{"id":10233,"date":"2022-03-22T08:30:00","date_gmt":"2022-03-22T16:30:00","guid":{"rendered":"https:\/\/www.rangeme.com\/blog\/?p=10233"},"modified":"2022-03-22T06:40:19","modified_gmt":"2022-03-22T14:40:19","slug":"how-to-achieve-international-success-in-2022","status":"publish","type":"post","link":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/","title":{"rendered":"How to Achieve International Success in 2022"},"content":{"rendered":"\n

The market for your business\u2019s products is genuinely global. Retailers worldwide are constantly searching for new products to offer consumers \u2013 and consumers are more interested in trying new products than ever before. Moreover, the growth of e-commerce and online trading via platforms such as RangeMe<\/a>, makes it easier to sell your products to new retail buyers and customers than in the past; the only limit is your ambition.<\/p>\n\n\n\n

The key to a successful international expansion is good planning. Selling into a new market for the first time can be daunting, but if you have a business plan for executing your ambition, you won\u2019t simply be making a leap of faith; rather, you\u2019ll be following a carefully crafted strategy that fits your brand. So if you\u2019re targeting international success in 2022, here\u2019s a six-step plan for making it happen.<\/p>\n\n\n\n

1. Prepare the foundation of your growth plans<\/h2>\n\n\n\n

International expansion must be built on a solid foundation \u2013 is your business ready for what lies ahead? Does it possess the skills, the experience, and the operating structure to pursue international opportunities? If there are gaps, close them now, rather than risk getting caught out later. That might mean training for a sales team lacking international experience. Or it might mean reorganising the business so that it is set up in the right way to embrace the opportunities that lie ahead. It might even mean recruiting new people into the business.<\/p>\n\n\n\n

2. Identify the most attractive growth opportunities<\/h2>\n\n\n\n

Your business only has so much capacity to target new markets overseas, so it makes sense to spend time identifying which markets offer the greatest opportunity. That means understanding the potential demand for your products in a given market, but also thinking about the competition you will face; bigger markets may seem more attractive, but other suppliers in your product category will have seen that too. And don\u2019t overlook practical issues \u2013 for example, if you\u2019re selling perishable goods with a limited shelf life, shipping to markets closer to home may make more sense.<\/p>\n\n\n\n

3. Focus on market access<\/h2>\n\n\n\n

Once you\u2019ve identified a particular market, how will you break into it? RangeMe\u2019s platform can certainly be a useful shortcut, enabling you to put your products in front of relevant buyers in your category. Those buyers then serve as your partners in the marketplace, helping confirm that the demand for your product or service identified during your market research process genuinely exists. There are other ways to build buzz around your products and engage with potential retail trade customers; trade shows and conferences, for example, give you a change to get in front of retail buyers \u2013 perhaps virtually, during the COVID-19 pandemic.<\/p>\n\n\n\n

4. Do your sums<\/h2>\n\n\n\n

By increasing trade overseas, you will increase your revenues, but sales have to be profitable for the venture to make sense. That means pricing your products carefully once you\u2019ve understood the costs of selling in a new market. Your business will probably have a good idea of the unit cost of any given product, but you also need to consider export expenses. Those might include initial investments \u2013 in market research or new product design, say \u2013 as well as ongoing costs such as logistics, regulation and compliance, insurance, and the margin demanded by your new retail partners. Make sure you have a complete understanding of cost before agreeing on pricing terms.<\/p>\n\n\n\n

5. Make a plan for getting goods to market<\/h2>\n\n\n\n

Clinching the deal in an overseas market is just the start: you will also need to work out the practicalities of delivery. This is partly a logistical challenge \u2013 how will you move the goods \u2013 and part regulatory, since there may be specific compliance and legal requirements that you are required to meet in a particular market. On logistics, it may be tempting to focus on finding the cheapest method of shipping your goods, but cost should not be your only consideration. Postal carriers, for example, are often more affordable, but they also tend to be slower and less flexible. On compliance, talk to shipping agents and your local partners about what is required.<\/p>\n\n\n\n

