Intent: Assure that you’re properly taking care of the customer before the sale via walk-in, phone-in or internet. Make sure you’re gathering leads, nurturing those leads and turning them into sales. No customer or prospect should be dropped if the process is used properly. There also needs to be follow up.
The MRAA team has written multiple blog post about sales process and customer experiences across a variety of businesses (like this one, and this one and this one). It is easy to reflect on an experience you have as a customer when the experience was less than ideal. But what if you could “flip the script” and get your customers raving about your dealership?
Sales processes are not unique to boat businesses, but is your process recorded? Does each and every one of your sales people follow the process AND execute of the follow-up?
The intention of Sales Process requirement of the Marine Industry Certified Dealership program is to assure that your entire team is properly taking care of all customers before the sale.
The best part? You can use your dealership’s unique process. Your Certification Consultant will help you track that process and fill any holes that are causing inefficiencies or less-than-ideal customer experiences. And if you need a place to start, the Certification program offers a sales process template to get you started.
In the midst of 2020’s crazy selling season, the marine industry witnessed a direct and inverse relationshipbetween sales growth and dealership customer satisfaction scores. During the third quarter, sales-related CSI fell even further, hampered mostly by low scores for sales person follow-up.
While overall Sales CSI scores dipped by just a half of a percentage point, the impact of an overwhelming sales season can now be felt in the service department, where CSI scores on the question, “Was the work done to your satisfaction?” dropped more than 2 full percentage points during the third quarter. Typically, service CSI numbers begin to rebound in September, according to Customer Service Intelligence, Inc., who fields the surveys, but that did not happen this year, as overall service department CSI dropped by nearly 3 full percentage points compared to the previous quarter.
Dealers took the biggest hit, however, in their Net Promoter Scores, a measurement of customer loyalty, in both sales and service. Net Promoter Scores represent the percentage of customers rating their likelihood to recommend a company, product or a service, to a friend or colleague on a scale of 0-10. The formal score is calculated by subtracting the number of Detractors, or customers rating the company at a 6 or below, from the Promoters, who rate a dealer as 9 or 10. Any positive NPS scores means a company has more Promoters than Detractors, and typically anything at 70 or above is considered “world class.”
While Net Promoter Scores for dealership service departments have scored a 77.2 on a
12-month average, the monthly scores have remained, for the most part, on downward
trajectory since April of 2020.
Dealer service Net Promoter Scores fell below that 70-percent threshold for the first time in 2020 this past quarter, suggesting that the number of Detractors is on the rise. A third-quarter dip appears to be the norm for our industry, but we should not sit back and accept this.
The stats show, year after year, that during busy season, Net Promoter Scores drop in both sales and service. These scores don’t necessarily reflect our current situation, however, and although they are scores from previous customers, they also don’t reflect our past. This is a measurement of loyalty — of whether or not the customer will recommend that dealer to someone else — and so the decline in Promoters means future business is at risk.
“It means that dealers are not earning the respect of the customer to the point where the customer is willing to put their reputation on the line and recommend that dealer,” explains Becky Thompson, president of CSI, Inc. “Dealers need to realize that their customer base has choices out there on where to get their service work done. It’s easy to defect if the customer is not enjoying their experience with you – there are dealers all over.”
For manufacturers, the news is equally as bad, if not worse, because when that customer defects from a dealer, that’s oftentimes the brand’s one shot at capturing a customer in that market.
The reality is that service NPS fell from 84.6 in the second quarter to 69.6 in the third quarter, and on the sales side, NPS fell from 81.3 to 70.3 over the same period. The Detractors are already defecting.
“Many times, dealers get so caught up in price, product, and people issues, that they forget it really all comes down to one thing – the customer experience,” Thompson notes. “Ultimately, as summer wears on, and particularly during the crazy busy season of covid, dealers’ ability to execute the fundamentals of taking care of their customers — following up after service or a sale, answering emails and so forth — has been compromised.”
Keep in mind, these results are from dealers that are tracking, measuring and managing their business with customer service at the top of their agenda. What would these numbers look like if we sampled 50 dealers who were not?
Close to 200 attendees participated in a special Dealer Week Preview Event this week, which offered a sneak peek at the platform where the Dealer Week Conference and Expo will take place online in December. More than 350 dealer attendees have already registered to attend the main conference in December.
