Hi, my name is Thomas Smauer. I'm a Cloud advocate at Microsoft, and I'm sitting here with Jane from the Azure Management Team to talk about hybrid server management. Yeah. Hi. I'm a program manager in Azure. Hi. So I speak a lot with customers which are using the Cloud for their compute resources. But most of them or a lot of them also have servers running in their private data centers, in their branch offices, or they even have other parts in the organization which they use another Cloud provider or another service providers. One of the main challenges with all these servers they have is basically keeping control of all these servers wherever they are running, to make sure that they are secure, that they're patched, that they have the compliance. I heard that the Azure team and especially you are working on something which helps with that. Yeah. Absolutely. I love to talk about it. It's actually echoing what you just mentioned, it is indeed a huge challenge. So I talk to a lot of customers as well, especially they need to manage these very hybrid environment server all over the place with application team trying to just go out, get all the resource they need to. It doesn't matter which Cloud they just go in and deploy things there. The IT on the other hand is trying to understand, oh my gosh, where are all the things? Where are all the data? What happens if something got breached? Especially now you see the news all over the place. So this is really something Azure has always been thinking about, and especially services today that already managing on-prem servers, but now with this service, we're really taking it to the next step to integrate those servers more natively into Azure. Okay. That sounds fantastic. So when you talk about integrating these servers into Azure, what do you mean by that? Yeah. I'd love to show you a picture of it. Perfect. Thank you. Here is how services are managing these environment. So these services actually all manage on-prem servers today. By the way, I'm calling it on-prem server, but it's really doesn't matter where they are. They can be on-prem in data centers, private data centers, or in other hosted Cloud. But as you can see, all these servers managing the Azure virtual machines through the something called Azure Resource Manager, short for ARM, and where on the on-prem servers, they really need to figure out a way to get their code deployed onto those on-prem servers individually. So as you can see, there is some disparity between the two panel. This is really what I mean by natively integrated into ARM. Now they get projected as an ARM resource into Azure. The benefit will be huge. As you can see, a lot of investment went into ARM like identity, like RBAC, like policies. Most importantly, a lot of customers really care about compliance, and also just regular management like tag them, show what are my servers are all in production. Those kind of simple things are all capable through ARM. So now I have once projected servers into ARM, I get all these benefit. In addition, all the services now can be deployed onto Azure as well as on-prem in the same fashion. So as you can see here, I labeled out a very important component called guest agent. The purpose of this agent is to manage the life cycle of these extensions, and we're following the same model so that now all these extensions can be applied to on-prem servers as well. So that's great. So our servers show up as Azure resources. They show up in the portal and also in the Azure Resource Manager, and I can basically treat them as machines like I used to do with Azure Virtual Machines, right? Yes. From a management perspective, that is our central goal. We wanted to all these solutions to manage these servers the same way for Azure as well as for on-prem, and also they get the same ARM benefit. Okay. That's awesome. So I want to now use that. So can you show me how we onboard these servers to Azure? Absolutely. Let me show you a demo. This is a page that we built to show all the on-prem servers that has been onboarded to Azure. Essentially, to onboard the customer need to run a script on the server and to help to build that script, we actually build a flow in Azure to generate that script. So this is the option that they can click to generate the script, but at the same time, we also recognize it's a challenge for customers to onboard at scale if they have to connect to every single server individually to run these scripts. So we're also trying to understand what are some common on-prem server management applications so we can integrate to help customers to onboard those machines at scale. For example, here, if the server is already managed by the Azure Update Service, we build actually the script or the run books to actually deploy to onboard those machines onto Azure without actually customers touching all those machines. But in the future, we're also working with, for example, System Center Configuration Manager, and they also integrating the onboarding experience, and in addition to Windows Admin Center, so we just kind of keep on expanding on how customers can onboard to Azure in a least-effort way. But in this case, let me show you how to generate the script. So as you can see, these are Azure resources, so they follow the same hierarchy as in subscriptions and resource group. So now you can pick which subscription and resource group they wanted to go. Here, the region indicates that which Azure region is running these service managing these on-prem resources. So you can see from like compliance or regulatory point perspective, you know where the metadata is stored in Azure. Physical location is new, specifically for the on-prem servers. This allows customer to tag the servers or specifically indicate which data center they are in. So if there's something, this is really about ease of management. Okay. That's pretty cool. So customers could not just add a name over the data centers. So they could even like, for example, also add a room of the location or even the rack name or the rack number for their server? Yeah, absolutely. So this is really for the customer to easily identify where that resource is, if something happens to that server, they can go if they need to physically access, they know exactly where they need to be. Here, we also allow customer to choose the operating systems, as I didn't really specifically spell it out, but as always, in Azure, we are trying to embrace Windows as well as Linux. Same for here that we build two packages for agents to onboard either Windows Server or Linux Server. I understand a lot of customers for on-prem, especially they don't want to expose their servers to the Internet directly, and they put it behind a proxy server. So here in this case, our agent does need to connect to the Azure service. So if these servers are not connected to the Azure directly, they can configure the proxy server here, and then the agent will be able to communicate through the proxy server. This is just Azure resource capability, so they can tag the servers to indicate maybe who owns them, or whether they are a part of a team. Yeah. So this also means this is like with other Azure resources, right? So for example, in my environment, I tag resources based on production, development environment, demo environments, and so on, so they can use the same tagging for their basically on-prem service. Yeah, exactly. You got that. In the end here, we generate the script. So now you can take a copy of the script and run it on the target server. Let me show you exactly the script content. So the first is really three steps. Once you download the package, but if you actually already downloaded and put it on a file share, you can just change that to copy it off from the file share. The second command is to install that package. The last one is the important one here to which we'll actually doing the onboarding. This tool will actually create the ARM resource and then link back to the agent. So that at the end of the onboarding process, you will actually see these resources presenting that physical server in the Azure portal. Oh, that's awesome. So we make it super easy basically for customers to onboard these servers by basically creating them the script they need. Obviously, I think they can also run these scripts against multiples of servers if they're onboard like not just one or two servers, but maybe hundreds of servers. Oh, yeah, absolutely. Okay. That's great. So now I have my server in the portal and I can see that and manage it using the Azure Resource Manager. Which services can I actually use now? Yeah. Let me show you that. So if you click on one of the resource, as you can see here, we really want to follow the Azure Virtual Machine model. So you can see the list of capabilities and it's eventually as we go move forward, we are going to expand on these management capabilities. Today, we are enabling two specific services. One is we can integrate it with log analytics, so that you can actually get the logs added to the resource ID and you can query those logs in one central place. So let me show you. If I click on logs, I will be able to get all the logs relevant to the server. Without this, what if customer trying to access a log for a server, they essentially need to go to the server, figure out which workspace ID it connects to, and then come to the portal, find that workspace, and then you can filter based on the computer name. Now with this integration, you can simply just click here and then get all the logs belong to the same server. Oh, that's fantastic. So this also helps me like, I see a lot of customers having the different organization parts and some of them are just really application focused. So I cannot just give access to this specific team to a specific set of servers, and they can just access the logs from for these servers. Yeah, that's actually a great benefit to you that mentioned there is in March, the monitoring team has released this new capability called a resource centric RBAC access for the logs, and they made it available for Azure VMs. Now with the hybrid service, now you can also get it for on-prem servers. That's awesome. So you also mentioned policies. Yeah. So Azure policy is the place where customers can define their compliance and can also view their compliance status. There's this particular category of policies called guest configuration policies. You can think of guest configuration policies almost like group policies, but for servers not domain joined. So there's a long list of the guest configuration policies. We made 18 built-in policies today, so you can actually deploy them right out of the box. But also if you have a requirement that not built-in, you can actually create those custom policies and deploy them into unique environment. With the guest configuration policies, it actually works through ARM for the Azure VMs. Now with the hybrid, they can also be monitoring and governing the on-prem servers. So as you can see, I deployed some of the guest configuration policies and in one view, I can see all these non-compliant status. If I drill down to I notice the password policy, I have a bunch of non-compliant services. So let me come here, drill down, then I can see all the servers that not in compliant. Let's see, you can see which resource group they belong to, so you can get an idea what they are doing. But also here importantly is that they cover these are Azure virtual machines and these are on-prem servers. So in one view, you get a full picture of all the servers that not in compliant. Wow, that's fantastic. So I see all my servers, doesn't matter where they're running, if they're running in Azure, if they're running on-prem in my data centers, in my branch offices, I can see them at one single view and I can manage them from Azure. Yeah, that's our purpose is having Azure to be the one central place and we want to provide the consistent experience. So that's fantastic. So if I'm a customer today, how do I get my hands on this? Yeah, so we are really getting the public preview now. So if you follow the link on the screen, you will be able to see our documentation and the process on how to enroll with the service. Okay, that's fantastic. And what about the cost for this? Oh yeah, that's a great point. Get a lot of questions on how much would I pay for it and the good news or great news is free. That means that you don't actually pay to onboard your machines onto Azure and you only will pay for the solutions that you're going to deploy onto those servers. Oh, that's fantastic news. So thank you very much, Jane. Thank you for being here and showing us this hybrid management capabilities. Yeah, thank you.


