TIME - Travel Industry Mentor Experience
TIME - Travel Industry Mentor Experience
The Evolution of Leadership Through TIME Mentorship, WA Community Engagement and of course #TaylorSwift
Season four launches with a flourish as we sit down with Daryl Dixon of Globetrotter Corporate Travel, who shares the transformative insights from his TIME mentoring journey. Guided by his astute mentor, Daryl delves into the complexities of leadership and the art of people management, revealing that the road to self-awareness is as challenging as it is rewarding. Amidst tales of French cultural nuances and a shared affection for gluten-free croissants, we uncover the profound impact mentorship has on carving one's professional trajectory, and how it's seasoned with moments that remind us to savor the lighter side of life.
As we chart the rhythm of our daily lives, balancing our time becomes an intricate dance that often feels like a choreographed number we can't quite master. Yet, our discussion illuminates how the dedication to carving out time for the gym or state-based networking events is more than just a commitment to self; it's a step towards nurturing a thriving professional landscape. Daryl's experiences with graduations and the buzz of networking highlight the irreplaceable value of community. And as we ponder the blending of virtual and physical spaces for workshops, it's evident that the quest for professional development is an ever-evolving journey that thrives on accessibility and engagement.
The episode takes a dynamic twist with a candid look at the unpredictable tides of social media, illustrated by a surprising encounter with a Taylor Swift concert reel. We explore the importance of authentic branding and the continuous journey of leadership development, underscoring the role of organizations in fostering growth. As we applaud Daryl's graduation and his commitment to the WA community, we shine a light on the collective effort needed to reinvigorate the travel industry post-pandemic. Each story shared in this episode paints a picture of the power of involvement and the significance of each individual's contribution to the larger narrative of community rebuilding. Join us for an episode that promises laughter, learning, and the kind of camaraderie that inspires action.
More about Daryl
https://www.linkedin.com/in/daryldickson/
Hello and welcome back to a new episode of the Time Podcast, the first one of season four actually and I'm going to be more excited to start season four with the one, the only, the only French person a German has ever utterly liked. Please welcome Laut Proud and colourful Arnaud, yay, welcome back, Arnaud thanks for doing another season with me.
Speaker 2:It's a nice welcome you've ever given me. Oh, my god, I feel so, so happy. Thank you for that. Well, yeah, welcome to season four. I'm so happy to you know start that season with you again. And today we have a really special guest. We have Darrell Dixon, who is the marketing manager at Loptrota Corporate Travel in WA. Welcome, Darrell, how are you?
Speaker 3:Thank you very much. I'm very well, thank you.
Speaker 1:Hey Darrell, welcome on the show. Thanks for joining us.
Speaker 3:Thank you for having me Any time.
Speaker 1:I'm especially proud that you joined us because Arnaud has asked you to join.
Speaker 2:Yes, I'm the one who asked you to join. And, look, you know, I've been asking Darrell, darrell, each other for a little while. I'm not quite used to working at Singapore Airlines, and when I saw that he was on the time program, I was very excited and from the beginning I said to him you need to come on the podcast once you graduate. So you know like it's been. You know I've planted seeds quite a long time ago, so I'm really excited that he's here today. Me too thank you.
Speaker 1:What actually made you join time like? Why did you think about a program to start with? Was it Arnaud?
Speaker 3:No, he wishes. No, I've been thinking about it for a while. I'd had a couple of leadership roles in travel before, but really just being there at a matter of circumstance rather than having the skills to be a leader. So I think, if I wish, I'd done this a lot sooner when I was, when I started getting exposure to leadership roles. So I just I'm a marketing manager now at Globetrotter and I think it's the next step in my career journey just to get some more leadership development and goal setting and that sort of thing with the time mentoring covers.
Speaker 1:So for you, the purpose was more about getting like the people, leadership skills or how to set successful KPIs for a team, or can you give a bit more context to your preferred outcome when you started?
Speaker 3:There was probably more about self-awareness, like a lot of the focus of my mentoring sessions were. We would discuss my week and we'd look at sometimes I'd be frustrated or annoyed at a situation and we'd take a step back and look at why that frustrated me or annoyed me and how I could get a more positive outcome from that situation. So looking at how different people behave like not everyone behaves the same so really analyzing that just because someone might speak a little more abruptly than I'm used to doesn't mean that they're not a negative person or feel badly about you. So yeah, a lot about self-awareness in my journey.
