Radial, Inc., a bpost group company, is the leader in omnichannel commerce technology and operations. In 2016, Gymshark was also named the fastest-growing retailer in the U.K. after generating 13 million in annual sales for the year. So its a two-way street. Registered Office: Sky View, Argosy Road, East Midlands Airport, Castle Donington, Derby DE74 2SA. Paul Richardson is a British businessman and entrepreneur. Gymshark and Radial first united to launch Gymsharks Canadian hub on October 22, 2019. So, no surprises that Paul sees physical fitness as the final big reason for Gymsharks incredible rise. Richardson hasnt been quite as bold in his prediction, but wants to bring more youth players like Jude Bellingham into the first team, and ensure that Premier League-competing rivals Aston Villa arent the only big team in the city. what3words can be used to locate ANY place quickly and correctly. Radial and Gymshark anticipate comprehensive U.S. fulfillment support to go-live in the second half of 2020. This cookie is a security measure to make sure that a malicious user cant fake a visitor from Pardot and access corresponding prospect information. transcribe automatically. [1] In 1992, Richardson founded City Waste. Hera's owner is the British businessman and entrepreneur, Paul Richardson. Paul has been around Gymshark since it's early days in 2013 and now has seen it turn into the $1.4 billion dollar brand that is today. In this episode, we discuss Paul's role with G Show Venture Mentality, Ep Paul Richardson- Gymshark Executive - Aug 18, 2020 In this article, Gymsharks Executive Chairman Paul Richardson does just that. [3] During his time at AllSaints, Richardson helped develop the companys business model, with a focus on national expansion. August 14, 2020 9:03 pm. President at Novest LLC. Paul acquired Hera in 2021, with the ambition of generating a 100 million turnover by 2027. In August 2020, Gymshark flexed its rippling, youthful pecs and bench-pressed $1.45bn. However, markets evolve and whats hot and whats not changes fast. EX-HSBC PHIL ERRIDGE JOINS US AS CHIEF OPERATING OFFICER, CP ADVISES Timber merchant acquired by NATIONAL timber group, SUSTAINABILITY IN RETAIL: BUSINESS THATS BUILT TO LAST, BIG BUSINESS. Before long, the youngsters were, between deadlifts, tapping eagerly into Pauls business knowledge. For example, the cookie name visitor_id12345-855c3697d9979e78ac404c4ba2c66533 stores the hash 855c3697d9979e78ac404c4ba2c66533, and the account ID is 12345. The way I look at it, if I work seven days a week and my competitors work five, Im two days ahead of them. To achieve that and its $1bn plus valuation in just eight years is incredible, especially when you consider the founders were screen-printing T-shirts in a cobwebby home garage as recently as 2012! AND HOW DO I GET READY FOR IT? 7,859 Followers, 3,329 Following, 246 Posts - See Instagram photos and videos from Paul Richardson (@paul__richardson) Just make sure you get back up again. R&D Tax Credits Questionnaire: Are you eligible? When asked how he will have full control of the club despite owning just a small percentage, he added: Its all in the agreement. To learn more about Radials fulfillment and transportation solutions, please visit: https://www.radial.com/fulfillment-transportation. The brand soon attracted ambassadors and celebrities including Hailey Bieber, Brooklyn Beckham, Sofia Richie and the cast of reality show Geordie Shore. 59,168 talking about this. That shared customer-first culture gravitated the companies together and Radials expertise in online retail for the worlds biggest brands made the two an optimal fit. #business #fashion #startup Paul has been around Gymshark since it's early days in 2013 and now has seen it turn into the $1.4 billion dollar brand that is today. Paul Richardson was also a former Director of Clad Group Limited and Executive Chairman and Executive Director of Gymshark. LinkedIn sets this cookie from LinkedIn share buttons and ad tags to recognize browser ID. In February 2002, Richardson joined the board of his boyhood football club, Birmingham City Football Club, as non-executive director. Efforts to launch services and further build out infrastructure in Radials Ohio and California centers are already underway, with Radial reserving more than 200K square feet specifically for Gymshark operations. This cookie is set by Radial to track a visitor's original utm_content value. The company, started by Birmingham U.K.