Manufacturing Sales Growth Success

Dan Tyre  00:00

We’re not Josh.

Curt Anderson  00:02

We need to get that on recording. Dan, can

Dan Tyre  00:05

you say no, I know. Okay.

00:06

We say that again.

Dan Tyre  00:07

Okay, Donnie, you’re going to tell your best Josh Curcio story. My best Josh Kershaw story is we were doing a presentation at this inbound conference right in front of 1000s of people. And I’m like, Josh, I need a family. He’s like, What do you need? Tyre, I’m like, I need you to cold call in front of 400 people. Nothing. And then he’s like, Okay, I’m in right? And I’m like, really? And he sat on a stool, and he did it, and it was flawless. What year was that, Josh,

Joshua Curcio  00:34

I was trying to think about what year that was. I’m gonna say 2018 maybe 2017 it’s, it’s been a while, and

Dan Tyre  00:41

if you Google the entire you’ll see me sometimes dressed in a lion costume, which is both weird as well as hot. When you’re on stage, and there’s like klieg lights on here, and you’re a lion costume and had a tail and anything but Josh stole the show. It was so much fun. It was amazing. And so I’ve been indebted to him ever since. He’s a mountain biker. He’s a great digital marketing person. He He bleeds manufacturing. I don’t know what color that is, right, but he like, knows manufacturing and industrial and it’s super fun to like work with them. And I’m really excited about, does it sound like

Curt Anderson  01:13

I’m excited? You sound excited? So why don’t we do an intro, since we’re at time and everybody’s rolling in. So guys, welcome. Happy Thursday. Happy Friday Eve. Super excited to have everybody in here today. My name is Curt Anderson. What an honor and privilege today to introduce two of my dear friends. I’m going to start with my dear my good buddy, Josh Curcio. Josh with protocol 80, fierce marketer for manufacturers. That’s who Dan was just ranting and raving about. He’s a wonderful father, just a good dude all around. Josh, happy Thursday, how are you, man,

Joshua Curcio  01:44

I’m good. I’m good. How are you? Curt, thank you for having us. Thank for Purdue for for hosting us today. The Purdue MEP,

Curt Anderson  01:51

oh, we got a bunch of MEPs. We have 10 MEPs that are sponsoring us today. We have the National Tooling and Machining Association, my friends from Nebraska. MEP, so welcome to the program and do me a favor, guys, you know, if we were in person, we’d be high fiving, we’d be, you know, handing out business cards or LinkedIn and all that stuff. Drop your LinkedIn profile in the chat box, if you would, please, great opportunity to connect with some new friends. Man, Josh, you’re just saying, like, Hey, you just landed a new lead. So this is a great opportunity. Your next best customer might be right here sitting next to you. So with that being said, we have two Josh curcios. I’m going to introduce Josh Curcio number two. So this handsome devil here, Dan tire. Dan is a hubspotter, investor, keynote speaker. Wrote a wonderful, incredible book, and now, Dan, to my understanding, you were employee number what at HubSpot

Dan Tyre  02:44

six. Employee Number Six. I’m ex HubSpot. I’m the best alumnus ever, best ever, yeah, JD Sherman and Brad coffee are going down. Not that I’m competitive for anything, right? And I was there for 17 years, put in the champagne, if you’ve worked for the same company for 17 years, right? Like in any other like venue, I get zero. I bet you there’s somebody here who’s worked for the same company for 17 years. Well,

Curt Anderson  03:09

let’s find anybody 17 years?

Dan Tyre  03:12

22 years. I knew it. Donny. 22 years. All right, I owe you a breakfast,

Curt Anderson  03:15

salmon. Hey, Robert’s 20 plus. Chad Z Amazing.