Speaker 1:And who was your mentor, if you want to share that with us.
Speaker 3:My mentor is Margaret Armitage. She's a leadership and professional development coach for a company called Beckham Business. So this is her. She does this every day. She's not in the travel industry and she really this is her specialty getting the best out of potential leaders and unlocking their potential.
Speaker 1:What was?
Speaker 2:the.
Speaker 1:Sounds like you had intense six months.
Speaker 2:Yes, what was the relationship like between the two of you? Because, like when you, when you describe her basically that she does that every day, what was your mindset in when you went into the first meeting?
Speaker 3:Well, like Tim I said, it was intense. It was very intense and I thought it would just be we'd catch up a coffee chat about things, set a few goals and that would be a pretty relaxed thing. But it was far from that. It was very intense, very full on. She really made me think and pushed me out of my comfort zone and someday she'd ask me a question and I'd be like I actually don't know. I need a few minutes to think about this and to really challenge my thinking. And she was more like a psychologist for want, want to have a better word. But yeah, I almost felt like I was in a counseling session every fortnight, which was great. It was really, really good.
Speaker 1:I think what's always interesting is you have those light bulb moments where you kind of experience yourself from in hindsight or from the outside, however you want to call it, and you see yourself doing things and you suddenly understand yourself much better. Maybe not a professional example, but, for example, when Arnaud goes to get his croissants in the morning and he dresses up sometimes a bit funny, it just tells you a lot about him being a very easy, accessible person that still has a bit of French blood in his veins and a lot of feedback about the baking of croissants to be listened to in season three. Anyhow, back to you. Did you have like a light bulb slash croissant moment?
Speaker 3:Not really, I think. Oh, I lie, I probably had a lot of light bulb moments. It was, I think. But 20 years ago I had a leadership role when I was at another couple of trouble management company where I promoted to supervisor and ops manager and that we went through so many things that I wish I had known that. Then I wasn't really set up for success in that role, so I was just promoted because I was the I've been there the longest and I was the most knowledgeable, but I didn't have the people skills to make a really successful role. Everyone loved me and the team, but when you're a manager, it's not about everyone loving you, it's about getting the best out of everyone. And that, yeah, a lot of, a lot of the light bulb moments came around, things that I wish I'd known then I can't really implement. I'm a one person marketing team at Globe Trotter, so I can't implement that at this stage, but it's definitely skills that I'll have in the back of my toolkit for the future.
Speaker 2:So yeah, it's very important what you, what you're describing, because I find that you know, but it works across every single industry and I worked in the events space a few years ago. We used to do a lot of leadership events and a lot of people were highlighting the fact that the person who is the most technical, technically skilled in the team is probably not the best leader, or it, or sometimes he's not always, you know, also the best leader. It can be the most skilled person and know everything and be very good at their job, but managing people or being a leader is a very, very different, different set of skills. And, yeah, I mean, sometimes a lot of organizations don't really understand that and they promote people in leadership roles and that creates a lot of frustration and also sometimes a little bit of failure. Right, and it's also failure can probably be a good thing for people. People see that as a good thing in certain circumstances, but sometimes it doesn't have that positive effect.
Speaker 1:So, exactly, yeah, yeah, how has the format worked for you? So I know some people they have more like, I don't know full weekends, leadership weekends or something like that, where you learn skills about leadership Time is obviously a bit of a longer time frame and then I don't know, within an hour or four, ninety, two hours, depending on how people organize themselves. So, first of all, how have you organized it with your mentor? Have you met in person, online, phone? And, second of all, what do you think of the format versus a crash course for day leadership course with Tony Robbins, for example?
Speaker 3:Yeah Well, we, margaret and I, met for nightly. 90% of our catch ups were in person, at a coffee shop. So we'd catch up for breakfast and coffee for a couple of hours every Tuesday or Thursday and we did a couple remotely when we weren't feeling 100% and didn't want to give each other our germs. But yeah, I, I really liked the longer program because we could look at things that came up during my work week over a particular time. So I could actually, if something came up during the week I'd make a note of it and that would lead my discussion for the next session, or I'd go away, think about what we discussed and the ideas we discussed and then I'd have a chance to put them into practice or think about. Questions might have popped up after they didn't pop up during the session. So I really liked having that little bit of time between each session to think about it and come back and revisit or explore new ideas.
