1-BPM004328 SOL -Att 11_Method_of_Approach_PQPS.pdf

Method of Approach

Solicitation No. BPM004328

Uninterruptible Power Supply (UPS): New Equipment, Service, Maintenance and Support

Arizona Department of Administration

State Procurement Office

100 N 15th Avenue Phoenix, AZ 85007

The Offeror shall provide a narrative response to each question that demonstrates their understanding of the Scope of Work requirements and describes your company’s overall method of approach for providing the service stated in this solicitation. If there is a question that is not applicable to the services required by the Scope of Work, you may mark it N/A.

Question 1: Executive Summary.

In the Executive Summary, the Offeror must condense and highlight the contents of their proposal in such a way as to provide the State with a broad understanding of the proposal in no more than five

(5) pages. Offerors must provide a concise summary of the proposed products to be utilized in the performance of the project and any proposed services, and how these proposed products and services address the requirements presented in the RFP.

Offerors must present a summary of their planned approach, their past successful public sector assignments that mirror the Scope of Work, and highlight the relevant public sector experience and previous projects worked jointly by all proposed key personnel included in the proposal.

Arizona Department of Administration

State Procurement Office

Offeror Response: EXCUTIVE SUMMARY

Power Quality Professionals, LLC is pleased to offer the State of Arizona our UPS approved power products, power quality solutions and our Project Management for complex projects.

When the founder launched PQP in 2013, he envisioned a firm that was framed around the idea of being power quality consultants. Rather than being product pushers but being truly UPS OEM neutral, rather than providing products that carried the most profit margin for PQP. So in other words, building a firm that was first willing to listen, learn and observe the customers current power needs and then after having a full understanding, then provide the customer various power solutions, even if it meant providing various OEMs product options, or providing products or services at lower profit margins.

Hence our mission statement was created which states:

“Our mission is to provide power quality management in alignment with the supply of mission critical power products and related services”

Our offering and submittals provided our certifications from strategic OEMs of single phase and 3 phase UPS systems both for PQP and by our key personnel.

Next is our proposed UPS product by OEM listing as follows:

APC (by Schneider Electric; single phase, 3Phase, PDU, rack mount ATS, ePDU’ S, monitoring web cards)

BMS (battery monitoring systems)

CONTROLLED POWER COMPANY (Lighting Inverters, Medical grade UPS, Power Conditioners)

EATON Corp (single phase, 3Phase, PDU, rack mount ATS, ePDU’ S, monitoring web-cards)

LIEBERT (by Vertiv; single phase, 3Phase, PDU, rack mount ATS, ePDU’ S, monitoring web-cards)

STACO ENERGY (industrial UPS, Lighting inverters, Power Factor Correction, Harmonic Filters)

TOSHIBA (single phase, 3Phase, PDUs)

MITSUBISHI (by MEPPI, single phase, 3Phase, PDUs)

QUEST CONTROLS (FMS monitoring, energy management, intelligent connected facilities)

XTREME (single phase UPS)

PQP Service Offerings:

PQP has the ability to bundle direct maintenance with hardware which enables us to allocate pricing / margin to the

Service elements and it lowers the product cost. So comparing our UPS installed cost plus three-years of maintenance is a way we’ve become the low price leader. Adding warranty attributes that are beyond standard is another way that PQP differentiates itself from other supplier offerings.

Elizabeth Cardarelli positive

Arizona Department of Administration

State Procurement Office

Our detailed Assessment and Design inclusion can be bundled, which would include deliverables such as:

Electrical and Load Sizing I.T. Device and Support Equipment Physical Inventory, inspection, and Load determination by device, cabinet, row, and data center Evaluation of up to three UPS Brand or Model Alternatives, with recommendations based on

Site Requirements, Cost, Serviceability, and Warranty features I.T., Facilities, and Purchasing Decision Support and assistance in specifying requirements for competitive solicitation if required Remote notification to Client personnel and PQP or other service provider, using IP based tools

(Web-cards, Email / Mobile notifications, and notification to PQP’s Dispatch Center Pass through pricing savings when PQP does the requirements analysis, definition, and registers the opportunity with prospective vendor(s)

Arizona Department of Administration

State Procurement Office

PQP also offers “Preliminary Site Assessment” - sort of an abbreviated Assessment / Design visit, which the cost of would be credited if Procurement comes through.

