Digital Sales Growth Jam Session at the Purdue MEP

Curt Anderson  00:00

Cloud eight a Jarrett’s here today Awesome. Okay, so let’s sharing a There’s Mike Anderson cousin Mike is here. All right. And awesome. Guy Jay he works chain, Julie. Happy Friday Eve. How are you today?

Julie Warner  00:22

Good. How are you?

Curt Anderson  00:24

I’m doing awesome. All right. How’s Nicole’s audio? Good. Everybody’s looking good. You can see my screen everybody’s ready to rock and roll. Yeah,

Nicole Donnelly  00:32

I’m ready to rock and roll. You sound great. This is awesome.

Curt Anderson  00:34

Let’s kick things off. Julie Warner, do you want to give? Do you want to do you want to do a little kickoff and get an intro to our friends from the friends and family from the Purdue MEP?

Julie Warner  00:45

Yeah, you know, I love being front and center. Thank you for everyone for coming. We are great friends with Kurt Nicole. We love doing these programming options for you guys. But yeah, the Pru MVP, we help manufacturers in the state of Indiana small to medium will help anyone but small to medium is our target market. And we just want you to be better, faster, stronger, and I help it anyway. You can’t if you have a problem, let us know we usually have a solution for you. So I’m turning back over to Curt Nichol.

Curt Anderson  01:15

All right, Julie, you’re so humble. I know we were together last week. And she actually she did a live program and we’re so proud of Julie. So Julie, we’re gonna we’ll get you back doing more of these. So hey, guys, I want to give a huge warm welcome. And as Julie just said, if you’re just chiming in, they do us a favor, drop your website, drop your LinkedIn profile in the chat. We’d love to know who you are, where you are, where you’re coming from. And we have a really fun program lined up here for you today. A lot of dear friends I think, Nicole, I think Noah just popped in. So we got Noah I saw Eric from the Maryland MEP. So guys, if you’re not familiar with the MEP Manufacturing Extension Partnership, there’s an MEP in all 50 states. If you’re coming to us from outside the great state of Indiana, you have an MEP near you, I strongly encourage you welcome you, I invite you to reach out to your local MEP. For those of you inside the great state of Indiana boy, if you haven’t engaged with Purdue MEP, I strongly encourage you welcome you, I invite you to engage. They are just a wealth and abundance of resources. They have grant opportunities, they have 40 plus strong experts, they have third party resources that help you in all sorts of different levels. So let’s get the program started. Again, drop your LinkedIn and drop your website to chat. And let’s get this started. So first off, big thank you to Julie and Irish steam friends from the Purdue MEP. And next, you know, I’m going to give a big thank you to our manufacturer. So our manufacturers out there, you are truly the heroes of our economy. We salute you, we applaud you, we commend you for the amazing work that you do for our economy. So give yourselves a little round of applause. And you know what to call we might have a little Made in USA, we might have a USA champion. You know what, how about right now, Julius good. Hey, yes. Hey, you. Hey, you. Hey, all right. So I’m all juiced up. I’m fired up. Everybody’s feeling patriotic. So again, drop your LinkedIn in the chat. So guys, welcome to the Lean Six Sigma Green Belt on the call. I’m just kidding. This is not lean. This is naturing exciting opportunities for manufacturers. And so guys, we have some really fun, exciting case studies that we’re going to go over with you. And so what we’d love to share is hey, we have a little takeaway. So I know Jean might be joining us here if you guys don’t know Jean Jean is the the guru of the Purdue MEP Jean Jones. We’ve got Julie here myself, if you want to grab a screenshot here, we have a free website audit. No, no strings attached. It’s just this wonderful tool that we offer to all the clients through the Purdue MEP, and it’s just a great way just take a look at what’s going on with your website. So I’m gonna give a little intro to my dear friend, my esteemed colleague, my business partner in crime, Nicole Donnelly. Nicole, happy Friday Eve How are you today?

Nicole Donnelly  04:06

I’m doing fabulous. I’m so excited to be here with the Purdue MEP and all these amazing manufacturers This is so great. This is like my favorite topic. I live dream eat sleep this topic I can’t wait to dive in. This is gonna be so fun. So fun. Awesome. So

Curt Anderson  04:20

guys, again, if you have any questions, drop them in the chat Juliet Nicole, if you don’t mind, I’ve got like a multitasking I got shiny object syndrome, right? Keep an eye on the on the chat box if you would, and we would be happy to address any questions that you guys might have. But Nicole, let’s get started here with the program. Okay. I have a little sentence here out teach the competition. Goodness gracious. Can you please explain to folks what does this term mean to out teach the competition?

Nicole Donnelly  04:49

Yes, this is as manufacturers you have so much knowledge that you’ve learned over the last that your team has that you’ve built over the decades in some cases, right. And what you Want to really think about is how can you educate your prospects and customers through your website? How can you be educating them? How can you scale your sales team and put yourself in a position where you’re not outspending the competition on ads, etc? How can you position your brand your website so that you’re out teaching the competition, and that is where you’re really going to build your brand and your your sense of trust that your customers and prospects are going to have in you as a buyer is through teaching education. That is what’s going to build trust with buyers. Excellent. So

Curt Anderson  05:33

hey, let’s get this party started. Hey, is my Kerrigan here? Did I see my Hey, there’s Eric. And I’m here, Curt. A Mike. Happy Thursday, brother. How are you dude? So hey, I’m giving you a little shout out my friend. So Mike, if you don’t mind, we’re gonna get I know. You’re a super humble guy. But you know, plug your ears because we’re going to talk about how amazing you are. But Michael, you reached out to the Purdue MEP and you guys took on a new project. It’s indigenous, dental, health, dog bone, my dog. Theo loves these dog bones, by the way. And so just talk about like, what encouraged you to reach out to the Purdue MEP if you would, please.

Mike Haragan  06:10

Well, that’s a sister organization of ours had done work with R and Purdue, and had great results with them. And Purdue is Indianapolis, Indiana University. So we’re an actually have a few members of the ownership going to Purdue. So it was a real easy fit for us to go to Purdue and ask them for help for some of our projects. And they came through great.

Curt Anderson  06:35

Well, that’s perfect. And again, so guys, you know whether you’re Hoosier whether you’re go Irish, or whether you’re a boilermaker. Man, it doesn’t matter. We’re on the same team, just driving great manufacturing in Indiana. So Mike, what you did is you went through the Purdue MEP, and our dear friend art and Gene reached out and so you need a little refresh on this website. And what was going on was, you know, Mike is not targeting consumers. Okay, he’s targeting Mike, you’re really going after? And you’re not even so going after retail, per se. You’re going after the the distributors Correct?

Mike Haragan  07:06

Right, the website, sport distributor and a consumer based.

