Sean and Sarah Toney are excited to announce the opening of their new ANY LAB TEST NOW® franchise in St. Louis, Missouri. This marks the eighth location for the franchise system and the first outside of Texas. Since opening their first location more than 10 years ago, Sean and Sarah have seen firsthand the growing demand for direct access lab testing. With the outbreak of COVID-19, this need has only increased, as patients look for alternatives to long wait times and high insurance costs.

“Sean and I are grateful we secured multiple territories within the ANY LAB TEST NOW® franchise system which provided us the opportunity to be multi-unit franchise owners over the past decade,” says Sarah. “We saw that there was a need in the community for direct access lab testing. We have a passion for people to know their health. We know that we will continue to be financially secure as business owners, and that means more flexibility and freedom and the best part, we are working together!”.

We are so proud of the Toney’s and could not be more excited to see them grow! Sean and Sarah are committed to providing quality lab testing services to their customers and are excited to bring their franchise to the St. Louis community.

Read more about the Toney’s expansion in this article published by Fanchising.com

ANY LAB TEST NOW is continuing its rise among the world’s most respected franchises with an impressive list of franchising recognitions earned throughout the year. After beginning the year with our 7th consecutive appearance in Entrepreneur Media’s Franchise 500® list, we have built a long list of honors in the following months from publications including Inc. Magazine, Franchise Times, Franchise Business Review, and more!

This year has been a fantastic testament to hard work and dedication, and we are excited to see what 2022 has in store. Watch the video for the full list of awards.

How it Started – Launching My Any Lab Test Now Location

We’re always curious as to how our franchisees were first introduced to Any Lab Test Now. Michelle says…

“Before my entrepreneurial journey began, I managed my husband’s surgical practice for 28 years. I’ve been in and around medicine for a long time and was familiar with certain tasks like drawing blood and things of that nature. But eventually, I decided I wanted to own a business myself. And so, I signed up for these franchise notifications that would show up in my inbox. Most didn’t appeal to me, but months later I got a notification from Any Lab Test Now.”

“As I looked into the concept, I was thinking, ‘Oh, I can draw blood. I can do this. It would be perfect for me.’ So, I began the process of looking at the business model and then went to my Discovery Day with the brand. When I first launched my Any Lab Test Now location in San Marcos, I managed the business in the background. On occasion, I would go in and draw blood for drug tests, things like that, especially when somebody had to go on vacation. It was difficult to find the time because I was still managing my husband’s practice, which was a full-time operation.”

Michelle Explains a Sudden Plot Twist!

Any Lab Test Now Vice President of Business Development, Terri McCulloch and Franchise Owner, Michelle Schlotter

How did your Any Lab Test Now location end up moving to a new city?

“My husband and I were approached by the local university in San Marcos – Texas State, as their campus bordered the backyard of our business. They’d been asking us to sell our building to them and, finally, one day they offered enough money to make it worthwhile. My husband really likes to fish, so we moved down to Corpus Christi on the Texas Gulf Coast. But when we moved, I still wanted to have my own job and began the process of opening up a new Any Lab Test Now franchise. It took some time trying to find the right location. At one point, I was looking at 22 locations and a 37-page lease, and it almost became overwhelming. But I ended up finding a great space in a very good location and the business is doing very well. My role now is much more active. I work here, do the blood draws and the drug tests. I get to talk to patients and I’m very hands on – especially running the business side of things.”

“Everybody here is pretty happy and likes to share their story with us. And so, it’s been a great way for me to network with people, because I get professionals, physicians, I get lawyers, I get business owners, I even just had a jewelry maker come in. So, it’s been a really great networking opportunity for me to find friends and meet the community.”

Why Any Lab Test Now Was the Right Choice for Michelle

What Aspects of  Your Any Lab Test Now Business Do You Enjoy?

“Number one, I no longer have to deal with insurance. I don’t have to file claims anymore and I love it. To me, it’s like freedom that I’ve never had before. If you’ve ever worked in the insurance field, which I did, it’s time-consuming work. With Any Lab Test Now, patients are free to walk right in. We can explain our straightforward pricing, what they’ll have to pay, and process the lab tests. We then provide the results directly to the patient with a fast turnaround, which is unusual. Some patients that go through their doctor’s office may not get their test results for weeks. I really like this business because our customers are friendly. They aren’t coming to Any Lab Test Now because they have to. They’re coming here because they want to.”

