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Tech M&A Monthly: Seller's Panel 2017

As the strongest market ever for sellers of technology companies continues, if you’re at all considering the sale of your technology company, don’t miss a unique opportunity to hear from fellow founders, owners and CEOs who recently sold. During our annual Seller’s Panel, hear from international software executives and owners like you, who successfully navigated the M&A process and sold their companies to a global array of buyers. Learn how they did it, what they learned, what surprised them—and what you can do to increase your value in today’s market. Panelists include: · Dennis Gurock, co-founder of Gurock Software, acquired by Idera · Luc Pettet, Founder & CEO of Punters.com.au, acquired by News Corp

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Tech M&A Monthly
Seller’s Panel
March 9, 2017
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A leader in the software industry, Bruce has founded or owned four software companies, including the largest vertical
market software company, AMI, an Inc. 500 firm rated by IDC as the fastest growing computer-related company in the
world.
He has served on advisory boards for Microsoft, IBM, DEC, Comdex and Apple, and as board member/founding
investor in some of the most innovative firms in their field, including Blue Coat, Bright Star and Sabaki. Past advisor to
two governors and a senator, a board member of the Washington Technology Center, and founder of the WTIA, the
nation’s most active regional technology trade association.
He worked with the Canadian government to found SoftWorld, and he was recently chosen as one of the 200 most
influential individuals in the IT community in Europe. He was also the only American juror for the recent Tornado 100
Awards given to Europe’s top technology firms
A graduate with Distinction from Harvard Business School, Bruce has written three books on business models for
success, including Power Planning. He is a frequent lecturer and author.
Welcome
Bruce Milne
CEO
Corum Group Ltd.
3
Agenda
 Welcome
 Special Reports
 RSA Security Conference
 Game Developers Conference
 HIMSS Health IT Conference
 Mobile World Congress
 March 2017 Research Report
 Seller’s Panel
 Dennis Gurock: co-founder of Gurock Software, acquired by Idera
 Luc Pettett: founder & CEO of Punters.com.au, acquired by News Corp
4
Special Report:
RSA Security Conference
Daniel Bernstein
Vice President
Corum Group Ltd.
Daniel Bernstein has worked in a number of roles over a twenty year career in high technology, most recently as the founder
and CEO of Sandlot Games Corporation, a leading casual games publisher and developer. Having sold Sandlot Games to
Digital Chocolate in 2011, Daniel started a small games studio and a consulting practice where he advises larger companies
such as RealNetworks and smaller high growth businesses on product development, strategic initiatives, and M&A
opportunities.
Prior to Sandlot Games, Daniel Bernstein held director level positions in companies such as Wild Tangent and Monolith. An
accomplished composer, Daniel also writes music for most of the games he works on.
Daniel holds a BS in Computer Science and an MA in Music Composition from the University of Virginia.
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Special Report:
Games Developers Conference
Entertainment software entrepreneur Jim Perkins is directly responsible for publishing some of the industry’s biggest
franchises, including Unreal, Duke Nukem, Wolfenstein, Doom, Hunting Unlimited, and Driver. A well-known senior executive
with a 22-year track record of publishing such bestselling hits, he founded and grew two highly successful software publishing
companies (FormGen and ARUSH) from start-ups to multi-million dollar enterprises.
Jim also launched Radar Group, the first Transmedia Incubation Company to monetize entertainment franchises across all
media, including film and television. His success and extensive experience in software production, marketing and public
relations, packaging, online and retail distribution and software M&A, uniquely qualify him as an expert in building value and
realizing wealth. Jim joined Corum Group, the world’s leading software M&A firm, with a specific focus on educating and
helping prospective sellers maximize the value of their digital media companies.
Jim Perkins
Executive Vice President
Corum Group, Ltd.
6
Special Report:
HIMSS Health IT Conference
David Levine
Vice President
Corum Group Ltd.
Dave joined Corum in 2015 and has a diverse background in technology and life sciences. As an executive and entrepreneur,
Dave has been operating and investing in companies sitting at the convergence of commerce and eCommerce as well as
innovative life science businesses for over twenty-five years. Recently, Dave was CEO North America for Gaxsys, an
eCommerce and logistics company that is a leader in last mile logistics and fulfillment for eCommerce marketplaces.
