Save Time & Money with Our Payroll Software: Streamline your payroll process and reclaim valuable time and resources. This software offers automated solutions for payroll calculations, reporting, and tax compliance, freeing you from tedious manual tasks and reducing the risk of costly errors. Imagine a world where payroll is efficient, accurate, and effortlessly integrated with your existing business systems. This is the promise of our innovative payroll software.
Our software caters to businesses of all sizes, simplifying payroll management regardless of your industry or employee count. From automated tax calculations to secure data storage, we offer a comprehensive solution designed to meet the specific needs of today’s businesses. Learn how you can optimize your payroll processes and achieve significant cost savings by reducing manual labor, minimizing errors, and ensuring compliance.
Target Audience Identification
Our payroll software is designed to streamline payroll processes and reduce administrative burdens for businesses of all sizes. Understanding the specific needs of our target audience is crucial to ensuring the software effectively addresses their pain points and delivers significant value. We’ve identified three key user profiles who stand to benefit most from our solution.
User Profiles Benefiting from Payroll Software
The following profiles represent businesses and individuals experiencing common payroll challenges that our software directly addresses. Each profile highlights specific pain points and provides a realistic example of how our software offers a solution.
Small Business Owner (Solopreneur/Micro-business)
This profile represents a self-employed individual or a small business owner with 1-10 employees. They often wear many hats, managing everything from sales to accounting. Their current payroll methods are typically manual, time-consuming, and prone to errors. They lack the resources and expertise for complex payroll systems.
Pain Points: Manual calculations, time tracking difficulties, inconsistent payments, tax compliance concerns, lack of reporting capabilities.
User Persona: Sarah Miller, 35, owns a small bakery with three employees. She currently manages payroll using spreadsheets, which is time-consuming and error-prone. She worries about compliance with tax regulations and lacks the time to dedicate to payroll administration.
Human Resources Manager (Mid-sized Company)
This profile represents a mid-sized company (10-100 employees) with a dedicated HR department. They are responsible for managing a larger employee base with varied compensation structures, benefits, and tax requirements. Their current payroll systems may be outdated or inefficient, leading to increased administrative costs and potential errors.
Pain Points: Managing complex compensation structures, ensuring compliance with various tax laws and regulations across different states or countries, dealing with employee inquiries regarding payroll, generating accurate reports for auditing purposes, integrating payroll with other HR systems.
User Persona: David Chen, 42, is the HR Manager at a technology company with 50 employees. He uses a legacy payroll system that is difficult to navigate and prone to errors. He spends significant time resolving employee payroll issues and generating reports, impacting his productivity.
Accounting Professional (Large Enterprise)
This profile represents a large enterprise (100+ employees) with a dedicated accounting department. They handle high-volume payroll processing with complex compensation plans, benefits, and deductions. They require robust reporting capabilities and seamless integration with existing accounting systems. Their current systems may be costly, lack automation, and struggle to handle the volume of transactions.
Pain Points: High volume payroll processing, managing complex compensation and benefits packages, ensuring accurate tax withholding and reporting across multiple jurisdictions, integrating payroll with other financial systems, producing detailed audit trails, maintaining data security and compliance with regulations.
User Persona: Maria Rodriguez, 48, is a senior accountant at a large multinational corporation. She oversees the payroll for over 200 employees across multiple countries. Their current system is expensive, lacks automation, and requires significant manual intervention, leading to increased operational costs and risks.
Time Savings Features
Reclaim valuable time and resources with our payroll software’s automated features. By eliminating manual processes, you can significantly reduce the time spent on payroll administration, allowing your team to focus on more strategic initiatives. This section details how our software achieves these time savings.
Automated processes drastically reduce the time spent on manual data entry. Instead of manually inputting employee hours, pay rates, deductions, and other information, our software integrates with your existing time and attendance systems, automatically importing this data. This eliminates the risk of human error associated with manual data entry and frees up your staff for more valuable tasks.
Automated Payroll Calculations and Reporting
Our software streamlines payroll calculations by automatically applying tax laws, deductions, and other relevant regulations. This ensures accuracy and compliance, while significantly reducing the time needed for manual calculations. The software also generates comprehensive payroll reports, including pay stubs, tax forms, and other necessary documentation, instantly and accurately. These reports are easily customizable and exportable, saving you even more time on formatting and distribution.
