Here we go. My name's Kathy. I do a lot of outreach. It's one of those skills that I never wanted to take pride in. And now I've become this sort of skilled outreach person. My husband and I owned a business and we did a lot of fairs and festivals and things. And so when I came into libraries eight years ago, all of a sudden I found myself ordering all the swag. I was in charge of t-shirts. I'm out at a table, you know, hawking the wares. And I thought, I thought I gave this up. So anyways, this is how we as public libraries can go out and be awesome. And one of the key factors, of course, is building that truly effective outreach team. So what we're going to go over today, I'm just a wreck.  So I'm just going to take this microphone with me as I go. So what we're going to cover, why outreach is important to a lot of people. That seems a pretty basic idea, but I know a lot of libraries that are still a little resident to really commit to the process. The evolution of library outreach disclaimer. This is all about Sacramento. So sorry about that. The tools needed for effective outreach. If you don't have the right tools with just about anything you do, it makes it that much harder. And we want outreach to be as easy and simple as possible so that even the most reluctant of us will feel okay going out and being at these events and talking to the public outside of our hallowed halls. Training the staff, of course. That is a big one. And that is something that I really took on after I got my previous position over a year ago. I decided, okay, this is what needs to happen in order for us to really make our voice heard out in the community. Changing the culture. It really has been when I was putting this together, I had to reflect and go, yeah, I guess that this really has helped change the culture at the Sacramento Public Library where it's now an expectation as opposed to, you know, oh, I have to do this or I really should do this. It really is an expectation for all staff now or all qualified, perfectly selective staff to go out and do outreach. So what I hope that you will come away with is a greater understanding of the importance and the impact of outreach and hopefully some guidelines on how to train that staff. So this is, we actually have a mascot. This is our Sacramento River Otter, first name Otterby, last name Reading, figured out. So our priority has always been based on our strategic plan. And in our strategic plan, we needed to increase the awareness in the community. And we wanted to empower our staff to consistently and constantly create positive customer experiences. So with that in mind, outreach really fit the bill. So one of the things that outreach does which seems, you know, pretty basic is that you are reaching non-users. And guess what, when you're in the library, you are not reaching non-users. Again, kind of basic, but sometimes you have to point these things out. The other thing is that the library users that do come up to your table when you are an outreach event. And you know, there are lots of fun and they love to talk to you. They love to talk to you some more. And they want to tell you all about it. They want to tell you about everything. Well, that's wonderful. But let's introduce them to a different part of the library that they might not be as familiar with. So you got the non-users, you got the users. And guess what? It's true. We are still relevant. How many here still get asked that question? Okay, do you stop yourself from laughing first? Yeah, I have to lock it down. My brother-in-law, do you really think public libraries are relevant, Kathy? No, no, Mark, I don't. That's why my whole career is around public libraries. You know, and that's when you have to go into the explanation that, you know, for some people it might not be so relevant. So just get your checkbook out, write the check, and now it's relevant for everyone else. So, anyways. So that is why, one of the reasons why it is a priority, because we do, we have to constantly tell people why we're here, which is just mind-boggling. But, you know, preach into the choir. We love it. We're all about it. But, you know, you walk outside a few paces and people don't get it.  It's not all about outputs. We know that, but these outputs are pretty good. So what I did was, our outreach season is basically February, I mean the very beginning of February, until the end of October. But since we're in the middle of October now, and I hadn't gotten the September numbers, I decided to be consistent. So for today, outreach season is February through August. So, I'll call these the peak months. So we, in the last three years, so 2015, if you can see those numbers, 829, 2016, we did a 901 events, and then this year we've done 1032. So on average, we're looking at about 900 events per year that we are going out to. So that's a lot of people that we are getting to see out in our community outside of those library walls. Now, here are the interactions. So in 2015, we saw a little over 73,000, 2016, 95,000, and then 2017, 90,000, and I'll explain that difference there in a second. So when you average this out, you're looking at about 86,000 people per year. Now, this is only during, what, seven months? So you divide it by 12, that's 86,000, so that's about 7,200 people we are interacting with each month that are not coming, you know, that we did not interact with when they came into our library. So this is a significant number to grasp and to realize why it is so important for us to make the effort and commit to doing outreach. So the reason that 2016 was a little bit higher than 2017, there's this wonderful activity called the State Fair, and it takes place in July in Sacramento. So we have committed to be at the State Fair. Well, in 2016, our assistant director is, we'll call it rabid about the State Fair. He takes pride in having, you know, Carney run through his blood and whatever else he likes to tell us. So we were out there for 17 days in July. I did not return many emails that month. But this year, I had a little bit more say in it, and so we were only out there for eight days. And it was more, much more manageable. But, you know, we see, I mean, on average about 14 to 1,500 people per day. So that's where that was cut down. I know. Absolutely fantastic and exciting. Okay, so I'm going to go through our evolution of library outreach. So we started out with, does this little light work? Yay, the basics. So the basics are going to be, before I started, there, every library branch. So there's 28 library branches in Sacramento, and we have a bookmobile. So every branch was given an outreach suitcase. So a suitcase, a branded tablecloth, and maybe some, you know, plastic plexiglass display displays to hold some flyers. So that was the outreach suitcase. But that was a great start because then people had at least some bare essentials to go out and do the outreach. So then we started thinking about this and realized this is something we really needed to do. So our communications team, and we are very lucky we have an exceptional communications team, but they were also growing in their expertise during this process. But they really decided that, you know, this is something that we need to do. It's part of our branding. It's part of our marketing. So we want to help with this. So we really started looking to that department to help us create a few more things that we could take out to outreach so that we really displayed that we were with the Sacramento Public Library. And for those of you that come from systems where you have multiple branches, sometimes it's really hard for people to distinguish between their own community branch and that it's part of that larger system. So that was the beginning of that process for us. So that when people came, they'd be like, oh no, no, that's not my library. My library is the Rancho Cordova Library. It's like, well, we're all kind of the same. So we really made an effort to brand ourselves so that whenever we were at an outreach event, we really did look the same to a certain extent. I mean, we are librarians. Okay, then the training of the staff. So when I started this in 2015, and I was just kind of getting my toes wet with what we were doing in the way of outreach, I decided at the end of 2015, okay, we need to have some quality people out there because there is a whole lot of bad outreach that goes on. And I have witnessed it. And it is sad. I mean, I had someone tell me that, oh no, they did a great job and they saw a lot of people. I go, great, what did you talk about? They're like, no, I gave them a pencil. This is serious. I'm not making this up. And I go, you gave them a pencil. That's great. So did you talk to them? What was going on? No. No, you gave them a pencil. Okay? It's only 15 cents for that pencil. But guess what? You just lost that opportunity. I didn't say I was thinking that because I'm not that mean. But, you know, so that was what was happening. People were just like handing things. Like, oh, thanks for coming to visit. No, they did not visit. They just came and got something, which, you know, we want them to do, but in our library. So there were training opportunities here. So I spent most of 2016 conducting staff trainings. So I did about 14 and I started in April. I did about 14 in-person trainings. And then when I, I basically went crazy. No, I just got really tired. I, so I decided to go into the webinar form because it was too difficult to get everyone to come to one location. Even when I was going, I was going out into the branches and doing it, but it was still, you know, it's difficult to get that much time for everyone to coordinate that much time away from the desk. So I did a webinar and we started training people on what really needed to happen when you go to outreach. How do you prepare yourself? What do you need to be thinking about? How do you literally operate the prize wheel and different things like that? Yeah, internally it is. I believe I can make that available. It's just, it's very SPL specific. So let me, let me, let me think about that. Maybe I'll just, you know, spend 30 minutes and have me blathering for a while that everyone would love to watch. But yeah, thank you. Talk to me afterwards. Maybe we can do that. So anyway, so train staff, but then the next one was going to be now that I've got trained staff. I have some branded things, you know, we're really, we're getting ready. We're getting ready to go out there. But now I have to be more strategic about it. So this is what I mean by strategic outreach. It's, it has to do with selection and also being, being willing and able to say no for all the right reasons. So before we started doing this more concentrated effort with outreach, we actually had an instance where we were at the Crocker Art Museum. And it was like Family Friday. And our, you know, we had a table set up with our youth librarians. There was an interactive