Page 1


Annual Report






CHAMBER CHAIRMAN 1.5 What a tremendous privilege it has been to serve as the 2016 Chairman of the Board of the Coeur d’Alene Chamber of Commerce. As a community, we stand strong when we stand as one, and our outstanding Chamber of Commerce plays an integral part in keeping our community together. I would like to thank our distinguished Board of Directors. Our Board is made up of some of our community’s very best. They volunteer their time, energy and talent to help carry forward and guide the Chamber to ensure that we provide the best possible service to our membership. Thank you to our president, Steve Wilson, and his energetic, dedicated Chamber staff for their hard work and commitment to Coeur d’Alene and the success of our business community. They bring a level of knowledge and professionalism that is vital to keeping it all running. Great job to all of you! Thank you to our hardworking committees, affiliates, and volunteers, who are the engine that moves the Chamber forward. And finally, thank you to our members who are truly the heart of the Chamber. At the beginning of the year, we set out with one overarching goal: How do we make it better for the next person? That type of goal really never ends, but I think we all can feel good about moving in that direction. Thanks to the foundation laid by J.J. Jaeger, the foundational gift from Gary Schneidmiller and the giving spirit of our Chamber members and our community, we were able to make the first


principal reduction At the beginning of the payment against year, we set out with one the mortgage on the overarching goal: “How do we make Chamber building. We are also optimistic it better for the next person?” that we will make another payment next year. These reductions of our debt will save the Chamber thousands of dollars in interest and allow our staff to put more time into the primary purpose – to serve its members. Thanks to Steve and the staff, the changes to Ironman went smoothly and will continue to bring more visitors and competitors than ever to our community. Your Public Policy Committee held a very successful Legislative Forum where we emphasized long-term planning and infrastructure, so gridlock doesn’t damage our economy. And the Leadership Committee rolled out a new well-structured program, the Advanced Leadership Class, to take the development of our community leaders to an even higher level. As always, the Chamber continues to present over 100 business-tobusiness marketing and networking opportunities for our members to develop new contacts and relationships. We also facilitated advice for small businesses to help them grow. Finally, and most importantly, the Chamber is strong financially. We live in an amazing community. Thank you for making it that way. Thank you for making it better for the next person.


2015-2016 Chair

2016 BOARD OF DIRECTORS DUSTIN AINSWORTH Kootenai Title KIM ANDERSON Kootenai Health DAVE BOBBITT Chair Elect Community First Bank MARK BROWNING Chair Elect Abdicato North Idaho College SUSAN DUBOIS Vice Chair U.S. Bank HELO HANCOCK Coeur d’Alene Tribe VICKI ISAKSON Idaho Dept. of Labor J.J. JAEGER Past Chair Best Western Plus Cd’A Inn BRENT LYLES Elk Point JAMES MCANDREW Mountain West Bank

SUZANNE METZGER Treasurer RR Chatters & Company ALIVIA METTS The Metts Group/Fortus TOM MURN Vice Chair Abdicato Frontier Communications JIM PIERCE Chair TitleOne Corporation RICK RASMUSSEN Northwest Specialty Hospital/ Premier Urgent Care PETER RIGGS Pita Pit USA SHANE RILEY Frontier Communications HEIDI ROGERS Northwest Council for Computer Education JANET ROBNETT Advisory Board Lake City Law Group, PLLC

DAVE STEWART Advisory Board Kootenai County Commissioners PASTOR CRAIG SUMEY First Presbyterian Church JIM THOMPSON Vice Chair Abdicato Coeur d’Alene Press TROY TYMESEN City of Coeur d’Alene MICHAEL WARD Vice Chair Coldwell Banker Schneidmiller Realty MARIE WIDMYER Marmalade and Fort Ground Grill LEA WILLIAMS Tomlinson Sotheby’s International Realty STEVE WILSON President/CEO Coeur d’Alene Chamber of Commerce