Our service offerings include Professional Services for Evaluation, Assessment, Design, Site

Preparation, or Full Implementation Project Management.

Continued benefits to State of Arizona of our combined services and OEM offerings:

PQP has a far more combined product and service training than what the standard is for the industry and therefore considered by the power industry as a one-stop-shop. Because of the technical knowledge of software and the UPS OEMs technology the State of Arizona Agencies will save more in the long run with less service calls via pro-active software options notify in advance that are available by the manufacturer.

Therefore, PQP can support an entire data center from several aspects; temperature, humidity, leak detection, and cell phone GUI to see how both centralized and remote locations. Saving more money is the load shedding feature that our UPS line performs. This saves battery life and extends the time frame before replacement.

Lastly PQPs Planned Approach:

We have attached in Offering Documents a report called SOW for a recent project that had involved most our key personnel that we had supplied both UPS, Project Management, Installation and startup in a Glendale Regional Data

Center.

The key personnel involved were: Joseph Burnsworth, Dean Stoneburner, Sheila Burnsworth and Larry Anderson.

Next is the oversight of managing the UPS systems by the State of Arizona’s Tier Levels.

We plan to first divide up the support among our key personnel based on the Tier Level of product and services support required.

For Tier I – Lead Manager/Quotations…………………………Timothy Gruber

For Tier II – Lead Manager/Quotations…………………………Timothy Gruber

For Tier III – Lead Project Manager/Quotations……………….Dean Stoneburner

For Tier IV – Lead Project Manager/Quotations………............Dean Stoneburner

Accounting/Invoicing/Collections – Supervision…………………………..Sheila Burnsworth

Field Services – Supervision………………………………………………..Larry Anderson

Supervision of Product Ordering, Tracking & Logistics ……….…….….Sheila Burnsworth

Supervision of Service Call-Outs & Scheduling ………………..………..Sheila Burnsworth

State Contract (s) Point of Contract –Supervision...……………………. Joseph Burnsworth

Arizona Department of Administration

State Procurement Office

In Summary

Power Quality Professionals, LLC has grown, and developed as a premier UPS supplier and services provider.

We’ve aligned with the most sophisticated UPS OEMs, to provide great customer support in the supply of UPS systems including fast deployment of field services, parts and batteries.

We believe with our C-level project management directors and our VAR relations with the UPS OEMs, we’re in the right position to support any mission critical loads in facilities or in data centers in the State of Arizona.

It would be a great honor and privilege to become a vital key supplier and project management team for all four Tier levels of business contacted opportunities with the great State of Arizona.

Question 2: UPS Reliability.

A. How frequently do you get reports or complaints about UPS systems you sold failing to meet expectations?

B. Have you had to pay the connected-equipment guarantee due to product failure in the past three years? What was the amount?

C. Is a UPS enough to guarantee surge and brownout protection for connected equipment?

D. How much repeat business do you get?

Arizona Department of Administration

State Procurement Office

Offeror Response:

UPS Reliability.

A. How frequently do you get reports or complaints about UPS systems you sold failing to meet expectations?

Over the time of PQP supplying UPS systems, we have not received any reports nor complaints of our UPS system having failed expectations or UPS specifications or that did not meet the electrical voltage/amps requirements.

Each UPS unit we have supplied we first confirm what the UPS application is for, power its supplying to, and properly size for the UPS load its voltage/amps and in kva/kw.

B. Have you had to pay the connected-equipment guarantee due to product failure in the past three years? What was the amount?

Our apologies for this question as we do not fully understand what is being asked. However, if the question is relating to an UPS equipment failure while still under Factory Warranty, then our answer is that we have not had a new UPS fail while under warranty as of this date of reporting. If however the experience occurred, then parts and labor are usually covered for 3phase equipment.

Most OEMs for 3phase offer 3 year full warranty with options to extend warranty for 4 or 5 years out. For single phase, usually either 90 days or up to 1 year for warranty.

To answer directly, PQP has not had to pay out for warranty work nor parts for new UPS equipment. Neither have we had to bill our clients/customers for warrantied UPS equipment.

C. Is a UPS enough to guarantee surge and brownout protection for connected equipment?

Even though most all OEM of UPS system supplies some level of surge protection within their units to help filter out any transients, but PQP always recommends to have an additional Surge Suppressor (TVSS) unit at the utility service entry in case the transients is to strong for the surge suppressor in the UPS system.