Curt Anderson  07:10

Excellent. So what we did guys, if you look at the top here, we add a little button says become a distributor. So what we wanted to do we call those ideal buyers, maybe your ICP, maybe you call them an avatar, our little fun program, we call them who is your soulmate? Who’s that ideal buyer that just has a problem today that needs your solution. Nicole, you have this wonderful term that you love. Now, you just explained to us out teach the competition? Can you please explain to the folks what is a learning center for a manufacturer?

Nicole Donnelly  07:41

Yes, so Curt, you hit the nail on the head, the very first step when you’re building out your website, your strategy, anything with marketing, you got to know who your customer is. And you got to know really well who is it that you’re Who’s Who is it that the problems that you’re trying to solve for right. And so in this case, what we did is we found out who that customer was, it’s Mike’s distributors. And we built out a learning center on their website. And that Learning Center has just articles chock full of articles, that basically answers all of the top questions that these customers are asking salespeople again and again and again. So yeah, you teed

Curt Anderson  08:19

up the next slide. So let me let me just get a little intro here. So just for the hate. Jean Jones just entered the house guys. Did you? Did you feel when he enters did you get just you feel the temperature just go up a few notches. Jean Jean Jean Jones enters the room, man, it just the room, the temperature goes up. So it just got a little more heated here, Nicole, but Nicole, there’s this famous book for Mark, if you guys are a marketer out there, we strongly encourage you invite you grab this book. It is brilliant. And as simple it is a quick easy read, Nicole. And are you actually are you talking to this author? Are you talking to this guy? What’s going on in this page right here?

Nicole Donnelly  08:58

Yes, absolutely. So this is Marcus Sheridan who wrote the book they ask you answer. This framework is a really great strategy framework that manufacturers can use to create their own learning centers on their website. It works like a charm. Okay, so this is Marcus Sheridan is the writer of this book. He implemented this framework in his pool manufacturing company over 15 years ago, and was able to see massive results in terms of leads sales revenue driven from his ability to create a learning center on his pool business’s website that created articles all answering the top questions that his customers were asking over and over and over again. And I bet all of you if you were to raise your hands could tell me the top five questions you hear from your your prospects and customers over and over and over again. How nice would it be if you could get those questions set up in an article on your website so that they get answered for your customers before they even pick up the phone and call you?

Curt Anderson  09:58

Yeah, I love it. So Nicole, let’s walk us through the process. So what we did so Mike reaches out to the Purdue MEP, spice up the website, just make it just, you know, ideal for you know, and again, if that dog lover lands on the website, what was great is like, you know, we can guide them to a retailer, but Mike is really trying to connect with those distributors. So talk about like, what type of content would be perfect for for his ideal customers?

Nicole Donnelly  10:24

Yeah, absolutely. So thinking about his distributors, some of the top questions that we uncovered, as we were learning understanding this buyer were, how much is your product cost? What’s the pricing, what goes into the pricing of your product, everybody wants to know about price, and everybody’s afraid to talk about it. But if you’re transparent about it, and you were just come forward and share what goes into the price of your products, it’s a phenomenal way for you to build trust with your customers, it works so well. The other things that you want to be thinking about is, you know, what goes into the, you know, who are the top brands, you know, competitors guide of like, who are the top brands out there that I should be considering, again, a way to build transparency, rather than hiding the fact that you have competitors, you all have them. Your customers all know that you have competitors, they’re all researching your competitors. So why not just create a really great resource, teaching them all about how you compare to your competitors, so they can self select you if you’re the right fit?

Curt Anderson  11:21

Hey, Mike. So what’s going on in this page here, buddy? Man, were we having a good time or what? So? We’re okay. So call just share with everybody looks, Nicole looks like you’re having a really good time. I know we do this little live show, Nicole, what was going on on the program here?

Nicole Donnelly  11:42

Yes, so we did a live event through manufacturing ecommerce success. And we invited mike on the program. And we’re able to have him come and talk all about indigenous pet products, talked about the product, talked about the story of the company, the you know, everything that went into the making of this product, and was really able to showcase and put a bright light on the good work that indigenous pets is doing. And these live stream events are just another great type of resource that you can add to your Learning Center, in addition to written blog content, that just provides a really nice human behind the scenes look at the people behind your brand. So this was just a really fun engaging event that we were to have that now lives on Mike’s Learning Center. So distributors are calm, they want to learn, they want to get a feel for who they’re going to be working with. Now they can watch this program on demand, they can get a feel for Mike, they get to learn more about the products in a little bit of a different way than just like a traditional article. So by doing by creating a learning center with multiple types of content, written video, etc, you’re really meeting your prospects and customers where they are, and really giving them a chance to connect with you the way that they prefer that they like best.

Curt Anderson  12:51

Love it. And so what you guys are seeing here is what what we do through Purdue is we take clients through that deep dive on your and recall them Rick’s your ridiculously important keywords. And what you’re seeing here is Mike is just very blessed, fortunate he has number one key ranking rank on Google, we want to stop being the best kept secret on all sorts of his important keywords. Mike, I’m gonna back up a second. So we’ve got all sorts of great blogs, and we’re putting out content to help you with your keyword rankings to help you with sales enable as a sales name tool, and also to you know, improve your keyword rankings. Talk a little bit about the process. Was this a super heavy lift for you to get these blog posts? Can you just share with the folks how was that process on your read?

Mike Haragan  13:35

Well, it was pretty simple with working with you. I mean, he did pretty much all the heavy lifting, just asking me the questions on what I thought consumers were looking for. And continuing to put these blogs out continues to help my Google search and all the other keywords that are going on.

Curt Anderson  13:57

Well, perfect. Well, Mike, I tell you are a great student. We give you an A plus and we’ve had just an incredible time. Now, Michael, would you recommend to your family, your friend, your dog, maybe that that girl that broke up with you in high school? Would you recommend the Purdue MEP to all those people in your life and other manufacturers? What do you have to say there?

Mike Haragan  14:17

Oh, I would definitely recommend Purdue emiti I mean, this is just one project. I’ve been working with Purdue I’ve also had them test out other products I have to give me backups to when I do go to cut to customers. They have given me information that helps them realize the quality of my product. So everything that Purdue does is quality. And it really helps the manufacturer like me have some backup with the quality institution like they are they really that they appreciate and they will it’s something they’ll look forward to.

