This week Al is in Concord, Ontario visiting twin brothers Khasan and Husan, the owners of Stylephotos, the #1 eCommerce photography service in Canada. Khasan and Husan started out looking for ways to improve the quality of the photography for their family’s eCommerce fashion store and ended up building a fully automated in-house production studio boasting some pretty impressive clients! How were they able to turn their need into a self-funded tech-startup with no background in photography? Listen and find out.
Stylephotos
This week Al is in Concord, Ontario visiting twin brothers Khasan and Husan, the owners of Stylephotos, the #1 eCommerce photography service in Canada.
Khasan and Husan started out looking for ways to improve the quality of the photography for their family’s eCommerce fashion store and ended up building a fully automated in-house production studio boasting some pretty impressive clients!
How were they able to turn their need into a self-funded tech-startup with no background in photography? Listen and find out.
You can learn more about Stylephotos at stylephotos.ca.
Al Grego:
Hello everyone. I'm Al Grego and this is the Yes, We Are Open! Podcast.
Vaughan, Ontario, known for decades as the city above Toronto thanks to a very successful marketing campaign that saw Vaughan turned into one of the fastest growing suburban cities in the greater Toronto area. Since 1991, the city's population has doubled to over 300,000. That puts Vaughan as the 17th largest city in Canada. Before colonization, Vaughan was home to the Huron-Wendat Peoples. It was settled by Europeans in 1792, and incorporated first as a town in 1850, then as a city in 1991. Today, the city is made up of five major communities: Woodbridge, Maple, Thornhill, Concord, and Kleinberg. Vaughan is the third-largest employment center in the greater Toronto area, after Toronto and Mississauga. It's home to over 12,000 businesses employing more than 200,000 people. Manufacturing is the dominant sector, but it's also home to 184 Canadian or regional headquarters. In 2018, Vaughan's largest employers were Canada's Wonderland, UPS Canada, CN Railway, and KPMG. Some of Vaughan's attractions include the McMichael Canadian Art Collection, Kortright Center for Conservation, the Vaughan Mills Outlet Mall, and of course Canada's Wonderland, Canada's largest amusement park.
Today, I'm in Concord, a suburban industrial district in Vaughan, at an industrial building on Keele Street. It doesn't look like much from the outside, but in one of those units is the subject of this week's episode, StylePhotos.
Khasan Aripov:
Al, how are you?
Al Grego:
Good, how are you? Nice to meet you.
Khasan Aripov:
Nice to meet you. How are you doing?
Al Grego:
Good, good.
Khasan Aripov:
Can I get you some-
Al Grego:
That's Khasan welcoming me at the door. I walk into a small lobby piled high with boxes full of merchandise awaiting their turn in Khasan's Studio. Khasan takes me on a tour of the facility. There are a couple of offices out front, a break room, some other nondescript doors, and then at the end of the hallway, a door opens up to a larger space filled with racks of clothing.
Oh wow, what a setup.
Khasan Aripov:
You're looking at a mini version of it, but yeah, in a large scale it's going to be much more cramped-
Al Grego:
In your new studio, you'll have a larger setup like this.
Khasan Aripov:
11 of those.
Al Grego:
There is in one corner a large well-lit camera rig with a headless mannequin bust modeling a T-shirt. Someone's taken great care to remove all the creases and lint before taking the picture. There's another smaller camera rig in the opposite corner, where someone's taking pictures of a very stylish looking knee-high suede boot. And then finally a large flatbed camera rig that is currently not being used. The studio's a buzz with music and activity.
Khasan Aripov:
Up to you.
Al Grego:
Probably a quieter environment.
Khasan Aripov:
Quieter [inaudible 00:03:23].
Al Grego:
After the tour, we moved to a quieter place to do the interview. Khasan takes me outside to a different unit in the same building.
Khasan Aripov:
But it all started as a fashion and apparel business. So traditional mom and pop retail.
Al Grego:
This unit has a showroom with various displays of high-end clothing, shoes, and fashion accessories.
I love the ...
Khasan Aripov:
A buddy of mine made.
Al Grego:
Oh yeah?
Khasan Aripov:
He's a Toronto artist.
Al Grego:
Very cool.
This is the home of Khasan's other family business, Original Luxury, an online store for exclusive sophisticated brands. The unit is currently closed to in-person customers and quiet. So, we set up here for the interview.
