Greenpower Motor Company Inc. (GP): ANSOFF MATRIX ANÁLISE [JAN-2025 Atualizado]

No cenário em rápida evolução da mobilidade elétrica, a Greenpower Motor Company Inc. está se posicionando estrategicamente para o crescimento transformador em várias dimensões. Ao mapear meticulosamente uma matriz ambiciosa de Ansoff, a empresa está pronta para revolucionar o transporte comercial elétrico por meio de penetração inovadora no mercado, expansão internacional estratégica, desenvolvimento de produtos de ponta e estratégias de diversificação em negrito. Desde o aprimoramento das tecnologias de ônibus elétricos até a exploração de mercados de veículos adjacentes, a Greenpower não está apenas se adaptando ao futuro do transporte sustentável - eles estão projetando ativamente.

GreenPower Motor Company Inc. (GP) - Matriz ANSOFF: Penetração de mercado

Expanda os esforços de vendas e marketing nos mercados norte -americanos

A Greenpower Motor Company reportou uma receita 2023 de US $ 44,7 milhões. A empresa vendeu 275 ônibus elétricos nos mercados norte -americanos a partir do terceiro trimestre de 2023. Os mercados -alvo atuais incluem Califórnia, Washington e Ontário, Canadá.

Mercado	Autoridades de trânsito envolvidas	Implantação potencial de ônibus
Califórnia	12	87 ônibus
Washington	5	42 ônibus
Ontário	3	36 ônibus

Aumentar a visibilidade da marca por meio de parcerias de infraestrutura de carregamento de veículos elétricos

A Greenpower estabeleceu parcerias com 7 provedores de infraestrutura de cobrança na América do Norte. O investimento em parcerias de infraestrutura de cobrança totalizou US $ 3,2 milhões em 2023.

• Cobertura da Parceria do Chargepoint: 15 áreas metropolitanas
• Cobertura de parceria do EVGO: 12 áreas metropolitanas
• Electrifice America Partnership Cobertura: 10 áreas metropolitanas

Implementar estratégias de preços agressivos

Preço médio de ônibus elétrico: US $ 750.000 por unidade. A estratégia de preços competitivos visa reduzir o custo em 12% em comparação com os concorrentes do mercado.

Modelo de ônibus	Preço atual	Redução de preços proposta
BESTA	$750,000	$660,000
Estrela EV	$650,000	$572,000

Desenvolva programas de educação de clientes

Análise de custo total de propriedade demonstra economia de vida útil da vida útil de US $ 350.000 por veículo em comparação com alternativas a diesel.

• Redução do custo de manutenção: 40% menor que os ônibus diesel
• Economia de custos de combustível: US $ 25.000 por ônibus anualmente
• Redução de emissão de carbono: 100 toneladas por barramento durante o ciclo de vida de 12 anos

GreenPower Motor Company Inc. (GP) - Anoff Matrix: Desenvolvimento de Mercado

Expansão para mercados internacionais emergentes

O mercado europeu de veículos elétricos atingiu 2,6 milhões de unidades em 2022, representando 22% do total de vendas de carros novos. A Noruega lidera com 79,3% de participação no mercado de veículos elétricos em 2022.

País	Participação no mercado de EV 2022	Volume de vendas de EV
Noruega	79.3%	294.877 unidades
Alemanha	25.5%	525.938 unidades
Reino Unido	23.1%	315.687 unidades

Parcerias de distribuição estratégica

O mercado global de veículos comerciais elétricos projetado para atingir US $ 675,57 bilhões até 2030, com um CAGR de 21,3% de 2022 a 2030.

• A China domina o mercado comercial de EV com 48% de participação global
• A Europa representa 27% do mercado global de EV comercial
• Estados Unidos representam 15% do mercado comercial de EV

Pesquisa de mercado segmentos geográficos

Região	Taxa de adoção de EV comercial	Potencial de mercado
China	62%	US $ 324 bilhões
Europa	38%	US $ 182 bilhões
Estados Unidos	22%	US $ 105 bilhões

Estratégias de marketing localizadas

Os incentivos de veículos elétricos variam globalmente: a Noruega oferece até € 8.700 por veículo, a China fornece até 6.300 euros e a Califórnia oferece até US $ 7.500 em créditos fiscais.

