The Power of Shared Expertise Through Fractional Leadership w/ Jennifer Zick & Jim Hardwick
Our founder and CEO, Jennifer Zick, was recently the guest on the Talent Talks podcast hosted by Titus Talent Strategies, CEO & Visionary, Jonathan D. Reynolds. Jennifer was joined by Jim Hardwick, Chief Community Officer of Sales Xceleration®.
The team talked about sales and marketing fractional leadership, and why it’s a smart approach that brings external expertise to organizations in a flexible and cost-effective manner. Additionally, the three also covered the importance of giving back, living life with no regrets, the tough lessons learned and what’s on their bucket list.
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Watch the conversation
Key Takeaways
- Both guests emphasized the power of fractional leadership as a cost-effective, flexible way to help businesses grow by bringing executive-level expertise without the full-time commitment.
- Jim and Jennifer discussed how successful partnerships thrive on complementary expertise — bringing sales and marketing together to scale small- and mid-sized businesses.
- Personal stories highlighted the importance of living intentionally and helping others, making decisions without fear and with a focus on creating a life of purpose.
- Both speakers spoke passionately about service — from Jim’s dental missions in Kenya to Jennifer’s commitment to supporting entrepreneurial leaders — demonstrating that business is also about generosity and community impact.
- The EOS system provides a structured approach to leadership and decision-making. Both guests appreciate the common language EOS brings to visionary and integrator roles, making collaboration easier across companies.
Full Episode Transcription
Introductions and Backgrounds
Jonathan Reynolds: Alrighty. It is good for me to be sitting here with you two. We’re at the EOS conference, the national annual conference, and I’m sitting here with Jennifer Zick and Jim Hardwick and I want to hear your stories. How the heck do you know each other, why do you like to hang out with each other and what’s going on? Who wants to go first?
Jim Hardwick: Go ahead, Jennifer.
Jennifer Zick: All right, I’ll get started. Thank you so much for having us here, Jonathan. It’s great to spend time with you in person. That’s the biggest treat of coming to this conference. Totally. Yeah. So as you said, I’m Jennifer Zick, founder and CEO and visionary of Authentic®. We are a fractional CMO community, helping businesses all across the US and beyond to Overcome Random
Acts of Marketing® and confidently take the next right step in healthy growth. So we love being here, connecting with entrepreneurial teams.
Jonathan Reynolds: I love that. See, random acts of marketing suddenly sound exciting and then you go oh no, I think that she means it negatively, like so that is not a good thing. Right? No, don’t do random things. Even though I see you everywhere, your CMOs are everywhere. You’re doing events all the time, you’re doing webinars all the time. But they’re not random.
Jennifer Zick: They are not random. But the thing is, random acts of marketing is a natural origination state for any business. They’re founder led, they’re sales driven, they have to do the marketing things. They’re going to start out random. There’s no judgment from us on that, but we’re here to help you take it to the next level.
Jonathan Reynolds: Wow, okay. How did you meet this guy?
Jennifer Zick: Oh, because we hang out in the same troublemaking circles.
Jim Hardwick: We’ve known each other probably three years, but we’re really forming a partnership. I became the chief community officer for sales acceleration about six months ago and I’d already known Jennifer and we’re always looking to partner with dynamic companies that we can really merge together, build a team together and lift the small to mid sized businesses together. And so Jennifer and I have had a lot of talks recently and we really see the foundation for a great partnership moving forward.
Jonathan Reynolds: Tell me about Sales Xceleration. I know a little bit, but for our listener, go.
Jim Hardwick: So we have 180 Sales Xceleration advisors out in the marketplace. They all have to have at least 10 years of sales leadership experience. And we’re as Jennifer talks about random marketing, random acts of marketing. We work with companies because most small to mid sized businesses really lack infrastructure. They don’t have the foundation for success. And what is infrastructure? Sales process, sales strategy. Right people in the right seats, onboarding, CRM. We come in, we fix all that. We’re not consultants, we are builders, and that’s what sets us apart. We roll our sleeves up. I had a guy call me one day, he goes, Jim, I need to have you come talk to a client. He goes, I’ve been coaching these people for a year. I’ve been consulting them for a year, and they need sales help. And I said, well, what’s your background?