Khasan Aripov:
Hi there, my name is Khasan. I'm a CEO and founder of StylePhotos.
Al Grego:
So when did StylePhotos open their door?
Khasan Aripov:
Back in 2019, my family wanted to get into an online eCommerce business. We're originally from Uzbekistan, which is a former Central Asia, former Soviet Union, and my family decided to, instead of going to traditional brick and mortar business, we wanted to go into an e-space.
Al Grego:
When did you come to Canada?
Khasan Aripov:
Our family immigrated here in 2007.
Al Grego:
Before that, what were they doing? Were they just kind of working for other fashion outlets or-
Khasan Aripov:
No, we were similar. So we were working in, we were managing brick and mortar retail.
Al Grego:
Okay.
Khasan Aripov:
Very similar, very similar industry in terms of fashion and apparel. It's mainly focusing on clothing, watches, jewelry, but traditional brick and mortar business.
Al Grego:
Right now, we're sitting in the showroom for the parent company, and coincidentally, your parents' company-
Khasan Aripov:
Correct, yes.
Al Grego:
Right?
Khasan Aripov:
Original Luxury is an online eCommerce retailer, which specializes in luxury [inaudible 00:05:14] luxury products. My parents opened this business in 2019. We started just on accessories, like scarves and handbags from all over the world. We specialize in very unique pieces and very unique product offering that we have a very small niche market, but we try to occupy it as much as we can.
Al Grego:
Are you the sole owner of StylePhotos or is this a partnership between you and your brother and your parents, or how does that work?
Khasan Aripov:
StylePhotos is a partnership of two people, so it's me and my brother. Original Luxury is part of the equation as well, but the actual co-founders, I'm the founder, my brother is the co-founder of the company.
Husan Aripov:
My name is Husan Aripov, and I'm a part of StylePhotos. We started off as a clothing company and we were looking for companies who can create content for us. And we found out that there are not a lot of options in Canada who can do it efficiently and at an affordable price. This is how we started StylePhotos.
We identified this need through our own search for a content creator for our own retail company. The price ranges from different photographers would vary from a few thousand dollars to $60,000 for the exact same scope of work. We actually struggled to shoot our first scarf collection that came in.
Al Grego:
Mm-hmm.
Husan Aripov:
We had a professional photographer help us set up a setup, and unfortunately we were not able to translate the colors properly, and it'll take a long time to actually create the necessary content.
Al Grego:
Right.
Husan Aripov:
And we found a supplier of equipment in Europe who manufactures automated photography machines, and we actually acquired one of them, the horizontal system, and we found out that the quality of the content and the speed is unmatched. Nobody can actually do the same amount of work within the same timeframe at the same cost. We started with our own company utilizing StylePhotos as own in-house photo studio. And within a few months, we had no clients, no traction, and we didn't even expect it to be a separate third-party service provider, but eventually we started to see that other retailers we know in the community, they started to approach us, and they started asking us for the contact information of the company who did the photos for us.
Al Grego:
Oh, okay.
Husan Aripov:
We started off with a small few clients that was like family and friends who had a retail store and an Amazon store, and we slowly started growing.
Al Grego:
What was your background for photography or video? Did you have any?
Husan Aripov:
Honestly, no.
Al Grego:
No. You were learning on the job.
Khasan Aripov:
A lot of it at the beginning was the team who provided the equipment, the former head photographer [inaudible 00:08:13], he actually flew in here and he's the head of training for a company where we purchased some of the equipment. He provided a lot of extensive training, but what I was left off with my brother was to learn the craft. The difference between a lot of people mixing product photography or product videography with creative photography, which is more of an art.
Al Grego:
Right.
Khasan Aripov:
A lot of the stuff in the product photography, it's a skill and a lot of it is more about getting stuff done in a timely manner. A lot of it is very technical. And a lot of photographers don't like it because they would like to express more of their emotion-
Al Grego:
Right, it's very limited, right?
Khasan Aripov:
Exactly.
At some point we decided, COVID just started and we had some small designers and small brands started asking like, "Hey, can we use your equipment?" What we noticed is that at the beginning we started offering it to independent designers who were coming to us. There was a lot of small shops who wanted the service. And a lot of stuff changed after a lot of larger brands started joining us. I think one of our biggest brands were National Sports, which is part of Canadian Tire Group. They were one of our first bigger clients. And then we had Puma Canada coming on board.