Manual Payroll vs. Automated Payroll: A Time Comparison
Consider a small business with 20 employees. Processing payroll manually might take a dedicated employee a full day (8 hours) per pay period, including data entry, calculations, report generation, and distribution. This equates to approximately 160 hours per year dedicated solely to payroll. With our automated payroll software, this process can be reduced to approximately 2 hours per pay period, or 40 hours annually. This represents a time saving of 120 hours per year, a significant increase in efficiency and productivity. This freed-up time can be used for other crucial business functions. Larger businesses will see even more dramatic time savings.
Cost Savings Analysis
Switching to automated payroll processing offers significant cost reductions compared to manual methods. Hidden expenses associated with manual payroll often go unnoticed until they become substantial burdens. This analysis will highlight these hidden costs and demonstrate the substantial savings achievable with our payroll software.
Manual payroll processing involves numerous hidden costs that significantly impact your bottom line. These costs aren’t always immediately apparent, but they accumulate over time, impacting profitability and efficiency. Our software directly addresses these hidden costs, leading to considerable savings.
Hidden Costs of Manual Payroll Processing
Manual payroll processing is prone to errors, leading to costly corrections, potential legal issues, and employee dissatisfaction. Overtime spent on payroll administration diverts valuable time from core business activities. Furthermore, the lack of real-time data and reporting can hinder informed decision-making, potentially leading to missed opportunities for cost optimization. The risk of non-compliance with ever-changing tax laws and regulations adds another layer of complexity and potential financial penalties.
Cost Savings with Our Payroll Software
Our payroll software streamlines the entire payroll process, reducing errors, minimizing overtime, and providing accurate, real-time data. This translates into significant cost savings across various aspects of payroll management. For example, eliminating manual data entry reduces the risk of errors, saving time and money spent on corrections and potential penalties. Automated tax calculations ensure compliance and prevent costly fines. The software’s reporting features provide insights into payroll spending, allowing for better budget management.
Detailed Cost Savings Comparison
Feature | Manual Cost (Annual Estimate) | Software Cost (Annual Estimate) | Savings |
---|---|---|---|
Data Entry Errors & Corrections | $2,000 (estimated cost of correcting 10 errors at $200 each) | $100 (estimated cost of software error correction) | $1,900 |
Overtime for Payroll Processing | $3,000 (estimated cost of 5 hours of overtime per month at $60/hour) | $0 | $3,000 |
Tax Compliance Penalties | $1,500 (estimated cost of a minor tax penalty) | $0 (software ensures compliance) | $1,500 |
Time Spent on Reporting | $1,000 (estimated cost of 20 hours per month at $50/hour for manual report generation) | $200 (time spent reviewing automated reports) | $800 |
Employee Dissatisfaction due to Errors | $500 (estimated cost of handling employee complaints and rectifications) | $0 | $500 |
Total Annual Savings | $7,700 |
Software Features and Functionality
Our payroll software is designed with ease of use in mind, minimizing the learning curve and maximizing efficiency for businesses of all sizes. Intuitive navigation and streamlined processes ensure that even users with limited payroll experience can quickly become proficient. The software’s core functionality focuses on accuracy, automation, and compliance, reducing the risk of errors and freeing up valuable time for other critical tasks.
The software boasts a range of features designed to simplify and expedite the payroll process. These features work together seamlessly to provide a comprehensive and efficient solution. We’ve prioritized a user-friendly interface to ensure a smooth experience for everyone involved in payroll management.
Payroll Process Flowchart
The following flowchart illustrates the typical payroll process using our software:
[Imagine a flowchart here. The flowchart would begin with “Employee Data Entry,” flowing to “Hours Input,” then to “Calculations (Taxes, Deductions, Net Pay),” followed by “Report Generation (Paystubs, Summaries),” and finally “Payment Processing (Direct Deposit, Checks).” Each step would be represented by a rectangle, with arrows indicating the flow of the process. Error handling and approval steps could be incorporated as separate branches within the main flow. The flowchart would visually represent the streamlined and efficient nature of the software’s payroll processing capabilities.]
Step-by-Step Onboarding Guide for New Users
Successfully onboarding new users is crucial for maximizing the software’s benefits. This guide will help your team quickly integrate and start utilizing the system’s full potential.