activity. They were all over it. And then five minutes before the event started, they told me they saw our, our bookmobile drive across and park way over on the other side of this same event. They didn't know. And we weren't together. Just a minor disconnect on communication. So someone was communicating with the bookmobile. Someone was communicating with the youth librarians and they both showed up at the same event, not knowing that they were going to be there. And no one connected that the bookmobile was part of the Sacramento Public Library. Ah, that's so not good. So we had some work to do. So I went ahead. So strategically, I thought, okay, so I need to be more involved in making the decision of where the bookmobile should be because they're definitely effective outreach events for a bookmobile. And very ineffective outreach events for a bookmobile. I wanted to make sure that we were all properly branded so that we did represent Sacramento Public Library and people didn't think that we weren't all one in the same organization doing all of the great things. Because if you can get on a database at Rancho Cordova, guess what? You can do it in Eilton too. So we needed to get that message out. So the last thing on this evolution was the true culture change that was happening. Because as the trainings got going and as we were taking, you know, more thought and spending a little bit more on really making sure our image was out there and it was clean, people realized that there was now a new expectation. And so, and it had, you know, the management knew that in order for us to reach this many people, we needed to allow staff to go out and do these events.  It was like, oh, yes, I really, it almost was a goal for that individual. It's like, okay, you, I think that you'd be really good at this. So I want you to do two major events this year and make sure that they signed up for it. So part of that culture change is how closely we really did work with our communications team. This is a slide that our marketing team put together for one of our management meetings and I just loved it. Because if you haven't noticed, the public library is Kat Nahat and the public is, you know, Wild Thing. I think his name's Carol. Is that correct? We don't know Wild Thing name? Yeah, I think it's Carol. I'm not sure. Check your YouTube. Anyways, so Kat Nahat is marketing to the public, right? It's like, hey, I'm great. I have great character. So the whole goal of marketing is to ultimately get to this branding part down here. So when we're doing outreach, we are marketing. We're going out and telling people we are wonderful and we have all these great things. So when you do a lot of outreach, you're advertising because you're constantly giving that message out. And we'll talk about messaging in a second. So, but really the public relations, this is what we want to see. We want to tell Mr. Public so that really he's going to go tell Ms. Public how great the library is. And then ultimately it's going to be full circle and we will know that our branding has worked because then Ms. Public is going to come in and tell us that, hey, we came by because you're great. You're terrific. So we do work with our marketing team closely so that we can achieve this type of thing because yes, we're out there reaching out to the community to tell them about our services because ultimately we want them to use our services and perhaps even let us know that they're using them and enjoying them. So I hope that that visual was helpful for me. I hope it was helpful to you. All right. So outreach and it's many forms. So here's Otterby and this year's one of this year's State Fair team. And so outreach is we define as school visits, festivals and fairs, community events and presentations. And I will tell you right now, I am not involved in school visits. It's probably a good thing, but yeah, I don't go out to schools and do story times and what else, database presentations. But that is a big part of outreach and our youth services librarians do a lot of that, which is very important, but it's a little bit different than the things that I'm involved with. So we do a lot of the festivals and fairs and community events. You know, festivals and fairs are your basic. You know, it's how many harvest festivals are going on this month.  That's what I want to know. Thank you. And community events, we do a lot of community events. We have one Assemblyman who is very involved, well, hopefully more than one, but one in particular. He does backpack giveaways. He does turkey giveaways. And so we are always there at 7.30 in the morning on those days and just telling people about the library while they're picking up their free stuff and just really being part of that health and safety fair presentations. I'm going to go into that right now because what we have done is prepare a deck of slides so that anyone, pretty much in our organization, can go out and do a presentation with quality information and a quality presentation, and it's already done for them. There we go. So tools for outreach. So you need to have that trained staff. It's sort of what you have to have. The coordinated branded setup, the plan on the trained staff, that's one of the things I'm working on is the ongoing training, is how to stay three steps ahead of what's going on out there. One thing that is extremely important in outreach is that event-specific messaging. And again, I'll go into more detail on that, but we do have a tendency to data dump, and that is not an attractive thing to do at an outreach event. I'll tell you that right now. I'm the first person to walk away from the data dumper. Does everyone understand the term data dump? Okay, I actually had someone say they didn't know what that was, which stumped me, but I was there. So interactive element. We are really working to increase our interactive elements at our outreach tables because that is what brings them in.  They can kind of do it on their own time, in their own way, and then you snatch them in and you tell them how awesome the library is. Vertical display. How many of you have been to an outreach table where everything is flat on the table? And it's like, really? I'm just going to pass right by because I don't want to talk to you. I am the introvert. I really am. So it's true. You just want the right amount of information. When I first started this, it was, I was taking out, you know, you get your flyers, they're like a pack of thousands. Yeah, I was just hucking them into that suitcase. I'm going out there. I'm like slugging around 500 pounds of stuff.  I'm hoping for 300 people at this thing. I'm not passing out 5,000 flyers. So limit the information that you have and, again, be very specific according to the event you're at and the audience that you plan on talking to. And then swag. I can go on about swag a long time and that is later on. So, and then again, that trained staff is a very important element. All right. Staff training the players. So in this picture, Rivka Sass, our wonderful director. And that's one of our first t-shirts that we did. The back of it, the front of it just says Sacramento Public Library. And the back of it says, did you know the library with a blank space? Because we do so much. And so we have a lot of different things. Mine says, did you know the library has free tutoring? And another one says, did you know the library offers high school diplomas? And it's true. I will go out and drink a beer occasionally and I will have that t-shirt on. And I have had people tap me on the back and say, what do you mean they offer high school diplomas? And so it really can spark up a conversation. I had it with the has free tutoring on the back. A gentleman approached me in a grocery store because he was having trouble. His 10-year-old was having trouble in school because his reading wasn't really well established. And so he wanted to know about the free tutoring. So I was able to guide him to the local library. So the t-shirt really does work. Rivka of course says, did you know the library kicks a star, star. So yeah, we went to the River Cats game. That was a fun outreach event. So she threw out the first pitch and she throws not as well as girls. So we had to put her into training. Anyways, so the players, you have to have management support. Again, if you don't have support from the top, it's going to be difficult to get the OK to go out and do all these different events. You really, what's the next one? The in-person trainings really help. I would suggest that if you don't have a robust outreach program right now, that you definitely take the time to do the in-person trainings. You can have some interactive activities going on, but it really gets the group dynamic going and makes it OK. And then they can practice different things. They can practice setting the table. They can practice the messaging. I just couldn't do it by myself anymore. So now we go to webinars. So it has been that evolution in training as well. But the webinars seem to work really well now because of course we now have this different culture of expectation that this is what you're going to do. This is what you're supposed to do and it is a privilege to do it. So the most important part to me is the shadowing at the table. So I will not send out to newbies who haven't done outreach with the Sacramento Public Library. I won't send them out to an event by themselves. I'll make sure that there's someone else that has done the outreach before so that they can shadow that. But really the whole process starts with the right information and the buy-in from the top. All right, the equipment. See that's the little outreach bag, nothing fancy. I think they're like maybe 45 bucks on Amazon and you get a cute little separate bag with it. We've got the price wheel that doesn't have the inserts in it and then various swag. So I'm going to talk about the presentations but then we'll get there again. I already mentioned the slide deck and then I'll talk about that a little bit more but that is so important because when you go out to places like Kiwanis, when you do, you know, I was called in to do, it was like California jail programming I had to present on partnerships. And I just pulled out this deck and said, yeah, sure, I can go do that. So it was, it's just a great tool. So festivals and fairs, one thing we did is we centralized all of our outreach supplies so that again people don't have to look for it. So if you're doing an outreach event, you simply fill out an outreach request form and then from the central location, which is the department I oversee, you're going to get your price wheel. You're going to get all your swag if you need a canopy, et cetera, et cetera. So whatever supplies you have, so what makes it very easy for people to go out, be prepared and do these things. Again, there's guidelines, there's readers advisory display, swag management, I've mentioned that's a big one for me. And then of course the messaging and the table setup. So this is, I only have six slides in here from that presentation. And this is something that our marketing team put together. So we have 50 slides that are just nice quality, no writing on them for the most part.  