Bridget Harris

And You Can Book Me is 200,000.

So you can just see with that.

You can see why You Can Book Me is profitable.

Salary metrics.

So everybody loves talking about salaries.

Nobody likes talking about salaries, but I do an awful lot of work on salaries inside You Can Book Me.

And that's because a labour market works the same as any other market at supply and demand.

So you have to basically pick your price point and pick how you're going to pitch your salary rates to other people.

I was talking about this with Rory this morning over breakfast.

It is really hard to get it right.

You have to do a lot of work on it.

It's not some of those things where you can just basically pluck a number.

out of thin air.

So one of the things that we do is we have an open, transparent salary scheme inside You Can Book Me and have done for a long time.

Now my one bit of advice about it other than the other things that can help you decide what your rates are going to be is that reward performance with high wages, i.e.

hire somebody on a moderate, conservative salary rate.

If they do really well for you, by all means double their salary if you want to.

Don't do it the other way around.

A six-figure salary does not necessarily bring in a six-figure performance from anybody.

So, yeah, the two don't follow in reverse.