Oh, I’m a sales expert. Then why don’t you do that? He goes, no, that’s hard work. I don’t want to do that. I just want to consult. But that’s where we differentiate ourselves because we actually come in, roll our sleeves up, and we build that. Found.
Jonathan Reynolds: See, now I’m very familiar with the EOS world and the EOS implementer community. What they do is very different. So if somebody’s working, you get a business owner and they bring in an EOS implementer, they come in for annuals and quarterlies. That’s not what your team does. They’re there all the time.
Jim Hardwick: Our team will be engaged for three months, four months, or up to a year. We might just come in and build the infrastructure or we’ll actually run the sales organization for up to a year. And we give about eight hours a week and we’re fractional. But we don’t. You, we don’t only give you 20% of our brain, knowledge and wisdom, we give you 100%. EOS builds those great business processes. And when their big binder, they have one page on sales and they don’t really tackle that, don’t take a dig.
Jonathan Reynolds: At it right now.
Jim Hardwick: They’re fantastic. They’re actually our sister company.
Jonathan Reynolds: I know.
Jim Hardwick: And so what they do is they’ll bring us in to help. If they see there’s a sales issue, they’ll bring us in and help with sales. Same way with Jennifer. They’ll bring Jennifer in to help with the marketing piece.
Fractional Leadership Models and Partnerships
Jennifer Zick: Right? Yeah. I mean, to piggyback on that, in a VTO, there’s a little box called marketing strategy. But that is not a full actionable marketing strategy plan. Resourcing plan. Right. It’s an anchor, and it’s a wonderful anchor. It’s a great starting point. But you have to take that niche and your three uniques and articulate that and understand your buyer and get focused and organize around the right kind of path to build your marketing teams and programs. And the thing that really attracts me as a partner to Sales Xceleration is the roll your sleeves up part because there are a lot of advisors and the fractional space is growing, which is so exciting for those of us who are pioneers in that space. But as it grows, it’s becoming many different flavors, which is a little complicated for buyers to understand. Right.
And so at Authentic, we focus exclusively on providing fractional chief marketing officer leadership. We don’t try to provide a full stack agency. We’re on board to help represent the client’s best interests. And all of our team members are W2 employees of Authentic. They are all bonafide executives, values first leaders, humble and super collaborative with one another. And they didn’t just come out of a large enterprise ivory tower where they’re disconnected from reality. They know how to roll their sleeves up and work at ground level along with heads of sales and the whole leadership team. And so our relationships are structured a little differently. They’re usually 12 to 20 hours a week retained, deeply invested in the leadership team.
And usually our relationships are multiple years of helping to build that foundation, make the right hires, bring the right components.
Jonathan Reynolds: Now I’m getting the vibe. See, this is why I think there’s a good connection here because as we’ve evolved over time as a talent strategy company with the people component of eos, again I’m one of those things. I’m like well where’s the book for that process? You know, like so. By the way, I wrote a book on it, but that wasn’t the plug. I’ll do a much better plug later. But, but yeah, the actual process around the people component, how do you get the right person, the right seat? How do you grow, develop, retain, hire, you know, get the absolute best out of your best people and see them help you reach your goals, but you also help them reach theirs. There’s a seat for that.
Talent Strategy and Fractional Roles
Jonathan Reynolds: And we have a fractional seat at tighter talent where we come in and work with organizations for X amount of hours a week depending on the need of the growth and size of the organization and help them with. It’s definitely a hand roll up your sleeves involved in there. So we do these individual critical recruiting and then we do a fractional model with companies where they go. I need somebody in the interim to help me with the whole people strategy.
Jennifer Zick: Yeah. And it’s brilliant. As more growing businesses recognize that they do not need to make executive hires for every box on their accountability chart, they need to bring executive wisdom to the table to help with being there, doing that, and know how to de-risk this role for you. And that’s a big component of who we are. We’re not the low cost option in the fractional CMO space, but we are the lowest risk, fastest to impact because of our proven methodology, our mindshare community of collaboration.
So many entrepreneurial companies on the sales and marketing side of the house waste time, cycles, energy, lots of money trying to guess at who to hire, how to fill those right people, right seats and if they can work with experienced executive leadership and a fractional talent leader to architect, that they’re de risking they’re going to move forward faster toward their vision.