-born Ben Francis in . Richardson and Lopez are only buying an initial 21.64% of the club immediately but the Brit insists that he will have full control at St Andrews and expects to become Blues chairman. Set by the GDPR Cookie Consent plugin, this cookie is used to record the user consent for the cookies in the "Analytics" category . It sells direct to consumer from its transactional website. Some of the data that are collected include the number of visitors, their source, and the pages they visit anonymously. In 2016 the company revised its structure with co-founder Ben Francis becoming the majority shareholder of a new holding company Clade Group Ltd, with the remaining shares split between Steve Hewitt, Paul Richardson and co-founder Lewis Morgan, who stepped down as Gymshark company director, becoming the second-largest shareholder with 20%. Exciting times ahead!! These cookies will not be shared with other parties. Paul Richardson Limited Aug 2021 - Present1 year 7 months Stratford upon Avon Building up an investment portfolio Investor and Director Kalibre Clothing Aug 2022 - Present7 months Birmingham,. Then we gel all that together to build a picture. And where else would you want to go rather than CP? Is it possible to identify the critical reasons for such mind-blowing expansion? Google/Search EngineSocial MediaRecommendationEventThird Party WebsiteOther. He said: It might take us a while. Retaining Your Most Valuable Asset, COCO- VAT, Customs and International Trade Support, CPERS: COOPER PARRY ENQUIRY RESOLUTION SERVICE, Donna Challinor Senior R&D Incentives Manager, Eddie Latham & PJ Scott Co-founders, Velocity Commerce, EMPLOYMENT TAXES MAXIMISING COMPLIANCE AND MINIMISING EMPLOYMENT COSTS, HUB CP Live Lounge Juliet Barratt Snippets, HUB CP LOUNGE PAUL SCHAFFER, PLUM PRODUCTS, James Hyde Founder & CEO, James and James, Jay Richards & Cat Agostinho Co-Founders, Imagen, Justin Harling CEO, CAE Technology Services, Paul Richardson Executive Chairman, Gymshark, Personal Tax: Articles And Plenty of FAQs. The _ga cookie, installed by Google Analytics, calculates visitor, session and campaign data and also keeps track of site usage for the site's analytics report. In this episode of the Venture Mentality podcast, I sit down with the Executive Chairman at Gymshark, Paul Richardson. In this episode of the Venture Mentality podcast, I sit down with the Executive Chairman at Gymshark, Paul Richardson. Paul Richardson is the co-founder of Birmingham-based Gymshark and now has 'full control' of the Blues And Richardson spoke exclusively to talkSPORT about the details of his purchase of the. In this episode, we discuss Paul's role with Gymshark and how to apply the same principles that made it a success into your business.Our Website: https://venturementality.comPaul's Linkedin: https://www.linkedin.com/in/paul-richardson-75b89817/. It does not store any personal data. Formed in 2012 in a garage in Birmingham, UK, Gymshark has emerged as a leading brand in our industry, with a worldwide family from over 170 countries. The Gymshark Black Friday Sale will start on November 17th, 2022, at: 8am PST, 9am MST, 11am EST for North American regions. Waiting to hear of your appointment as Chairman of BCFC Paul ! And if you get that going as a two-way street, its gold dust.. Next, Paul joined the board of Birmingham City Football Club a dream come true for this proud, true-blue Brummie. Richardson, who has also been appointed as executive chair of Hera, will oversee the company's strategy as it sets its sight on becoming a 100 million pound label over the next three to five years. Gymshark is fast becoming an instantly recognisable global sportswear brand. Penultimately, Paul describes the interplay between youth and experience and, vitally, the oldies willingness to learn from the kids and vice versa. [2], In 2000, Richardson co-bought fashion retailer AllSaints out of administration and joined the board as a director. The online retailer is reportedly looking at floating on the London stock market. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. Radial and Gymshark at Gymshark headquarters in UK announce collaboration on fulfillment services to deliver seamless customer-first experiences, Gymshark is a perfect example of the high-growth rate that can be enabled by leveraging Radials shared service fulfillment network, said Tim Hinckley, EVP and Chief Commercial Officer at Radial. Lancashire pwrpersonaltraining.co.uk Joined February 2022 Tweets Tweets & replies Media Paul Richardson @PaulPWRFitness Feb 15 In the @ hoghton and @ gregsonlane area? These cookies will be stored in your browser only with your consent. ", "Stanford buys stake in All Saints as its expansion push continues", "Gymshark flexes muscles as Ben Francis becomes CEO | TheBusinessDesk.com", "Gymshark secures investment from General Atlantic", "PwC UK and US advise Gymshark on unicorn valuation", "Revealed: The story behind Gymshark's transformational deal | TheBusinessDesk.com", "Gymshark director acquires majority stake in Hera London", "HERA appoints Climb Online to help drive 100m growth strategy", "Birmingham City takeover LIVE - Paul