Curt Anderson  14:55

So like Madison even like for our Hoosiers out there even for folks rootin for the Irish you can just you know you can fade away your your your favoritism to your favorite team and jump on the bandwagon here for the Boilermakers and just lined with the Purdue MEP. Hey, how about a big round of applause for our dear friend Michael at indigenous pet treats? I encourage you if you guys are dog lovers like I am, man, read the checkout his website, go on Amazon, go on chewy and grab a bag. Your dog will thank you, Michael. Thank you. And how about a big round of applause for the Purdue MEP for again, their dedication to helping manufacturers just take things to the next level. So Miko, thank you. Great job, and let’s keep this party rollin. Nicole, I’m going to share with folks Hey, it’s lunchtime here is I don’t know if anybody’s hungry. There’s another great manufacturer in the wonderful state of Indiana called El poplar founded in 1925. They’d manufacture Theresa, man, does this look delicious. They were in a similar boat as our friend Mike, where he had a lot of consumers landing on his website, which was great. However, he doesn’t sell to our target consumers. He sells to distributors. Now we won’t go super deep. But again, I see a learning center right there. So Nicole, how does good eats combined with and really relate to a learning center? Can you please explain that to the folks what is good eats yes

Nicole Donnelly  16:14

eats is the criteria that Google uses to rank King rank content. So whenever you see the search engine results page, and you’re typing something in Google, and let’s just say you type into Rezo, in the Google search bar, you want to find Theresia, you’re a distributor, these criteria right here, these four criteria is what Google used to decide who’s going to show up at the top of the page, and who’s going to show up way down at the bottom. And those four criteria are really important for manufacturers to know if you want to be ranking at the top of Google experience, expertise, authority and trust. Okay, number one, they want to see that you they want you to show them on your website that you have experience with that topic. If you’re a tourism manufacturer, for example, they want to see examples of you making the terrazzo they want to see examples of your team, you know, manufacturing, you know, talking about it, that kind of a thing, expertise. Do you have expertise on this topic? What kind of education do you have? What kind of credentialing Do you have? You know, and then authority is another key criteria and building trust. So those are the four criteria of that Google uses to rank content.

Curt Anderson  17:26

Perfect, and we open up the program if you guys miss it with a little fun tagline. We call it, how do you out teach the competition? So instead of like, hey, let’s try to outspend in advertising. Now, of course, it takes money to make money. However, a lot of these strategies like how can you come in at a low cost, but really dedicate ourselves to being educators of our clients. So your ideal buyer, we call them soulmates. They have a problem. And a lot of times we find, you know, just it’s so simple, where we like, you know, we make those assumptions. We assume our customers know what they need, they know what they want, you know what? They really don’t I don’t know about you guys, but I’m probably the dumbest consumer on the planet. And so like when I make when I walk into a retailer, or I’d make a phone call, one 800 Number. I’m like, I’m officially your dumb customer. I have questions. So if we eliminate those assumptions, and we just dedicated ourselves to being an educator, boy, it can really go a fire a great distance. How about hey, my cousin might work first Mike Anderson. Mike, are you in the house here somewhere? Dude, I see you summer.

Mike Anderson  18:30

Hello, I’m here. Mike

Curt Anderson  18:32

Anderson, cousin Mike. I know we’re not positive that we’re related. I’d might have to do like we’re not on Windows online things. What do they call that? You know, where you go through your DNA tree. And Mike, I’m sure we’re related somewhere. But we’ve got Mike Anderson. Now the only difference is Mike’s just got that incredible head of hair. Look at I’m so glad I didn’t get the Anderson side. But anyway, Michael from Steel City Steels welcome, happy Thursday to you, my friend, you reached out to me, Pete, we’ve had a wonderful time working with the folks that still cities. Talk a little bit about, like what encouraged what inspired you to reach out to our friends at Purdue, and let’s go through the process that we did together.

Mike Anderson  19:10

Okay. Basically, we had a new website. And that’s pretty much it. We didn’t know what to do next. We went to Purdue to kind of give us some guidance there. And we met you less was less last year in the fall and worked with you through the beginning of this year. And it was a great process. We actually have our own blog now set up. And we went through the whole process of going through a buyer persona, you know, content calendar. So we’re pretty I mean, we’re doing a blog every two weeks and now we’re doing that’s perfect.

Curt Anderson  19:49

So Mike, I think you’re cutting in and out. So just to kind of recap what Mike just shared so we reach our market. So so hey Mike, I’m gonna I’m gonna pop in your cutting it out a little bit. So what we did is we created that ideal buyer persona for steel cities in America. Mike did it all on his own check this out. So he had maintenance, Mike repair, Ralph contacted Craig and manufacturing, I move everybody mark, it was manufacturing mark. And so what we did with our clients, we want to dig deep and just get a clear, concise understanding of who that ideal buyer is. Now, in a call, Michael, we had an incredible time going through that buyer mapping journey, that customer mapping journey. Nicole, can you describe what we did here? And then Michael, we’re going to come back to you in a second. Nicole, what’s going on with the customer mapping journey?

Nicole Donnelly  20:39

Yes. So this exercise is a really great way to align your sales team and your marketing team so that you’re creating content that teaches your competition helps them solve their problems, and in the best possible way that aligns sales and marketing. And what we did here is we broke out all of the deal stages for your buyers from start to finish from the time they first contact you to the time that the deal is closed one. And we basically just had a conversation with sales and marketing to say what questions are your customers asking you repeatedly again, and again, at each phase of the customer journey? We’re gonna jot those all down. We want to know all those questions. What are you hearing over and over again? What are the things that they need to know in order for them to move to the next step of the purchasing process? So that was the first thing we did as part of this customer journey mapping? The second part is, what are the biggest objections you’re hearing? What are the reasons why your prospects and customers are not moving forward to the next phase of the buying process? We want to know what those objections are, once you have a really good framework and you’ve sketched out what all those questions are, and those objections are that’s the content that you want to create put on your website and scale your sales team. So now by creating this content that lives on your website, you don’t have to worry about sales sales, you know, sales agent Joe answering the same question over and over again on the phone. How much does your product cost? You know, how do you compare to so and so how quickly can you get me this you know what, you know all of those questions that your reps are asking over and over again, you scale it you create it you put on the website and now your sales reps can focus on more important things and answering those those questions.

Curt Anderson  22:21

So cousin Mike, how what was your thought your takeaway on the customer mapping process?

Mike Anderson  22:28

Yeah, it was pretty nice I mean deep dive into it looking at start to finish their whole purchasing process and you know certain keywords certain questions they asked that I wouldn’t even thought of and you know now it’s what is a high roll see channel those were some of the big questions we saw it and like now we’re kind of catering are blocked that we’re covering you know, see channel we’re covering what does the stock program you know, we kind of answered that in the blog so

Curt Anderson  22:58

So, Mike, since you know, you’re another we have two mics that are eight plus students here Michael so cousin Mike. Folks, what are Rick’s What are can you just walk walk everybody through this process?

Mike Anderson  23:11

Yeah, basically, like super important keywords that your customers or your your soulmate might search for an internet for you. So that could be like, you know, like, for us it was a lot of products like C channel, hot roll C channel, but ridiculously important ones.