Moving fast-forward in 2022, StylePhotos is becoming an online marketplace where we have both centralized location, where all the products are being shipped all over Canada. We have over 400 brands we're working with. We have all of our content creators working here out of Toronto. We have a very big post-production team, but we managed to build a business and a service which allowed eCommerce brands to have reliable, consistent and affordable eCommerce creation hub or center where they can ship us the products and we will take care of the work for them anywhere across Canada. Or they can join us. We had instances where client can come physically in-person, where they want to touch and feel and be part of the process creation. Or we also have a virtual ability as well, where for example, Al, if you are on vacation in Dominican Republic and you have a shoot here happening in Toronto, you can literally dial in and see your shoot in a live and you can communicate with the models or the content creators while the shoot is happening. You don't physically have to be in the studio. This is how we got it and this is where we are right now.
I think the biggest thing was that I noticed the problem is that the scalability of an agency or a basic service provider is very limited. The way how StylePhotos is operating is we have a core management team, and everyone else who works for us is an independent content creator.
Al Grego:
Okay.
Khasan Aripov:
This was a pivotal moment in the business. This allowed us to have that level of scalability where we onboard the content creators, we train them before they start working on the client products. And then they would come in, and because of software, we have exactly the requirements of what they have to deliver and what post-production have to do as well. We managed to create a service which becomes much more scalable. In one instance, we can have seven people or eight people working in the shoot in one day, and the next day we would have no one working.
Al Grego:
Right.
Khasan Aripov:
Only the studio manager going to be there.
Al Grego:
And you keep a good quality of product because everyone's doing it the StylePhotos way.
Khasan Aripov:
Exactly. So this is where we switched from just being a service provider to focus on training and onboarding, looking for those content creators. Then both working with our post-production team and us as StylePhotos managing the quality control of all the work. So, we know the entire flow would be fully managed.
Our job is to make sure that we can repeat the same quality of work we provided this year, we can repeat it in the next year, and the year after, not just during that particular shoot. This is what we built in terms of the process itself, where we can deliver consistent good quality content year after year, not just in one particular shoot itself. What we managed to do in terms of, I would call it, our competitive advantage, is the fact that we understood the problem, we built a solution to solve every single individual problem like that.
Usually it actually starts with clients contacting us. Then we would give them an access to our software, where they're able to create the lookbook or they can send us the lookbook of how they want each products to be shot. Usually we provide the estimate to the client how much we expecting this work to be costing. As soon as the team is approving the estimate, they would ship us the product or drop it off, or we can go actually pick it up for them as well if they're in GTA area as well.
Al Grego:
Okay.
Khasan Aripov:
Most of the time people ship us the product. We would get the product ready, we would update the invoice, client would confirm everything, they would pay for the invoice, and then it goes into the production. Our guaranteed turnaround time for 100 products is five to six business days.
Al Grego:
Do you get to keep the products after or do you have to-
Khasan Aripov:
I wish. I wish. This is why we always ask the clients where if they don't need the samples, we actually try to donate it to the local food banks and charities-
Al Grego:
Nice.
Khasan Aripov:
Because we get to see so many products from fashion and apparel, to cosmetics, consumer packaged goods. As you can see in the existing studio, there's not that much space to store the products as well. We usually ask the clients to provide a shipping label. They have two weeks to pick it up, and if they don't need it, we just donate it.
Al Grego:
Up next, Khasan and Husan went from helping run their family's online business to running a tech startup. Will the risk pay off? Stay tuned to find out.
You are listening to Yes, We Are Open!. StylePhotos' owners, Khasan and Husan, have pivoted twice since starting up their new business. They helped their parents start an online clothing and apparel business, then pivoted to a photography studio, and now they're running a full-fledged tech startup. Each pivot takes them further away from their comfort zones. Will they succeed or will the demons of a past failure come back to haunt them? Let's find out.
If I were to ask you to think of a time where StylePhotos was in jeopardy of closing its doors, some struggle or some hardship that you may have encountered, what would that be?
Khasan Aripov:
In order for this business to be and operate as a tech startup and eCommerce space versus a traditional studio, we had to acquire a lot of debt on our side in terms of funding the software developer. Because a traditional studio, they don't need a development team.
