar
Often given the biggest focus of the three, the environmental pillar is a focus for many people looking to reduce the size of their carbon footprint, their packaging waste, energy usage and more.

In commercial settings, companies have found that placing a focus on the environmental pillar with initiatives such as zero waste, can lead to a positive financial impact too.

The social pillar
This one comes down to the impact of your actions on society, both close-to-home and on a global scale.

In a commercial setting, being sustainable might mean treating workers fairly, providing a safe environment, condemning child labour.

The economic pillar
For a business to be sustainable and continue to operate, it needs to be profitable.

However, profit is not the main focus here, but the actions of a company which allow it to be so, such as good corporate governance and risk management.

How to tell if a product is sustainable

But just because a product claims to be sustainable doesn’t mean you should take it verbatim. The reality is, unless you’ve witnessed the production process first hand, it’s difficult to know that a product is as sustainable as it makes out.

With that said though, there are ways to educate yourself on the sustainability of an item:

  • Don’t buy into branding: Lots of companies like to give the look of being sustainable, even if they’re not. This is often referred to as ‘greenwashing’.
  • Keep an eye out for certifications: Third party organisations can offer a reliable judgement of a brand’s sustainability. Some of the most established include PETA, Sedex and OEKO-TEX.
  • Do your research: If a brand has taken leaps to be sustainable, the chances are they’ll want you to know it. There should be a section on the website that explains exactly what they’ve done to help the sustainability pillars.

Are all sustainable products equal?

Now you know more the vast areas that sustainability covers, you’ll probably be able to at least partly answer this one for yourself.

But no—not all sustainable products are equal. Some products might focus on one particular pillar in detail, others might spread their efforts equally over all three, some may do one small thing that makes their product count as ‘sustainable’.

That’s why—when it comes to finding truly sustainable products—it’s vital that you do your research and know the key things to look out for.

What does it all mean?

But a product rarely just labels itself as sustainable. Usually, if a brand has gone above and beyond to be more environmentally, socially or economically sustainable, they tend to give a little more insight as to why. But this information isn’t always consumer-friendly. Whether it be a pen made from recycled materials or drinkware which is recyclable, understanding what all the terms mean can leave you quite frankly confused.

Here’s a simple definition for some of the main terms used by brands when marketing their products as sustainable:

Recycled – A product which is made of recycled materials is one which contains materials which have been used before. They have undergone a process which has repurposed them for use in a new product.

NEWCHURCH TOTE BAG:

Recyclable – A recyclable item is one which can undergo a process to be used again, for a new product. This product would therefore be recycled.

CAHIER NOTEBOOK:

Reusable – A reusable product is any that can be used more than once.

CORK COFFEE TUMBLER:

Biodegradable – An item which is classed as biodegradable is one which can decay naturally in landfill and in a way which is not harmful to the environment.

SKEYE BIO PEN:

Compostable – Compostable items are able to disintegrate into natural elements in a compost environment, leaving no toxicity in the soil. This typically must occur in about 90 days.

PLANTABLE NOTEBOOK:

UK-Made – Products are deemed to have been manufactured in the country in which they last underwent a treatment or process resulting in a substantial change. Products made in the UK are those which underwent their final processes in England, Scotland or Northern Ireland.

CHX KEYRING:

Organic – Organic usually refers to food products grown without the use of chemical fertilizers, pesticides, or other artificial chemicals. However, cosmetics and personal care items, textiles and alcohol can all be organic too.

BC054 ORGANIC CAP:

Vegan – Vegan products are those which are manufactured using or containing no animal byproducts.

BELLUNO (VEGAN LEATHER) CARD WALLET:

Fair trade – Trade between companies in developed countries and producers in developing countries in which fair prices are paid to the producers.

MESSENGER BAG:

Sustainable materials

We all know a couple of materials generally considered more eco-friendly alternatives to things like single-use plastics and other highly processed options, but there’s also some sustainable materials that are better than others.

Bamboo

The bamboo plant is an evergreen perennial in the subfamily Bambusoideae of the grass family Poaceae. Bamboo can be used to produce a wide range of products, including straws, socks and cutlery.

Bamboo is widely considered to be a sustainable material for product manufacture as it can help prevent soil erosion. In the areas where bamboo plants are grown, soil is regenerated and the risks of future erosion are greatly reduced.

Bamboo also grows at an astonishing rate, and can be effectively farmed without the death of the crop. As such, masses of bamboo can be harvested for product manufacture without causing harm to the environment.

With this said, bamboo isn’t always as sustainable as it might seem. Tests conducted by the German consumer stakeholder, Stiftung Warentest, have discovered potentially harmful chemicals on products, as well as instances of ‘fake advertising promises’, in relation to origin and environmental impact.

Natural bamboo is undoubtedly a sustainable material, however certain processes can make it less so. Manufacturers of bamboo products which are marketed as sustainable need to follow good manufacturing practice to avoid the harmful processes. It’s also important to check the composition of a bamboo product as, in some cases, the bamboo is mixed with unsustainable materials like plastic. In a bamboo tumbler which is 10% bamboo and 90% plastic, the manufacturing process is actually more harmful to the environment than the same process for a standard plastic or metal alternative.