Speaker 2:Was there croissant involved in your breakfast meetings, or what kind of food did you eat, just for the results?
Speaker 1:Before you answered that I didn't bring it up this time, it was on all.
Speaker 3:I sadly can't eat gluten, so there were no croissants on my menu.
Speaker 2:Oh my gosh, I don't know, I can't imagine.
Speaker 1:One thing I know and I hear quite a bit is people having concerns about making time for time. It's obviously a time commitment every fortnight or weekly depending on the setup. We all have very busy jobs. We're still rebuilding an industry from a skills and employee perspective. How did you go with actually taking that time aside? Was it a real effort? Did it kind of work out easily? What was your experience with scheduling all the year to work?
Speaker 3:It worked out very easily. It's only two hours in a fortnight, so it didn't really impact me a great deal. I would meet her a little bit earlier in my work morning, so probably an hour earlier than I'd normally start work, so it really only impacted me one hour a week, one hour a fortnight overall, but it didn't impact me at all In terms of time.
Speaker 1:Yeah, it's good to hear now, I think once once people actually in it. It's always not as bad as they think before. Mmm, yeah, yeah definitely, I know you are. You're in a quite busy period at the moment. How would you manage cutting out two hours of fortnight?
Speaker 2:Look, I've always Think area of your life. If you really want to do it, you'll find that, you'll find the time. It's the same thing when people say to you, oh, I'm gonna wait, and then I don't have the time for that. Oh, I want to go to the gym but they say they don't have the time for that. If you're really committed to it, you're always. You always find, because the thing is I also like these days we get distracted by so many things. You know, like if you think about the hour that you spend on your phone in the morning being on one of the social media platforms, I'll fly that. You know, like that number, that time could have been utilized at something which is a little bit more rewarding. More than that, you know, I'd ourselves having a one hour at least morning before work and one hour into it's. It's work week a fortnight.
Speaker 1:It's really not much, hmm, did you just use the gym example because I had carbs for lunch.
Speaker 2:Did you have carbs for lunch? Did you have carbs for lunch? What is wrong with you? Oh, darrell, I can't get gluten. I've already sold it to him because he can't. And right, you know, proper croissant, you know croissant, I know.
Speaker 1:Actually very tough one. So you graduated recently and you came to Sydney for a beautiful function. I heard it wasn't too terrible. That was kind of your first working meeting and with the time community, or did you go to a few before?
Speaker 3:Well, it was my first during this mentoring program. When I was at Singapore Airlines, I went to a couple of time events here in Perth, but we don't really have much of a time community here anymore, so there wasn't the opportunity this time around, but Would be good to build the the network here. But yes, there was my first networking Slash graduation event that I had the pleasure of going to, so it was nerve-wracking preparing my speech, but when I got there, everyone was so supportive and, yeah, it was really great night.
Speaker 1:No. So Tell me, the moment you walked in, you kind of saw all the people there. I'm not sure if he came earlier, late, or I don't know how full the room was when you arrived, because I find it always very daunting when you, when you join a new community or you see people for the first time all in the room and you have a feeling you walk in and just everyone is a foreigner, a stranger to you, and you just don't know what's the feel, what's the vibe, what's the problem. It's not appropriate. Do you know? Shirtless, non shirtless, sleepless, I mean sorry, not shirtless.
Speaker 2:Sure just saying.
Speaker 1:Yes, thank you, arnold. Today You're wearing a shirt. We appreciate that I'm, so tell me what was your first impression walking into that room.
Speaker 3:Well, I didn't have any expectations. So when I was, I thought, are there's gonna be 200 chairs in the room and I'm gonna have to stand up the front and there's gonna be a army of people? And so when I went into the, the meeting room, and it wasn't as bad as I expected, so I saw all the chairs lined up. I was like, yep, cool, I can deal with this. And then we had the, the mentees meeting. There was only about 10 of us. I thought, oh, yeah, this is nice, you were chit chat, talk about experience.
Speaker 3:Then we went in for the, the workshop, which was amazing, and I was looking around and I was like, yeah, this, I couldn't do the this, this is alright, not many people. And then everyone arrived for the actual event and I was like, oh my gosh, there's so many people now. But I purposely sat at the front so that while all the other Speeches were happening, I wasn't distracted by who was behind and who was in front of me. So when I got off, it was just like, yep, the lectern's there and just got straight into my speech. So, but it was, once you're in the moment, it's fine.