Curt Anderson  23:34

Yeah, I absolutely love it. So those were missing important keywords. And what I love is like you guys have just really gone aggressive and started putting out great content. And I think you’ve been shared, you know, so like, you know how to find the perfect steel supplier for your needs. Steel City Steel’s partners, you know, like, works with the Purdue University MEP. And then here, you know, Nicole, you and I, we were just talking last night. I said, Nicole, what is a hot roll? 836. Do you like you walk me through that process? But you know, these are what your soulmates Mike are asking for. And so you guys are getting out ahead of it being proactive, being productive. And you know, answering these questions ahead of time. Now, you even had a word here for one of your sales reps. What happened here with this one blog post?

Mike Anderson  24:20

Oh, yeah, good. Good response to the posts. We had one of our reps when subcontractor award in Chicago. Super proud of it. So we put out a blog on an ad. But yeah, it’s it’s working great. We’re doing blogs every couple of weeks. And we wouldn’t have really even started this or even have known how to get started unless it was for, for you and Nicole pretty much goodness been the foundation to get it started and given us that calendar. I think we talked about a content calendar and doing a certain cadence. So that worked really well for us.

Curt Anderson  24:53

Yeah, I love it. And like here, you’ve got the quick resource guide for selecting steel plates. And so you’re taking the content you’re taking Those ridiculously important keywords the questions that your soul mates are asking now Mike you’re a busy man your sales you’ve been a sales guru for decades your sales you write the authority in a steel belt and everybody knows Mike Anderson throughout the steel belt. Is this been a tough process a super heavy lift for you? Did you ever think that you’d be blogging in any capacity? What are your thoughts there?

Mike Anderson  25:22

No, you know, we went from a year ago not just doing using videos or doing any kind of blogs to pretty much you know, sending these out every few weeks and they’re getting better and better each time. And you know, like I said, we wouldn’t have done it without getting started with this program and all that

Curt Anderson  25:40

well I commend you guys you’re doing an amazing job it’s still cities and now like you’re actually we’re getting what we’re going to do now guys for the we’re nearing into the halftime show, believe it or not Nicola, what do you think? Is ever guys having a great time or what? Feel free to drop a note? Hey, Mike, I’ve got a picture here. Hey, we’re gonna even get we got a tour of Steel City Steel’s in here. We are on site. And so Mike and his partner Lisa, I think she might be in the car today. She can join us but had a great time. Mike, my friend, would you recommend friends, family, your dog any any of your high school buddies, the Purdue MEP, what do you any other manufacturers out there? What are your thoughts from your experience?

Mike Anderson  26:18

Yeah, definitely. We couldn’t have done this without your help and produce help. But just getting started getting everything planned doing all the deep dive meetings that brought a lot of things out that we wouldn’t have discovered ourselves. You guys are great to work with fun, minute exciting, so we really recommend it.

Curt Anderson  26:36

Well, Mike, thank you. We appreciate it. And I don’t Mike I don’t know if you remember this was really embarrassing. Do you guys see that picture right there. See those wonderful red shoes that Nicole was wearing? Nicole and I we didn’t plan it? We were the exact same shoes that day. That was really awkward. Embarrassing. That was Mike that was really?

Nicole Donnelly  26:54

We were twin arms? Yeah.

Curt Anderson  26:57

That was on me. But anyway, so hey, how about a big round of applause for our friends at Steel City Steel’s tech, check out their website, Mike, chuck your website in the chat if you want to connect with Mike on LinkedIn. And again, big applaud to our friends at the Purdue MEP for supporting wonderful manufacturers in a great state of Indiana Miko, thank you for taking your time. Join us today. And the cool thing is we’re now going to we’re coming into the halftime show we’re going to slide into we’re gonna start talking about e commerce. And now Steel Cities is so excited about this digital transformation. They are now exploring what strategies they can tackle on as far as E commerce goes. So again, Nicole, any any recap that you want to share her from what you experienced.

Nicole Donnelly  27:37

Yeah, absolutely. I think, definitely the process of creating content. You know, there’s a great question here in the chat. Mike, are you writing the blogs and I think that’s the beauty of this process that makes it so easy for manufacturers is all you got to do is just have someone on your team who can interview the subject matter experts at your company, were recorded on a simple zoom call you interviewing them, asking them the questions. And there you just take the transcript of that interview and repurpose it into a blog. And then you can take the video clips from the interview and turn those video clips and post them on your YouTube channel. So now, instead of having your subject matter, experts have to sit there and write a blog write about what they know. They just have to talk. All you have to do is just say, Hey, can you just come tell me about this process that you’ve been doing for 20 years and talk about it recorded and then you just repurpose it? Use it? You can use AI you can use chat GBT to help you repurpose that content. And then put that up on your blog with the video clips.

Curt Anderson  28:35

Yeah, Mike, do you want to add you want to chime in real quick on on your on? How you, you Lisa, tackle this process from your perspective.

Mike Haragan  28:44

I had a project come up I gotta do right now. So about right now

Curt Anderson  28:52

about Mike Anderson. You want to chime in real quick, like, like how you and Lisa tackle this?

Mike Anderson  29:03

As far as the

Curt Anderson  29:06

Yeah, as far as like when you tack like when you guys do your blogs, like how you record it and how you use the transcription tool. And like how you guys?

Mike Anderson  29:13

Oh, yeah. Sure, of course. Yeah. So basically, like, we’ll go through whatever content calendar I’ll go through and write the, the blog to the video, do a couple different versions of it sent to at least in marketing, she’ll go through and, you know, cleaned up a little bit. Make it so it’s, you know, she’ll do a transcription too. So it’s all you know, you have actually actual words to it. And then we’ll post it but usually takes about a week or two to do the whole thing. And it’s all done internally. Pretty easy process. You know, originally it’s a little bit more difficult. Get a little bit started not terribly but once you get rolling, it’s really easy.

Curt Anderson  29:54

Perfect accent guys, and thank you, Madison. Thank you for the questions guys. Keep the questions coming. If you’re Just join us. I see Alan joined us, Alan, happy Thursday. Happy Friday Eve. Again, anybody out there, drop your LinkedIn in the chat box, drop your website. We’d love to know who’s out there. And we’re gonna have the replay recording. We’ll be sending that out to you guys tomorrow. So Hey, Nicole, Michael, everybody out there. I have a little who is the most famous Purdue alumni. Can you guys please strap your answer in the chat box? We might have a little prize for you. Anybody want to answer that question? Mike Anderson, what do you I know you’re a you’re a producer. Are you Purdue alum. What didn’t you go to Purdue bridge ago.

Mike Anderson  30:34

I did go to Purdue a long, long time ago.