6. Get your finances in place<\/h2>\n\n\n\n

Expanding overseas may require an investment that is difficult to fund from your business\u2019s balance sheet \u2013 and there may be strains on your working capital, particularly in the early days when you\u2019re waiting to get paid, or if you\u2019re expanding your stock. In which case, you may need to take on additional funding to underpin your export strategy. Talk to your bank about export finance and trade finance tools such as letters of credit or bonds and guarantees. Make sure your business is ready for the financial strain of a new venture.<\/p>\n","protected":false},"excerpt":{"rendered":"

If you\u2019re targeting international expansion for your business’ products in 2022, here\u2019s a six-step plan for making it happen successfully.<\/p>\n","protected":false},"author":72,"featured_media":10237,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[2584,2597],"tags":[2766,38,471,946,37,28,2994,1753,410,1299,618,36,2545,2341,2988,42,30,32,44,2633,27,26],"class_list":["post-10233","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-best-practices","category-global-insights","tag-2022-retail-trends","tag-consumer-goods","tag-consumer-packaged-goods","tag-consumer-packaged-goods-industry","tag-cpg","tag-entrepreneurship","tag-finances","tag-global-cpg-trends","tag-global-expansion","tag-global-success-stories-in-retail","tag-growth","tag-innovation","tag-international-best-practices","tag-international-retailers","tag-international-success","tag-marketplace","tag-rangeme","tag-retail","tag-retail-trends","tag-selling-overseas","tag-small-business","tag-supplier"],"yoast_head":"\nHow to Achieve International Success in 2022 - The RangeMe Blog<\/title>\n<meta name=\"description\" content=\"If you\u2019re targeting international expansion for your business' products in 2022, here\u2019s a six-step plan for making it happen successfully.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Achieve International Success in 2022 - The RangeMe Blog\" \/>\n<meta property=\"og:description\" content=\"If you\u2019re targeting international expansion for your business' products in 2022, here\u2019s a six-step plan for making it happen successfully.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/\" \/>\n<meta property=\"og:site_name\" content=\"The RangeMe Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/rangeme\/\" \/>\n<meta property=\"article:published_time\" content=\"2022-03-22T16:30:00+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/rangeme-blog-images.imgix.net\/blog\/wp-content\/uploads\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop\" \/>\n\t<meta property=\"og:image:width\" content=\"1556\" \/>\n\t<meta property=\"og:image:height\" content=\"1036\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"David Prosser\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@davidprosserind\" \/>\n<meta name=\"twitter:site\" content=\"@Range_Me\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"David Prosser\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/\"},\"author\":{\"name\":\"David Prosser\",\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/#\\\/schema\\\/person\\\/d6306a37a2290d364fcc4e468e360a28\"},\"headline\":\"How to Achieve International Success in 2022\",\"datePublished\":\"2022-03-22T16:30:00+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/\"},\"wordCount\":790,\"image\":{\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/rangeme-blog-images.imgix.net\\\/blog\\\/wp-content\\\/uploads\\\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop\",\"keywords\":[\"2022 retail trends\",\"consumer goods\",\"consumer packaged goods\",\"consumer packaged goods industry\",\"cpg\",\"Entrepreneurship\",\"Finances\",\"Global CPG trends\",\"global expansion\",\"global success stories in retail\",\"growth\",\"innovation\",\"international best practices\",\"international retailers\",\"International Success\",\"marketplace\",\"RangeMe\",\"retail\",\"retail trends\",\"selling overseas\",\"Small Business\",\"Supplier\"],\"articleSection\":[\"Business Best Practices\",\"Global Insights\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/\",\"url\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/\",\"name\":\"How to Achieve International Success in 2022 - The RangeMe Blog\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/rangeme-blog-images.imgix.net\\\/blog\\\/wp-content\\\/uploads\\\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop\",\"datePublished\":\"2022-03-22T16:30:00+00:00\",\"author\":{\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/#\\\/schema\\\/person\\\/d6306a37a2290d364fcc4e468e360a28\"},\"description\":\"If you\u2019re targeting international expansion for your business' products in 2022, here\u2019s a six-step plan for making it happen successfully.