This is what we're doing right now. So basically the whole presentation is about what you can do with your library card and you ask people, so what can you do with your library card? Oh, I can check out books, you're all about books. Yeah, that's true, but, well, why don't you change the slide, Kathy? Ah, so have you heard of our library things? You know, with that same library card you can check out a drum, thrill your neighbors with that, maybe a guitar. You know, come check out a sewing machine. How about a board game? Finally get that family game night going you've wanted to have. How about a GoPro for your next vacation? Check that out with your library card.  You're like, just hold on, I got more. You know, seed libraries.  It's really take the seeds, we don't want them back. But they're all heirloom seeds, so we want you to take advantage of it. And then, of course, we do have the traditional books, but we also have all the e-books and e-audio books. And we have magazines, e-magazines. We don't even want to know what you're reading. And we have streaming videos. Yes, you can, or streaming movies. You can get all this with that library card. And then we have a lot of great programs for people. And we like to talk about the really good stuff. So this is the meetup for your mind. So we like to, you know, kind of push the limit a little bit. So our first program was on racism. Then we had a great one on death. And actually, for real, we're having one November 19th to talk about fake news. And yes, that term is obnoxious, but it's a term that everyone under, well, they think they understand it. But, you know, it resonates. So that was just six of the 50 slides that you can have ready to go for a presentation. Easy peasy. That's an easy one. So now on to fairs, festivals, and community events. So that is a true picture of the state fair. Oh my God. I mean, it's awesome that it is a lot of work. And, you know, I feel like we're doing our absolute community good deed because it's the state fair.  Say, go library. You can thank me later. All right. So basics for success, success. And this is something that this is part of the training I do. And Otterby here is out at a Sac Republic game. So talk about surprising people. We pull up in the bookmobile, we set up, we're next to the beer tent where they sell t-shirts, all the food trucks. I had one lady actually cry. I'm like, really? And she goes, oh, I'm a teacher. I just can't believe you're here. This is so incredible. Like, oh, great. You want to spin the price wheel? That'd be nice. But no, it was really cool. We met a school librarian who hadn't gotten any support. And I hooked her up with our early literacy specialist and our K through 12 specialist. She came to the Central Library. We got her all set up with a teacher card. We got her all set up with resources. And I met her at the Sac Republic game.  Anyways, come prepared both mentally and physically. This is not a day off. You don't go out and party all night long unless that's your norm. But you need to come. You need to have energy. Set up your table. Do it correctly. And then know your audience and don't data dump. So have those three messages prepared. So when we're at the Sac Republic game in the summer, our messages, summer reading, kid stuff coming up if you're close to the fall, and basically summer programs. When you're in the summer, there is only one message. It's summer reading, unless you have like a really cool adult program coming up. All right. So lots of stuff. We went through this. You can fit so much into that suitcase and it's really easy to haul around. Again, making it as easy as possible for people to go out and do this. So bring what you need. This was part of my learning curve. Yes, I really did have to add sunscreen. Someone called me and said, Kathy, you didn't tell me I should bring sunscreen to the event. And I go, well, it was outside. And it's summer in Sacramento. So I'm going to add that to my list of reminders. So that's why you see hat and water and you see food and cash. It's always stunned, but not surprised.  Know your audience. Don't just show up and go, hey, man, where am I? It's like, no, if you are at a museum, know that, you know, what museum, are you at the California Railroad Museum? Guess what? Lots of little kids excited about trains. React to that. Come prepared for that. This is not a senior center. This is not, you know, quiet. It's going to be crazy. If you're at the county fair and it's school visit day, holy heck, bring your energy. This is not a casual day out of the library. Be ready to engage and, you know, again, having to go back to the basics. Hey, be nice. Be friendly. Don't stare at your mobile phone. Hello. Yeah. So I'm usually not this sarcastic when I'm doing a training, but then again, maybe I am. I have no time. All right. Does that work? Yes. Okay. And remember it's a team effort. And again, you know, they always have things because we learn from what has happened in the past. And my favorite example of that was in the 1980s. I actually saw a coffee pot that said, do not put your hand in the carafe while operating. What? Because you know what had to happen in order for them to get that message on there. Kill me. Okay. So it is a team effort. So if you're out there and it's really busy, this is at the mini maker fair. So we've got the price wheel. We got a button maker and we got the 3D printer down at the end. And we've got three people here. Well, if someone wants to take a break, guess what? Not now. We've got a fourth person on their break. So you need to coordinate that. And you need to know that you can't be a slacker that day if things are going crazy. So this is where, you know, you need to be aware of your team and you need to make sure that the team can get a hold of each other. We've had people get lost at the state fair. Okay. So, well, no, I won't make fun of that. I'm sorry.  So we're okay. We're okay. Oh, that's right. It doesn't work. All right. So capturing the data is very important. So you've got your outputs. You've got your numbers. You've got, we have clickers. We have two clickers in every outreach bag. We've got a youth. We've got an adult. And give that to someone who's going to remember to click. I am not that person. I am out there and I am just selling it. Now I'm having a great time with the kids.  And so someone has to be clicking away and doing their thing. Outcomes. This is, and this is the interesting one. And I think it's, you know, it's qualitative. So how do we capture that? And we're still working on that piece. We've got a couple of ideas that we wanted to take into 2018. But most of it is just stories. You know, stories that we have captured. And one of my favorite, it does come from the state fair. But I was working the prize wheel with them. And it was this whole family and they hit the question mark. And the question mark on the prize wheel is the absolute best insert. You could fill your whole prize wheel with question marks and they would love it. So one of my questions at the state fair, I have a couple of favorites. I know I'm out of time. I can't help it. Is when you become a superhero, what is your power? And of course the literal people say, I can't be a superhero. And you're like, okay, work with me here. And then the second one is what is or what is soon to be your favorite fair food? Because the whole family gets involved in that. Anyways. So outcomes are good. Anyway, so this family said it was the best time they had at the fair. I know I've got to hurry up. So here's your prize wheel. I didn't get it finished. I'm sorry. We're done. Oh my gosh, prize wheel, swag, personalized reading. There she is. What's your message? And best practices, lessons learned, looking ahead. Questions. There we go. Thank you guys.


So question number one would be what is this, can you guess the aircraft, this aircraft belongs to a flight training school, so what do you see basically, what do you observe, is this a jet engine aircraft, there are four engines, are all four engines working, how do you know, I cannot say, they are just there, so is it into a dive or a climb, is this a very very steep climb, no that is the thing, so here is a four-engine jet, jet engine airplane with a maximum takeoff weight of 150 tons and just after takeoff, the pilot establishes this aircraft in a very shallow climbs, thankfully with all four engines working, so the aircraft is designed very beautifully aerodynamically as you can see, so the L by D max or L by D in climb is 15, this is the L by D in climb with flaps deflected etc, each engine drain rate 75,000 Newton, so what, this is just a story, okay, the question is, can you calculate its climb gradient and to make things easy for you, G will be taken as 10 meter per second square, so do it please, so what is climb gradient, what is the formula for climb gradient, yes, what is climb gradient, how do you calculate it, let us say, but that is D H by D T, that is the rate of climb, that is the rate of climb, yes, what is climb gradient, how do you calculate in this case, is there a formula available for climb gradient calculation, yes or no, yeah, how do you calculate tan theta in this example, okay, so with tan theta, so get me the value, 1.3, okay, anybody else, so for a shallow angle of climb, L equal W cos theta cos theta is equal to 1, so L equal to W, so the climb gradient is T minus D upon W excess thrust by weight, that is climb gradient, so thrust is 4 into 75,000 Newton, drag will come from L by D because L equal to W, now at least do it and give me the answer, if you know the answer, please raise your hand if you know the answer, 12 p, what is it, 2 by, 2 by 15 cannot be calculated, 0.133 and expressed in percentage, 13.33%, yeah, so that is it, okay, now is it clear, now the next one is the next step, after getting gradient, the next thing is DH by DT, so for that we have picked up an aircraft and we got its thrust available and thrust required curve, so notice that x axis is true airspeed in knots and the y axis is thrust in kilo Newtons, okay, so first question is what kind of engine does this aircraft have, it is a jet engine, why is a jet engine, thrust available is a constant line, this is not the actual story, actually there is a slight change in thrust available, okay, it goes up and comes down slightly but in the classroom we take it straight forward, so here is an engine, this aircraft has 3 engines and its takeoff weight is 75 tons, 1500 kilograms, now one engine out of 3 has failed and the aircraft goes into a climb, so the pilot immediately brings the aircraft to a speed at which the power required is