A GER 2018 AMWAY GLOBAL ENTREPRENEURSHIP REPORT WHAT DRIVES THE ENTREPRENEURIAL SPIRIT
S U R V E Y D E S I G N KEY FACTS OF THIS YEAR S SURVEY EDITION PARTNER RESEARCH INSTITUTE 8 th edition FIELDWORK 16 April to 16 June 2017 SAMPLE COUNTRIES METHOD Prof. Dr. Isabell M. Welpe, Chair of Strategy and Organization of the School of Management, Technical University of Munich, Germany Gesellschaft für Konsumforschung (GfK), Nuremberg, Germany 48,998 respondents aged 14-99 25,301 women and 23,697 men 44 Austria, Belgium, Brazil, Bulgaria, Canada, China, Colombia, Croatia, Czech Republic, Denmark, Estonia, Finland, France, Germany, Great Britain, Greece, Hungary, India, Ireland, Italy, Japan, Korea, Latvia, Lithuania, Malaysia, Mexico, Netherlands, Norway, Poland, Portugal, Romania, Russia, Slovakia, Slovenia, South Africa, Spain, Sweden, Switzerland, Taiwan, Thailand, Turkey, Ukraine, USA, Vietnam In China, Colombia, India, Mexico, South Africa, Taiwan, Thailand, and Vietnam respondents were selected from metropolitan areas. Face-to-face / telephone interviews AMWAY GLOBAL ENTREPRENEURSHIP REPORT 2018 2
H I S T O RY HOW AGER DEVELOPED OVER TIME 2008: Amway begins representative entrepreneurship research in Germany Respondents: 1,000 2011: Amway issues the first Amway European Entrepreneurship Report. Focus: The Next Generation of Entrepreneurs, respondents: 12,000 2012: Amway European Entrepreneurship Report expands to 16 countries. Focus: The Unleashed Potential of Entrepreneurship in Times of Crisis, respondents: 18,000 2013: Amway issues the first global report, AGER, encompassing 24 countries. Focus: Encouraging Entrepreneurs Eliminating the Fear of Failure, respondents: 26,000 2014: AGER expands to 38 countries. Focus: Advancing Entrepreneurship Education: Are Entrepreneurs Born or Made?, respondents: 44,000 2015: AGER further grows to 44 countries. Focus: Advancing the Entrepreneurial Spirit, respondents: 50,000 2016: AGER includes 45 countries Focus: Entrepreneurship in a changing work environment, respondents: 51,000 AMWAY GLOBAL ENTREPRENEURSHIP REPORT 2018 3
F O C U S T O P I C 2 0 1 7 MANAGEMENT SUMMARY This year s AGER is entitled What Drives the Entrepreneurial Spirit and examines which internal and external factors are beneficial or hampering for the entrepreneurial spirit in the participating countries. The internal factors were examined by asking participants if they agree with five statements about themselves regarding their personal beliefs about starting and running a business. In doing so, readers of the survey get a better understanding of the strengths and weaknesses of the country s respondents. Furthermore, participants were asked to choose one out of five areas where they would need most support with if starting a business. Using this information, institutions can focus their efforts on the areas that most efficiently support prospective