Monday Manufacturing Motivation – with Sarah Mailloux

Curt Anderson 0:00
Dun dun dun. Hey guys, man we’re live. Damon Good morning to you on your side of the world it’s good afternoon over here. How are you? What’s going on brother?

Damon Pistulka 0:09
Awesome Curt ready for this week gonna kill some things

Curt Anderson 0:13
nice things done that avoid just crushing it this week and great baseball game with your wife last night. Man right. Good stop for what? We’re full fledge baseball season. Summer’s in the air hot dogs are on the grill. It’s manufacturing Monday motivation today, man. Are we super excited? We have my dear friend Sarah. Good morning. Good afternoon. How are you today?

Sarah Mailloux 0:38
I know it’s lunchtime already. Isn’t that crazy?

Curt Anderson 0:41
What’s for lunch at what’s on the menu?

Sarah Mailloux 0:43
Oh, I mean, I might have brought some soup.

Curt Anderson 0:45
Oh, that a girl. All right. Well, got exciting. So our introduction today we have syrup my you right? Did I say that correctly? How’s that? Because you did change and something exciting during COVID? I believe you got married. Am I correct?

Sarah Mailloux 0:57
I did. I did not change my last name, though. So that’s my you. Yeah.

Curt Anderson 1:02
So we had wonderful you and I go back ways. We’ve had a wonderful couple of years together. We’re COVID Friends, if you will. And you are a rock star. Now I’ve watched you climb. It’s been fascinating. Have a front row seat to your career here. Now we’re going to talk about the SBDC. So for those of you out there, like what on earth is the SBDC we’re going to talk Small Business Development Center. Now you’ve gone from you have a little history here, but you’ve gone from Temple University SBDC. And now Damon. John, if you knew this, she is the Associate state director of the Pennsylvania Small Business Development Center. Sarah, how on earth do you climb so fast? So quick, at such a young age? Talk to us? How did this happen?

Sarah Mailloux 1:46
I mean, I think whenever I give career advice to anyone, the biggest thing is really putting your heart into it. And just being hard working. I always advocate soft skills. And yes, I can connect this back to all the small business owners on the call soft skills will get you farther than hard skills, nine times out of 10 and SBDCs are the hidden gem of every state they exist in. So yes, we do a lot of really great work with small businesses in every single state, you can find one of us. So I actually started at the Delaware Small Business Development Center. I was working for the for their office for a couple of years, and then elevated more to like a middle management position at Temple SBDC like Kurt said, which is one of 15 centers in the Pennsylvania network. And just recently, in February, I was promoted to our associate State Director for the Pennsylvania networks. Now I kind of work out of the HQ rather, you know, versus like a service center such as temple, but SBDCs are very unique for like public partnership with the University. So there’s a lot of really strong details, you have to have to work here. I just soaked it all in learned as much as I could and made some connections. And once again, use those soft skills to really get you as far as you can’t and your career.

Curt Anderson 3:02
Well, all right, this is awesome. So you know what, Damon, I gotta go back to one, you know, what’s our favorite question on the show? You know, since you’re such an inspiration, such a, and I’ve had a front row seat for a couple years watching you and action, Sarah. So you know, just to let everybody know, we’ve had a great time, we put together a ton of webinars, workshops, we do all sorts of free events. I want to get into that one second, but you know, your rising stars, so for any young entrepreneurs or folks starting out their career, you look at somebody like yourself, who just rose so fast so quickly to be the associate state director in the Pennsylvania SBDC. My question to you is this. Who? Your little girl growing up? I think what Delaware when you were a little girl growing up, Sarah, who was your hero? Who do you credit for developing your leadership skills? Being a rising star here? Who is your hero growing up?

Sarah Mailloux 3:52
Oh, wow, that is a really fabulous question. And this is gonna sound probably corny, but that would have to be my mom. You know, I grew up in a divorced family. My parents divorced when I was four. My mom was a single mom for 15 years. And I’m the oldest of four kids. So you know, I really got to watch firsthand my mom just kill it at everything she did. She put her heart and soul into being a mom. There were some years where we had very little money she had you know, daycare is expensive. So with four kids when we were young, she was a stay at home mom for a period of time there. But she actually has a bachelor’s in Biochemical Engineering. Oh, nice. So as soon as we were you know, all in elementary, middle school, she went back to the industry, she does biochemistry, and an arsenic gas lab. She’s very cool. And she also started her own small business where she does Reiki and like chakra energy and like stones, that kind of thing. So she really brings like the hippie and the science gal together. He’s just an all star so no life but watching that from a young age I think helped with my Soft Skills being able To realize you have to really work for things. So yeah, once again not to be sappy, but my mom. Oh, that’s awesome.