“Since Dealer Week is online this year, we’ve understandably received a lot of questions about what it would be like,” said Mike Davin, Brand Director at MRAA. “So, we figured we’d show people and give them a chance to get familiar with the technology before the big event.”
The Preview Event included a walkthrough of the online Dealer Week platform, live Q&A with the Dealer Week Education Hosts, tips on how to get the most out of Dealer Week, roundtable discussions with other attendees, and a special message from Dealer Week’s keynote speaker, Jay Baer.
With Dealer Week online and accessible from laptops, tablets and phones, dealers have a lot of flexibility in how they choose to experience the event. Some teams plan to attend remotely from a variety of locations. Others report that they will set up their businesses like a “mini-conference” in December, with people watching together on big screens, and separate conference rooms available for breakout sessions. Rob Soucy, President of Port Harbor Marine in Maine, plans to re-create the Dealer Week experience with everyone attending together, and he used the Preview Event as a dry run for his team.
“I think that us all being in the same room, even though we had laptops or iPads in front of us, it was still very valuable,” said Soucy. “I think if I let them stay in their offices, they wouldn’t be as engaged. For us, come December, that’s how we’re going to do it. We’re going to have everyone registered and then we’ll sit all in the same conference room together. If it’s different presentations, we’ll find different rooms to set up in.”
The Preview Event featured a limited number of exhibitors, represented by MRAA’s Strategic Partners and Education Champions. Even during the relatively short span of the 2.5-hour Preview Event, they reported positive results.
“Wow, what an impressive Dealer Week preview,” said Ross Solwold, president of Vantage Resource Group. “I am so impressed with everything that you have going for this event. We even received a message in our Dealer Week booth this morning from a dealer who wants to sign up with us. You can’t beat that for immediate results.”
Analytics show that the exhibits received 587 individual visits, even though only 15 minutes was set aside for dedicated exhibit time during the content-packed Preview Event. However, attendees were also able to browse exhibits while still viewing education sessions, as will be the case in December.
“We hosted the Preview Event as a bonus for attendees and to help them prepare,” said Davin. “But candidly, we also hosted it as a dress rehearsal for our team. Dealer Week is the most important event of the year for us and our members, so we needed to ensure the experience will live up to the high expectations that both we and our attendees have. Thankfully, based on the reaction to the Preview Event, we are ready to go for December.”
Registration is currently open for Dealer Week at DealerWeek.com. If you missed the Preview Event, you will be able to watch a recording of it — as well as a growing list of Pre-Conference “Ask the Expert Webinars” — after you register. Once registered, you can also log in to the system to set up your profile, make connections and get familiar with the platform.
About the Marine Retailers Association of the Americas At the Marine Retailers Association of the Americas, we believe that for the marine industry to thrive, the retail organizations that interact with the boaters in their community must thrive. With that in mind, MRAA works to create a strong and healthy boating industry by uniting those retailers, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, contact us at 763-315-8043.
About Dealer Week For more than 40 years, the Marine Retailers Association of the Americas has delivered world class educational programming to dealers, retailers and service operations that power the boating industry and serve today’s boaters. Dealer Week evolves as MRAA’s rebranded and reimagined annual conference and expo, a profoundly new event experience designed to engage, energize and empower the dealer community. The MRAA envisions a brighter future for marine retail, and Dealer Week is the preeminent means for bringing that vision to life. Learn more at DealerWeek.com.
The MRAA and other outdoor recreation organizations are building a comprehensive list of Land and Water Conservation Fund-eligible recreation projects for funding through the Great American Outdoors Act. With the passage of GAOA this summer, we have an unprecedented opportunity to have our voice and priorities carried out through LWCF and the maintenance backlog. Now it’s on us to show the diverse array of outdoor recreation infrastructure projects across the country that will get more people outside, create recreation economies, and grow the industry for years to come.
As part of the Outdoor Recreation Roundtable, the MRAA is sending out a survey to capture as much information as you can share about LWCF projects that would benefit your business, recreation activity or community.
The short survey asks for basic project information, recreation activities it would support, and context about the project’s development to date. The more information you’re able to provide, the better we can advocate for these projects with policymakers. Please share as many projects as you’re able by retaking the survey—it is so helpful for us to have this kind of on-the-ground knowledge.