How Any Lab Test Now is Advancing Healthcare Consumerism

Tell us about your thoughts on the rise of healthcare consumerism

“We’re moving towards a health and wellness lifestyle where we’re no longer interested in waiting for the doctor to tell us what they think we should be tested on. I think it was back in 2012 that I attended a Medical Society meeting. We sponsored a dinner for 50 or so physicians and presented the Any Lab Test Now business model as an option for them to handle referrals for us. And they were very upset at the concept of a direct-to-patient lab request, which they saw as stealing their patients. They didn’t like it. We clarified that we’re not taking away their patients, we’re just running the lab. We work in tandem together. But here’s something I do hear from the patients, physicians, and nurses themselves that come into our Any Lab Test Now location. Most of them don’t have insurance – you’d be surprised how many medical people don’t – and they like the idea that they can come in here and get things done discreetly. They appreciate the freedom of choice. They also recognize that when you go through insurance that it’s going to be a higher cost for them. Patients appreciate that they can just walk in here, ask me about certain panels, and order the retail lab tests they need.”

On What the Future Holds…

Are you proud to be an Any Lab Test Now owner?

“Yes, I am. Looking back, I have made my own business. I made my own job. I like that. I just have too many skills to be stuck in a cubicle in an office somewhere. I’m just not going to do that. So, this is my future. Owning an Any Lab Test Now franchise is where I chose to be. I’m blessed. In my eyes, I think everybody dreams of having that job that makes them feel good and fulfilled. And I feel like I have that.”

What does your future look like?

“Eventually, I see me and my husband traveling and doing quite a bit of it. That’s my goal – to see the world. We’ve already done a good deal of it, but right now it’s kind of been halted because of Covid. We want to continue traveling once it becomes safer to be everywhere. That’s it mostly, besides keeping this place going for many, many more years to come – until I decide it’s time to retire.”

A look back at the brand’s 2021 accomplishments, and a look ahead at the new year!

As the year 2021 came to a close, Any Lab Test Now franchising surpassed a major milestone that undoubtedly set the tone for another successful year in 2022, which also happens to be the brand’s 30^th year in business. With the opening of a new location in Panama City, Florida, the brand celebrated its 200^th franchise location in the United States. The Panama City Any Lab Test Now ribbon-cutting brought the total number of new unit openings in 2021 to 11, as the leading retail lab testing franchise expanded into new markets such as Fort Mill, SC, Ashburn, VA, Canton, OH, and Murray, UT. 

CEO Clarissa Bradstock made a jubilant statement to mark the occasion, saying, “It is so exciting to enter the new year at this landmark level of growth. We are elated by our development over the last two years, despite the many ups and downs created by the global pandemic. 2021 was just the tip of the iceberg, as we opened our 201st location in Jacksonville to ring in the New Year, followed by a long list of grand openings planned for 2022, the same year we celebrate our 30^th year in business.”

In 2021, the Any Lab Test Now brand was also singled out for several prestigious awards and honors, including a coveted spot on Entrepreneur’s Franchise 500 list, an enviable achievement. In addition, the brand earned its way onto the Franchise 500 Best of the Best list, the 2021 Inc. 5000 list, and secured the Franchisee Satisfaction Award from Franchise Business Review, along with recognition as the Top Multi-Unit Franchise, Most Profitable Franchise, Top Recession-Proof Franchise, and a truly special win for having the Best Franchise Culture. Lastly, CEO Clarissa Bradstock was honored as a 2021 Woman of Wonder by Franchise Dictionary Magazine in their 50^th anniversary edition of this award and presented with the Crystal Compass Award by the IFA Women’s Franchise Committee.

Terri McCulloch, Any Lab Test Now’s vice-president of business development, stated, “It is, of course, exciting to receive so many recognitions throughout the franchising and business community at large. More importantly, it’s a sign that our system works and that with the hard work of our franchisees across the country, this mission and model has a clear blueprint for long-term success. We’re excited to continue that momentum moving forward to help more people across the nation.”

As the year 2022 dawns, Any Lab Test Now franchising is more excited than ever to see what the future holds. The growing interest in healthcare consumerism, in which consumers are taking more control over their own healthcare preferences and decisions, has become the driving factor in elevating the Any Lab Test Now concept to new heights. With a business model that empowers customers to take charge of their own healthcare choices and decisions, the Any Lab Test Now franchise opportunity has become a win-win proposition for owners and consumers alike.