A MESSAGE FROM THE INCOMING CHAIRMAN OF THE BOARD Like many of you, I greet each day in North Idaho as a special gift. A gift of working and playing in a place that inspires newcomers and returning visitors in a way that many of us who live here take for granted. But, this gift comes with responsibility. Responsibility to promote and support our business partners in such a way as to encourage an active awareness of all we have to offer in our beautiful city. To make it our mission to keep that responsibility ‘front and center’ is the focus of our Chamber. That said, as Chair of this coming year’s Board, I see the opportunity to lead our Coeur d’Alene Chamber of Commerce as both an honor, and an incredible way to give back. I hope to carry forward the leadership examples that I have learned over my many years of community involvement. Leadership like that which I have had the pleasure of seeing and appreciating in our outstanding Chair for this past year, Mr. Jim Pierce. It is my hope to successfully follow his dynamic efforts with his same energy and enthusiasm, and to continue to build upon the welcoming environment that our city is known for. We are highly recognized for the tremendous resources that our area contributes toward the health and sustainability of our local and regional economies. Again, it is our responsibility to maximize every opportunity in front of us to ensure our current and future prosperity. How better to realize that goal than to emphasize and exercise our strengths, each of you, our members, to encourage and reward the hard work that is evidenced each day by those individuals and businesses who provide important, necessary, and desirable products and services that reflect a “we value you” message. Our role as a Chamber is, and will continue to be, one of collaboration and connectivity. The collaboration that brings us together in a shared vision


and connectivity that allows for, and in fact, strongly promotes our reliance on each other for the benefit of all.

Our role as a Chamber is, and will continue to be, one of collaboration and connectivity.

I believe that in the coming year, we will see a continuation of the dedication and determination that speaks of the reputation of our Chamber. To that end, we have worked hard to provide events and programs that are available to all members. Events like our Upbeat Breakfast that provides for the connectivity that I mentioned earlier, and programs like Leadership Coeur d’Alene that each year provides for a rich community-wide learning experience that even our “local” folks are enlightened by. Additionally, we offer all of our members the ability to contribute their time and talent to our many committee efforts that address our local issues such as, public policy, natural resources, business development, and one that is of particular importance to me, education. Our future as a thriving community rests significantly on the learning opportunities that we make possible and available to our local youth. Lastly, if you have the heart for personally welcoming our new members and regularly embracing our existing members, then our Commodore Program is for you. As a strong Chamber, we make an impact in all these areas. I have been fortunate to spend all but a few years of my life here in Coeur d’Alene. I have seen the power of good people and business working together to make our beautiful home ever better. I am honored to continue to lead that charge on your behalf in the coming year.


2017 Incoming Chairman


To be the premier organization creating essential business-to-business marketing and growth opportunities, while providing visionary community leadership, helping to create a synergistic environment where business can thrive and the economy can grow.


To promote, support, and advocate for our members so as to enhance our business environment, assuring for profitability today and prosperity tomorrow.


Future Focused. To provide catalytic leadership by looking at the long-term big

picture, and being an instigator of change rather than a reactionary responder. In doing so, we will embrace all community policy stakeholders and serve as the catalyst for collaboration.

Member Committed. Maintain a flexible, responsive organization that is inclusive of our diverse membership. Engage our members on focused issues and initiatives so as to corroboratively serve business and community needs.

Excellence Driven. Commit to producing quality products, events and programming, and measure our results by what is right, honest, ethical and fiscally responsible.

STRATEGIC DIRECTION THROUGH 2018 • By embracing all segments of our membership, we will create and operate numerous programs that actively engage members, allowing for the promotion of their products and services through business to business marketing opportunities. • Develop and voice public policy positions that advocate for the business interest of our members and enhance the quality of life for all. • Actively extoll the positive ramifications of a vibrant and growing economy driven by local diversified business interests. • To assist appropriate organizations whose goals are the achievement of job generation, income growth and community prosperity with their success. Organizations such as: Jobs Plus, the Department of Commerce and Labor, PAC, Innovative Collective, various member industry consortiums and others. • Support our Coeur d’Alene Convention and Visitors Bureau (CVB) in tourism marketing, promotion, and provide visitor services at our visitor centers. • Operate and/or promote programs that provide educational information of value to our members, provide leadership opportunities, connect members to the community, and assist in analysis of key community issues. • Take an active role in planning and promoting quality economic growth and community development by engaging our city and county leadership, while playing an active role in CDA 2030. 6

• Take an active role in enhancing the educational opportunities in our community. • Advocate for the development and sustainability of a quality appropriately skilled workforce that meet the needs of our members today and into the future. • Provide a select number of partnership affinity programs that benefit both our membership and the Chamber as a whole without causing harm or conflict within our membership. • Engage in programs, events and activities that create financial gains for the Chamber, helping to keep member dues investment to a minimum. • Proactively communicate with our membership regularly, openly and often regarding all programs, activities and positions. • Provide administrative and management assistance to organizations whose missions complement ours. • Manage with fiscal responsibility to ensure stability of the organization and the cost effective delivery of services. • Intentionally seek new members and engage current members that represent the population shifts and cultural diversity of our growing and changing community. • Incorporate the importance of global markets in our programming and activities.