Thanks in advance for supporting this work. As you know, when this industry moves forward with a unified voice, we build more resilient communities, improve access to outdoor recreation for all Americans and grow the $778 billion recreation economy.
Please reach out to MRAA Government Relations Manager, Adam Fortier-Brown (adam@mraa.com) directly if you have any additional questions.
The Atlantic States Marine Fisheries Commission’s (ASMFC) Atlantic Menhaden Management Board voted yesterday to reduce the Atlantic menhaden quota by 10 percent, establishing a quota of 194,400 metric tons for the 2021 and 2022 fishing years. Atlantic menhaden are a primary food source for numerous sportfish populations, especially striped bass.
The harvest reduction comes in response to a recent fundamental shift in Atlantic menhaden management. In August, ASMFC unanimously adopted a new ecological management system, which considers the needs of predator species and is set up to specifically help rebuild the striped bass population and fishery. Yesterday’s quota decision on menhaden is especially important to the sportfishing and boating community because it represents a follow through on the commitment by ASMFC to implement this new ecological management system.
“This important first step by the Atlantic States Marine Fisheries Commission to put science-backed limits on menhaden harvests will help support the entire ecosystem of prized sportfish that our industry’s boaters and anglers count on,” said Adam Fortier-Brown, Government Relations Manager for the Marine Retailers Association of the Americas. “While more may need to be done in the future, this significant improvement to fisheries management will allow our community to work with ASMFC to continue to reduce fishing mortality, and steward our whole marine ecosystem well into the future.”
Several recreational fishing and boating organizations recently sent a letter to ASMFC urging the adoption of a conservative coastwide total allowable catch that will help rebuild the iconic striped bass fishery. “In order to have a high likelihood of rebuilding striped bass, the fishing mortality for striped bass and menhaden must each be maintained at their target levels,” said Mike Leonard, Vice President of Government Affairs for the American Sportfishing Association. “Last year, ASA supported ASMFC’s decision to control fishing mortality for striped bass to its target level, and this decision sets us on the path toward achieving the needed reductions in menhaden harvest to achieve its ecosystem reference point target level.”
“The Atlantic States Marine Fisheries Commission took an important step in curbing harmful menhaden reduction fishing, something recreational fishing and conservation groups have been working on for more than 20 years,” said Whit Fosburgh, CEO of the Theodore Roosevelt Conservation Partnership. “It’s important to note that the commission’s own science showed that an additional cut is needed to give striped bass a 50 percent chance of meeting target goals. Therefore, additional harvest cuts will likely be needed to ensure the long-term recovery and health of striped bass and other important sportfish. The TRCP will continue to work to implement additional measures to guarantee there are enough menhaden in the Atlantic Basin to serve the critical role of forage as well as improve water quality.”
“Given the importance of menhaden to the Atlantic Coasts largest recreational fishery it is concerning that the board set upcoming quotas at levels that include more risk than sound ecological management suggests,” said David Sikorski, executive director of CCA Maryland. ”While more fish will be left in the water for predators next year, managers should be concerned over the near-failure of recruitment of striped bass that was recently reported in the Chesapeake this year, and not lose site of the vital connection that harvest levels of menhaden have to the future of striped bass.”
Many dealers are registering for Dealer Week for the very first time in 2020, thank you, largely to the move to a virtual environment.
In addition to being delivered right onto the device of your choice, the online Dealer Week comes to you at half the normal rate and without all of the flights, hotel rooms, meals and bar tabs … not to mention preventing the biggest potential cost commitment of all — leaving your dealership for three or four days.
The reality is, however, that people don’t attend educational events if the courses won’t help them solve problems or pursue opportunities in their immediate future. Dealer Week was designed exactly for that purpose, and THAT is why we’re seeing an influx of new (virtual) faces attending this event.
Dealer Week’s educational courses are designed with your
pain points and opportunities in mind.
As you look to consider attending the event, let me take a moment to explain our educational approach. At MRAA, we separate our courses into what we believe are the three pillars of any dealership’s success: 1. Dealership Operations, 2. Employees and 3. Customers. At Dealer Week, we call these Educational Pathways, and we offer you content that will help you strengthen each pillar in your business.
You, however, may look at the education through a different lens, perhaps through your roll, through your department, or through the biggest pains or opportunities you’re faced with at the moment. Topics like sales or service, marketing or leadership, or otherwise. And if that’s the case, let me show you how these topics and more are waiting for you at Dealer Week 2020.
