[MUSIC] Hi. We are now getting to the final stage of the marketing plan, which is the expected results. The expected results should be probably one of the most important parts of the marketing plan. Why? Because the expected results is basically where you explain what is what you're going to deliver. So it has to be done carefully, okay, and it's actually going to be very much linked to the marketing objectives that we have defined. So there is always a very clear link between expected results and marketing strategies. So the second part and the fourth part are very much linked. Because in the second part of the marketing plan, where is where we define the objectives, is also where we are going to define the financial objectives, non-financial, etc. And here in the expected results is basically where we say, this is what we are going to achieve and this is how we are going to measure it, okay? So basically, the expected results is the outcome, goal, of the marketing plan. So basically we're explaining what is going to be the result of the marketing activities that we are proposing here. Remember that we are always working here with cause and effect relationships, our hypothesis. So we say, if we do these activities, let's say this advertising campaign or these price increase or decrease, this is going to be the result. So they should be shown in the expected results. Here you can see how the expected results are linked to the objectives defined in the marketing and strategy part of the marketing plan. Remember that we were defining objectives that were of different types, okay? And for every single objective that we define in the marketing strategy part of the marketing plan, we should develop a metric to evaluate it here in the expected results. So we're going to talk about metrics quite a lot. Okay, so basically the objectives defined in the marketing strategy part of your marketing plan were basically four types of objectives. There are financial objectives, non-financial objectives, customer objectives, and what we call strategic objectives. Let me remind you quickly, when we talk about financial objectives, we're basically talking about sales, sales and profits, okay? So we're going to see different ways of measuring that. When we talk about non-financial objectives, most of the times we will be talking about branding objectives and marketing objectives. When we talk about customer objectives, we talk about the dilemma, attraction, customer attraction, customer retention. And finally, when we talk about the strategic objectives, we'll be talking about tax segment and positioning. So those different types of objectives are going to require different measurement tools, different metrics. And this is what we're going to discuss here. And there's one final part of the expected results that is always there in all the marketing plans, that is the budget, okay? So what is the budget? Well, basically the budget is the sum of all the expenditures and investments proposed in the marketing plan. So the question here will be, how much should be the budget, how to define the budget. So this is also going to be part of your expected results, part of your marketing plan. So let's begin the journey, and next we will talk about the financial objectives and how to measure them. Thank you very much. [MUSIC]