Curt Anderson  30:38

Does anybody want to chime in who is the most famous Purdue alumni? Now I put a little caveat at my house Neil Armstrong Drew Brees, good answers good answers Neil Armstrong. Anybody else? And there it is. No, thank you, dude. No got the answer. There he is right there. If you guys any popcorn lovers out there. In my house the the most famous Purdue Boiler Maker of all time is this fine, man. Man does he make my day So alright, thank you, man. No, it’s perfect. What a perfect segue because we’re gonna be talking about no right now in a call. So hey, this is another wonderful manufacturer, Amelia Earhart. All right, so Gina, that was a good one. You got me with that one. Right. Drew and Amelia Earhart, and I gotta go with Orville Redenbacher. So, okay, Nicole, you love popcorn. Right? Don’t you love Orville? The best. Thank God for that guy. Right. Okay, guys, we’re going to we’re going to slide out of Indiana. This is a wonderful manufacturer Buffalo New York area and they do Kovar antennas. Okay, and great manufacturer founded in 1967. They’re actually older than I am Nicole. And they wanted to jump into E commerce and this is a really cool, wonderful company, just high integrity and just you know, again, like you know, taking them into that deep dive that ideal buyer. Walk us through a little bit of the process of what we did here with psycho.

Nicole Donnelly  31:59

Yes, absolutely. So, the first step is getting that sales and marketing alignment right and creating understanding who your soulmate is. And here we identified we helped them identify their three core buyer personas, their three soulmates purchasing agent Nick, field Agent Scott and James the engineer, first step and then the next part of it was you know, how can we create a really wonderful digital self serve experience on their website or those ideal customers? And so here’s where we partnered with big commerce and above the fray know who’s on the call with us today and brought in some really great partners to help support and build out this really amazing new e commerce digital self serve experience through their website that combines you know E commerce with the wonderful out teaching the competition by having a really solid Learning Center blog on their website.

Curt Anderson  32:52

Absolutely and hey, you know what for little I have to digress for a second my dear buddy Alan he’s on if I’m not mistaken. I think you said you’re from for Donia New York which is right near Buffalo and he’s got a little gold bills go savers. So thank you my friend go bills go savers to you. And Noah if you if you’re if you’re unoccupied for a second or if you want to come off mute. You want to give a little shout out here we’ve got Noah from above the fray. Noah you out there somewhere. I’m here. Hey, Noah, happy Thursday to you my friend. Good morning. I know you’re coming to us bright and early from Portland, Oregon. Talk a little bit about your so your company is above the fray high level ecommerce firm. You line psycho with big commerce. Can you just talk a little bit about the process here of helping psycho get into the E commerce game?

33:38

Yeah, I mean, it’s it’s always a different approach when somebody hasn’t gone into E commerce before. It’s kind of uncharted territory or, or maybe just dabbled their feet. So we’ve created something that is more akin to like a rapid deployment. We have some folks that have been doing it for decades or years, though, Congress hasn’t been around for decades. But for years, and you know, nosey ROI knows what they’re going to be getting back out of it, and is ready to invest a lot more than there’s folks that don’t know yet what that’s going to provide for their business. So you know, that size of an investment doesn’t make sense. So we’ve you know, we’ve created something that’s a little bit more rapid, that you can get out quickly tested, iterate, and work with folks like yourself to be able to, you know, drive traffic drive revenue, drive engagement, and ultimately conversions and purchases, and then sort of that snowball effect and you can grow upon that from there.

Curt Anderson  34:36

Yeah, and I love it and approach, you know, a great thing. You know, Nicole, we’ve been talking about that kind of content like that ecommerce, you know, maturity process, if you will, in a great thing, you know, so this is through one of the New York MEPs just like produce, so this is one of the New York MEPs. They lined with dicho and lendahand. Let us lend assistance here to get into the E commerce game for them. And the thing is, it can be daunting, it can be overwhelming and a great thing, Noah, what we’d love to do is we go into that we go into phases. So instead of like trying to tackle everything all at once is we can break it down. And so what this particular company does, and what the if you’re looking at these pictures like, Hey, what are these? So these are covert antennas, think antennas that are going on like FBI, state troopers, your local first responders, just a wonderful, magnificent company, probably 5060 employees, Nicole, you and I were just on site got a nice little tour just last a week ago today, we could go right this minute, we were getting a tour and women business owner, it’s just a wonderful company. Nicole, let’s talk about same process. As far as the content goes, you know, taking those ridiculously important keywords, understanding that soulmate, that ideal buyer, and then creating content to help them with rankings. So they can start selling their goods. And one thing I want to before I jump ahead and hang on one more second, that phase one, what they chose to do is they wanted a customer portal. So their internal customers, for starters, a lot of BT, it’s all b2b Or B to G business of government that they can log in and again, in pure spirit of making the buying process easier. But walk us through the content strategy here at steak go.

Nicole Donnelly  36:14

Yeah, so this content that we’re doing for them is very similar to what we’ve done for indigenous pets and what we’ve done for for Al popular that we showed earlier. And it’s really just identifying those top questions that customers are asking, combining that with the really important keywords that they want to capture traffic on. And then creating content that will capture that traffic online content that the sales team can use as they’re having conversations with prospects and customers. So it serves two purposes, sales enablement, and SEO, marketing, drawing a new traffic. And then as you get traffic to those blog pages, directing people from those blog pages to the store, right, where they can find products that are going to be the right fit for them. And I would just say like just echo everything that you would know a said about the phased approach to e commerce, a lot of manufacturers, I think are afraid of E commerce, because they’re afraid it’s going to cannibalize their sales team. Right? The you’ve got your inside sales reps that have been doing it and building these relationships for decades with customers, right? And so we like to think of this e commerce, you know, evolution as how can the E commerce platform be a way not to compete with your sales reps, but to support your sales reps? How can your sales reps use and leverage the E commerce platform? How can you get your sales reps to be adopting it so that they can, you know, create like a hybrid sales model, if you will, on the website? And I think that’s really like as a manufacturer, a really great place is how can you align your marketing and sales team so that they see an E commerce is something to help them sell more?