entrepreneurs in their endeavors. By asking the participants to describe what kind of business they would start, a clear idea of the respondents preferences becomes visible. This provides the possibility to further tailor the activities to foster entrepreneurship in every country. To cover the external factors, respondents were asked with which of five statements about their country s entrepreneurial environment they agree. By posing this question, areas that need improvement to provide a better starting point for business creators can be identified. AMWAY GLOBAL ENTREPRENEURSHIP REPORT 2018 4
A M WAY E N T R E P R E N E U R I A L S P I R I T I N D E X SIENTIFIC BASIS The Entrepreneurial Spirit is measured with the introduction of the Amway Entrepreneurial Spirit Index (AESI), incorporating three dimensions: 1. Desire: whether respondents perceive starting a business as desirable. 2. Feasibility: whether respondents feel prepared for starting a business. 3. Stability against social pressure: whether respondents would let their social environment, such as family and friends, dissuade them from starting a business. AESI responses are calculated on the mean, with all three dimensions weighted equally. Scores range from 0 to 100, with 100 indicating that all respondents countrywide answered Yes to all three questions. Here are the global results, which report an AESI score of 47: Desire: Feasibility: Stability: AESI: 49 percent answered Yes 43 percent answered Yes 50 percent answered Yes 142/ 3 = 47 (rounded) AMWAY GLOBAL ENTREPRENEURSHIP REPORT 2018 5
R E S U LT S AT A G L A N C E THE GLOBAL PERSPECTIVE QUESTION 2 The worldwide average of the AESI score is 47* and therefore at a slightly lower level as last year (50). 49 percent have the desire to become an entrepreneur. 50 percent would not let their social environment, such as family, and friends, dissuade them from starting a business, while 43 percent feel prepared for starting a business. (Detailed results) QUESTION 1 The top-three answers are that technology is available (48%), the education system supportive (40%), and the economic situation beneficial (36%). The remaining two answers follow closely behind. (Detailed results) QUESTION 3 The top-three beliefs are that social support is granted (64%), that respondents are committed (57%), and business ideas can be developed (52%). (Detailed results) QUESTION 4 QUESTION 5 The three areas support is most requested with are funding (23%), administration (20%), and marketing (18%). (Detailed results) The majority of respondents prefers a profit-oriented business (60%) in a metropolitan area (64%) with hired staff (57%), providing a service (54%) personally (75%) to customers. (Detailed results) *THE AESI SCORE ALWAYS HAS TO BE STATED WITHOUT PERCENT. 6
OVERVIEW: Latvian results
QUESTION 2: THE AESI