Al Grego:
Right.
Khasan Aripov:
They don't need in-house UX, UI graphic designers, where we had those people working full-time, where most of the studios don't need it. For us, I think the funding was a big problem. At the beginning, we were pulling it everything out of our own pocket.
Al Grego:
Do you have any experience with a tech company?
Husan Aripov:
Oh, this is a great story. So back in 2016, we talked-
Al Grego:
Husan tells me the story of his first attempt at a Startup, Auto Fact, an online car dealership launched in 2016. His elevator pitch was he wanted to provide a Tesla experience for non-Tesla owners. A great pitch, if you ask me.
Husan Aripov:
It worked as an auction. So the beauty of this was we build a software which allowed us to, you would customize the vehicle that you would want. You would put in a system, you say you want a Honda Civic, this is the package that you want to lease or finance. And we would send this to the dealerships in your area, and you can select the radius, how much you're willing to travel to pick it up. And then dealership would say, here's what we're willing to offer, and you can just accept whichever one you want. And that's it.
Al Grego:
In a sense, you're creating a marketplace where dealers were bidding on their customer. That's amazing.
Khasan talks about the struggle of getting legislation changed in Canada to make it possible to get license to sell cars online. After initially being declined and appealing the decision, they finally got their license. Sadly, the idea was about four years ahead of its time.
Khasan Aripov:
At that time it was tough because a lot of the signing of the documents was very difficult because in the last three years a lot of stuff changed because now you can sign when you buy your car virtually. In 2016 and '17, people said that was insane. We had to battle the different companies to make sure they authorize the signatures, how to do finance, and how to sign the legal documents. Now, it's becoming much more easier. But at that time, there was no competition on the market who were doing this, especially for new vehicles.
Al Grego:
After a lot of time and money invested, some of Khasan's partners' priorities had shifted and once again, being self-funded, Khasan didn't have the support he needed to keep it going. So, they had to close down the business.
Kind of coming back to StylePhotos, you were self-funded. You basically pivoted from being an agency to a technology company. You started this tech company, not without experience, because you had this experience with Auto Fact to fall back on. And I guess maybe a little gun shy now because you're like, oh my God, is this going to work? How close did you ever get, do you think, to saying, oh, there's a good try, let's go back to what we know?
Khasan Aripov:
I think the first four months we had it was an empty desert. What I mean by that, we had no clients. It was just me and my brother. There was no phone calls. There was absolutely nothing happening. And we were like, wow, we just spent so much money on equipment. And the beauty of equipment is we take care of our work very quickly. And I was like, what is the next step? And I think, this was for us the scariest moment at the beginning. It's like, did we do the right choice? Me and my brother first, I think, year and a half, we had no salaries. We were just living at our parents. We no longer were out living. We moved back to our parents. We're going to live there. We're going to cut down the cost. We're going to work on it.
Al Grego:
How did you get those first few clients and what did you do?
Khasan Aripov:
What we did, I think, we got featured in Retail Insider. They were kind enough to tell our story.
Al Grego:
Okay.
Khasan Aripov:
About Original Luxury, about StylePhotos and what we doing, what we planning. And our phone was ringing like crazy the next day.
Al Grego:
After this article.
Khasan Aripov:
After this article. The beauty of them is that they gave us an opportunity to tell our stories for people to know it. Even after that, we had no marketing team. Because we had no money to pay people-
Al Grego:
Sure.
Khasan Aripov:
We had no money to hire an agency. So our $500 Google Marketing was like this for almost two and a half years.
Al Grego:
Wow.
Khasan Aripov:
There was no sales team, there was no CRM, CMS systems. Only thing we were building slowly our software on the backend to manage the client, to build the style guides and the lookbooks, automating a lot of process. We were investing money, but we had no cashflow to pay for marketing.
Al Grego:
Thanks to this article, customers started to trickle in a bit, and then I guess that just snowballed. That's all that happens. You get one happy customer, they tell others, and they turn into a bunch of happy customers.
Khasan Aripov:
I think that for us with the National Sports, I think I'm extremely thankful to the AVP who trusted us with National Sports. They believed in us.
Al Grego:
Sure.