As we kicked off 2022, Any Lab Test Now franchises were well-positioned to capture an even larger share of retail-based revenue at the expense of major healthcare providers. With a laser focus directed squarely on the customer experience, the brand is becoming well known as the affordable and discreet option for retail-based lab testing. Any Lab Test Now offers consumers up-front pricing, appointments completed in as little as 15 minutes, and results delivered in 24-48 hours.

If you’ve got an entrepreneurial mindset and a desire to partner with the nation’s No. 1 retail lab testing franchise, reach out to the Any Lab Test Now franchise development team about the possibility of owning a location in your area. All you have to do is simply fill out this brief form and our reps will be in touch shortly!

How it Started—How it’s Going

We asked Marcee how she found out about Any Lab Test Now…

“Back in May of 2020, I was kind of actively looking for a business to start. My husband Nick and I had always wanted to start our own business, we just didn’t necessarily have an idea in mind. We wanted to own something that we felt really passionately about, and also something that was new to Wichita.

During this time frame, I was looking for some lab testing and wasn’t able to find any pricing online. I also wasn’t able to go anywhere without a doctor’s order, and I just thought–you know–there has to be a better way. I just want to know what I’m going to pay out of pocket. I have insurance, but I have no way of knowing who can tell me what I’m gonna pay. And that was really frustrating for me, because I happen to be a firm believer in pricing transparency. So anyway, I did some research trying to figure this out and it turns out there is an option and it’s called Any Lab Test Now. It was then I noticed that there weren’t any locations in Kansas, but that there were in a lot of other locations all across the country. I thought this could really be my opportunity to bring something unique to Wichita and just fell in love with the concept.”

What’s There to Like About Any Lab Test Now?

What exactly did Marcee find appealing about Any Lab Test Now’s Business Model?

“Any Lab Test Now was attractive due to the variety of services that they offer that focus on customer service. I love good customer service, but it’s so rare these days. I felt like owning an Any Lab Test Now location could be a huge competitive advantage for us, because I knew that I could provide a meaningful customer experience. 

To me, it’s really rewarding when people who are leaving our store stop and say, ‘Wow, that was really fast,’ or ‘You guys are so nice here’. I’m always sure to reply with a thank you and a request to leave us a positive review. You know, people really do appreciate it when you’re willing to spend time on the phone with them, talking through things like what lab tests might be best for them or whether PCR tests are a reliable option when you have an upcoming flight. I’ve found that they truly appreciate that extra time and care in making sure that you’re getting them the answers they need. So, I love that part of it. I love the interactions with the customers. Meeting and even exceeding their expectations is really fun for me.”

Why Any Lab Test Now is a Solid Franchise Opportunity…

We asked Marcee about the timing of their decision to open a business just as the pandemic hit. Here’s what she had to say…

“My husband and I had countless conversations about the timing of opening our Any Lab Test Now location. We didn’t want to let the excitement of the business concept cloud the reality of the situation that we found ourselves in at the outset of the pandemic. But taking into account the different scenarios that we ran, we still felt very confident in the overall demand for these services over the long term.

We were willing to take that risk up front. We didn’t want to let something short term, like the pandemic, stop us from moving forward with our dream opportunity. But yes, it was still really scary because we were unsure of that foot traffic. And that was really important to this business because we rely on a lot of walk-ins. But I’m really happy we had the courage to move forward despite the pandemic. In a way, it was terrifying, but if I could go back, I would 100% do it again.”

We followed this question up by asking for Marcee’s thoughts on the recession-resistant business model of Any Lab Test Now:

“I will say that I’ve been pleasantly surprised by it, as the first few months beat my expectations. And one critical factor is how I think I underestimated how important people’s health is to them. I think that COVID has even increased that level of attention to our health and that’s a good thing, because there are a lot of common diseases out there that can be prevented. People seem to have a newfound appreciation that life is short and they really take care of this one body they’ve been given.”

The Value Proposition of Any Lab Test Now 

How does Marcee describe the value proposition for her customers?

