Table of Contents Fill. From as early as when a space is identified, our sales team works closely with our design and development teams to start matching potential members to the right space. This coordinated approach allows us to drive demand in advance of a location opening, which increases revenue visibility and improves profitability. We view every stage of our sales process as the beginning of a long-term relationship with a member. We utilize global sales teams, local community teams, broker partners and our online presence to help fill our spaces. We employ global, regional and location-specific strategies, as well as account-based strategies for global enterprises. Our account-based approach utilizes account managers who serve as dedicated points of contact for existing members as they grow with us across our markets or offerings. As we fill a location, we are driven by the belief that the future touchpoints our members will have with our spaces, technology and community will drive an exceptional member experience and enhance member retention. Our sales efforts are supported by centralized systems that analyze local and global patterns in order to best match supply of upcoming real estate space to anticipated member demand, as well as real-time algorithms to price multiple locations and product permutations available for occupancy at any given time. We use data science to compare new buildings Next, through machine learning, we forecast with similar proven locations based on demand for each building to set the opening historical market and pricing data day price and optimize on a real-time basis 156