Jonathan Reynolds: Yeah, totally. Well, I’ve been just growing in my appreciation for the Sales X community. Not one community, but like they’ve been executing the Sales Xceleration community, let’s call it Xceleration Community. As we’ve been doing some of these virtual wine experiences and wine tastings with the sales ex advisors which you don’t know anything about yet. But we’ll invite you one day, Jim. If you’re a good boy. If you’re a good boy. Thank you. But good wine. It was good wines, good, nice organic wine from Northern California. But, but yes. So I’m a growing respect for both of you as leaders. If we just put all of our kind of like, okay, we’re all business leaders and growing businesses aside, I want to go about some of the personal side of things. So tell me a little about you personally, Jim. What’s your story?
How did you get into this world and why did you choose Sales X outside of the business background?
Personal Motivations and Service
Jim Hardwick: Personally, I was in Corporate America for 36 years on the healthcare side. Healthcare distribution, medical devices. If you’ve been in there long enough, you get burnt out, you get tired, it’s stressful, it’s just all the craziness. So I was at a crossroads and I wanted to decide what I wanted to do when I was growing up and I wasn’t ready to retire. So I found this organization called Sales Acceleration. And what was the beauty about Sales Acceleration is because they have all the intellectual property, I can go through their training in two to three months, I can start having clients. It would take me three to six years to build that. I’m a sales guy. I’m not going to build content.
Jonathan Reynolds: Yes.
Jim Hardwick: Attention to detail. For me it’s like. And so I’m able to get out there, do the work and enjoy it and then I can help small businesses. I can have my own business for the first time, work for myself and then help other businesses grow their revenue. And that was so inspiring. And that’s why I got into Sales Xceleration. I literally am having the most fun I’ve ever had in my career.
Jonathan Reynolds: Oh, that’s awesome.
Jim Hardwick: I fly out of bed in corporate America on Sunday nights. My wife would even say I would get those Sunday blues knots in the stomach. Oh, God, I gotta get up on Monday. It’s like, Sunday night. I can’t wait for Monday.
Jonathan Reynolds: Come on.
Jim Hardwick: And I’m serious. This isn’t buying this guy or Pollyanna. This is the way I roll. And it’s very exciting and thrilling. And it’s all about, honestly, the way I work. It’s about serving others. And when you can serve others and lift others up, everything else happens positively. It’s not rocket science. This is about how I can help. I’m always giving away free advice. I’m always saying, if you have a sales question, if you need sales. I just told Jennifer that last night. Jennifer made a bad hire not too long ago.
Jennifer Zick: I did.
Jim Hardwick: And it took her.
Jennifer Zick: It took her a while, you guys. I should have known better.
Jim Hardwick: Yeah. But it took her a while because she hired the wrong person. I said, jennifer, next time, you call me first once you find out, and then we’ll talk about it. If I can help you be successful in that hire, then she wins, I win, we all win.
Jonathan Reynolds: That’s great. Where did that come from, that kind of that deep desire to help?
Jim Hardwick: I read a book by Bob Buford called Halftime.
Jonathan Reynolds: Yes.
Jim Hardwick: About 10 years ago. It’s what you do in the second half of your life to create a life of significance. And we’d always given back and helped. But since then, my wife and I created a foundation called The Hardwick Foundation, and we lead a dental team every year to Kenya to work with the Maasai people, which is the indigenous tribe. My wife’s a dental hygienist, and we’re in the process of raising funds to build a clinic. Their average income is $1,000 a year. They have very little access to dental care. And it’s just stolen our heart. Africa has stolen our heart. And so I’m very intentional about that. It’s all about serving others. And that’s what I live for every day.
Jonathan Reynolds: That’s awesome. Can I come on that trip?
Jim Hardwick: Absolutely.
Jonathan Reynolds: How do I find out about that?
Jim Hardwick: You got my card.
Jonathan Reynolds: That’s great. Now we just exchanged cards, and I said, all right, I’m taking you to Mexico to build some homes. And I’m coming to Kenya with you. That’s fantastic.
Jim Hardwick: Mexico’s a lot closer than Kenya.
Jonathan Reynolds: Jet lag’s a heck of a lot less. For sure. For sure. But now it’s good. We actually have coming up in a few weeks time, when we have our annual EOS Leaders trip. So do you anyone in the EOS community and their clients, they just sign up for it. It’s all on our dime. Pay for the whole trip. We go down there and build some homes. So we’re going in a few weeks.