minimum, we want to know what will be the rate of the climb, so question number 1, at what speed will be the power required minimum, yes, at what speed will be thrust required minimum, both are equal, so are you sure that the speed at which power required and thrust required is minimum are same, they are not same, okay, so at what condition how will you get the speed, so I will make the question easy for you, I think what I will do is just to make it easy for you because, okay, how about making it fly at a speed at which thrust required is minimum, so first of all how do you calculate rate of climb, anyone can speak out please raise your hand, yes what is rate of climb, excess power by weight, how do you calculate, excess power by weight that means T minus D into V upon W, so please do it now, you have the data with you and because the rate of climb is normally expressed in feet per minute, feet per second, rather than knots, there is a conversion given that 1 knot is equal to 100 feet per minute, so therefore the speed at which thrust required is minimum, you can convert that into feet per minute to get the answer in feet per minute because T minus V upon W will cancel, units will be canceling, okay, so now I want the answer of this question in feet per minute, let us see how soon you can do it, by the way please note the line that you are seeing horizontal line of thrust available, it is for all engines working, it is an engine, this is not thrust available per engine, this is thrust available from all the engines, yeah, what is the answer you got, 4 feet per minute, does it sound reasonable to you, an aircraft with 75,000 kg weight, it is too low, 4 feet per minute is unacceptable, that is near the ceiling, 4 feet per minute, 3300, 1200, no slightly more than 1200, that sounds reasonable, okay, so let us see, let us see the ROC is basically velocity into T minus D by W, so the thrust available will be 2 thirds of the total and the drag will be equal to thrust T required because you are flying at a speed at which thrust required is minimum at which and the velocity is given to you, so the ROC will be 12.667 knots or 1266.7 feet per minute, so this number is reasonable 1200, okay, next question, question number 3, this is regarding turning flight, okay, so here is the question, now I would request you to note down in your notebooks the first part which contains the data because you will need it in the calculation, so sea level thrust is 245 to 5 Newtons, maximum weight is given, wing area is given, its zero lift angle of attack is negative 2.2 and the lift curve slope is 4.6 degrees per radian, what we need to calculate is the radius of a coordinated level turn or study level turn at 4G and at that condition the wing incidence is 8 degrees, then what is the time required for it to turn through 180 degrees, this is because the aircraft has to now come back, it has taken off and gone and then the ATC says oh you forgot something please come back, it has to take a 180 degree turn and come back, so how much time will it need, this time is helpful in planning the operations at the airport and what would be the thrust required if the drag coefficient at this angle of attack is given as 0.055, so this is a slightly involved question, you will take time to do it, so what will be nice if someone can first do not solve the question just first figure out how you will do, so for that you first draw the horizontal circle in top view and write down the equations that you need for radius of turn, what is the equation for radius of a turn, v square by root n square minus 1 into G, so now what all things are available to you, n is available to you, so the denominator is known to you, okay, n is known to you, now you need v, you need v, so how will you get v, anyone please raise your hand and tell me how do you calculate v, the aircraft is in a coordinated turn at n equal to 4, how do you get v, yes, okay, so let me ask you how do you calculate CL of the aircraft with the data given, correct, from the rear lift line, so that means the net or the effective angle of attack or the absolute angle of attack as it is called will be 8 minus 2.2 or 10.2 degrees, okay, then so how do you convert to degrees 0.3, correct, that is right, so you convert the lift of slope into degrees per second, per degree, multiply by 10.2, what will you get CL, okay, then how much will it be, correct, so the lift will be 4 into W and assuming C level, you see in any question if nothing is given then you assume C level and it is given thrust at C level, so I did not want to mention it everything there, okay, assume C level, so what is rho at C level, correct, so you know rho at C level, S, S is given, CL is calculated, lift is 4 times W, so you can calculate v, when you calculate v you have v square by root n square minus 1, so you are on right track, so with that you will get v, okay, hold on, hold on. Let us say we got v, now how do you get time required to turn through 180 degrees, so this question should be answered by this particular group now, they are always answering, so you should answer now, how do you get, please, how do you calculate omega, very good so we know everything, so we get omega, 180, so you can get from there how much time it will take, okay, then the last one is thrust required, now that is for this particular group, how do you get thrust required, it is not level flight, it is a flight in the coordinated turn, in level flight lift is equal to weight, here lift is equal to 4 times weight, it is a steady level coordinated turn, yeah but the question is about drag, how do you calculate the thrust required, so because it is a level turn you cannot allow thrust to fall below the drag, it has to match the drag, otherwise you will start becoming slow, you cannot maintain the v, okay, so what will be the drag, no, no, that is the thrust that produces the maximum thrust at c level, that is not the thrust required, yes that is it, cd is given to you, you know v, so half rho v square s cd is d and that is equal to t, so now you know the method, so now let us get the numbers, okay, so again we will follow the same procedure but we will reverse it, so the radius will be given by this particular group, somebody from here will give the radius of turn, you are going to give the time required for turn and you are going to give us the thrust required, so for all of that you calculate, you have to calculate v, v, so before you calculate these numbers the first thing we need is the velocity, if you get that right then everything will be very straight forward, so let us see if anybody can tell me the velocity, root of n times w by half rho v, half rho s cl, so we need cl before that, so how much is the cl, 0.818, seems reasonable, in level flight cl is approximately 0.3 to 0.4, in turning flight cl tends to be higher because n equal to n times w, cl tends to be a bit higher, so acceptable, 0.818, so if that is the value of cl then what is the value of v, so this is the first step, second step which most of you have got so far, okay, now the next step, next step is just v, so v will be basically square root of n times w divided by half rho s w cl, so please confirm this number, tell me if you get the same number, something wrong, what is wrong, oh yeah sorry, that correct, correct, correct, you are right, it is a mistake in copy paste, correct, the number is correct but the numerical value is correct, this is a mistake in typing out, I have to correct it, so how much is v, do not look at me, 1, I also got that, so I am very happy, okay, that is fine, 4845 that is okay, some people take density as 1.225, 1.2256, 1.226, that can create a problem, cl could be 0.818 or 0.819, okay, next step, next step is to get the value phi, you can also do it as v square by some other formula, we have just taken this formula, so is that what you got, radius of turn, okay, so the next thing was time, so for that we need omega, so v by r and then 180 degrees will take how much time, almost around 10 seconds, right, 180 by, assuming that the turn is constant and it will be because this is a study level turn, so the turn rate 10.52 seconds, almost 11 seconds, so finally the last question was drag, okay, there is a mistake, please tell me, so notice the thrust required is far below the thrust available,


Well, more on this Warriors baseball team for most of the players on this roster. It's been a long journey dating back to their freshman year, but now they get set for one last postseason ride. Ask any high school coach in any sport experience plus seniors usually equals victories. We'll help for the Deer River baseball team. They have 12 seniors and a core of five that have started since freshman year. It's been quite a trip these last four years. We started out, I had five of these guys start when they were freshmen and that's the most freshmen starters I ever had, 12 seniors this year. I've never had 12 seniors on a ball team before. And this group led by these 12 seniors have brought their A game this season, ranked number six in class single A and already surpassing the win total from a year ago. We got something special, 12 seniors for any schools. You know, something pretty special and especially for a small school, it's pretty rare. One of the biggest things is we're all friends, so we've all kind of stuck with it. That includes a trip to state as sophomores with seven cracking the everyday starting lineup, a taste that still lingers with this group. There's a lot of fire, every guy wants it. I mean, everyone wants to go out on top our senior year, so everyone knows what it takes and what we have to do. With the depth and experience on this roster, it really shows with their pitching staff. A position they feel goes pretty deep. Being a single A school, not a lot of teams around here have as many pitchers as we have. We have three to four guys who can be an ace on any given team, I feel like. And we have seven, eight, nine, ten guys that can pitch. But that's not the only strength of this ball club that averaged just under ten runs a game and hit around 330 as a team. With the seniors, they've seen so many different pitchers. You've seen so many different pitches. And a lot of the pitchers we face have also come growing up with us, and that experience beats all. The regular season and their careers nearing its end, D River hopes its final chapter is just getting started. We all want to get back there. We all are hungry. We've off season work. I mean, we have wanted and waited for this. It would be the best experience of my life. It would be awesome. I mean, everybody in the dugout wants this. Everybody. We come to play and that's what we do. The Warriors already locked up the Northern Lakes Conference crown and hope to add to that beginning next week in sections. If you've enjoyed this segment of Lakeland News, please consider making a tax-deductible contribution to Lakeland Public Television.


