🥇Corporate elephant

— So, what's going on? – asked Evgeny Viktorovich. – Svetlana Vladimirovna, what's on the agenda? I probably fell behind a lot during my vacation?

— Not to say you fell behind drastically. You know the main points. Right now, everything is by the protocol; colleagues are giving brief reports on the state of affairs, asking each other questions, and I am assigning tasks. All as usual.

— Seriously? – the owner smiled widely. – Are we not going to discuss the main news?

— Why? – the director shrugged as if nothing had happened. – We've already discussed everything; everyone is aware. You are included.

— Why, you ask? – Kurchatov raised his eyebrows. – Well, I might not understand something, of course, but in the fifteen years of the company's existence, I don't recall profits increasing by one and a half times in just one month.

— That's not what I meant... — Svetlana Vladimirovna said, slightly embarrassed.

— But I mean! – the owner stood up from his chair and began to pace along the long conference table. – Colleagues, we need to celebrate our successes! After all, this is monumental! Usually, we spend a lot of time on trivial matters in meetings, but now – such an event! The country should know its heroes!

— Evgeny Viktorovich. – the director said firmly. – There is no need for that. Yes, we had success. Yes, we all worked well. But that doesn't mean we need to throw parties, sing praises, give speeches, and so on. If you like, there are corporate events for that, or, after all, the kitchen.

Kurchatov was a bit taken aback by such a forceful response, stopped, and stared at Svetlana Vladimirovna for several seconds. Then he smiled mysteriously, shrugged, and returned to his place.

— So, colleagues. – the director said sternly. – Who is leading the minutes today?

— I think… — Marina began.

— May I? – Tatiana suddenly raised her hand.

She looked strange. Her eyes were darting around, her face had red spots, and her hands were trembling. Svetlana Vladimirovna, however, just shrugged.

— Before we start the meeting, I would like to ask a question. Is that okay? – Tatiana looked questioningly at the director.

— Of course. – Svetlana Vladimirovna nodded.

— I'm here, studying our position on motivation, and I've come across an interesting point. – stammered Tatyana. – We’ve never used it before, and that's probably why many are unaware of it.

— Who even reads that stuff… — interrupted Sergey. – It’s such a long, boring document that you’re given to read and sign when you start a job?

— Yes. – Tatyana nodded. – And to you, Sergey, I would recommend to stay silent.

— By the way. – the director interjected. – One of the rules of meetings is that only one person speaks.

— Then what about you? – Sergey was surprised.

— What do you mean?

— What are you talking about?

— Okay, Sergey... — the director sighed heavily. – As you can see,

— Not in the mood, got it. – the development director smiled. – I’ll keep quiet.

— Tatyana, please continue. – the director said with a slight embarrassed smile. – What’s wrong with the position?

— Everything is fine, except for one thing. There is a point about bonuses for contributions and implementations that increase significant company metrics. The wording is quite vague, but the bonus amount is quite specific – ten percent of the profit increase.

A noisy collective sigh swept through the conference room, synchronized by all participants of the meeting. All, except for two – the director and the owner seemed completely unfazed.

— I don't know about you, Tatyana, but I am aware of this point. – Svetlana Vladimirovna said sternly. – And it’s strange to hear that you – essentially the developer and owner of this process, are encountering it for the first time. And in general, this question…

— Yes, that’s a serious oversight on my part. – Tatyana rushed to say, almost fearing her words would be taken away. – But now, it seems to me, fate itself has forced me to sift through old documents. After all, the reason is the most appropriate.

— Reason? – the director squinted.

— Of course! We achieved a colossal result this month! Specifically, in profit! I, of course, don’t understand much about financial metrics, but I still grasp – the result is unique! And most importantly, we all know exactly who is responsible for it!

— Wait a minute, did… — the owner began.

— Stop, colleagues! – Svetlana Vladimirovna raised her voice. – I thought I made it clear that we are not going to discuss this issue? I have way too much to do today, and I do not intend to participate in singing praises!

— It's not about the praises! – Tatiana almost shouted. – Such a result cannot go unnoticed and unrewarded! Just think about it – who else will engage in improvements, especially small ones, if huge, colossal, outstanding achievements are left unrewarded?

— Once again, Tatiana. – The director started speaking a little slower, as if to a child. – I'm not saying there won't be any reward. I'm saying I don't want to discuss this issue right now, in this meeting. Is that clearer?