Hi, good morning, and welcome to today's products in focus looking at the US 30 there. We had a very negative day This is a three Black crow formation there on the candlestick formations. You can see it's a slight smaller one than my larger one than a massive big one there today Hitting the potential support at 17 5 46 We've had a slight bounce this morning, but it doesn't look like it's got that much conviction Most other European markets and Asia are down in tandem as well if we break below 17 5 48 We're looking at a 17 361. There's a next potential support and the technicals of turn furiously bearish Looking at the UK 100 again very similar picture, but more aggressive We're nowhere near any major support lines. I've got the next support level on the UK 100 Unfortunately, we're in about 60 73, which is a good 300 points lower than where we are right now and 400 points lower We might be able to draw another potential This was a broken resistance, which might now act as a potential support or in about 64 12 But it's a little bit shaky at best trading below both moving averages MacDee's crossing the zero line and MacDee is slow to cast it. They are both in neutral territory Indicating that even though we are in positive territory this morning if things do continue to turn south There's still extra room for maneuver So looking at Japan 225 and WN still in the toilet after its End of its rally really dropping over about 300 points since the since it's top there But we'll come back to that in a second Again trading below potential support 17 17496 next potential support 16 392, which also coincides with that 55 period SMA Technicals are fiercely over bought cross the crossing. There's 70% and 80% levels there and dick of the signals there to sell We've already had volatile sessions in Japan where we've been closer to 17,000. We're currently at 17232 And today is Thursday. So we do have unemployment claims And retail sales in the US today, which could add some extra color To those non-farm payroll numbers that we had there on Friday Which came out much better than expected. So a lot of traders were looking for Additional confirmation of the strength the US economy and the US dollar certainly taking a massive breather having still come off more yesterday And it's still on the wrong side of the line again today to be completely honest So we've seen a lot of yen buying resurgence in the euro, which is surprising considering what's going on in Greece There's nap elections But nevertheless, that's they that's the way the chips have fallen After the top of the rally there on Friday So that's where we stand with Japan 2 to 5 Moving on to dollar yen as you can see there we bounced off potential support at 17 spot 36 That's a decent move more like a massive unwinding of long positions After extended rallies right across the markets What some trader trying to get a gauge off right now is that is it simply as people unwinding a long longer term Builess positions is just a near-term correction or are people very concerned by this big drop-off from crude oil prices Not looking at the drop-off of crude oil as actually being net positive for the world economy But looking at the drop of crude oil as a complete lack of demand heading into 2015 And that could be sending some signals of a zone to be completely honest So if crude oil at these low prices are so great why are we seeing such a spike in safe haven yen and gold buying? So people are getting a little bit antsy now in the back of this this retreat that we've seen about dollar yen Hating 117 spot 36 this morning. We breaks that one 14 spots 72. So moving on to West Texas crude Felt another 5% yesterday. In fact as more news came out from the Saudis about not supporting prices wanting to gain market share They expect OPEC came out with a statement saying they expect 2015 to have the lowest demand in years 59 50 seems like almost a formality right now So we're actually looking to a stage now when we're looking at the next potential support level And I have drawn them one on there at $35, but that is substantially further away. So let's go back in time To be honest, there's made a very clear reason why we've selected 35 is that next potential support So you could be looking at 55 you could go down to 46 But certainly 59 50 is a major level and if we breach that Getting close to 55 dollars probably seems like a realistic next potential support level to identify there. So gold This drifting ever so slightly after almost hitting potential resistance at 1242 Long-legged candles here begin to go a little bit ugly for gold incidentally that they've tried four times three times Sorry to break up higher only to get pushed back down and yesterday push into negative territory and today exactly the same So 1218 could be I could be retracement for people looking to enter new long positions for gold Anticipating that there's going to be more uncertainty and heading into Christmas as things begin to kind of quieten up the markets Which could then target 1242 filling that break of 1218 could target 1186 So finishing up with your dollar and cable so your dollar spiking higher trading above the 21 period SMA next potential resistance one spot 25 79 Which would also coincide with 55 period SMA all the technicals are completely neutral and ticket with it We are in the middle of two ranges right now incidentally And you know the I think longer term the dollar fundamentals are still quite strong But certainly the very near term the dollar has gone into hiding So a lot of the other major FX pairs are trying to make up a little bit of lost ground Looking at GBP USD to finish things up. We've hit resistance one spot 57 43 We attempted to break through it but looks like we had a false breakout Which also coincides with this downwards trend line that we've had in line since June the July this year again technicals are quite neutral. This would be a doji formation if this remains information As we get close to the end of the session obviously we've just started but very interesting that it coincides that trend line quite beautifully So if that does tend to sell off again one spot 55 one spot 56 would be the next potential support level on that Economic data wise we already covered employment data and retail sales fast-forward on to Friday and you do have US PPI and you've got the University of Michigan sentiment index to be honest the only one that I'd really put a lot of Cut a lot of on the song would be this one the PPI figure final demand month-to-month They're not expecting a great figure incidentally with 0% But that's gonna be more important Michigan University of Michigan sentiment index keep you on the chart for make ends. That's partly I going forward and join me again tomorrow to find out What happened next


Kieran, are you going to train this year? Hi, my name's Ben, I'm down at the Wanderers training ground, and I'm going to be your sideline reporter for today. The coaches have just arrived, and I'm just going to ask what they've got planned for today. What plans have you got planned for today? I'm going to try to do a good training session. This season I've scored 72 goals, and last season I scored 125. Wow, you come straight in the first team, okay? Don't need the other teams, you come straight to us. The players are arriving and I'm really pumped to see what they're going to do in this training session. Why do you miss the penalty? Why do you have the thing down here? I can just see the goalkeepers doing some little fast steps and making their goal control better. I mean, their goal control, and I think they're doing very well. Are you going to train this year? Josh, how is the World Cup? How many games did you win in the World Cup? Well, does your wife do your hair in the morning?    Do your hair? Do your hair? My wife every morning takes the command. Oh, you're my favourite player. I'm your trick, please. I've just been in a little bit of their training session and we played do this and you run around the pitch and if the coach says do this, you've got to do what he says, but if he says do that and you don't do it, you have to do push-ups. That's it for today, folks. All you're going to train is to make a scoring record and I don't think you can.


to help make decisions as you're running your business and help you be more successful, more profitable. We're all, I believe, familiar with a P&L, a profit and loss statement. It is probably out of the three different types of financial statements that you would have along with your balance sheet and statement of cash flows. The P&L probably gives you the most insight on how your business is forming financially. I'm gonna show you some benchmarks on that. Some detail kind of go into the various categories that you would see on a P&L. But at a high level, your P&L could be broken down into four categories. The top part is just the income, the amount of money your clients pay you for the service you provide. And as a percent, these percentages here are the percent to income. So if that had a percentage, it would be 100% of your income is income. But out of your income, your money basically goes into three different buckets. The first bucket would be cost of good sold. That would be the variable cost associated with running your business. The largest part of cost of good sold is your direct labor. Basically the money you pay, the cleaning professionals that clean homes for you. It's variable in the sense that for every extra home you clean, those expenses that fall under cost of good sold would go up a little bit. For every home you clean, you have to pay your cleaning tax to clean it. Hence your cost of good sold would be going up. That number as a percent to income for a house cleaning business can vary a fair amount. And I'm gonna explain some reasons why and how that works a little bit later in the presentation. But at this point, fully loaded cost of good sold, I'm gonna say fully loaded. It would be including your insurance like workers comp. It would be including the employer portion of your payroll taxes. Could be as low as 45%. Maybe a little bit lower even in some cases. I have seen it around 40, but that's rare. On the high side, you're probably talking 60%. No misunderstanding. The number can be a heck of a lot higher than that, but it's really hard in this industry to run a profitable business if your cost of good sold is getting north of 60%. And there's some exceptions to that and we'll talk about that. But as a rule, that's a pretty high cost of good sold, 60% when paid. After you cover all your variable expenses, I'm gonna type variable here just to help us. You've got money left over and from an accounting standpoint, that's called gross profit. That's the amount of income you have lest your cost of good sold. And those are typically, the gross profit goes to cover your operating expenses, which are typically fixed. You're talking about your rent, your utilities, leases that you would have for like automobiles, things like that. Those expenses are typically the same month over month, regardless of how many homes you clean.  