I've man electric band saying signs signs everywhere a sign Kenny Atkinson last night He had a sign to are we gonna see more of these Michael? Now I think we might especially if it continues to work for the Nets and what I love about this Chris is the fact that Look Kenny wasn't afraid to do this. He wasn't afraid to try this This is something that you see in college football And so for Kenny to try this in an NBA game to get his guys attention And try to get them in their defensive coverage that they needed to be in in order to get a key stop Late in that game against the Houston Rockets. It certainly worked. There are a lot of new guys out there on the court They're still working on cohesion chemistry defensive communication So if Kenny has to hold up a sign to get their attention and it works Keep doing it keep doing I just love that Kenny had the guts to even try it in the first place and the guys Lockroom had a good laugh about it Kenny laughed about it as well because your forces turned into a mean We know how things work in social media Chris. Yes. Yes, we do unfortunately Michael


Hi, this is Christian. In this video, I'm going to show you some techniques how to help you debug your code in Android Studio. If you're not used to this IDE yet, you may not be familiar with some of the tools it provides. Here is the app that I created, just a simple app with the empty layout. Before you open any code, you see here, if you look at the bottom of this page here, it's kind of small. Let me see if I can zoom in for you. Let me zoom it in. Okay, so way down here at the bottom. I'll just pause it here for now. You see these tabs down here, to do, problems, terminal, build, inspector, log cat, and profile. There's one more you don't see here until you run the actual application. Let me go back to the unzoom portion and let me turn this off. Hopefully you can see it. For the to do part, as you can see, if you click on it, it's nothing here yet. It just says no to do list. This is actually really helpful if you not to use it. Maybe I can show you how to do that. The problems here is just to show you the current file you open if there's any syntax problems. Synthetic errors, it will list here to help you fix that really quick. The terminal is just like your console terminal. This is the same as going to this terminal here. The same terminal it's built into the IDE so you don't have to exit out and switch screens. The build is, as you can see here when you run and build your app. So let me just clear this for now. You can see that when you build your app and run it's going to build and then during the building process the compiler will spit out any errors if you have any here. The database inspector, for databases we'll do that later and when we try to connect to the SQLite database the log cat here as you can see already some information here. Let me clear it now. You can filter out some log data you use the log class to do that for you. The profiler here is just basically to profile the current device that you're using. It tells you like memory addresses and CPUs and things like that here. I ran this earlier so you can see some information here so usually it should be just blank. Look through here if you want to do that. On the right side you have the event log it logs all the events that happen in your current app and then the layout inspector really gives you another overview of the layout of your current layout. Again it's kind of hard to see here but if you go and run your file you'll see the layout here. Again you probably don't need this but the most important ones you'll need are the log cat and the run which you don't see here. You will in a minute once you run it you'll see it. If it's not visible you can always turn this on and off from the view menu up here. So if you go to view under the tool windows you see all these here so you can see that the build is here it's down there the run is not shown. If I click on this one here you see that it now shows down here. So if you happen to accidentally turn this off you can just say remove from slide view and then you can turn it back on again by going to the view and turn it back on. So all these are available here. Now I'm going to go and open the file in the app source and then the main Java that's a long way to enter the main file. So this is what you usually get by default anyway. Now syntax errors as you can see it will outline here for you by the IDE. We usually mark a red color text and also give you some red squiggly lines to tell you. As far as now you can see this is a perfect. No errors, nothing here. This little icon just means like you're overwriting some methods here. What you want to pay attention to is under right column over here under this green check mark you'll see this right column will point at some errors. If there's any warning messages we'll also point that out. So for example if I go up here and just type in something like high. You see that it gives you a red text. Any red text here usually it means an error. Again based on the setting, the default setting, if you change the color scheme of your theme it may be different but with the default setting this means an error. You see this squiggly line here this is the problem because it's caused by this right. So it's like a dominant effect. And then now you look at your lines you code here. You see on the left window all these have this red underline all of them all the way down to the file you have. If you have multiple files which other files have errors it will point that out for you. So you don't want any of these red things going on. If you do have those your app will not compile it will not run. On the top right you can see here we have a bubble with the exclamation mark in the number three. Now if you hover it will tell you where it is. If you click on it notice it opens the tab down here at the bottom says problems. It tells you what those three problems are. And usually if you fix the very first one it solves the problem. Notice you may not see this first because I turned this on. You may see something like that. If you double click on it it will take you to that file on that location. And you can fix that problem. And then on the left side of this you will see an icon that has a shaded columns here. If you click that and it will open the terminal here for you as well. I mean the editor here. The benefit of this is as follows. Let's say I have a real large file, large code and some way down here I'm in line like line 50 or something do some stuff down here. And just put some comments here. I'm doing stuff down here whatever it is. And I have a problem in my code. So I don't want to lose this place in my line of code. Because if you double click on this line it takes you your cursor back to line nine. Once you fix the problem where was I before. So you lost your place. Now if you were to use that. So I was here again if I use this editor over here, preview, open that and it takes you to right where the error is. And then now I can just fix the problem.  So that is really useful for that purpose. So again what I showed you earlier was if I put a message here it tells you that error and if you try to run it it's not going to work. So let's say you're not aware of that and you try to run this application. What I mean is that during the build it's going to crash. So you can see that now the build tab has been activated. It tells you what it is. And also points out exactly what needs to be done or fixed. Sometimes it's not always correct. But you may not see this. Yours might look like this. You have to scroll all the way to the right to see everything here. So I recommend you turn this little soft wrap on so that you don't have to scroll all the way. You can see your line of code and the errors and it will tell you the error is it says illegal start of type and overwrite. It doesn't tell you much. It's like it thinks that this is a data type. If you remember how to code you do something like I, A like that. So this one here doesn't matter where you put it. You can put it down here. It doesn't matter. As long as you put a semicolon then it will terminate the statement. If you don't do it, it thinks that it still continues on all the way here. So you have an error. So that's what it tells you. It's a type. This is a type. It thinks that the high is a type and this is a variable of that type. That's what it's trying to tell you right here. And then on the left side, so before the build fails, you watch out for the build information tells you here. Let's go back to the problems again the same as before. If I tell you it's all that, if you look at the little light bulb here it shows a quick fix it suggests that you should fix this. So if you click on it, it says create the type parameter rather high. If you accept this, it's trying to fix it for you. And what did you see? Now it caused some other problems but it fixed this. Now it changed also your class name, main activity, and with the angle bracket and the word high in there. This is known as generics. If you're not familiar with generics, you may not understand what this is, but it's trying to say that this is a data type that doesn't exist. You can make this a generic type. Now usually in type, you follow the letter t and you use that in your code, like t of some is something like that. It's a generic type. If you remember using array list, when you create an array list, you always use the angle bracket to pass in a data type. So the array list stores numbers strings or whatever it is. It's trying to fix it for you. So that's just one really common fix this in here. Okay, so we saw that, that's the error. And then let's say that if I go in here again, if I mistype the letter s here, I use the capital letter and then again tells you in red. Anything you see in red here again, it's an error. Syntax error usually. Or something that's not available in classes not being imported. You've done that before if I were to do a text view and then a, you see that this one imports automatically, which is great. But something that's not important automatically like maybe view, view. You see that it's not imported, so I have to do that import. You know that already. It's the same idea here. Similar thing. So I did that and it tells you again on the right side is a red error. It says cannot resolve the method set content view. It gives you a suggestion. Should you create a function for that? If you click this, it will create a function for you. Using this as your function, which may or may not be what you want. But in this case, we don't want that, right? So again if you see this if you're not sure if you're trying to run this, it will also you know, capture that in the build. So again the build called that it's illegal. You cannot find this symbol, meaning this function or whatever it is, it's not found, doesn't exist. So you have to fix it. Well in this case it may be difficult if you don't know the rules, all the classes and functions in here. So I mean once you know that you know but if you don't know then it could be a little bit tough. But anyway, so we know that this is not allowed is not part of the function. So we'll fix that. And then say I also use a different activity I call activity 2. It doesn't exist. Again red. So that's one thing it can tell you. Now the next thing that usually happens is, so you see syntax errors are easy to fix. The more difficult ones are the logic and runtime errors. So let's say I have a integer total is equal to 1 divided by 0. We know that division with 0 is not allowed in Java. In JavaScript other languages may be okay. They will actually set a type to infinity but in Java we know it's not allowed. So therefore of course the ID doesn't know that until you run it. So this is not a syntax error. It's a runtime error when you run. So for example if you never run this line of code in your program it's no problem. Until you reach the syntax this line it will crash. So let's create my screen over here. Close my console and I go to the run. Again just make sure nothing happens.  So you can see you saw very quickly it loads and then it tries to load it and then it turns it off. Just to make sure it does work let me comment this out again. Okay let me turn this emulator on. Okay so let me just lock this in. I can lock it in. So here we go again if I run it one more time. You'll see that it tries to load. So now it's okay because now in the app it's running. Right no problems. Now again if I turn this back on if I save and run it again you'll see that it tries to load and then there's a problem as your app closes. You may see this message or you don't see at all. The little white flashes and then it goes away. That means there's a problem in your app. It doesn't tell you here there's no red lines, no nothing to tell you so you can't know what that is. So how to solve this problem is by checking in the run tab down here. Okay the run tab tells you pretty much everything when the app is running. So let me maximize this a little bit more. It has a lot of information down here. Everything that runs in the app every time you click something it loads the activity it does something you know it generates all this information here. So you won't look for anything that's in red usually in red again. So if you scroll up and down you will see that at the very bottom you see a bunch of red text. Okay and that's usually problems. Then if you scroll up from this line because one problem will crash your app right away. And if you scroll up it tells you right where this blue line is it says in the main Java file line 15 that's what this means. If I click on it it takes you right to that line. And the error is usually right above it says division by zero. Okay it's caused by division by zero it's not allowed. And if you keep scroll up it's going to repeat again but I will tell you until like all this blue and co-text those are okay. It tells you here that the Android VM virtual machine was shut down here. It's a fatal exception, a fatal error in the main program. And it trades down here to show you where the error is. The error is caused by again it's unable to start activity because of this exception. So this is hard to find but if you scroll down until you find this blue text it tells you exactly where it is in your code. And the error is right here. So you need to fix that. Okay so if you see that your app is running fine and there's no problem but you don't understand why it's not running, check in the run. And because it's really hard to see this is the run is like the console and other IDEs like you run Eclipse, open the console or visual studio code in the console that's what you see here. Okay so if you write out statements you also shown up here. So let me show something here. For example if I put a correct number let's say you know 100 divided by 10. So I'm going to get 10. And if I want to print out the total so I can see in the console you will call this function called system.out.print.  