— No! – Tatiana even tapped her foot slightly. – It's not clearer, Svetlana Vladimirovna! I know how it goes! Three nails, let it slide, later, later, and Sergey won't receive any reward!

A strange, slightly predatory smile crossed the owner's face. The director began to lose her temper. The other participants exchanged worried glances silently. The oppressive pause lasted several seconds.

— Sergey? – the owner asked again.

— What? – he replied.

— No, I asked Tatiana. – Evgeny Viktorovich continued. – Why Sergey?

— What do you mean why Sergey? – Tatiana flared up. – He came up with everything, implemented it and launched it, achieved the result!

— Wait, what exactly did he come up with, implemented and launched? – The owner suddenly became attentive and focused.

— Well, to be honest, I didn't understand everything he talked about… — Tatiana hesitated. – I'm a humanitarian, not a programmer.

— But you are a manager, aren't you?

— Well, yes…

— Or did Sergey only apply technical solutions?

— I don’t know, Evgeny Viktorovich! I only know that Sergey did everything!

— What exactly did he do? – Marina unexpectedly joined the conversation. – Launched the EDS?

— What? – Kurchatov turned his attention from Tatiana, to which she was very glad and finally managed to sit down.

— Well, the EDS, the electronic document management system. Tasks started to be performed normally, and that’s why the profit increased.

— Well, that Masya is a jerk… — Sergey mumbled, shaking his head in frustration.

— Well, he certainly did a great job. – Marina nodded, ignoring the corporate clown. – But I think the bonus should go to all of us. After all, we completed the tasks. We improved discipline, we kept track of deadlines, and we moved the company forward.

— That's interesting… — the owner couldn't help but jump off his chair again and started pacing. – Let's discuss it! Friends, I ask each of you to explain, or at least try to explain, what happened in the company this month and why we saw such a huge increase in profits! Sergey and Svetlana Vladimirovna will speak at the end. Agreed? Otherwise, I won't give anyone a bonus! Marina, let's start with you since you have the floor.

Marina thought for a few seconds, looking down at the table. It's not every day you have to deliver a speech that depends on receiving a bonus of several hundred thousand rubles.

— So. – she finally started. – As the quality director, I fully understand what Sergey did. He took the ready, adjusted, fine-tuned processes created by the quality service and automated their control. I would have done this myself, but unfortunately, I lack the expertise in automation. Moreover, I have repeatedly asked, demanded, one could say – begged Sergey to automate the document flow so that the processes could be controlled. And now, the picture is becoming interesting – Sergey finally fulfilled my request, and suddenly profitability increased. I believe it's completely wrong to bypass the quality service with the bonus.

— Great! – the owner sincerely clapped his hands several times. – Well done, Marina! Who’s next?

— What do you mean by 'next'? – Marina protested. – Everything is clear, and there’s nothing more to discuss!

— Wait, we agreed… — the owner frowned. – Let's listen to everyone. At least those who want to speak. Just five minutes ago, we knew nothing about the fact that Sergey simply launched the document management system based on the processes drawn up by you and your girls.

Marina pouted in displeasure but did not object. She folded her arms on the table and began to thoughtfully study her manicure.

— Who’s next? Tatiana?

— Me? – Tatyana jumped off the chair again, straightening up. – To be honest, I don't really understand what exactly Sergey did. I definitely wasn't involved; I didn’t receive any tasks, although I’m involved in the EDMS as well. However, Sergey told me and tried to explain what he did.

— Why did Sergey try to explain to you? – asked Kurchatov.

— Well… It seemed to me that he really wanted to share the essence, principles, methods, or whatever he applied, but no one was listening. And listening is part of my job. So I listened.

— And how did that go? Did it help him?

— Well, that's a medical secret… – Tatyana smiled shyly.

— Of course it helped! – Sergey interjected. – Tatyana played the role of a little duck or a thought catalyst. I highly recommend it, by the way.

— What do you recommend? – Kurchatov approached Sergey from behind and placed his hands on his shoulders. – The little duck or Tatyana?

— Both. – Sergey replied without being fazed. – No one knows how to listen. Neither in our company nor in life. It's rare to find decent ears that won’t be glued to their phones while you’re pouring your heart out to them. And for free, no less.