GreenPower Motor Company Inc. (GP) - Matriz ANSOFF: Desenvolvimento de Produtos

Aprimore os modelos de ônibus elétricos existentes

A Greenpower Motor Company investiu US $ 12,5 milhões em pesquisa e desenvolvimento de tecnologia de bateria em 2022. O modelo Beast da empresa alcançou uma faixa prolongada de 250 milhas em uma única cobrança, representando uma melhoria de 35% em relação aos modelos anteriores.

Modelo	Capacidade da bateria	Melhoria da faixa	Custo de desenvolvimento
BASTE ELÉTRICO BEAST	330 kWh	35%	US $ 4,3 milhões
Synapse School Bus	250 kWh	25%	US $ 3,7 milhões

Desenvolver plataformas especializadas de veículos elétricos

A Greenpower desenvolveu três plataformas de veículos especializados em 2022:

• Plataforma de ônibus escolar: projetado para transporte K-12
• Plataforma de ônibus de ônibus: direcionando o transporte urbano e o transporte corporativo
• Plataforma de barramento de trânsito: desenvolvido para sistemas municipais de transporte público

Plataforma	Segmento de mercado	Vendas projetadas	Investimento em desenvolvimento
Plataforma de ônibus escolar	Transporte educacional	350 unidades	US $ 6,2 milhões
Plataforma de ônibus	Trânsito corporativo/urbano	250 unidades	US $ 5,8 milhões

Sistemas avançados de assistência ao motorista

A Greenpower alocou US $ 8,7 milhões para o desenvolvimento de tecnologia de direção autônoma em 2022. A empresa fez parceria com a integração do Sistema de Assistência Avançada de Motoristas (ADAS).

• Capacidades autônomas de nível 2 implementadas
• Sistemas de prevenção de colisão desenvolvidos
• Tecnologias de controle de cruzeiro adaptáveis ​​integrados

Estratégia de design de veículos modulares

A empresa desenvolveu uma plataforma modular com intercambiabilidade de 60% com componentes em diferentes tipos de veículos. Os custos de personalização reduziram em 40% em comparação com as abordagens de design anteriores.

Métrica de modularidade	Desempenho	Redução de custos
Intercambiável componente	60%	40%
Flexibilidade do projeto	Alto	N / D

GreenPower Motor Company Inc. (GP) - Anoff Matrix: Diversificação

Explore oportunidades nos mercados de veículos elétricos adjacentes

A Greenpower Motor Company registrou receita de US $ 30,4 milhões no ano fiscal de 2022, com foco em expandir para caminhões comerciais e veículos de serviços públicos de serviço médio.

Segmento de mercado	Tamanho estimado do mercado	Crescimento projetado
Caminhões comerciais de médio porte	US $ 48,3 bilhões até 2027	12,5% CAGR
Veículos de utilidade elétrica	US $ 32,7 bilhões até 2025	15,2% CAGR

Desenvolver soluções de armazenamento de energia da bateria

O mercado global de armazenamento de energia de bateria deve atingir US $ 120,8 bilhões até 2030, com um CAGR de 25,3%.

• Investimento atual da tecnologia da bateria: US $ 5,2 milhões
• Gastos de P&D de bateria projetados em 2023: US $ 8,7 milhões
• Penetração potencial de mercado: 3,5% até 2025

Investigue a integração vertical da fabricação de trem de bateria e energia elétrica

Capacidade de fabricação	Investimento atual	Investimento projetado
Fabricação de bateria	US $ 3,6 milhões	US $ 12,4 milhões até 2024
Trem de força elétrico	US $ 2,9 milhões	US $ 7,8 milhões até 2024

Crie serviços de licenciamento de consultoria e tecnologia

O mercado de consultoria de infraestrutura de veículos elétricos estimou US $ 1,2 bilhão em 2022, com potencial receita de licenciamento de US $ 4,5 milhões projetados para 2023.

• Receita atual do serviço de consultoria: US $ 1,7 milhão
• Potenciais clientes de licenciamento de tecnologia: 12-15 empresas
• Crescimento estimado da receita de licenciamento: 22% ano a ano

GreenPower Motor Company Inc. (GP) - Ansoff Matrix: Market Penetration

You're looking at how GreenPower Motor Company Inc. (GP) can boost sales of its existing products in its current markets. This is about maximizing the immediate return on the manufacturing footprint and existing customer relationships you've already built. It's the lowest-risk quadrant, so the focus is on execution speed and capturing every available incentive dollar.

