Networking Tips for Success​​

Article from Sandra Garlick 08.01.15

 When I first started my business I embarked upon a networking campaign by attending as many events as I could! It was pretty much a scatter-gun approach with no strategic plan in place, a small budget and not really knowing what to expect.

I joined the local Chamber of Commerce, a couple of breakfast networking clubs and searched out anything that had a “networking” theme. I became the “Queen of Networking”!
It was only when I had been trading for a year, and the membership renewal invoices started to arrive, that I realised that I had no idea if any of these events had resulted in any new contacts or customers. I decided at that point to put systems in place to monitor how effective my networking was. I then had a great way of knowing which networking events were most effective for my business.
I strongly believe that networking has three main benefits:

1. Growing your contact database – contacts are essential for expanding your business network of potential customers and referrers

2. Building relationships – trusted relationships take time to build and are essential to business growth

3. Being remembered for the right reasons – being helpful and a sharer of information will reap rewards in the future

For me, networking isn’t just about “getting the sale”. So often, I am asked “How many leads did you get?”. In fact, I positively avoid the sales type approach and hard follow up. I simply link up via Linkedin and only email if I’ve promised to do so.

I spend the majority of my networking time building trusted relationships, listening to others, getting to know people and offering help, entirely without agenda. If one of these relationships recommends me in the future or becomes a customer, that is fantastic.

I do recall on one occasion receiving a phone call from a lady that had kept my details for four years. All she said was, “When I first met you, you were so helpful and I always remembered that…now I need your services.”

I now ensure that I only attend networking events or renew networking memberships where I know that I will build those relationships.

Selecting the right networking events and ensuring that your networking is effective is key to the growth of your business. You need to attend events where you are going to meet, or be referred to, potential customers.

It’s nice to go out every day for breakfast, lunch and dinner but as well as affecting your cash flow…and your waistline, it will also affect your availability to carry out your work or simply be a waste of your time out of the office.

Sometimes it difficult to attend a networking event once, or even choose the right one to go to, and make an informed decision whether it is right for you. 

The following 7 tips may help you:

1. Ask someone to recommend an event or networking group to you. Ideally, one that they have found effective. Ask if you can go along with them;

2. If you are attending an event for the first time, speak to the host in advance and ask them more details about the event, the type of people who attend, the format and if they can introduce you to people;

3. Ensure that you speak to as many people as possible while you are there and find out how they have benefited from attending;

4. Do some preparation in advance and think about your particular goals for attending the event and what you want to achieve as an outcome. Be specific…”I would like to meet 3 new business contacts”;

5. Make some notes as soon as you get back to the office… when it is fresh in your mind. Ask yourself some questions such as “Did I meet any good contacts?”, “Did I enjoy the event”, “Would I recommend it to someone else?”;

6. Keep an ongoing record of events you attend and more importantly the cost implications. Ensure that you monitor the cost versus benefit.

7. Have fun and enjoy your networking.

Sandra Garlick frequently speaks about “Networking for Success” and will be speaking at the FSB’s B2B Expo on this topic on Tuesday 12th January 2016 at The Belgrade Theatre in Coventry. You can book your free place here.

Follow @SandraGarlick on Twitter and #Periscope


Tips for Overcoming Your Fear of Public Speaking

Article by Sandra Garlick 07.12.15

Standing up for the first time in front of other business owners or an audience can be a daunting prospect.

However, these tips may help you overcome that fear. Remember…It’s all about preparation!

Build up your confidence slowly…

Start at a local business network meeting where there is a small group of people you know well. Rehearse in front of your work colleagues. You can increase your confidence slowly and you will soon be speaking to larger audiences with confidence. 

Tell a Story…

Rather than doing a sales pitch, tell a story, and make yourself memorable for the right reasons. If you share an interesting fact, your personal experiences or a useful piece of information, you are far more likely to be remembered rather than simply stating who you are and what you do.

Imagine your audience in a different context…

Someone once suggested to me that if you imagine your audience in pyjamas that this will relax you! However you decide to imagine your audience, pick something that makes you feel comfortable and confident. Alternatively, have a few people you know in the audience and imagine it’s just a conversation between you.