However, your fixed cost, like your rent and so forth, is gonna be the same and the landlord's gonna be expecting that check at the end of the month, regardless if you clean any homes or not. So those are fixed. Those numbers can be 30 to 40%. And again, that can vary wildly as well. A lot of that depends upon the business structure. If you're running solos and they're using their own cars and you don't have an office and you see your cleaning technicians once or twice a week, if even that, the number can be lower. If you're running a more capital intensive business like we do here at Castlekeepers where, you know, you got brick and mortar space, you got company cars, yada, yada, yada, the number can be higher, but 30 to 40% is kind of a middle of the road benchmark for that. And if you're doing all that right, or if you take your income, subtract your cost of goods sold, subtract your operating expenses, you should be left over from that income of somewhere between 10 and 20%. Those numbers can vary wildly as well. If you're not doing it right, that net income number can be a negative percentage. That's called the net operating loss. That's not good. That's not sustainable. And if you do that over a long period of time, you'll no longer be in business. So we'll come back to this in a little bit, but let's just kind of break this down a little bit of the things that go into cost of goods sold and how that could be broken down as a percent to revenue. The largest part, and I just want to emphasize that, is the payroll expense itself. Just the sheer dollars, gross dollars you pay for your cleaning technicians. That could be 40 to 55%. There's a lot of other variable costs in here, but they're not real big from an accounting standpoint. You could even argue that they're not material. That's the way CPA would refer to a number that's maybe not really big and maybe isn't worth fretting about too much. A lot of the way that we teach this within foundations and the courses we teach as well as how we run our own business, we spend a lot more time looking at a metric called payroll as a percent to revenue, which is basically just taking the payroll number and dividing it by the income as opposed to fretting over, aggregating all these other smaller expenses just because it's really easy on a week over week basis. If you do a weekly payroll to take this Friday's payroll and divide it by last week's revenue to get a percentage, and that's one of the KPIs that we track week over week. And if you do really, really well, you can keep it in the low 40s, and if it gets up about 50, 55 for us, we start to fret a little bit. Can tell you that can get higher. We've got some smaller operations in some parts of the country and when we are growing and we have to add labor, you add a couple extra people to a branch. It's only running a few teams. It can really take your payroll expense and shoot it up as it compares to income. So it can be bigger. And if there's a rational reason for that, if you're doing that because you're growing and if you know that you're gonna grow into it, that's fine. If you've got a large operation and that payroll to revenue expenses ratio is too high, it doesn't matter how many homes you clean, you're not gonna be making any money. So anyway, 40 to 55% on that, you roll the whole thing up, maybe 45 to 60, all these other things are like less than a percent or so, except the workers comp. That can be all over the board too, just depending on what parts of the country you're in. On the operating expense side, the fixed side, let's say fixed, it's not literally fixed. I mean, your advertising would fall under operating expenses. That's gonna vary month to month, but it really doesn't go up and down as a percentage of the revenue generator homes you clean. That could be somewhere between four to 8%. And again, this is just general benchmarks in terms of what we see across our businesses and the other businesses that we work with. Some cases it's lower, some cases it's higher. You know, start up a small business and they're trying to ramp up quickly. It could be larger than that. If it's a more mature business, it could be smaller than that. Automobile expats, you know, anywhere to zero to five, depending upon the business model. You got a lot of other things here, bed, debt, bank, service charges, computers, these dudes, this is just stuff you're gonna find on your typical chart of accounts for cleaning business. All those are relatively small numbers, zero, you know, to 1%, one to two percent. Get down here a little bit in terms of your overhead. This is kind of where it gets interesting. This is your indirect labor. These are people that you have on your payroll that aren't cleaning homes, they aren't generating revenue.  You might be doing all those things yourself. You might have one or more people in your office doing it, just depending on the size of your business. That's a percent to revenue for a business that is fairly mature, saying a million dollars and up. Now, that number could be as low as 9%. I guess based on our observations, if you get it below 9%, you're doing something really, really rare, and especially if you're performing at a high level and growing. If that number gets below, excuse me, above 15% for mature business, and again, if it's a startup or small business, it might be a lot bigger than that because you hire your first office person, you don't have much revenue. It's a big number, but it's a big number relative to a small amount of revenue, so it's still not a ton of dollars, but for mature business, if it gets above 15%, that can compromise your ability to be profitable as well. It's hard to oftentimes manage that number if it gets to be above 15% for mature business. Recruiting expenses, less than 1%, that's a number that might be worth looking at in today's world and today's market. I've seen some situations, we've got some situations where we're having to throw a lot more energy and resources and money at recruiting and what we have had to do over the long run just because of the labor market, that's contextually something you need to think about as well. Rent and utilities for mature business, maybe 2%, adding all the way up to 30%, 40% net income, 10% to 20%. So what are some of the things that you can do with these numbers? This cost a good sold number is really an important number to use and again a good proxy for that, an estimate for that is just your payroll divided by revenue. If you know what that number is, and I'm gonna just say hypothetically, let's pretend my payroll divided by revenue is 45%. And we said that our operating, excuse me, our cost to get sold is variable, but our operating is fairly fixed. So let's pretend that our operating expense is a fixed number and let's pretend it's $10,000 a month. If I know that my variable expense is 45% of my revenue, what I can do is I can, 55% of my revenue is what I could call gross profit and that's the money that is left over from, as the money that's left over from the income I generate after I cover my payroll. Said another way, every dollar I generate in revenue, 45 cents of it goes to cover my labor and the other 55 cents I have to go cover my other operating expenses. So if I take this $10,000 in operating expenses and I wanna know what my break even revenue is, I can take the $10,000 and I can divide it by my gross profit percentage and it comes out to be $18,000 in change. So if I got $10,000 in overhead to cover each month and my cost to get sold or payroll to revenue in this case is 45%, I need to generate $18,000 in sales in order to cover it. Now, if my payroll to revenue is not 45%, say it's up closer to 60%, I've gotta generate $25,000 in revenue. So that's why this cost to get sold number is so really important because the lower it is, the easier it is to make more money and clean fewer homes is really what it comes down to. So when this number starts getting really, really big, like 70%, holy cow, I gotta generate $33,000 in revenue just to break even. And the other magic thing about this, I'll put it back to 45% payroll, 55% gross profit after I generate my $18,181 in revenue, every dollar in revenue over that 55 cents of that goes into my pocket as profit. So I'm making a lot more money per dollar revenue after breaking even with a higher gross profit than I am one that's over 60%. I wanna show you one other thing too that kind of factors into all of this. That's not really anything that you're gonna find on your income statement, on your income statement is another word for your profit and loss or your P&L, but it's really, really, really important number. It is what we call the efficiency factor. And your efficiency factor is really nothing more than your time cleaning homes, let's forget my ambitability to type, divided by time on the clock. For example, if somebody works an eight hour day and say they cleaned three homes and each home was, it took them two hours to clean it, three times two equals six. If I take the six and divide it by eight, that gives me an efficiency factor of 75%.  The other 25% of the time, they're either in the office and the meeting, getting their supplies together, driving from home to home, doing something but not being productive. So the higher this efficiency factor, set another way, the more time that you're actually paying your technicians that that time is being spent generating revenue as opposed to doing things that's not generating revenue. The much easier it is to keep this cost of good sold down and to, by definition, your payroll to revenue, keeping that down, making your gross profit more. So how does that impact us? Here's just a little grid that we put together and I've got various bill rates up here on an hourly basis, like $30 an hour, $35, $40 an hour, let's pretend that's what you're charging your customers, 45, assume that your technicians are working eight hours a day. For these four sets of bill rate per hour, I've got a efficiency factor of 65%, meaning that the technician spending 65% of the day cleaning homes, 35% driving around and doing non-productive stuff. So 65% of eight hours paid gives me 5.2 hours of actually cleaning time, so I'm actually making money 5.2 hours out of an eight hour a day. If I can get my efficiency factor up to 85%, that 5.2 goes up to 6.8. Let's pretend under both scenarios, you're fully loaded pay on an hourly basis is $15 an hour. So at $30 an hour and a 65% efficiency, I'm getting $156 in revenue a day per technician, basically just taking the 5.2 hours works times 30. If I'm billing $5 more, I'm getting 182 and if I'm billing 45 an hour all the way up to 234, compare those to the numbers over here if I've got an efficiency factor of 85. Instead of, I'd say $40 an hour, instead of $208 a day per technician, I'm getting $272 a day per technician. Pretty cool. This formula here isn't right. Oh, I changed that to 70, let me put that back. There we go. So if I'm billing $45 an hour at 65% efficiency, I'm getting 234 a day, I'm getting 306 a day if I can get the efficiency up to 85. Translating that all the way down to, you're paying your technician $120 a day under all of these scenarios, $15 an hour times eight hours, gross profit per technician per day. The gross profit number, remember that, that's the money you have left over after you pay your technician. Can be as low as $36 if you've got an efficiency factor of 65% and you're paying $30 an hour and you're charging $30 an hour and you're paying 15. See that's a payroll to revenue number, 77%. Remember we said you can never, it'd be