Curt Anderson  37:45

Yeah, perfect. And again, they’re having great success with keywords. And again, you’re looking at it like what is this? It looks kind of blurry. On the left are their key words ridiculously important keywords that they’re all longing, striving to come up on first page rankings on Google, if you see in that middle column, where it says rank, and you just see all those wonderful, beautiful number ones. Those are keywords that they’re coming up number one on Google as we’re trying to drive traffic to their website from their soulmates to give them that competitive advantage. Oh, there are other folks that make their products, and how can we drive and move their goods? And this was super exciting. We just had a meeting with them last week, and we were just seeing these numbers. They’re like, Hey, what are these numbers? It’s kind of like that 401k You love to see your 401k going up, up up? Well, when you’re attacking those keyword strategies, you’re looking to have those organic Google organic rankings go up. And that’s how we stopped being the best kept secret. So in this was really powerful. We talked about that little so there’s multiple ways to create wonderful content and it doesn’t need to be daunting. Doesn’t need to be overwhelming. And most importantly, it doesn’t need to be super expensive. Doesn’t Rickover what’s our favorite word? Scrappy, right? free and happy all the way? Scrappy, scrappy, scrappy, and I just I’m going to share here, this is a really cool scene right here. So what you’re seeing right here, this is a live stream show that we do we do it every Monday and Friday, man, if you’re a manufacturer, we would love interviewing manufacturers, you have a great, fun, juicy story that you want to share your origin story, reach out to us, we would love to interview you. There’s no cost. What we did here is we interviewed the owner of psycho, and that is the wonderful woman right on to my left. And her name is Kyle. Kyle has been president for a couple of decades. And so the gentleman from the MEP is to the right, there’s Nicole, there’s one of Noah’s teammates here and then big commerce was represented big commerce is a wonderful, it’s a software tool, an E commerce software tool for b2b and an industrial solutions and it’s really one of the only, you know, there’s different e commerce platforms out there. But kind of like a real stable. E commerce opportunity is a great choice is big commerce. On this interview, Kyle shared really powerful story Nicola, remember this. And it really kind of got everybody choked up. So last week was the anniversary of renal, horrific tragedy of the United States, September 11 was last week, Kyle shared on the live show on those those products behind her over the over her shoulder. She was showing products that came out from all the the communication, chaos. And a lot of things that went on that unfortunately happened on September 11. From that came a lot of solutions that they’ve that they’ve applied to their products from that horrible tragedy. And she shared that on the live stream that was very emotional. And it’s just very powerful. Because when you think about what you guys do on a daily basis, it’s not just the widgets, it’s the your team. It’s the you know, you know, every teammate is a family member that you know, you’re providing a, you know, an income for that person, you’re providing, you’re building your community, you’re providing jobs, they’re just so much more in manufacturing. And you guys I just I can’t applaud you guys enough. And so what you do and so this was just a great story. I didn’t mean to go on a soapbox, but a very powerful story. Anybody with a young daughter knows who that Nicole who do you know this person? Do you know? Do you know?

Nicole Donnelly  41:13

Oh, man, I hear her songs all day every day. Are you going to sing one for us? Curt? Let’s hear I am

Curt Anderson  41:19

going to write in we’re going to sing. Hey, did you see Jodie from Edgerton is here at Jodi Did I say I think Jordan is here today. So hey, guys, I want to thank everybody for being here. Today. We were going to wind down we have one more quick example I’m going to show. This is a wonderful manufacturer here in New York. They’re called Faulkner electronics and their ideal buyer. Their soulmate is engineering. Elsa, engineering also works at Boeing. She’s an engineer and she is one busy cookie. And so what we did is we built this website speaking to their ideal buyer engineering Elsa. Now what they did you look at the language here on this page, okay? They make a little goofy thing called a ground strap. A ground strap is a ubiquitous item. It’s a multi multi, gazillion billion dollar industry. Everything needs to be grounded. Otherwise, Nicole, you might look like me. Right? You get electrical shock and it’s not pretty. So what we did on this webpage is receive an instant ground strap quote now that’s their Rick rate their ground strap. Okay. Build your own custom ground strap. No RFQ wait time it takes 60 seconds or less. Are you kidding me? Nicole? How many times have we had to wait for days, hours, maybe weeks? For an quote to be turned around in here? We’re telling engineering Elsa. Hey, also, we have your back. We can turn this around in 60 seconds. How does that juicy or what?

Nicole Donnelly  42:40

It’s juicy and customers love it. They love it. They want that information pronto. They don’t want to wait. So it’s amazing.

Curt Anderson  42:48

You know what I’m going to do? Let’s go. Let’s go off. You know what, let’s guys, let’s take a little road trip. You know, hey, come along with me. We’re going to take a little road trip, I’m going to I’m going to walk you through this is called a configurator. Okay, for all of our custom manufacturers out there, they’re like, Hey, we feel left out of the E commerce party. We have a little configurator No, I know you guys that above the fray have a great configurator solution. Bigcommerce has a configurator configurator solution. I just want to walk you through this process, show you how quick and easy this could potentially be. Okay. So now Elsa, that ideal buyer that the engineer at Boeing, she lands on this website, because we’re going to show you how they they’re coming up all over on search. They’re really trying to attack those search engines and make it easy to be found. Okay, now, she wants to build her product. She can click this button here. Yeah, I want that. Yes, I want this. Hey, what size? Well, I’ll go with 18 inches. How about next? I’ll take one of these. I’ll take one of these. And what’s going on is that product is actually being created over here to the right. So now I hit next. I’m like, wow, I need this configuration. I come over here. I hit Next. Do I need to heat treat? No, I don’t need that. I click this. How many do I need? I’ll take 100. I click this. And Nicole I am done. If you time me I don’t think that took 60 seconds, do you? Well, here’s the little menu item just to make sure that Elsa is on the same page. Here’s a little drawing. I can sit and submit my information right here. Bom bom bom and then bam, I’m done. So the goal is what I encourage you, I welcome you for you, for all of you folks out there that your favorite custom manufacturer we don’t have that proprietary product. There are multiple solutions that you could consider no at above the fray showed at stake over taking a lot of their product or antennas are custom. They want to create a custom portal here at Foxconn electronics. They have a configurator where their ideal buyer Elsa can come on and buy their and create her own product. Now just to give you an idea of what does it look like when it’s when it’s complete. This is what Elsa will receive. Hey, so here’s the little menu. So we’re on the same page. So there’s no mistakes here, right? So now there’s no human error. We couldn’t you know, here’s the price. Here’s the quantity and get this Nicole Big, fat green button place order now. Elsa can hit that button pull out her credit card and she is done with her day. This little company about 30 employees they have had Boeing Ford, Halliburton, Lockheed Martin, Amazon Johnson Johnson, massive companies fortune 100, fortune 500 have aligned with this little mom and pop manufacturer, just because they had this configurator. Nicole, we love to say, how do you help that ideal buyer make a buying decision on a Friday night at midnight without having to wait for you to open up your doors on Monday morning. Talk about that digital self serve and how important that is

Nicole Donnelly  45:37

so important. I mean, just think if you’re you’re a manufacturer that’s traditionally built your business regionally, right through referrals through word of mouth. Now through E commerce, you have the ability to reach these large customers all across the world and open up completely new markets for your business that were never even a possibility. And you don’t need a sales rep on the phone answering calls. 24/7 Sounds great to me.

