NASC Playbook - Fall 2018

NASC Playbook Fall 2018

Inside Take a Tour of Knoxville 4S 2017 Takeaways On Motivating Your Employees: Stop Trying! Theory 2019 Sports Legacy Fund Recipient: DreamBikes

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Visit our website to learn how you can Sports Events and Tourism

National Headquarters 9916 Carver Road, Suite 100 Cincinnati, OH 45242

Contents

Telephone/Fax (513) 281-3888/(513) 281-1765

Letter From President and CEO............................ 1

Website www.SportsCommissions.org

Letter From the Chair.................................................. 2

Staff

Member Service News .............................................. 3

Alan (Al) R. Kidd, President & CEO Elizabeth Young, Vice President Meagan Grau, Director of Member Services and Engagement Madison Fante, Member Services Coordinator Michelle Wessels, Meetings and Events Coordinator

Take a Tour of Knoxville .............................................5 4S 2017 Takeaways ...................................................... 8 On Motivating Your Employees: Stop Trying! Theory .............................................. 9-10

Board of Directors Officers Chair: Kindra Fry, CSEE, SMP, Executive Director, Bryan College Station Sports + Events Vice Chair/Chair-Elect: Janis Schmees Burke, CSEE, Chief Executive Officer, Harris County - Houston Sports Authority Treasurer: Michael Price, CSEE, Executive Director, Greater Lansing Sports Authority Secretary: Janis Ross, CSEE, Executive Director, Eugene Cascades & Coast Immediate Past Chair: Ralph Morton, Seattle Sports Commission

NASC And Destinations International Presents Event Impact Calculator ................... 11 2019 Sports Legacy Fund Recipient: DreamBikes .................................................................. 12

Directors Derek Bombeck, CSEE, Sales Development Manager, Lincoln CVB John David, CSEE, COO, USA BMX Josh Dill, CSEE, Director of Sports & Events, Visit Frisco Don Dukemineer, CSEE, Deputy Director of Sports Tourism, Foley Sports Tourism Matt Dunn, CSEE, Executive Director, Palm Coast and The Flagler Beaches Laura Gurreri, CSEE, Acting President, Sport York Jim Hilb, CSEE, Associated Premium Corporation William Knox, CSEE, Director, Grand Park Frank Lett, CSEE, Senior Associate Executive Director/Director of Sports Marketing, Visit Kingsport Matt Libber, VP Business Operations, Elite Tournaments Brent Nelson, Sr. VP of Business Development, Central Florida Sports Commission Kathy Nelson, President/CEO, Kansas City Sports Commission Ray Palmer, CSEE, President/CEO, Pensacola Sports Hank Pivarnik, CSEE, Director of Sports Sales, Hilton Worldwide Jennifer Stoll, CSEE, Executive Director, Greater Grand Junction Sports Commission Marissa Werner, CSEE, Senior Sports & Entertainment Manager, VISIT Milwaukee

www.SportsCommissions.org

Letter From President and CEO Alan (Al) R. Kidd

Industry Shorts Brad Dean, the previous CVB head of Myrtle Beach, has taken a new position as the head of tourism redevelopment in Puerto Rico. As he leads the recovery for the island, Brad has reached out to NASC for support on sports initiatives to assist that recovery. We will be spending some time with Brad and his team in support of his efforts in the coming months.

On the Road

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I recently had the privilege of presenting NASC 2.0 to the Myrtle Beach Sports, CVB and Chamber teams. Jonathon Paris served as the gracious host and provided tours of local facilities. I had the opportunity to meet with local government officials as well as the staff at Park & Rec who do an outstanding job maintaining the balance of facility use between ROI and ROM opportunities. We spent several hours discussing potential ways of building additional event inventory for the market. The next day began with a discussion with the Alliance members on NASC 2.0 and the number of new initiatives recently approved by our board.

Lindsay Burns hosted a group of 24 statewide sports events and tourism professionals for a planning meeting and discussed a coordinated statewide marketing initiative. Scott Powers from Columbia was asked and agreed to become a member of the branding team as we continue down the path to rebrand our organization to compliment the NASC 2.0 work. All around it was an excellent two days of serving our stakeholders.

Additional upcoming meetings include: • Stakeholder meetings with the Philadelphia CVB and Sports Authority slated for September 5.