Dan Tyre  03:19

Amazing. Joe. How many 2424

Curt Anderson  03:23

I was at Joe’s previous company. So okay,

Dan Tyre  03:26

Joe, you put your email in the chat pane and I’ll buy your breakfast sandwich, right? Because people do anything. Do you like breakfast sandwiches? I probably should ask for that first griddles. Yes, yeah. Okay, all right, I’m gonna send you a Starbucks gift card because it’s easy, and my executive assistant, Kira, will do assistant, Kira, will do that, but check your spam filter. It’s either from dan@dantire.com or kira@dantire.com $5.24 years. Okay, that’s unprecedented in the modern economy. Incredible. You’d think you’d like kick off somebody in those 24 years, unless you own the company. Do you own the

03:59

company? I did not. They kind of ticked me off, and that’s why I left. And then I found this gig about it, and I’ve been in this gig for about eight years now. It’s over. Okay?

Dan Tyre  04:09

That tells me you’re smart, that tells me that you’re loyal, that tells me that you can move with the times. Because one of the things we’re going to talk about today is that things in 2024 are different. Put in the chat page if you think things in 2024 are different. Yes, different, no different. As you can tell, I’m a big interactive kind of person, and I don’t want to do all the work myself. If you’re an introvert, this is going to be a very hard next 50 minutes, right? Because I will let Josh talk, because he actually knows what he’s talking about. Very different. Yeah, I know Atlanta, that’s amazing. Yes, yes. Way differences Tony, Tony come off mute and tell me how it’s different than 2024

04:46

Oh, I mean everything, especially in the manufacturing space, the way people buy, the way teams interact with their clients, it’s, it’s completely changed, I believe, since covid. Yeah,

Dan Tyre  04:57

yeah. One of the things. That I learned 17 years at pubspot is I used to know how to do things, and I became a learn it all right? And you know the know it alls people. This is way, way to do it, and that doesn’t work in the modern economy. Being a learn it all, you have to really understand the change. Josh, you’re I’ve heard you talk about this multiple times in the migration into the digital economy. Give us a couple of reasons how things have changed in 2024 and how you look at generating new business in the modern era. Yeah, you

Joshua Curcio  05:31

know, I think it’s it’s been changing, and more than ever, people are armed with their own information, like they can find whatever it is that they need, and they can research whatever it is they need. The salesperson is there to be, almost like a concierge, to help progress things along. I’m not saying salespeople don’t need to exist. They absolutely do, especially in manufacturing, when things are complex, and eventually get to that point where you need to bring that person that understands it in but the early stages of that, people are able to do that research on their own. They don’t want people necessarily stopping by the facility and just just coming in the front door. Nobody wants to engage like that anymore. It’s it’s interactive. And you know, that’s not going to stop. I don’t I don’t see that stopping in 2025, 2026 I don’t know. What do you guys think?

Dan Tyre  06:30

Or toss out any other changes that you have, you guys are on the front line, men and women on the front line. Any other things that pop to mind about post global pandemic, kind of sales and marketing or growth. Do you guys know the term schmarketing, Sanjay, come off mute and say schmarketing, come on. You know how to say it quick, quick marketing? Yeah, say, Okay, say it again.