“To me, the real value proposition for my customers is accessible health care. The accessibility is what I see for the people who take an active interest in monitoring their health. They want options. They want transparency and price. When you consider the accessibility for the underserved and those who may not have had access to these services before, I think that’s the true value proposition for the community here. We make it easy for people to get in and out in 10 to 15 minutes, and that’s the true value of accessible health care.”

The Future of an Any Lab Test Now Owner

We asked Marcee what she loves about being an Any Lab Test Owner in her community…

“For me, it’s when people come in and say, ‘Oh my goodness, I’m so glad that you guys open–I’ve been wanting to get tested for years.’ And for some of these people who don’t have insurance, they haven’t been to the doctor in years. Many of them haven’t been tested for a single thing, not even the standard lab tests. And they tell me, ‘I finally have an affordable option, where I can just come in and get some key things checked’. That is the most rewarding thing for me. To just give people that accessible way to finally get the lab work that they’ve wanted done forever. It brings out the passion I have for helping people. We’re providing a service that people truly value. And it doesn’t really get more fulfilling than that.”

A solo franchise operation is a business, but multi-unit franchising is an empire!

Franchise ownership offers entrepreneurs the opportunity to employ a proven model to achieve operational success. But if I were to ask you how many franchise owners operate more than one business unit, what would you guess? According to statistics compiled by the franchise research company FRANdata, 54% of all franchises in the U.S. are owned by multi-unit operators. Specifically, over 40,000 multi-unit operators control more than 220,000 franchise units in the U.S.

The Ability to Scale Your Business

A multi-unit franchise operation occurs when an owner purchases the rights to own and operate more than a single unit in a specifically assigned territory or geographical area. The expanded network may include two, three or more total locations, however, most instances include two to five additional units. Interest in purchasing the rights to multi-unit franchises has been on the rise for the past decade—primarily because it offers owners the chance to expand territorial operations and boost revenue streams exponentially. It’s a means to create your own “mini-empire.”  

How to Allocate Risk Across Multiple Units

Franchise owners who make the investment to go the multi-unit route are easily defined by their “go big or go home” business strategy. However, it also allows an owner to spread the risk over several business units, while allowing collective efficiencies to take root over the enterprise operation. While it’s technically true that the stakes are higher, so is the rate of a return on the multi-unit investment. Instead of relying upon a single income stream, multi-unit owners can spread the risk across several locations, creating an optimal operating condition for generating incremental wealth. Multi-unit ownership of several locations can easily lower operational costs, allow for combined efficiencies and shore up revenue streams across the board. And since multi-unit sales are an attractive proposition for franchisors, it’s not uncommon for them to offer discounted or scalable terms during negotiations, including reduced franchise fees and royalty payments. 

A Mutually Beneficial Arrangement

It’s unusual for multi-unit franchise owners to be required to open all locations during the same time frame. In fact, in most cases, the franchisor and multi-unit owner openly collaborate to develop an area development agreement that makes good business sense. In some cases, the direct profits from an initial franchise location can be poured into a second or third operation. Usually, terms are discussed and agreed upon for each individual franchise agreement, spelling out the specific time frame and territorial boundaries for each opening. 

The benefits of multi-unit franchising are mutually beneficial to franchisor and franchisee alike. Bundling multiple franchises into a multi-unit deal drives strong incremental growth and territorial gains for the franchisee and offers stability and great bottom line sales numbers for the franchisor. But what’s really at stake is the opportunity for multi-unit franchise owners to double or even triple their income earning potential, thanks to the multiple revenue streams. Of course, it’s true that multi-unit franchise ownership will require a higher net worth and investment level, but it also comes with the potential to induce a more rapid return on investment. 

Becoming a multi-unit franchise owner requires a strong business acumen and an acute attention to detail. There’s no doubt that this option requires a much bigger commitment of time, resources, and dedication to pull off. Getting in too deep and overextending your resources and cash flow can become a concern, so it’s advisable to conduct a proper amount of due diligence, professional consultation, and research before entering into a multi-unit agreement. But done correctly, a multi-unit franchise owner has the potential to reap exponential rewards on the bottom line of their balance sheet.

If you’d like to see a list of some of the more popular brands for multi-unit franchising, please review this list from Franchise Business Review. Oh, and you better believe Any Lab Test Now made the cut! If you’d like to speak with our franchise development team about the possibility of owning multiple Any Lab Test Now locations, simply fill out this brief form and we’ll be in touch shortly!