very difficult to run a cleaning business profitably at that number. Look what happens though, as I increase my bill rate, my payroll to revenue numbers are getting more favorable at $45 an hour, I'm about 51% payroll to revenue, which would be 49% gross profit at 65%. But if I get my efficiency up, if I can schedule in a way where there's less drive time, cut down on my meetings and really emphasize that we need to be moving quickly and get it up to 85%, my gross profit goes from $114 a day per technician to $202 a day per technician. Pay your old revenue number all the way down to 34%. That's rocking. So say if your target revenue on a daily basis just to pay your bills and make some money, have some money left over for yourself in the form of profit is $1,000 a day as your target gross profit. Under each one of these scenarios, this is the number of technicians you would have to have cleaning. Under this worst case scenario here, you'd have to have 27 cleaning professionals cleaning for you, almost 28. All the way at the other end with a higher efficiency and a higher bill rate, you can make the same amount of money. You could have the same $1,000 left over in terms of gross profit with as little as five people. So we talk about benchmarks, we talk about what should your numbers be and it's really cool to know what your numbers should be but it's even cooler to be able to take those numbers and manipulate them to figure out what type of outcomes you can get if you can change the numbers from where it is to some place that's more favorable and that's really kind of what this whole model is about and how we use benchmarks and key performance indicators to manage our business and this is what we teach in foundations and the other programs that we do. Hey, Tom, in column J, J9 actually, we need to change that number to 15. Dude, wow, okay, it's even getting better. I think I used this for another presentation and I was doing some what-ifs. Okay, I need a couple more texts I guess or like one more tech between 13 and 15 but I'm still rather be here than here. Absolutely, we also have some questions in the chat. As you can see there. There's a chat? Yeah, so I've chatted with you a couple times and told you a couple of questions but I'll read what we have right now. Robin would like to know what makes up the payroll expenses, direct labor, payroll taxes? We'll go back over here. Well, the primary payroll expense here in this context is just the gross pay. So it's somebody's making $15 an hour that in times, say you had 100 hours of total payroll then it would be $1500 would be that number. You've got your other loads primarily workers comp. I guess the payroll expense in this context would have to include your taxes as well, the tax part of it, which would be the employer part of Fika Fuyisui. Okay, we have another question. Elena missed the little quick explanation about break even. Would you mind going over that again real quick? I think you have enough time Tom. Sure. I'm sorry, I've got too many monitors and I'm trying to find the chat. Here we go. Yeah, okay, I got it. Break even. The way this works is, don't change my formula. If you know what your cost of good sold is and it's hard to calculate that on a short-term basis. So if you do weekly payroll, you can figure out what your payroll divided by revenue is on a week over week basis. So you take your payroll on a Friday and divide it by the amount of revenue that you generated the previous week. You got this thing called the matching principle. So you wanna make sure you're matching the payroll up with the revenue that was generated. So if I'm paying people on this Friday, I made that money the week before. So you do that calculation, you get a payroll to revenue number. You take one minus that, that's your gross profit. So in this example, the payroll to revenue is 55% then my gross profit is 45%. So every dollar I generate, 55 cents goes to pay my people, 45% I have as gross profit. Now, I gotta take that 45 cents out of each dollar and I gotta cover all my other operating expenses. The example that I had here was this pretend our operating expenses for a month is $10,000. In order to calculate my break-even revenue, I basically take the $10,000 or whatever my fixed expenses in this case and I divide it by my gross profit percentage. Since, I got 45 cents out of every dollar if I need to come up with $10,000 in cash to pay my rent and other insurance and leases and so forth, I gotta generate $22,222 in order to break-even. If I can get this number down say to 45%, flipping it so 55% is my gross profit, I only have to generate $18,000. I can get it down to 40%, which is really pretty good. It can be as low as 16,000. What happens to a lot of people though, they let their payroll get out of control by either having too many technicians or more often, just not scheduling efficiently and not really emphasizing and measuring the efficiency factor and helping people that are working in your business and leadership roles and just everybody that does cleaning homes appreciate how important it is to be as productive and as efficient as we can be and if our efficiency factor gets to be too low, then this number will get high and say, your payroll to revenue might get to be 70%. And if it is, holy cow, I gotta do 33,000 in order to just generate 10,000 to cover my expenses. So that's kinda how you can take your payroll to revenue and if you know what your fixed costs are, generate your break-even point and then you really wanna manage your payroll to revenue to get that as low as you can to make that break-even number as low as it can be because as soon as you hit the break-even number, every dollar after that for that month, the gross profit percentage is money going in your pocket. Tom, we have another question. Thanks for that, it's a good explanation. TJ would like to know, what is a good percentage range for efficiency or rather at what percentage would give you pause for concern? That's a great question. Depends on a fair amount on your business model and where you do business. For example, I know some folks who have businesses in metropolitan areas, say where they got big tall vertical buildings and they schedule really efficiently where they will sell in a way where they'll take a technician, a cleaning professional and their entire day's work will be inside of one building. That efficiency factor can be really high, 90% are greater because they're not driving anywhere. They take public transportation and get there when they're on the clock. I mean, they're very little time wasted between homes. In other markets where, say it's more suburban, more rural and depending upon the population in your service area, you might have more windshield time and the number could be 60% or in the 60s and especially if you've got a large service area and a relatively small base of clients and at that point you need to work on your, how you schedule and how you incent customers to allow you to clean their homes on days that help you maximize your efficiency to help get that number up, but it can vary. The bigger your team size, typically the lower your efficiency factor is, it's just them how to drive time. You've got more people in a car, if you've got like a four person team, they might be cleaning seven, eight homes a day. So you've got four people jammed in an automobile driving back and forth between eight homes. That's gonna be more drive time. All right, I'm unmuting everybody. Oh, maybe not. Okay, Tom, we have another question from Robin. What is your benchmark for service rate per hour? Service rate per hour, would that be bill rate per hour?  I guess a function of your market with the market will bear and where you position your service in the marketplace. Are you trying to compete on price? Do you offer a service that has a broader scope of work and can you demand a higher bill rate per hour? That's all over the board. It's gonna be $60, $70 an hour in some larger metropolitan areas, but in some rural areas with minimum wage at $725 an hour, you can make it work in the low 30s. All right, Tom, so we are pretty much out of time. Are you going to share the spreadsheet? I can, if anyone has an interest, we can certainly do that. I guess the easiest way to do that would be to cleaningbusinessbuilders.com and down here in the bottom, it says five minute business assessment. Don't really pay attention to that, but if you give us your name, email and phone number, we'll know when it says best time to call, just say spreadsheet and we'll know that you want our spreadsheet and we'll get it to you. Actually, if you could do benchmarks would be better because we have another one that has spreadsheet. Okay, benchmarks. Benchmarks, yay. It would be great. If anybody has a last question, you can unmute yourself. I don't want to unmute everybody again, it gets a little loud, but then we, Tom could answer your questions. Jen tell us see that you have an interest in the benchmarks. I will go ahead and send that over to you. All right, well, I'm not seeing any more comments here, Tom. And nobody is unmuting themselves. So I think you're probably, oh, we do have a question. Stacy wants to know where owner salaries go. That's a good question too. For a mature business looking at these benchmarks and these ratios that would, if you're actually are working in the business performing, like if you have a job description where you're doing a job in your business every day, it would be part of this number here, your indirect labor cost, but it wouldn't necessarily be your entire paycheck. This gets a little bit tricky.  But to keep, and that's okay if you want, but that would make these numbers look a little bit bigger, but it's really, you know, taking money out of one pocket and putting it in the other. So that's not a terribly big deal, except maybe you're paying more payroll tax and you need to, the way to really do it to get the cleanest number would be to factor in how much of the pay that you're giving yourself in terms of salary, what would the market rate be for hiring somebody to do what you're doing and I would put that there and I would be thinking the rest of it is down here in the net income. And really from your CPA would probably tell you that if you're giving yourself a paycheck, you wanna pay yourself market rate, but not a penny more and take the rest of it as profit from the company net income because the profit does not have the social security and other payroll taxes associated with it. You'll be saving yourself about seven and a half percent by doing it that way on the income that you're taking as profit as opposed to salary. All right, that looks like our last question there, Tom. Thanks so much. Well, thank you, I appreciate everybody joining us. I hope it was useful and if you have any questions, I think that you know how to find us. I mean, you can go to cleaning business builders and it's got our contact information and all that stuff there. We're not hard to get a hold of. Nope, we're not. All right, a lot of people saying thank you, Tom, and that it was great and very helpful, et cetera. So thanks again. I appreciate that. And again, if you have any questions, let me know and if you'd like the spreadsheet, let us know and we'll get it to you. Great, talk to everybody later. Bye-bye. Bye-bye.