— Alright. – The owner nodded. – Tatyana, tell us what you managed to understand from Sergey's words.

— Well, I remembered something about potatoes, an iceberg, and something else… Not seeing the evil… Oh, seeing the money! Some kind of fundamental mistake, I suppose… And the theory of constraints, Sergey applied that too, but I know about that – I read a book. That’s about it.

— And how is all this related to the EDMS?

— I don’t know… – Tatyana started blushing again, as if she were taking an exam. – Really… Maybe he automated all these potatoes and icebergs in the EDMS?

— He automated the PROCESSES! – Marina pronounced the last word slowly, syllable by syllable. – And he made up potatoes, carrots, crap, and drifting icebergs to pull the wool over our eyes. As always, by the way.

— Thank you, Tatyana. – Kurchatov smiled mysteriously. – Who else wants to speak? Procurement, maybe?

— Where's Vasya? – asked Svetlana Vladimirovna. – Why is the procurement and logistics director not present at the meeting?

— He is carrying out my assignment, I apologize… – replied the owner. – Who's covering for him?

— I am. – A young girl sitting at the very end of the long table raised her hand. – Valentina, procurement manager.

– Excellent, Valya! – continued Kurchatov. – In your opinion, what caused such a significant increase in profits? Did the purchasing department participate in this process?

– Well, yes, Vasya explained to us... – the girl began uncertainly. – He said it was all about us. Apparently, Sergey adjusted our system a bit, and now we can see the sales amount for each order to the supplier. And the timing for order requests seems to be clearer now.

– I don't quite understand... – the owner asked again. – So, you've got two columns or fields, or whatever, and our profits doubled?

– Well, yes... – Valya pulled her head into her shoulders. – There’s something about priorities, I guess. Previously, we just saw what and how much we needed to buy, but now the program shows us, or something like that... It sorts by the amount for which it will be sold. Something like that. And we take these priorities into account in our work – we first order what will bring in more profit. Oh, I remembered! There’s also some percentage from Willer that appeared! We also consider that in our work.

– Willer's percentage?

– Well, yes… I don’t know what it is, but Vasya said that the higher it is, the faster we need to buy. And when the percentage is above 95, we should just run, even if we have to buy it ourselves at the market.

– Alright, maybe Sergey will explain later... Thank you, Valya! And just to clarify, did I understand correctly – the success was achieved thanks to your efforts?

– Well, not entirely... I don't know, Evgeny Viktorovich. It seems the supply service in our company plays one of the leading roles. We have a lot of cooperation, and the equipment is complex, with many components. If you miss one, the shipment doesn’t happen. So, a lot depends on us. I think Sergey deserves some credit – he automated things. But we did everything.

– Wonderful! – the owner erupted again into applause. – Excellent! Who else? Sales? What do you say, Vladimir Nikolaevich?

– What to say... – lounging in his chair, Gorbunov responded. – The increase in profits is explained by one simple fact – sales increased. The costs haven’t changed, have they?

– As far as I know, no. – Kurchatov replied.

— What needed to be proven. – The commercial director nodded confidently. – Sales are made by salespeople. Our entire commercial director's team performed excellently this month. You probably can't understand how hard the life of a real manager is, so I won't explain for long. We worked with clients, identified needs, negotiated deadline extensions that were disrupted by other departments. As a result of our work, we received more orders than ever before. So, we will continue to build on our success – this was not just a one-time peak; the work will continue.

— So, the result is your achievement? – The owner smiled.

— Of course. – Gorbunov did not smile in response. – It’s so obvious that it’s not even worth discussing. The reward should go to my… My department.

— Excellent. – This time, Kurchatov refrained from applause. – Production? Nikolai Sergeevich?

— To be honest… — began Pankratov. – You all talk about sales, purchases, some processes… Friends, we work in a manufacturing enterprise. A manufacturing one! We sell what we produce! If we produce it – we sell it. If we don’t produce it – we don’t sell it. Isn’t that clear to everyone?
The question was directed at those present, but there was no reaction.

— You see… This month we collected a lot of equipment. Yes, supply helped us. But, hand on heart, friends – you just did your job, right? Well, perhaps made a couple of extra calls, pressed the buttons a bit faster than usual, but we collected the equipment. Heavy, iron, in oil and coolant, with our own hands. That equipment, which then the salespeople solemnly shipped by pressing a few buttons on the computer. So, excuse me if I offended anyone, but the credit is almost entirely ours. At least 90%. That's all from me.