\",\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/how-to-achieve-international-success-in-2022\\\/#primaryimage\",\"url\":\"https:\\\/\\\/rangeme-blog-images.imgix.net\\\/blog\\\/wp-content\\\/uploads\\\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop\",\"contentUrl\":\"https:\\\/\\\/rangeme-blog-images.imgix.net\\\/blog\\\/wp-content\\\/uploads\\\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop\",\"width\":1556,\"height\":1036,\"caption\":\"How to achieve international success in 2022\"},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/#website\",\"url\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/\",\"name\":\"The RangeMe Blog\",\"description\":\"The RangeMe blog. A blog for suppliers, retail buyers, and service providers to learn about CPG trends, retail best practices, and how to grow your business.\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/#\\\/schema\\\/person\\\/d6306a37a2290d364fcc4e468e360a28\",\"name\":\"David Prosser\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/23c7ee051d62d7b0df40cb3c7cd80a08a35cfe579df93de1bf9fa90196a0d0fa?s=96&d=mm&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/23c7ee051d62d7b0df40cb3c7cd80a08a35cfe579df93de1bf9fa90196a0d0fa?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/23c7ee051d62d7b0df40cb3c7cd80a08a35cfe579df93de1bf9fa90196a0d0fa?s=96&d=mm&r=g\",\"caption\":\"David Prosser\"},\"description\":\"David Prosser is a British freelance journalist with more than 25 years' experience writing about business, finance, economics and entrepreneurialism. His career has spanned stints at national newspaper groups including Guardian Newspapers, The Financial Times, Express Newspapers and The Independent, where he spent three years as the paper's Business Editor. Now freelance, David works for a broad variety of newspapers, magazines and websites, and has columns in Money Week magazine and on the Forbes website. He also works with corporates and other organisations, helping them to publish thought leadership and other content. He has written extensively about the retail sector, consumer goods, and the practical steps involved in importing and exporting from the U.K.\",\"sameAs\":[\"https:\\\/\\\/x.com\\\/davidprosserind\"],\"url\":\"https:\\\/\\\/www.rangeme.com\\\/blog\\\/author\\\/davidprosser\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How to Achieve International Success in 2022 - The RangeMe Blog","description":"If you\u2019re targeting international expansion for your business' products in 2022, here\u2019s a six-step plan for making it happen successfully.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/","og_locale":"en_US","og_type":"article","og_title":"How to Achieve International Success in 2022 - The RangeMe Blog","og_description":"If you\u2019re targeting international expansion for your business' products in 2022, here\u2019s a six-step plan for making it happen successfully.","og_url":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/","og_site_name":"The RangeMe Blog","article_publisher":"https:\/\/www.facebook.com\/rangeme\/","article_published_time":"2022-03-22T16:30:00+00:00","og_image":[{"width":1556,"height":1036,"url":"https:\/\/rangeme-blog-images.imgix.net\/blog\/wp-content\/uploads\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop","type":"image\/png"}],"author":"David Prosser","twitter_card":"summary_large_image","twitter_creator":"@davidprosserind","twitter_site":"@Range_Me","twitter_misc":{"Written by":"David Prosser","Est. reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/#article","isPartOf":{"@id":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/"},"author":{"name":"David Prosser","@id":"https:\/\/www.rangeme.com\/blog\/#\/schema\/person\/d6306a37a2290d364fcc4e468e360a28"},"headline":"How to Achieve International Success in 2022","datePublished":"2022-03-22T16:30:00+00:00","mainEntityOfPage":{"@id":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/"},"wordCount":790,"image":{"@id":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/#primaryimage"},"thumbnailUrl":"https:\/\/rangeme-blog-images.imgix.net\/blog\/wp-content\/uploads\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop","keywords":["2022 