Q U E S T I O N 2 : T H E A E S I Latvia VS Lithuania and Estonia Latvia 50% DESIRE 3 50 40% FEASIBILITY 61% AESI STABILITY 100% Lithuania 76% 4 55 9 AESI DESIRE 33% FEASIBILITY 57% STABILITY Estonia 52% 3 47 AESI DESIRE 41% FEASIBILITY 47% STABILITY 100% 100%
Q U E S T I O N 2 : T H E A E S I THE REGIONAL AVERAGES GLOBAL AVERAGES 3 47 AESI 49% DESIRE 43% FEASIBILITY 50% STABILITY DESIRE FEASIBILITY STABILITY 10
Q U E S T I O N 2 : T H E A E S I PART 1 DESIRE FEASIBILITY STABILITY INDEX CHANGE TO 2016 AUSTRIA 26% 28% 35% 29-7 BELGIUM 37% 38% 47% 41-5 BRAZIL 66% 53% 50% 56-15 BULGARIA 24% 19% 24% 22-4 CANADA 44% 59% 46% 50-1 CHINA 86% 82% 72% 80 +6 COLOMBIA 83% 53% 33% 56-1 CROATIA 26% 34% 41% 34-6 CZECH REPUBLIC 54% 36% 57% 49-3 DENMARK 58% 48% 47% 51-1 ESTONIA 52% 41% 47% 47 +3 FINLAND 43% 42% 65% 50-3 FRANCE 23% 38% 47% 36-11 GERMANY 24% 29% 39% 31-3 GREAT BRITAIN 32% 46% 38% 39-11 GLOBAL 49% 43% 50% 47-3 11
Q U E S T I O N 2 : T H E A E S I PART 2 DESIRE FEASIBILITY STABILITY INDEX CHANGE TO 2016 GREECE 41% 30% 60% 44-7 HUNGARY 33% 23% 49% 35-4 INDIA 91% 74% 78% 81 +1 IRELAND 39% 41% 52% 44 +/-0 ITALY 41% 36% 45% 41-5 JAPAN 38% 11% 27% 25-1 KOREA 44% 36% 38% 39-9 LATVIA 50% 40% 61% 50 +3 LITHUANIA 76% 33% 57% 55-4 MALAYSIA 81% 63% 72% 72 +2 MEXICO 70% 45% 60% 58-6 NETHERLANDS 44% 51% 58% 51-4 NORWAY 41% 55% 41% 46-1 POLAND 22% 26% 33% 27-5 PORTUGAL 56% 49% 53% 53 +7 GLOBAL 49% 43% 50% 47-3 12
Q U E S T I O N 2 : T H E A E S I PART 3 DESIRE FEASIBILITY STABILITY INDEX CHANGE TO 2016 ROMANIA 23% 20% 43% 29-4 RUSSIA 39% 21% 36% 32-1 SLOVAKIA 42% 30% 49% 40-7 SLOVENIA 52% 52% 56% 53-6 SOUTH AFRICA 71% 69% 72% 71-3 SPAIN 42% 45% 47% 44 +5 SWEDEN 61% 56% 58% 59 +5 SWITZERLAND 41% 44% 49% 45 +/-0 TAIWAN 58% 35% 36% 43-7 THAILAND 65% 63% 71% 66-11 TURKEY 50% 41% 53% 48 +4 UKRAINE 21% 15% 26% 21-12 USA 57% 60% 46% 54-2 VIETNAM 92% 77% 83% 84 +3 GLOBAL 49% 43% 50% 47-3 13
QUESTION 1: THE ENTREPRENEURIAL ENVIRONMENT
T H E E N T R E P R E N E U R I A L E N V I R O N M E N T MOST ASPECTS HARDLY DISPLAYING ANY DIFFERENCES Latvia Lithuania Estonia Manageable taxes 31% 32% 48% Clarity of the operating environment 33% 30% 59% Supportive education system 51% 47% 62% Technology availability 55% 54% 68% Beneficial economic situation 22% 30% 49% AMWAY GLOBAL ENTREPRENEURSHIP REPORT 2018 WHAT DRIVES THE ENTREPRENEURIAL SPIRIT? 15
Q U E S T I O N 1 : T H E E N T R E P R E N E U R I A L E N V I R O N M E N T THE REGIONAL AVERAGES A. Manageable taxes B. Clarity of the operating environment C. Supportive education system D. Technology availability E. Beneficial economic situation 16
Q U E S T I O N 1 : T H E E N T R E P R E N E U R I A L E N V I R O N M E N T PART 1 MANAGEABLE TAXES CLARITY OF THE OPERATING ENVIRONMENT SUPPORTIVE EDUCATION SYSTEM TECHNOLOGY AVAILABILITY BENEFICIAL ECONOMIC SITUATION AUSTRIA 29% 24% 31% 32% 40% BELGIUM 27% 31% 42% 63% 47% BRAZIL 16% 27% 19% 53% 16% BULGARIA 18% 15% 17% 20% 9% CANADA 61% 57% 60% 77% 67% CHINA 70% 79% 79% 76% 80% COLOMBIA 30% 50% 42% 58% 32% CROATIA 12% 11% 24% 22% 5% CZECH REPUBLIC 32% 28% 45% 41% 34% DENMARK 40% 34% 45% 77% 52% ESTONIA 48% 59% 62% 68% 49% FINLAND 47% 32% 54% 58% 28% FRANCE 5% 8% 27% 37% 10% GERMANY 22% 20% 35% 41% 45% GREAT BRITAIN 21% 25% 25% 40% 21% GLOBAL 33% 34% 40% 48% 36% 17