— Hmm… — the owner, for some reason, stopped smiling. – We seem to have a somewhat amusing club of anonymous profit enhancers here… Hello, my name is Kolya, I doubled the company's profit.

— Well, my name is indeed Kolya, and it is I… — Nikolai Sergeevich began.

— Damn, that’s not what I meant! – Kurchatov came to his senses. – Nikolai Sergeevich, I just…

— Yes, I understand. – The production manager smiled condescendingly. – In such jokes, it's always either Kolya or Vasya.

— Well, okay… — The owner walked along the table again, glancing at the production manager several times. – Svetlana Vladimirovna, I think you need to say a word?

— I would like to… — The director began.

— I know, I know, we can discuss it another time, but I insist.

— Is it really necessary? – Svetlana Vladimirovna's gaze conveyed a plea.

— Yes. The issue was serious enough, and now it's just a bomb! We can't leave it like this! And, after all, the three million rubles bonus that needs to be issued really warms my pocket.

Svetlana Vladimirovna sighed heavily, took a few seconds to gather her thoughts, and slowly looked at all the participants. She stopped her gaze on Sergey, but he smiled back so innocently that the director blushed, lowered her eyes, and finally spoke.

— Colleagues, friends… You are all right. Every department worked wonderfully this month. Everyone contributed to the common cause. Each of you worked towards a joint result, in your place, in your department, with your team. And we achieved brilliant results. But…

— Everything that was said before the 'but' is complete nonsense? – Sergey couldn't help himself, but no one reacted to the joke.

— But… Have you ever wondered WHY you worked like this this month? For example, Marina says it's because of the EDMS. But we had the EDMS. Only minor changes were made to it – Sergey will correct me if I’m wrong. In fact, we have always had EDMS, as well as document flow overall. Right?

Marina nodded slowly after a few moments of reflection.

— Well then… — the director continued. – Furthermore, Marina said that tasks started being completed better. The same question – why?

— Because… — Marina began. – I don’t know… Well, I mean, I specifically started because you, Svetlana Vladimirovna, began reminding me about them every day. And I, accordingly, passed all this on.

— Valentina, what about you? Why did you suddenly start following the purchasing priorities that the program gives you? What do those percentages from Willer, Shmiller, or whoever mean, anyway? Especially since you don't understand their significance. You used to ignore any modifications that you didn't personally order. What has changed?

— Well, Vasya told us… — Valya blushed.

— What else did Vasya say? Besides that we have to do it this way and that way.

— He said this work is under your personal control, and you… How did he put it…

— I’m going to drill him. Well, I told him — I’m going to drill him every day. Thanks to Sergey for expanding my vocabulary.

— Yeah, that’s how Vasya put it.

— I won't even mention you, Vladimir Nikolaevich. Just open and check any indicator in the CRM — this month you’ve only been processing incoming requests and organizing shipments. That’s it. Sales increased because there was something to sell. The influx of requests grew because customers finally received what they ordered ages ago. You didn’t even go on business trips this month — you were busy with shipments, no time.

— Svetlana Vladimirovna, please excuse me, but… — Gorbonov started.

— Shall we open and check the CRM?

Gorbonov pouted and fell silent. The other meeting participants mostly pretended that it wasn't about them at all. Except for Tatiana, who was curiously and slightly apprehensively watching the unusual situation unfold.

— So, colleagues. – the director summarized. – Let me repeat: you are all doing great. But the success was achieved, I apologize, thanks to my efforts. All month I did nothing but nudge, persuade, remind, inspire, compel, demand, throw tantrums, appeal to pity, and sometimes even completed tasks for you. I worked like a slave on a galley. And all for one goal — so that you, colleagues, would simply start fulfilling your duties properly. Do you understand?

Svetlana Vladimirovna glanced around at those assembled, but no one showed any sign of understanding.

— You all understand… Roughly speaking, you’ve just come out even. Sometimes a person works well and efficiently, but with a little more effort, their performance could improve further. But you worked poorly. Really poorly. Below zero. And I pulled you up from the ground. Now, God willing, you will start to grow like grass. So the question about the bonus you are actively discussing is premature. As I said at the very beginning of the meeting. Evgeny Viktorovich insisted— and I’m not sure he doesn’t regret his decision.