General Revenues Building Revenues International Travel Program Revenues Committee Revenues Event Revenues Grants & Contracts Revenues Visitors Center Commodores Revenues Ironman Revenues

$426,142.00 $64,597.96 $3200.00 $146,100.00 $40,550.00 $141,625.00 $309,245.72 $53,950.00 $75,575.00 $67,000.00

Total Revenues

6% 4% 32%






International Travel 0.24096

3% 4%


2016 Actual Expenses

4% 32%




10% 3%


Admin/Employee Expenses Building Expenses International Travel Program Expenses Committee Expenses Event Expenses Grants & Contracts Expenses Visitors Center Commodores Expenses Ironman Expenses Total Expenses

$392,649.00 $158,464.69 $0.00 $74,851.09 $31,351.76 $118,163.95 $300,696.72 $43,583.84 $53,769.60 $55,010.00 $1,228,540.68 7

SHAPING OUR COMMUNITY Chamber members become directly involved in the events that shape our community. The Chamber maintains the following standing committees to carry out its mission. Committees are the backbone of our organization, and the members who serve on them are the key to our success. BUSINESS DEVELOPMENT Katie Marcus, Chair • Staff - Brenda Young Developing programs to create a positive business climate. Meets the 3rd Friday of each month, 7:30am at the Chamber. COMMODORES Jennifer Riley, Chair • Staff - Brenda Young Promoting Coeur d’Alene by producing the Aw$um Auction, and the Coeur d’Alene Float, and by attending grand openings. Meet 2nd and 4th Wednesday of each month, 8:00am. Membership limited. EDUCATION Mark Tucker, Chair • Staff - Ginger Dalvini Serving as a link between the business and education communities in support of quality education in the Coeur d’Alene area. Meets 1st Wednesday of each month, 12:00 noon at the Chamber.

“Networking through committee participation allows members to increase their visibility which in turn substantially enhances their business credibility. “ ~Steve Wilson, President/CEO

LEADERSHIP COEUR D’ALENE Ann Thomas, Chair • Staff - Brenda Young Acquaint and equip potential Coeur d’Alene leaders with tools for leadership. The Board meets on the 2nd Thursday of each month, 12:30pm, at the Chamber. Class sessions are held on the 4th Thursday of each month, starting in March of the current year through February of the following year. Participation by application.

MEMBERSHIP OUTREACH Todd Trengove, Chair • Staff - Marilee Wallace Assists with new member orientations, develops membership retention strategies and critiques membership communications. Meets 3rd Wednesday of each month, 4:00pm at the Chamber. EXECUTIVE/FINANCE COMMITTEE Jim Pierce, Chair • Staff - Ginger Dalvini The governing committee of the Chamber comprised of the past chair, current chair, chairelect, treasurer and 3 vice chairs. Meets the 3rd Thursday of each month. PUBLIC POLICY Jeff Smith, Chair • Staff - Diane Higdem Monitors local, state and federal government issues and provides input to the Chamber’s Board of Directors regarding recommended positions and strategies. Meets the 4thThursday of each month, 11:00am at the Chamber. NATURAL RESOURCES David White, Chair • Staff - Diane Higdem Promoting and protecting our area’s natural resources, as well as furthering the interest of the natural-resource-based industries: timber, mining, and agriculture. Meets 1st Wednesday of each month, 7:30am at the Chamber.

THE CHAMBER IS YOUR ADVOCATE FOR PUBLIC POLICY The Chamber seeks policy that is business friendly, enhances economic growth, helps create jobs, and strengthens economic vitality. The collective voice of the Chamber does have an impact. The key components of that advocacy are: URBAN RENEWAL

There are very few economic development tools for ED specialists to use here in Idaho. One of these tools is that of Urban Renewal. The State Chambers have taken an active role in helping to preserve this tool, while at the same time supporting clarification and transparency it its application.