Ladies and gentlemen, we find ourselves in an interesting predicament thanks to electronic arts incredible engineering I am NOT 5-in-1. I am 5-in-3 So we are on the thinnest of thinnest of thin ice adding into this next game now I'm so proud of us we came out on top in a game that we were losing a very close game against vibe in 2k 21 to 14 Dub so proud of the boys We've also been upgrading Anthony barb and doing what we need to do so we got to get some more of those today Sometimes there's too much to think about the biggest thing is this is the final season the final season my schedule will not accommodate Another season of wheel of mud. There's no way of sands or butts about we got a startup wheel of 2k madden 23s Damn here about to come out really I mean we're like two or three months away So I have to take this to the playoffs. I don't really have a choice So no matter what happens in these next two games.  All right without further ado Let's talk about this team right now What we need to focus on is winning every single game because we have no choice But the win the next two otherwise rebooted we're 5-in-3 and hopefully Upgrading the left side of my line and if we're not gonna upgrade that. Oh my god Do we need a focus kicker? This prater's been awesome. I'm glad to have him, but he's only in as a technicality I can't put focus kicker on him unless I actually earn a kicker need to like actually buy a kicker to put focus kicker on it I just left Matt Prater there because I didn't have any other kickers at the time I mean, he's not bad, but focus kicker is huge like if I can confidently kick a 50 70 yard field That's gonna change things a lot. Also, you know what as much as I love how my backfields played Carson Palmer and Bo Jackson are literally players that have been in the game for like four months There's gold 99 quarterbacks and gold 99 halfbacks and this is my final season of wheel of mud I should not have Carson Palmer and Bo Jackson back there. I really just should have so without further ado Ladies and gentlemen, let's hop into this left guard focus kicker quarterback halfback all beautiful options Let's see what we can get. It's a series redox jackpot.  My current left guard is an 89 overall not great But the realistic mist that I can get another left guard I feel like it's better than I'd get another focus kicker. All right, Justin Tucker's in let's add his abilities Oh, you get three. It's only one AP. It's zero for clutch It's like I put an ability on my punter if I really wanted to so focus kicker It was on the list of stuff. I wanted today this next one I'm thinking either left guard or if it's like a jackpot. I will go Can any of you get back Wait a second.  There's a 97 TJ Hawkinson Okay, so I could go 94 left guard. I could go 97 tight end and Hawkinson burnt me last game, bro So those are two really good options with this rule out there I cannot use my pack of punch on Anthony bar. It would defeat the whole purpose. So no that doesn't count I can't believe I'm doing this.  I would never do this Hey, he's only 51,000 coins. That's crazy. I know that Hawkinson's so good. He's a 97 But this is what I do every wheel of mud. I always say I'm gonna build offensive line I'm gonna build offensive line and I literally just don't do it So I really want to put post up on my Norwell, which I've got I also wouldn't mind putting edge protector on dandier door I took bulldozer off Bo Jackson. I'm pretty sure it's pointless if I have tank on for the most part I'll take on Cooper cup edge protector Cameron Jordan post up Andrew Norwell match up nightmare tight end apprentice Darren Waller and hot all master identifier and sideline dead eye for Carson Paul So I'm gonna move Anthony bar to the actual left outside linebacker position This is where clay Matthews used to be clay Matthews went off even when I was not using him So I'm kind of hoping maybe Anthony bar can sneak in a sack here. They're all on his own And if not, I'm gonna still user him like 60 70% of the time But now that he's a 91 overall I actually feel like he could get around the edge pretty well another must win game and it lands us on Six and three if we can win it. All right, boys. So the challenge wheels up next usually I could salvage a player But I'm five and three so if I lose it doesn't matter. So really this is just for a pack I must punch or kick on fourth down. We'll see how this game goes. That's all I can say Luckily, we just got Justin Tucker. So if I have to kick deep ass field goals, I can bomb them Also today's video is sponsored by the best place in the world to get tickets for anything that is seat geek live events are back Which is amazing. So I want you guys to get the best deals on tickets Doesn't matter if you're going to an NBA game NFL game MLB game a festival a concert Whatever you're gonna watch seat geek on your phone See geek is gonna take tickets from all around the web and put them in one location to make buying simple Also, it makes it easy to know if you're getting the best dealer now There's even an indicator for the prices green being good and red being bad plus I can cut you a deal use code MMG for $20 off your first purchase at seat geek again That's $20 off your first purchase on seat geek with promo code MMG and enjoy the rest of the video Randall Cunningham Nick Bolton and Megatron. Let's see what he starts out in I've got the Devon white user now Over the middle is pretty open.  Yep Need a big hit there. I'm all over this. Oh somebody step up and get him, please No way Zaka Randy Moss was stepping up like he was gonna get that too. Yeah, he's gonna run it. Yep Get in there. Oh my god. That's not a run Not good going for two Wait wait no Patterson, don't you dare don't you dare? Let's go honestly normally. I'd never count that for an upgrade. I'm gonna count that for an upgrade We have to win this game for some matter anyway That's two upgrades Anthony bar and there goes Carson Palmer. This guy's got a god squad of god squads This is gonna be a really tough game.  I'm sweating bro. Let's see what side he takes All right, it takes that.  I got dudes all over that let's throw underneath the berry probably.    They block shed like crazy. They block like crazy.  Is he there? It's right in your hands, bro I will take my field goal, dude. I'm in a box. This guy absolutely has me in a box There's no other way to put it Joiner's got some pretty easy arts here. I'm gonna go same thing other side see if it's open again It is Free first down. Oh, I see you booper compass tap in his head.  Oh, he's not there Oh, no, I don't know if anything's there That blood just made by 96 Dan Dierdorf. Oh my god third and 26 Does he sniff it out? No Thank god bow's gonna get it. It's still doable. I have to turn him over though How am I gonna turn this guy over on defense, bro? All right, let's see if he leaves bow one final time Yes, sir No, don't worry. Don't worry.  It's made out titanium Bro, he's got iron man on each side of the ball.  I'm trying so hard right now boys I'm literally giving it everything I have Yes, sir 12 to 12 Come on. You know what?  I have two L's that I shouldn't Can I get to that got to get our stop here boys? Okay Okay, that dude's with a sack. It's fourth and 16.  I know that didn't just happen, right? That is so fucked. It should be 12 to 12 in my ball.  Let's go Let's go clock sticking.  I can't let it happen There's bow in a tight window in a tight window. Come on His greed is his biggest downfall right now.  He does not need a lot of yards 17 seconds on this clock. I imagine he's gonna nail this Let's go pressure on the first one. Is this p.a. Shot go.    He's trying to two-point conversion me when he should it Let's not forget what we have here. So I have two upgrades for anthony bar If anybody has a problem with that, you're just a bum, dude Like I get I never mentioned that a pick two was an upgrade But that was one of the most clutch plays of that entire game and it came from anthony bar So i'm giving him two upgrades.  There's just two upgrades front art is absolutely going to most feared I don't care if it makes my xbox lag.   Thank you so much for watching as always I'll see an episode number 75 think about that last season, you know, I ended wheel of mud in late may I only got to episode 69. I'm already at 75. All right boys. I love you. See you next video. Peace


We're here at GSR 16 in Shemashake in Egypt and I've got the great pleasure of being joined by Mr. Peter Pitch who is Associate Council for the Intel Corporation. Peter, thank you very much for being with us today. It's my pleasure. Now, I'd like to start off by talking about regulators as we are the Global Summit for Regulators and I wanted to ask you, in your opinion, how can regulators foster an environment which accelerates affordable, high quality broadband services in developing countries, in your opinion? At the outset, I'd like to say why does Intel care? We care because we want broadband to be widespread, affordable and high quality. That'll be good for us, but obviously that's what consumers want too. We think the best way that governments, public policy makers can achieve that goal is by creating an environment that attracts investment in private facilities-based competition. But in every case, that's not possible. Sometimes it's not profitable to serve high-cost areas and there we think government has a very important role in providing assistance to companies to make it profitable, raise the money efficiently and then pay it out in a way that gives consumers a choice. There's been a lot of discussions here about 5G, the Internet of Things, smart cities. I wanted to ask you, what would be the key takeaways for you from this? It's quite an alphabet soup. In fact, you forgot M to M, machine to machine. Yes. I mean, the takeaway for me is the excitement, the complexity, the uncertainty surrounding all of this. One of the other takeaways is that as one of the commentators, I think someone from the ITU mentioned, we need a 5G regulatory model. We need an approach that makes it flexible and reduces risk, it encourages companies, try things. Oftentimes we're going to find what works serendipitously. And finally, we're here at GSR 16. This is an annual event which brings together obviously regulators, but key players in the industry. What's the interest particularly for Intel to be here and why is it an important event for you? Well, first off, let me say I've come to many, probably most of the GSRs. I particularly like the panels, but I most especially like the chance to meet with all the regulators, not only is it efficient, but it's a great opportunity to learn what's going on in countries. We come with a preconceived idea of what works. And when you talk to these regulators, you learn what's going on in their countries. It's a great chance to get smarter. Peter Pitch, thank you very much for being with us today. My pleasure, indeed.