Q U E S T I O N 1 : T H E E N T R E P R E N E U R I A L E N V I R O N M E N T PART 2 MANAGEABLE TAXES CLARITY OF THE OPERATING ENVIRONMENT SUPPORTIVE EDUCATION SYSTEM TECHNOLOGY AVAILABILITY BENEFICIAL ECONOMIC SITUATION GREECE 5% 12% 15% 16% 6% HUNGARY 14% 9% 13% 25% 10% INDIA 64% 82% 71% 66% 69% IRELAND 45% 49% 62% 65% 56% ITALY 9% 15% 20% 29% 4% JAPAN 12% 14% 13% 14% 44% KOREA 53% 45% 40% 43% 22% LATVIA 31% 33% 51% 55% 22% LITHUANIA 32% 30% 47% 54% 30% MALAYSIA 65% 77% 73% 73% 61% MEXICO 14% 21% 29% 35% 12% NETHERLANDS 55% 50% 51% 79% 75% NORWAY 56% 42% 31% 61% 58% POLAND 13% 13% 21% 24% 23% PORTUGAL 16% 26% 43% 52% 15% GLOBAL 33% 34% 40% 48% 36% 18
Q U E S T I O N 1 : T H E E N T R E P R E N E U R I A L E N V I R O N M E N T PART 3 MANAGEABLE TAXES CLARITY OF THE OPERATING ENVIRONMENT SUPPORTIVE EDUCATION SYSTEM TECHNOLOGY AVAILABILITY BENEFICIAL ECONOMIC SITUATION ROMANIA 26% 25% 35% 29% 21% RUSSIA 22% 25% 31% 23% 19% SLOVAKIA 15% 10% 18% 17% 18% SLOVENIA 27% 27% 44% 42% 44% SOUTH AFRICA 38% 46% 51% 48% 39% SPAIN 12% 16% 23% 34% 8% SWEDEN 41% 46% 62% 71% 63% SWITZERLAND 63% 50% 72% 75% 72% TAIWAN 44% 40% 34% 58% 27% THAILAND 37% 43% 50% 45% 36% TURKEY 39% 40% 39% 46% 43% UKRAINE 7% 6% 10% 4% 2% USA 55% 44% 43% 79% 57% VIETNAM 77% 64% 62% 67% 71% GLOBAL 33% 34% 40% 48% 36% 19
QUESTION 3: SELF- ASSESSMENT ABOUT STARTING A BUSINESS
S E L F - A S S E S S M E N T Latvia vs Lithuania and Estonia IDEA GENERATION BUSINESS CAPITAL RISK TAKING COMMITMENT SOCIAL SUPPORT Latvia 72% 51% 69% 85% 86% Lithuania 73% 48% 74% 85% 88% Estonia DESIRE STABILITY 64% FEASIBILITY 49% 58% 78% 87% AMWAY GLOBAL ENTREPRENEURSHIP REPORT 2018 WHAT DRIVES THE ENTREPRENEURIAL SPIRIT? 21
Q U E S T I O N 3 : S E L F - A S S E S S M E N T THE REGIONAL AVERAGES A. Idea generation B. Business capital C. Risk taking D. Commitment E. Social support 22
Q U E S T I O N 3 : S E L F - A S S E S S M E N T PART 1 IDEA GENERATION BUSINESS CAPITAL RISK TAKING COMMITMENT SOCIAL SUPPORT AUSTRIA 33% 24% 20% 28% 40% BELGIUM 56% 45% 54% 68% 76% BRAZIL 70% 50% 70% 76% 80% BULGARIA 20% 14% 17% 24% 27% CANADA 78% 49% 71% 74% 89% CHINA 83% 82% 86% 90% 81% COLOMBIA 89% 61% 89% 90% 87% CROATIA 48% 27% 47% 55% 58% CZECH REPUBLIC 39% 21% 24% 45% 55% DENMARK 73% 48% 72% 87% 89% ESTONIA 64% 49% 58% 78% 87% FINLAND 50% 30% 43% 51% 70% FRANCE 31% 17% 35% 51% 56% GERMANY 36% 21% 19% 33% 45% GREAT BRITAIN 38% 25% 33% 41% 52% GLOBAL 52% 38% 47% 57% 64% 23