The CDA Chamber has successfully advocated for a reduction in our income tax structure. We continue to support the efforts of the Idaho Chamber Alliance in their proposal for a gradual 5-year incremental minimal reduction in this tax. Idaho currently has one of the highest corporation income taxes in the West. This plan would provide businesses with a clear message of tax reduction and provide predictability for the future. At the same time, we propose a 5-year regulatory review process that would eliminate unnecessary and unproductive regulations. We have, and will continue to support the authorization of specific economic development uses of Local Option Taxes. We also continue to support the gradual process of minimizing the personal property tax.


The Chamber supports increased priorities, taxes and fees that will assure the proper investment in our transportation/infrastructure system. Freight mobility enhancements, air travel access, as well as commuter traffic must be at the forefront of our state and federal systems. Broadband improvements must also be given a high priority.


The CDA Chamber has a long history of advocating for enhancing our education system. From local support for levies to the support of the strategies outlined in Complete College Idaho, the Chamber has stood for stronger education initiatives. Recent efforts have been in the area of advocacy for efforts to expedite our reading programs. We must create and fund priority programs designed to bring all students to reading grade level by the fourth grade.


The CDA Chamber strongly supports the enhancement of Career Technical Education (CTE) as the clearest and quickest pathway for training our workforce for the highest in-demand jobs of today, and also many of the anticipated jobs of tomorrow. This message helped produce results last year and is of major importance in this year’s message to the Legislature. Specific ‘skills training’ education must be a priority. In addition to enhancing our current workforce, all institutions of the CDA Higher Education Campus will benefit from this focus.

CDA 2030

As a founding partner of CDA 2030, the Chamber is a strong advocate for the fulfillment of strategies and actions outlined in the Implementation Plan. We have taken a solid leadership role in advancing the vision of this community. We believe that public policy makers must take into consideration the collective views of the thousands of community members who participated and continue to participate in the CDA Vision for a bright future. We are a Proud Partner of CDA 2030.

focused ENGAGING Connectivity



Leadership CDA CHAMBER


pro-business Credibility




Chamber members are promoted through our website, the Annual Business Directory & Relocation Guide, the Visitors Center, the Chamber’s “This Week” online newsletter, social media, and more. Tourists, locals and convention service personnel utilize the Visitors Center and give our members exclusive access to this important market. The Chamber’s beautiful building and premium physical location provides members a place to display information about their business and services. The Chamber’s Commodores do ribbon cuttings for new member businesses and travel to communities in Idaho, Washington, Montana, and Canada, promoting Coeur d’Alene with the Commodores float, which has placed first in several parades over the years.


One of the Chamber’s key strategic objectives is to represent the Coeur d’Alene area business community in local, regional, state and federal legislative issues; this is done primarily by the Chamber’s Public Policy Committee. This year, at the State level, the Chamber joined 22 other Chambers from around the State advocating successfully to increase funding for statewide and NIC Career and Technical education. This same coalition was also instrumental in the defense of our Urban Renewal legislation, advocating for minor transparence changes without significant changes to the original intent. We continued unsuccessfully to advocate for income tax reductions. For the first time in a decade the Chamber rejoined the U.S. Chamber of Commerce and advocated successfully to impede the EPA’s overreach authority within the Waterways of the United States.


For a community located on the shores of one of the most spectacular lakes in the Pacific Northwest, festivals and celebrations that capture the essence of living on the lake are an important part of Chamber events. This year over 4,600 IRONMAN athletes converged on the lake city in two events. The new half IRONMAN, or 70.3, in June sold out at 3,000 athletes and the full,or 140.6, moved to August with 1,600 athletes. Additionally, both races were run on a new course, which utilized McEuen Park for portions on the run course freeing up the downtown business district for spectators and shoppers.


The Chamber organizes the Upbeat Breakfast as a monthly motivational meeting that feeds the mind, keeps our members positive, and provides them a forum to promote their businesses. Upbeat Breakfast occurs the second Tuesday of every month. On average 150 members attend, making it one of the most popular networking events in our community. Each month at Upbeat Breakfast, different members are presented with the montly Education Committee’s A+ Award and the Business Development Committee’s Business Excellence Award.