Curt Anderson 5:09
What’s mom’s name? Now Joanne? Well, hey, hats off to Joanne for for raising such a rockstar, raising four kids. incredible inspiration. And so thank you for sharing your hero with us. And I know we’ve talked about grandma in the past. How’s grandma doing? She don’t Okay.

Sarah Mailloux 5:26
Oh, she’s fabulous. She’s still up and walking. I mean, she she recovered. For all those on the call. She had very intensive surgery and had to get an ostomy bag last October. And he has just completely recovered. I mean, she is right. And she has been in the last five years and she turns 80 In three months.

Curt Anderson 5:43
Oh, that’s very cool. All right. So hey, if anybody out there, drop us a note. Let us know that you’re there. Gabe dropped us to know. He says hello, fellows. And Sarah gave How are you, brother? Hope you’re doing great. Happy Monday to you. So guys, we’re here at its manufacturing Monday motivation. We’re here with Sarah from the Pennsylvania State, associate state director of the Small Business Development Center in Pennsylvania. So Sarah, let’s dig into the SBDC. So for folks out there, hey, I’m an entrepreneur. And I want to dispel the myth of like, you have to be a new entrepreneur, that SBDC certainly helps seasoned veterans companies have been around for decades, even centuries, right. So, you know, let’s talk about what is this small business development center? What are the opportunities for entrepreneurs there?

Sarah Mailloux 6:27
Yeah, sure. I mean, this is my favorite topic to talk about. But yeah, SBDC, it’s a heavy acronym often gets confused with SBA. But small business development centers are actually a nonprofit organization funded by the Small Business Administration. So we’re government funded, but it’s actually funded as a grant to university. So you’ll find SBDCs. And then Kurt will say things like, Oh, you were at Temple SBDC. That’s because every single service centers located out of university and like I said, you can find ones in Delaware, Rhode Island, Michigan, Texas, Pennsylvania, wherever you go. There’s that minimum one, the lead office, and normally many, many service centers, Pennsylvania is kind of big. So we have 15 that spanned the entire state, Philly to Pittsburgh. And what do we do? Why do we have this complicated organization created, it’s really to help small business owners. And we use the federal guideline for that, which is anyone with less than 500 employees. So like Kurt said, it’s not just startups, we really say that we’re a cradle to grave organization. So we help people who are ideating, we help you if you’re starting up, aka you already have some market research and want to figure out how to get a license or employees, we help you if you’re five years, in 10 years, in 20 years, in 30 years in and looking to sell or transition to your spouse, child, whatever it may be. But the most important part is that it is all no cost to you. You might have already used your taxpayer dollars, if you want to look at it that way. So please do take advantage of these no cost services, we have a team of consultants. So 90% of our staff are business consultants that specialize in key areas and key industries. So we have people who specialize in manufacturing, who specialize in agriculture specialize in finances, hospitality, specializes in startups. So those of you that are like I have an idea, and I don’t know what to do with it yet. We have people who are startup specialists who work specifically with that ideation stage. And then of course, we do a host of programming, like Kurt mentioned, as well. So if you’re not feeling like you write to me with a console, and you can always just join one of our free webinars or workshops. But I will say one more thing, Kurt, which I think is really important, because I get asked this a lot, though people ask, well, do I get a console just once? Or how does that work? It’s a free service, right? So you can meet with a consultant once and say, that’s the direction I need, you can meet with them every month, you can meet with them for the next 10 years. We are just always here always available. And I know that sounds crazy to believe. But that is truly what SBDCs do. And I’m so happy to be able to, once again share my passions for the small business community through this great organization

Curt Anderson 8:58
at school, and I want to give a shout out we got Whitney joining me here from Texas. So Whitney, good morning, Happy Monday to you hope you’re having a great day. And so we’re with Sarah, the associate state director of the Pennsylvania Small Business Development Center. Now, sir, I know you covered a lot of ground right there. And I just want to recap how you know, so you know, I’m a little bit older. How much do your services cost? I didn’t quite hear you correctly,

Sarah Mailloux 9:21
that will be no cost zero.