06:58

Marketing,

Dan Tyre  06:59

okay, that’s I invented that term. That’s why I wanted Sanjay to do it. And Sanjay and I worked together for seven years and an amazing person who has an amazing software company in South Bend, Indiana. Schmarketing isn’t smart marketing, it’s sales and marketing squished together and in the old days, right? Kurt, you’ll remember this right in the old days, like marketing and sales were always each other’s throat, right? It wasn’t a good relationship, because sales always used marketing as a excuse, right? Either I didn’t have enough leads so I couldn’t hit my number, or I had too many leads that I didn’t know which ones to call. Anybody feel like that? Is that like the old version of sales and marketing? Josh, you agree. I agree. Okay. And what is it now? It’s marketing. Is sales and marketing align it just because of the reason that Josh said, put in the chat pane, what percentage of the sales process a prospect goes through before they want to talk to a salesperson? This is a very interesting statistic. Put in the champagne the percentage of sales process. It’s kind of a hard question to like ask, but the whole sales process is 100% right? Tony says 80 now everybody, you gotta lag a little bit Josh, because you’re an expert at this, and everybody’s going to put in 85 now, right? It depends a little bit on the industry. We should go in and get the manufacturing and industrial kind of thing. But it’s pretty close. It’s all the way at the end, right? Today, people want to self serve themselves, because all the information should be on the website. This is kind of an interesting story. In 2017 that was 2016 I was giving a speech in the Orange County, California. Anybody from Orange County California? Newport. Newport Beach. I think it was, anyway I was presenting to the National Association of tool and die. And it was all people like you, right? Amazing manufacturing folks who had manufacturing shops. I was trying to explain inbound and sales and marketing process, and they weren’t quite getting it. So I asked, Do you guys, do like to give like walks through your manufacturing facility and put in the chat pane if you like prospects to walk through your manufacturing facility? Yes? Facility, no. Facility. Doo. Doo. Doo. I’ll pause for 20 seconds just to see the audience reaction. Come on Robert. Let’s go. Come on. Clay, yes. Why? Robert? Come off mute and tell me why you like people to walk through your facility, and then I’m calling on you Atlanta, because you got the right answer. Come on Robert, you’re still on mute. You got to touch a little mute button unless, there we go, there we go. Why do you like people watching your facility

09:57

in our experience being a. Small family business like we are. It shows our customers how involved all of our our key employees are through every process that that we do, whether it be in the front end with laser cutting or punching in the middle of the of the departments where we’re doing all of our bending, and then the final operations in terms of hardware assembly, welding, spot welding, but it shows that we have a tight niche group of employees and the long tenure that we have and it and it shows how involved ownership and management are and how in tune we are with our employees,

Dan Tyre  10:34

amazing and Atlanta come off mute and tell us what you just put in the chat.

10:41

Absolutely, it’s a commitment to our relationship. By the time they do a tour of our plan, we’ve already had many interactions with them, but one thing that we’ve noticed as once they meet our team and walk through our place, it’s very concrete, and they know how seriously we take they can see our level of professionalism, the cleanliness of our plant. We always get compliments on that. It’s as if they expected it to be dirty and it was neat and orderly and safety focused, and they realized that we’ll care for their product, their parts, the way that we care for our facilities and our employees amazing.

Dan Tyre  11:23

So when I was giving this speech, that’s exactly what I said, Do you like people going through tours? And they go, yes. I’m like, Okay, well, you have to start that process three years before they’re ready to take the walk through. And you have to have a But Kurt asked me to not be fluffy. He goes, get right to the meat tire. We want actionable kind of things. And the first thing is, if you don’t have a call to action on your website that says, want to walk through of our facility, please contact not a Contact Us button. The Contact Us button is like something different, right? Walk through is given every Tuesday. And if you can get somebody even two years before they work with it, you so much pride Atlanta. Exactly what Rob said, right? And if you don’t know how to put a CTA, they call it a call to action. Call Josh, right? Josh is an expert on call to action. And calls to action used to be contact us today. It’s walk through our facility, right? Right? Understand a little bit about manufacturing in 2024 figure out lead times for 2025 there’s so many things that you can do that people will start that relationship, which, by the way, is the hardest thing in any sales process, especially manufacturing, because there’s a lot to choose from, right? And we try to get that, like, human process out very early. I wrote a book about that called the inbound organization, and it talks about, like, the modern sales and marketing process to grow. Yeah, one