·Frankly, any Dealer Week course, in a training environment, can make your team stronger…
What else? If you don’t see the topic that’s most on your mind among these options, shoot me a note or give me a call, and I’d be happy to walk you through the opportunities MRAA and Dealer Week have available to you.
If you can’t tell by reading this, our team built this educational agenda to deliver extremely timely and relevant information you can implement immediately. That’s a hallmark of MRAA and Dealer Week, and delivering that in an online environment makes it easier than ever for you to benefit from.
As rollout of the fourth year of the Continuous Certification Curriculum approaches, the Marine Industry Certified Dealership program team has taken feedback from participating dealers and worked to develop continuing education courses that are more customizable and flexible to the business needs of today’s marine dealers.
The updated program will require current Certified Dealers enrolled in Continuous Certification to complete two in-depth courses, “How to Raise Your Game as a Leader & Follower” with John Spence, and “Become a Trusted Dealership in the Eyes of Today’s Customer,” with Marcus Sheridan. These courses will be similar in composition to those offered in the 2018-2020 Continuous Certification Curriculums.
Where the 2021 program differs, is that dealers will have the opportunity to choose two additional courses in the areas of Service Efficiency and Marketing. Both topic areas offer 5-6 courses that dealers can choose from in order to customize their learning. Dealers are welcomed to watch as many sessions as they want, but only one from each topic area will be required.
“While dealers tell us they’ve appreciated the high level of education we’ve provided over the past three years with Continuous Certification, they have also expressed that they each have unique needs and would like to tailor their dealership-wide training to those needs,” said Certification Manager Liz Keener. “This revamped program will allow us to share two exclusive, high-impact courses with dealers annually, and then give dealers the flexibility to choose from a number of courses on specific topics that will best benefit their business, their employees and their customer experience.”
Additionally, dealers will have the opportunity to get a head start on the 2021 Continuous Certification Curriculum through MRAA’s 2020 annual conference, Dealer Week. Four educational sessions that will be featured as part of this year’s educational line-up will be eligible to fulfill two of the program requirements. Register for the conference here.
“The Continuous Certification program was launched in 2018 as a continuing education program in response to dealers looking for more value from Dealership Certification. While the program has been extremely successful, one of the cornerstones of this format is that we can continually adjust to dealer feedback, and the program can evolve as they evolve,” said MRAA President Matt Gruhn. “This improved program is the result of the MRAA responding to their needs but also to the needs of today’s market place with timely, relevant and impactful topics. Dealers will continue to find this program valuable as they seek solutions to their individual challenges.”
The 2021 Continuous Certification program will kick off January 1st with the course “How to Raise Your Game as a Leader and a follower,” with subject-matter expert, John Spence, and those dealers who attend Dealer Week 2020 can work ahead by attending “How to Catch-Up in Service” (for the Service Efficiency Credits) and any one of the following educational sessions (for the Marketing Credits): “How to Build Your 2021 Marketing Plan With or Without a Boat Show”; “Grow Your Customer Base with Facebook Ads in 2021”; or “Using Digital to Personalize the Customer Experience.”
Dealers who are interested in the Certification program and how it can improve their business can reach out to MRAA Director of Business Development Allison Gruhn at 763-458-8036 or allison@mraa.com.
Smoker Craft, Inc. has made a significant donation to the Marine Retailers Association of the Americas in support of Dealer Week and educational programming for its entire dealer network.
While the Smoker Craft executive team of Doug Smoker, Peter Barrett, and Phil Smoker noted their desire to support MRAA financially with a significant donation, they also wanted to use the opportunity to expose more of the company’s dealers to MRAA’s educational programming. With this in mind, Smoker Craft and MRAA are offering dealers of the Smoker Craft, Starcraft and Sylvan brands a registration matching program, giving them the opportunity to double their registrations for Dealer Week at no additional charge.
Smoker Craft dealers who register one team member, will receive a second team member registration as part of the program, courtesy of Smoker Craft, Inc. If they register two team members, Smoker Craft will provide them with two additional complementary registrations. And the matching offer will apply no matter how many team members a Smoker Craft dealer registers.
