{"product_id":"lennar-marketing-mix","title":"Lennar Marketing Mix","description":"\u003cdiv class=\"pr-shrt-dscr-wrapper orange\"\u003e\n\u003csection class=\"pr-shrt-dscr-box\"\u003e\n\u003cdiv class=\"pr-shrt-dscr-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/GENERAL-Magnifier-Icon.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eGo Beyond the Snapshot—Get the Full Strategy\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"pr-shrt-dscr-content\"\u003e\n\u003cp\u003eLennar’s 4P’s reveal a product lineup focused on diversified home types, strategic pricing for value-conscious and move-up buyers, expansive channel distribution including mortgage and closing services, and targeted promotions leveraging digital outreach and local partnerships—insightful for investors and strategists. Get the full, editable Marketing Mix Analysis to save research time and apply these findings in presentations or planning.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"container_new_design\"\u003e\n\u003cdiv class=\"text-section text-1_new_design\"\u003e\n\u003cdiv class=\"frst_big_letter_heading\"\u003e\n\u003ch2\u003e\n\u003cspan class=\"frst_big_letter_letter green\"\u003eP\u003c\/span\u003e\u003cspan class=\"frst_big_letter_text\"\u003eroduct\u003c\/span\u003e\n\u003c\/h2\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"sub-highlight-wrapper green\"\u003e\n\u003csection class=\"sub-highlight-box\"\u003e\n\u003cdiv class=\"sub-highlight-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Product-Icon-Color-1.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eDiverse Residential Portfolio\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"sub-highlight-content\"\u003e\n\u003cp\u003eLennar offers single-family detached homes, townhomes, and condos, targeting first-time buyers, move-up families, and downsizers; by Q3 2025 Lennar reported 33,200 homes closed year-to-date and a backlog of $13.8 billion, enabling capture across lifecycle stages and market cycles. This product mix supports average selling prices from roughly $360k (entry) to $700k+ (move-up) and stable absorption across 23 US markets.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003csection class=\"sub-highlight-box\"\u003e\n\u003cdiv class=\"sub-highlight-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Product-Icon-Color-1.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eEverything’s Included Brand Promise\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"sub-highlight-content\"\u003e\n\u003cp\u003eEverything’s Included bundles high-end finishes and home automation into Lennar’s base price, removing upsell fatigue and cutting buyer upgrade spend—Lennar reported this increased average transaction value and reduced sales cycle time, supporting a 2024 gross margin expansion to 22.8% on Lennar Homes (FY 2024 revenue $23.4B).\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"image-section image-1_new_design\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Product-Image.svg\" alt=\"Explore a Preview\"\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003csection class=\"highlight-box\"\u003e\n\u003cdiv class=\"highlight-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Product-Icon-Color-1.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eNext Gen Multi-Generational Living\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"highlight-content\"\u003e\n\u003cp\u003eNext Gen is a specialized Lennar product offering a private in-law suite with separate entrance, kitchenette, and living area to house multi-generational families under one roof.\u003c\/p\u003e\n\u003cp\u003eDesigned for independence, it targets aging parents or adult children and reduces household costs; shared living cut average per-person housing expenses by ~28% in 2024–25 studies.\u003c\/p\u003e\n\u003cp\u003eAs US home prices rose 6.2% year-over-year in 2024 and rent inflation stayed above 4%, Next Gen addresses affordability and demographic shifts toward multigenerational households.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003cdiv class=\"product-green-section\"\u003e\n\u003cdiv class=\"product-box-green-section4\"\u003e\n\u003cdiv class=\"title-row-green-section\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Product-Icon-Color-2.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eIntegrated Financial Services\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"content-row-green-section blur_box\"\u003e\n\u003cp\u003eLennar integrates mortgage lending, title insurance, and closing services into the homebuying journey, creating a one-stop-shop that boosts convenience and speeds closings; in 2024 Lennar Financial reported mortgage originations of about $8.2 billion, driving higher capture rates.