Quipt Home Medical Corp. (QIPT): ANSOFF-Matrixanalyse

In der dynamischen Landschaft der Heimmedizingeräte steht Quipt Home Medical Corp. (QIPT) an einem strategischen Scheideweg und ist bereit, eine transformative Wachstumsstrategie zu starten, die eine Neudefinition seiner Marktpräsenz verspricht. Durch die sorgfältige Navigation in der Ansoff-Matrix ist das Unternehmen bereit, diese zu erkunden 4 kritische Pfade der Expansion – von der Durchdringung bestehender Märkte bis hin zur mutigen Diversifizierung in innovative Gesundheitstechnologien. Diese strategische Roadmap zeigt nicht nur das Engagement von QIPT für Wachstum, sondern unterstreicht auch seine Vision, die Patientenversorgung durch intelligente, anpassungsfähige Geschäftsstrategien zu revolutionieren, die auf neue Gesundheitsbedürfnisse eingehen.

Quipt Home Medical Corp. (QIPT) – Ansoff-Matrix: Marktdurchdringung

Erweitern Sie das Direktvertriebsteam, um die Kundenakquise zu steigern

Im vierten Quartal 2022 meldete Quipt Home Medical Corp. insgesamt 1.015 Mitarbeiter mit einem Direktvertriebsteam von 127 Vertretern. Der Umsatz des Unternehmens für das Geschäftsjahr 2022 betrug 136,3 Millionen US-Dollar, mit dem Ziel, das Vertriebsteam im Jahr 2023 um 22 % zu vergrößern.

Kennzahlen des Vertriebsteams	Aktuelle Zahlen	Prognose 2023
Gesamtzahl der Vertriebsmitarbeiter	127	155
Durchschnittlicher Umsatz pro Vertreter	1,07 Millionen US-Dollar	1,25 Millionen US-Dollar

Implementieren Sie gezielte Marketingkampagnen

Das Marketingbudget für 2023 beträgt 4,2 Millionen US-Dollar, was 3,1 % des Gesamtumsatzes entspricht. Zu den aktuellen Kundensegmenten gehören:

• Benutzer von Atemschutzgeräten: 42 % des Kundenstamms
• Kunden von Mobilitätsgeräten: 33 % des Kundenstamms
• Segment der Heimkrankenhausbetten: 25 % des Kundenstamms

Entwickeln Sie Kundenbindungsprogramme

Die aktuelle Kundenbindungsrate liegt bei 68 %. Das vorgeschlagene Treueprogramm zielt darauf ab, die Kundenbindung bis Ende 2023 auf 82 % zu steigern.

Kennzahlen zum Treueprogramm	Aktuell	Ziel 2023
Kundenbindungsrate	68%	82%
Wiederholungskundenpreis	45%	57%

Optimieren Sie Preisstrategien

Die aktuelle Bruttomarge beträgt 41,5 %. Die vorgeschlagene Preisoptimierungsstrategie zielt auf eine Margenverbesserung auf 44,2 % im Jahr 2023 ab.

• Durchschnittliche Preisspanne für Geräte: 750 bis 3.500 US-Dollar
• Wettbewerbsfähiger Preisanpassungsbereich: 3-7 %
• Prognostizierte Kostensenkung: 2,5 %

Quipt Home Medical Corp. (QIPT) – Ansoff-Matrix: Marktentwicklung

Erweitern Sie die geografische Abdeckung auf weitere US-Bundesstaaten

Im vierten Quartal 2022 ist Quipt Home Medical Corp. derzeit in 10 US-Bundesstaaten tätig. Der strategische Plan des Unternehmens sieht eine Expansion in fünf weitere Bundesstaaten im Zeitraum 2023–2024 vor.

Aktuelle Staaten	Gezielte Expansionszustände
Ohio	Indiana
Kentucky	Michigan
Tennessee	Pennsylvania

Zielen Sie auf neue Netzwerke und Partnerschaften von Gesundheitsdienstleistern

Im Jahr 2022 baute Quipt 47 neue Partnerschaften mit Gesundheitsdienstleistern auf und steigerte damit die Überweisungskanäle um 22 %.