Speaker 3:I find it's always a lead up to making that sort of Presentation in front of lots of people you don't know. And yeah, I was just like that the international exchange student coming across, having not I didn't know many people in the room. So, whereas some of my fellow mentees had already been to a couple of events, knew a few people, my mentor wasn't there, so a lot of the other mentors were there To have someone to hold on to. But it was great. I really enjoyed it.
Speaker 1:Have you done any other workshops before online with, with the, whatever technology has been used in these days?
Speaker 3:No, I did. There's been a couple that I've been keen on attending, but they haven't been Published online as well. So I know there was one on LinkedIn a while ago that I had hoped would be online. But yeah, I believe they're just for those in attendance at the moment, so, but it'd be great once they're available Remotely for people that can't make it.
Speaker 1:Yeah, I think the plan is moving forward anyway to have Obviously predominantly in person, because, yeah, I think we will agree that the quality and the outcome is a bit better than Another workshop that you have on zoom or whatever you use, but definitely also have some, and probably more, to connect everyone in the different states, to give you opportunity to see, hey, who's actually on from Western Australia, what's their experience, how's Victoria doing, and so on. Yeah, because it's really great to see all the states becoming so active as well. Yeah, um, it's nice NSW. So, yeah, that's really encouraging to see. And definitely more workshops coming there that will be online as well, for sure, for sure, that's a good one. So, what's your time after time with time? This is a great question. We should write that down.
Speaker 3:Well, I'd really like to work with Charlie. Trevina is leading the mentoring the time program here in WA, so I'd really like to work with her to start rebuilding. We had an amazing time community before COVID, so it'd be really great to rebuild that. We still don't have a lot of supplier representations in WA. A lot of our representatives are in Queensland, new South Wales, victoria. They come over here time to time so it'd be good to touch base with those that are still in the industry and rebuild that community and get some new mentees in. I think having some workshops and virtual things available will be really beneficial. Thanks for my experience having to come over for the graduation with a very expensive exercise. Luckily I was coming over for Taylor Swift anyway.
Speaker 3:That's what it's saying it can add up quite quickly. So, yeah, having those and it was good being able to do the induction virtually, that was great because at that time it was when travel was coming back into flight at Sydney for that week that those couple of days was over two and a half thousand dollars. So, yeah, thankfully it started to slow down, but having those virtual opportunities would be really good.
Speaker 1:So it actually made sense that I called Taylor and asked her to schedule the concert around your graduation. Was that beneficial to what I'm hearing? Thank you, yes, it's a pleasure. We'd love to help. Where we came. I mean, a lot of the audience actually don't know, but the time after time there's so many opportunities to still involve yourself. One would be actually to do a workshop yourself in Western Australia for potential mentees. If you could think about that, what kind of topic would you run? What's the wisdom you can spread into the industry? That's a very good question. Write it down as well, anu, please.
Speaker 3:Oh my gosh, I guess my specialty is social media marketing. That's what I excel in, so I guess I could always that's what I was keen to experience the LinkedIn workshop that happened recently, because that's really my forte, I'd love to. If I was to do a workshop. That's the sort of thing that I'd really like to present, that I'm comfortable with. So, yeah, around social media marketing, specifically LinkedIn.
Speaker 1:Which is very interesting because from my experience sorry, anu, I let you also talk and I always let you off. I was just always taking a breath and I just jumped in straight away. No, no, I got it. Everything around social media and LinkedIn and self-marketing in a certain form is always where a lot of people feel uncomfortable with unsure what exactly to do, what not to do. Anu has gone viral once with his business class. Say it for a thin air, was it?
Speaker 3:Yes.
Speaker 1:Anu, what's your intake on the learnings out of your time, with time in regards to socials?
Speaker 2:Look, yeah, I've got a lot of thoughts on this, because the thing is, I speak to you still some people that really don't understand the importance of having a social presence, and it doesn't have to be overpowering, but it needs to be there. And, yes, especially in terms of acquisition of new customers and all that sort of stuff, and I think that a lot of people don't really understand that and also the cost affordability that it has. Yes, it can be a costly exercise if you don't really know what you're doing and you don't understand your audience and how you can fine tune in, but I find that it can potentially be a lot more cost effective in order to acquire new customers rather than using traditional methods of advertising. And also, I think it's a lot more personal.