First, you need to nail the production ramp-up in West Virginia. The goal here is to hit 20 school buses per month for the BEAST model. Honestly, the progress is promising; by the third quarter of fiscal 2025, production was set to reach two BEASTs per week by April of that year, alongside Nano BEAST production. Hitting that 20 per month target means you're converting that West Virginia facility into a consistent revenue engine, which is critical for margin improvement.

Next, you absolutely must maximize sales of the EV Star models in New Jersey now that the NJ ZIP incentives have reopened. The program relaunched on November 24, 2025, with a total of $75 million in funding, split into two $37.5 million rounds. Your Class 4 EV Star models qualify for base vouchers starting at $65,000 per vehicle, but with stackable bonuses, you could see vouchers exceeding $90,000. Don't forget the complementary NJ ZEV Financing Program, which offers loans from $50,000 to $500,000. That's immediate, significant price reduction for commercial buyers.

To drive immediate cash flow, you need to aggressively convert that school bus backlog. GreenPower Motor Company Inc. secured a financing facility of up to $18 million specifically to convert more than $50 million in contracted school bus orders for the Nano BEAST and BEAST models. This strategy is backed by pre-building over 100 Nano BEAST cab chassis and 30 BEAST chassis to shorten lead times and accelerate revenue recognition. That backlog conversion is the fastest path to improved operating cash flow.

For the existing school district customer base in California and Arizona, the focus is on upselling or ensuring full order fulfillment for the Nano BEAST Type A bus. In the fiscal year ended March 31, 2025, GreenPower Motor Company Inc. delivered two Nano BEAST Type A school buses. You should be targeting districts that received BEASTs previously, like the seven BEASTs delivered to Los Banos Unified in California or the two BEASTs to Casa Grande Elementary in Arizona from earlier orders, to push the Type A upgrades where applicable.

Finally, for your current EV Star commercial customers-you delivered 23 EV Star Cargo/Cargo Plus and 25 EV Star Passenger Vans in FY2025-offering fleet-wide maintenance contracts locks in recurring revenue. While I don't have the contract value, you have a base of existing users to approach, building on the 200 units of the EV Star Platform already in operation across North America from prior periods.

Here are the key operational and financial metrics supporting this market penetration push:

Metric	Target/Value	Source Context
Target WV BEAST Production Rate	20 per month	Longer-term manufacturing goal
NJ ZIP Program Reopening Funding	$75 million total ($37.5 million per round)	Reopened November 24, 2025
EV Star Base NJ ZIP Voucher	$65,000 per vehicle (potentially over $90,000)	Class 4 zero-emission vehicle incentive
School Bus Backlog Value to Convert	Over $50 million in contracted orders	Supported by new financing facility
Pre-Built School Bus Chassis	Over 100 Nano BEAST; 30 BEAST	To accelerate revenue recognition
FY2025 Year-End EV Star Commercial Deliveries	23 Cargo/Cargo Plus + 25 Passenger Vans	Base for maintenance contract targeting

The immediate actions you should be tracking are:

• Confirm West Virginia facility output is tracking toward the 20 unit monthly run rate.
• Track NJ ZIP voucher applications and utilization rates for EV Star models.
• Monitor the cash conversion timeline for the $50 million backlog.
• Ensure sales teams in Arizona and California are cross-selling Nano BEAST upgrades.
• Finalize the structure and pricing for fleet-wide maintenance contracts.

Finance: draft 13-week cash view by Friday.

GreenPower Motor Company Inc. (GP) - Ansoff Matrix: Market Development

You're looking at how GreenPower Motor Company Inc. (GP) can take its existing product lines-school buses and commercial vehicles-into new geographic territories and new customer segments. This is Market Development. Here's the breakdown based on the latest available figures from the fiscal year 2025 reporting cycle and immediate follow-on activities.

Expand school bus sales into new US states with active EPA Clean School Bus Program (CSBP) grants.

GreenPower Motor Company Inc. is actively using the EPA Clean School Bus Program (CSBP) Round 2 funding to drive expansion beyond its core West Virginia manufacturing base. Deliveries in the western half of the country during fiscal year 2025 included sales to schools in Arizona, California, and Oregon. This builds on the production pipeline that also targeted eastern markets like New York, Maryland, Pennsylvania, and Virginia for fiscal year 2025 production schedules.