retail trends","consumer goods","consumer packaged goods","consumer packaged goods industry","cpg","Entrepreneurship","Finances","Global CPG trends","global expansion","global success stories in retail","growth","innovation","international best practices","international retailers","International Success","marketplace","RangeMe","retail","retail trends","selling overseas","Small Business","Supplier"],"articleSection":["Business Best Practices","Global Insights"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/","url":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/","name":"How to Achieve International Success in 2022 - The RangeMe Blog","isPartOf":{"@id":"https:\/\/www.rangeme.com\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/#primaryimage"},"image":{"@id":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/#primaryimage"},"thumbnailUrl":"https:\/\/rangeme-blog-images.imgix.net\/blog\/wp-content\/uploads\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop","datePublished":"2022-03-22T16:30:00+00:00","author":{"@id":"https:\/\/www.rangeme.com\/blog\/#\/schema\/person\/d6306a37a2290d364fcc4e468e360a28"},"description":"If you\u2019re targeting international expansion for your business' products in 2022, here\u2019s a six-step plan for making it happen successfully.","inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.rangeme.com\/blog\/how-to-achieve-international-success-in-2022\/#primaryimage","url":"https:\/\/rangeme-blog-images.imgix.net\/blog\/wp-content\/uploads\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop","contentUrl":"https:\/\/rangeme-blog-images.imgix.net\/blog\/wp-content\/uploads\/Screen-Shot-2022-03-22-at-8.32.51-AM.png?auto=format%2Ccompress&fit=crop","width":1556,"height":1036,"caption":"How to achieve international success in 2022"},{"@type":"WebSite","@id":"https:\/\/www.rangeme.com\/blog\/#website","url":"https:\/\/www.rangeme.com\/blog\/","name":"The RangeMe Blog","description":"The RangeMe blog. A blog for suppliers, retail buyers, and service providers to learn about CPG trends, retail best practices, and how to grow your business.","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.rangeme.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/www.rangeme.com\/blog\/#\/schema\/person\/d6306a37a2290d364fcc4e468e360a28","name":"David Prosser","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/23c7ee051d62d7b0df40cb3c7cd80a08a35cfe579df93de1bf9fa90196a0d0fa?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/23c7ee051d62d7b0df40cb3c7cd80a08a35cfe579df93de1bf9fa90196a0d0fa?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/23c7ee051d62d7b0df40cb3c7cd80a08a35cfe579df93de1bf9fa90196a0d0fa?s=96&d=mm&r=g","caption":"David Prosser"},"description":"David Prosser is a British freelance journalist with more than 25 years' experience writing about business, finance, economics and entrepreneurialism. His career has spanned stints at national newspaper groups including Guardian Newspapers, The Financial Times, Express Newspapers and The Independent, where he spent three years as the paper's Business Editor. Now freelance, David works for a broad variety of newspapers, magazines and websites, and has columns in Money Week magazine and on the Forbes website. He also works with corporates and other organisations, helping them to publish thought leadership and other content. He has written extensively about the retail sector, consumer goods, and the practical steps involved in importing and exporting from the U.K.","sameAs":["https:\/\/x.com\/davidprosserind"],"url":"https:\/\/www.rangeme.com\/blog\/author\/davidprosser\/"}]}},"_links":{"self":[{"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/posts\/10233","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/users\/72"}],"replies":[{"embeddable":true,"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/comments?post=10233"}],"version-history":[{"count":1,"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/posts\/10233\/revisions"}],"predecessor-version":[{"id":10234,"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/posts\/10233\/revisions\/10234"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/media\/10237"}],"wp:attachment":[{"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/media?parent=10233"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/categories?post=10233"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.rangeme.com\/blog\/wp-json\/wp\/v2\/tags?post=10233"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}