Dave has been on both sides of the mergers and acquisitions table having sold a life science technology company, facilitated
sell side and buy side technology transactions and has also scaled multiple technology companies globally in the eCommerce,
life sciences and innovation intelligence markets. Dave sits on boards of public and private companies including one company
that recently filed for an IPO.
Dave holds a business degree from the Indiana University, Kelley School of Business.

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Tech M&A Monthly: Seller's Panel 2017

  • 1. 1 Tech M&A Monthly Seller’s Panel March 9, 2017
  • 2. 2 A leader in the software industry, Bruce has founded or owned four software companies, including the largest vertical market software company, AMI, an Inc. 500 firm rated by IDC as the fastest growing computer-related company in the world. He has served on advisory boards for Microsoft, IBM, DEC, Comdex and Apple, and as board member/founding investor in some of the most innovative firms in their field, including Blue Coat, Bright Star and Sabaki. Past advisor to two governors and a senator, a board member of the Washington Technology Center, and founder of the WTIA, the nation’s most active regional technology trade association. He worked with the Canadian government to found SoftWorld, and he was recently chosen as one of the 200 most influential individuals in the IT community in Europe. He was also the only American juror for the recent Tornado 100 Awards given to Europe’s top technology firms A graduate with Distinction from Harvard Business School, Bruce has written three books on business models for success, including Power Planning. He is a frequent lecturer and author. Welcome Bruce Milne CEO Corum Group Ltd.
  • 3. 3 Agenda  Welcome  Special Reports  RSA Security Conference  Game Developers Conference  HIMSS Health IT Conference  Mobile World Congress  March 2017 Research Report  Seller’s Panel  Dennis Gurock: co-founder of Gurock Software, acquired by Idera  Luc Pettett: founder & CEO of Punters.com.au, acquired by News Corp
  • 4. 4 Special Report: RSA Security Conference Daniel Bernstein Vice President Corum Group Ltd. Daniel Bernstein has worked in a number of roles over a twenty year career in high technology, most recently as the founder and CEO of Sandlot Games Corporation, a leading casual games publisher and developer. Having sold Sandlot Games to Digital Chocolate in 2011, Daniel started a small games studio and a consulting practice where he advises larger companies such as RealNetworks and smaller high growth businesses on product development, strategic initiatives, and M&A opportunities. Prior to Sandlot Games, Daniel Bernstein held director level positions in companies such as Wild Tangent and Monolith. An accomplished composer, Daniel also writes music for most of the games he works on. Daniel holds a BS in Computer Science and an MA in Music Composition from the University of Virginia.
  • 5. 5 Special Report: Games Developers Conference Entertainment software entrepreneur Jim Perkins is directly responsible for publishing some of the industry’s biggest franchises, including Unreal, Duke Nukem, Wolfenstein, Doom, Hunting Unlimited, and Driver. A well-known senior executive with a 22-year track record of publishing such bestselling hits, he founded and grew two highly successful software publishing companies (FormGen and ARUSH) from start-ups to multi-million dollar enterprises. Jim also launched Radar Group, the first Transmedia Incubation Company to monetize entertainment franchises across all media, including film and television. His success and extensive experience in software production, marketing and public relations, packaging, online and retail distribution and software M&A, uniquely qualify him as an expert in building value and realizing wealth. Jim joined Corum Group, the world’s leading software M&A firm, with a specific focus on educating and helping prospective sellers maximize the value of their digital media companies. Jim Perkins Executive Vice President Corum Group, Ltd.
  • 6. 6 Special Report: HIMSS Health IT Conference David Levine Vice President Corum Group Ltd. Dave joined Corum in 2015 and has a diverse background in technology and life sciences. As an executive and entrepreneur, Dave has been operating and investing in companies sitting at the convergence of commerce and eCommerce as well as innovative life science businesses for over twenty-five years. Recently, Dave was CEO North America for Gaxsys, an eCommerce and logistics company that is a leader in last mile logistics and fulfillment for eCommerce marketplaces. Dave has been on both sides of the mergers and acquisitions table having sold a life science technology company, facilitated sell side and buy side technology transactions and has also scaled multiple technology companies globally in the eCommerce, life sciences and innovation intelligence markets. Dave sits on boards of public and private companies including one company that recently filed for an IPO. Dave holds a business degree from the Indiana University, Kelley School of Business.