The West Virginia operation, which manufactures the BEAST Type D and Nano BEAST Type A school buses, is a key deployment area for CSBP Round 2 funding. The initial award to seven West Virginia school districts was $18.565 million for the deployment of 50 GreenPower all-electric school buses. By May 2025, GreenPower had delivered 22 buses in West Virginia under the CSBP, including deliveries to Grant County School District. Once the next tranche of deliveries is complete, nearly 100 GreenPower all-electric school buses are expected to be in operation in West Virginia.

For the year ended March 31, 2025, GreenPower Motor Company Inc. delivered a total of 84 vehicles, which included 34 BEAST Type D school buses and 2 Nano BEAST Type A school buses.

Enter the Canadian market with the EV Star Cargo line, using the Vancouver base as a launch point.

GreenPower Motor Company Inc. maintains its Corporate Office in Vancouver, BC, positioning the city as a natural launch point for Canadian market expansion, particularly for its commercial line. While the focus has been on US manufacturing and sales, prior activity shows existing Canadian traction. In the quarter ended December 31, 2023, GreenPower delivered 10 EV Star Cab and Chassis units to the Canadian unit of a global retailer for fulfillment in the greater Toronto market. The EV Star Cargo line, which includes the EV Star Cargo and EV Star Cargo Plus, saw 23 units delivered in total across the EV Star Cargo and EV Star Cargo Plus models during fiscal year 2025.

Secure large-scale fleet contracts with national logistics companies for the EV REEFERX.

The EV Star REEFERX, GreenPower Motor Company Inc.'s all-electric refrigerated medium-duty delivery truck, was unveiled in June 2024. This product is purpose-built for mid- to last-mile refrigerated delivery and catering applications. The vehicle is designed with a lighter body to allow for an increased payload capacity of up to 5,500 lbs. While a specific national logistics contract dollar amount for the EV Star REEFERX in fiscal year 2025 was not reported, the product line is immediately eligible for significant incentives in key commercial markets. For instance, in New Jersey, the EV Star REEFERX is eligible for base vouchers of $65,000 per Class 4 zero-emission vehicle under the NJ ZIP program, with total vouchers potentially exceeding $90,000 per vehicle with bonus criteria. The New Jersey program reopened in November 2025 with a total of $75 million in available incentives.

Use the New Mexico pilot data to enter other high-altitude or extreme-climate US markets.

GreenPower Motor Company Inc. launched a two-year electric school bus pilot project with the State of New Mexico in late 2025, which is designed to generate critical performance data for expansion into similar US markets. The contract with the New Mexico Economic Development Department is valued at over $5 million. The pilot will deploy three Type A Nano BEAST Access school buses in the first year (2025-26) and three Type D BEAST and Mega BEAST school buses in the second year (2026-27). Data collected will include range, charging infrastructure requirements, and maintenance savings. Following two successful phases, an additional $15 million for more school buses will be available from the state. The Mega BEAST features a massive 387 kWh battery pack, delivering a range of up to 300 miles.

Establish a dedicated sales channel for transit agencies outside the core school bus sector.

GreenPower Motor Company Inc. explicitly targets the shuttle and transit space alongside its core school bus sector. This market development is supported by the delivery of 25 EV Star Passenger Vans in fiscal year 2025. The EV Star platform is already utilized in transit applications; for example, EV Star mini-buses are used as shuttles 24 hours a day at the San Diego airport. The EV Star Cargo line, built on the EV Star Cab & Chassis platform, is also positioned for commercial fleet expansion.

Key commercial vehicle deliveries for the fiscal year ended March 31, 2025, were:

Vehicle Type	Units Delivered (FY2025)	Key Specification/Context
EV Star Cargo and EV Star Cargo Plus	23	Class 4 all-electric, purpose-built cargo van
EV Star Passenger Vans	25	Used in shuttle applications, such as San Diego airport
EV Star Cab & Chassis (Canadian delivery context)	10	Delivered in Q3 FY2024 for Toronto market fulfillment

The company had working capital of $8.1 million at the end of fiscal year 2025.

Finance: draft 13-week cash view by Friday.