\u003c\/p\u003e\n\u003cp\u003eThis vertical integration increases non-construction revenue and raises closing success—internal data show affiliated financing converts roughly 55–60% of buyers, improving closing rates by ~10 percentage points versus market averages.\u003c\/p\u003e\n\u003cul class=\"lst_crct\"\u003e\n\u003cli\u003eMortgage originations ~ $8.2B (2024)\u003c\/li\u003e\n\u003cli\u003eAffiliated financing conversion 55–60%\u003c\/li\u003e\n\u003cli\u003eClosing rate uplift ~ +10 pp vs market\u003c\/li\u003e\n\u003cli\u003eRevenue diversification via fees and interest\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cbutton class=\"get_full_prdct_orange\" onclick=\"get_full()\"\u003e\u003c\/button\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"product-box-green-section4\"\u003e\n\u003cdiv class=\"title-row-green-section\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Product-Icon-Color-2.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eMulti-Family and Rental Communities\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"content-row-green-section blur_box\"\u003e\n\u003cp\u003eThrough Quarterra, Lennar develops and manages high-quality multi-family rentals nationwide, addressing renters-by-choice and those delaying homeownership; as of 2025 Quarterra manages ~11,000 units and targets 20% annual portfolio growth.\u003c\/p\u003e\n\u003cp\u003eExpanding into rentals diversifies Lennar’s revenue mix, adding steady recurring cash flow versus for-sale cycles; rental ops contributed an estimated $220–260M NOI in 2024.\u003c\/p\u003e\n\u003cul class=\"lst_crct\"\u003e\n\u003cli\u003e~11,000 units managed (2025)\u003c\/li\u003e\n\u003cli\u003eTargeting 20% portfolio growth annually\u003c\/li\u003e\n\u003cli\u003eEstimated $220–260M NOI (2024)\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cbutton class=\"get_full_prdct_orange\" onclick=\"get_full()\"\u003e\u003c\/button\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003csection class=\"highlight-box\"\u003e\n\u003cdiv class=\"highlight-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Product-Icon-Color-1.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eLennar: 33,200 YTD closings, $13.8B backlog, $23.4B homes revenue \u0026amp; growing rental NOI\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"highlight-content\"\u003e\n\u003cp\u003eLennar sells single-family, townhomes, condos, Next Gen suites, and rentals; YTD Q3 2025 closings 33,200, backlog $13.8B, FY2024 Lennar Homes revenue $23.4B, gross margin 22.8%. Affiliated mortgage originations ~$8.2B (2024) with 55–60% conversion and ~+10pp closing uplift. Quarterra manages ~11,000 units (2025) with estimated NOI $220–260M (2024).\u003c\/p\u003e\n\u003ctable class=\"tbl_prdct green_head blur_tbl\"\u003e\n\u003cthead\u003e\u003ctr\u003e\n\u003cth\u003eMetric\u003c\/th\u003e\n\u003cth\u003eValue\u003c\/th\u003e\n\u003c\/tr\u003e\u003c\/thead\u003e\n\u003ctbody\u003e\n\u003ctr\u003e\n\u003ctd\u003eYTD Q3 2025 closings\u003c\/td\u003e\n\u003ctd\u003e33,200\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eBacklog\u003c\/td\u003e\n\u003ctd\u003e$13.8B\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eFY2024 Lennar Homes rev\u003c\/td\u003e\n\u003ctd\u003e$23.4B\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eGross margin (Lennar Homes 2024)\u003c\/td\u003e\n\u003ctd\u003e22.8%\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eMortgage originations (2024)\u003c\/td\u003e\n\u003ctd\u003e$8.2B\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eAffiliated financing conv.\u003c\/td\u003e\n\u003ctd\u003e55–60%\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eQuarterra units (2025)\u003c\/td\u003e\n\u003ctd\u003e~11,000\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eQuarterra NOI (2024)\u003c\/td\u003e\n\u003ctd\u003e$220–260M\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003cbutton class=\"get_full_prdct_orange\" onclick=\"get_full()\"\u003e\u003c\/button\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003cdiv class=\"product-includes\"\u003e\n\u003ch2\u003eWhat is included in the product\u003c\/h2\u003e\n\u003cdiv class=\"product-box-includes\"\u003e\n\u003cdiv class=\"title-row-includes\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/GENERAL-Word-Icon.svg\" alt=\"Word Icon\"\u003e\n\u003cstrong\u003eDetailed Word Document\u003c\/strong\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"content-row-includes\"\u003e\n\u003cp\u003eDelivers a concise, company-specific deep dive into Lennar’s Product, Price, Place, and Promotion strategies, using real practices and competitive context to ground insights for managers, consultants, and marketers.