Curt Anderson 9:24
Okay, you said I think you I thought I heard free I just want to confirm that. So yeah, any entrepreneurs, any businesses, any manufacturers out there, as Sarah just said, all sorts, a wealth of information, resources, webinars, workshops, events, networking events, tons of expertise. There’s nearly 1000 centers throughout the United States. There’s one near you, as Sarah just said their partner always parked at a university or community college. They’re really education base and they are they’re dedicated and committed to your success. So so let’s take a deeper dive Okay. So getting a lot of a lot of, you know, we demonize, we sing the manufacturers we really don’t sing because our voices are great, but we speak to manufacture it a little bit. We’re Yeah, we do. You might have to have a karaoke show here. Again, you know what, we’ll talk about that offline. But I think next week, maybe we’ll do karaoke. Yeah, I’m sorry. But we speak to manufacturers. Now. Typically, manufacturers, you know, we’d love the ones that are starting up new those innovators. However, most of them been around for years, decades, generations. And they have, you know, when we want to take a deeper dive here, because a lot of them like, isn’t a Small Business Development Center just for startups, or, Hey, I’m going to start up a business my living room, can you share? Let’s take a deeper dive on? Like, what are some of the exact services? You talked to exit strategy? But let’s go a little deeper. What are some services for those seasoned veteran entrepreneurs?

Sarah Mailloux 10:49
Yeah, of course, I think that’s a great question. And we actually deal with a lot of manufacturers in Pennsylvania. And so just a couple of quick examples. Because when you’re in manufacturing, especially for a long period of time, as a small business owner, you’re dealing with a lot of different things, there’s a lot of different moving parts. So some, some things can fall to the wayside, like perhaps your website, and we actually are dealing with manufacturing company out of around college park in the middle of our state. He has a PhD, he’s been working at his manufacturing company for 2030 years, he has about 10 staff. And he creates this very specific part for airplanes, you know, like a very small little part that then gets shipped off to Boeing and all those other big players. But he’s website was, it was like, right out of 2002. I mean, it was, you know, very plain, there was not really any pictures, you didn’t know what his business, it didn’t explain what it did on the website, you know, as someone who’s in engineering or manufacturing, that might not be your area of expertise, you put the website up once, and it sits for 20 years. So we have programs where we help small business owners build their website, we can use students to help you build it from scratch, or we have tutorials where we show you how to do it, we have a consultant walk you through some of the best practices for building your site, looking at things like search engine optimization, or you might say, I’m established, I have some money, and I just want to pay someone else to do it. But you don’t know where to find someone. We also help you find recommendations, or what the criteria that you should be looking at when you decide on who’s going to be doing that kind of service for you. So really runs the gamut. But that is certainly one of our favorite clients to be working with right now he’s a total who Another example would be like in food manufacturing. So not all manufacturing is metal. And you know, what if someone wanted to start commercializing some sauces that they were just putting in cans out of their basement, first and foremost, you need to you know, start making that in a food kitchen, of course, but then having them partner with a supply chain logistics company, so that they can then start shipping it out in bulk and having additional employees brought on and finding a new warehouse for them to store their items. So there are things that happen when you’re, you know, maybe three, five years in and then you decide, You know what, this is a profitable business, but I really need to figure out how to expand and grow it now. That’s where we talk about things like growth strategies. So yeah, if you’re a manufacturer out there thinking I need to find new space, or new supply chain or a new channel, maybe a new online channel, like Amazon, or even just a channel somewhere like you need to find some sales in your in your geographic area. Those are all other key consulting specialties that we have at the SBDC that we can assist you with. Well, and the

Damon Pistulka 13:39
other thing I think that’s really cool about the SBDC is, like you said is you may not the SBDC is may not provide that exact service, but you probably know some people that you trust that could be because one of the things that many small business, people, professionals, owners, executives, whoever in these businesses, they spend a lot of time just Friday finding somebody so I need some a someone that knows website or Google or something like that, or even something where do I find this product or you know, for my business or specialty service, you have those kinds of resources that can help them shorten the time to finding someone that hey, they’ve done it before I’m going to be pretty happy with their service and here they are, because that that can waste weeks and and tons of money because you’d get around road with the wrong person or firm a big deal. And that’s what the SBDC is really can help you with.