Richardson to meet John Eustace", "Birmingham owners in waiting draw up stadium plans ahead of EFL approval", "Birmingham takeover: Maxi Lopez and Paul Richardson pull out of deal", https://en.wikipedia.org/w/index.php?title=Paul_Richardson_(businessman)&oldid=1140746703, This page was last edited on 21 February 2023, at 15:39. How has that been possible? Used to make a probabilistic match of a user's identity outside the Designated Countries. The account identifier, 12345, makes sure that the visitor is tracked on the correct Pardot account. Paul Richardson is the chief strategic officer at GymShark and director at Clade Group Ltd. But opting out of some of these cookies may affect your browsing experience. In this episode, we discuss Paul's role with Gymshark and how to apply the same principles . The companies initially focused on preparing for peak retail season, including support for Gymsharks major Blackout sale. In his time at Knowaste, Richardson evolved the business model and brought AHP recycling to the market with the development of the first commercial AHP recycling facilities in the UK.[12]. 27,251: Gymshark is built on the latter. [5], In 2013, Richardson met with Gymshark co-founders Ben Francis and Lewis Morgan who enlisted his help in growing their new fitness apparel business. Our philosophy is you can get knocked down ten times but that doesnt matter as long as you get back up for the 11th. The duo managed to beat Laurence Bassini to the purchase of the Midlands outfit, despite the British businessman joining talkSPORT to detail his attempts to take over the club earlier this month. the. Not consenting or withdrawing consent, may adversely affect certain features and functions. Richardson has taken the position of executive chairman at the fashion firm, which aims to grow into a 100m label over the next three to five years. Gymshark can now provide a radically enhanced click-to-door experience for their entire North American market and initial results show that their customers are rewarding them with increased orders and positive feedback on social feeds which is driving accelerated growth.. In 2013, thanks to a chance meeting in a Bromsgrove gym, Paul began chatting to Gymshark founders Ben Francis and Lewis Morgan. His first success came in the West Midlands waste-disposal trade but then, in 2000, proving that entrepreneurial skills indeed are transferrable, he co-bought fashion brand AllSaints out of administration and turned it into a winner. Facebook sets this cookie to show relevant advertisements to users by tracking user behaviour across the web, on sites that have Facebook pixel or Facebook social plugin. This cookie is used to show Google ads on non-Google sites. This cookie is set by Radial to track a visitor's original utm_medium value. Hera currently has a turnover of around 4m. Paul was a local business person that I met at the gym. The Pardot visitor cookie includes a unique visitor ID and the unique identifier for the Pardot account. In his new position, Richardson will oversee company strategy, create significant growth and improve brand equity. Join over 20k audio creators and earn $$. . These cookies track visitors across websites and collect information to provide customized ads. But it may get you a little closer to your dream destination. Paul has been around Gymshark since it's early days in 2013 and now has seen it turn into the $1.4 billion dollar brand that is today. For example, our turnover is 260m. Bonuses expire in 7 days. Hera said it is also working . Losing $2k in Paul Pogba crypto scheme: 'The main reason we invested was him'. Paul Richardson, Executive Chairman for Gymshark Within the GSLC complex Origin Fitness worked with Gymshark to create the Gymshark App studio. Gymshark director and former chairman Paul Richardson has purchased the majority share in streetwear brand HERA London. This cookie is installed by Google Analytics. But perhaps more importantly, the experienced leaders understand the need to learn from the youngsters. Email meCall me, Where did you hear about us? You can clip a small part of any file to share, add to playlist, and Sahar Nazir. I just love the challenge. He makes himself available at all times and what you see is what you get. Without a subpoena, voluntary compliance on the part of your Internet Service Provider, or additional records from a third party, information stored or retrieved for this purpose alone cannot usually be used to identify you. Theres no top table or any of that rubbish. ONHAND: DRIVING SOCIAL IMPACT AND BOOSTING EMPLOYEE WELLBEING, Alice Stephenson Founder & CEO, Stephenson Law, April Bembridge Chief People Officer, Cooper Parry, Award-Winning Know-How. Bassini disclosed a 30million bid to buy the St Andrews outfit and vowed to win the league with up to 100m of