So it will print total is 10 in this case to the console. So I fix this error so if it won't crash it will load the app and then now let me clear my console down here. Clear all, right click and then run this again. Okay so it loads the app, everything looks good. It goes and create this app here it runs everything in the background and then it should stop at some point. Okay so now you can see that you know everything looks good. No red things in here right. If I scroll up there's no red things. Okay but there's a lot of things going on here and I'm sorry if I scroll too fast.  Okay so I couldn't see the the black text. You should see the black text in here where is it at? I know it's in here somewhere it's a message that we print out. It should be at the bottom. Yeah that's a lot to find so let's go down here again. Well it's I know it's there it's kind of hard to find which is why you want to use the tag. So if I go here again I'm just going to turn that off and then open it again okay and well I don't see it for whatever reason it's not shown here but your system I should print a message here. Let me try to clear that again and then I'm going to just rerun the app. Okay so we go again. Yeah that's I think that's after the fact let's go all the way to the top again. Okay any message out here. It launched successfully yeah I'm not seeing the message for whatever reason it should be here which is why it's so hard to find as you can see you could you'll find it should be out there I'm not seeing it. So that's why we talked about let me close this the log okay you can see it's hard to do that. So the log if you remember log.d and you pass in here a flag filter variable you can look at. So for example here just data maybe okay and you pass this string is I want to print the total I want to print this message here so you can put here like this okay and then the log need to be imported so let me import that. Okay so now I can track this data easier in the run. Okay so again if I run this variable let's rerun this again. Yes okay so if I go to the log cat you will see that in the log cat it's much nicer again has a similar stuff it's really hard to find that. It should be in here somewhere it's hard to find. So that's why I use the data as a filter I can add in the search box here for data I only look for that data okay and that's other data out here too. I should make it more unique but let's see let's try and run this again one more time. Okay so you see now that it filtered out all the things I don't want. Again right click clear. Okay do one more time run okay there you go you see that now this is what I have right I filter everything out I just want to see that this is working correctly my calculation is working correctly so it shows up here and that's what it's for. So you can create a log of other stuff log data log events users information whatever it is you filter it here it will give you that output here. So instead of going to this it's hard to find use the log data to do that for you okay so that's for that purpose so the next thing I want to show you is you can actually set points in your target and let me go back to this again let me close this for now so let's say you can trace your code okay you can trace line by line and see what happens so if you have a lot of code and you don't know what's going on instead of hand tracing it's really hard to do you can you know set a marker here so on the left column here right here if you click on it it gives this little red circle here it tells you that when the application runs when the you know reaches this line it will pause execution at this point from here on you can step through line by line of code you can see what's going on okay so if you aren't sure you can do this and then once you find the culprit of the error you can stop there so let's say I'm going to pause right here when I reach this line and so when you put this here to make this work you have to click on this debug icon here the little bug so if I go and click that now yeah I'm going to restart everything from app again okay it's waiting for that to bug and so here it is you'll notice that when it runs it pauses right here at line 14 exactly where they put the marker on and down here if you look it loads that debugger frame and it tells you at line 14 you're here and it also tells you some variables here this refers to you know the current object in this case it will be this activity object right and then the same instance is no so it knows that because we already executed this part right so this one has no data saved into the instance so nothing there now if I scroll down and look at these icons here one of these is a step over step into you know four step into the step into means if you're calling a function then it's going to go into the function and it keeps going down until you reach the end of the function you come back up so that may it may not be what you want so if you step over then it just means run this statement and then it doesn't matter how many functions down there just skip those and come back up okay so I'm going to click this step over and then now I'm going to the next line so at this point you know at the view I forgot to see here but you can see that the view has been created here I'm now running a line 16 okay if I go again it tells you that my total has now been created you can see it's visible now in the variable and it has a stored value of 10 already okay so next thing is going to print this out to the console that's been done and then next is log out to the cat okay so if I go to the cat you see that right now there's nothing here yet right so let me clear the console for now there's no data here yet if I step through it executes the line it should be added to the log if I go back to the log you see that it's now added here okay so you can step through you know your code line by line this way and again if you are done then now you're back to this because it loads the activity now and it keeps going until whenever you stop okay so you can just you know stop this and you're done so that's a tool to help you debug your code line by line okay put a marker here it will do that for you okay well there are many more you know errors that can tell you one more thing I want to show you a common error that you might have is the following so let's turn this off let's go and create a second activity I'm just going to copy here okay go to the res layout and I'm going to copy here just ctrl c ctrl v and I created activity main two okay so now this main two here looks exactly the same as the one but I'm going to go and create some variables in here so let me go in then I'm going to use the sex view given id id of txt you know input or maybe just put hello okay that's the id I give to this second view the first one doesn't have it okay the first one here has no id as you can see it should not have it which is fine the second has this id now in the code over here if I want to access this view so I'm in the main activity and so if I go here and if I try to get the data from that view so I go text view right and tv here is equal to you know text view let me cast that to find by id or id dot you see that text hello is here even though I'm using the main activity okay so this tells you that it doesn't matter which activity which layout I use I can have 10 layouts or 20 doesn't matter if I have one unique id called text id all those ids will be visible here and if I try to access this thinking that this is from the main activity layout as you can see there's no problem here if I try to access this and run it right you will see that it might generate an error so again go and run this app now and we'll see what happens okay so that's fine because it will be able to access that so now I want to do something with the text view I'm going to overwrite this text view with a new text so usually you can use the set text tv.setTex change the text to high okay so let's save this again and rerun and now again back to the problem we did earlier nothing runs no error in your code no red lines anywhere at all just have a warning here but that's nothing critical so you can see that again back to the error how do you know this you cannot find it and here you go to the run look for all those red lines again it will tell you usually in the bottom again tells you down here it says line 21 if I click on it it tells you line here it says there is no object reference okay you're trying to call the text view.setTex but it's no no means it doesn't find this object so therefore you have to kind of be careful with this because you know idea doesn't tell you much more than it tells you here but you know that this exists but it says it's no it's not there well because you're running the main activity when you run this in the running mode it connects to the main activity file which is going to look in here and there is no ID matching that okay so because you pull that from here instead so that's something you want to watch out for when you run your code or so okay I think that's enough for now I know it's a long video but I hope you'll find this useful if you have any questions if you have other things you want to review please let me know thanks


Hello and welcome to the session. Let us discuss the following question. It says a man running a race course notes that the sum of the distances from the two flag posts from him is always 10 meter and The distance between the flag posts is 8 meter find the equation of the posts traced by the man To solve this question. We need to know some basic definitions First we start with the definition of ellipse It says that an ellipse is the set of all points in the plane the sum of whose Distances from two fixed points in a plane is constant Now we relate this definition with this question It says a man running a race course notes that sum of distances from two flag posts from him is always 10 meter That means while running he traces a path where on all points the sum of the distances from two fixed points is constant and Here that constant distance is given to be 10 meter That means the man is Tracing an ellipse while running and The two points from where the sum of the distances is constant are called foci of the ellipse So man is tracing an ellipse while running and the flag posts are f1 and f2 and from the point P the sum of the distances That is P f1 plus P f2 is 10 meter and f1 Is the focus f2 is also focus and distance between f1 and f2 is? 8 meter F1 and f2 are two foci of the ellipse and f1 has the coordinate minus C0 and f2 has coordinates C0 Now we are given the distance between f1 and f2 is 8 meter so o f1 is Equal to o f2 is half of f1 f2 that is 4 meter Because distance between f1 f2 is 8 meter which is equal to 2 C right So C is 4 meter Now let the man is At the point P Then in an ellipse sum of the distances from two fixed points from a certain point in The plane so here we are given that P f1 plus P f2 is Equal to the major axis P f1 plus P f2 is Equal to 2 a Now P f1 plus P f2 is 10 meter So this implies a is 5 Now since the man is tracing an elliptical path We have to find the equation of this ellipse for that we need to Find the semi minor axis because equation of the ellipse is x squared upon a squared plus y squared upon b squared is equal to 1 where a is the semi major axis and b is the semi minor axis Now here we see that C is the distance of focus from the center now we know that Square of the semi major axis is equal to the square of semi minor axis Plus the square of the distance of the focus from the center Now a is 5 C is 4 so substituting the values 5 square is equal to b squared plus 4 square and This implies b square is equal to 25 minus 16 and this implies B square is equal to 9 and this implies b is equal to plus minus 3 Hence the equation of the posts Traced by the man is given by x squared upon a squared where a is 5 plus Y squared upon b squared where b is plus minus 3 the square of plus minus 3 is equal to 1 which is equal to x squared upon 25 plus Y squared upon 9 is equal to 1 Hence the equation of electrical path is x squared upon 25 plus Y squared upon 9 is equal to 1 and this completes the Question and the session bye for now take care. Have a good day