For a UPS to protect against brownouts and protect the downstream connected equipment the UPS would need to be of a True Online Double Conversion Topology (not a standby type, nor a line interactive) and would also need a healthy string or strings of batteries so the customer.

D. How much repeat business do you get?

Our average year over year of customer/client retention is >95%. Our repeat business also averages over 95%.

Question 3: Customer Support

A. How would you describe the availability of your customer support as well as its response time in case of an urgent need?

B. Do you send people to a client’s premises or assist remotely?

C. What level of customer support is included in the original purchase price?

D. What are the differences between your paying customer support plans?

E. How do you investigate the potential failure of a UPS system to determine guarantees and reparation payments?

Arizona Department of Administration

State Procurement Office

F. How do you handle and prioritize customer support requests during times of high volume?

Regarding: Customer Support

A. How would you describe the availability of your customer support as well as its response time in case of an urgent need?

PQP provides our customers a 24/7/365 call support. Any of our offices called or if calling our

866 phone number, each offers a phone extension #5 for Field Services. The call is transferred to our on-call technician on duty. If by chance the caller goes to voice mail, our system leaves both an voice mail and an email of the message. Our return call response time average is within

20 minutes. If field support tech is needed, technician is dispatched. Our infield response time ranges from 2 hours to 4 hours if UPS system is on bypass.

B. Do you send people to a client’s premises or assist remotely?

Our customer support does both by first assisting remotely by telephone. We do this by talking with the customer while he/his is in front of the UPS to either help guide them thru a menu to clear alarm or by assisting in getting a UPS back on-line from bypass mode.

If the remote telephone support with client still does not clear alarm, then the service support is escalated (without Technician needing HQ approval) to head to customer site ASAP. If the UPS is on-line but just in alarm, then our technician will arrive next business day. If however the UPS is off-line (bypass), then our technician is on-site within 4 hours. If site is a UPS concerned Zone

A, then within 3 hours.

C. What level of customer support is included in the original purchase price?

Full level of support to UPS customer is included in purchase price. Customer supports comes in two levels for new UPS purchase. PQP as supplier supports in installations by assigned account manager to call on and the other is the OEM directly.

All the support, both from PQP the local supplier and the OEMs warranty service support. Each

OEM provides the customer, customer support with service support number posted on a Tag that is usually a sticker on the outside of the UPS doorway. Some OEMs will post a phone number on the inside of doorway of the UPS.

However, customer support does not automatically include any annual or semi-annual UPS or

Battery Testing or Preventative Maintenance Program (s). This is a service PQP and OEM provides at an additional price than the original UPS purchase price. The best price point for any service agreements is when the UPS is originally purchased, as with an extended warranty. Most

OEMs will allow to add on services or extended warranty, but at a higher price point. The extended warranty would have to be purchased before the initial warranty has expired.

D. What are the differences between your paying customer support plans?

We offer three (3) levels of customer support plans for services and preventative maintenance programs:

Arizona Department of Administration

State Procurement Office

Level 1: Contracted Services Include:

24 Hour Response 24 Hour Technical Support 30 Minute Call Back For Service Calls (M-F 8:00 AM to 5:00 PM) Two Preventive Maintenance Visits for UPS and Battery System

Level 2: Contracted Services Include:

8-Hour On-Site Response 30 Minute Call Back For Service Calls (M-F 8:00 AM to 5:00 PM) Unlimited Service Calls 24 Hour Technical Support 5 x 8 Monday - Friday Emergency Service

Level 3 Contracted Services Include:

4 Hour On-Site Response 30 Minute Call Back For Service Calls (M-F 8:00 AM to 5:00 PM) Unlimited Service Calls 24 Hour Technical Support 24 x 7 Sunday - Sunday Emergency Service

E. How do you investigate the potential failure of a UPS system to determine guarantees and reparation payments?

As an authorized Reseller, PQP passes through the Manufacturer’s Warranty Terms for supplied Products and Services. Our Customers can place warranty claims or requests for warranty support directly, or request our assistance if necessary.

PQP also provides a warranty for PQP work, covering parts and labor for a period of XX months / years.

Extended Warranty Coverage from both the Manufacturer and from PQP are available upon request.