extra investment. Francis . With a data team of 40, this is consumer insight with bells and whistles on. Now tennis club manager, tennis, cricket and bootcamp coach. Delta Dental of NJ names senior vice president for HR. But we would probably be in the 600-700m bracket if we were to sell Gymshark products wholesale to the likes of JD Sports or Dicks Sporting Goods in the US. This cookie is set by Radial to track a visitor's original utm_term value. With Gymsharks community and customer-base spanning the globe, Radial will leverage its fulfillment centers in Groveport, Ohio, Rialto, California and Mississauga, Ontario to assist in providing an improved, more consistent customer service. Richardson has taken the position of executive chairman at the fashion firm, which aims to grow into a 100m label over the next three to five years. As a result, Gymshark was able to transform their original 7-9-day delivery window in Canada to just three days for 98% of deliveries. He is a former managing director at Knowaste. Please wait while you are taken to Radial's European website We use cookies on our website to give you the most relevant experience by remembering your preferences and repeat visits. Joining some great companies , Managing Director @ MyBrightside | Targeted B2B lead generation with a human touch | based in the U.K , Great news for the sustainability efforts in fashion Paul Richardson ! Gymshark director and former chairman Paul Richardson has acquired a majority stake in streetwear retailer Hera London. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. The perfect blend of youth and experienceis a sports commentators clich. Some of our best projects and brand concepts come from executives; not directors. Richardson has a run various waste management services. The fashion resale space is growing 11x faster than general fashion and will be 2x larger than fast fashion by 2030 and i wanted to be part of that revolution. It was the same when we were a team of 20, 50 and 100. "Culture and community flows through everything we do and stand for. It's been so important for us to have advisers around us that we can not only trust but that will also tell it like it is and Gateley has certainly proved itself to be one of those. You also have the option to opt-out of these cookies. Sports apparel brand Gymshark has just hit a $1.3 billion valuation after securing investment from General Atlantic. The cookie stores information anonymously and assigns a randomly generated number to recognize unique visitors. This business is built on a brand-first philosophy. King of Prussia, PA, February 20, 2020 Radial, the leader in omnichannel commerce technology and operations, today announced that leading conditioning brand Gymshark selected Radials eCommerce fulfillment and transportation solutions to deliver world-class service and order fulfillment to U.S. and Canadian customers. 1 APRIL CORPORATION TAX CHANGES ARE YOU READY TO RUMBLE? In July 2022, Richardson launched a takeover bid for Birmingham City alongside former footballer Maxi Lpez,[15] at a reported fee of 35 million. We exist to unite the conditioning community. The 20,000sq-ft Gymshark Lifting Club includes 13 Olympic-grade weight-lifting platforms and much more. A High Growth Mindset To Match Yours, Gymsharks Executive Chairman Paul Richardson, 2022 Cooper Parry | Cooper Parry is a trading style of Cooper Parry Group Limited (company number 07795137) and Cooper Parry Advisory Limited (company number 14012064) both registered in England. Contents 1 Early life 2 AllSaints 3 Gymshark 4 Other ventures 5 Birmingham City Football Club 6 References Click to share on Facebook (Opens in new window), Click to share on Twitter (Opens in new window), Click to share on WhatsApp (Opens in new window), British businessman joining talkSPORT to detail his attempts to take over the club. The company has 21 multi-tenant fulfillment centers in North America and six abroad. Used by Twitter to assign a unique id to guest users of their content. Premier brands around the world confidently partner with Radial to deliver their brand promises, anticipate and respond to industry disruption, and compete in a rapidly evolving market. Share to Linkedin. And Richardson spoke exclusively to talkSPORT about the details of his purchase of the club, as well as how the Champions League winner came on board, on Tuesdays White and Jordan show. This city deserves more than one team and we want to be back where we were many years ago. Richardson said: Im thrilled to have acquired HERA London and look forward to working with the new team to help develop the company into a leading streetwear brand in this competitive sector. A High Growth Mindset To Match Yours, 2022 Cooper Parry | Cooper Parry is a trading style of Cooper Parry Group Limited (company number 