Engage with your audience…

Smile and most importantly…..don’t forget to breathe. Pause, especially if you lose track of what you are saying. Ask questions, interact by carrying out polls, ask for volunteers and invite questions. When speaking, use your tone of voice, vary your pitch and don’t forget to share personal experiences. If you have a large audience it’s a good tactic to pick 3 faces (left, right and centre) and focus on them throughout your talk or presentation. That way you appear to be speaking to the whole audience.  

Know your topic…

Avoid reading from pages of notes or using excessive content on Powerpoint slides, they should be used as a prompt only. Try to talk about things you know well and avoid heavy sales pitches. Share your knowledge and expertise, become a giver and sharer of information and the sales will follow later.

Be authentic…

Be yourself. Trying to be someone else or someone you think you ought to be will lead you to stumble. Just be authentic to who you are and you will come across as genuine. People buy from people and your honesty and natural authenticity will shine through.

Sandra Garlick regularly speaks throughout the UK on various business growth topics. To enquire about Sandra speaking at your event, please call 024 7621 4440.

You can follow Sandra on Twitter and #Periscope @SandraGarlick


A Simple Business Guide For Using Twitter At Your Next Event

Article by Todd 30.11.15


If you’re in business then you’re probably either on Twitter, or you go to networking events.

Twitter became popular at a huge event in the US called ‘South by South West’ (SXSW) which is the place to launch anything in the tech world.

Although Twitter was already live by the time the 2007 SXSW show started, it was the way that Twitter was used at this event that propelled it into the limelight.

When Twitter first launched, no one ‘got it’.

It was simply too strange-a-concept to grasp and many joined Twitter, started to use it and then stopped as it confused them – it didn’t make sense!

Off the back of MySpace and Facebook, which were very visual, we weren’t ready for Twitter. Its short and concise nature didn’t suit everyone straight away and most users simply didn’t get why it could work.

… until SXSW that is…

At SXSW 2007, Twitter was used to share the journey and stories from the talks, and the people there. The live, up-to-date information-rich platform came into its own.

It was perfect for the event.

The ability to post frequently in a stream, coupled with a hashtag to tie it all in one place, suddenly made more sense.

Twitter became the tool to use at live events and it’s been my go-to weapon of social choice since I found it back in 2011.


Are You Using Twitter For Events In The Right Way?

Have you got Twitter sorted and all worked out for events?

You’re probably doing OK – but I guarantee there are things you’re not doing.

I tweet live for events and I thought I’d share with you my top tips for using Twitter at events. 

I’ve recently published a guide on using Twitter for events and you can get that here for free 

But here’s a snippet to get you on your way.

Before, During And After… Twitter Is A Storytelling Tool.

Most people I talk to only use Twitter on the day of the event and only when they’re actually there…

… if you’re doing this then you’re missing out on most of the action, leads and potential business!

For me, Twitter for events is before, during and after. 
1) Before Your Event – Planning And Following 

Before you go, before you buy your ticket or even before you know for sure that you’re going – get on Twitter!

There WILL be a hashtag for the event (or there should be).

Find the right one (best place to go is the website or Twitter for the organiser).

Find it and pop on and talk to people.

Make small talk, ask some questions, and follow them.

This is the perfect time to build connections as you have a common ground to base your conversation on.

My advice here is to build a list.

• Create a Twitter list for the event

• Call it something sensible

• Make it public

• Add anyone on the hashtag and anyone you talk to on this list.

This way you’ll have a great place to go back to on the day and after to find all the people you talked to.
Twitter is busy – really busy – so don’t make it hard for yourself.

Build a list early, and add people in after you reply or meet them. 

You can make this private if you don’t want them to know that you’re stalking them… but I never worry about that – it’s Twitter!

Keep connecting in the build up to the event and share your thoughts and feelings about the event.

 Be part of the build up – and tell others what you’ll be doing there and what you’ll be expecting. Use anything interesting to start a conversation.

 I read a book recently by Stefan Thomas. It’s called Business Networking for Dummies and Stef is a great believer that ‘everything starts from a little conversation’. I’m inclined to agree.

Start the conversations… and start them early. 


2) During Your Event – Storytelling And Sharing

“I never know what to say” is something I hear a lot as a social media trainer

“No one wants to hear about my breakfast.” 

That’s true I guess… unless you’re a personal trainer or nutritionist, that is. Or unless you have an unusual breakfast or you’re in a cool place.