- Account Creation and Access: A system administrator will create individual user accounts, assigning appropriate permissions based on roles (e.g., administrator, payroll clerk, manager). Each user will receive login credentials via email.
- Initial Setup and Configuration: The administrator will configure the system to reflect the company’s specific payroll requirements, including tax rates, deduction options, payment methods, and company details. This ensures accurate and compliant payroll processing.
- Employee Data Entry: Administrators and designated users will input employee information, including personal details, tax information, banking details, and employment information. The software offers data import options from existing spreadsheets to streamline this process.
- Time Tracking Integration (if applicable): If the company uses a time tracking system, it can be integrated with the payroll software to automatically import employee hours, eliminating manual data entry and potential errors. This integration is seamless and requires minimal configuration.
- Payroll Processing: Users will initiate the payroll process through a simple, intuitive interface. The software automatically calculates gross pay, taxes, deductions, and net pay, minimizing the risk of manual calculation errors. A preview feature allows for review before final processing.
- Report Generation and Review: The software generates various reports, including pay stubs, payroll summaries, and tax reports. These reports can be downloaded in various formats (PDF, CSV, etc.) and are designed for easy review and analysis. This facilitates efficient record-keeping and compliance reporting.
- Payment Processing: The software facilitates payment processing through various methods, including direct deposit and check generation. This automated process streamlines payments and reduces the administrative burden.
- Ongoing Support and Training: Our comprehensive support team provides ongoing assistance and training resources to help users effectively manage the software and address any questions or issues. This ensures continued proficiency and efficient payroll management.
Integration Capabilities
Seamless integration with your existing business systems is a cornerstone of our payroll software’s efficiency. By connecting with other applications you already use, you eliminate redundant data entry, minimize errors, and unlock a more streamlined workflow. This ultimately saves you valuable time and resources.
Our software boasts robust integration capabilities, designed to enhance your overall operational efficiency. The smooth transfer of data between different platforms minimizes manual input, reducing the risk of human error and freeing up your team to focus on more strategic tasks. This interoperability significantly improves accuracy and reduces the potential for costly mistakes.
Accounting Software Integration
Integration with popular accounting software packages, such as Xero and QuickBooks, allows for automatic transfer of payroll data directly into your financial records. This eliminates the need for manual data entry, reducing the chance of discrepancies and saving significant time. For example, after processing payroll, the software automatically updates your general ledger with the appropriate payroll expense accounts, eliminating the need for manual reconciliation. This automated process ensures financial data accuracy and allows for more efficient financial reporting.
Human Resources Information System (HRIS) Integration
Connecting our payroll software with your HRIS system streamlines employee data management. Information like employee details, pay rates, and deductions is automatically synchronized between the two systems, eliminating the need for duplicate data entry and ensuring data consistency. This integration simplifies tasks such as onboarding new employees and managing changes in employee information. For instance, when an employee’s address changes in the HRIS, that update is instantly reflected in the payroll system, preventing incorrect payments or address-related issues.
Time and Attendance System Integration
Our payroll software seamlessly integrates with various time and attendance systems. This integration eliminates the manual process of transferring time-tracking data into the payroll system. Employees clock in and out through the time and attendance system, and the data is automatically imported into our payroll software for accurate payroll calculations. This reduces errors associated with manual data entry and significantly streamlines the payroll process. Consider a company with 100 employees; the time saved by automating this process could amount to several hours per pay period.
Security and Compliance
Protecting your sensitive payroll data is paramount, and our software is built with robust security measures to ensure the confidentiality, integrity, and availability of your information. We understand the critical nature of payroll data and the legal obligations surrounding its handling. Our commitment to security and compliance is reflected in every aspect of our software’s design and operation.
Our software employs a multi-layered security approach to safeguard your payroll data. This includes advanced encryption techniques both in transit and at rest, regular security audits conducted by independent third-party firms, and strict access control measures that limit access to authorized personnel only. We also utilize intrusion detection and prevention systems to monitor for and mitigate potential threats. Furthermore, our system undergoes regular penetration testing to identify and address vulnerabilities before they can be exploited. This proactive approach ensures that our security measures remain effective against evolving threats.