07795137) and Cooper Parry Advisory Limited (company number 14012064) both registered in England. LinkedIn sets the lidc cookie to facilitate data center selection. So data is vital to our business. Registered Office: Sky View, Argosy Road, East Midlands Airport, Castle Donington, Derby DE74 2SA. The technical storage or access that is used exclusively for statistical purposes. Policies. -. We have two car parks and if ones full and the CEO or Chairman cant find a space, they have to drive to the next one like anyone else. Paul has been around Gymshark since it's early days in 2013 and now has seen it turn into the $1.4 billion dollar brand that is today. way to share audio! CB Rank (Hub) Retail Companies With More Than 500 Employees . Outside a cafe in the bustling backstreets of Istanbul, 26-year-old Berat Kurnaz reflects on the worst decision . During the Blackout sale (a two-week period from November 25 to December 6), Radial processed a record-breaking number of orders and units for Gymsharks Canadian business. [10] The company would continue to build on the global foundations laid by Richardson and Hewitt, expanding its presence in the US market the following year with the opening of a new regional headquarters in Denver. [6], Buoyed by an increase in revenue and recruitment, Gymshark expanded its regional headquarters in Solihull in 2020. LinkedIn sets this cookie to remember a user's language setting. This cookie, set by Cloudflare, is used to support Cloudflare Bot Management. It might tell us that our target customer likes black tracksuit bottoms, black vests with large branding, loves doing deadlifts on Thursdays and Fridays and likes to work on the chest muscles on Mondays. Richardson has taken the position of executive chairman in the company, which has announced plans to grow into a 100m fashion label over the next three to five years. However, theres another factor at play: mutual respect. [11], In January 2014, Richardson became a director at Knowaste, a waste management company that he had worked with since 2008. Hub Name . In this episode of the Venture Mentality podcast, I sit down with the Executive Chairman at Gymshark, Paul Richardson. As long as you keep getting up, then youll be OK. Its the same in business. On that note, lets find out how Gymshark has achieved such wild success. Gymshark director and former chairman Paul Richardson has purchased the majority share in streetwear brand HERA London. Former footballer, cricketer, tenniser, athlete. Paul Richardson, who is the former chairman of Gymshark and its current executive director, has now purchased Mr White's share in the business for an undisclosed sum. The technical storage or access is required to create user profiles to send advertising, or to track the user on a website or across several websites for similar marketing purposes. By clicking "Accept All", you consent to the use of ALL the cookies. Used by LinkedIn to store consent of guests regarding the use of cookies for non-essential purposes. Cheering you on , Owner 2GEESCLOTHING - A fashion brand making a difference. 5pm AWST, 7pm AEST, 8pm AEDT for Australian regions. Richardsons CV includes a post as joint owner and director of All Saints, when the brand was growing in the early 2000s. And finally we hear about the companys in-built passion for fitness and wellbeing, thereby building resilience, mindfulness and balance. Set by the GDPR Cookie Consent plugin, this cookie is used to store whether or not the user has given consent for cookie usage. Sky Views 3 words are: blanking.curly.copiesM, Our London Office words are: brand.bricks.employ, Birminghams Office words are: music.ground.rapid, 6 WAYS TO MAINTAIN YOUR COMPANY CULTURE DURING RAPID GROWTH, HOW I BUILT THE UKS FASTEST-GROWING NUT-BUTTER BRAND. IS YOUR WORKPLACE CULTURE AMAZING OR IS IT ALL JUST BULLSHIT? The technical storage or access that is used exclusively for anonymous statistical purposes. Now its competing on the global stage with some of the biggest brands on Earth. [1] In 1992, Richardson founded City Waste. But the only way that works is by having trust and respect going back and forth. [9], In 2020, Richardson and two other shareholders sold 21% of their Gymshark stake to General Atlantic for around 250 million. Initially its a part ownershipand then we move forward over the next two and a half years to obtain the rest, but hopefully the official statement from the club will come soon, explained Richardson. Steve Hewitt, Ben Francis and Paul Richardson outside Gymshark's headquarters in 2018. 