Jim Hardwick: But there’s such a need, isn’t there?
Jonathan Reynolds: It’s just so rewarding. I mean just being a part of.
Jim Hardwick: That’s the thing people miss. Yeah. You’re going and changing people’s lives. It’s the people that go with you, their lives are changed.
Jonathan Reynolds: Oh yeah.
Jim Hardwick: And they’re effective for the rest of their lives.
Jonathan Reynolds: We do an annual company trip every three years. We take the whole company down to Mexico and we build together. And so this one’s coming up in two weeks time. Take the whole company down there. But we had a client of ours who asked. They, they sort of said to one of our sales leaders like hey, can I get super bowl tickets? Because you know, I’ve been working with you guys for a while. And I’m like, so I got this call like, hey, can we give them super. They spend a million bucks or whatever. I was like, no, I’m giving them the Super Bowl. I can buy their own super bowl tickets. And I was irritated. And I’m like.
And as this dialogue is going on with our VP of sales and I’m like, why are you so upset about this? And I’m like, I’m just irritated. Like someone would even ask. And two, like he’s not personally paying for his company is like. And so he wants this little bonus and benefits. And I’m like. I was like, that doesn’t align with our values. But I’ll tell you what it is. We’ll take him to Mexico. And he’s like, for what? And I was like, we’re. He’s going to come on a home build. So we did a client home build and we decided we’re going to do four of them this year. So we have an EOS Leaders one. And then we’re going to do that every year.
Jim Hardwick: That’s fantastic.
Jonathan Reynolds: And then a few others. We’ll do a Sales X one.
Jim Hardwick: We should do a Sales X one.
Jonathan Reynolds: Why not?
Jennifer Zick: What about Authentic? Come on, do an Authentic one!
Jonathan Reynolds: Can we move her out of the show?
Jennifer Zick: I’m going to interject.
Jim Hardwick: Jennifer is still here.
Jonathan Reynolds: Who’s Jennifer? What are you talking about?
Jim Hardwick: She’s the eye candy. It’s two bald guys.
Jonathan Reynolds: I thought this was really attractive. Anyway, all right, give us your story outside of Authentic, what’s your story?
Jennifer Zick’s Entrepreneurial Journey
Jennifer Zick: Yeah. Yeah. Well, I’m a proud mom of three quickly growing teens and loving my life and loving my work. And that really was the inspiration for Authentic. Six years ago when I started this business, the catalyst was a job loss. I lost a job for the first time ever. And in that job loss, I found the courage to take a leap of faith and nurture the little entrepreneurial seed in my heart. And garnering from all of my past career experiences, which actually started out in sales and sales leadership and then led to marketing and marketing leadership roles, I recognized a need to serve. I had a desire in my heart to work with entrepreneurial businesses. I had been part of a fast growing entrepreneurial business for 13 years. We ran on EOS as very early adopters.
And I knew that entrepreneurial businesses, I didn’t have the words random acts of marketing yet, but I knew that was happening. And they needed wisdom and experience, but didn’t need it on a full time basis. And then I looked at my peer group of marketing executives and I saw their burnout. I saw how exhausted they were trying to justify their existence and try to keep up to speed with everything changing in the marketing world. And I thought, there’s gotta be a better way here. We can help entrepreneurial businesses grow with more wisdom from the marketing seat. And I can help marketers love their life and love their work in that order. And that was the genesis of authentic brands six years ago. And then we found the words fractional CMO and we found and developed our proven methodology.
And we discovered that because we run on EOS, it’s really a joy to work with other businesses that run on EOS because we speak a common language and our methodology is so complementary to that. And so another part of our journey along the way was discovering and serving EOS businesses, that there was a gap for connecting not the visionaries who usually have a Vistage or an EO or other community, but three years ago the integrators didn’t have a community. And we set out to develop that in Minneapolis initially, but Covid lent us to launching it virtually. And today we lead a free community called LIFT Integrator Community for all second in command leaders of entrepreneurial businesses. And we’ve brought in over 1300 integrators from around the globe to participate in our monthly community and online slack collaboration.
And so this is how we live out our generosity. The value of what we want, we really seek to serve. It has nothing to do with marketing. But the beautiful thing that happens is that when you serve and you help without any strings attached, you know, you build trust. And trust is the equity on which we’re all building our businesses. Yeah, right. That’s what matters.