• Las Vegas meetings with the team working on a statewide initiative for the Governor of Nevada.

• Brainstorming sessions with Daniel Rush of MGM to discuss a potential event for his facility in mid-2019.

• Biloxi to speak to their CVB and regional teams.

• Upcoming NASC events include Chief Executive Summit and 4S. A very busy time of the year.

Front Office Musings Risk management continues to grow in importance for our rights holders as well as facility operators. This ever-increasing part of our business takes on additional importance as facility development and utilization across

America continues at such a high pace. Based on this continued growth, risk management safety programs and protocols are a must for every aspect of sports events and tourism. Management must be committed to safety and have a constant vigil on identifying hazards and correction, education and training of staff and budgeting for deferred maintenance.

Industry Partnership Update We have signed an agreement with Destinations International to partner with them on the use and expansion of an industry Economic Impact Calculator developed by Tourism Economics. There are seven (7) sports modules included and we will be continuing to develop new support tools. In addition, the International Association of Venue Managers will be using a product developed by the team at Tourism Economics that will tie in sports activities in venues to further add resource tools for sports events and tourism stakeholders. We will begin the marketing and implementation in the coming weeks. This is a significant step forward in working towards an industry standard presentation of economic data and reporting that will create an apple to apples evaluation module across all markets. I am particularly impressed with the extensive local market data embedded in the program to create a “local custom” feel and reporting accuracies. This is the first of a set of support tools that we are exploring to add value and accurate reporting to our stakeholders.

From the Stat Department • US Hotel Occupancy is the highest it has been in the last 30 years with Q1 Occupancy increased 61.1% YOY • Experts tie the growth to increased employment and consumer spending • 200,000 limited service rooms in 993 hotels were constructed for the year ending (12-month period) in March 2018 • 407,000 additional rooms will be on the books in the next 12 months THINK BIG!

Al Kidd President & CEO National Association of Sports Commissions

Sports Events and Tourism

Letter From the Chair Kindra Fry, CSEE, SMP, Executive Director, Bryan College Station Sports Events, Chair, NASC

Howdy!

Greetings from Bryan College Station, Texas! I hope this finds you doing well and looking forward to the start of a cooler fall season. I wanted to share a little update from the Board Retreat that took place in early August in Knoxville, Tennessee. First, let me start by saying Knoxville is a great location and we are going to have a wonderful conference there. They are such gracious hosts and have some very fun and unique venues.

Now, let me share a little bit of information from the Board Retreat with you. The theme of the two days was to really look at what was communicated to us by the membership and focus on a strategy that sets the NASC on the path to success. We used feedback from the membership survey that was distributed earlier in the summer as well as comments from the Annual Meeting and other feedback directly provided by you to assist us in our discussions.

Here are some key take-aways from the retreat: 1. The board unanimously agreed on a strategic plan to take the NASC in to the future while focusing on building a more sustainable and national leader in the sports events and tourism industry. This strategy will keep the mission in view, which is “To be the essential resource and leading advocate for the sports events and tourism industry.”

2. The Branding Committee and By Laws Committee were given the direction to continue to work on establishing a forward looking brand supported by the associated and appropriate governing bylaws. These two pieces will go to the committees for preparation and presentations to the membership.

3. Board support was given to the committee chairs to develop an expansion of rights holders and allied member programming, establish and manage a sports facilities affinity sub-group, revise educational offerings including CSEE and professional development programs and to continue to explore and establish relationships with key tourism industry partners.

4. The board also agreed to form an advocacy committee to start the process to determine goals and priorities for a national advocacy role for NASC members.

5. These two days were packed with key discussions around the four pillars of strategy – educate, advocate, resources, networking – and I am excited about the progress that was made. I look forward to what we as the NASC will accomplish together this year.

You will be hearing more about the progress of the committees in the coming months and at the different events that are coming up like 4S Summit. There will be opportunities for you to share your feedback along the way as well.