  • 7. 7 Special Report: Mobile World Congress Nina Seghatoleslami Vice President, Client Services Corum Group Intl. Nina joined Corum Group International in 2014 as an Associate based out of Barcelona office. Nina’s role is in direct support of Corum’s international transaction team, with a focus on European and Latin American clients. Prior to joining the firm, Nina worked as an Investment Associate at Faraday Venture Partners where she was responsible for screening and analyzing investment opportunities in Startups and performing due diligence. Before her time at Faraday, she worked at SAP in Montreal as Software Engineer and Team Lead. Nina received her MBA from IESE Business School in Barcelona in 2012 and holds a bachelor´s degree in Software Engineering from La Salle – Ramon Llull University in Barcelona.
  • 8. 8 Corum Research Report Yasmin Khodamoradi Director of Valuation Services Amber Stoner Director of Research
  • 10. 10 The Bull Market, 2009-Present 0% 50% 100% 150% 200% 250% 300% 350% 400% Daily Percentage Change NASDAQ S&P TECH Dow Jones 7.5 months
  • 11. 11 Corum Index Market Transactions Feb. 2017Feb. 2016 313 241 Mega Deals 5 5 Largest Deal $7B $4.3B Pipeline Private Equity Deals 10 23 VC Backed Exits 4249 Attributes 33% Cross Border Transactions 45% Start-Up Acquisitions 10%11% 16 yrs15 yrs Average Life of Target Feb. 2016 Feb. 2017 Feb. 2016 Feb. 2017 0% 23% 130% 39% 14%
  • 12. 12 2017 Mega Deals – YTD IT SERVICES $9.7B INFRASTRUCTURE $7.5B VERTICAL $1.1B $1.1B $3.7B $1.6B $1.1B $2.6B $4.3B $2.8B $2.4B HR BPO assets INTERNET $2.4B $1.1B
  • 13. 13 2017 Mega Deals – YTD IT SERVICES $9.7B INFRASTRUCTURE $7.5B VERTICAL $1.1B $1.1B $3.7B $1.6B $1.1B $2.6B $4.3B $2.8B $2.4B HR BPO assets INTERNET $2.4B Sold to Target: DigitalGlobe [USA] Acquirer: MacDonald, Dettwiler and Associates [Canada] Transaction Value: $2.4B (5x EV/S and 10.9x EBITDA) - Online database of satellite and aerial geospatial images $1.1B
  • 14. 14 Internet Market Public Valuation Multiples 4.1x 21.8x EV Sales Corum Analysis EV EBITDA Rebounding after a dip that started in Q3 2016… …with EBITDA multiples tracking closely. Feb. 2017Since Q4
  • 15. 15 Internet Market Deal Spotlights: Social Networks 4.1x 21.8x EV Sales Corum Analysis EV EBITDA Rebounding after a dip that started in Q3 2016… …with EBITDA multiples tracking closely. Feb. 2017Since Q4 Target: METUB Network [Vietnam] Acquirer: WebTVAsia [Malaysia] - Youtube-certified online video and talent social network Sold to Target: DeviantArt [USA] Acquirer: Wix.com [Israel] Transaction Value: $36M - Online community and social network for emerging artists Sold to
  • 16. 16 Internet Market Deal Spotlights: Travel 4.1x 21.8x EV Sales Corum Analysis EV EBITDA Rebounding after a dip that started in Q3 2016… …with EBITDA multiples tracking closely. Feb. 2017Since Q4 Target: Tilt [USA] Acquirer: Airbnb [USA] Transaction Value: $50M - iOS and Android group payment and collection applications Sold to Target: Luxury Retreats International [Canada] Acquirer: Airbnb [USA] - classified ads website that enables property owners and travelers globally to list and reserve privately owned luxury villas and housing Sold to
  • 17. 17 Internet Market Deal Spotlights: Travel 4.1x 21.8x EV Sales Corum Analysis EV EBITDA Rebounding after a dip that started in Q3 2016… …with EBITDA multiples tracking closely. Feb. 2017Since Q4 Target: Tourico Holidays [USA] Acquirer: Hotelbeds Group [Cinven/CPPIB] [Spain] - Online travel services to enable businesses in the travel and hospitality sectors to offer hotels, flights and cruises Sold to Target: Momondo Group [Denmark] Acquirer: The Priceline Group [USA] Transaction Value: $550M - Online airline travel booking services Sold to
  • 18. 18 Horizontal Application Software Market 3.8x 17.3x Public Valuation Multiples EV Sales Since Q4 Corum Analysis EV EBITDA Feb. 2017 Strong markets help lift the sector to multi- year highs… …while EBITDA metrics drop back to the bottom of their 12-month range.