“Dealer Week is an ideal setting for dealers to exchange ideas and learn from its fantastic educational seminars,” said Doug Smoker, President of Smoker Craft, in a video the company released. “The stronger our dealers become, the more beneficial it is for everybody. Learning about new and better ideas makes this happen, and that is what Dealer Week is all about.”
Smoker Craft, Inc., already supports MRAA at the highest level as a Strategic Partner, a partnership that includes the company in the association’s strategic planning alongside MRAA’s staff, board of directors, Young Leaders Advisory Council and other Strategic Partners. In an effort to provide greater support for MRAA’s Dealer Week and the significant shortfall it has experienced with its move online, and in a follow-up to Barletta Boats President Bill Fenech’s challenge for the industry to increase its support of MRAA during what has otherwise been a strong year for the boat industry, Smoker Craft leadership worked closely with MRAA to create a program that would support both the association and the advancement of its dealer network.
“At Smoker Craft, we understand the importance of a strong dealer body and a strong dealer association,” said Peter Barrett, Senior Vice President of Marketing and Corporate Development at Smoker Craft. “We appreciate Bill and Barletta issuing this challenge, because as he suggests, we understand the critical nature of our dealers’ ability to service current and next generation of boaters. The MRAA and Dealer Week help us do this by providing the tools necessary to be better partners in their boating experience.”
Dealer Week, now online and easier for dealers to participate in than ever before, is scheduled for Dec. 8-11. For as little as $249, dealers can access nearly 30 educational sessions, a number of MRAA partner exhibits, and networking opportunities to help them prepare for the year ahead. The courses are designed to answer the most pressing questions for the 2021 market place, such as how to plan for boat shows, how to create more leads, how to strengthen your service department, how to maximize digital marketing efforts, how to enhance the customer experience and much more.
MRAA responded to Fenech’s challenge and conversations with its Strategic Partners by creating the web page MRAA.com/Support where dealers, manufacturers, suppliers and service providers alike can join or update their membership, register for Dealer Week or make a donation to the organization. As a non-profit trade association, 100 percent of all funds collected are always reinvested right back into the industry and specifically in support of dealers.
“We are so grateful to the Smoker Craft team for its generous contribution toward propping our team and the great work we do here at the MRAA,” said Matt Gruhn, MRAA President. “We’re thrilled to have developed this innovative approach to using their investment to expose more dealers to the opportunities they have through the educational programming at Dealer Week. We believe this will be a powerful way to help Smoker Craft provide high-quality courses on timely topics and help set their dealers up for success in the year ahead.”
About the Marine Retailers Association of the Americas At the Marine Retailers Association of the Americas, we believe that for the marine industry to thrive, the retail organizations that interact with the boaters in their community must thrive. With that in mind, MRAA works to create a strong and healthy boating industry by uniting those retailers, providing them with opportunities for improvement and growth, and representing them with a powerful voice. For more information, r contact us at 763-315-8043. About Smoker Craft Inc. Owned and operated by the Schrock and Smoker families since 1903, Smoker Craft Inc. manufactures an extensive lineup of award-winning aluminum fishing boats, high-performance sport boats and next-generation pontoons that are sold through a global dealer network. For more information please visit the corporate website at www.thebestboatbrands.com.
This summer, the recreational boating and fishing industry rallied together in support of a public service campaign to encourage consumers to take to the water, which yielded unparalleled results on many levels. The Get On Board campaign from Take Me Fishing and Discover Boating amplified the industry’s collective voice during a time when consumer interest in safe outdoor recreation was at an all-time high amidst COVID-19 – ultimately generating 1.8 billion impressions and more than 19 million online video views.
“We joined forces with the Recreational Boating and Fishing Foundation (RBFF) and Marine Retailers Association of the Americas (MRAA) to create a first-of-its-kind industry-wide effort, which uniquely positioned us to tell our story to new and existing audiences in a more impactful way,” says National Marine Manufacturers Association (NMMA) President Frank Hugelmeyer. “During these unprecedented times, Americans were compelled to experience the restorative power and social distancing benefits that only boating and fishing can provide. This campaign helped to motivate more people to rediscover their love for the outdoors by offering safe ways to get on the water and reconnect with loved ones.”
The Get On Board integrated marketing campaign featured digital advertising, public service announcements, social media and public relations. Highlights of the campaign’s success include: Participation Growth
Increase of 3 million fishing license registrations year-over-year according to RBFF.