• Krankenhausnetzwerkpartnerschaften: 18
• Zusammenarbeit mit Ärztegruppen: 29
• Durchschnittlicher Anstieg des Empfehlungsvolumens: 15,6 Empfehlungen pro Partner

Entwickeln Sie spezielle Serviceangebote für unterversorgte Märkte

Das Marktpotenzial für medizinische Geräte in ländlichen und vorstädtischen Gebieten wird auf 1,3 Milliarden US-Dollar pro Jahr geschätzt.

Marktsegment	Potenzielle Einnahmen	Aktuelle Marktdurchdringung
Ländliche Gesundheitsversorgung	780 Millionen Dollar	12.4%
Vorstädtische Gesundheitsversorgung	520 Millionen Dollar	8.7%

Erkunden Sie die mögliche Expansion in angrenzende kanadische Provinzen

Größe des kanadischen Marktes für medizinische Geräte: 2,7 Milliarden US-Dollar im Jahr 2022.

• Zielprovinzen: Ontario, Quebec
• Geschätzte Markteintrittskosten: 1,2 Millionen US-Dollar
• Voraussichtlicher Umsatz im ersten Jahr: 3,4 Millionen US-Dollar

Quipt Home Medical Corp. (QIPT) – Ansoff-Matrix: Produktentwicklung

Investieren Sie in technologische Upgrades für das bestehende Miet- und Verkaufsportfolio für medizinische Geräte

Quipt Home Medical Corp. investierte im Jahr 2022 3,2 Millionen US-Dollar in die Modernisierung der Ausrüstung. Das Portfolio der medizinischen Ausrüstung des Unternehmens umfasst 12.500 Mieteinheiten in verschiedenen medizinischen Kategorien.

Ausrüstungskategorie	Gesamteinheiten	Upgrade-Investition
Beatmungsgeräte	4,750	1,4 Millionen US-Dollar
Mobilitätsausrüstung	3,600	1,1 Millionen US-Dollar
Diagnosegeräte	4,150	$700,000

Entwickeln Sie proprietäre digitale Plattformen für die Geräteverfolgung und das Patientenmanagement

QIPT hat eine digitale Plattform mit folgenden Spezifikationen entwickelt:

• Echtzeit-Geräteverfolgungssystem
• Patientenmanagement-Dashboard
• Integration mit 87 Netzwerken von Gesundheitsdienstleistern
• Kosten für die Plattformentwicklung: 2,5 Millionen US-Dollar

Erstellen Sie spezielle Ausrüstungspakete, die auf spezifische medizinische Bedingungen zugeschnitten sind

Medizinischer Zustand	Ausstattungspaket	Monatlicher Mietpreis
COPD-Management	Sauerstoffkonzentrator + Vernebler	$275
Beeinträchtigung der Mobilität	Elektrorollstuhl + Stützzubehör	$450
Schlafapnoe	CPAP-Geräte- und Maskenvarianten	$225

Einführung fortschrittlicher Heimbeatmungs- und Mobilitätsgeräte

QIPT brachte im Jahr 2022 sechs neue fortschrittliche Gerätemodelle auf den Markt, mit technologischen Verbesserungen, darunter:

• IoT-fähige Beatmungsgeräte
• Intelligente Mobilitätsausrüstung mit GPS-Tracking
• Fernüberwachungsfunktionen

Investitionen in die Entwicklung neuer Geräte: 4,1 Millionen US-Dollar in Forschung und Entwicklung für 2022.

Quipt Home Medical Corp. (QIPT) – Ansoff-Matrix: Diversifikation

Erkunden Sie potenzielle Akquisitionen in komplementären Gesundheitstechnologiesektoren

Im vierten Quartal 2022 meldete Quipt Home Medical Corp. einen Gesamtumsatz von 37,3 Millionen US-Dollar. Die Akquisitionsstrategie des Unternehmens konzentriert sich auf Anbieter medizinischer Geräte und Beatmungsgeräte.

Mögliches Akquisitionsziel	Marktgröße	Geschätzter Wert
Unternehmen zur Fernüberwachung von Patienten	1,7 Milliarden US-Dollar bis 2026	15-25 Millionen Dollar
Anbieter langlebiger medizinischer Geräte	239,3 Milliarden US-Dollar bis 2025	10-20 Millionen Dollar

Entwickeln Sie Telegesundheitsüberwachungsdienste

Prognosen zufolge wird der Telegesundheitsmarkt bis 2026 weltweit 185,6 Milliarden US-Dollar erreichen.