  • 19. 19 Horizontal Application Software Market 3.8x 17.3x Deal Spotlights: Human Resources EV Sales Since Q4 Corum Analysis EV EBITDA Feb. 2017 Strong markets help lift the sector to multi- year highs… …while EBITDA metrics drop back to the bottom of their 12-month range. Sold to Sold to Target: Halogen Software [Canada] Acquirer: Saba Software [USA] Transaction Value: $207.4M (2.4x EV/Sales and 33.6x EV/EBITDA) - SaaS for the automation and management of performance appraisals, feedback and employee training Target: NetDimensions [Hong Kong] Acquirer: Learning Technologies Group [United Kingdom] Transaction Value: $67.5M - Employee training and performance management software and SaaS
  • 20. 20 Horizontal Application Software Market 3.8x 17.3x Deal Spotlights: Human Resources EV Sales Since Q4 Corum Analysis EV EBITDA Feb. 2017 Strong markets help lift the sector to multi- year highs… …while EBITDA metrics drop back to the bottom of their 12-month range. Target: Silver Lining Solutions [United Kingdom] Acquirer: Genesys [USA] - Employee performance analytics and optimization software and SaaS Sold to Target: ServicePower Technologies [United Kingdom] Acquirer: Diversis Capital [USA] - Field workforce dispatch, scheduling and management software Sold to
  • 21. 21 Horizontal Application Software Market 3.8x 17.3x Deal Spotlights: AdTech EV Sales Since Q4 Corum Analysis EV EBITDA Feb. 2017 Strong markets help lift the sector to multi- year highs… …while EBITDA metrics drop back to the bottom of their 12-month range. Target: Turn [Canada] Acquirer: Amobee [USA] Transaction Value: $310M (2.8x EV/Sales) - Software and services to enable ad agencies to buy inventory on ad exchanges Target: CitizenNet [USA] Acquirer: Conde Nast Publications [USA] - Natural language processing and semantic analysis for social media advertising management Sold to Sold to Sold to Target: AdEspresso [USA] Acquirer: HootSuite Media [USA] Transaction Value: $35M (8.8x EV/Sales) - Facebook advertising management and optimization SaaS
  • 22. 22 Horizontal Application Software Market 3.8x 17.3x Deal Spotlight: SCM EV Sales Since Q4 Corum Analysis EV EBITDA Feb. 2017 Strong markets help lift the sector to multi- year highs… …while EBITDA metrics drop back to the bottom of their 12-month range. Sold to Target: Steelwedge Software [USA] Acquirer: E2open [Insight Venture Partners] [USA] - Advanced planning and scheduling and SCM analytics SaaS - Matches Steelwedge's planning services with E2open's operational capabilities
  • 23. 23 2.2x 17.5x Public Valuation Multiples EV Sales Corum Analysis EV EBITDA Consumer Software Market Relatively steady after a tumultuous 2016… …with EBITDA valuations bouncing back from an end of year slump. Since Q4 Feb. 2017
  • 24. 24 2.2x 17.5x Deal Spotlights: Entertainment EV Sales Corum Analysis EV EBITDA Consumer Software Market Relatively steady after a tumultuous 2016… …with EBITDA valuations bouncing back from an end of year slump. Since Q4 Feb. 2017 Target: Dacuda (3D business) [Switzerland] Acquirer: Magic Leap [USA] - 3D graphics and visualization SaaS Sold to Target: General Specific Inc. [dba Wheel] [USA] Acquirer: Tinder [USA] - iOS mobile application that enables users to start, and share personal videos Sold to
  • 25. 25 2.2x 17.5x Deal Spotlight: Entertainment EV Sales Corum Analysis EV EBITDA Consumer Software Market Relatively steady after a tumultuous 2016… …with EBITDA valuations bouncing back from an end of year slump. Since Q4 Feb. 2017 Sold to Target: Read It Later Inc. [dba Pocket] [USA] Acquirer: Mozilla Corporation [USA] - Web-based app that enables consumers to all kinds of content from the internet and view it at a later time on any device, online or offline - Mozilla’s first-ever strategic acquisition