Curt Anderson  46:02

It’s a great thing. And again, as we showed earlier with some of the other folks, you know, we got to stop being the best kept secret. And so with that same content, they use the exact same content strategy that Nikolas described with indigenous pets that Mike is using. Same thing as steal, steal city steals, same thing that Staikos doing, trying to make it as simple and efficient as possible. They’re capturing first page rankings on a lot of their core ridiculously important keywords. And you see here again, like you know, there, we want to try to dominate those search engines. And we want to make it as easy as humanly possible to do business with you to call I have one last example here. Just launch and know you’re part of this project. This was a really exciting ecommerce project that we just launched, for folks looking for like a first step, what’s going on in this page?

Nicole Donnelly  46:49

Yeah, this is very similar to the Configurator that you just show this is a very basic form that most CMS is you can as it’s just like a start entry point of what you can do to create your your configurator. And basically, this is a questionnaire asks three questions. And it’s set up through HubSpot. So it’s a HubSpot form that set up and based on the person’s response to each of those questions, they will receive a follow up email that gives them a ballpark price for the unit that meets those criteria, and an engineering drawing. And so both of those things come to them immediately very similar to the instant quote, and they get a call directly from a sales rep to follow up on that request as well. And this little tiny, this little tiny quiz has just exploded in terms of the number and quality of leads that are coming through. Because it’s really creating a digital self serve, you’re allowing the customer to be in control of the purchasing process. And that’s what these Gen Z years and these millennials want, they want to be in control of the purchasing process as much as possible. So you gotta meet them there. As much as you possibly can create situations like this, and it opens the door to those relationships. So they submit this and then it starts the conversation with the sales rep. And so there’s just a really great alignment between your sales and your marketing team, bringing them together in this way.

Curt Anderson  48:12

Perfect it Do you want to take a minute just share it, they just launched a wonderful project when and I didn’t know I didn’t even know you’re gonna you’re on the call today. So this is perfect timing. Do you want to just share a little bit on your your perspective of this ecommerce launch for this company?

Nicole Donnelly  48:27

Yes, it’s been such a wonderful collaboration years in the making a lot of you know, groundwork went into creating this e commerce platform. And it’s just a really exciting new start the store just launched a month ago, within the first two weeks, they already had five orders completely true ecommerce orders come in within the first two weeks of launching the store. True exciting never happened before for this company. And that was even during the soft launch of the store. So it’s just very exciting to think about the possibilities that this will bring for their business. So yeah, really excited about that. It’s awesome. It has a customer portal. And it also has a number of their standard items that they sell repeatedly that they’ve stocked and set up on the store. So people can either, you know, order those standard items directly. Those those standard ones or they can go to their customer portal account, and reorder very simply and easily.

Curt Anderson  49:22

Perfect. Thank you. Okay, all right. We’re going to wind down, Nicole, take us home, just kind of tie everything in a bow, if you will. How can the folks get out there and teach the competition any words of wisdom that you want to share as we wind things down today?

Nicole Donnelly  49:38

Yes, I would say the first and biggest thing is you got to put yourself in the position of your customer really understand who your customer is, what are their pain points, have conversations with them, listen to them, listen to what they’re telling you and really identify what their biggest pain points are, and the closer that you can get to your customer and really truly deeply understanding those questions. problems, those challenges, the more that you’re going to be able to create an experience for them, where you’re building that trust by out teaching your competition, you’re building trust by creating a very seamless purchasing process. And the closer you can be to your customers, the better because your your competitors are always going to be following you. If you’re closer to your customer than your competitor is. They’re always going to be playing catch up. So I would just say as much as possible lead with that.

Curt Anderson  50:26

Perfect. Well, thank you. So again, guys, I want to thank each and every single one of you. I’ve got Allen Whitney Houston is here today. Whitney Happy Thursday, Melissa, Jared, Kevin. Jody was here. And so thank you guys. I know how busy you are. Nicole and I are gonna stick around for questions. We’d love to tackle any questions. Again, website audit is available. We have a wonderful, crazy program coming up next month. We have two high level experts. If you guys want to grab this QR code on October 19, Purdue MEP, we have a wonderful program. Chris Lukey. J. Cole. They are just digital transformation experts. High level they’re influencers are great advocates for the manufacturing world. They’re coming on the program. And again, guys free website audit available email myself e mail Jean, email, Julie, we’d love to turn around and get that to you. We have the replay for the program that will be going out any questions I would we would love if you want to take yourself off mute. Or if you want to drop yourself, drop a note in the chat. We would love to tackle any questions that you might have. And if anybody is cutting out, thank you. God bless you. We appreciate what you do for our manufacturing community. And again, reach out to the Purdue MEP. They’re here for your assistance. Jean, do you want to share anything? Jean? Where’s Chi Minh? They’re not here. It’s gene.

Gene Jones  51:53

There. Yes, I’m here. Hey, I was I was just typing in the chat because I have to go to another meeting. But just Nicole and energy, Nicole and Kurt have just outstanding expertise and just wonderful energy. And they really are about teaching each of manufacturers how to fish which we certainly really appreciate and have enjoyed the partnership with wikibot. So thanks.

Curt Anderson  52:20

Thank you, Gina was great. We got to spend time with Jean last week. And Nicole, I’ve got a great picture of you and Gina I should have shame on me. I should have put that in the program today. Oh hey, I’ll text both you guys. So it was great being with you. But again, guys, thank you for being here today. Any before you cut out and please don’t walk away with any. If you have questions we would love to I’m sticking around I’d love to tackle. And hey, how about a round of applause for Mike Anderson cousin Mike Anderson’s. He’s Mike from indigenous pets here again. Man, if you guys have a dog you want to you want you want to get my wife swears by him. So any questions that you guys have? Again, I want to thank Brian. Hey, Brian, how are you? Man?

53:04

I’m good. How are you? Very interesting.

Curt Anderson  53:08

Well, thank you. Thank you for joining any questions that you have? Yes,

53:11

we’re not really a manufacturer. I freeze metal at 300 degrees below zero idea with manufacturers. It’s so hard to get in front of a decision maker. Yep, everybody thinks I have Ted Williams and Walt Disney Frozen. We don’t freeze bodies, we freeze metal and plastic. But my biggest challenge is to get in front of a true decision maker at a machine shop but manufacturers is it’s it’s unbelievable how well our process works at 300 degrees below zero. It dramatically improves the wear life of metal and plastic.

Curt Anderson  53:48

So, Nicole, I don’t know if you’re thinking what I’m thinking. But So Brian, let’s go here do you have sounds like a really powerful and Nicole I bet that 10 that Ted Williams referenced probably went flying right overhead. That was great. A baseball players of all time, Brian, thank you for throwing I’m a baseball junkie. So thank you for throwing that one out there. How about can we could we, I you know, you mentioned Disneyland Brian, if I described to you about my family vacation on Disneyland, you’d probably like you might be fantasizing about some other things or maybe you listen to some. But boy, if you show me a video, if I show you a video of my family vacation, I still might bore you to death but at least you can see it right. Do you have any videos of your process like that? I like if I’d like to see Ted Williams frozen, right.