Discovery Day is a distinctive franchise term that describes one of the final steps of the investigative process—a face-to-face encounter between the candidate and home office executive team. It’s also referred to as “Meet the Team” Day, Confirmation Day, or Hospitality Day, but they all mean the same thing. Prior to COVID, these visits were always conducted in person, but more than a few brands ended up making Discovery Day a virtual experience, in the interest of health and safety.

Basic Overview

Discovery Day is an extremely vital endpoint in the franchise investigative process. It signals the end of the pre-sales journey and the beginning of the final decision-making process. At its heart, it’s a mutually beneficial evaluation in which both parties can size one another up in determining a fit. The primary goal is for you to spend time visiting as you review the core values of the people and personnel behind the franchise concept. Candidates will want to know if the executive team represents a chance for them to become a successful business owner. And the franchise team will want to know if the candidate will make a good representative for their brand.

Discovery Day Schedules

Discovery Days tend to have very organized itineraries, so you should know precisely what to expect during your visit. This includes your travel schedule (if going to an in-person event), accommodations, and transportation. Though the experience may differ from brand to brand, you can typically count on an introductory meeting where each party will get to know one another in a relaxed setting. A tour of the franchise’s company headquarters usually follows, where you’ll get an up close and personal look at their operations, training, and support centers. There may be breakout sessions where you’ll have the opportunity to visit with different brand representatives that handle processes like site selection, training, support, sales and marketing,and operations. Some have a dedicated Franchise Business Coach(FBC) who will be assigned to your operation.

How to Prepare for Your Discovery Day

It goes without saying, but your appearance counts. Franchisors are looking for exceptional representatives for their brands and you’ll want to look the part. Dress professionally and make sure to come prepared to discuss your future as one of their franchise owners. In a way, it’s a little bit like a group job interview. Before you embark, make sure that you have any final questions you’d like answered. Just the same, be prepared for a few of their questions to come your way as well. The corporate representatives will be interested in hearing about each part of your investigative journey up to the Discovery Day. They’ll likely ask about your personal core values and leadership style to determine how well it aligns with their own. Think of the entire day as a way for each party to establish a comfort level with one another.

Post-Meeting Tips

Returning to the group job interview analogy, you’ll want to follow up with the team members you’ve met during Discovery Day. Assuming that everything will have gone right, thank them for their time, insight, perspective, and their expectations in having you as a proposed member of their franchise system. Their decision to ultimately award you with a franchise should happen quickly, so be prepared with your own response. Nothing is official, of course, until you sign your franchise agreement.

In the Any Lab Test Now franchise investigative process, Discovery Day is Step #7 out of nine. To receive an invitation means you’ve already exceeded their ownership requirements. You’ll be invited to an introductory happy hour, then virtual Discovery Day in 2021.  In early 2022, candidates will be invited to Any Lab Test Now’s corporate headquarters in Atlanta, GA to meet with the executive team firsthand. You’ll visit our training center and visit with team members to review our franchise system, culture, business model, and the training and support you’ll come to rely upon. If you’re investigating the Any Lab Test Now concept, we wish you luck and hope to see you at Step #7!

ANY LAB TEST NOW®,  is pleased to welcome Kelly Crompvoets as the new Vice President of Marketing. Kelly brings more than 20 years of experience in the franchising industry to her new role, and she is excited to work with a company that gives consumers the ability to take control of their health.

“We are ecstatic to have such a passionate communicator like Kelly join our team,” says  CEO Clarissa Bradstock. “Kelly’s extensive background in franchising coupled with her decades of creating and implementing marketing strategies is a win-win for our brand as well as our franchisees who work so hard to improve the health of consumers in their communities.”

As Vice President of Marketing, Crompvoets will oversee and implement new marketing programs to expand brand awareness, as well as support franchisees with the marketing tools needed to maintain success in the retail health industry.

“I’m thrilled to have the opportunity to join a franchise system that has revolutionized the way consumers can access lab tests and in turn improve their health and quality of life,” explains Crompvoets. “The pandemic really showed us that our health is an investment, not an expense. It doesn’t matter if you are 20 or 60; it is crucial to take time for self-care and invest in your life. I am excited to showcase the ways ANY LAB TEST NOW is helping people of all ages maintain a healthy lifestyle.”