Sarah Mailloux 14:41
Yeah, one of my favorite terms in business and especially important for manufacturers is economies of scale. So when you’re working with an SBDC consultant, you don’t have to do all of that legwork and 1020 hours of research to find someone because the SPC consultant probably has already done it because they want 510 100 They’re clients just like yourself. Find that information. So you’re benefiting from finding that information much quicker when you come to a trusted service like the SBDC. It’s a great point

Curt Anderson 15:09
right? And in what’s exciting about you know, so you were on our program, believe it or not, it was over a year ago. It was like a year ago, I think right around now ish. Yeah, yeah. A little bit later.

Sarah Mailloux 15:18
It was right after I got married.

Curt Anderson 15:21
Yeah, cuz your husband I think is a music.

Sarah Mailloux 15:25
Teacher. Yeah. And our anniversary is Sunday. So

Curt Anderson 15:31
we’re perfectly happy, happy anniversary. Man. You know what? First year is the toughest nut? It’s like piece of cake from a no, Damon, what do you want? I’m just wondering, wouldn’t ya? So? It’s a cake, Sarah. So. So anyway, what I love now is when you were on board, last time you were a program director, with Temple University. And again, what I wanted to really kind of emphasize for folks are like, Okay, I’m starting to get an understanding here of this SBDC. So in Pennsylvania, amazing universities from Philadelphia, Pennsylvania, across Interstate at 15 different centers. So they have subject matter experts, who probably either were entrepreneurs themselves, have business expertise, have other areas of expertise that they bring to the table. So just like Damon saying, so even though if I’m in a manufacturer in Erie, Pennsylvania, there might be an expert in Philadelphia that can be pulled in or what have you. Right. So now that you’ve graduated in this wonderful promotion, up to the state level, talk a little bit about like, how do you see things differently? Or like, you know, what’s an overview that you see from a statewide perspective for entrepreneurs here?

Sarah Mailloux 16:35
Yeah, I mean, I’m always in awe of just how diverse our consultants are, and the work they do. Some of you might be in states that are similar, but Pennsylvania is just so diverse. I mean, you have the very large city centers in Philly and Pittsburgh, and the things that those clients need is so different from like Clarion, Pennsylvania, where there’s, you know, like one person per square mile, I mean, you’re there’s more cows and people in the county. Yeah, there’s such a difference when you look at Pennsylvania’s geography. But no matter where you go, we have people who specialize in helping clients, no matter what level they’re at, if you’re that high profile person in Philadelphia, who’s like, I want to switch from a banking career to running my own financial consulting business, or if you’re the farmer down the street, and Dubois, Pennsylvania who thinks, Okay, I want to figure out how to start selling in food markets, or how to start shipping this to grocery store, I find these partners, there’s always someone there that can assist you. And one of the things that we actually promoted more during the pandemic, which will be here to stay now, you know, this program called centers of excellence. So before the pandemic, people kind of use Zoom, you know, this is not just SPC specific, but the the world in general, yeah, had video capability and the ability to work with someone far away from you, but people did not really do it that much. I would say nine times out of 10, our consulting meetings, like where our client meets with a consultant, was in person just at their office, and then you, you know, if you lived in Clarion, then you went to Clarion SBDC. And if you lived in Erie, then you went again and SBDC. But because we’ve seen this pivot technology wise, we created these items called centers of excellence, where we basically collect subject matter experts that once again, have that economies of scale they learned, or they create specific programming together at a university. But then that service is available and promoted statewide. So for example, I was at Temple, Kurt and I worked on a couple different manufacturing theories that were centered around success in digital marketing. So digital marketing is something that temple is known for as a center of excellence. So even if you weren’t in Philly, let’s say you were in Pittsburgh, or Erie or wherever you were Scranton, you could still get services from that center of excellence and get a digital marketing expertise, and has been built up as high profile, you are more than welcome to come in person, but you’ll probably do it over zoom, and it’ll be just the same. But yeah, having that ability at the LEED office to just see all of the statewide services we have. And for me, it’s more just how can I find a way to promote more of them, because centers are completely in love with the Center of Excellence idea, and I have people applying to be a center of excellence. Like every single month, I have a center come up with a new idea. For example, versity of Pittsburgh wants to specialize in supply chain management, that, you know, getting diverse businesses in with like, the UPMC system for health and things like that. So there’s always something new coming up. And I like to keep you know, keep it interesting. So it keeps me on my toes for sure.