54:32

We have a ton of videos on our Facebook page and on our website at Circle City cryo.com. Any metal that’s formed that’s made is full of stress. When you freeze it at 300 degrees below zero. It changed the molecular structure. It realigns all the atoms and molecules it’s stress relieves it and makes it dramatically stronger. We’ve saved the city of Indianapolis $2.5 million cryogenically freezing the brake drums and rotors for the fire department. are, we are the best kept secret in the Midwest? Oh, boy, man,

Nicole Donnelly  55:05

I have an idea. I got some ideas up my sleeve for you. You should bring the city on and do it a live testimonial. You could do a live testimonial. You could show them all about what you’ve done. Use that content, get it up on your website, share it. And then my other suggestion would be are you on LinkedIn? Are you engaging in LinkedIn? Do you know

55:24

why? Yes, quite a bit. I am. There’s actually a story on our website that our local ABC affiliate channel six did about us about what we’re doing for the city of Indianapolis. We’re also doing something pretty cool for cancer patients. The anti embolism stockings that all the cancer patients have to wear for to prevent blood clots and swelling. Very long story short, my wife had breast cancer four years ago, me thinking out of the box, I bought. One of them looks like pantyhose. The other ones a sleeve that goes from your wrist to your shoulder that’s $200. And another one is a glove with that fingertips on it. That’s $85 I bought one of all three of those, cut them in half in our lab froze be at 300 degrees below zero, I didn’t do anything to a, I gave it to Purdue Polytechnic stem in Columbus, Indiana, they gave me a report back that it made it nearly 50% stronger, so they won’t snag and run. So we are freezing those for every cancer patient in the United States for free.

Curt Anderson  56:25

So, you know what, let’s do this fine. So I’m going to I’m going to I’m going to give you an answer where I want to be mindful and respectful to everybody. So I’m going to get kind of a generic answer to everybody. And then what we would welcome what we could do is, you know, reach out to myself reach out to Nicole, anybody, Julia Jean at Purdue, we could take this offline, we’d be more than happy to geek out with you and really fire off some strategies. Here’s a few things that I my immediate response is, you know, let’s, I’m going to just practice what we preach, write that out, teach the competition. So if people don’t fully understand, you know, like, I you know, somebody might hear bla bla bla bla bla bla, I saved you $2.5 million. Like that really perked me up, right. So if I’m a corporation, I’m a large business that would really pick me up, you know, maybe as new cold as said, you know, a live stream, maybe a webinar, you know, chat, you know, exactly what what we’re doing here, we’ve, you know, like, I’m not the smartest guy in the room, but boy, it helps when I aligned with Purdue MEP in my friends here. And so like we you know, we can come to you in with good faith or integrity, you know, deliver content the best that we can. So those are a few things that I would consider as like maybe some type of a webinar, a live program, and just really dedicate yourself to you know, what we’re saying like, hey, let’s I’ll teach the competition. But if interested, let’s, I’m going to come back here shamelessly, let me go back to there’s my email, drop me an email, I already took a snapshot of it. Perfect. Alright, let’s get on a call. And what I’d like to do is I’m going to jump in because I’m gonna people are gonna be jumping off here in one minute. Dan Huff asks a question. So a large piece of our business is very custom and Job Shop oriented. How would you approach the present presented change? I love this question in

Nicole Donnelly  58:11

their favorite question correctly.

Curt Anderson  58:13

Hey, Nicole, I didn’t know what I didn’t talk about my mom’s favorite book today. Did I my mom’s book is right here, eight. Brian, there it is for you to stop being the best kept secret and it was written by my mom’s favorite son. Hey, Curt Anderson right there. So Dan, I have to get you my mom’s favorite book. But what you know, in, in our processes, what we love to preach and teach is like how can we help that job? Shout that custom manufacturer that feels out left out of the E commerce party doesn’t have that proprietary good per se. And as Nicole was describing is like, how can we go in phases? And that was Noah mentioned that as well. Right. So first off, how can we like narrow down that niche? Okay, and Dan, again, like if you want to jump on a call, there’s my email James email, Julie. Let’s jump offline. And we can dig deeper. But for any of our friends. Phyllis is here a first just join us. Happy Thursday, Phyllis, dear friend of ours, she’s down in the Carolinas, I think. Yes. How are you today, Phyllis, thank you for joining. I think you snuck in a little late. But thank you for joining us today. Okay. And again, we’re gonna have the replay go out. But think about this, Dan, if this makes sense, Dan. So here, there is stencil here. And this is what I encourage for our job shops. So I’ll give a little bit rough and we could geek out offline. First off, everybody typically has that 8020 rule. Okay, everybody typically has an 8020 rule. What I encourage you welcome you invite you to think about okay what are we just how do you make the world a better place? What are the products you because you might not have a proprietary product but you have a proprietary process? Okay. And so while we make things for other people might even I don’t know if God still here from Edgerton Ford’s like they make a lot of parts for other people. But you know what other people still need those parts. So what you can do is focus on your 20% that could be and ecommerce opportunity. That could be your content opportunity, everything that Nicole described as far as like putting out those content pieces that can be a convertible e commerce opportunity and or is you’re focusing on those core keywords or your proprietary process, you know, instead of a page for like a request for quote, how can you get a fast quote, turnaround, right to call so like that three step questionnaire, that little survey that costs virtually nothing to do. So anyway, there’s a bunch of things I could geek out further, but I hope that might be a little scratch the surface help there. And again, Dan, shoot us an email, shoot us a note we’d be honored to help take that conversation deeper. Do we have any other questions? And I know we’re coming. We’re to Nicole on 202 minutes over. Any other questions? A Jarrett’s here, Angeles here. Thank you guys. Appreciate you. Everybody. Good. I can wind down. Brian, did you have any other questions that you wanted to hit before we before we cut out?

1:01:01

No, I will definitely be contacting you guys. You guys have been to our place before and then some studies for us. So

Curt Anderson  1:01:07

awesome. Well, fantastic. Well, so I know most people have cut out I’m going to wind us down when the replay for you guys. Thank you. Thank you. Thank you for taking time out of your busy schedule. We never take this for granted. Nicole. How about a big round of applause for Nicole Donnelly today, Nicole?

Nicole Donnelly  1:01:23

Curt Anderson. Did you guys have fun because I had fun. That was great.

1:01:29

This was very interesting. Good.

Curt Anderson  1:01:31

We had a blast. So I guys, thank you all have an amazing, incredible day and we hope to hear from you guys soon. Thank you so much. Thank you