In addition to decades of marketing experience, Crompvoets also brings years of franchise relations experience to her new position with ANY LAB TEST NOW. She cut her teeth in franchising years ago as Director of Communications at Money Mailer, a system connected to more than 500 franchises, before spending time with the franchise consulting firm, FranWise, then moving into various leadership roles at Home Franchise Concepts, including Vice President of Franchise Relations.

“There is something so exciting about guiding franchisees through the entrepreneurial journey,” Crompvoets says. “They are taking a leap of faith. They choose a franchise to better their lives. I am fulfilled to help them fulfill their dreams. And I am so looking forward to working with ANY LAB TEST NOW’s amazing franchisees for years to come.”

We are thrilled to see what new marketing campaigns she will implement, and is a truly amazing addition to the Any Lab Test Now family!

ANY LAB TEST NOW® is recognized again among the world’s most respected franchises. Our franchise earned a spot in Entrepreneur magazine’s 2021 Franchise 500® list, our sixth consecutive year receiving the honor.

ANY LAB TEST NOW is listed at No. 411 in the new report, climbing more than 50 spots higher than the previous year despite a record number of Franchise 500 applicants.

“We’re thrilled to be included in such a highly sought-after list,” says ANY LAB TEST NOW’s CEO Clarissa Bradstock. “Our sixth consecutive ranking proves the stability and long-term viability of the model, and seeing such a jump in our standing shows the energy our franchisees have injected into our mission.”

That mission was proven essential in the past year, as ANY LAB TEST NOW, now with 192 locations across the nation, committed its resources to the COVID-19 response.

“Our hope has always been to provide real value to our communities,” says Terri McCulloch, VP of Business Development. “That was a necessity for our company and our franchisees in 2020, working tirelessly to provide crucial testing throughout the pandemic. Whether assisting in the response to COVID-19 or providing various other services, our franchisees do it with their communities in mind. Another Franchise 500 appearance is simply another testament to the effort and value they provide to communities around the nation.”

The Entrepreneur Franchise 500 ranking is compiled after analysis of more than 150 data points, including costs and fees, size and growth, support, brand strength and financial strength and stability. The 500 franchises with the highest cumulative scores in those areas earn their ranking on the list.

ANY LAB TEST NOW® is honored to be listed by Franchise Business Review (FBR) as one of the best franchises to buy in 2021. Every year, FBR compiles a list of top franchises based on a confidential survey of thousands of franchisees. This year, ANY LAB TEST NOW is ranked 104th on FBR’s highly-regarded annual rankings report, as well as among the top 10 franchises providing health and personal services.

“We are so excited to hear about our impressive rankings in Franchise Business Review’s new annual survey,” says Terri McCulloch, Vice President of Business Development of ANY LAB TEST NOW. “2020 was a year filled with unprecedented challenges, and our franchisees stood strong and worked tirelessly to provide critical lab testing in a safe and clean environment to customers across the country. Their success during the pandemic is a testament to the ANY LAB TEST NOW model, especially when it comes to providing franchisees with critical tools and support needed to withstand an economic crisis.”

The FBR Top 200 Franchises Ranking is the most comprehensive list of the nation’s top franchise opportunities based on actual reviews of more than 28,000 franchisees across more than 300 of the nation’s leading franchise companies. The franchisees are asked nearly three dozen benchmark questions about their experience and satisfaction regarding critical areas of their franchise systems, like training and support, operations, franchisor/franchisee relations and financial opportunity.

Here are the FBR survey rankings for ANY LAB TEST NOW:

• 104th on Top Franchises of 2021 list
• 7th in Health and Personal Services category
• 27th in large-business class

You can see the complete list of the 2021 Top Franchises at FranchiseBusinessReview.com. The entire publication showcasing all rankings will be released the week of January 25, 2021.

About Franchise Business Review

Franchise Business Review (FBR) is a leading market research firm serving the franchise sector. FBR measures the satisfaction and engagement of franchisees and publishes various guides and reports for entrepreneurs considering an investment in a franchise business. Since 2005, FBR has surveyed hundreds of thousands of franchise owners and over 1,100 leading franchise companies. FBR publishes free and unbiased franchisee satisfaction research reports throughout the year online at www.FranchiseBusinessReview.com. To read our publications, visit  www.franchisebusinessreview.com/page/publications/.