Yo, what up welcome back to another episode. I just want to give a real quick shout out to everyone watching this on the toilet right now Well, we're still in quarantine and I want to go shoot some photos, but what can I take photos of if I can't go outside? No No, oh Yeah, I forgot about this channel's biggest star lately You guys have been filling my DMs with requests for more Baxter in these videos So figured now is as good a time as any to get this photo shoot happening Baxter is actually having minor surgery next week So he'll be a little shaved and a little combed, which I'm sure will make all the neighborhood dogs lose all respect for him Hell, I'll surely be laughing. Don't worry about a surgery too much. It's non-invasive. We're just getting him a longer pair of legs Gas-powered robot legs the vets assurus that he'll be able to run faster than a cheetah and also launch himself more than 250 feet in the air giving air but a run for his money Hopefully Baxter's newfound epic dunking skills will be able to bring my basketball crew together as a team to win the championship And then make 11 sequels. So yeah, this video is just gonna be a bunch of pictures of Baxter Otherwise, not a whole lot of substance, but do any of these videos really have any substance? Now, what should I shoot with I decided to shoot with the Nishika N8000 because I thought some 3d photos might better illustrate Baxter's sausage-like physique and short turkey legs Now you may remember that the Nishika and I have sort of a troubled past after it burned down my house killed my parents Frauded my bank account and frame me for murder, but I'm willing to let bygones be bygones with this plastic piece of 90s nostalgia for those of you that are unaware This camera shoots four half frame photos in the same split second from four different angles so that you can later take The images and post them all together in sort of a 3d wiggly composition. It's pretty cool But it's also a pain in the ass to assemble The last time I shot this camera was in Palm Springs And I'd say about half the roll didn't turn out because the winder on the camera is a plastic piece of literal fresh steaming horse There's also almost no settings on this camera other than Sun Sun cloud and cloud indoor So I loaded up the Nishika with some portrait 400 but before I was able to take a shot I was having some issues with the metering because you can't say Nishika without saying problem after comparing my phone's light meter to an Actual hand-held light meter. I figured out that I had set my phone's light meter to 60 seconds instead of 160th of a second Which is the only shutter speed on the Nishika clearly. I've never metered in my life before As previously mentioned Baxter pretty much just sleeps all day in the office while we work He only really ever gets up to go check and see if there's any food we dropped Baxter I'm sure your wolf ancestors who scrap for food in the biting cold would be very proud of you Back in the office. I fired off some regular shots and some flash shots While Baxter was trying to sleep, which I'm sure was a lot of fun for him The lenses on the Nishika are equivalent to about a 30 millimeter lens and they're made of plastic instead of glass So the picture quality is not the best We don't really know a whole lot about Baxter's life before we came into the picture But from clues and whatnot We've kind of determined that it wasn't really a walk in the park for him Which is also conveniently his favorite thing to do How we adopted Baxter is kind of an interesting story at the time Monika and I were working on a farm in like the middle of nowhere and one night we saw this like flash a light and a streak and We saw a meteorite crash into the field upon further investigation We found a little alien puppy as he grew up and got older He used his newfound powers and heat vision to blow up the neighborhood cats and to teach Baxter a lesson about hiding His identity for the greater good. I walked into a tornado for some reason.  Well, it's because like his old man Baxter is very hairy and loves food He doesn't get to go to in and out very often, but when he does he gets something called a puppy patty And one puppy patty After we washed Baxter off with copious amounts of axe body wash and gave him a fine coat of axe body spray He was ready to resume his daily activities And best of all Baxter surgery went very well and he's handling recovery like a champ We ultimately decided not to go with the robot legs as the vet said it just made him too powerful As for the Nishika, I guess I'll hold on to it I shot three rolls on this go-around and honestly it took literally forever to put together all of these wiggle grams or Wiggle 3d compositions or whatever the fuck you want to call them, but at least the end result looks kind of cool So that's it. That's all I have Now stop asking me for Baxter videos


Hi, Zor. Do you need any help with anything? Just checking in to see if you're ready to present. Hi, I'm Zor. Zor Shachman. Welcome to Unizor Education. Do you hear me? Hello, anybody? Is anybody hearing me? Zor, they don't have audio privileges. I was just giving them just in case. I'm going to get to take it away, actually. But you hear me, right? Right. If you look in the chat, people are responding, yes. Yeah, okay, great. Now, so welcome to Unizor Education, which I conditionally call Creative Minds through Art of Mathematics. I'm planning to do some speech presentation first, and then I will do some functionality slides, and then I will open for questions and answers, hopefully. So let me first start about myself. I am a mathematician by education, computer programmer, and financial advisor by profession. Also, I consider myself a math teacher by inspiration, well, not professionally. I was educated in the former Soviet Union, graduated from high school specializing in advanced mathematics. I had a brilliant teacher, by the way, a math teacher, Felix Barenbaum, and I still, after 50 years, maintain the email contact with him. I participated in many math Olympics back in the Soviet Union. These are basically math competitions. And then I obtained my graduate degree in mathematics from Moscow-Lomalovsky University at the time when the department of mathematics of this university was actually one of the best in the world. Well, since then things changed. From 1979, I live and work in New York. My son was born here, and grandchildren as well. Now, my first encounter with middle and high school mathematics in New York was through my son's education. Considering myself a specialist, I was quite interested in how mathematics is taught in his school. To my disappointment, I found the system of education directed more towards developing of math skills, like to accomplish this, you have to do that. Instead of developing students' intelligence and political thinking and creativity, which my own education was based upon. Not denying the necessity of having certain math skills, I believe that the system which is based only on how to approach is an excellent tool to teach a profession, but not the mathematics which is an art and the science and very rarely, for very few people, becomes a profession. In my opinion, the skills developed by the system of math education in most schools is not efficient because these math skills learned in school are rarely needed in real life. Like, for instance, how many times in your life do you have to solve quadratic equation? And two, it causes actual loss of students' interest since most of them perfectly understand that they would never need these skills, which in turn negatively affect their study in general. Students learn material just to pass the test and then happily forget it. I consider the system which my own education was built upon as having some value, and certain categories of students, their parents and teachers, might be interested in following it. So after retirement, I have decided to implement it via internet and that's how the idea of UNISOR education was born. Now, thinking about the idea, how many people in their practical experience need to do the real math which they have learned in school? Like, for instance, find the volume of a sphere, for instance. Well, not many, I'm sure. My personal career, by the way, after graduation from the university as a mathematician, was concentrated in the area of computer programming, system software development, finance, all areas which somewhat related to math and mathematics, and yet I've never had to solve any quadratic equation, or I basically didn't use most of the factual knowledge, I still remember quite well, by the way, from my school years. I think this lack of applicability of factual knowledge, which traditional education emphasizes as the most important for students to learn, is the main obstacle in learning math. Students do not feel the need for this information and cool down their study of mathematics, basically. Here is what I offer as a replacement of traditional fact-based and memorization-centered course of mathematics in high school.  In as much as the latter is needed for physical development, the former needs it for development of their creativity, analytical thinking, ability to solve real-life problems that new previously unknown solutions. In real life, people rarely lift weights, but they do it in the gym because it improves their health, develop their strengths, stamina, do whatever the real life expects them to do. Similarly, in real life, people don't have to prove series of geometry, but doing it in class will greatly improve their ability to solve real-life problems. Math in the school is a tool to develop the brain as weights in the gym are developing their muscles. Now, nothing prepares young students for solving real-life problems as effectively as proving series of mathematics and solving mathematical problems. Math is actually a very high opinion about this as a tool to develop the intelligence. Math should be taught as an ultimate form of art with everything an artist operates being completely a product of his intellectual power. It's abstract, it's artificial, and that's exactly what mathematics is all about. Using this abstraction, students can create his own universe giving full freedom of his creative side trying to find new ways in the world fully under his command. Now, strongly believing in this approach in math teaching, I have decided to make this educational website, Unisor.com. My plan is to introduce students of high school age as briefly as possible to math concepts and to educate most of the time to solving problems and proving theorems. My initial plan actually was to just record lectures dedicated exclusively to problem solving and theorems. But then I realized that without theoretical lectures I would just not be able to explain what those problems and theorems are all about. So I started with theory at that moment the site was purely informational. Then a chance meeting with a specialist in management engineering, Jesse Brogan, actually led into a fruitful discussion with him about this website educational process might be built. So not just an informational website which people can go and like from encyclopedia take some information, but the real process. So I've added a lot of functionality to my website that facilitates the whole educational process that includes active participation of all interested parties which basically I'm going to talk about this a little later. So I would like to mention that the site Unisor.com is completely free, no commercials, no advertising. It's used by some people around the world that can't say many, but I do have a certain number of hits per month. My goal is to convince as many people as possible, students, parents and teachers, that this approach to math education is significantly more useful and produces significantly more prepared young individuals. Unisor is actually a work in progress. My plans to expand the site are very ambitious. Well, at the present moment many fundamental concepts are already covered and it's a good time to start working with the site. Now let's talk about participants. Who is this particular site for? There are three categories of Unisor users. Well, first of all, obviously students, they are main laborers, so to speak, in the educational process. Their job is to study. Now there are their parents or supervisors. They are responsible adults who are capable to control the educational process thus performing basically managerial functions. Now these responsibilities to manage the educational process can be performed, as I said, by a parent or a supervisor, a group supervisor, or a teacher who is basically given these responsibilities to supervise, to manage. And also the third category is the providers of educational material, which is also teachers. Now functions can be delegated, as I said. For instance, a supervisory function can be performed by a group teacher who checks all the students' exam scores, marks, courses as completed, enrolls students in new topics, etc. But logically speaking, functions of control and providing educational materials, though might be embodied in the same person, the teacher, I separate just verbally into two categories. One, which is supervisory and I call it the parent basically, or a supervisor. And another is a teacher, which is a provider of educational material. Now for teachers, Unizor offers