But they will want to hear about exciting shows, and if you’re going to a show that’s relevant to your industry then even better.

 Events give you the perfect excuse to flex some Twitter muscle and get some interaction going. 

Share the day, the pictures, the talks, the events within the event.

Get your phone charged and share the speakers’ one-liners and the facts and insights that you hear.

Don’t forget that your smartphone can take photos and video. It saves you from typing and it’s better for your followers too, so tweet them out!

(Take loads of pictures and keep them as you can use them later. 

With all this interaction remember one thing. 


Use it on everything and use the right one (hopefully you will have checked this before you even started).

Every tweet you send on the day must have the hashtag in so your tweets appear on the hashtag timeline – and maybe even the big screen if they have one.

You may want to go and check out the hashtag timeline and chat to people while you’re there too. This can be beneficial but don’t forget there are real people there too, will you!?

You have your list too. So you can easily go and see what they’re saying.  

Not everyone will use the hashtag!

 Yup, not everyone will read this blog or have a copy of my Twitter guide  

Having those early tweeters and the hashtag users in your list means you can go and see what they’re saying at the touch of a button… even if they’re not using the hashtag.

When I run Twitter for events I monitor the hashtag AND the list.


3) After Your Event – Don’t Stop Now – It’s Homework Time

 Now the event is over don’t get any ideas about stopping your tweeting.

Share your thoughts and those pictures from the day. Hopefully you’ll have a good stock of images.

Powertip: Take photos of the exhibitors and speakers and then @mention them when you share them on the hashtag – exposure for them often means retweets for you, and then potential conversations. 

Also keep your eye on that hashtag and the list you created.

The conversation won’t stop so get involved and see what everyone else thought and see if you can make some new connections.

Follow people who were there and try to start conversations – you have the perfect excuse!

Follow up on any tweets or mentions that you may have missed and maybe take all your content and create a blog from it.

You have images and text… pull it all together for a post and share it with the organisers for some nice traffic to your site.

Business cards can be a ‘who to tweet’ reminder too.

You’re likely to collect some of these so get them out on your desk and go and hunt down their Twitter account and just tweet to say “nice to meet you at XXX event” and add the hashtag in, too.

 It’s a nice a friendly follow up and I find better then a dull email which everyone else will be doing. Don’t forget your follow up!

Don’t Just Tweet: Plan, Action And Follow Up 

Twitter is a powerful tool for events and if you’ve not seen any results from it in the past then maybe look at how you’re using it and make some positive changes.

 If you want more help on Twitter and how to use it for events then you can download my FREE guide 

It’s a full plan for attendees and organisers and goes into loads more detail.
Good luck and tweet me @SocialMediaTodd if you liked this post or want some more help

Commissioning Art- The Do’s and Dont’s

Article by Brian Dickinson 11.11.15

Commissioning Bespoke Stained Glass

Myth 1: Stained Glass is just for Church Windows.

When I introduce myself as a stained glass artist, one of the first questions I get asked is “Do you make Church Windows?”

I can understand why people say this, before I became a stained glass artist I would have made the same assumption.  

Church glass is very specialised sector of the stained glass marketplace. Working as #dolittleglass I create unique contemporary stained glass for homes and businesses. Windows make only a small part of my stained glass work. The majority of my creations are portable artworks & lamps, ideal for today’s mobile lifestyle. 

I’m constantly finding new places where stained glass can make a impact. 

Who commissions an artwork?

Myth 2: Bespoke art is just for the Rich or Arty folk.

You don’t have to be a member of the Saatchi family to commission art. Everyday folk like you & me buy and commission art.


In a world where every high street is selling the same stuff, it’s difficult to put your own stamp on your home or workplace. Commissioning an artwork is a great opportunity to create something personal & unique.

Some people treat themselves, others commission work as a special present to celebrate a birthday, anniversary or other landmark.

Often it’s a cost effective way of purchasing art as it avoids the heavy gallery commissions, frequently 30 – 50% of the purchase price.

Working directly with an artist is a fun and rewarding experience. The rest of this article highlights how to get the best out of the relationship. 

What’s involved in commissioning an artwork?

Choosing an Artist
Perhaps the easiest way to choose an artist is to look at their past work. Do you like the style of their work? Do they have the capacity and capability to create what you are looking for?