Joshua Curcio  12:53

I love walking through and doing manufacturing facility tours. It’s like, one of my favorite things working in the manufacturing space, one of the things that’s clear, as Atlanta mentioned, like your your your plan is clean, and that’s that shows when you have a prospect walking through, you can tell manufacturers that that have everything together, that have those processes, that take pride in what they do. It really shows in that tour, to Dan’s point of adding a call to action. One of the things that we’ve seen being helpful in the lead gen perspective is, instead of the Contact Us, a lot of times we hear that manufacturers want to bring prospects in at the engineering stage as opposed to the buying stage. So if you can get them to engage with your engineering team, like do like an ask an engineer, or meet with a design engineer, or something like that. It’s a much softer ass than contact. It’s like, Hey, I’m able to meet with a design engineer that’s an expert in XYZ industry. I’m going to take advantage of that, because I know I’m designing something for that industry. Softer ask. Maybe it’s still two years down the road, but now they’re engaging earlier in the process, as opposed to talking to just a buyer.

Dan Tyre  14:11

All right, that’s brilliant, and that’s concrete. And the schmarketing kind of advice is you should have two of those calls to action on every page of your website, right if you’re blogging, put in the in the chat pane if you blog or have a YouTube channel, right blog or YouTube channel, or some way that you publish new content to your People or your prospects, or something like that. Atlanta’s nodding. Put in the chat page if you, if there’s of course, says Joshy, I know Josh is an expert in blogging. Anyway, some people say I’m not a particularly good writer, which you don’t have to be. Number two, all the questions that people ask you on a regular basis about cleanliness, about and. Years, about the size of orders, about lead times, about all of those kind of things. Those are all blog articles. The three things that you need to understand for lead times in the modern world, how to start a relationship with a tool and dive organization, the way to work with a primary manufacturer and a secondary manufacturer. They’re all things that you answer every day, and you put that in a blog article, right? You can go to Gemini or chat GPT, if you’re not a good writer, and just say, rewrite this, or put in three things, and it will write it amazing in the AI age, right? And then you put that on the blog. There’s a couple of benefits of putting new content on the blog. Josh, you’re an expert on this. What is, what is the benefit of publishing new content on a blog?

Joshua Curcio  15:43

Gosh, so many benefits. If I could name one, it’s getting more eyes on your on your brand and on your website, because the content that is going there is educational, helpful content that people are looking for. It’s my I guess, number one reason. Bunch of

Dan Tyre  15:59

benefits, though. Okay, so visibility is number one. Number two, you can curate those blog articles and put in what’s called keywords, put in the chat pane. If you know keywords, I’m assuming you all do, you may not know the term long tail. Keywords, yes, long tail, no, long tail, right? It’s important, because we want to deliver information that’s appropriate to this group. Got 25 people here or so, and long tail keywords is where it’s at. Josh, you want to explain the difference between keywords and long tail keywords.

Joshua Curcio  16:30

Yeah. So the short tail or a broad keyword might be metal stamping, very broad. Tons of metal stampers out there. But if you are a manufacturer that’s very good at metal stamping for a specific application, the metal stamping for you know, XYZ application is the long tail version of that keyword, significantly easier to rank for and be competitive online for, and it’s so much more focused to your target prospects, as opposed to just metal stamping.