Khasan Aripov:
Of a small company with no name, because a lot of bigger brands were kind of brushing us off at the beginnings. Who are you guys? It's like some Khasan and Husan in Vaughan, some studio, you guys promising the smoke and mirrors. And our job was to deliver. And I think that we did a great job because afterwards we were able to work on Pro-Hockey Life on the PHL with them. They also had two divisions of Mark's America in the United States for Woods Canada. So all the camping chairs and all of that stuff as well. We did quite a lot of work with them. We were always focusing on providing the best service, the most affordable pricing, and bringing a lot of innovation, where having a simple video of how unfolding of the chair, at the beginning it sounded absolutely ridiculous, but at the end, most of the retailers wanted that afterwards.
Husan Aripov:
The problem was that during COVID 2020, 2021, it didn't matter what type of retail you were in, if you weren't present online, if you didn't have good quality content, if you didn't have your products online faster than other competitors, you were already losing the game.
Al Grego:
Right.
Husan Aripov:
And a lot of retailers realized that the landscape of retail and eCommerce is changing, and the faster they can adapt to it, the faster they can find the most efficient, the most affordable service providers to cut overhead. Because if you remember, stores had to close down and people could not attend physical retail stores at all for a period of time, which actually hurt a lot of retailers. For our clients who could not afford to pay for our services at that time, we created payment plans to make sure they actually stay afloat.
Because for us, every single customer that comes to us, they stay with us. We have not lost even one customer throughout the three years of our operations that we are very proud of it because they see the value in what we do. They see the value in the speed. They see the value in the quality. And most importantly, we are priced at a very affordable price point. At a time when other companies were cutting overhead, we were assisting them in creating content efficiently and in an affordable manner so they could stay afloat, they could cover their bills, and actually survive through that period.
Khasan Aripov:
We just onboarded with Moneris as a client in the last four months. I'm very thankful to Moneris for supporting guys at Elevate to make sure that our eCommerce North Accelerator happened. I think the fact that Moneris was there and they helped to help us having to tell our us story. You never know because this story could be our second retail insider story. You never know. But in the same time, there is ability for them to help and support small brands because if someone was backing us up in Auto Fact three years ago, we might have been a completely different business in a completely different environment. But unfortunately, we did not have that help and support. So I think the fact that Moneris is trying to help eCommerce startups, and especially in the tech world, I think that I'm super grateful for that.
Al Grego:
Coming up after the break, we find out what the future holds for StylePhotos.
Speaker 4:
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Al Grego:
Welcome back to Yes, We Are Open!. Khasan and Husan Aripov have grown an impressive customer list for their young tech startup, StylePhotos. The future looks as bright as one of their lighting rigs. How bright is that future? Let's find out.
What does the future look like for StylePhotos?
Husan Aripov:
Well, right now we applied for a permit, I don't know if my brother mentioned it. We acquired property in Mississauga.
Al Grego:
Yeah.
Husan Aripov:
And we are building a 12,000 square foot technology hub. And we established a good relationship with the economic development office in Mississauga. We are supported by the city, by the municipality, because this is something that is needed right now for all of the retailers. And the city sees this need and we get a lot of support from the city. We're very thankful for that.
Khasan Aripov:
StylePhotos is still working as a tech company where we have centralized production here in Toronto. We also are starting to onboard decentralized content creators across Canada as well. And there's quite a lot of very, very talented content creators across Canada where they need the jobs, but they don't have an access to the clients. For us, we do have an access to the clients for their eComm product listings, but now we are getting into the social media, the emails. And with the new studio, we are actually building a 35 foot LED wall, which been used mainly in movie production settings for Mandalorian, Matrix, the last one. We bringing Hollywood grade equipment to eCommerce.
Al Grego:
That's exciting.
Khasan Aripov:
The content has to be quick. There's no longer a three months, two months leeway to produce a content.
Al Grego:
Right.
Khasan Aripov:
People want it now today and it has to be relevant. We are bringing that centralized hub to Mississauga right now where we will be able to do it in the next three months. And I think the second biggest goal that we're trying to do for this year would be finding a VC partner who would help us to grow and scale the business across US and Canada. We are looking for some core partners in the United States to open our second location in the United States. Preferably, we're looking in New York where we want to open our second centralized spot where we would bring all the equipment, we would bring the people in. Now, we can expand locations in three months, which before was not possible. Now, we know exactly what we need, software is there. We know exactly equipment, the space, location. We can deploy it right away and we would be able to service the United States.