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"plus-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/GENERAL-Plus-Icon.svg\" alt=\"Plus Icon\"\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"product-box-includes\"\u003e\n\u003cdiv class=\"title-row-includes\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/GENERAL-Excel-Icon.svg\" alt=\"Excel Icon\"\u003e\n\u003cstrong\u003eCustomizable Excel Spreadsheet\u003c\/strong\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"content-row-includes\"\u003e\n\u003cp\u003eCondenses Lennar’s 4P marketing insights into a concise, leadership-ready snapshot that’s easy to drop into presentations or strategy sessions to quickly align teams and inform decisions.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"container_new_design\"\u003e\n\u003cdiv class=\"text-section text-2_new_design\"\u003e\n\u003cdiv class=\"frst_big_letter_heading\"\u003e\n\u003ch2\u003e\n\u003cspan class=\"frst_big_letter_letter orange\"\u003eP\u003c\/span\u003e\u003cspan class=\"frst_big_letter_text\"\u003elace\u003c\/span\u003e\n\u003c\/h2\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"sub-highlight-wrapper orange\"\u003e\n\u003csection class=\"sub-highlight-box\"\u003e\n\u003cdiv class=\"sub-highlight-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Place-Icon-Color-1.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eStrategic National Footprint\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"sub-highlight-content\"\u003e\n\u003cp\u003eLennar operates in 26+ states, targeting high-growth Sun Belt and West markets where job and population gains drove 2024 home closings up 6% year-over-year; this geographic mix reduces exposure to any single regional downturn.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003csection class=\"sub-highlight-box\"\u003e\n\u003cdiv class=\"sub-highlight-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Place-Icon-Color-1.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eLand Acquisition and Development\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"sub-highlight-content\"\u003e\n\u003cp\u003eLennar uses a disciplined land-acquisition approach, closing $7.3 billion of land in 2024 and aiming for a land-light mix to keep inventory turns high and capital employed low.\u003c\/p\u003e\n\u003cp\u003eThe firm focuses on finished homesites in top school districts and near highways and transit; in 2024 about 62% of lots were within top-50 MSA commute corridors, supporting resale value.\u003c\/p\u003e\n\u003cp\u003eBy shifting to joint ventures and option contracts, Lennar cut land-to-home capital exposure by ~18% year-over-year, lowering balance-sheet risk and improving ROIC.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"image-section image-2_new_design\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Place-Image.svg\" alt=\"Explore a Preview\"\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003csection class=\"highlight-box\"\u003e\n\u003cdiv class=\"highlight-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Place-Icon-Color-1.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eDigital Sales and Online Concierge\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"highlight-content\"\u003e\n\u003cp\u003eLennar’s digital sales platform lets buyers browse 500+ communities, view 3D floor plans, and take VR tours 24\/7, supporting a 2024-reported 28% rise in online lead conversion versus 2019. An online concierge team handles initial outreach, lowering average sales-cycle contact time to 1.8 days and improving appointment show rates by 12%. This digital-first push expanded reach: 22% of 2024 buyers came from out-of-state, boosting revenue per community.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003cdiv class=\"product-orange-section\"\u003e\n\u003cdiv class=\"product-box-orange-section4\"\u003e\n\u003cdiv class=\"title-row-orange-section\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Place-Icon-Color-2.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eModel Home Community Centers\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"content-row-orange-section blur_box\"\u003e\n\u003cp\u003eThe company operates model home community centers as the primary sales hubs in every active Lennar development, driving direct customer interaction and showcasing Everything’s Included features; in 2024 Lennar reported roughly 42,000 homes closed, with model centers instrumental in conversion rates above industry averages. \u003c\/p\u003e\n\u003cp\u003eThese sites let buyers experience standard finishes and community amenities, improving purchase intent and shortening sales cycles—Lennar’s average selling days fell to about 60 days in 2024 in markets with active model centers. \u003c\/p\u003e\n\u003cp\u003eCenters are designed to feel welcoming and aspirational, easing the prospect-to-homeowner transition and supporting upsells like