Dan Tyre  17:05

Yeah, metal stamping, Ohio, metal stamping with the zip code on it, right? Somebody’s coming in from Tokyo and wants to manufacture here in the United States, has no idea who to start with, right? Those long tail keywords are only searched two or three times a month, but they’re exactly what you want, and we don’t want you to pay from Google. Is anybody from Google here? Wouldn’t be good if there was all right, we want them to get organic. You know, when you Google something, there’s the sponsored ads up top right, and then below that is the organic stuff that’s free, right? Google makes $2 billion a month in post tax profit. It’s a diamond mine in the basement. It’s the most amazing thing, because you have to auction against all the other folks who want those gifts. But the long tail keywords are more valuable than the other ones, right? Because the long tail keywords are only search for view, but they’re they’re looking for it, right? And you want to connect with those people, all right. So now, so far, we’re only 18 minutes in, but we got three important non fluff points. Number one, you have to have a CTA right? Specifically, let’s get one for your plant walkthrough, which I love, a great idea. Number two, I want multiple CTAs on every page, right? And I want them to be tricked out, not just contact us, sign up for email list, our newsletter. Those are good, but they’re not kind of exciting. Josh had some good ones. And then the blog part or a YouTube channel, right? If you’re a HubSpot user, you can actually have the blog be read to your customers. There’s now a thing called the narration, right, where it’s not my voice, which I’m sure you guys are happy about, but it’s like the blog will read it to you, welcome to the AI world. And then I want a call to action in the third paragraph of that blog article, because put in the chat pane the percentage of people who read an entire blog article. What is the percentage of people? I was just in Tel Aviv, Israel, and they asked me to speak on attention span, right, which I’m basically a nine year old, so I’m perfect to speak on attention span. Right? 3% says, Joy. Pretty close. Virtually no one finishes an entire blog article. They read the first paragraph. They go, this is interesting. I want to talk to that guy, Josh, right? If you have a little picture of Josh right, with his scruffy beard and his bald head, riding a motorbike, right, then that’s kind of human. That’s kind of interesting. You’re like, I wonder if that’s the real Josh, or that’s a Josh impersonator, right? And you’ll click on it, you’ll get that lead, right? And then the process of working with sales and marketing so that you’re being a human you’re being professional, and you do what you got, what you people do the best is like, just be nice, just be helpful. Just show people that you’re interested in working with them. And you don’t care if it’s immediate, they’d be nice if it’s immediate. And sometimes they’re like, Okay, my supplier can’t do it. Right? I need somebody now. And sometimes you’re building that relationship over time, which, like is equally important if you’re in it for long.

Joshua Curcio  20:07

One of the interesting things you mentioned there, Dan was how few people are reading through blog posts, which, you know, you might have a blog post that’s three to 500 words, but one of the strategies that we’ve seen be very effective as using pillar content. And a pillar content piece might be 5000 words, which you can imagine. Not everyone’s going to want to sit there and read a novel on a website page, but a great resource for lead gen, or a great way to drive a lead from that, is to say, hey, here’s a valuable piece of content, a ton of information for you, everything you want to know about this topic. Take it with you. I’ll send it to your email address. So having that call to action that’s like, I want this PDF version of this 5000 word thing, so I could pass it along to my engineering team, to my buying team, to my CEO, whoever it may be, great opportunity for lead gen. Because, like, I said, nobody’s going to want to sit there and read all 5000 words of a pillar, pillar strategy,

Dan Tyre  21:08

all right. Katie Smith, Katie, are you comfortable coming off mute and, like, Just say what you just put in the chat bank? Because I’m going to, like, cry. Amazing.

21:19

Yeah, for sure. So one of my clients is a metal manufacturer, and our mostly our clientele is contractors. That’s who we want to work with. So we use blogging, and we use it for multiple ways. So one of my main things that I always say is, if you’re going to create content, make sure you can use it six ways, seven ways, eight ways. Always repurpose it. So we decided we want to focus on blogging. We have a great writer, and the writer interviews our guys with all the knowledge. They do the SEO. They create really high quality blogs, and then we repurpose them. We use them for social media. Our sales team can use them for touch points when they’re talking to people you know, like you said before, people want to get so much, so much farther down the marketing journey before they even want to talk to a sales rep. So we have so much content on our website. People can browse, people can read, gain trust. So the blogs have really been one of our main anchor points. They really help with our with our advertising budget and and, you know, we use that we direct people with our ads to these very targeted blogs. So it’s been a huge success for us.