Another important criteria often forgotten, is the artist themselves. Do they listen to you and take care to understand your needs? Is this someone you can work with and trust? What do their past customers say?

As you are choosing an artist, the artist is also going through a process of vetting you as a client. Good artists may say no to your request.


Getting Started

Deciding on a Subject or theme.

How much input does the purchaser need to give? Talking with other artists, this seems to be a difficult question for both the artist and the customer.  

Successful collaborations can take many forms.

a) Agree the general theme and leave the rest to the artist. This requires a lot of trust on both sides. This approach often gives enough freedom for an artist to produce their best work.

b) If you are unsure about a suitable theme. It’s a good idea to spend some time with your chosen artist. A conversation over drinks can home in on a suitable theme. It might be a personal hobby or special interest. Artists a generally very flexible and imaginative. After one discussion the all a family could agree was their favourite colours. This was enough trigger the creative juices.

c) Many artists take inspiration from other images and photographs. This can be a mood board of the type of artworks you like or a single photo to be used as a basis for the commissioned artwork.

How the artwork is to be displayed?

It might seem a bit early to decide how an artwork is to be displayed, but for a medium like glass it’s crucial. Get it wrong and a spectacular artwork can appear bland. Early consideration also helps prevent unexpected costs.

For glass questions like:

• Where will the artwork be displayed? E.g. Against a wall, standalone, in a window….

• Will a frame be required/needed? What material best fits the location?

• Will the artwork need artificial lighting? As a light box or to illuminate.

• How much natural light? 

Timing is an important consideration.

If there is a deadline for the commission, it must be made clear from day one. The creative process can be lengthy, please give your artist enough time to schedule and produce their best work.

Quotation, Payment & Deposits

Once the terms of reference are agreed, it is common practice for the artist to ask for a non-returnable deposit. This is to cover up front costs – materials and payment of third parties (e.g. picture framers). This deposit also is a sign of good faith, showing the customers commitment to the commission.


Creating the Artwork

How much is a customer involved in the creative process?

The main objective here is to ensure the customer is going to be delighted by the end result. Whilst avoiding wasting too much time and money going down the wrong path.

There are several ways to involve the customer in the design process:

a). A quick outline design sketch prepared early in the design process gives an opportunity for getting feedback from the customer. For stained glass this is a layout diagram together with design notes showing proposed glass colours. Samples of the glass can help the later.

b). Sometimes a few sketches may be prepared to give the customer a degree of choice.

c). Occasionally an artist might be able to involve a customer directly in the making process. With my stained glass work there are a few steps in the making process where this is possible. Here the customer becomes the artists assistant. This is a great idea if the commission is creating a present for a loved one.

d). Some artworks can take a long time to produce. Here the artist has a choice: Either have a big reveal of the completed artwork; or give regular updates throughout the making process. I prefer the later option as it keeps the customer interested.

e). Excessive customer involvement can be a cause of stress an conflict. This is where the customer constantly changes their requirements, attempts to take artistic control or interferes with the creation process. Trust your chosen artist to deliver.

Unveiling and Handover

At its simplest this is a basic exchange of goods for the agreed fee. With the care taken at the earlier stages, the customer should be delighted with the newly created artwork.

A bit of drama!

Some customers like to have a big reveal for themselves and their friends. This can be a fun way for the hand over. I has the additional benefit of showing the commissioned item to a wider audience. Great publicity for both the customer and the artist. 

Sometimes this exposure can be in a public exhibition at a gallery or other space.

Is that the end of the story?

As the customer you are getting the benefits from a fantastic artwork.

A positive way of expressing this delight, is to prepare a testimonial / written review for the artist. Recommend the artist to your friends, family and wider contacts. This generous spirit will bring its own rewards. 

The artist may also want to use an image of the artwork in their portfolio and publicity material.

Who owns the copyright for the artwork?

In lots of cases this is not an issue. Once the handover is completed that’s the end of the story.

An artist may want to reproduce the artwork to gain extra revenue for their efforts. There is a long history of artists doing this by creating additional versions of their popular artworks. Additionally the image may be reproduced in the form of prints, limited editions and greeting cards.

This opportunity for future revenue may reduce the original commissioning cost.

If you are very sensitive to the uniqueness of the work, you may request and negotiate exclusivity.


Commissioning Art is a Win – Win – Win proposition. 

Go for it.