Q U E S T I O N 3 : S E L F - A S S E S S M E N T PART 2 IDEA GENERATION BUSINESS CAPITAL RISK TAKING COMMITMENT SOCIAL SUPPORT GREECE 57% 31% 44% 63% 65% HUNGARY 35% 12% 14% 39% 52% INDIA 62% 74% 45% 72% 80% IRELAND 49% 36% 42% 46% 70% ITALY 26% 16% 21% 23% 35% JAPAN 26% 9% 12% 27% 48% KOREA 45% 36% 33% 54% 48% LATVIA 72% 51% 69% 85% 86% LITHUANIA 73% 48% 74% 85% 88% MALAYSIA 81% 76% 76% 83% 89% MEXICO 36% 18% 42% 45% 44% NETHERLANDS 64% 63% 67% 79% 85% NORWAY 68% 46% 61% 69% 83% POLAND 16% 10% 14% 21% 42% PORTUGAL 44% 33% 35% 54% 60% GLOBAL 52% 38% 47% 57% 64% 24
Q U E S T I O N 3 : S E L F - A S S E S S M E N T PART 3 IDEA GENERATION BUSINESS CAPITAL RISK TAKING COMMITMENT SOCIAL SUPPORT ROMANIA 50% 34% 26% 37% 53% RUSSIA 21% 14% 22% 32% 44% SLOVAKIA 17% 8% 12% 31% 30% SLOVENIA 68% 41% 70% 78% 78% SOUTH AFRICA 46% 37% 41% 43% 50% SPAIN 50% 29% 42% 48% 57% SWEDEN 68% 54% 63% 65% 83% SWITZERLAND 69% 59% 66% 75% 87% TAIWAN 66% 54% 73% 71% 45% THAILAND 40% 40% 29% 42% 52% TURKEY 59% 49% 47% 54% 60% UKRAINE 10% 5% 7% 10% 14% USA 82% 54% 74% 79% 88% VIETNAM 89% 78% 88% 91% 89% GLOBAL 52% 38% 47% 57% 64% 25
QUESTION 4: AREAS OF SUPPORT
T H E E N T R E P R E N E U R I A L E N V I R O N M E N T MOST ASPECTS HARDLY DISPLAYING ANY DIFFERENCES Latvia Lithuania Estonia Business idea 7% 19% 19% Marketing 16% 12% 19% Funding 19% 12% 20% Human resources 21% 18% 15% Administration 35% 36% 22% AMWAY GLOBAL ENTREPRENEURSHIP REPORT 2018 WHAT DRIVES THE ENTREPRENEURIAL SPIRIT? 27
Q U E S T I O N 4 : A R E A S O F S U P P O R T THE REGIONAL AVERAGES A. Business idea B. Marketing C. Funding D. Human resources E. Administration 28
Q U E S T I O N 4 : A R E A S O F S U P P O R T PART 1 BUSINESS IDEA MARKETING FUNDING HUMAN RESOURCES ADMINISTRATION AUSTRIA 17% 14% 24% 7% 27% BELGIUM 17% 13% 15% 18% 31% BRAZIL 14% 19% 29% 19% 12% BULGARIA 15% 10% 17% 11% 12% CANADA 9% 22% 19% 20% 24% CHINA 14% 29% 35% 12% 7% COLOMBIA 16% 24% 19% 18% 21% CROATIA 11% 7% 36% 13% 17% CZECH REPUBLIC 7% 15% 28% 17% 22% DENMARK 8% 15% 21% 12% 41% ESTONIA 19% 19% 20% 15% 22% FINLAND 11% 21% 11% 15% 31% FRANCE 17% 10% 14% 19% 25% GERMANY 12% 11% 23% 4% 29% GREAT BRITAIN 11% 19% 15% 10% 19% GLOBAL 13% 18% 23% 15% 20% 29
Q U E S T I O N 4 : A R E A S O F S U P P O R T PART 2 BUSINESS IDEA MARKETING FUNDING HUMAN RESOURCES ADMINISTRATION GREECE 10% 18% 33% 14% 22% HUNGARY 8% 13% 35% 8% 20% INDIA 3% 18% 38% 35% 6% IRELAND 14% 15% 20% 8% 22% ITALY 12% 17% 28% 13% 18% JAPAN 14% 19% 24% 16% 19% KOREA 27% 28% 25% 8% 4% LATVIA 7% 16% 19% 21% 35% LITHUANIA 19% 12% 12% 18% 36% MALAYSIA 11% 42% 20% 13% 13% MEXICO 19% 17% 30% 18% 11% NETHERLANDS 21% 17% 13% 10% 36% NORWAY 11% 20% 21% 15% 28% POLAND 13% 11% 28% 8% 14% PORTUGAL 18% 17% 34% 12% 12% GLOBAL 13% 18% 23% 15% 20% 30
Q U E S T I O N 4 : A R E A S O F S U P P O R T PART 3 BUSINESS IDEA MARKETING FUNDING HUMAN RESOURCES ADMINISTRATION ROMANIA 8% 8% 42% 11% 10% RUSSIA 12% 13% 20% 18% 15% SLOVAKIA 8% 10% 25% 16% 16% SLOVENIA 8% 19% 16% 27% 25% SOUTH AFRICA 19% 17% 20% 19% 13% SPAIN 18% 16% 26% 14% 15% SWEDEN 8% 23% 11% 16% 36% SWITZERLAND 13% 16% 22% 12% 35% TAIWAN 12% 37% 21% 19% 9% THAILAND 13% 30% 30% 12% 9% TURKEY 20% 21% 20% 19% 20% UKRAINE 7% 7% 9% 5% 6% USA 10% 20% 23% 24% 22% VIETNAM 20% 30% 27% 8% 14% GLOBAL 13% 18% 23% 15% 20% 31