As always, should you have any questions, you can reach out to me anytime, or you can reach out to the other board members, who are listed here: Janis Schmees Burke, Harris County-Houston Sports Authority Mike Price, Greater Lansing Sports Authority Janis Ross, Eugene, Cascades and Coast Sports Ralph Morton, Seattle Sports Commission Derek Bombeck, Lincoln CVB John David, USA BMX Josh Dill, Visit Frisco Don Dukemineer, Foley Sports Tourism Matt Dunn, Palm Coast and the Flagler Beaches Laura Gurreri, Sport York Jim Hilb, Associated Premium Corporation William Knox, Grand Park Frank Lett, Visit Kingsport Matt Libber, Elite Tournaments Brent Nelson, Central Florida Sports Commission Kathy Nelson, Kansas City Sports Commission Ray Palmer, Pensacola Sports Commission Hank Pivarnik, Hilton Worldwide Jennifer Stoll, Greater Grand Junction Sports Commission Marissa Werner, Visit Milwaukee Every one of us are ready to answer your questions or gain your feedback. This board is so motivated and dedicated to moving this organization into its next phase, and I really look forward to what is to come this year.

Kindra Fry, CSEE, SMP Executive Director, Bryan College Station Sports Events Chair, NASC

www.SportsCommissions.org

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Member Services News We would like to thank all the organizations who have joined our growing list of stakeholders since January 2018. Thank you for the privilege of serving you! Below is a listing of our newest stakeholders.

Destinations • Big Bear Visitors Bureau • Campbell County Chamber of Commerce • Central Virginia Sports • Chicago Sports Commission • City of Broken Arrow CVB • City of Bryan Parks & Recreation • City of Gulfport - Department of Leisure Services ● • City of Kent Parks, Recreation and Community Services • DeSoto County Tourism Association • Discover Klamath • Disney Sports Attractions • Go Gaston

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• Greater Merrimack Valley Convention and Visitors Bureau • Huron Chamber & Visitors Bureau • Las Vegas Events • Livingston County Convention & Visitors Bureau • Norfolk Area Sports Council • Rocky Mount Event Center • Shakopee Chamber & Visitors Bureau • Sports Nebraska • Talbot County Office of Tourism/ TEAM Maryland • Twin Cities Sports Commission • Visit Allen Texas • Visit Enid • Visit Simi Valley • Visit Wichita • Washington County Tourism Promotion Agency

Event and Rights Holder • 129 Sports LLC • Adrenaline Sports Management Inc. • American Junior Golf Association • Cool Events LLC • First Inspiration and Recognition of Science and Technology • Floorball Academy Plus Inc. • International Extreme Archery Federation • Krieger & Company • Legacy Global Sports Football Division • Legends Sports • National Barrel Horse Association • National Collegiate Boxing Association • National Flag Football • Pond Hockey Classic • Powerhouse Youth Sports Management, LLC • RISE • Sirenia BVC LLC • State Basketball Championship • U.S. Soccer Development Academy • USA Dodgeball • USA South Athletic Conference • USA Synchro • Virginia Amateur Sports • Youth Basketball of America

Industry • ALSD - Sports Venue Design & Build Forum • aRes Travel • Destinations International • From Now On • La Quinta Inn & Suites • Lockton Companies LLP • Peckham Guyton Albers & Viets, Inc. • Rising Star Sports Ranch Resort • Stay, Play, Made Simple LLC • Team Travel Source • The National Sports Forum • Venues Unlimited

Sports Events and Tourism

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www.SportsCommissions.org www.SportsCommissions.org

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Take a Tour of Knoxville As you register for the 2019 NASC Symposium on May 6-9 in Knoxville, set aside time to take a look around our host city while you’re there.

While Knoxville may be best known as the home of the University of Tennessee, it holds the distinction of being the smallest city to host of a World’s Fair when it held the event in 1982. The Sunsphere Tower left over from the fair remains a skyline fixture. Springtime in the South is always a great time to visit, and here are some activities you might want to check out while you’re at the Symposium:

Knox Brew Tours: Tours are held weekly on Thursday, Friday and Saturday and it’s a good way to experience Knoxville’s growing beer scene with someone else driving. Find out times and details at www.knoxbrewtours.com.

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Knoxville Walking Tours: Experience a closeup look at the pioneers, soldiers, outlaws and even fictional characters that have given Knoxville a colorful past.

They include looks at the Civil War, Musical History, Ghost Tours and African American History. Times vary depending on the topic, check out www.knoxvillewalkingtours.com.

Knoxville Museum of Art: It’s free (bonus!) and it’s right by the Sunsphere. It celebrates the art and culture of East Tennessee, but also has feature collections like “Cycle of Life: Within the Power of Dreams and the Winder of Infinity,” the largest figural glass installation in the world. Learn more about their exhibitions at www.knoxart.org.