  • 26. 26 2.2x 17.5x Deal Spotlights: Gaming EV Sales Corum Analysis EV EBITDA Consumer Software Market Relatively steady after a tumultuous 2016… …with EBITDA valuations bouncing back from an end of year slump. Since Q4 Feb. 2017 Target: Escalation Studios [Lolapps] [USA] Acquirer: ZeniMax Media [USA] - Develops videogames for videogame consoles, smartphones, and social media sites Sold to Sold to Target: Black Shamrock [Ireland] Acquirer: Virtuos [China] - Video games, including core gamer strategy and role playing games (RPG), for use on consoles and PCs Target: Social Point [Spain] Acquirer: Take-Two Interactive Software [USA] Transaction Value: $250M (2.8x EV/Sales) - iOS and Android-based mobile video games, as well as social-based online video games Sold to
  • 27. 27 2017 Mega Deals – YTD IT SERVICES $9.7B INFRASTRUCTURE $7.5B VERTICAL $1.1B $1.1B $3.7B $1.6B $1.1B $2.6B $4.3B $2.8B $2.4B HR BPO assets INTERNET $2.4B $1.1B Sold to Target: Nimble Storage [USA] Acquirer: Hewlett Packard Enterprise [USA] Transaction Value: $1.1B - Predictive cloud infrastructure - Extends HPE’s reach into flash-storage data
  • 28. 28 Corum Research Report Yasmin Khodamoradi Director of Valuation Services Amber Stoner Director of Research
  • 29. 29 Seller’s Panel Dennis Gurock Gurock Software Co-Founder Luc Pettett Punters.com.au Founder & CEO
  • 30. 30 Seller’s Panel Dennis Gurock Gurock Software Co-Founder Jon Scott Managing Director Corum Group Intl.
  • 31. 31 Seller’s Panel Luc Pettett Punters.com.au Founder & CEO Luc Pettett is a passionate technologist with a rare set of technical skills and business acumen. He began his working life as an on-track bookmaker while following his passion for software working in various roles, including at the Tatts Group (#2 wagering operator). Luc also worked for Microsoft in London which gave him significant insight into large scale software development and agile delivery. He combined his two passions in 2007 to co-found Punters and is the driving force for its product and technical innovation. Luc has a Bachelor of Information Technology, Software Engineering degree from Queensland University of Technology.
  • 32. 32 Upcoming Conference Schedule Selling Up Selling Out (SUSO) - Ready to go to market? During this half-day workshop, learn to prepare, position, research, value, negotiate, and execute due diligence for maximum price and structure. This is the most attended Tech M&A event ever – participants have done over $1 trillion in transaction value. Merge Briefing (MB) - The Merge Briefing is a 90-minute executive briefing providing a current M&A market update (trends, valuations, etc.), as well as a brief overview of the Tech M&A process: “8 Steps To An Optimal Outcome.” www.CorumGroup.com/Events Mar. 14: Copenhagen – MB Mar. 15: Stockholm – MB Mar. 16: Helsinki – MB Mar. 23: Reading – MB Mar. 28: Boston – SUSO Mar. 28: Paris – MB Mar. 29: Mexico City – MB Mar. 30: New York City – MB Apr. 4: Vancouver – MB Apr. 4: Zurich – MB Apr. 5: Vienna – MB
  • 33. 33 After the Deal – Celebration

Editor's Notes

  1. Dec 31, 2015 – Dec 30, 2016 US Public Markets
  2. March 9, 2009 – Dec 2, 2016 Bull Market
  3. Key Message: Tech M&A for 2016 YTD remains strong, just like 2015, a very strong year We can see from the Corum Index how strong 2015 was for tech M&A. Here we see a snapshot the activity from Feb 2015 compared to the same for Feb 2016. In the broader market, the number of deals is down but only slightly for the month. This month to month fluctuation is normal while mega deals are up. The pipeline indices are down while financial buyers and investors catch their breath. Remember though the amount of dry powder (unspent cash) that remains to be invested. The Attributes remain steady, little notable change.