Using feedback from our membership, the Chamber offers several workshops and seminars on a variety of topics that are exclusive to our members during the year. In 2016, we held our 5th Annual Women Creating Success Conference, which was attended by 150 participants. Speakers for the 2016 all-day conference were: Bretta Provost, Home Business Expert; Miranda Hamilton, American Family Insurance; Therese M. Vaillancourt - Goodwin, ICCU Business Relationship Officer; Pam Thompson, Kootenai Health; Jennifer Lehn, Chief Operations Officer at Numerica; Jamie Lynn Morgan, Social Media Guru; JoAnn Zajicek, Director of Union Gospel Mission’s Center for Women and Children; Barbara Pleason Mueller, Executive Director Gizmo-CDA. 10


The Chamber of Commerce is directly involved in hosting numerous events that entertain and benefit our community. One of the most notable is the 4th of July Fireworks, Parade and Festival in City Park, with live music, vendors and family activities. The fireworks show over the lake at dusk has grown to be one of the most spectacular fireworks displays in the Northwest.


This is the Chamber’s annual celebration of our successes of the past year, as well as a look forward to the challenges to come. The luncheon meeting includes installments of new officers, thanks to our outgoing officers and board members, and recognition of the Citizen of the Year, Committee of the Year, and the Ed Abbott Volunteer of the Year awards.


The After Hours Business Fair is Coeur d’Alene’s largest business gathering and networking opportunity. The Fair is organized by the Chamber each February and is always sold out with over 125 businesses marketing themselves to over 3,000 attendees.


Each year, the Aw$um Auction is produced by the Chamber’s Commodores and is one of the Chamber’s most significant fundraisers. This fun and exciting theme event provides funding and support for other committees activities and programs throughout the year.


Business After Hours, held on the fourth Thursday of every month, is a networking event that provides an opportunity for members to show off their offices or facilities. Food and beverages are provided by the sponsor business. There are drawings for door prizes. This is a great way to meet other Chamber members in a more casual “after work” atmosphere.


A select group of presidents, CEOs and managers who meet informally to discuss community and business issues of mutual interest. The program runs September through June, meeting on a monthly basis on the second Wednesday of the month.


The Chamber’s Leadership Program has graduated over 800 leaders of tomorrow in its 31 graduating classes, which began in 1985. Each year, Leadership Coeur d’Alene donates funds for the Toni Sayler Scholarship, and to various area nonprofits. In 2016, the Leadership CDA Board announced that they have created an Advanded Leadership Program with its first class set to begin January 2017.


The Chamber’s Annual Membership Appreciation Day gives member restaurateurs a chance to showcase their offerings to the business community. This free, fun and flavorful event is open to all members and their employees. 11

MEMBERS BY THE NUMBERS Our membership is the driving force for everything we do. Our members involvement and input is what makes us the 2nd largest Chamber in Idaho. We understand the importance of knowing our membership and tailoring what we do to best serve their needs. In 2016, the Chamber conducted regular surveys to poll its membership in a continued effort to stay relevant to today’s savvy business community.


MEMBERSHIP GROWTH TO DATE 2015-2016 Total Members - 926 Members Joined - 82 01/01/2015 - 10/18/2016 12


KEEPING MEMBERS CONNECTED The Coeur d’Alene Area Chamber of Commerce seeks to connect its members with the business community at large, prospective citizens and businesses, and regional and local governments through a variety of printed materials, as well as social and digital media.They are:, North Idaho Business Journal monthly Chamber Pages, “This Week’s Chamber” E-newsletter, online marketing via E-blasts, Annual Report, Legislative Agenda, Facebook, Twitter, the Chamber’s Business Directory and Relocation Guide. Visitor Types New Visitors Returning Visitors


Google Analytics provides information about how our website is viewed. Knowing that 73.9% of website visitors are new, gives members an opportunity to connect with new customers. Average session time has remained the same as last year at 3.01 minutes, 2 pages per session.





January 2016. . . . . . . . . . . . . . February 2016. . . . . . . . . . . . . March 2016. . . . . . . . . . . . . . . April 2016. . . . . . . . . . . . . . . . May 2016. . . . . . . . . . . . . . . . . June 2016. . . . . . . . . . . . . . . . . July 2016 . . . . . . . . . . . . . . . . . August 2016. . . . . . . . . . . . . . September 2016. . . . . . . . . . . .