Okay, our next speaker is here. Selena has some work of 10 years of experience in marketing and communications. She is also a global who writes about the growth of digital strategy and marketing. She also loves cats and stickers, but I think that she's not going to say much more about them today. And I think that she does that. Okay, cool. Hey, guys. That's one awesome screen, by the way. I feel that that's the biggest one I've presented in front of. I don't want you to think about anything else in that one. So, hi, my name is Basi. It's shorter, easier. Basilele is the official name that my mother uses when I've done something wrong. And today I'm going to talk to you about ways to understand your audience better and ways to understand what would they find truly valuable. So you can plan your strategy, plan your messaging, or help your clients in doing those same things. So what we usually do as marketers, because I'm one, when we get a question about, okay, what's your target audience?  And I'm going to tell you today that that's not the way of doing things, right? I think that what we can do is actually be more scientific about it, and if not looking at the Petri dish, actually looking at our users and talking to them, and in that way understanding better what they're all about, who our users are, who are potentially target audiences if you're writing a blog like me, or what you can offer in terms of features or in terms of messaging for your product if you're a product that comes with it. So I'm a big fan of data, and I think that the best way to get a grasp of your audience is to use data to your message. And there are a lot of ways you can do that, so I'm going to share a couple of my favorite ones. I'll be running through it fairly quickly. So if you're not up to speed, I'll share your links to the slides at the end of my talk, so don't worry about it. So the first thing that you can use is Google Analytics. Google Analytics is a solution if you already have a site of its name, but it can give you a lot of interesting information in terms of what your audience composition is. It allows you to see all of these interesting things like personally gender, their age, their location, their interests, and the technical devices pattern on the people who come to your site. And I'll tell you why that matters a lot. So first off, obviously you will get these funky reports telling you that male audiences in the ages of 25 to 34 are your biggest potential market. But that's not the most interesting thing. The most interesting thing is looking not only at how many people from a specific group are coming to your website, but how they are interacting with your website and what's the quality of their audience. So here's an example. That's a screenshot from our analytics and the company I work for.  So I can talk to you about that later. But what we see here is a disposition of the number of sessions. So I've blurred out the numbers here, but you can see, okay, we have like French people coming through the site at 9% and then Polish people here all the way to the bottom, other top than at 3.9%. But what we can see further there is that actually those three are our most lucrative potential clients in terms of people creating accounts on our platform. So you can see way over here that these people are converting much higher than the rest. So what we can do in this situation is say, okay, we're definitely going to focus on the French folks and draw an additional volume there. But what we also want to see is how we can get people from Poland and get more people from Poland coming to the website because they obviously derive value from our product. And that's some very helpful information if you're doing targeting or if you're doing your marketing. Then what we can also see is the same thing in terms of gender. You can look at the behavior of people. You can see that here female users are actually more engaged with the website. But you can see that the male audience is spending more. And that's because in this particular case that's an e-commerce shop focused on providing gift vouchers. I'm guessing that the guys have done a lot more bad stuff and they need to apologize with more expensive credit. But that's completely like a hypothesis based on my personal experience and not something I can derive from the date, of course. Then what we can also see are the interests of those people and you need to keep in mind that Google uses some pretty finicky ways of getting that information. They're basically looking at your behavior when you are logged into your Google account and what is the pattern of your behavior on other websites as well. And they can tell you first of all what you're interested in which are affinity categories and then what type of stuff you are looking to buy as a user. And then on the other hand side you can see that for your personal website. Just a word of caution here as I mentioned that's based on the behavior of the person. So in my personal Google account it says that I'm very interested in marketing and tech conferences. I'm very interested in cats. I mean every person needs a buddy. I'm very interested in all the girly stuff like makeup and fitness and whatever and I'm very interested in first person shooter games. I'm guessing you can spot the other one out. And the reason for that is because we have a tablet at home and the YouTube app is logged in with my personal account and my partner watches streams of Counter-Strike. When going to bed at night. So yeah, you know, just take that with a grain of salt. But what you can also see are devices used by the audience. And again that would be interesting to look at what's the different behavior of that in there. And we can see here that people on the desktop are much more active and they're buying much more of them. But people buying a mobile device have a higher average purchase cost. So what this tells us is that people in a hurry who need to buy on the go they're not so price sensitive for this particular case. So you can look at what the differences there are. The next favorite thing of mine is what we call Facebook audience insights. So that's a platform that you can use even if you're not actively advertising on Facebook to see what's the audience content position either of your own personal audience if you already have that channel and where it gets much more interesting. When you're still thinking about developing something or creating a product or creating a website focused on a specific territory. So here's an example. I took to survey what's the typical Bulgarian audience of entrepreneurs and here's how that works. We tried that in the morning and it worked then but I'm guessing that my computer is getting a bit shy now. There we go. So here I'm putting in the location of Bulgaria and I'm also putting in interest entrepreneurship. Obviously for a real-life situation I would put more interest to just narrow down the audience. And you can see that it's more mail oriented than the average on Facebook. There's a lot of single people who are interested in entrepreneurship. They're better educated than the average on Facebook for Bulgaria. They're much more likely to be in IT and computation or computer science or whatever. And we can also sort that out based on the total composition of our own audience which shows that a lot of people are in sales and that's a good skill to have as an entrepreneur. What you can also see is what they like. For example, what medium they go after or anything else like what specific charity causes they're following and what they're focused on. Here you see in several areas or even what you should serve at a networking cocktail event when you're doing that or where you should stage that. And you can see a lot of interesting information here that will give you an idea of what your audience actually looks like. And what you can also see is how engaged that audience is if you already have your own personal Facebook page. What you see here in grey is the actual composition of your page and in blue you see what percentage of people who are actively engaging with your page so liking, commenting, sharing, clicking on photos of that kind of stuff. How different they are than the average composition in your page. So here you see we have a lot of people in 25 to 34 in terms of total audience size but they're much less likely to engage with the page than say the older demographics here. So again coming to that same topic of not just how big that specific target group is in terms of audience size but also how active they are and how interested they are in what you have to say. And I mentioned earlier that the technological profile can give us a bit of more insight in the audience. And the first thing was what I showed in terms of shopping on the go and shopping in front of the desktop computer. And here's something different. Giving me a basic idea of what's a disposable income based off on what mobile devices people are using. So I'm showing first here an example of a pretty ordinary page in terms of audience composition. That's our page for popular science events. I'm involved in organizing. And you see that the split is pretty even but there are a lot of people who are focusing on comfortable computers. And here's a second example of people who are interested in whatever design. And you see here how this proportionately huge the percentage of iPhone users is. And you can already believe that the fact that those people have much more money on average and are interested in... Well, I'm not going to say better design because there's great Android phones out there but better design. The same thing but if you're focused on in a B2B type of audience would be LinkedIn. What they have is something called LinkedIn website demographics which lets you put a tracking pixel on your website through a short snippet of code and then LinkedIn is trying to match the users coming to your website with the users who are currently logged in to their LinkedIn. So it gets a bit slower. It's not going to give you results right away but the information can be super valuable if you're focused on the B2B side. So if you're running, say, a website development agency you can see what types of companies come to your place and you can then better serve them and create solutions or case studies focused specifically on these audiences. So you can get all sorts of information from company names, specific company names, like spoilers it would show at the top like Microsoft and HP without variation or something like that so focused on bigger companies. But you can also look at company size, you can look at the industry and the role of the people within their company so you can see the people coming to... Again, we already did that example to a website development agency you can see if the marketing person is the first contact or the person doing the surveying of solutions or if it's a developer and you can vary your language based on that you can see their seniority and their location. So here's how that looks. So you can get from that drop-down menu the specific information you can choose like here is job seniority and I've split that here or you can use any of the other ones I showed you. But once we've looked at the general demographic information we can first of all get a lot more personal and then get much more under the skin of our potential users and what I'm going to show you here creeps me out a bit to be frank but it's a solution that you can use and you can check and you can try to use it for good to understand your users better and to understand how to communicate with them in a better way. So what we're going to talk about is psychographics. So how many people here are familiar with psychographics? Can I get a short answer? Okay, so psychographics is basically understanding your users from the viewpoint of their age location those like demographic factors but from the point of view of what they care about what motivates them, what they're trying to achieve how risk-averse they are and all these different psychological aspects that you might want to get a better understanding of. And there's a tool called crystal knows that you can test out and see that. It's here we go on a personal level so you need to a specific account of the person you want to survey so you can do it with current customers you have or you can do it with potential leads. So here's how that works. It's a Chrome extension so you install it it shows that view personality thing on the right-hand side and it gives you a complete profile of the person whose profile you're checking now. So it shows you what they enjoy doing and what comes naturally to them patient waiting in line here what language to use when speaking to them what motivation factors you can use and how to work with them there and then you can go into a full profile that will give you even more details on the same topics and information so seeing how to vary the messaging for example when you're talking to these people you can see what motivates them you can see what language to use in the meeting being rushed is for the person who's going to show you the most of it from my turn on and the most important thing from a communications perspective what I'm coming from is how to convince them so you can see what type of persuasion techniques to use on your landing page or when you're talking to them in an email or when you're doing a sales pitch or whatever that might be and you can get all the other information that we're showing you again, that is very creepy if you're on the receiving end of that thing and I have to say that it's pretty accurate I've tested it with a bunch of the people who are working in our team and it's... I would say it's very precise but that also helps me to know better when going into a meeting with