Data Encryption and Protection
Data encryption is implemented at multiple levels, protecting data both while it is being transmitted across networks (in transit) and when it is stored on our servers (at rest). This involves using industry-standard encryption algorithms to render the data unreadable to unauthorized individuals. For example, all sensitive data, including employee personal information and financial details, is encrypted using AES-256 encryption, a widely recognized and highly secure standard. Access to encrypted data is further restricted through role-based access control, ensuring that only authorized personnel with appropriate permissions can view or modify sensitive information. Regular key rotation and secure key management practices further enhance data protection.
Compliance with Payroll Regulations
Our payroll software is designed to ensure compliance with various federal, state, and local payroll regulations. We maintain up-to-date knowledge of these regulations and continuously update our software to reflect any changes or amendments. This includes features that automatically calculate and withhold taxes according to the relevant regulations, ensuring accurate and compliant payroll processing. For instance, the software automatically adjusts for changes in tax rates and thresholds based on location and employee status, reducing the risk of non-compliance and associated penalties. Our system also generates compliant payroll reports and documentation, simplifying audit preparation and ensuring transparent record-keeping.
Security Certifications and Compliance Standards
Our commitment to security is demonstrated by our adherence to several industry-recognized security and compliance standards. We are ISO 27001 certified, demonstrating our commitment to information security management systems. We also comply with SOC 2 Type II standards, providing assurance on the security, availability, processing integrity, confidentiality, and privacy of customer data. Furthermore, we adhere to GDPR and CCPA regulations, ensuring the protection of personal data within the framework of these important privacy laws. These certifications and compliance standards provide our clients with confidence in the security and reliability of our payroll software.
Customer Support and Training
We understand that implementing new payroll software can present challenges. That’s why we’ve built a comprehensive support and training program designed to ensure a smooth transition and ongoing success for our clients. Our commitment to exceptional customer service is a cornerstone of our business. We strive to provide the resources you need to maximize the benefits of our software.
Our goal is to empower you to confidently manage your payroll efficiently and accurately. This section details the support and training options available to help you achieve this goal.
Customer Support Options
We offer a multi-faceted approach to customer support, ensuring you can access assistance through your preferred channel. Our support team is comprised of knowledgeable professionals ready to assist with any questions or issues you may encounter.
- Phone Support: Reach our dedicated support line during extended business hours for immediate assistance from a live representative. Our phone support team provides personalized guidance and troubleshooting.
- Email Support: For non-urgent inquiries or detailed questions, our email support system allows for a documented record of your interactions. You can expect a prompt and thorough response within 24 hours.
- Online Resources: Our comprehensive online help center provides access to a vast library of FAQs, tutorials, and troubleshooting guides. This self-service option allows you to quickly find answers to common questions and resolve many issues independently.
Training Resources
We provide a range of training resources to help you master our payroll software quickly and efficiently. These resources are designed to cater to different learning styles and preferences.
- Interactive Tutorials: Step-by-step tutorials guide you through key software features and functionalities. These tutorials use screen recordings and clear explanations to ensure ease of understanding.
- Webinars: Regularly scheduled webinars offer in-depth training sessions on specific topics, providing opportunities for live Q&A with our experts. These webinars cover a wide range of subjects, from initial setup to advanced features.
- Personalized Onboarding: For larger clients or those requiring more intensive support, we offer personalized onboarding sessions. These sessions provide tailored training and guidance specific to your company’s needs and processes.
Customer Testimonials
“The customer support team was incredibly helpful in getting our company set up with the software. They were patient, knowledgeable, and always available to answer our questions.” – Sarah M., HR Manager, Acme Corp.
“The online tutorials were easy to follow and helped me quickly learn the software. I was up and running in no time!” – John B., Payroll Administrator, Beta Solutions.
Pricing and Packages
We offer a range of pricing plans designed to cater to businesses of all sizes and payroll needs. Each plan provides a comprehensive suite of features, ensuring you receive the best value for your investment. Choosing the right plan depends on your specific requirements and the number of employees you manage.
Our pricing is transparent and straightforward. We believe in providing clear value, so you can easily understand what you’re paying for and the benefits you receive. There are no hidden fees or unexpected charges.
Pricing Plan Comparison
The following table outlines the features included in each of our pricing plans. Carefully consider your payroll needs and employee count to select the most suitable option.