• Aktuelle Investitionen in die Telemedizin: 2,4 Millionen US-Dollar
• Voraussichtliches Service-Umsatzpotenzial: 5,6 Millionen US-Dollar pro Jahr
• Zielmarktdurchdringung: 12–15 % innerhalb von 24 Monaten

Untersuchen Sie die Herstellung medizinischer Geräte

Die aktuelle Abhängigkeitsanalyse der Lieferkette zeigt eine potenzielle Reduzierung der Herstellungskosten um 18–22 %.

Ausrüstungskategorie	Aktuelle Beschaffungskosten	Potenzielle Einsparungen bei der Herstellung
Beatmungsgeräte	1,2 Millionen US-Dollar	$240,000-$264,000
Sauerstoffkonzentratoren	$850,000	$170,000-$187,000

Strategische Partnerschaften mit Unternehmen im Bereich digitaler Gesundheitstechnologie

Der digitale Gesundheitsmarkt wird bis 2026 voraussichtlich 639,4 Milliarden US-Dollar erreichen.

• Aktuelle Partnerschaftsgespräche: 3 potenzielle Unternehmen für digitale Gesundheitstechnologie
• Geschätzte Partnerschaftsinvestition: 1,5–2,3 Millionen US-Dollar
• Voraussichtliche Auswirkungen auf den Partnerschaftsumsatz: 25–30 % Serviceausweitung

Quipt Home Medical Corp. (QIPT) - Ansoff Matrix: Market Penetration

You're looking at how Quipt Home Medical Corp. can drive more revenue from its existing customer base and market position. This is about maximizing the value from the patients already using your services, which is often the safest growth lever.

The focus here is on increasing the share of wallet through cross-selling existing respiratory and mobility products. For the first quarter of fiscal year 2025, Quipt Home Medical Corp. reported total revenue of $61.4 million. The customer base served in Q1 2025 was approximately 157,000 unique patients. By the third quarter of 2025, the customer base was reported at 151,000 unique patients. The company's organic growth strategy explicitly targets increasing annual revenue per patient by offering multiple services to the same patient.

Deepening utilization of Preferred Provider Agreements (PPAs) like the one with Ballad Health is a key part of this. The acquisition of the Ballad Health-owned DME provider, which included a PPA covering 20 hospitals across four states, brought in an operation with a comprehensive portfolio including respiratory, oxygen, and mobility products. This acquired entity reported unaudited revenue of $6.6 million for the fiscal year ended June 30, 2025, and served over 12,500 patients annually. The initial purchase price for this operation was $1.6 million plus accounts receivable and inventory.

Quipt Home Medical Corp. is also launching targeted campaigns to capture market share lost by competitors due to Medicare reimbursement changes. The discontinuation of the Medicare 75/25 blended rate is a known headwind. The cumulative annual impact from this and two other events is estimated to be approximately $8.0 million. Specifically, the expiration of the 75/25 blended Medicare reimbursement rates was expected to have an annual impact of $3.0 million. For the nine months ended June 30, 2025, the revenue impact from these three events totaled $7.0 million compared to the prior year period.

Improving resupply compliance is critical to boosting the recurring revenue base. For Q1 2025, Recurring Revenue stood at 77% of total revenue, calculated as $47.2 million ($\text{rentals of } \mathbf{\$24.3 \text{ million}} + \text{resupplies of } \mathbf{\$22.9 \text{ million}}$) out of total revenues of $61.4 million. More recently, in Q2 2025, Recurring Revenue reached 81% of total revenue. The company is working to exceed a catchment rate of 80% plus for new setups to drive more patients into the resupply program. As of the twelve months ended December 31, 2024, the resupply business represented 48% of the Recurring Revenue mix, serving 174,000 patients.

Finally, optimizing pricing and payer mix management is necessary to offset the financial pressure. The cumulative annual impact of headwinds, including the 75/25 rate change, is estimated to be about $8.0 million. The company reported a Net Debt to Adjusted EBITDA Leverage Ratio of 1.5 as of Q1 2025.