Speaker 2:I find that obviously you're talking about the experience that I had with Fina with the launch of that new seat when we had a couple of years ago. A lot of people then saw that and then they were intrigued about it and in my mind, that was a success, because I didn't necessarily try to sell them anything, but at least they saw that seat. And then now that seats fly into Sydney a couple of times I think it's every day now that the most quantum is doing a wet list with all these displays, and so people experience that, but in the meantime I've done all that great work, so people were exposed to what it was. So, yeah, I think people don't necessarily need to be afraid that. I think of social presence is something complicated.
Speaker 1:Yeah, no, I agree. And, Daryl, how do we go viral? Tell us all about it. I'm an expert.
Speaker 3:So right now, just hashtag Taylor Swift and you'll go viral Really Any post. Yeah, any post.
Speaker 3:I posted a couple of reels from the concert last weekend and my reels on my personal page don't get that much traction, but one of the videos has over a hundred thousand views at the moment. So, yeah, yeah, it's just. The algorithm is very difficult. Now. The social networks prioritise paid content, so it's always hard to get your organic content seen. But, yeah, just stick with it. And yeah, consistency is key and the most important thing is for people to get to know your brand. So my focus at Globe Trotter is for the three businesses that we run, people to get to know our staff. So I'm always highlighting our employees and with our team of travelling around the world, events they're going to and things like that, because people buy from people. At the end of the day, they can see the name, but if they see the faces and get to know the personalities, that's half the battle. One Agreed.
Speaker 1:So who do you think should do time, like obviously you had, you had a desire to learn more about leadership and explore yourself as a leader. What about other opportunities like who should do time in your opinion?
Speaker 3:I think anyone, absolutely anyone. Even if you don't have leadership aspirations, you might find that you actually do. Or if you think you have a leadership aspiration, you might find you actually don't. So I think it's really good for your development and future, even down to goal setting, identifying skill gaps. We did a lot of exercises around perception and context, so there's so much you can learn Having that exposure to someone in the industry. Out the industry. You can always learn from people, so I think absolutely anyone should do it.
Speaker 1:And do you think it's a one-time thing or is it something you would do maybe again in two, three or four years?
Speaker 3:whatever it is, I would actually love to do it in a couple of years again, and with someone in the industry this time, so maybe to see how the program differs.
Speaker 1:Okay, yeah, are you considering doing a second time?
Speaker 2:I'm considering doing a second time. Yes, Maybe not at the moment, but yeah, I'm thinking like in the next 12 months I'll probably do it a second time. I wanted to know, in terms of your organization, darryl, what's the level of support that you got from them during this journey. Were they fully on board? Is that something that? Yeah, tell us a little bit about how they supported that.
Speaker 3:Extremely supportive. My CEO, fiona, is a mentor as well, so she's been through the program a few times as a mentor so she was fully supportive and very excited that I was part of the program. So I always felt supported and the time that the office was no issue at all.
Speaker 2:Have you inspired others at Globchord or to do the same?
Speaker 3:Well, that's my next step. I've got a couple of Melbourne-based colleagues, so I think would be perfect, and some Perth-based colleagues, so especially. We have some team leaders in the team who I think would be really good for their development journey to take that next step. So, yeah, I'll definitely be recommending it to them.
Speaker 2:In your master plan to grow the town community again at. Ewa, make WAA great again. That could be a good start.
Speaker 3:Definitely yeah.
Speaker 1:And after WAA, it's all about world domination right.
Speaker 3:It is exactly.
Speaker 1:That's the last wave. That's how we treat it. Oh boy, that is so bad. It's time to talk about you a little bit more. So in season three there was a new element implemented as part of the regular questions we ask, and we kind of want to continue on a successful pathway to make sure people learn about you as well. So, for whatever reason, it came from the French side of this podcast not from the Germans.
Speaker 2:Yeah, of course it's always times on the French side.
Speaker 1:We could discuss this statement now with a lot of anyhow, so I don't always want to know what is one of your darkest secrets. You haven't told anyone because it's just the three of us and Tay-Tay. I thought it was a good opportunity to talk about it.