Jonathan Reynolds: This is good stuff. And like, and like airtime, like you can speak three times faster than anyone else, which is good for marketing.
Jennifer Zick: Thank you. Thank you. Journalism background for that.
Jonathan Reynolds: Where did you learn to speak at that speed?
Jennifer Zick: I came out of the womb speaking at this speed.
Jonathan Reynolds: How many siblings do you have?
Jennifer Zick: I have three siblings, one very quiet older brother. So I filled all of his airtime and mine and then two younger siblings, a sister and a brother, but kind.
Jonathan Reynolds: Of that middle duo. Middle.
Jennifer Zick: Acting like an alpha older sister for everybody. But yeah, I mean, I used to get pinched under the table a lot. Like quiet down, you know, and it took me coming into my career to find a place for my voice.
Values, Regrets, and Life Lessons
Jonathan Reynolds: I love it, I love it. Any regrets?
Jim Hardwick: I have no regrets.
Jonathan Reynolds: None.
Jim Hardwick: No regrets in life in general.
Jonathan Reynolds: Yeah.
Jim Hardwick: No. I could die tomorrow and be happy. Yeah. There’s no regrets. You live life every day. You are intentional in having the best life.
Jonathan Reynolds: Wow. Okay.
Jennifer Zick: If you would have asked if there’d been any mistakes. Yes, many mistakes, many failures, but no regrets. I mean, in my mind, in my life, the definition of success has nothing to do with achievement, money, accolades. It’s all about living a life with no regrets. Right. Like fully living presently. And that was, you know, I’m a 10 year survivor of ovarian cancer. And living through that experience and then a job loss that was the catalyst to start this business six years ago has just made me so much braver. I wasn’t a risk taker. I was like living by the rules, you know, trying to live up to everybody’s expectations.
And I’m so beyond that. So it’s really freeing too. To live a life of purpose without regrets and just learn from the hard things that come our way. Because every single day, nothing goes according to plan.
Personal Bucket Lists and Conference Goals
Jonathan Reynolds: Totally, totally.
Jim Hardwick: If we could bottle us three up, the way we think about serving and the compassion and the passion we have, and we could sprinkle that in corporate America.
Jonathan Reynolds: Let’s do it.
Jim Hardwick: We could change the world.
Jonathan Reynolds: Let’s do it.
Jim Hardwick: I mean, it’s amazing.
Jonathan Reynolds: Yes, totally. Come on.
Jim Hardwick: Because how many people can say they love their jobs?
Jennifer Zick: Oh, I think at this conference, a lot of people. I mean, I think that this really is the heartbeat of what makes the EOS community so special. And the concept of the EOS life. Yeah, right?
Jonathan Reynolds: Yeah, totally.
Jennifer Zick: And when you learn those principles and you learn how to order your world and your life by priorities and with clarity and purpose, everything falls into place the way it’s meant to.
Jonathan Reynolds: Yes, totally. All right. Personal bucket list. Just something on the bucket list.
Jim Hardwick: Oh, Angkor Wat.
Jonathan Reynolds: Say it again.
Jim Hardwick: Angkor Wat, which is in Cambodia. I want to go to Vietnam and Cambodia and see Angkor Watts. We’ve traveled the world, but I have yet to see that. Every time we plan on going and something else comes up. And something else comes up. So that’s my bucket list. As far as a bucket list for travel.
Jonathan Reynolds: Do you have any plans to make this happen?
Jim Hardwick: Oh, yeah. I have to before I die.
Jonathan Reynolds: Okay. It’s not on the calendar yet.
Jim Hardwick: No. I’m hoping 2025. We already have 2024 planned, so hopefully 2025.
Jonathan Reynolds: Okay.
Jim Hardwick: When you go to Kenya, maybe up to two years, two times a year. That takes a lot of bandwidth out. And so trying to move it all in.
Jonathan Reynolds: Wow, that’s cool. How about you?
Jennifer Zick: Oh, gosh. My bucket list is kind of simple. We got to check one thing off. When my husband and I celebrated 25 years this summer, we got to go to Fiji, and I got to take a whole month of sabbatical because my team is so amazing that they ran the company without me. Didn’t even check an email while I was gone. That was a very big bucket list. So I made a great stuff bucket list this past year. I’m kind of resetting right now, but, man, I mean, the little things, like, I’d like to swim with dolphins. Right.