20) on selected events at odds of 2.00+, in 7 days. Gymsharks disruptive approach to social media and marketing has been a catalyst in propelling the brand to become a globally recognized name in the fitness and conditioning industry. Startup To Scale Up, Capdesk & CP Futures: Delivering the A round webinar, COCO Podcasts and Webinars A Bembridge, COCO Podcasts and Webinars Business Resilience, COCO Podcasts and Webinars Andy P Ben R, COCO Podcasts and Webinars Mark B and Tara W, COCO- Financial Reporting During This Chaos, COCO- Financial Support Backed By The Banks, COCO- Help For Individuals And The Self-Employed, COCO- Help With Commercial Rates And Business Rates, COCO- Leading In Uncharted Waters And Looking After Your People, COCO- People. To provide the best experiences, we use technologies like cookies to store and/or access device information. Early life [ edit] Richardson has a run various waste management services. Its a central part of the brands 200,000 sq ft campus that is being developed, including the original 4m HQ, and proves how much emphasis the company places on fitness and wellbeing. The Herculean achievement puts the Birmingham (UK) gymwear company, founded in 2012 by two 19-year-olds into an ultra-elite category. The young members of the team learn from the older members. Richardson said: Im looking forward to working with the new team to help develop the company into a leading streetwear brand in this competitive sector.. Lifelong Birmingham City fan Paul Richardson says he wants to give the fans something to be proud of following his takeover of the Championship club. One of the fastest growing UK retailers, Gymshark is rapidly expanding . He says: Weight or fitness training creates the perfect mindset for business because it requires focus, stamina, self-motivation and resilience. Todays consumer is demanding yet eager to embrace brands that are forward thinking, agile, responsive and aligned with their trusted social brand ambassadors. I was approached by the Haru guys Jacques Hill and Sam Lynas a while back and i was super impressed by everything i have seen and now we can look at ways of taking this brand global. We also use third-party cookies that help us analyze and understand how you use this website. AND HOW DO I GET READY FOR IT? We will have full control., Get up to 40 in free bets for the Premier League* CLAIM HERE, 18+ New customers only. Twitter sets this cookie for tracking and targeting purposes. We dont have special parking spaces for directors. Richardson has taken the position of executive chairman at the. Paul Richardson @PaulPWRFitness Professional fitness & nutrition coach. Richardson works for Gymshark on a part time basis now, with the fitness fashion brand popular among Gen Z consumers. The shorter delivery windows and enhanced customer satisfaction seen in Canada prompted Gymshark to move forward with a U.S. fulfillment expansion plan in partnership with Radial. LinkedIn uses this browser Identifier for users outside the Designated Countries. And that results in one of our mantras: the best idea wins. This button displays the currently selected search type. He is the former co-owner of AllSaints, the former executive director and chairman of Gymshark, and is executive chairman of streetwear brand HERA. Paul: One big reason for the success of Gymshark is its blend of youthful energy and enthusiasm with experience and expertise. T&Cs apply, see below. We have a data team of around 40, says Paul. Gymshark is a conditioning brand dedicated to creating functional training apparel, designing. He was known locally as being the "business guy" and had a wealth of experience that has helped build Gymshark's strong foundations over the years. Related Hubs. Twitter sets this cookie to integrate and share features for social media and also store information about how the user uses the website, for tracking and targeting. October 22, 2021. This website uses cookies to improve your experience while you navigate through the website. In this episode, we discuss Paul's role with G. Snippets are a new Im one of the worlds leading authorities on nappy recycling, he laughs. He originally came to me, we formed a relationship and, with Maxi, hes all about football, he wants to bring football to Birmingham and to the fans.. This cookie is set by Radial to track a visitor's original utm_source value. Paul Richardson (born 31 May 1959) is a British businessman, entrepreneur and will be the co-owner of Birmingham City Football Club. [16] The takeover was awaiting EFL approval,[17] however the consortium pulled out of negotiations in December 2022 after failing to agree revised terms with the owners. But what exactly is it? Gold's Gym Richardson gives you access to everything you need reach your fitness goals: weight and strength training areas, a wide selection of free weights, cardio equipment, resistance machines, group exercise classes, GOLD'S STUDIO and Group Cycle offerings - plus a team of certified Personal Trainers ready to support and motivate you to become the strongest version of yourself.