PQP will assist with elevating issues to the Manufacturer if problems with their provided products or services are reported to us.

The PQP Direct Warranty Terms are provided in the Offering Documents as file name:

“PQP New UPS Equipment Warranty Terms”

PQP reviews each UPS failure and repair with reparation on a case-by-case basis. As PQP has not had to investigate a potential failure of a UPS, but we’ve had a case where we needed to further investigate an actual UPS failure and then determine who was responsible for an UPS rebuild.

The case started with our Field Service Director receiving a panic call from our customer about their UPS system was down and on bypass. So our FE (field engineer) walked the site electrician through the process of clearing alarms, but it stayed in bypass mode. Then our FE walked the customer the steps of rebooting the UPS system. The UPS system still stayed in bypass mode and would not stay online.

Arizona Department of Administration

State Procurement Office

We had already ordered capacitors from the OEM to install based on the recommended replacement time frame, before the UPS unit went down. The first call from our customer as he was telling us the unit was on bypass, he also happened to mention the electric room (where the UPS was housed) had experienced a utility power failure and seemed the air-conditioner did not come back on even after utility power was restored.

This facility was shut down for more than 90 days due to the 2020 Covid outbreak. We were told that no one was checking on the status of the electric room where the UPS was housed, except for the security service, which was being done only periodically. We also learned that the UPS went to battery, based on the event log report in the UPS software.

The electric utility had returned, because when we tested the batteries, they were still good (although week and now needed replaced), so we knew the batteries were not completely drained down. However, with the air-condition unit down we now had at least two major events that could have affected the UPS system. One being the UPS ran and overheated its electronic boards, or may had been a power surge event that blew parts in the UPS unit. Also the

UPS unit had no remote SNMP webcard so to let the facilities nor IT dept know their unit was down and on bypass.

Once the new capacitors were replaced, as we were in expectation the UPS would go back online, to our surprise the

UPS still showed same alarms and went right to bypass mode again.

The customer first believed we hadn’t installed the capacitors correctly as to why the UPS would not come back online, but once we quickly engaged the OEM with site visit and troubleshooting, we learned multiple major parts were blown. So PQP immediately issued approvals without debating with customer about who was responsible for the UPS rebuild, by issuing POs for a full parts crash kit by overnight delivery. In essence since neither party, PQP nor the customer was to blame for the UPS failure, or instead of PQP telling the customer they had to rebuild and hire the OEM and figure it out, we took it upon ourselves to move quickly with OEM field support , as PQP has years of

UPS OEM service and parts ordering experience.

After 3 days and $20,000 later the unit was back online with factory OEM replacement parts and with factory technicians. Later the customer was willing to share in the UPS rebuild cost and reimbursed us over $7,000.00. It was a large hard expense to PQP, but at the end of the day, we retained our customer.

F. How do you handle and prioritize customer support requests during times of high volume?

PQP prioritizes customer support requests on the basis of what the UPS system is supporting which is in direct relationship to the level its (UPS system) mission critical loads.

The non-mission critical UPS loads, would then receive the next layer of customer support.

So this means that if a UPS is in alarm due to being on bypass (off-line), and the site is considered mission critical load site, then those customers receive the first response, followed by the customer with UPS supporting non-critical mission loads.

Question 4: Additional Features

A. What features, aside from power regulation, do you offer for other comparable UPS systems (similar load support and power intensity)?

B. Are any of the additional features the main feature of another related piece of equipment?

Arizona Department of Administration

State Procurement Office

C. Does it cost less to buy a better UPS than a lower-quality one with additional equipment?

D. How many of your clients opt for feature-rich equipment?

Additional Features

A. What features, aside from power regulation, do you offer for other comparable UPS systems

(similar load support and power intensity)?

For the UPS topology as a true on-line double conversion is only found in this type of

UPS system. However, there are other power systems we offer:

Power Distribution Units (can be attached or remote from UPS)

Power Factor Correction Equipment (this equipment brings facility power factor from a low of .75 to a high of .95 which eliminates power factor electric utility fees).

Power Conditioning Equipment: Keeps voltage +/- 2% for voltage regulation.

Frequency Converters: Keeps frequency to 60hz (or 50hz) with clean regenerated output voltage waveform.