Plan Name | Price/Month | Number of Employees | Features Included |
---|---|---|---|
Basic | $49 | Up to 25 | Payroll processing, basic reporting, direct deposit, employee self-service portal. |
Standard | $99 | Up to 100 | All Basic features, plus advanced reporting, time and attendance tracking integration, and multi-state payroll support. |
Premium | $199 | Unlimited | All Standard features, plus dedicated account manager, priority support, custom reporting options, and API access for seamless integration with other business systems. |
Plan Value Proposition
Each plan offers a distinct value proposition tailored to specific business needs. The Basic plan is ideal for small businesses with limited payroll needs, providing essential functionality at an affordable price. The Standard plan offers enhanced features and scalability for growing businesses. The Premium plan is designed for larger enterprises requiring advanced functionality and dedicated support.
Plan Upgrading and Downgrading
Upgrading or downgrading your plan is a simple process. You can easily manage your plan through your online account. Changes typically take effect at the beginning of your next billing cycle. Contact our customer support team if you require assistance or have questions about changing your plan.
Case Studies and Success Stories
Our payroll software has demonstrably improved efficiency and reduced costs for a variety of businesses. The following case studies illustrate the tangible benefits experienced by our clients across different industries and sizes. Each case study details the specific challenges faced, the implementation of our software, and the resulting time and cost savings.
Case Study 1: Acme Manufacturing – Streamlining Payroll for a Large Workforce
Acme Manufacturing, a company with over 500 employees, previously relied on a manual, spreadsheet-based payroll system. This process was time-consuming, prone to errors, and required significant administrative overhead. Implementing our payroll software allowed Acme to automate many aspects of payroll processing, including tax calculations, direct deposit, and report generation.
The methodology involved a phased rollout of the software, beginning with training key personnel and gradually migrating all payroll functions to the new system. Data migration from the old spreadsheets was completed smoothly using our integrated data import tools.
Results showed a significant reduction in payroll processing time. Before implementation, payroll processing took approximately 40 hours per pay period. After implementation, this time was reduced to 8 hours, a 80% decrease. This translates to a cost savings of approximately $2,400 per pay period, based on an average hourly wage of $60 for payroll staff. Further, the reduction in errors resulted in a decrease of approximately $500 per year in correction costs.
Case Study 2: Green Thumb Gardens – Efficient Payroll for a Seasonal Business
Green Thumb Gardens, a seasonal landscaping business, faced challenges with managing fluctuating employee numbers and payroll complexities during peak seasons. Their previous system struggled to handle the rapid changes in workforce size and the associated administrative burden. Our software’s scalability and user-friendly interface addressed these issues effectively.
Our methodology focused on providing tailored training to Green Thumb’s small team, emphasizing the features most relevant to their seasonal needs. The software’s intuitive design allowed for quick adoption, minimizing disruption during their busy season.
Results demonstrated a significant improvement in payroll accuracy and efficiency. The time spent on payroll processing was reduced by 60%, from an average of 15 hours per pay period to 6 hours. This translates to a cost savings of approximately $540 per pay period, based on an average hourly wage of $90 for the business owner who handled payroll previously. Additionally, the reduction in errors eliminated the need for costly corrections and ensured timely payment to employees.
Case Study 3: Tech Solutions Inc. – Enhancing Payroll for a Growing Tech Company
Tech Solutions Inc., a rapidly growing technology company, needed a payroll system that could scale with their expanding workforce and handle complex compensation structures. Their previous system lacked the necessary flexibility and integration capabilities. Our software’s adaptability and robust feature set proved to be the ideal solution.
Our methodology involved a collaborative approach, working closely with Tech Solutions’ IT team to ensure seamless integration with their existing HR and accounting systems. This included customizing certain features to align with the company’s unique compensation plans.
The results showcased the software’s ability to handle complex payroll scenarios efficiently. Payroll processing time decreased by 75%, from 20 hours per pay period to 5 hours. This equates to a cost savings of approximately $3,000 per pay period, based on an average hourly wage of $60 for payroll staff. Moreover, the improved accuracy and automation minimized the risk of compliance issues, potentially saving the company thousands of dollars in penalties.
Competitive Advantages
Our payroll software offers a compelling combination of robust features, competitive pricing, and exceptional customer support, setting it apart from the competition and delivering significant value to businesses of all sizes. This section details how our solution stacks up against leading competitors and highlights the key advantages that make it the ideal choice for your payroll needs.