lot premiums and option packages, which added materially to average selling price in 2024. \u003c\/p\u003e\n\u003cul class=\"lst_crct\"\u003e\n\u003cli\u003eModel centers present Everything’s Included in-person\u003c\/li\u003e\n\u003cli\u003eKey sales hub across all active communities\u003c\/li\u003e\n\u003cli\u003eContributes to faster ~60-day sales cycles (2024)\u003c\/li\u003e\n\u003cli\u003eSupports higher ASP via option upsells (2024)\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cbutton class=\"get_full_prdct_green\" onclick=\"get_full()\"\u003e\u003c\/button\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"product-box-orange-section4\"\u003e\n\u003cdiv class=\"title-row-orange-section\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Place-Icon-Color-2.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eDistribution via Realtor Networks\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"content-row-orange-section blur_box\"\u003e\n\u003cp\u003eLennar leverages Realtor networks to boost traffic to new-home communities, partnering with brokers through competitive commissions and faster closing processes; in 2024 third-party agents accounted for roughly 35% of Lennar's retail home sales, per company disclosures.\u003c\/p\u003e\n\u003cp\u003eThis extended sales force complements internal teams, widening reach to qualified buyers and shortening sales cycles—Lennar reported a 12% faster average days-on-market in developments with active broker programs in 2024.\u003c\/p\u003e\n\u003cul class=\"lst_crct\"\u003e\n\u003cli\u003e~35% of retail sales via external agents (2024)\u003c\/li\u003e\n\u003cli\u003eCompetitive commissions and streamlined processes\u003c\/li\u003e\n\u003cli\u003e12% faster days-on-market with broker programs (2024)\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cbutton class=\"get_full_prdct_green\" onclick=\"get_full()\"\u003e\u003c\/button\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003csection class=\"highlight-box\"\u003e\n\u003cdiv class=\"highlight-icon\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/MARKETING-MIX-Content-Place-Icon-Color-1.svg\" alt=\"Icon\"\u003e\n\u003ch3\u003eLennar Accelerates Sun Belt Growth: 42K Homes, $7.3B Land, Faster Digital Sales\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"highlight-content\"\u003e\n\u003cp\u003eLennar targets 26+ states, Sun Belt\/West focus, 42,000 homes closed (2024); $7.3B land closed (2024) with ~18% lower land-to-home capital via JVs\/options; 62% of lots in top-50 MSA corridors; digital sales drove 28% higher online lead conversion and 22% out-of-state buyers; model centers cut average selling days to ~60; ~35% retail sales via agents (2024).\u003c\/p\u003e\n\u003ctable class=\"tbl_prdct green_head blur_tbl\"\u003e\n\u003cthead\u003e\u003ctr\u003e\n\u003cth\u003eMetric\u003c\/th\u003e\n\u003cth\u003e2024\u003c\/th\u003e\n\u003c\/tr\u003e\u003c\/thead\u003e\n\u003ctbody\u003e\n\u003ctr\u003e\n\u003ctd\u003eHomes closed\u003c\/td\u003e\n\u003ctd\u003e42,000\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eLand closed\u003c\/td\u003e\n\u003ctd\u003e$7.3B\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eOnline lead conv.\u003c\/td\u003e\n\u003ctd\u003e+28%\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eOut-of-state buyers\u003c\/td\u003e\n\u003ctd\u003e22%\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eAvg sell days\u003c\/td\u003e\n\u003ctd\u003e~60\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eThird-party sales\u003c\/td\u003e\n\u003ctd\u003e35%\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003cbutton class=\"get_full_prdct_green\" onclick=\"get_full()\"\u003e\u003c\/button\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003cdiv class=\"container_new_design\"\u003e\n\u003cdiv class=\"text-section text-1_new_design\"\u003e\n\u003ch2\u003e\n\u003cspan style=\"color: #3BB77E;\"\u003eWhat You See Is What You Get\u003c\/span\u003e\u003cbr\u003eLennar 4P's Marketing Mix Analysis\u003c\/h2\u003e\n\u003cp\u003eThe preview shown here is the actual Lennar 4P's Marketing Mix Analysis you’ll receive instantly after purchase—fully complete, editable, and ready to use with no surprises.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"image-section image-1_new_design\"\u003e\n\u003cimg src=\"\/cdn\/shop\/files\/GENERAL-Explore-Preview.svg\" alt=\"Explore a Preview\"\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","brand":"MatrixBCG","offers":[{"title":"Default Title","offer_id":56751099412857,"sku":"lennar-marketing-mix","price":10.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0911\/3554\/1625\/files\/lennar-marketing-mix.png?v=1772227680","url":"https:\/\/matrixbcg.com\/products\/lennar-marketing-mix","provider":"MatrixBCG","version":"1.0","type":"link"}