even things within restaurants i will include a clean bathrm a part of your marketing plan and i have some statistics about that. >> so it shows that you have thought this through. and then of course who your team is. because no one is going your te, because people invest in people. >> exactly. in fact, for funding, the number one reason that somebody does not fund a company is because they do not believe that the team can actually execute the plan. so anything you can show in terms of have you ever managed people before, have you hired, have you had to manage a budget before, have you grown a company before, those are very important when you place that information within your bio. >> that's what people are looking for, okay. and then a sense that we know the market out there, now tell us that you really understand the competition. >> exactly. so, one of the examples i use is, let's say you want to sell bottled water, your competition is not just other bottled water carriers, it's the problem that you're solving. so i'm solving the problem of