Emergency Lighting Inverters: Meets the UL-924 for 90 minute battery runtime (both single phase and 3phase)

Medical Grade UPS systems

Active Harmonic Filters: Configured to eliminate a broad spectrum of harmonics.

B. Are any of the additional features the main feature of another related piece of equipment?

Most all OEMs of UPS have the same features on their UPS systems.

C. Does it cost less to buy a better UPS than a lower-quality one with additional equipment?

At the end of the day, the cost would be about the same.

D. How many of your clients opt for feature-rich equipment?

About 25% of our customer base chose for feature rich equipment.

Arizona Department of Administration

State Procurement Office

Question 5: Maintenance

A. Can our own workers perform routine maintenance? What does it entail?

B. Is long-term maintenance a necessity for the continued functionality of a UPS system?

C. Do UPS systems become significantly more unreliable over time (excluding the batteries)?

D. Are you the only provider of batteries compatible with this UPS system?

E. Do I need to disconnect equipment from the UPS to perform maintenance or swap batteries?

Maintenance

A. Can our own workers perform routine maintenance? What does it entail?

Yes routine maintenance can be performed by the UPS owner. For the UPS system the voltage input can be checked by an Voltage/Amp Meter. Also the UPS outputs can be checked to see if voltage is within specification.

By checking a 3phase UPS menu, one can see how the loads are balance on each phase. If not in good balance then the UPS is using more energy than its designed for.

Also the menu can show how much load is on the UPS, so if load connectivity

If the battery string in in its own cabinet, then the end-user can isolate the battery string, and check the torque for each connection. Battery connection torque needs checked at least once within every three years.

Get a closer look of each battery terminal to see if there is any corrosion, and if so, remove the connector, and clean the terminal block. However, the technician needs to make sure the string is not connected before terminal post cleaning and is wearing proper PPE before starting this procedure.

B. Is long-term maintenance a necessity for the continued functionality of a UPS system?

A long term maintenance program is important and necessary for a long-term continuing functionality of a UPS system.

All battery OEMs require proof an annual testing of the installed UPS batteries to supply new replacement batteries even if battery string is still under warranty.

Just having one annual major preventative maintenance and testing on a 3phase UPS system could eliminate the risk of a battery string thermal run-a-way, which would cause string to turn into a ball of fire.

A long term preventative maintenance and testing program can detect a battery cell going bad before it does by doing a battery trending analysis.

A long term preventative maintenance and testing program can detect the critical energy capacitors going bad before the OEM recommended time frame for replacement.

Arizona Department of Administration

State Procurement Office

Its highly recommended to perform four PMi (preventative maintenance and inspections) within every

12 months for those UPS systems supplying mission critical loads and network infrastructure within an organization.

C. Do UPS systems become significantly more unreliable over time (excluding the batteries)?

Newly installed UPS systems are very reliable for up to the first 10years of life cycle. This is why most

UPS OEM recommends full AC/DC capacitor and fan replacement within 8-10years. Some OEMs have a longer capacitor recommended replacement time such as 12-15 years, but that is unusual for most UPS OEMs.

Owners also have to make sure the life cycle of OEM parts that will be available or rather up to what date the UPS system will no longer be factory parts supported.

As part of our services for our customers we send out early warning when the OEM will no longer be supporting replacement parts for their UPS systems. This allows the customer to budget and plan early for a UPS replacement.

D. Are you the only provider of batteries compatible with this UPS system?

PQP has a variety of OEM storage UPS batteries to choose from. So any one of UPS systems, either single phase or 3Phase we always have 2-3 to OEM battery options to offer our customers.

Our short list of UPS battery OEMS:

1. Enersys

2. C&D Technologies

3. East Penn

4. CSB

5. Multiple others

E. Do I need to disconnect equipment from the UPS to perform maintenance or swap batteries?

For UPS maintenance inspection, its not necessary to take the UPS to maintanence bypass. If UPS parts need to be replaced the yes the UPS unit will need to be disconnected from the equipment by the way of a maintenance bypass. That way the electric utility continues to feed the loads without any power distributions.

For battery replacements, the batteries can be swapped if the battery cabinet can be disconnected from the UPS (by a battery breaker disconnect). If the batteries are internal to the UPS system, then the UPS with its internal battery string, would have be placed into maintenance bypass mode before any battery replacement.