— Absolutely not! – the owner almost shouted. – The conversation was magnificent! You know, I remembered the parable about the elephant and the three blind men. Do you know it?

Everyone knew the parable. But everyone also knew that it was better to say they didn’t know when the owner wanted to tell something. So everyone nodded in agreement.

— Well, it’s simple. The three blind men were led to the elephant and they tried to identify it by touch. One touched the trunk and decided it was a snake. Another touched a leg and thought it was a tree. And the third, it seems, touched the ear and concluded it was a fan. No one recognized the elephant, but everyone was sure of their conclusion and ready to defend their correctness. And you are the same.
There was no point in arguing, so the silence remained unbroken.

— Although, the motive is clear – three million rubles. Anyone, including me, would be happy to receive such a bonus. Not just happy! For some of you, this is an annual income for two years! Even if we decide to split this money among everyone, it will still be a considerable amount, one that could justify, excuse me, exaggerating about your achievements. However, colleagues, I want to see the elephant.

— Evgeny Viktorovich, since we’re on the topic… — the director interjected. – You’ve already asked everyone, we need a verdict. Who will receive the bonus?

— What difference does it make?

— What do you mean…

— Oh yes, I misspoke… What difference does it make to me who gets the bonus? I will still give away these three million. The only thing that troubles me… I’m a businessman, excuse me. I don’t spend money for no reason. I make investments.

— What do you mean? – the director was astonished. – Do you want to invest this money somewhere? Open a joint business with one of us?

— What? No... Although, that's an interesting thought. No, Svetlana Vladimirovna, I’m not talking about that. I’m looking further ahead. An increase in monthly profit by 30 million rubles is, of course, a great result. But I suspect that this is not everything the elephant is capable of. And my investment is not payment for the achieved result. It’s a ticket to the next session. To see the next elephant. Is that clearer?

— You took the words right out of my mouth… — muttered Sergey.

— What, Sergey?

— Well, I wanted to say roughly the same thing, but now it’s too late.

— So just say it.

— No, I won’t.

— Here we go… — Marina hissed angrily and turned away.

— Sergey, let's skip the childish nonsense. – the owner said sternly.

— You guys, I apologize, but you’re as dense as corks. No offense. You can’t see beyond your noses, fighting over some petty bonus. It’s clear to everyone that the best you can hope for is three hundred each. Who among you will be saved by that? Maybe Valya, but she’ll only get a chocolate from Vasya. And you don’t see the elephant. The elephant is the main thing, the elephant! Honestly, I don't need this money at all, not a penny, not at all. Do you know why?

— Because you’re a stupid idiot? — Marina smirked.

— No, because the elephant costs many times more! Just think about it… None of you even came close to understanding how and why this happened. You only saw some minor changes. Exactly those that reached you. And only those that fit into your worldview. If Marinka understands the processes, she saw the processes. If the supply managers are used to working with shortage tables, then that's what they saw, just sorted. Well, with Willer's percentage too.

— By the way, who is Willer? – Kurchatov interjected. – I apologize, but I’m really curious.

— I have no idea… — shrugged Sergey. – In the movie 'A Beautiful Mind,' that was the name of the lab John Nash went to work for. I had to name a column in the table briefly and concisely, so I named it that.

— Is it like dazzling beauty?

— Yes, like a brilliant beauty. It's hard to navigate without a name. But we've digressed. You, friends, have no idea why success happened. What’s important: you won’t understand. For two reasons. The first is that you won’t even try; three drinks are more important to you. The second is that you won't get it anyway because you're not interested. But what's the most important thing that you can't see, understand, and will never get? Who can guess?

— Guess your own nonsense. – Marina continued. – If you don’t want the prize, that’s your business. I have a mortgage. So, give me your share then, since you're so clever.

— Marina, let's be more constructive. – the owner intervened. – Sergey, please no riddles. What do you consider the most important here?

— Replication. Skill. Competence. It’s all quite simple. There's a certain elephant – it doesn’t matter if it’s a person, a methodology, an approach, or a philosophy – which has brought an additional 30 million in profit. This means this elephant can generate extra profit. It’s possible that it could bring in even more profit. Well, you understand – not just those same 30 million, but perhaps 20, or 50 more on top. Or the same 30, but in a different business. A good, proper elephant. How much do you think it's worth?