for teachers who are providers, I mean of educational material, offers to the way to individually provide, for instance, like lectures, video recorded, notes, etc. If they play the role of supervisors, well, they can individually supervise educational process of different students in a flipped classroom, for instance, environment, allowing each one to go at his own pace along an individualized plan and checking the results, directing students to areas which need improvements. Working with Unizor individually, students can come to a teacher only when additional consultation is needed. Thus reducing basically the workloads for teachers and allowing them to spend more time where the extra time is needed. So for students, Unizor offers a challenging environment of solving problems. Some might be more complex than others, by the way, Unizor are considered to be the website for advanced mathematics, so maybe it's not for everybody, that's fine. Also, there is an examination part of the web page which registered students actually can go to to take exam and to quantitatively find out their level of knowledge. Finally, for parents who are playing the role of supervisors, the managers of educational process, Unizor offers actually full control over it if they're interested in this function. And by the way, I do strongly recommend parents participation. Now that includes enrolling their children in individual courses, checking their scores on the exams and marking courses as completed if exams are passed basically to their satisfaction. It should be stated upfront that many Unizor users right now, as I know, are just unregistered students who do not have any supervision or anybody else involved. They just go to the site and they take a look at this lecture or that lecture, well, it will basically, without any kind of process, so to speak. Well, that's fine. But for the record, Unizor is much more than just a collection of theoretical and practical lectures and notes. It's created with the purpose to establish an educational process which I would actually strongly recommend people to take. So these are participants. Now, what's inside? What's the contents of the Unizor? Well, right now, there is one course, Advanced Mathematics for Teenagers on the site and I'm basically the one who is teaching this course. I'm putting my lectures as a video recorded files and notes for these lectures. However, it's designed with expansion in mind and other teachers can also contribute certain information after proper authorization. There is a functionality for teachers who would like to contribute their information. I also would like to expand the repertoire, not only mathematics, but I can probably put physics in it and some other material. But right now, it's only for advanced mathematics for teenagers. Now, the educational material is hierarchically organized as a complete course, like mass for teenagers basically as a course. It's divided into independent categories like algebra, geometry, trigonometry. Now, every particular category is subdivided into topics. For instance, there is a topic, complex numbers in algebra or triangles in geometry. And each topic contains certain number of lectures. For instance, there are eight, seven, or nine, I don't remember, lectures about triangles in geometry. Now, every lecture is supplemented with notes. If it's a theoretical lecture about what is basically a complex number. So every lecture has a note and I will show you how it basically looks on the screen. And the topics have usually exams. Now, some topics don't have, but that's just because I didn't have time to put them in, but that's, you know, working progress anyway. So, lectures are of theoretical nature and also about some problem solving. Usually, the notes for problem solving lecture contain only the conditions of the problems and the solutions are actually in the presentation, in the video presentation itself. Now, if you would like to go to a process, like to be able to enroll, check the exam, etc., that requires registration. The registration is very basic thing, like email and I think country you are from, something like this. Very simple registration. But if you are a registered student, then, yes, usually take your supervisor actually can enroll you and then the student can take this particular course, take exam, then the supervisor can take a look whether everything is fine or not with exam and mark the course as completed. Well, basically, that's the speech which I wanted to say before presenting anything related to the site itself. I do have a certain number of slides which will explain the functionality of the system. Now maybe it makes sense to ask if there are any questions for me right now. You can put it on the chat if you want to. I'll just wait for a second or so before starting. Thank you, Lucy. By the way, do you see my video as well? So, let me start with the functionality of the website. I have a certain number of I have to go through certain I have to mention our sponsors which is very important actually they are providing financial support for this particular conference. So these are our sponsors. That's one thing which I would like to mention. The second thing is this is a map which I would like to use it as a whiteboard and place marks wherever you guys are from. I see one mark at the United States. Now you enabled everybody to use the whiteboard. Okay, so if you are if you would be you would be able to choose this star on the left of the map and just click on the star and then press it somewhere wherever you are basically from or any other symbol like this for instance. Okay, so I have four places right now, right? Okay, thank you very much and let me proceed with next slide on the presentation and that would be the beginning of the functionality. So the first time when somebody goes to Unisor.com this is the front page presented to people. Most important but on this page actually is the menu on the left. You see this vertical menu which starts with home then how to register supervised study teach and then the learning material under the course Math 14s. So it has certain categories as I was saying. Now the categories are basically are encompassing more or less what I believe should be included into this course of advanced mathematics for high school teenagers. On the right side from the video you have a couple of very important points which I would like people basically to read when they are on the front page of Unisor. It basically explains very, very in a very simple format what maybe the whole site is about but I would like to quote actually Albert Einstein and I do have it on this front page. Education is what remains after one has forgotten everything he learned in school. This basically corresponds to what I was trying to say that if you are teaching in school only the procedures the methods how to then basically it's a good way to teach a robot but if you would like to teach a productive member, a creative member of society then you have to really spend some time to develop his or her intelligence, his analytical thinking and creativity and that's what I was trying to convey in this particular educational website. Now, if you are an unregistered student from this web page you can basically go to any particular category and in that category you can choose a topic. For instance, you want to go to a category called Algebra and if you press the Algebra on the website you will have this page. So Algebra is divided into many different topics. Harmony of numbers, numerical systems, rational numbers, etc. Now then if you will click on one of the topics you will see a set of lectures dedicated to this particular topic. So let's for instance you are clicking on complex numbers topic. That's my third slide. You will see this. So now you still have a global menu on the left but to the right of it you have the lecture which is video presentation itself that you can just play if you are in the live website and we can actually do it at the very end if it works. Now you have the same lecture basically the same material explained like in a textbook basically. And on the right you have the menu. Now the lecture which is presented as always the first one in this particular case called lecture. And then there are other lectures as well which continue developing this particular topic. Now usually I have one or two lectures dedicated to theoretical material and then a certain number of lectures dedicated to problem solving or additional theorem and additional discussion about this particular topic which I consider to be relevant in discussing this. Now for instance in case of complex numbers I have a problem for instance how to take the square root of i for instance. So those people who are familiar with complex numbers is a problem which they can solve obviously and I do explain how to do this. So basically any topic which is on the menu left is organized in this particular fashion. So the topic which you are particularly interested if you are a student you can get to this topic and basically listen to the lecture solve the problems and by the way speaking about problems, yes I do explain in my lecture which is dedicated to the problems the solution. However I always encourage people to try to solve the problem themselves first and only then listen to my lecture and listen to my solution. I mean maybe yours is better than mine no problem with that. So that's how the I would say passive education well not passive really but it's not a process educational process. It's just an information which you can get from the website. That's how it works. Now let's go back to the home page. You see on the top left corner there's a sign in and sign out.  Depending on that you will have this or that sign in screen. So let me just consider two different examples.  It's a different story. I don't think I would like to present it right now because it's a quite complicated thing. Alright, so for instance you are a parent and you would like to register as a parent and you will have your student also registered as a student. Then you see there is in the middle of the left part of the button. So you can click on this button and then you can enter whatever information is required and this is basically the name and the email address and if you are a parent you will be asked for what are the students you are registering for. If they are not registered yet you can just basically leave it empty then wait for the student to register and then you can update your registration information. But basically I'm looking for a match between parent should list the students he is responsible for and student should list a parent or supervisor who is supervising his educational process. So let's consider you are a parent and you are already registered and now you have signed in. I have this p1 at Unisor.com as a test parent and for instance you are signing in so what would be the next screen which you will see? The next screen would be this parent menu. Now parents can do the following things. First of all they can supervise those students which are registered as their students. Now on this screen you see my students basically presented here. Now parent1 at Unisor.com students call students 11 and students 12. That's their names. It's all the test systems and for each student I have current enrollment and completed enrollment. Now in this particular case my students 11 is enrolled in the class called Maths 14 which is the only available course actually which I have right now on the website. Student 12 is not enrolled in anything. In this course Maths 14 do in this particular case. Well there are three buttons on the left. Report, pass and delete. Well delete is obviously that I did something by mistake I didn't want to enroll this person etc. So that completely deletes everything about this particular student. Now pass is basically transferring information from the current enrollment into the completed enrollment. So if I will press pass for this particular course of student 11 then Maths 14 will become completed and that would be the end of it and then I will have to enroll in something else. Report is more interesting. You can take a look at the report as the process is actually going through. As the student is going through the process and passes exams then you can see the reports and here is the report. So if you press the report button that's what you will see for student 11 course called Maths 14. It's hierarchically organized. You see the same directory which I have the same menu which I have in the beginning like Maths Concepts Algebra Geometry etc. It's all broken down into topics and each topic has exams and for each topic I specify what's the score on this particular exam of this particular user and what's the maximum score which can be obtained if all problems are correctly solved. This is the basis for the parent or supervisor or teacher who is doing this particular supervision. This is the information which can be used to decide basically to pass or not to pass this particular student to consider this particular enrollment as completed or not. Personally I recommend not to consider it completed until the score is equal to maximum score and considering that exams on this website can be taken unlimited number of times just do as much as necessary to basically complete all the exams successfully and then the topic