Arizona Department of Administration

State Procurement Office

Question 6: Related Goods

A. What products are generally bought with this UPS? What benefits do they offer?

B. What are the advantages of buying a related good from you as opposed to another supplier with more attractive prices?

C. Are most of the products you offer compatible with one another?

D. Do you offer discounts when bundling related products?

Related Goods

A. What products are generally bought with this UPS? What benefits do they offer?

All new UPS systems are built with all the components needed to run and operate. We always recommend to order the optional maintenance bypass with the UPS order, either the inline cabinet type or a wall mount type (this depends upon the customer floor space or wall space that may or may not be available). All OEM of UPS systems considers the MBS (maintenance bypass) as an optional product. But once customer installs a UPS without the MBS if and when the UPS has to have parts replaced, then the service technician has to shut down the AC circuit feed that is feeding the connected loads, since the AC feed is running directly through the UPS without any way for the utility feed to bypass the UPS for part replacement or for any repair work.

Another product recommended is to order the service entry that is feeding the UPS and loads, an

TVSS (transient voltage surge suppressor). The fuses inside the TVSS will absorb high transients (a grounding method), even handling lighting strike (6000 plus voltage strike) which will protect the downstream UPS and loads.

However, if such events occurred, it’s very important to have the fuses in the TVSS replaced.

If a step down transformer is needed to feed the connected loads, we also recommend using the

UPS system configuration to step down transformer in with the maintenance bypass. For example if the AC utility feed is 480v, but the loads are 208v/120, then the UPS would supply a matching Stepdown Transformer to feed the UPS at 208/120. Its MBS would be fed then also with 480v and with the stepdown transformer the MBS would allow for the voltage to go from

480v to 208/120vac.

B. What are the advantages of buying a related good from you as opposed to another supplier with more attractive prices?

The advantages of buying from PQP even if our prices are higher than other suppliers:

1. PQP provides services/support to all UPS systems.

2. Customer is assigned to a seasoned and certified UPS account manager that will properly size the UPS and or batteries.

3. The ability to bundle PQP direct maintenance with hardware enables us to allocate pricing / margin to the Service elements and lower the product cost. So comparing Installed Cost plus three-years of maintenance may be a way to become the low price leader. Adding warranty attributes that are beyond standard is another possible way to differentiate. For example, detailed Assessment and Design inclusion could be bundled, which would include deliverables such as:

Arizona Department of Administration

State Procurement Office

a. Electrical and Load Sizing

b. I.T. Device and Support Equipment Physical Inventory, inspection, and Load determination by device, cabinet, row, data center, etc..

c. Evaluation of up to three UPS Brand or Model Alternatives, with recommendations based on Site Requirements, Cost, Serviceability, Warranty features, etc…

d. I.T., Facilities, and Purchasing Decision Support and assistance in specifying requirements for competitive solicitation if required

e. Remote notification to Client personnel and PQP or other service provider, using IP based tools (Webcards, Email / Mobile notifications, and notification to PQP’s Dispatch Center

f. Pass through pricing savings when PQP does the requirements analysis, definition, and registers the opportunity with prospective vendor(s)

g. We also offer a “Preliminary Site Assessment” - sort of an abbreviated Assessment / Design visit, which you could show a cost for and then credit if the Procurement comes through. We provide incentives for Assessment and Implementation Services if procured at the time of sale. Some 3rd Parties will have difficulty offering Professional Services for Evaluation, Assessment, Design, Ste Preparation, or Full Implementation Project Management.

C. Are most of the products you offer compatible with one another?

For the most part the answer is yes. However if the UPS configuration needs to be a parallel system or a redundant UPS systems, then for the communications and software to properly operate the UPS systems would require to be the same OEM and same make/model/KVA size

UPS.

The various UPS units are being deployed in a facility but not installed as a parallel system nor a redundant UPS system, then yes, any UPS OEM that meets the electrical and load specifications would suffice.

For batteries, is always best to have a string made by the same OEM, make/model and amphr size. If however the strings are in different cabinets for the same UPS, then the 2 battery strings can be two different battery OEMs.

D. Do you offer discounts when bundling related products?

Yes PQP offers customers additional discounts when bundling UPS system with MBS, or PDUs, or needed IT Racks, cabling, or rack ATS units , whips, or ePDUs. Bundling discounts are offered when we’re providing UPS power supply, and power distribution.