GreenPower Motor Company Inc. (GP) - Ansoff Matrix: Product Development

You're looking at how GreenPower Motor Company Inc. (GP) is expanding its product line, which is the Product Development quadrant of the Ansoff Matrix. This is about taking existing platforms and engineering them into new offerings, or significantly upgrading them.

For the BEAST and EV Star platforms, the push for higher capacity is clear. The standard BEAST all-electric school bus and the EV Star platform offer a range of up to 150 miles on a single charge, supported by 118 kWh of batteries for the EV Star base. To meet longer-range requirements, GreenPower Motor Company Inc. introduced the Mega BEAST, a Type D school bus variant, which delivers a class-leading range of up to 300 miles utilizing a 387 kWh battery pack. This represents a doubling of the range capability on a purpose-built school bus platform.

Regarding heavy-duty expansion, while the focus in fiscal year 2025 was on Class 4 commercial vehicles, the development path is set. GreenPower Motor Company Inc. introduced two new Class 4 all-electric, purpose-built commercial vehicles during fiscal year 2025: the EV Star Utility Truck and the EV Star REEFERX refrigerated truck. The EV Star Utility Truck features a standard bed size of 16 feet.

The development of proprietary telematics and fleet management software service for all delivered vehicles is a strategic move, though specific financial metrics related to its launch or adoption rate were not detailed in the year-end fiscal 2025 reports.

The purpose-built paratransit vehicle, the EV Star Mobility Plus, leverages the EV Star Cab & Chassis foundation. This vehicle is designed with a wider, lightweight body for seating flexibility, offering options for BraunAbility ADA lifts and Q'STRAINT wheelchair securement positions. The underlying platform supports a carrying capacity of 7,000 lbs and the up to 150 miles range.

For school districts, offering vehicle-to-grid (V2G) charging hardware and integration services is an emerging area. The larger battery capacity of the Mega BEAST, at 387 kWh, is noted as having the ability to provide for a more healthy and stable electric grid when V2G is utilized.

Here's a look at the key operational and financial metrics from the close of fiscal year 2025:

Metric	Value (as of March 31, 2025)
Total Revenue (FY2025)	$19.8 million
Total Vehicles Delivered (FY2025)	84
Working Capital (Year-End FY2025)	$8.1 million
Inventory (Year-End FY2025)	$25.6 million
Deferred Revenue (Year-End FY2025)	$10.1 million
Gross Proceeds from Offerings (FY2025)	$5.3 million

The vehicle delivery mix for the 84 units in fiscal year 2025 highlights the current product focus:

• BEAST Type D school buses delivered: 34.
• EV Star Passenger Vans delivered: 25.
• EV Star Cargo and EV Star Cargo Plus commercial vehicles delivered: 23.
• Nano BEAST Type A school buses delivered: 2.

The gross profit margin showed improvement during the year, moving from 8.6% in the prior quarter to 14.6% of revenue for the third quarter of fiscal 2025. Furthermore, GreenPower Motor Company Inc. announced a financing facility of up to $18 million in November 2025.

Specific platform capabilities relevant to new product development include:

• EV Star Cab & Chassis Payload Capacity: 7,000 lbs.
• Mega BEAST Passenger Capacity: Up to 90 passengers.
• EV Star Charging (AC/DC): Level-2 up to 19.2 kW AC, DCFC up to 60 kW.

Finance: review the terms of the November 2025 $18 million financing facility by end of day Tuesday.

GreenPower Motor Company Inc. (GP) - Ansoff Matrix: Diversification

You're looking at growth beyond the core school bus and existing commercial vehicle sales, which is smart given GreenPower Motor Company Inc.'s fiscal year 2025 performance. For the year ended March 31, 2025, GreenPower Motor Company Inc. generated revenues of $19.8 million, delivering a total of 84 vehicles, including 34 BEAST Type D school buses and 25 EV Star Passenger Vans. To push past this base, diversification into adjacent, high-growth service and product areas is the logical next step.

Establish a separate business unit for commercial charging infrastructure installation and service

Moving into charging infrastructure captures revenue from the necessary support ecosystem. This isn't a small market; the global EV Charging Infrastructure Market size was estimated at $47.61 billion in 2025. Crucially, the commercial application segment is expected to hold over 90% of the revenue in 2025. GreenPower Motor Company Inc. could form a dedicated unit to service the charging needs of its own fleet customers, leveraging its existing relationships. The global EV charging station market itself is projected to grow from $18.16 billion in 2025. This unit would install and service depot chargers for the fleets transitioning to GreenPower Motor Company Inc. vehicles.