Al Grego:
That sounds exciting.
How do your parents feel?
Khasan Aripov:
My father is a serial entrepreneur. What I mean by that, I think that my father was more of a vision person at the beginning, where as you would say, he knew where we need to go. I was grateful enough because at the beginning we thought our father was like, hey, you know what, we're going to go to eCommerce. And I was the biggest person against it. I was completely against opening the studio. I was-
Al Grego:
Oh yeah.
Khasan Aripov:
Completely against it.
Al Grego:
You were? You got your entrepreneurial spirit from your father. What about your mom?
Khasan Aripov:
She is the driver of emotions to make sure that we do that. So what I mean by that, she was there at the beginning to provide us support. She was challenging us in terms of growing as a professional, paying for those online courses, going to the school. You know what, both me and my brother, we have business degrees. I'm accounting and marketing.
Al Grego:
Sure.
Khasan Aripov:
He had his diplomas all over the wall as well. Absolutely different industry, but in the same time, my mom still loves the fashion side of the business. She enjoys this side of the business. But in the same time, it helped us to see the vision and the struggle. And I think this is what painted the future of StylePhotos.
I loved photography when I was back in school.
Al Grego:
Sure.
Khasan Aripov:
I did it as a hobby, but it's like taking photos of people, flowers, but it was more of just a hobby. But it's like I never expecting that one day our images that you would be able to open Hudson's Bay, we have over 11 vendors there, Nordstrom, Wolf & Badger, Footlocker, Sport Chek, Costco, Macy's, you can name it.
Al Grego:
Sure.
Khasan Aripov:
If you open most of the larger national wholesalers, retailers, Amazon, it's our photos of a person who is not a photographer.
I think we just started. I believe us driving the business forward with the goal and the mission of leaving impact, like real impact. We're not talking about me feeling good about what we're doing, but we're talking about our clients, our brands. This is just a beginning. As I told you, the company has been registered in January. Technically it's a fresh, brand new company where we are just starting. And I think that, yes, we are open, and I think we're going to be open in here and United States. And we're not planning to going anywhere. We are looking for partners, we're looking for brands. We're looking to go there and help them to solve the problems.
Al Grego:
Thank you so much.
Khasan Aripov:
Awesome, thank you so much.
Al Grego:
Husan, is StylePhotos open?
Husan Aripov:
Yes, we are open, 24/7.
Al Grego:
Excellent, thank you.
That's the story of StylePhotos. You may have noticed by now that in every episode of this podcast I finish up with the final thought on what lesson can be learned from this story. The lesson often relates to one of the many traits that make up a good entrepreneur, traits like ambition, motivation, focus, resilience, and so on. In this week's story, Khasan and Husan have shown examples of all those traits, so there's nothing too surprising there. But I believe in this story, the big takeaway might actually be that of, well, good timing. Timing is crucial in so many disciplines: sports, music, comedy, and yes, even business. As we've learned from Khasan's story about Auto Fact, it's not enough to just have a good idea. Auto Fact was a great idea. Had he attempted it three or four years later when a pandemic loomed and lockdowns forced businesses to accelerate many of their plans for digitization, it would've probably succeeded.
But instead of letting that failure discourage them from trying yet another ambitious startup, Khasan and Husan went full speed ahead with StylePhotos. This time they had the idea, support, and most importantly, the timing was perfect for the service they were offering. In sports, sometimes you need a short memory to be able to forget about a past loss going into the next game. But in business, it's important to remember those losses, learn from them, and turn them into wins. Khasan and Husan did just that. And because of this, I think stylephotos has many wins in its future.
Yes, We Were Open! is a Moneris podcast production. I'd like to thank Khasan and Husan for taking the time to share their story. You can learn more about StylePhotos at stylephotos.ca. You can also follow them on Facebook and Instagram @stylephotos.ca, and on Twitter, they're @StylePhotosCA. For more information about this podcast, visit our site, yesweareopenpodcast.com. If you'd like to support us, rate us on Apple Podcasts, Spotify, or wherever you get your podcast. If you're a Canadian small business owner, or an old one with an interesting story of perseverance to tell, I'd love to help tell it. You can contact me at podcast@moneris.com. Tune in next week for another story of small business struggle and survival on the Yes, We Are Open! podcast. I'm Al Grego, thank you for listening.