January 2016. . . . . . . . . . . . . . 13,271 February 2016. . . . . . . . . . . . . 14,892 March 2016. . . . . . . . . . . . . . . 17,652 April 2016. . . . . . . . . . . . . . . . 18,552 May 2016. . . . . . . . . . . . . . . . . 25,056 June 2016. . . . . . . . . . . . . . . . . 31,952 July 2016 . . . . . . . . . . . . . . . . . 39,935 August 2016. . . . . . . . . . . . . . 33,397 September 2016. . . . . . . . . . . 21,057 .

January 2016. . . . . . . . . . . . . . . . 197 February 2016. . . . . . . . . . . . . . 312 March 2016. . . . . . . . . . . . . . . . . 612 April 2016. . . . . . . . . . . . . . . . . . 753 May 2016. . . . . . . . . . . . . . . . . 1,305 June 2016. . . . . . . . . . . . . . . . . 5,250 July 2016 . . . . . . . . . . . . . . . . . 4,131 August 2016. . . . . . . . . . . . . . 3,877 September 2016. . . . . . . . . . . 2,646 .

1,693 2,001 1,707 2,144 2,145 2,787 2,878 2,884 1,879

*Website numbers include “unique visitor hits”. Visitors Center Guest numbers include the Visitors Center on 1st St. in Coeur d’Alene.

AFFILIATE ORGANIZATIONS The Chamber provides management services for five other organizations whose missions complement ours. These services are provided under contract with the Board of Directors of these organizations. The Chamber has also established a Convention and Visitors Bureau Advisory Board to assist in implementing tourism marketing funds.


The mission of the Coeur d’Alene Convention & Visitors Bureau (CVB) is to bring more visitors to the Coeur d’Alene area. It seeks to encourage repeat visits, to extend the stays of visitors, and to connect these visitors with CVB members.


The Coeur d’Alene Arts and Culture Alliance exists to educate area residents and visitors about the arts and cultural activities available in our community, and to assist artists and arts entities to successfully achieve their goals.


Our vision of Downtown Coeur d’Alene is to remain the heart of our community, preserve our heritage, and provide a prosperous and livable environment.


The NICTF strives to connect the people of North Idaho with an expanding trail system. We work to preserve and develop the North Idaho Centennial Trail system while promoting non-motorized trail connectivity throughout the region.

CDA 2030

208.415.0112 •

CDA 2030 is a community-based organization developed to create a long-term vision and implementation plan for greater Coeur d’Alene. Based on input from thousands of citizens, they have established a vision organized by six broad focus areas and an Implementation Plan detailing actions to guide local plans and decisions. They are an independent, nonpartisan, nonaligned effort with one overriding goal: a bright future for greater Coeur d’Alene.


CHAMBER & AFFILIATE STAFF JEANNETTE CONROY Administrative Coordinator to North Idaho Centennial Trail Foundation

NICOLE KAHLER CDA 2030 Project Manager

TERRY COOPER Downtown Association Manager

THERESA MacLENNAN Executive Director North Idaho Centennial Trail Foundation

GINGER DALVINI Operations & Finance Manager

HAYDEN MARI Communications Design Assistant

BEVERLEE DAVIS Huetter Visitors Center Information Specialist

ALI SHUTE Arts & Culture Alliance Manager

JOAN B. FORD Visitors Center Coordinator

TEREE TAYLOR Communications Coordinator, Assistant to ignite cda

EMILY BOYD Downtown Association Events Coordinator DIANE HIGDEM Chamber Events Coordinator KATHERINE HOYER Coeur d’Alene Convention and Visitors Bureau Manager

MARILEE WALLACE Membership Development Director STEVE WILSON President/CEO BRENDA YOUNG Program & Events Manager

Thank you to Century Publishing for their continued support and sponsoring the printing of our 2016 Annual Report.

Century Publishing Company E. 5710 Seltice Way Post Falls, Idaho 83854 208.765.6300 800.824.1806 toll-free



COEUR D’ALENE AREA CHAMBER OF COMMERCE 105 N. First Street, Suite 100 • Coeur d’Alene, ID 83814 208.664.3194 •




Annual report for issu  

The Coeur d'Alene Chamber of Commerce Annual Report for 2016.

Annual report for issu  

The Coeur d'Alene Chamber of Commerce Annual Report for 2016.