Sports Events and Tourism

Zoo Knoxville: Most notable for having bred the first two African Elephants born in the Western Hemisphere. The zoo also has bred more endangered red pandas in the world and is a leader in the breeding of endangered tortoises. Plan your visit at www.zooknoxville.org.

Food Tours can feed the inner foodie in you. Whether it’s a lunch and learn with a history guide, a food tour of the Bearden District or a visit to Old North Knoxville, you’re sure to satisfy your gourmet appetite.

Schedules and tickets are available at www.knoxvillefoodtours.com.

You will find all kinds of fun activities as you explore Knoxville during the NASC Symposium. We hope to see you there!

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Experience...

The Wild Wild Wet in Lewisville, Texas

Move Fast. Hit Hard. Play to Win. Westside Aquatic Center

n Seating

for 1,200 spectators

n 75-meter competition pool

n 36 numbered lanes

n Two 1-meter and two 3-meter diving boards

Lewisville Lake Park

n 8

lighted soccer fields

n 10 lighted baseball/softball fields

n Golf, disc golf, cricket, fishing, boat ramps, and marinas

Hotels / Restaurants

Lone Star Toyota of Lewisville Railroad Park

n 8

lighted soccer fields

lighted football fields

n 4 lighted baseball fields

n Permanent concession buildings n 4

n 1800 rooms within minutes of sports venues

n Variety of dining choices for every appetite

www.SportsCommissions.org

VisitLewisville.com

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OF SPORTS, BY SPORTS, FOR SPORTS

SM

WHY YOU SHOULD ATTEND TEAMS • The most dynamic environment for deal making in the sports-event industry • One-on-one appointment sessions • Expo and reverse marketplace • Unrivaled networking opportunities • Sports-specific educational programming • Thought-provoking industry insights • TEAMS is the place to position yourself for success

SPORTS-RELATED TRAVEL IS A $200 BILLION INDUSTRY. GET YOUR SHARE AT TEAMS ’18!

FOR MORE INFORMATION OR TO REGISTER, VISIT TEAMSCONFERENCE.COM

MULTI-YEAR PARTNERS

PARTNERS

SPORTS COMMISSION

SM

Sports Events and Tourism

2017 4S Summit Key Takeaways from NASC Member and Attendee As most people have seen over the past year or so, the education for the NASC has been evolving and the 2017 4S Summit kicked off that evolution. The ‘Come Back City’, Detroit, MI, played a key role in the reviving of our fall meetings and paved the way for the upcoming meeting in Cleveland.

3 Key Takeaways 1. Invest in Future Leaders: We kicked off the summit with a Sports Legacy engagement in urban Detroit high schools. We talked with students about our own experiences in our careers and discussed not only the sports industry, but also their aspirations. I think I speak for everyone who attended, when I say it felt great to have a conversation with the next generation about the workforce and how to prepare oneself for it. I’m looking forward to seeing how we can leave an impact in Cleveland this year.

2. Never Stop Learning: Following the Sports Legacy field trip we jumped into education. The committee for 4S, along with the board, decided to focus on 4 strengths that we all face in our industry: Services, Sales, Strategies and Sponsorship. These 4 S’ guided the educational content and with the help of the Detroit Sports Commission we got to learn firsthand from their corporate and professional sports partners. We heard from the Detroit Lions, the Detroit Red Wings, and the Detroit Pistons while visiting their facilities.

3. Networking is Key: In addition to learning from the professional sports organizations, we also heard from our peers. I believe it’s always great to hear from outside sources to gain new ideas, however I truly value hearing from other cities as most of us either currently struggle with the same things or have at one point in our career.

Overall, I had a great experience at 4S in 2017 and am eagerly awaiting the 2018 Summit in Cleveland. Cheers to making our industry better for all of us!

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Ohio’s Largest Playground is Getting Bigger!

Announcing the Warren County Sports Park at Union Village – Southwest Ohio’s only destination sports park. Score more information at OhiosLargestPlayground.com/sportspark or call 513.204.7050.