  4. Now, let’s turn to the Corum Index on deals – valuations, volume, structures, …etc.. This report is done monthly for six major sectors and quarterly for all 26 markets. It’s presented at our online M&A Monthlies which are broadcast to 36 countries the second Thursday at 10 a.m. Pacific Mountain Time. How many of you have attended one of these monthly or quarterly events? (See a show of hands – usually not more than 20%.) Well, if you’re serious about selling in the next year or two, I would urge you to tune in to these broadcasts. They have all the latest information on valuations, deal structures, who’s selling, plus special market reports, and insider presentations on trends that you need to know to best position for optimal value. Further, we have guest speakers – recent headliners, buyers, or CEOs who have just sold and give you the lowdown on what it’s like in the M&A trenches right now. Here’s the latest Corum Index. [NEW COPY NEEDED] By the way, an example of the full 26 market report is in the annual report. (Have them pull that back up) Everyone open up to the market sections to see more detail. There are also special reports by Corum Staff – considered world experts in the major trends.
  5. Now, let’s turn to the Corum Index on deals – valuations, volume, structures, …etc.. This report is done monthly for six major sectors and quarterly for all 26 markets. It’s presented at our online M&A Monthlies which are broadcast to 36 countries the second Thursday at 10 a.m. Pacific Mountain Time. How many of you have attended one of these monthly or quarterly events? (See a show of hands – usually not more than 20%.) Well, if you’re serious about selling in the next year or two, I would urge you to tune in to these broadcasts. They have all the latest information on valuations, deal structures, who’s selling, plus special market reports, and insider presentations on trends that you need to know to best position for optimal value. Further, we have guest speakers – recent headliners, buyers, or CEOs who have just sold and give you the lowdown on what it’s like in the M&A trenches right now. Here’s the latest Corum Index. [NEW COPY NEEDED] By the way, an example of the full 26 market report is in the annual report. (Have them pull that back up) Everyone open up to the market sections to see more detail. There are also special reports by Corum Staff – considered world experts in the major trends.
  6. While multiples in the Internet market experienced a slight dip since last month, activity in its pure play subsector remained steady and saw some interesting transaction sets in advertising and online recruitment space….
  7. While multiples in the Internet market experienced a slight dip since last month, activity in its pure play subsector remained steady and saw some interesting transaction sets in advertising and online recruitment space….
  8. While multiples in the Internet market experienced a slight dip since last month, activity in its pure play subsector remained steady and saw some interesting transaction sets in advertising and online recruitment space….
  9. While multiples in the Internet market experienced a slight dip since last month, activity in its pure play subsector remained steady and saw some interesting transaction sets in advertising and online recruitment space….
  10. Now, let’s turn to the Corum Index on deals – valuations, volume, structures, …etc.. This report is done monthly for six major sectors and quarterly for all 26 markets. It’s presented at our online M&A Monthlies which are broadcast to 36 countries the second Thursday at 10 a.m. Pacific Mountain Time. How many of you have attended one of these monthly or quarterly events? (See a show of hands – usually not more than 20%.) Well, if you’re serious about selling in the next year or two, I would urge you to tune in to these broadcasts. They have all the latest information on valuations, deal structures, who’s selling, plus special market reports, and insider presentations on trends that you need to know to best position for optimal value. Further, we have guest speakers – recent headliners, buyers, or CEOs who have just sold and give you the lowdown on what it’s like in the M&A trenches right now. Here’s the latest Corum Index. [NEW COPY NEEDED] By the way, an example of the full 26 market report is in the annual report. (Have them pull that back up) Everyone open up to the market sections to see more detail. There are also special reports by Corum Staff – considered world experts in the major trends.
  11. We’ve reached the end. The celebration part. Selling software, IT and related technology companies is very satisfying. You become close to your clients after such an intense process. Unfortunately, the closings are often very anti-climactic. Ending with a whimper with some government filing, a wire transfer, the parties scattered across the globe. That why once a year we take our clients who successfully sold to Langara in the gulf of Alaska – we’ve been doing this for 23 years. You can more about these trips, and comments from those company owners like you who have attended. So, I’ll close by simply inviting you to go fishing with us. Thank you for your time today.