would be considered done. Now, you can actually enroll the student into Maths 14, the entire course in which case you cannot really make it completed unless it's really completed in all its components, all its topics. Or you can actually enroll the person individually in each topic. For instance, you can enroll in Algebra only. How to enroll is another functionality on this parent supervisor screen which I'm going to explain right now. You are familiar with this My Students functionality of the parent. There are three buttons. My Students, Available, Educational Materials and My Profile. My Profile is not interesting. You just change your name or password. Available Educational Materials button this is the road to enroll the students. That's my next slide. For instance, you would like to enroll one of the students and you press the Available Educational Materials button on the next screen. Now, you see that you have basically expanded it here. Now, this is a live menu. You can press this minus, for instance, to put it together or plus to expand it. And for each one, either you have the ability to drill down. That's the drill button on the left. Or to enroll somebody, one of your students in this particular course. Either you can enroll on the very top level, like Mass for Teens, for instance. Or into any of the hierarchically lower levels. For instance, you would like the person to be enrolled only in the triangles of the geometry. Well, then you can drill down to triangles for geometry and click enroll there. And as soon as you click enroll, you will get this particular screen. It gives you all the students and it asks basically which one of your students you would like to enroll in this or that particular topic. Now, in this case, I click the enroll for congruence and symmetry in the geometry. And that's where my little window with student's enrollment form appeared. So I click whoever student I would like to enroll, press OK. And since then this student will be enrolled. And you will see this student as in this particular case, as I was already showing, this is what's the enrolled student 11 for the complete course, Mass for Teens. That's how it looks. So this is for the parent or supervisor or a teacher who is playing the role of supervisor and would be before. And now, the second category is the student. So now, if you are a student, you are signing in. And again, you have to register first and if you are students like in my particular case, you would specify the parent which I was talking about before called P1 at supervisor. So now you are submitting your information as a student. You are registering as a student and you are signing in as a student. And then the next information will be presented to you is this one. And here, you will see only the courses which you are enrolled by your supervisor. Now, this is slightly different because you are not registered and you go from the top menu from the very first screen, from the home screen.  If you are a registered and signed in student, then only topics which are you are enrolled in by your supervisor and you can do two things. Either you study or you take exam. So as you see each topic has these two buttons, study or take exam. And obviously if you study, then you will see exactly the same screen as if you would go directly from the home screen. So study is exactly the same. Study for a registered student is basically the same as study for anonymous person who is just in the same system. You will have exactly the same lectures, exactly the same notes for the lectures and problems, etc. Now if however you are a registered student and you click exam for a topic, that's what will be presented to you. So this is an examination for a topic called circles in geometry. It has 12 problems as you see. Now there are a couple of explanation words, but this is in green you have one problem, one of the 12 actually and you have whatever number of answers here.  And you will see the score basically. Now each problem has certain number of points and the number of points is ranging from one to three. One is an easy three is the hardest problem. And obviously at the end your score will be accumulated and your supervisor parent or a teacher who ever supervises manages your process will see on the report what exactly your scores are on every individual exam and then hierarchical combined and summed up to hierarchical levels. Well, basically this is all the information which I wanted to present to you as far as the slides are concerned. And if you have any questions I would gladly try to answer them. You have to click the hand if you would like to say something. Lucy, is there anything I should mention as well? Yes, okay. You have to press talk. Daniel. I gave you permission to use the mic. Hello. I don't hear. Oh, yes, right. Daniel, press talk. Talk button. No, I don't hear anything. Well, you can try the chat window. I will repeat for everybody. I don't know how useful it will be if I will do some tour with you on unizor.com itself since we have some 15 minutes left. Well, the website is unizor.com so if you want you can let me take a poll. I would like to know if you would like to see how unizor works live on the chat window. Hello. I just I think Daniel hasn't touched his mic and he turned it on and there was some feedback. I turned it off. Okay, thank you, Lucy. So how about polling? Can we actually ask the participant? We have six participants right now. Would you like to see how unizor works? Yes, I said not set. Okay, what I would do instead of using the there is a polling feature which if you haven't practiced it, it might be a little tricky. But what you might want to do is ask the question and then they can where the smiley face is under participants, they can they can give you a thumbs up this and you can see what they're doing or they could just type yes or no in the chat. I see. All right, so guys press could you enter yes if you would like to see something live on unizor.com You know what? Yes. I see yes. I see one yes. Anybody else? Now, Lucy, you indicated that the web tour might not be a good choice. Should I try it or what do you think? You can try it but just be aware that it may not work the way that you want it to. I see. So I have to enable first, right? So I have to first enable everybody, right? I don't think so. I think you just click on the globe, the web tour button. Yeah, I got this. Unizor.com and you want to make sure follow me is checked. Right. Well, I'm supposed to get the web page. I get it. Okay. I'm getting it. Okay. This is the front page exactly the same as on my slide. Do you see it? Okay. Okay. People see it. All right. What's interesting about this? I would like to present this as an example of the level of well, should I say difficulty? I don't know. Anyway, the level I would like actually to raise the knowledge of mathematics of my students. Let me go to trigonometry. Could you press the trigonometry under Math 14 first? And I will wait a little bit until you will finish it. Yeah, I did click on follow me. So you have changed screens, right? Everybody? Do you have to change screen to trigonometry? Could you chat? Yes. Yes. Okay. Now in the trigonometry you have three columns of different topics and I would like you to click on the right the rightmost column one, two, three, four. Fourth topic called trigonometric series. Could you do that? Okay. Trigonometric series. Now, this is an example of one of the lectures which I would like to basically to be, well, familiar with or on level with. And this is an example of one particular problem in the beginning I'm just talking about what exactly trigonometric series is and if you will scroll down the middle window where the notes are, you will see a little bit down the example. Now in the example I have actually two problems here. Some of cosines and some of sines. It's the series which is some of the trigonometric functions with different arguments. And the problem is basically to to come up with a formula which basically answers what exactly this sum of sines and cosines actually is. And the solution of this formula which is presented down below. By the way, this is a problem but I do present the full solution in notes as well as in the video presentation. Now, the solution involves complex numbers and I'm very excited with trying to explain that this is a very interesting example of how trigonometry is related to algebra of complex numbers and the sum of geometric progression. If you will follow the whole solution of this thing. So this is the level of knowledge which I would like students of the high school to be familiar with. How to synergize different things because the more you know, the more connections you see between the different things. I'm talking about philosophical issues right now. But this is actually the art of mathematics is about how to find these connections in this particular case between trigonometric series and complex numbers and the sum of the geometrical progression. This is one of the interesting examples of how the intelligent and truly analytical approach to problems actually might be. So that's just one of the examples. And let me go back to let me back to something else. Let's say geometry for instance. So I click geometry. I hope you have it followed as well. Now in the in the plane geometry section and by the way the 3D geometry solid geometry I did not really do anything. That remains to be done. So for instance you have let's say circles. Let's click on circles. And on the right of the screen you see there are many different lectures here. Now every one of them after the first one actually is the collection of a few different small theorems or problems or something like this. So if you will click on any one of those in theory I mean it should be done sequentially obviously for the person who is you know trying to do the whole educational process. But in any case what's interesting is let's say for instance I click on mini theorem 3. I have a bunch of theorems here. Any one of them is interesting by itself but they're small. So I combine them in one lecture and sometimes I specify the proof as well like in this particular case. Sometimes the proof is or a solution is in the video presentation. Well basically that's it. That's all I wanted actually to show you. I don't want to go through exams because that requires some signing in etc. It's too much. Anyway you are welcome to try Unizor.com. It's completely free as I was saying. No advertising and if you find it useful in any way just spread the knowledge that we need smart people and mathematics is the perfect tool to develop the intelligence and creativity. That's exactly what I like it was. Okay again if any questions I would be happy to answer. I think I've done this time. It's 5 to 1. Okay. Alright so I will wait for another 5 minutes and basically then I will close the recording. Thanks for applause Lucy. Okay Daniel I wish you luck and again if there is something which is not yet that on the screen just you know wait I'm actually doing a lot of things on this web page but it's enormous. The amount of material is really huge and the most importantly I would like to put as many problems as possible and that requires a certain amount of time obviously. And I also had a problem I just want to share with you if you are still with me I would like to share with you my problems with exams. You see I didn't want to give examples for exams which are kind of trivial. Like solve this particular equation and then multiple choice answer A, B, C, D or A or something. I wanted to do it a little bit more creatively for instance I asked the question solve this equation and solve that equation and find the roots which are common between them so I don't really give explicit answers so I was trying to be inventive as much as I could with exams. I've been trying to find the good method of teaching subjects on the web outside the box if you will but I don't know if this particular methodology Daniel which I was just explaining would satisfy your needs I don't know. I mean you can do a lot of things with this what's important is that the teacher can actually individually give assignments to the students in the group and then basically check exams or answer questions I think it's much more productive than basically giving one presentation to all the students strong one will probably be bored and the weak one will not understand it if you do it on the average level. Alright I'm glad you liked it. Alright we have still three minutes guys before I close the recording now what was interesting actually is if I would like to put proof of the theorem into the exam it's very difficult to do it in a nice fashion so what I did was I presented the theorem and then six different proofs and only one of them is correct and all other five had a little logical mistake and to tell you the truth to make an incorrect proof with a logical mistake however small was more difficult to prove it in reality okay I think it was informative I hope you liked it Lucy as well you are a boss around here right alright so I'm closing the recording and thanks very much for participating guys goodbye I have to really leave the room so I will be able to close the recording I still have just press the X in the right top corner I still have Daniel and Cheryl and okay Cheryl please leave the room pressing X in the top right corner