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SYNTHETIC TURF

CHAMPIONSHIP MULTIPURPOSE FIELDS

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NATURAL GRASS

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DIAMONDS INCLUDING 2 CHAMPIONSHIP FIELDS

www.SportsCommissions.org 18WCC005 WCCVB Sports Complex 1/4 Page Ad_F.indd

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120YD X 80YD MULTIPURPOSE FIELDS

3/5/18 10:09 AM

On Motivating Your Employees: Stop Trying! Theory

By Gregory S. Sullivan, Ph.D, MBA, MAPP Ohio University College of Business, Department of Sports Administration AECOM Center for Sports Administration

This column will represent the first of a two part series on motivation. In part one, readers will be introduced to what may represent a different way of considering motivation (the theory aspect). In part two, readers will be offered ways of employing this information (the application aspect) in their workplace.

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As part of our roles as faculty members in a college of business we have the opportunity to interact with industry leaders through our consulting, seminars, conferences, and most importantly, in our classrooms. First, it is important to define the term leadership. I take a rather broad view and consider anyone who has influence over others to be a leader. Given that definition, all of us have the opportunity to lead. One of the topics that garners the most attention is the concept of motivation and given current information about the workplace, that is not surprising. The Gallup Organization has long provided valuable information in their State of the American Workplace reports. Their poll measures engagement (defined as those who are involved in, enthusiastic about and committed to their work and workplace) which is a reasonable proxy for motivation. Here are some ‘highlights’ from a recent report:

21% agree their performance is managed to motivate them to do outstanding work

31% of millennials consider themselves to be engaged

Companies with less than 25 employees only have engagement levels of 41%

The report also looked at companies with high engagement (top quartile) and found that compared to companies with lower engagement (bottom quartile) that absenteeism was 41% lower, productivity was 17% higher, sales were 20% higher, and profitability was 21% higher. It is then not surprising that motivation is hot topic. When asked about motivation by leaders my first response surprises them: stop trying! I don’t mean that this represents an opportunity to give up and wave the white flag but rather, to reconsider their approach to motivation. Let me provide you with some background information before I explain this idea further.

You may remember from your Psych 101 course that motivation provides the answer to the question why (e.g., why do we do certain things, why do we persist, why do we quit) and can be either extrinsic or intrinsic. Extrinsic motivation is doing something that leads to a separable outcome (not related to the actual activity) and intrinsic motivation is doing something solely because it is inherently interesting and enjoyable. As you can see, extrinsic is related to the external and intrinsic to the internal. However, researchers have found that there are levels, or a continuum, of extrinsic motivation that become increasingly more

36% of female employees are engaged

• 21% of workers strongly agree that their performance is managed in a way that motivates them to do outstanding work; • 31% of millennials consider themselves to be engaged (millennials comprise about 50% of the workforce); • The larger the organization, the less the engagement although companies with less than 25 employees only have engagement levels of 41%; • Female employees (36%) are more engaged than male employees (30%); and • 51% of employees are actively looking for new jobs.

• Disengaged employees drain the economy of over $500 billion per year.

30% of male employees are engaged

51% of employees are actively looking for new jobs

Disengaged employees drain the economy of over $500 billion per year

internal and closer to intrinsic motivation. Let’s look at fictitious Sport Commission employees, their primary motivations, and the level of internal/external motivation to explain this: • Jane works solely for the paycheck, she could really care less about the job as long as the check clears (external motivation).

• John graduated with a degree in Sport Administration and just thinks it is really cool to have a job in sports. He likes to brag to his friends about his job (somewhat external).

• Joan doesn’t love her job but believes in the mission of a sports commission and the value it adds to a community (somewhat internal).

Sports Events and Tourism

• Jim works for the sports commission because it provides great personal satisfaction, it has become a part of who he is (internal).

• June enjoys working at the sports commission because she finds her job to fun and challenging (intrinsic).

So the question then becomes how does Jane’s motivation become more like John’s and John’s more Joan’s and everyone’s more like June? How do we move people up the scale? The answer is that we stop trying to motivate them (external) and assist them in motivating themselves. Many leaders in considering how to motivate followers rely on a carrot (reward) or stick (punishment) approach and initially they are pleased with the results as short term productivity increases through controlling behavior. However, motivation does not increase and the focus shifts from the job to the reward or punishment. Further, research has shown to meet demands and attain rewards/avoid punishment employees were quicker to turn to fraud, cheating, and deception.

Worst of all, intrinsic interest is undermined by controlling methods.