Through August, new boat retail sales were up 8 percent from a year ago, marking the highest sales volume in 13 years. More than 165,000 new boats were sold in May, June and July alone, up 25 percent compared to 2019 according to NMMA.
Paid & Earned Media
23,300 PSA airings equating to $3.6 million in ad value – the cost if they were paid ads (up 33 percent year-over-year).
381 million impressions from paid advertising in media outlets (up 22 percent year-over-year).
Web & Social Performance
46 percent increase in Discover Boating web traffic year-over-year, especially among target audiences like women (up 59 percent) and Gen Z ages 18-24 (up 125 percent).
The Get On Board video was among Discover Boating’s top three most popular social posts of the summer with more than 7,000 video views and 1,900 minutes watched, driving more than 1,200 engagements (website visits, likes, shares, comments).
1,600 social media posts using the campaign hashtag #TheWaterIsOpen creating a social media movement among influencers, brands, outdoor enthusiasts, anglers and boaters.
Social content from @TakeMeFishing and @DiscoverBoating reached 179 million impressions (up 165 percent year-over-year).
Social Influencers
Two million likes, comments, shares, views and clicks generated by social influencers, significantly exceeded expectations in consumer interactions.
Us The Duo got creative by recording videos such as an original cover of the Get On Board theme song and a date night video with safety tips, both garnering one million views in a single week.
Allison Anderson went on a boating adventure and encouraged her 1+ million followers to get on the water because of the benefits and accessibility boating offers.
“Aside from the fact that RBFF and NMMA saw a rise in fishing license registrations and new boat sales respectively this year, the Get On Board campaign piqued consumer interest at the right time and provided the perfect remedy to pandemic stress that triggered a flurry of positive attention around fishing and boating,” says Frank Peterson, President and CEO of RBFF. “We are thrilled to see an influx in participation and to have strategically sparked more meaningful engagements with people, which is valuable to bringing in the next generation of anglers and boaters in an organic way.”
Additionally, RBFF saw record growth in diverse audiences including an increase of more than four million Hispanic participants and nearly 18 million female participants this year compared to last year. NMMA also saw an uptick in diverse boat buyers amid the pandemic compared to the baseline – more female first-time boat buyers and repeat boat buyers (up one percentage point), more minorities (up three percentage points for repeat buyers) and younger demographics in first-time boat buyers (median age is 48 compared to 51).
“With the industry’s collaborative efforts, we were able to leverage the Get On Board assets and bring more awareness to boating and fishing than ever before,” says Matt Gruhn, MRAA president. “We are proud that nearly 400 marine industry businesses got involved to support the campaign and help spread the message that boating and fishing are enjoyable ways to recreate responsibly among many Americans who were yearning for safe outdoor recreation this summer.”
For questions about Get On Board, please contact Take Me Fishing’s Stephanie Vatalaro at svatalaro@rbff.org or Discover Boating’s Ellen Bradley at ebradley@nmma.org.
Intent: One of the pillars of Certification is customer service. Certified Dealers need to understand how their CSI numbers are trending alongside their peers carrying the same brands and other dealers in the industry. If the numbers aren’t up to national standards, they need a plan to address and remedy this.
If you are a current Certified Dealer you received an email from Liz K. this week assigning your last 2020 Continuous Certification requirement for the year (wahoo!), the CSI Tracking & Trending requirement.
As many of you already know, CSI scores overall took a hit this year due to the rapid growth that our industry experienced. While some things (i.e. inventory shortages) were out of your control, others (i.e. buyer follow-up) were not. How did you do? Do you know how your CSI scores were affected over the course of 2020? Do you expect your new customers to continue to come back to your dealership after the initial sale?
The intention of the CSI Tracking & Trending requirement of the Marine Industry Certified Dealership program, and also, the Continuous Certification program, is to make sure that you understand and have a pulse on how your CSI numbers trend year over year. This exercise allows you to compare your numbers to yourself and your competition and create an action plan for improving your customer experience, which, in turn, will improve your CSI scores.
P.S. Shout out to the team at Russell Marine – Real Island for getting in their 2020 Tracking & Trending requirement in first this year! Yes, a few dealerships have already turned in all of their assignments for 2020 Continuous Certification, more than two months before the deadline!
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