Curt Anderson 19:42
You have a front row seat and what’s awesome, I love what you just described and just to kind of like unpack that when you know So like you said somebody is at a rural SBDC they might have an area of expertise that maybe somebody right smack in City Center Philadelphia needs, you know, whether, you know, food market or you know something that Really no maybe at sea or you know, some type of service, have an expertise. Now that person in Philadelphia can have access, and it works both ways. And I love you know, you know, as an as I was an SBDC advisor, as you know, several years ago, and it’s sometimes it’s challenging as a consultant where you had to be a little bit of everything to everybody. But now what you’ve done with a center of excellence is like, now you’re creating like, they can really truly be that subject matter expert. And now you can quarterback and get the right client to the right person. What a powerful solution. That’s right. Very, very exciting. So let’s talk about webinars, workshops, events. Boy, I don’t know anybody that was more aggressive than you and your team at tempo, you guys, you know, just did an amazing job covering all sorts of fascinating topics, you know, talk a little bit about what would entrepreneurs out there? What would they see or expect with webinars or workshops at their local SBDC?

Sarah Mailloux 20:55
Yeah, sure. And I mean, once again, I think people have really pivoted to webinars. So I mean, you could be in New Jersey, we’ve had people on our manufacturing series with you, Kurt from like Washington, Texas, I mean, sign up, you can sign up. Obviously, we’re Pennsylvania focused, but a lot of the content. I’m universal, but it really runs the gamut we for for those of you who are in the first steps, we do run a session called first steps about five to 10 times a month. So there’s always someone there to help you if you’re in that ideation stage. But we also do like QuickBooks, we have multiple people who are QuickBooks certified. So if you’re trying to get your banking and your financial reconciliations in order, our Digital Marketing Center of Excellence at Temple puts on about 30 webinars a month just on their own. And like you had mentioned Kurt at sea, WordPress, Google Analytics, I mean, it basically covers the gamut Search Engine Optimization. We have a center of excellence for agriculture. So if you had questions around building a food stand, or what it takes to make a food truck or farming to table, how to get your items into a grocery store, we have webinars, many of them on demand, many of them live in those key areas. So we basically cover the main basics of a small business. So marketing financials, first steps, licensing HR questions, you’ll find webinars on that pretty much every month. And then because we have the centers of excellence, you get to find some of those more specialized programs as well, which is very cool. Right?

Curt Anderson 22:25
And I know, I know, we’re second wind down on time, we’ve got a hard stop, you’re coming up question that I really want to ask. You know, so COVID, do you hear about that COVID thing, sir, that happened a couple of years ago, it was like this little thing that came around? Just a little bit. Right. So, you know, everybody thrown a major, major curveball two years ago. Okay. So now, you know, boy, society just keeps changing economy jobs, this that the other thing, you know, a lot of ebb and flow. So for any entrepreneur, whether in your not in manufacturing, thank you for joining us today, if you’re an entrepreneur out there, and as Sarah is just saying, if you are new, maybe you’re a corporate warrior for the past 30 years, you’re you know, older dude like me, and all sudden thrown a curveball of like Job downsizing, or what have you, you know, could be somebody out of college, like, I don’t want a career, I want to go to entrepreneurship, you help nurture, that first time entrepreneur, can you just talk a little bit about you know, you know, you drop me a note about like emergency planning. And for COVID We don’t plan for a downsize SBDC help folks with that. That probably Yeah,