Partner with a battery recycling firm to create a closed-loop battery lifecycle management service

A closed-loop service addresses long-term sustainability and supply chain risk. While GreenPower Motor Company Inc. has not publicly announced a specific partnership for this in 2025, industry benchmarks show the potential. For instance, a comparable firm demonstrated a patented lithium recovery process achieving 99 per cent leach extraction efficiency of lithium-ion battery cathode waste material. This capability is key for a full lifecycle offering.

Design and manufacture a new, smaller Class 3 electric delivery van for the last-mile segment

Targeting the last-mile segment represents a significant new product opportunity built on existing platforms. The global Last Mile Delivery Transportation market was valued at $185.76 billion in 2025. GreenPower Motor Company Inc. already has the EV Star Cab & Chassis, which supports a 7,000-pound carrying capacity. Designing a smaller Class 3 unit would allow GreenPower Motor Company Inc. to compete for smaller fleet orders, perhaps targeting the U.S. Vans Market, estimated at $11.79 billion in 2025.

Acquire a small, specialized upfitting company to offer non-vehicle, value-added services

Vertical integration through acquisition captures margin and speeds up delivery, something GreenPower Motor Company Inc. has done before. The acquisition of Lion Truck Body, which generated approximately $3.5 million in revenue in its last fiscal year, involved an upfront cash payment of $215,000 and the assumption of liabilities totaling about $1.45 million. This move was intended to reduce delivery times for EV Star truck customers from months to weeks. A similar, strategic acquisition now would immediately add a new revenue stream from specialized bodies, like refrigerated units built on the EV Star platform.

Enter the European medium-duty commercial vehicle market with a localized EV Star platform

European expansion leverages the EV Star platform into a market with strong regulatory drivers. The Europe Medium and Heavy-duty Commercial Vehicles Market size is estimated at $40.99 billion USD in 2025. The zero-emission trend is clear: in Q1 2025, zero-emission sales among light and medium trucks in Europe reached 1,700 vehicles, which was 18% of that segment's total sales. Localizing the EV Star platform for European standards could capture a share of this growing zero-emission segment.

The company's current financial position shows a need for capital deployment, but also new funding avenues. At the end of Q3 FY2025, GreenPower Motor Company Inc. had working capital of $12.8 million but cash on hand of only about $0.62 million against total debt of about $17.41 million. However, a recent financing facility of up to $18 million was secured in November 2025, specifically to help convert more than $50 million in contracted school bus backlog. The company also pre-built over 100 Nano BEAST cab chassis and 30 BEAST chassis to accelerate this revenue recognition.

Diversification Target Area	Relevant Market Size (2025)	GreenPower Motor Company Inc. FY2025 Metric	Key Financial/Statistical Data Point
Commercial Charging Infrastructure	Global Market: $47.61 Billion	Q3 FY2025 Revenue: $7.2 Million	Commercial segment expected to hold over 90% of EV charging infrastructure revenue
Last-Mile Delivery Van (New Product)	Global Last Mile Transportation Market: $185.76 Billion	EV Star Cab Capacity: 7,000 pounds	U.S. Vans Market Estimated: $11.79 Billion
European Medium-Duty Market Entry	Europe Medium/Heavy-Duty Market: $40.99 Billion USD	New Financing Facility Secured: Up to $18 Million	European Zero-Emission Light/Medium Truck Sales (Q1 2025): 1,700 vehicles
Upfitting/Value-Added Services (Acquisition)	N/A (Service Revenue Stream)	Lion Truck Body Prior Revenue: Approx. $3.5 Million	Acquisition Cash Outlay: $215,000 upfront cash

• GreenPower Motor Company Inc. delivered 23 EV Star Cargo and EV Star Cargo Plus commercial vehicles in FY2025.
• The company is the only EV OEM manufacturing both a Class 4 Type A and Class 8 Type D all-electric school bus.
• The New Mexico school bus pilot project is valued at over $5 million.
• The company recognized $6.8 million of deferred revenue in the quarter ending December 31, 2025.
• GreenPower Motor Company Inc. had an inventory balance of $28.2 million at the end of Q3 FY2025.