QUESTION 5: IDEAL BUSINESS
Q U E S T I O N 5 : I D E A L B U S I N E S S THE REGIONAL AVERAGES LATVIA 41% Working alone 59% Hiring people 35% In the countryside Social-oriented Working alone In a metropolitan area Personally Products 41% 21% 66% 76% 37% 59% 79% 34% 24% 63% Profit-oriented Hiring people In the countryside Digitally Services 27% Socialoriented 22% Digitally 65% In a metropolitan area Social-oriented 36% Lithuania 64% Profit-oriented Working alone 46% 54% Hiring people 73% Profit-oriented 60% Services 40% Products 78% Personally In a metropolitan area Personally Products 68% 72% 38% Estonia 32% 28% 62% In the countryside Digitally Services 33
Q U E S T I O N 5 : I D E A L B U S I N E S S THE REGIONAL AVERAGES 34
Q U E S T I O N 5 : I D E A L B U S I N E S S PART 1 PURPOSE STAFF LOCATION CUSTOMER CONTACT SALES SOCIAL PROFIT ALONE HIRING METRO- POLITAN COUNTRY- SIDE PERSONAL DIGITAL PRODUCT SERVICE AUSTRIA 68% 54% 62% 75% 58% BELGIUM 54% 54% 55% 84% 58% BRAZIL 69% 59% 56% 72% 50% 50% BULGARIA 61% 53% 63% 81% 52% 48% CANADA 55% 63% 62% 77% 65% CHINA 56% 56% 68% 53% 50% 50% COLOMBIA 54% 75% 80% 81% 55% CROATIA 53% 56% 58% 81% 55% CZECH REPUBLIC 66% 64% 67% 70% 58% DENMARK 54% 62% 65% 80% 58% ESTONIA 64% 54% 68% 72% 62% FINLAND 49% 51% 56% 60% 83% 66% FRANCE 60% 65% 48% 52% 85% 67% GERMANY 68% 50% 50% 65% 80% 58% GREAT BRITAIN 61% 54% 62% 67% 62% GLOBAL 60% 57% 64% 75% 54% 35
Q U E S T I O N 5 : I D E A L B U S I N E S S PART 2 PURPOSE STAFF LOCATION CUSTOMER CONTACT SALES SOCIAL PROFIT ALONE HIRING METRO- POLITAN COUNTRY- SIDE PERSONAL DIGITAL PRODUCT SERVICE GREECE 55% 67% 61% 75% 60% HUNGARY 63% 53% 53% 75% 51% 49% INDIA 63% 70% 91% 74% 51% 49% IRELAND 80% 65% 56% 67% 58% ITALY 63% 55% 70% 81% 56% JAPAN 64% 64% 62% 66% 66% KOREA 80% 54% 65% 76% 57% LATVIA 73% 59% 65% 78% 60% LITHUANIA 59% 79% 66% 76% 63% MALAYSIA 54% 55% 63% 53% 50% 50% MEXICO 61% 64% 78% 79% 60% NETHERLANDS 77% 57% 67% 76% 54% NORWAY 55% 60% 63% 89% 60% POLAND 70% 61% 66% 77% 65% PORTUGAL 78% 53% 65% 85% 51% 49% GLOBAL 60% 57% 64% 75% 54% 36
Q U E S T I O N 5 : I D E A L B U S I N E S S PART 3 PURPOSE STAFF LOCATION CUSTOMER CONTACT SALES SOCIAL PROFIT ALONE HIRING METRO- POLITAN COUNTRY- SIDE PERSONAL DIGITAL PRODUCT SERVICE ROMANIA 51% 49% 64% 58% 78% 56% RUSSIA 73% 64% 57% 70% 50% 50% SLOVAKIA 69% 70% 66% 68% 61% SLOVENIA 49% 51% 58% 54% 75% 55% SOUTH AFRICA 57% 59% 87% 74% 57% SPAIN 61% 62% 71% 86% 54% SWEDEN 59% 50% 50% 60% 79% 67% SWITZERLAND 59% 58% 53% 87% 65% TAIWAN 65% 67% 81% 54% 54% THAILAND 58% 59% 73% 70% 68% TURKEY 76% 77% 81% 83% 56% UKRAINE 81% 57% 48% 52% 62% 54% USA 57% 56% 64% 79% 66% VIETNAM 56% 68% 89% 76% 58% GLOBAL 60% 57% 64% 75% 54% 37