Recycled plastics

It’s hard to tell recycled plastic from single-use, but the impact they have on the environment is worlds apart. We’re now using 20 times more plastic than we did 50 years ago, and it’s vital that we find a sound alternative to single-use options that take hundreds of years to decompose.

Recycled plastic offers a solution: treating and transforming old plastic items into new ones.

But how is plastic recycled?

  1. Sorted by polymer type
  2. Shredded
  3. Washed
  4. Melted
  5. Pelletised
  6. Made into new products

Although the process of making old plastic items into new products takes processes which will increase the manufacturing carbon footprint, this is often still a better option than using single-use plastics which are manufactured, used once and then buried in landfill.

Wood

Wood has the potential to be one of the most sustainable materials out there. With very little manufacture and treatment necessary, it provides a strong and versatile material with a very small carbon footprint.

But if you don’t want to support illegal logging or encourage deforestation, you need to be aware of how to buy sustainable wood. Sustainable wood is that which is harvested in a managed forest, ensuring that there is little to no lasting damage to the ecosystem and habitat.

Wood is all around us, so there’s no reason not to go local either. When it comes to sourcing wood for products, where it comes from can greatly impact its overall carbon footprint and sustainability. As a general rule, the less transportation, the better. Sourcing as locally as possible can save on transportation, such as air miles, and reduce resource usage to get the product from A to B.

But it’s not just where the wood comes from that you need to take note of. It’s also how it has been treated. Like bamboo, wood sometimes undergoes processes which can hinder its overall sustainability.

To avoid unintentionally sourcing unsustainable wood for your products, it’s important that all your wood is FSC certified. The FSC approval ensures that products are not only renewable, but also that the wood you’re buying is from a responsibly managed forest area.

PLA plastic

Polylactic Acid (PLA), is a plastic unlike any other. Instead of unsustainable, single use materials, PLA is a plant-based thermoplastic polymer derived from renewable sources, such as sugar cane or corn starch.
Because PLA is made from biomass, it’s categorised as a bioplastic, making it a far more sustainable option than regular plastic manufactured using petroleum.

PLA plastics are particularly beneficial because they offer the same strength and robust nature, its cost-effective production and its biodegradability, which is a mere 6-24 months, compared with the hundreds of years needed for regular plastic to break down.

Cork

Many products derived from trees are responsible for deforestation and harming the entire ecosystem, but cork isn’t one of them. But, in reality, cork is one of the most sustainable materials available, and has been used by mankind since the Roman Empire. Cork bark can be harvested through stipping while causing absolutely no harm to the tree itself.

Although the demand for cork products has increased since 27 BC, the harvesting practices haven’t. Stripped from the tree using skill and man-power, there’s a very small carbon footprint in cork manufacture.

What’s more, there’s very little processing needed to take the cork from tree to product:

  1. Cork planks are stacked and boiled for at least one hour, allowing cork cells to fully expand into a tight honeycomb-like structure.
  2. The cork is cut into the desired shape, ready for further manufacture.

And that’s it! The lifecycle of cork is a highly sustainable one too. Once a cork product has reached the end of its life, the cork can be recycled, reprocessed and reused for any other product, from a pin board to a bag!

If you’re looking for a sustainable option for your products, Zagwear offers a range of options which can help you do your bit and meet the demands of your audience.

ZAGWEAR’S ENVIRONMENTAL PRODUCTS

Which product type is most sustainable?

This isn’t something which can be answered easily, and there’s been a lot of debate over whether things like reusable totes are better for the environment than regular plastic bags. The sustainability of a product is determined by a number of factors, including manufacturing process, product life, product disposal. But the reality is, there’s no easy way to determine ‘which is best’, with life-cycle assessments honing in on a number of areas, from manufacture to climate change impact.

And while some products can be categorised as one of the ‘good’ terms for sustainability, others tick off a number of them. Without the ability to calculate the carbon footprint of the entire product life cycle, from production and transportation to disposal, a general rule to follow would be the more boxes (in terms of recycled, recyclable, biodegradable etc.) a product ticks, the better.

But remember, no matter how sustainable a product can seem, you need to take into account its geographical journey, and add this factor into the larger equation. Think about it—if a sustainable product which ticks all the boxes is flown thousands of miles during its manufacturing process, it isn’t all that sustainable, is it?

Key takeaways:

  • When choosing a material for your products, think about the overall journey it takes from manufacture to end of life, not just the materials used.
  • Do your research—if something says it’s sustainable, look out for the signs which affirm this is true. From methods used to manufacture the product to the composite makeup, all the information will be there, you just need to look out for it!
  • Give your consumers what they want. Sustainable items are top of every wish list right now; if you want products which tick all the boxes, you need to be as sustainable as possible.

Want expert help that will ensure you meet the demands of your audience while still reaching business targets? Zagwear is one of the world’s leading promotional marketing agencies providing an unmatched combination of breakthrough innovation, strategic business processes and flawless execution, delivered globally.

To find out more about how Zagwear can help your brand get to grips with sustainability, get in touch with us now.