10 Top tips to save time 

Article by Ruth Lowe 09.11.15

We all could do with more hours in the day. So in keeping with the subject matter of saving time, here is a really quick list of time saving tips, in no particular order.

• Figure out what your biggest time wasters are – once you know what they are you can either stop doing them, change how you do things, or limit your time spent on them.

• Live by routines – it may be boring but it makes your life more efficient, and you have to think less, feeing up your mind and some time. 

• Plan your meals – this will save you time and money (see previous post on meal planning).

• Record your favourite TV programmes – you can watch an hour’s programme in about 40 minutes if you fast-forward the adverts.

• Make lists – keep them simple and it keeps you focused.

• Live by the “two minute rule” – if something should take less than 2 minutes, do it straight away. You’ll spend two minutes finding your list, writing it down, reading the list, and putting it off again, and it won’t even be done!

• Set your clock or watch 5 minutes ahead – ok, so this doesn’t save time, but it helps prevent you from being late!

• Say “no” – sometimes you need to say no, or you’ll get burned out. Give yourself permission to say no every now and then.

• Delegate – the ultimate in having more time – get other people to do things for you!

• Pre-make breakfast the night/week before – for example, buy individual yogurts, and prepare 5 bags of muesli or fruit to add. Or make up pancake mix/scramble the eggs, ready to cook in the morning.

I hope that you’ve found these tips useful. Thanks for reading. If you want to see more of my tips visit my website, or follow me on facebook or twitter. And if you want to do some delegating, that’s what The Time Fairy is for!

Ruth Lowe

07928 553658

Twitter: @UKTimeFairy





The First Leamington Hour’s Christmas Business Fair

Article by Gary Jones 06.11.15

I am proud to announce a partnership with Love Handmade Fairs for our first Christmas Business Fair.
We have over 50 spaces available for you to exhibit your business. The handmade fair starts at 5pm and the networking starts at 7pm and finishing at 9pm.
You have the opportunity to meet with over 10 suppliers of the nicest handmade goods in Warwickshire. You can buy your presents there and the other half with never know (well until Christmas that is!).

 We have 3 great presentations starting at 7.30pm from Zak Roby, Kelly Taylor and a special guest speaker!! 

Food and drink will be available on the night and if you wanted to sponsor this or bring food along then please let me know. 

Expecting over 200 people to visit the exhibition and come to the networking event!!

If you would like to get more information or get a stall then email me at 

The stalls are FREE but spaces are limited. (Please note we cannot supply tables or props but the spaces are large enough for them). We will have space for leaflets and pull banners. 

If you have a pull up banner then you can exhibit!!

To get your free ticket then click on the link below.

See you there!!

10 Great Webpages to kickstart your Marathon Training. 

Article by Gary Jones 28.10.15  

Firstly, Are you mad? 

The marathon distance of 26.2 miles takes preparation and time to complete before, during and after the event. Yes, there are further distances you can but the marathon does hold a certain appeal that in my opinion can’t beat. 
Last time I completed a marathon I didn’t put the training in so I have unfinished business and a 5 hours 38 minute marathon to beat. Next time it will be different and I will put the training in the complete and enjoy it. 

I did however compile so good webpages that helped with my training including training plans, podcasts to listen to and tips for recovery. 

Training plans

1. 3 day training plan-

2. 16 week training plans-

Training advice

3. Marathon training advice-

4. Marathon race time predictor

Training podcast

5. Marathon Talk

Recovery after the marathon

6. Recovering from a marathon

7. Recovering from a marathon

8. Reverse taper recovery plan

9. Recovery plan for Ladies.

Marathon history


I hope you find these useful and if you have any better suggestions then please let me know. 

Al the best,

Gary Jones

Titan Storage Solutions & Leamington Hour and Grow Leamington

My Story

Article by Simon Perkin 26.10.15

Did you know that Warwick family man, Simon Perkin (now working with JuicePLUS) recently competed in the British Transplant Games, just 3 years after having, not one but two rounds of intensive chemotherapy and two bone marrow transplants. He won a Gold Medal in the 1500 metres and Silver in the 5K. 
Simon had been diagnosed with Blood Cancer and his only hope of a cure was a bone marrow transplant. This was only made possible by the fantastic work of the charity, Anthony Nolan, who found him a match from a kind German donor. 
Simon had a punishing 138 days in isolation in hospital and suffered major complications and setbacks, including glandular fever and shingles. For over a year, he was not able to mix socially because of risk of infection. Simon’s life was on hold and he was fearful of the future. 
This all changed when he was introduced to the best and most scientifically researched whole food nutritional product on the planet, known as JuicePLUS. 