Here's a snapshot of key financial and operational metrics relevant to this market penetration strategy:

Metric	Value / Rate	Period / Context
Q1 2025 Total Revenue	$61.4 million	Three months ended December 31, 2024
Q2 2025 Total Revenue	$58.3 million	Quarter ending June 30, 2025
TTM Revenue	$229.68 million or $238M	Trailing 12 months ending June 30, 2025
Recurring Revenue Base (Target Improvement)	From 77% to 81%	Q1 2025 was 77%; Q2 2025 was 81%
Resupply Patient Count	174,000 patients	Twelve months ended December 31, 2024
Target Catchment Rate for New Setups	Exceed 80% plus	To drive more patients into resupply
Annual Revenue Headwind (Cumulative)	Estimated $8.0 million	From 75/25 expiration, MA withdrawal, and contract loss
Ballad Health Acquired Revenue	$6.6 million	Unaudited revenue for FY ended June 30, 2025
Ballad Health PPA Coverage	20 hospitals	Across four states

You've got the foundation with the existing patient base, which is the core of this strategy. Finance: draft the cross-sell revenue projection based on a 5% increase in average revenue per patient for the next quarter by Friday.

Quipt Home Medical Corp. (QIPT) - Ansoff Matrix: Market Development

You're looking at how Quipt Home Medical Corp. (QIPT) is using new markets to drive growth, which is the core of Market Development in the Ansoff Matrix. This isn't just about selling more of the same stuff in the same places; it's about taking the existing end-to-end respiratory care model and planting it in new geographic territory, often by acquiring local scale or forming deep ties with regional health systems. This strategy is about creating a replicable playbook for national expansion.

The health system partnership model is central to this. For example, the August 2025 transaction to acquire a 60% ownership interest in Hart Medical Equipment provided immediate entry into Michigan, a large and strategically important market, and new territories in Ohio. Hart Medical generated approximately $60 million in revenue and $7 million in Adjusted EBITDA for the twelve months ended June 2025. The deal consideration for Quipt Home Medical Corp.'s stake was about $17 million. This move is consistent with the strategy to expand business with strategic relationships with leading health systems and create a scalable template for future growth nationwide. This acquisition, which includes 29 branch locations across Michigan and Ohio, is expected to lift Quipt Home Medical Corp.'s annualized run-rate revenue to approximately $300 million upon consolidation. Management anticipates Hart Medical's Adjusted EBITDA to climb above $10 million within nine months as integration advances.

This partnership structure is key for executing on the health system partnership model to enter new states outside the current Midwest/Southeast footprint. Another example is the July 2025 acquisition of a DME provider wholly owned by Ballad Health. This transaction brought in unaudited revenue of $6.6 million for the fiscal year ended June 30, 2025, serving over 12,500 patients annually through four branch locations across East Tennessee and Southwest Virginia. The purchase price was $1.6 million plus the value of accounts receivable and inventory. This deal established a scalable health system partnership playbook, as it included a Preferred Provider Agreement with Ballad Health, which operates 20 hospitals. The service area for this acquisition is a region where the senior population (65+ age cohort) is expected to grow 10.2% by 2028, directly targeting MSAs with high projected senior growth.

Quipt Home Medical Corp. is actively expanding its De Novo footprint alongside these acquisitions. Following the successful opening of two locations in Florida and Alabama during Q1 2025, the company plans additional site launches in high-value, strategic markets to strengthen its national presence. The company's overall recurring revenue base remains strong, reported at 81% of total revenue as of Q3 2025, which supports the stability needed for this market development strategy.

Here's a quick look at the scale added through recent system-embedded acquisitions:

Metric	Hart Medical Equipment (JV Entry)	Ballad Health DME Provider (Acquisition)
Acquisition Date (Announcement)	August 12, 2025	July 7, 2025
Ownership Acquired	60%	100%
Acquired Annual Revenue (TTM June 2025/FYE June 2025)	$60 million	$6.6 million (unaudited)
Acquired Adjusted EBITDA (TTM June 2025)	$7 million	Margin expected to align within two quarters
Immediate Geographic Entry/Expansion	Michigan, New Territories in Ohio	Tennessee, Virginia, North Carolina, Kentucky
Branch Locations Added	29	4
Associated Health System Referrals	JV with 5 Health Systems (e.g., Henry Ford Health)	Preferred Provider Agreement with 20 Hospitals

The focus on joint ventures with health systems, like the one structuring the Hart Medical deal, is designed to embed Quipt Home Medical Corp. into the discharge planning and care coordination process. This structure positions the company to work alongside health systems heavily invested in value-based care, which is a critical component of securing long-term referral access in new states. The company's Net Debt to Adjusted EBITDA leverage ratio was 1.5x as of Q3 2025, indicating a conservative balance sheet that supports continued deployment of capital for these strategic acquisitions.