my CEO or my CMO how to make sure that we both get the best out of that meeting and obviously you can use all that to be spammy and hacky and do bad, bad stuff to those people and we are trying to use that for selling purposes only but in the end of the day if you're not providing the value that you promised you're not getting anywhere so we need to keep in mind that whatever you promise you need to deliver otherwise you're going to be in a much bigger mess than what you're starting from the other thing that I want to talk to you about today is something that's really going again on a personal and much deeper level and it's called Jobs to be Done and it's a framework first presented by Clayton Christensen who's a Harvard Business Professor and he has all these titles and so on he wrote the innovators dilemma if anyone read it so that's the same guy and what he figured out was that whenever we're looking at those demographic factors and psychographic factors and so on we're not actually getting to the bottom of the situation there we have no clue on what the person coming to us is trying to achieve I'm going to tell you that my target customer is 26 years old female she's living in Sofia she has a potential income of whatever amount of Bulgarian land she likes to frequent these and these types of places she likes to buy these and these types of brands she would go to these and these media to get her information but at the end of the day I want to tell you you have no idea why they came to my website in the first place and what they're trying to do and Jobs to be Done gets to the bottom of that so it's a bit weird in terms of phrasing but what Christensen is getting at is that people hire us for a specific job they want to be done and there's a lot of different competitors that are coming that can solve the same job so applicants for the same job or there are a lot of different forces that are trying to get you to a new solution or keep you with your solution you're still using as a user and what it comes down to is this thing so we often focus when talking to people on the use so we tell people okay you're getting us through driver because you almost threw something on the wall but we're rarely getting at the actual outcome which can be putting stuff on the wall where that piece of paint is or putting something on the wall to express my creative side or putting something on the wall to make my tiny horrible office space feel a bit more pleasant and these can all be different jobs and when you understand that you can go after different messaging you can present your product in a different way or your service or your solution and you can even change features to make sure that your product fits with the end outcome that the person is trying to get at and here's a very classical example of what that looks like in a real life situation so we have Snickers on the one hand side and you have Milky Way and for the Bulgarians that Milky Way looks weird but that's what the Milky Way is in the US it's basically our region of the Mars bar so what the guys and Snickers who are trying to figure out was how to better present the product and they started evaluating it against competitors and at first you would feel that Milky Way is a pretty decent competitor to Snickers after all it's the same form factor it has basically almost the same ingredients it is presented at the same place in the retailer in the shopping mall and it's basically a chocolate dessert like what is there to think about it but what they found out during the interviews was that people consume Milky Way in a way that you would consume most desserts so you would go have it at the end of a rough day where in few you need some reward for surviving or you would get it at the end of the day for congratulating yourself on a big win or just when you need something sweet but people would go and buy Snickers for a totally different reason and the reason there would be to satisfy hunger when they're on the go and maybe they missed lunch and they're trying to rush off to their next meeting and they need something quick that's going to give them that boost of energy so if you look at it from that point Snickers and Milky Way are not competitors anymore Snickers can't look at competitors in terms of like a banana or roll nuts or burrito that's easy to eat while you're driving to your next meeting or something completely different than another dessert bar and what Snickers can then do is change their messaging to represent that and I'm guessing a couple of people are already smiling so they probably figured out what to show next which is their campaign you're not you and you're hungry which is getting at that same point and it started from that same insight and it's a way to get the bottom of what the person is trying to do when they're getting your product or they're looking at your solution what you need to do then is get that all information all in one place and make sure that you have an easy actionable way of reminding yourself who your persona is, who your buyer is who your entire user is and the easiest way to do that is use what we call buyer persona to get and these look something like this so you would have a fictional photo or a fictional name for that persona you would have all the demographic information that you've extracted you would have what their work looks like what their influences are what are the media they use the celebrities they follow, the brands they use and so on that you can extract from the tools I showed you at the beginning you would get some of the information about their personality and interests from psychographic research you can do that not only by stalking people online but also after talking to them there's very good solutions to get psychographic information based on actual surveys you can give me and what you can also do is add that job they're looking to succeed in and then marry the two bits so the quantified size and the qualitative information that you go from into using users if you're using the jobs with them framework and you can then I run real quickly through jobs to be done but there's also stuff there called hiring criteria so what types of benefits people are looking for and what things they have in mind before beginning their research for a new solution you can look at the benefits what exactly they have again coming from that same research like what's kind of bugging them when choosing your product or what might be an issue when they're looking to buy and you can then use that information to answer those questions in the landing page or in a blog post or whatever and you can then look at the comparison and you can look at the comparison and the comparison is following that jobs to be done methodology so look at not just your direct same solution type of comparison but look at different types of comparison that might not come to mind straight away and the reason you do that is that those two slides will ideally sit at your desk and you'll go through them with your team every month or every couple months or with your client when deciding on when you design for their website or when creating a landing page or whatever that might be and you will try to put yourself in the shoes of that person and see if the information that they will see on your website or on your stand at WordCamp Sophie if you're a sponsor in the event or whatever will be information that will convince them that you're the right fit so that's how we get all this information in one much more actionable thing than just putting on pages and pages of long explanation and screenshots of solutions that I showed earlier so yeah, that's basically that's what we have to say first off you can find the slides at this link and over there you can find and download that same biopersonal template that I showed and the blog posts are out on the same topic that maybe you can go over in a couple of days when you've completely forgotten what you heard in this presentation and I would very much like any questions that you might have now or on Twitter and also since she already mentioned that I'm a huge fan of stickers I brought some from the office I stole them so even if you're not willing to raise the question now the coffee breaks you can come grab a steeper ask a question you would ever Thanks New slides are all these tools are really great but they can need something and the website what is your comments how would you proceed with coming to the test platform what I showed in terms of Facebook audience insights is just a solution you're looking for so what you saw there's an option to start with the audience that's already fans of your page but what I started with here was a button that's titled everyone on Facebook and then you select the potential criteria so for example if you're doing a coffee shop you can select interests around coffee or if you're looking to create like an entrepreneurship category you would select something like that and then Facebook allows you to look at users within that specific location that you chose and based on those interest criteria so you don't need an actual starting point like your own space or your own website so that's the first thing to get some basic idea about the qualitative side of stuff and then what you can also do is create surveys and try to get potential users to answer them so that's a whole different presentation in itself you can do that with a potential audience and once you get that information from Facebook you will be able to create a short like an ad or you can post it on Facebook groups that are posted in your audience and ask people ok here's a short survey he's like 5 questions that I really appreciate you answering try this out and that would be the best way of doing it the caveat there is that we usually go with a convenience sample so people we have easy access to and that's a very bad idea if your target group is more materially different from what you have access to so for example when we were starting InhanCiv we didn't look at the Bulgarian audience because our way of creating your CV is much different than what a US person would think when doing their CV at the US market because otherwise our product would be totally different than what would have served the same needs so make sure that those interviews are done with people who are as close as possible to your target segment the data is not sufficient just you see a couple because our market is very very small most of the services out there just don't capture so small audiences is there any turn around people who find a solution especially for Bulgarian market so the one thing that I want to point to you again is Facebook frankly they are huge and they have enough information on that to give you a pretty decent overview of Bulgaria that example I showed was done with Bulgaria specifically to illustrate what we have here in terms of information and the other thing would be if you already have a running platform you can do something like an overview of Google Analytics if the site is big enough or you can again do interviews and you can do that as pop-ups on your website if you already have a working platform so you can have like quick short surveys of one or two questions that a lot of people will feel it because it's almost no effort to do that when they show up on the website so there's a solution called Haltjar which is very convenient for this type of like with pop-up surveys or you can do something more substantial if you have the budget but yeah that's a big if question in case you don't think or Google for any other tool or social media how would you find which are the best channels and if you use Facebook of course you find always the people who doesn't pay for this but maybe there is more I mean for Google search organic or fake or something else how would you see which channels are the best ones are we working again without having your own websites still or okay so if we have we can look in Google analytics and see the referral sources so we can see what channels are people coming from we can see what channels people are coming from to get to our website another solution is tool called similar web they're like to get the full information you have to pay but it's it can give you a lot of information can even help you compare their sites so you can see what places they get their the book they're traveling from so that's also another solution the left hand on your and it's the right hand side and the audience is much more engaged a question regarding the price range of those tools that we mentioned is it more than a small product company we don't have too much money to spend on this analytics and information how are the price ranges in these three for example Google okay I'm happy you asked for these three specifically because they're all free so you don't need to pay anything you don't even need to have an active advertiser account and give say Facebook money to use Facebook audience insights completely on your own and the rest of the stuff there Google analytics and LinkedIn website demographics just requires a snippet of tracking code installed on your platform to work the tool that I showed for psychographic analysis they let you sign up and use like five credits so basically survey five profiles completely free and then you have to pay in profile on the survey so there are solutions that you can use for free and be smart about it we are in my day to day work kind of rarely using tools that are paid to do this type of research anyone on that side of this I guess you guys want to get your coffee and if you leave me for anything I'll be here and again come get some stickers they're super awesome I promise