Feature and Pricing Comparison
Below is a comparison of key features and pricing across our software and three major competitors: Competitor A, Competitor B, and Competitor C. Note that pricing is subject to change and may vary based on the number of employees and chosen package.
Feature | Our Software | Competitor A | Competitor B | Competitor C |
---|---|---|---|---|
Automated Tax Calculations | Yes, including all federal and state regulations. | Yes, but requires manual updates. | Yes, but limited state coverage. | Yes, with additional fees for certain states. |
Direct Deposit | Included in all packages. | Included in higher-tier packages only. | Included, but with additional processing fees. | Included, but limited to specific bank partners. |
Reporting and Analytics | Comprehensive real-time dashboards and custom reports. | Basic reporting only. | Limited real-time data. | Advanced reporting available at an extra cost. |
Integration Capabilities | Seamless integration with popular accounting and HR software. | Limited integration options. | Integration available, but requires third-party services. | Integration offered but with compatibility issues reported. |
Pricing (per employee/month) | $5 – $15 | $8 – $20 | $10 – $25 | $12 – $30 |
Unique Selling Propositions
Our software distinguishes itself through a unique blend of features designed to streamline payroll processes and minimize administrative burdens. These key differentiators deliver exceptional value and efficiency. For example, our proactive tax update system automatically incorporates all changes in tax laws, eliminating the need for manual intervention and reducing the risk of errors. Furthermore, our intuitive user interface requires minimal training, allowing employees to quickly master the system and maximizing productivity. Finally, our dedicated customer support team provides unparalleled assistance, ensuring a seamless and trouble-free experience.
Reasons to Choose Our Software
Choosing our payroll software offers several compelling advantages over competing solutions. Our comprehensive feature set, coupled with competitive pricing, ensures you receive exceptional value for your investment. The seamless integration with other business systems minimizes data entry and reduces the risk of errors. The superior customer support and robust security measures provide peace of mind, knowing your payroll data is secure and you have access to reliable assistance when needed. Finally, our commitment to continuous improvement ensures our software remains at the forefront of payroll technology, continually adapting to evolving regulatory requirements and industry best practices. This translates to long-term cost savings and operational efficiency for your business.
Call to Action and Next Steps
Ready to revolutionize your payroll process and unlock significant time and cost savings? Our intuitive payroll software is designed to streamline your operations and empower your business. Take the first step towards a more efficient and cost-effective payroll solution.
We understand that transitioning to new software can seem daunting, so we’ve made the process as smooth and straightforward as possible. Our dedicated support team is available to guide you every step of the way, ensuring a seamless integration into your existing workflow. We offer various options to help you get started, catering to different needs and preferences.
Getting Started with Our Payroll Software
Choosing the right path to begin your journey with our software depends on your preferences. We offer a free trial and a personalized demo.
Free Trial: Our free trial allows you to explore the software’s core features and functionalities firsthand, without any commitment. You’ll have full access to the user interface, allowing you to experience the ease of use and efficiency firsthand. Simply visit our website at [Insert Website Address Here] and click on the “Start Free Trial” button. The trial period lasts for [Number] days, providing ample time to evaluate the software’s suitability for your needs. During this trial, you can process a limited number of payrolls with sample data, allowing you to fully assess the system’s functionality before committing to a paid subscription.
Request a Demo: Prefer a more personalized approach? Request a live demo conducted by one of our experienced payroll specialists. During the demo, you can ask specific questions about features and integrations relevant to your unique business requirements. This interactive session will showcase the software’s capabilities and demonstrate how it can address your specific payroll challenges. To schedule a demo, visit our website at [Insert Website Address Here] and click on the “Request a Demo” button. Alternatively, you can contact us directly at [Insert Phone Number Here] or [Insert Email Address Here].
Contact Information
For immediate assistance or to discuss your specific needs, please don’t hesitate to contact us.
Website: [Insert Website Address Here]
Phone: [Insert Phone Number Here]
Email: [Insert Email Address Here]
Final Summary
Ultimately, choosing our payroll software is an investment in efficiency and financial stability. By automating your payroll process, you not only save time and money but also mitigate risks associated with manual data entry and compliance issues. Our intuitive interface, robust security features, and exceptional customer support ensure a seamless transition and ongoing success. Take control of your payroll and unlock your business’s full potential – explore our options today and experience the difference.