Sarah Mailloux 23:33
yeah, definitely. I mean, one thing I will say, because there’s two things, you also want to start starting a business first. Interestingly enough, believe it or not, we saw more people start businesses during the pandemic than three years prior. Maybe it was the pivot, a lot of people pivoted or in a lot of people started side hustles. I mean, because they had more. But certainly entrepreneurship did not die, because everyone was sitting at home, if anything, it just increased. So that’s something that we certainly are always focusing on, we have some metrics that were required to meet to get our funding every year and one of them is business start. So obviously, that’s always really top of mind for us, how can we help more people figure out if starting a business is the right fit, and sometimes people come to us and they realize it’s not the right fit. But you know, we want to be able to purposely walk people through that process and figure out if entrepreneurship is really the right thing for them. Do you have financials? That makes sense? Is there a target market for this? So those are the biggest things I always tell someone if they’re planning to start is, have you done any market research on you know, who was interested in this? How many people in your geographic area would buy this? And then does the financials pan out? Like what price do you have to pay to break even realizing that breakeven means you put an effort to make no money to just not lose money, you know, you have to actually have the pricing makes sense so that you make enough money for this to be worthwhile. So like I said, we have started specialists that walk through all of that with you if you’re listening to this and think thinking, oh, yeah, I probably should start considering some of that. But it seems really overwhelming. Just talk to your SBDC. Consultant, they walk you through it step by step. To your other question, though, Kurt, certainly emergency planning is something that we have been focusing on at the SBDC. And we’re actually about to launch a program here in Pennsylvania, specifically for growth clients. So, like you had mentioned at the beginning of the session, current clients that have been in business for you know, 510 plus years, who need some help with not just growing but sustaining. And that’s something that a lot of, you know, small business owners don’t think about at the beginning of their endeavor. And then it just kind of falls to the wayside as you grow and grow. Because, like I said, a small business owner has 10 hats. I mean, you’re doing so many different things, remembering to put a process in place for what happens if there’s a tornado or what happens if there’s a software breach, you know, or what happens if there’s a pandemic, I mean, those things just don’t come up in your normal day to day conversation. So we’re starting a new growth program specifically to help businesses understand the value of their business. So when you are looking at successional, resiliency, or insurance, you know, if something happens to you or your business, what is the plan that you have in place for someone to take over? Or to sell the business and still make a profit? Or what is your business even worth at the end of the day, so you can make these informed decisions? And then of course, cybersecurity is one that small business owners almost never think about. So are you password protecting? Do you have backups of your data? What would you do if someone you know, Ransom your data? How much would you pay? What can you do to make sure you’re never in that situation? Those are some of those really big picture questions that no one likes to talk about. But during the pandemic, it sure came up a lot. And so we’re just kind of, we’re going to continue that momentum. Like I said, we’re building out programming specifically to make sure that just because we kind of leave the the most emergency portion of the pandemic doesn’t mean that you should stop thinking about these really important items, because it’ll save your boat down the road if something ever were to happen.

Curt Anderson 27:00
Yeah. That was fantastic. You know, I’m so glad you shared that because now I’m panicking. No, I’m just kidding. I’m teasing. So sir, I know you have a hard stop. I want to be mindful, respectful of your time here. So first off, happy anniversary to you. Your husband. I hope Damon hopefully we’re here for like their 50th series to be invited to your 50th. Good. Yeah, I told Damon I out of the I don’t know, we might not be here for that. 1/25. We’ll be here for the 20 How’s it Yeah, there we go. All right. So Sarah, thank you for your passion, your energy. You know, a big shout out to Joanne, it’s hard, not to Joanne, tell her that she got a little love today on our program and just you know, the inspiration she is to have, you know, developed and nurtured what a wonderful professional that you are. So anybody out there, we want to wish you an amazing, incredible wonderful week, sir. Next Monday, we have a colleague of yours. We have Carl Brown, who is the director of the Yeah, he’s done the History Channel’s series of food that built America. He has a crazy wild podcast. So Carl is going to be with us next Monday. So we’re hitting SPDC this month. So guys, go out there. Stop it. Do yourself a favor, visit the SBDC where the one nearest closest to you. And so have an amazing incredible week. Damon, we have a we have a loaded week of guests on Oh, yes. Here’s a great one. Tuesday and Thursday, we have Dr. Natalie Nixon on our show Friday, Friday blockbuster so guys go out. Keep spreading your awesomeness. Have a great week. Sara, any parting thoughts? Any any words of wisdom for us to wrap up here?

Sarah Mailloux 28:41
I mean, I guess I’ll just first and foremost, say thank you for once again, having me here, it’s always a pleasure to talk with Kurt and Damon, they really bring the energy. And then of course, it’s easier for me to come with the energy as well. So I appreciate the time to share my life experience and to share the information about the SBDC. In terms of parting words of wisdom, I guess, go to your local SBDC we’re here for you. And I you know, I only advocate for things that I truly believe in, I wouldn’t work for the SBDC and work this hard to promote it and let people know that it exists if I didn’t really believe and see the tangible results every single day. So you might not even think you need something doesn’t hurt to just ask and see what advice you can get from a consultant.

Curt Anderson 29:26
Yeah. Thank you sir. Wrap up on this. I can’t underestimate overestimate write at such a young age to become the associate state director, your passion or energy energy, your expertise, your dedication to the set success of entrepreneurs is truly off the charts I have. I’ve had the honor Daymond. I’ve had the honor and privilege of watching you firsthand. So kudos to you for all that you do for entrepreneurs in a great state of Pennsylvania. We’ll end on that sir. Hang out half a second guys. Have a blessed day. And we will see you and thanks so much everyone. Thanks Damon. All right