We can assist employees to motivate themselves by meeting some vital psychological needs. Just like we have physiological needs for food, water, and shelter we have equally strong psychological needs that lead to motivation and our well-being. Consider for a moment a job that you loved (hopefully your current job!), being on a team that you really enjoyed, or another activity that brings you great enjoyment and think about the elements of those environments that made it so enjoyable. If you distill those elements down you will invariably find that there were three essential ingredients; there were others involved that you liked being around, you were good at what you were doing, and you were there of your own choice and not controlled.

Those three elements, Autonomy (amount of self-regulation or choice in the workplace), Belonginess (feeling cared for and caring for others), and Competency (perceiving one’s self as skilled) are the ABC’s of motivation and of creating a climate which provides need satisfaction and enables people to motivate themselves. In our next installment, ways to meet these important needs and enhance motivation will be discussed.

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www.SportsCommissions.org

NASC and Destinations International Presents Event Impact Calculator Amateur & Professional Sports Events Model

How Much Are Events Worth to Your Destination?

Knowledge is power. This truism applies to sports commissions seeking to understand the economic importance of events to their destinations. By knowing the value of events sold by your organization, industry stakeholders are empowered to make a strong case for continued sports marketing.

The Destinations International Event Impact Calculator measures the economic value of an event and calculates

its return on investment to local taxes. Armed with this information, sports commissions are better prepared to make the case to policymakers for the ongoing development and growth of the sports events sector. The Sports model and platform has been developed by Tourism Economics, an Oxford Economics Company, and includes amateur, college, and professional events.

NASC and Destinations International has made the Event Impact Calculator available to its members.

To learn more visit www.sportscommissions.org/EIC

Based on detailed analysis and data at the destination level, the calculator is: 11

Sports Events and Tourism

Sports Legacy Fund: 2019 Sports Legacy Fund Recipient: DreamBikes The NASC Sports Legacy Fund awards an annual grant to an organization in need in the host city of the NASC Sports Event Symposium. The Sports Legacy Fund is a way for members of the sports events and tourism community to make a personal and lasting impact on sports programs and initiatives that serve the underprivileged throughout the country.

An emphasis is placed on donations to not-for profit organizations that provide individuals, particularly at-risk youth, veterans, or physically or intellectually disabled individuals, opportunities to participate in sport and encourage healthy lifestyles. This contribution is part of the legacy the NASC leaves in each host city. Since 2009, the NASC Sports Legacy Fund has donated more than $140,000 to beneficiaries in the host cities of the NASC Sports Event Symposium.

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About DreamBikes: DreamBikes is a non-profit, 501(c)3 organization that strategically places used bicycle stores in low-tomoderate income neighborhoods to provide hands-on, paid job training to teens. Working in conjunction with local youth organizations, DreamBikes employs teens from the area to work in the store; teaching them how to refurbish bicycles, use the POS software, and to deliver great customer service.

DreamBikes provides lifelong skills to our teen employees, helping them to shift gears and find a bright future.

LIVE LIFE A WHOLE LOT

FASTER!

STRONGER!

We provide young people work experience, open up future job opportunities and to make a difference in their lives, we refurbish used bicycles and return them to the community.

We believe these things make our community stronger.

We are honored to be awarded the 2019 NASC Sports Legacy Fund. DreamBikes will use these funds to support our youth employment and training program. These funds will also enable the youth that DreamBikes has mentored to expand their engagement in community outreach.

Thank you to NASC for recognizing DreamBike’s mission of fostering healthy and happy neighborhoods through empowered youth and getting bikes into our communities.

-Adam Kostichka DreamBikes Executive Director

Vancouver B.C. 356 mi

John Sokol

BOLDER!

90

5 82

395

84

84

293 mi

WE HOST EVENTS THAT START AND END WITH AN EXCLAMATION POINT!

Kennewick • Pasco • Richland

For information on planning your next sporting event (800) 254-5824 . Sales@VisitTRI-CITIES.com . www.VisitTRI-CITIES.com

www.SportsCommissions.org

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Why settle for par when you can play in

Mobile, Alabama?

• Robert Trent Jones Golf Trail • One of the world’s largest tennis complexes • Multi-field baseball/softball parks • 100,000 sq. ft. waterfront convention center competition area For your next sports event, make it Mobile. No mulligans needed.

GO ALL OUT. WE DO.