Dan Tyre  22:41

Amazing. Thank you for sharing that with the group, and that’s the way it works, right? That’s the inbound revolution that started 18 years ago and is now in full swing in the modern era. All right, we have some prepared information, which we haven’t gotten to yet, but I’m happy to do it around sales and what’s changed in the modern era. But does anybody have a question? I like to get to the Q and A thing quick. I was just in Latvia. Anybody know where Lafayette is put in the chat pane? If you know Lafayette, there’s another breakfast sandwich. If you don’t know Google, don’t be Googling it there. Josh, I saw that hand movement, right? Lafayette. Where do you know Lafayette? Lady calls me up because I want you to speak in Latvia. I’m like, where is Lafayette? She goes, it’s next to Estonia. Like, okay, that doesn’t really help, is it in the Caribbean? And she starts giggling, um, she’s like, No, it’s not in the Caribbean. It’s in Eastern Europe. No one knows where Latvia is. Oh, my goodness, you’re just like me. And anyway, it turns out it’s in Eastern Europe, right next to Russia. It’s close to azerbasian. All right. Andrea, all right. Now you’re just showing off. That’s geography baby, right there. Amazing, right? Anyway, she’s like, You have to come to Latvia. She was a lion, Josh. Josh knows what lions are. Give me your lion. Pause, Josh, come on. Oh,

Joshua Curcio  24:00

I don’t know. I

Dan Tyre  24:00

don’t know. Come on, yeah, that was weak. That was,

Joshua Curcio  24:04

I’ve never been the best at the Lion paws, really, even one, right?

Dan Tyre  24:09

Josh was an original lion. And this lady was a lion too. She was an Eastern European lion. And she’s like, You have to go to come to Riga Latvia, right? To teach everybody how to sell. I’m like, everybody. She’s like, No one in Lafayette knows how to sell. And we were talking to all these entrepreneurs. It turned out to be in a major, okay. Lance is a former teacher. It’s a former Soviet country. All right, put your the email in the chat pane, and I’ll send you a breakfast sandwich too. That’s good, right? We’re learning a little bit on everything your modern sales process. When I was there, we were went around the room. We had a entrepreneur meeting like this, and we asked people to post their biggest challenge, right? And so, Josh, let’s do one of the two things that we had prepared, and then we’ll if you have something that. You’re struggling with. You’re like, you’re thinking about all the time in the shower, or like your boss is obsessing with or you’re like, if I could only do this, just put in the chat paint and Josh and I will do a little freestyle, right? We’ll ask the group. The amazing thing in at Rigo was when people would ask me, I felt like the Wizard of Oz. I’m like, Okay, this is the way I would do it, like in the United States. But then the other like forum, the other people in the forum would cycle in and say, you know, the way I think about this, the way I think about this. So if you have something that’s, we call it, bunching you up, something that you’re obsessing about, something that you’re like, Okay, this is hard, right? Then put it in the chat pane, and we’re, we’re happy to address

Joshua Curcio  25:38

all right. Dan, can I circle back on one thing Katie said, yeah, in her comment, she was talking about content. She was talking about creating high quality, valuable content. I don’t know if everyone’s aware, but just a week ago, the 15th, Google started releasing a new core algorithm update that will roll out over several months. And that algorithm update was focused on prioritizing useful and helpful content to searchers, as opposed to content that is just there for the purposes of being created, of creating content. So Katie hit the nail on the head when she said that they focus on creating high quality content, because just content isn’t going to do anything. It’s that quality component of it that is going to drive actual results. Especially, I mean, Google’s been kind of trending in this direction historically, but with a recent update, knowing that there’s a lot of AI generated content out there and a lot of fluff. Major change.