— I hesitate to answer, but the question isn’t about a specific number, right? – Kurchatov replied. – You mean the elephant is worth more than 30 million?

— Yes.

— Well, that's obvious. – the owner nodded.

— It’s obvious to you. That’s why you’re willing to invest three million in this elephant. Do you understand that the returns could be colossal? And you’re not really losing anything – you're just reinvesting the profits earned from the elephant. And unfortunately, colleagues don’t understand this at all. They only care about three hundred.

— Sergey. – Kurchatov said softly. – I understand what you’re talking about. But let’s keep it simple, okay? Everyone sets priorities in life for themselves. You remember the tit and the stork, right? And it's not for you to decide if that's good or bad.

— Well, I wasn’t planning to decide. It’s just that, since we’ve started this conversation – which, by the way, I didn't initiate. I haven’t discussed this topic with anyone except for Tatiana. And I wasn’t going to. The first one I discussed, the second I won’t.

— What do you mean? Where’s the first elephant?

— Do you remember the warehouse project?

— Oh yes, of course. It was an excellent project.

— Did you understand how it works? Why it all worked out?

— You just slapped barcodes on the papers, automated their scanning, and that's how it turned out. – Marina intervened again. – It's as clear as day.

— Damn, Marina, you’re feeling around… I won’t say which part of the elephant you just touched. That’s not the point. You only saw what you were able to understand. Barcodes, so be it.

— What was the issue? – Kurchatov asked.

— I’ve told you before. You just didn’t remember. Although, it seemed like you understood it then.

— So tell me about that second elephant again, and I promise I’ll pay more attention. Also, tell me about the first one again; I'm very interested now to look at it anew, to see the connections, the foundation, the concepts.

— Of course you're interested now. – Sergey shrugged. – Only I’m no longer interested. Let it be a mystery. When I was telling you, you weren’t listening. And even if you had listened, what difference would it have made? You’re not programmers.

— You're talking about programmers again…

— Yes. You don’t understand the essence of the profession, which is why you don’t see the elephants, can’t create them, and, most importantly, reproduce them. What does a programmer actually do? You’re, so to speak, people of action. Your goal is the result. More precisely, not just any result: your goal is only the result. And mine, as a programmer, is a tool that produces the result. A tool that can be reused. A tool that can be embedded into other tools. An elephant, in short. That can pile up a big heap… of profits. And you, people of action, are only interested in that heap.

— But you don’t have an elephant. – Sergey continued. – And you need to pile up that heap. So you, pardon my expression, take off your pants, sit down, and try to pile up this heap yourselves. You hire employees, the more the better, inflate your departments, so that all together, side by side, you can produce a result. Here, add all those beautiful phrases about how you don’t have time to sharpen the saw, you need to cut down the forest. And that’s the result. I have an elephant. You have a heap that my elephant piled up. You’re trying to divide that heap right now. That heap doesn’t interest me at all. I’m interested in the next elephant. The fork of the elephant.

— What? Fork? – the owner asked again. – A fork?

— Yes. That's what they call a copy of a program that's related to the source. It's created for modifications under new conditions. It can affect the source – if permitted. This elephant of ours worth 30 million is a fork of the elephant that cleaned up the order in the warehouse. But nobody knows this except me. So, to put it bluntly, I'm already implementing my strategy. I already know how to create elephants and, furthermore, inherit their properties and methods. And for you – here, a bunch. Enjoy. Share.

Suddenly, the door opened, and Vasya barged in.

— Friends, sorry. – he said loudly, making his way along the chairs. – It was an urgent matter!
He reached Svetlana Vladimirovna, handed her something, muttered something softly in her ear, and sat down on an empty chair. The director picked up a bag from the floor, reached inside, but apparently something went wrong, because a horrible wailing of a car alarm echoed from the street.

Svetlana Vladimirovna suddenly began to blush, frantically rummaged through her bag, pulled out her car key, started pressing all the buttons in a row, but the wailing didn’t stop. Marina was the first to crack – she stood up, walked to the window, and stared at the source of the noise.

— Cool. – she said. – A brand new GLC without plates. Red. Is it yours, Svetlana Vladimirovna? I like it. Just expensive, over three million, I looked it up recently. Oh…

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