Speaker 2:And our thousands of listeners.
Speaker 3:What are my darkest secrets?
Speaker 2:Oh yes, something about you which is a little bit unique that not a lot of people know, something like have you actually met with Tay-Tay in backstage last time you went to see her in concert?
Speaker 3:I haven't met Tay-Tay, but I did meet Beyonce in 2009 after one of her concerts in Perth, and I have a photo with Beyonce in her dressing room.
Speaker 1:Oh yeah.
Speaker 3:But lots of people know about that. That was on my social media, so half the world knows about that.
Speaker 1:I can't. We want to hear something else then.
Speaker 3:I paid for a meet and greet ticket, so it was.
Speaker 1:How much did you pay to see Beyonce?
Speaker 3:if I may ask, I actually paid the same amount to meet Beyonce that I paid to see Taylor Swift last weekend, and you get to meet her yeah, yeah, yeah.
Speaker 1:Interesting, okay, but back to your darkest secrets. Maybe, Anouk gives you an example. First, to inspire you, anouk, what's one of your darkest secrets of the last? Let's say, when did we record the last podcast? I think three months ago. So in the last 12 weeks, what was one of the darkest things you've done?
Speaker 2:I've really done anything dark. So at the moment I'm running a lot Because I want to qualify to run the New York marathon. So I've run a few marathons before, yeah, which you get the qualifying time and you know, to get to New York and do it. So so, yeah, this is, this is some other things that I've been working on on the personal level for the last, you know, 12 weeks there, since we, since we last chatted, and so yeah, Okay, so it was very easy over to Darrell again, oh.
Speaker 3:I'm really boring. I just am enjoying summer in Perth at the moment, going to the beach, and we just had fringe on. So I've had a pretty boring summer really, just been hanging out at the beach and no dark secrets hanging in my closet. Oh.
Speaker 1:Well, oh well. I'm sure next time at the networking event, we give you a couple of wines and we find out more.
Speaker 3:Yeah, that might help do this at five o'clock in the afternoon after a wine.
Speaker 1:No what about?
Speaker 2:you what's been going on I?
Speaker 1:Look for me. I'm running a Spartan race actually in 48 hours or 36 hours and I Haven't prepared at all, so that's gonna be a big suffer for me. I've prepared, obviously, a lot for the Australian opened and a lot of tennis preparation, but it's very different to preparation for Spartan race. It's pretty much opposite. So I will have a very interesting time there. Um, that's one thing and the other thing is to be published soon. Yeah, that's all I can say for now.
Speaker 2:Oh, wow, oh, Absolutely very happy.
Speaker 1:Yeah, awesome Because I'm there. I know also has the tendency and the hobby to kind of announce things on this podcast that are not published about me in any case. So it's serious now.
Speaker 3:I love it.
Speaker 1:Anyhow. So, last but not least, give out. You can't describe your time with time in one word. What's the slogan, what's the Boom, what's the hashtag?
Speaker 3:Mind blowing.
Speaker 1:Love that.
Speaker 2:Yeah, very good, awesome yeah.
Speaker 1:Well, thank you for your time. We actually already over time. Thanks for sharing everything. I really appreciate it because sometimes it can be a bit difficult to share because it's a personal story in the end, although it's professional, but it's also personal. So really thank you for being open there and sharing that with us. But I'm just finding a French person on the podcast. I missed you. I missed you. I have to let it all out. In episode one.
Speaker 3:Such an easy target.
Speaker 2:I don't mind it.
Speaker 1:All right, you may say the farewell, you go for it.
Speaker 2:Well, look you know. Thank you again, garo, for your time today and congratulations on your graduation. I'm so glad that, actually, because you said that you know you wish you had done that before. I'm so glad that you finally Participate in the program. I'm also really glad for the community in WA that you say you want to get involved with time, which is really really good because obviously you know like Charlie needs Some support, because she's great, we know, we know, but she can't do everything by herself. And yeah, and for the travel community in W, I think it's it's always going to be extremely good that we have more presents there, because the pandemic has really decimated that and Hopefully we can, you know, like if time can be a tool to grow that community again, already really vibrant and very unique. And you know, you know W when I really love on. Yeah, thank you again for being on the podcast and we'll see you very soon. Pleasure.
Speaker 3:Thank you, guys have a great weekend, thank you.