Dan Tyre  26:45

Very important point. The thing is a blog, it’s not really when people say content all of a sudden, you think expensive or fluffy or things like that. When my blog, you go to the entire.com you’ll see I have a blog series called The three things that. And it’s all the people that ask me, Why do you like order things? And what’s the rule of three How do you start public speaking career? What do you need to do? To do X, Y and Z? How do you find a job in three steps? Those kind of thing you the people on this call answer those questions every day, right? And just by putting that out there, right? And then optimizing. And then Josh can show you how to do it. You can have people who are looking for you connect. And in 20 years of being a schmarketer, right, when I ask people, do you want to be found for people who are looking for your facility, looking for tool and die, looking for industrial manufacturers, no one’s ever said, No, that’s a stupid idea. I want to, I don’t want to get found by people, because that’s the way we buy that is one of the changes that we saw all the way back in 2007 now. This has been going on for 20 years, right? And you gotta participate. This is the risk is that you don’t start optimizing the website so that other people that’s the other question I asked. Well, if you don’t optimize your website, where do you think the people who are looking for you go and silence? People like are on mute. And I’m like, now where do you think they go? Right? And sooner or later, sometimes, after 12 minutes of silence, they’re like, they go to my competitor. I’m like, is that what you want to happen? They’re like, No, right? And this is an essential part, because we’ve already established that most people want to do the research first in the old days, right? When I started my sales career, I kind of feel like your grandfather, like in 1980 right? You had to call a salesperson to understand if you could, like, fit it in the back of your truck, if it came in purple, if you could lift it up the stairs. Now, all that has to be on your website. And if you have the call to action, we’ll walk you through the website, or you have a little video that says, This is what our thing looks like so it landed. They can see how like clean it is, and the commitment that you have a little bit of a what we call user generated content, right? This is, this is my fourth like, very strong thing that I would like, right? It’s called the HubSpot flywheel. And the flywheel is, who knows what a flywheel is? You guys are all car people. You know what flywheels are? Put in the chat pane I’m I’m dangling another breakfast sandwich like a piece of bacon in front of a Cocker Spaniel, right? What’s a flywheel? Come on, Tony, come on. Sanjay, you know what a flywheel is. What is you can come off mute and get it like without having type. Isn’t

29:33

that like the gear image that talks about the customer life cycle? Is that it is

Dan Tyre  29:37

that’s the HubSpot thing. But a regular flywheel, who knows what it’s. There we go, Alex, put your send me an email at Dan tire@gmail.com I’ll buy a $5 breakfast sandwich. It’s on the back of an engine. It drives the pistons right, and the like a flywheel in the auto context, is there’s two parts, there’s force and there’s friction. Force is how fast it goes you push the and friction is the. A sometimes you buy oil to, like, streamline it right? It works the same thing with your customers. And you always put your customers in the front of the flywheel, because Atlanta, as great as you are giving those tours, and as amazing it is when your customers talk about you, you find a customer that you’ve worked with for six projects or 16 years, or Joe something worked for you for eight years. They will say things right, that you would never say with so much more credibility, because they think, okay, you’re a principal of the company, okay? You have to say that, right? I don’t have to say that, right? I was with HubSpot for 17 years. I’m their best reference. I’ve paid for HubSpot twice in my career, they offered me a free portal. I’m like, No, I want to pay for it because it’s integral to the way we work, right? And I want to make sure that if anybody wants to understand why HubSpot technology is superior, I’m like, you want a competitive advantage? Do you want to make those CTAs? Do you want to make sure that you have the landing pages? You can do it just like this. I am not the smartest tech tool in the shed, but I can do it all right if I don’t know how to do it, like I just asked the widget in the software, and somebody will from HubSpot will come and so that user likes stories put in the champagne if you have a testimonials on your website, because this is number five, right? We have the CTAs. We have multiple CTAs on every page. We have blog Atlanta did a great job. Now the flywheel is the fifth but the important deliverable on the flywheel is, I want to hear from your customers and put in the chat page. Yes, I have customer testimonials. No customer testimonials because where was I last Salt Lake City? I was in Salt Lake City, and a guy came up and said, I love HubSpot. I’m like, Great, let’s get it on video. He’s like, Excuse me, I’m like, let’s do a video. And I pull out my phone. I’m like, I’m gonna ask you three questions. I’m one, take time. Three questions. Number one, what’s your name? He’s like, Joe. I’m like, great. Where are we? He’s like, Salt Lake City. I’m like, three. What did you just tell me about HubSpot, and then you rants for like, 90 seconds. I have that clip. I set it to HubSpot, right? And I want something like that, those three questions, right? Kim Watson, you talk to somebody, and you say, All right, what’s your name? Where are we located? Okay, what you like about my manufacturing facility, right? And then ask her to sign the release and put it on your website. And it is amazing, right? Because, first of all, she’ll be a reference for you about why she works with you, that personal kind of thing is once removed, and it really makes a huge difference of building that trust. Josh, is that what you see as well?