Jonathan Reynolds: Okay.
Jennifer Zick: Wouldn’t that be sweet?
Jonathan Reynolds: Can’t you do that here in Indianapolis?
Jennifer Zick: Yeah. Can we make that happen?
Jonathan Reynolds: Do they have something in Indianapolis?
Jim Hardwick: The zoo’s right over here. They have a dolphin shop.
Jennifer Zick: We would have been doing that in Mexico in 2020, but our spring break got canceled, so that’s back on the bucket list.
Jonathan Reynolds: Swimming with the dolphins. I’m planning my 20th year wedding, my 20th year anniversary trip with my wife, and we wanted to go up into the mountains and hike up into Canada and the Rockies.
Jim Hardwick: Yeah.
Jonathan Reynolds: But that’s coming off the table, but it looks like now. Machu Picchu to Peru. Oh, like a ten day hiking trip.
Jim Hardwick: You’re gonna hike it and not take the bus up?
Jonathan Reynolds: Oh, yeah, hike it.
Jim Hardwick: Good for you.
Jonathan Reynolds: Yeah. Are you surprised? I’m, like, ridiculous.
Jim Hardwick: I’m not throwing. I didn’t say a word.
Jonathan Reynolds: This is the magic of Docs clothing. See, if I look, if I. If I wore a white shirt, you’d think I was the Michelin Man. Anyway, cool. It’s great having you here. What’s one thing you want to gain out of being here at the EOS conference? What are you? What are you hoping for?
Jim Hardwick: Just make more connections, get to know people and see what they’re all about and how we can help them. Maybe.
Jonathan Reynolds: Is this your first time at the US Conference?
Jim Hardwick: It is.
Jonathan Reynolds: Wow.
Jim Hardwick: I’m actually on a podcast at the US Conference. This is like.
Jonathan Reynolds: Yeah, come on. Every year. Let’s do this. We’ll meet here in this room. Well, is it wherever the conference is? Not in this room, but no.
Jim Hardwick: Absolutely. Thank you.
Jonathan Reynolds: That’s cool.
Jennifer Zick: Yeah. You ride alongside me. We’ll have a lot of adventures like this. You’ll be on LinkedIn a lot more than you thought you would be.
Jonathan Reynolds: It will not be random acts of marketing for you anymore.
Jennifer Zick: Spontaneous.
Jonathan Reynolds: She’ll make a machine out of you.
Jennifer Zick: Spontaneous podcasting.
Jim Hardwick: I’m speaking, like, in an hour and a half.
Jonathan Reynolds: Yes.
Jim Hardwick: And Jennifer goes. Come on, you gotta do a podcast. I’m going, what? What? What? What? What?
Jennifer Zick: I’m so glad you trust me.
Jim Hardwick: Whatever she says.
Jonathan Reynolds: All right. What do you want to do?
Jennifer Zick: I’m just here for the hugs and high fives. Are you kidding? These are my people. These are my people, and I spend time with them. Large groups of them every month on Integrator Community. I get to spend time with them through our client relationships and our partner relationships, but to be together.
Jonathan Reynolds: Oh, it’s so cool.
Jennifer Zick: Break bread. I got to break bread with my buddies from Rocket Cl. After they drove here, there. Their flights were grounded, you know, with the Southwest shut down. And then they got in a car and drove here. Bless their hearts.
Jonathan Reynolds: Wow.
Jennifer Zick: Yeah. Yeah. They didn’t jump on a rocket. Seriously.
Jonathan Reynolds: I love you guys. This is so good. I’m glad to meet you. It’s great. I met you at the US Conference.
Jennifer Zick: About two years ago with your tacos and beverages, and I was like, look at that marketing machine. They’re brilliant. I need to know them.
Jonathan Reynolds: We had standing room only, and I think we then got banned from having open bars and taco stands. It was not fair.
Jennifer Zick: No, sorry.
Jonathan Reynolds: I’m a capitalist.
Jennifer Zick: I have a deep appreciation for great brand work when I see it. You guys do it so well.
Jonathan Reynolds: It was fun. Thanks so much. Coming from you, that’s a big one. All right, cool. Well, let’s head to the conference. See you.
Jim Hardwick: Thank you very much.
Jonathan Reynolds: Bye.