This long established product with so much Gold Standard science behind it, is the choice of many top athletes and families all over the world – it’s simply fruits, vegetables and berries in a capsule and full of only goodness for our bodies. The whole food capsules are taken daily, in addition to a well balanced diet.
Simon is living proof of the many benefits of JuicePLUS. Within less than 15 months of taking JuicePLUS, Simon completed the London Marathon in 3 hours 31 minutes. He remains completely in remission, full of energy and continues to amaze his doctors and medics, because he remains completely free of infection and is so healthy. 
I would recommend you take a look at what nurses are saying in this 6 minute video and place your order before the winter sets in and it’s too late. If you order via Simon, he will arrange for children or grandchildren to get the product absolutely free – how good is that ? Check out 

Best Wishes 
Simon Perkin FCIPD, MCMI, BA Hons (Econ)

01926 497007

Time to save a life ? Check out
Too busy & stressed out ? If you are looking for the very best nutritional solution each & every day, every month, every year, would you like to try the most scientifically researched whole food nutritional product in the World ? It’s been around for over 23 years, used by Bear Grylls & the 2012 German, Austrian & Swiss Olympians. Clinically proven to…

– Deliver antioxidants to the bloodstream

– Help support heart health

– Promote a healthier immune system 

– Protect DNA 

– Reduce oxidative stress

– Support skin & gum health 

– Strengthen nails & hair 
To get the best & feel amazing – start here 

Comic convention returns to Leamington

Article by Dan Mallier 07.09.15


Royal Leamington Spa is known for its wide boulevards, Georgian and Edwardian architecture and expansive, award-winning parks, but last year the town also became famous for its very own comic convention – well within the comic industry anyway.

The event started as one local man’s mission to deliver a small, but perfectly formed comic based convention, aimed at promoting small press and local talent, and where people could meet with local and national comic writers, illustrators and traders.

With financial backing from like-minded supporters, it became a reality attracting 1,000 avid comic fans, colourful cosplayers and families looking for a good day out. 

“Leamington Spa was an ideal place to launch this type of convention,” said Dan Mallier, creator of the Leamington Comic Con. “It’s obvious the people of Leamington love their comics, and they’re incredibly supportive of niche and local businesses and events.”

After last year’s awesome debut, Leamington Comic Con will be back on Saturday the 17th October 2015, promising a bigger venue, more comics and big industry names. The doors will open at The Assembly on Spencer Street between 10:30-5:00pm.

While the convention received rave reviews within the industry, helping Dan to attract big guests this year, he has made certain the event will still help to celebrate and promote local talent too byshowcasing a wide variety of exhibitors from the West Midlands.

Internationally renowned David Lloyd, a regular at San Diego’s Convention, will be the biggest draw, having co-created V for Vendetta with Alan Moore, and designed V’s Guy Fawkes inspired mask. Lloyd will be promoting his latest venture, Aces Weekly as he hosts a panel talk, but will also be sketching and signing autographs.

Simon Furman, comic book writer notable for Transformers comics and Andrew Wildman, British artist best known for his work on Marvel titles such as Thundercats, The Real Ghostbusters and Transformers, are also confirmed.

“The event’s page on Facebook is already showing over 1,200 people are planning to attend, so we’re expecting legions of excited comic fans and colourful cosplayers, but they’re will also be plenty to do for families with young children too,” added Dan.

Early-bird tickets can be bought direct from Seismic Records located at The Assembly, MG Memorabilia on Lansdowne Streetor online via the Leam Comic Con Facebook page.  Priority entrance will be given to ticket holders, but people can pay on the day.

For more information contact:

Dan Mallier
07841 488414

Lisa-Marie Nelson
07789 002149
Twitter @leamcomiccon
Instagram @leamcomiccon

Notes to editors:

About Leamington Comic Con:

Our journey started in February 2014, following a successful crowd funding campaign. Our mission is to deliver a small, but perfectly formed comic based convention, which promotes small press and local talent where people can engage with local and national comic writers, illustrators and traders.