The strategy involves leveraging existing operational strengths to integrate these new market entries. For instance, management expects the Adjusted EBITDA margin from the Ballad Health deal to align with Quipt Home Medical Corp.'s historical corporate averages within three quarters post-closing. This rapid integration expectation is what makes the acquisition model a viable template for expansion into new regions, including potential targets in the Northeast or West Coast that fit the health system partnership profile.

Quipt Home Medical Corp. (QIPT) - Ansoff Matrix: Product Development

You're looking at how Quipt Home Medical Corp. (QIPT) can grow by developing new offerings for its existing customer base. This is the Product Development quadrant of the Ansoff Matrix, and for a company focused on end-to-end respiratory care, the product evolution is key to reversing recent revenue trends, like the 6% decrease in Q2 2025 revenue to $57.4 million year-over-year.

The first step here involves introducing advanced Remote Patient Monitoring (RPM) services for high-risk respiratory patients. The market context is strong; the global RPM market was valued at nearly $5.1 billion in 2024 and is projected to surpass $10 billion by 2030. For Quipt Home Medical Corp., this is about leveraging technology to reduce hospitalizations, which general studies suggest can save approximately USD 8,375 per patient over six months. This directly supports the organic growth strategy to increase annual revenue per patient by offering multiple services.

Next, you need to develop proprietary software. This isn't just about monitoring; it's about operationalizing patient engagement and compliance. Quipt Home Medical Corp. already credits its continued use of technology and centralized intake processes for a 1% increase in respiratory resupply set-ups/deliveries year-over-year in Q1 2025, totaling 124,000. Improving resupply order automation via proprietary tools could significantly boost the $22.9 million in respiratory resupply sales seen in Q1 2025, which represented 48% of the Recurring Revenue mix at that time.

To serve the existing patient base, which stood at 151,000 unique patients as of June 30, 2025, offering specialized, high-touch clinical programs for complex chronic conditions like COPD and ALS is a natural extension. Quipt Home Medical Corp. states its goal is to expand offerings to include the management of several chronic disease states, including patients with pulmonary disease. This deepens the relationship with the 157,000 unique patients served in Q1 2025, moving beyond just equipment rental and resupply.

A significant opportunity lies in launching a private-label line of high-margin disposable resupply products for CPAP and ventilation. This directly targets the resupply segment, which generated $22.3 million in Q2 2025 rentals and $24.0 million in Q2 2025 resupplies, totaling 81% Recurring Revenue for that quarter. This move is critical given that a disposable supply contract was not renewed in November 2024, which had an estimated cumulative annual impact of approximately $8.0 million.

Finally, integrating at-home diagnostic testing services for sleep apnea streamlines the patient intake process. This supports the overall strategy of consolidating the patient's services. The company completed 221,000 unique set-ups/deliveries in Q1 2025, up 3% year-over-year, and the goal of integrating diagnostics is to make life easier for the patient, thereby securing that revenue stream and improving the 1.5 Net Debt to Adjusted EBITDA Leverage Ratio.

Here's a quick look at the operational baseline Quipt Home Medical Corp. is working from as of the first half of fiscal year 2025:

Metric	Q1 2025 (3 Months Ended Dec 31, 2024)	Q2 2025 (3 Months Ended Mar 31, 2025)	Nine Months Ended Jun 30, 2025 (YTD)
Revenue	$61.4 million	$57.4 million	$177 million
Recurring Revenue Percentage	77%	81%	N/A
Adjusted EBITDA	$14.0 million	$13.4 million	$41 million
Unique Patients Served (Approx.)	157,000	146,000	151,000 (as of Jun 30)
Total Set-ups/Deliveries	221,000	203,000	N/A (Q3 2025 was 210,000)

The focus on product development is about building services that stick. The 77% Recurring Revenue in Q1 2025 and 81% in Q2 2025 shows the strength of the existing consumable/rental base.

• Expansion of De Novo Locations: Following two successful site launches in Florida and Alabama.
• Sales Force Growth & Training: Launching the Quipt Sales Accelerator program.
• Capital Allocation: Plans for Share Buybacks and Potential Strategic M&A with Healthcare Systems.
• Shareholder Representation at AGM: 31,400,043 shares represented, or 72.87% of total issued and outstanding shares.

If onboarding for new RPM services takes longer than expected, the return on investment from the technology spend will be delayed.

Finance: draft 13-week cash view by Friday.

Quipt Home Medical Corp. (QIPT) - Ansoff Matrix: Diversification

You're looking at how Quipt Home Medical Corp. (QIPT) moves beyond its core respiratory focus, which is classic diversification-new services or new markets, or both. Honestly, the company's recent actions show a clear preference for adjacent market moves via acquisition, which is often less risky than a true leap into the unknown.

Acquire a regional home infusion or specialty pharmacy business to enter a new clinical service line.

While Quipt Home Medical Corp. remains focused on end-to-end respiratory care, recent acquisitions have broadened the product mix beyond just respiratory. The July 2025 acquisition from Ballad Health brought in a comprehensive portfolio including oxygen, mobility, and general home medical products, alongside the core respiratory offerings. The company's TTM revenue ending June 30, 2025, was $229.68 million, and this move aims to increase revenue per patient by offering multiple services to the same patient, a key part of their organic growth strategy.

Develop a dedicated, non-respiratory product line, such as home dialysis equipment and support services, in new states.

The strategy here is about layering in services. The Ballad Health deal, which cost $1.6 million plus receivables and inventory, added four branch locations and brought in $6.6 million in unaudited revenue for fiscal year 2025. This acquisition expands Quipt Home Medical Corp.'s footprint into Michigan, as part of a joint venture with Hart Medical Equipment, where Quipt holds a 60% ownership stake. That JV itself was valued between $17 million and $18 million based on T12M metrics.

Launch a full-service palliative or hospice care division in new geographic markets leveraging existing logistics infrastructure.

Quipt Home Medical Corp. is embedding itself deeper into the care continuum, which is a form of service diversification. The Ballad Health agreement is a Preferred Provider Agreement covering 20 hospitals across Tennessee, Virginia, North Carolina, and Kentucky. This aims to facilitate post-acute care coordination, supporting smoother patient discharge and reduced readmissions. The service area for this deal has a senior population (65+ age cohort) projected to grow by 10.2% by 2028.

Enter the institutional market by offering dedicated, long-term equipment rental contracts to Skilled Nursing Facilities (SNFs).

The focus on health system partnerships directly addresses the institutional market. The July 2025 acquisition secured a direct referral channel, which is a major step toward securing long-term contracts. The company's Q3 2025 Adjusted EBITDA margin was 23.5% of revenue, and management anticipates the acquired company will align with Quipt Home Medical Corp.'s historical margins within two quarters, suggesting a focus on margin-accretive institutional volume.

Pilot a direct-to-consumer (DTC) e-commerce channel for non-reimbursable wellness and mobility products.

While specific DTC e-commerce financial data isn't public, the company has been expanding its footprint through de novo (newly built) locations. They launched two new de novo sites in Florida and Alabama during Q2 2025. This physical expansion supports a broader service/product offering, which is a necessary precursor to a successful DTC play for non-reimbursable items.

Here's a quick look at the inorganic growth moves that support market/service diversification:

Metric	Ballad Health DME Acquisition (July 2025)	Hart Medical Equipment JV (Stated Stake)
Purchase Price (Cash Component)	$1.6 million plus A/R and Inventory	Valued at $17 million to $18 million (60% stake)
Added Annual Revenue (Unaudited FY2025)	$6.6 million	Implied revenue based on JV valuation structure
New Patient Count Added	Over 12,500 patients	Implied patient base from JV
New Geographic/Institutional Reach	Entry into Michigan; 20 hospitals covered in 4 states	Expansion across Michigan market

Quipt Home Medical Corp. is also diversifying its product line through internal development, which is product development, but supports the overall diversification strategy:

• Successfully expanded the product portfolio with a new Medicare-approved airway clearance device.
• Recurring Revenue for Q1 2025 was 77% of total revenue of $61.4 million.
• Recurring Revenue for Q2 2025 was 81% of total revenue of $57.4 million.
• Prior acquisitions in 2021 entered four new states: California, Missouri, Arkansas, and Mississippi.