Joshua Curcio  32:38

Yeah, especially when it’s very related to industries you want to work with. Like, if someone in the ag industry comes to your website and sees a recognizable name on the site, or someone in the ag industry and they’re like, Oh, they’ve already done work in this space. Makes sense that I talk to them a little

Dan Tyre  32:58

bit more amazing. All right. Robert Silverman says testimonials on every page. How did you hack that out? How did you like figure that that that is important? Robert, come off mute and tell us how you did that.

33:11

We were actually just rebuilding our website, and I needed to bring it to 2024 from 2010 I think was the last time I redid it. And the one thing that I know I like doing when I’m buying something is I read reviews on everything, um, whether it’s a Google review or on a retailer’s website, on a particular product. And so I go down the rabbit holes with reviews, travel websites, everything, and thought that, you know, that probably makes a lot of sense to have some of that stuff on on our site, since we’re rebuilding it, and I’m I, as I was rebuilding it, I sent out an email to a lot of my really good customers that I have great relationships with, like just, Hey, would you guys mind we’re rebuilding our website? Would you mind throwing out a paragraph or two that we could use on on the site and they I got great responses. Um, tons of testimonials. We used most of them. We had like, two or three on each page of the website. I’m kicking myself in the butt, though, for not asking them to do it on Google and LinkedIn as well. All right?

Dan Tyre  34:23

There’s still time, right? You’re like, there’s plenty of time, and part of the flywheel is and I feel like manufacturers and industrial companies do this very, very well. Put in the chat pane if you call your customers and thank them for the business. Yes, call, no call, and I’m not calling an email. I’m gonna call it a like a breakfast sandwich certificate from Starbucks. Do you pick up the phone and call your customers? Okay? Robert says, Yes. Amazing. Who else put in the chat pane? No call. Okay, and this is one of the Dan tireisms. There’s a few of them that. I talk about all over the world. The first is, when you’re trying to solve a problem, you start with the goals and work backwards, right? I’ve been saying that now for 10 years. I don’t know how we did it before that, if you don’t know the goals, how you know if you’re close, or how you’re measured, or it’s impossible for an outside advisor to do it. Number two, if you need help, you raise your hand, right? It’s not a sign of weakness, is a sign of strength, because everything changes so quickly. You shouldn’t have to know all about those CTAs, all about the blog stuff. Josh Curcio Kurt will explain all of those kind of things, right? And if they don’t know, they’ll point you in the right direction, right? And we got some free stuff. You guys like free stuff put in the chat pan if you like free stuff, clay. You like free stuff, you look like kind of Oh yeah. I got thumbs up from clay. Kim Watson, free stuff, yep. All right, unbelievable. Whoo. Tony, okay, now I know how to stoke this crowd. Josh, you should have told me. We should have called this the free stuff jam session, right then we would have been freaking sold out. This amazing. Okay, we’ll give you some free stuff, right from HubSpot and tire Angel, happy to do it free jams. Okay, you are funny, of course, yes. The idea is, if you need help, you just raise your hand and ask and Josh, why do you like to help people so much? Why do you like giving away all this free information. Why do you do these webinars with Kurt? Why do you speak, like 20 times a year to industrial companies and manufacturer companies to stop and grow?

Joshua Curcio  36:30

I enjoy helping, enjoy, you know, doing it and being that resource. It feels good, and in the long term, some of it’s going to turn into business. You know, that’s why I think everyone’s here, is they want to grow their business and drive leads. I’m very active on the HubSpot community, and it is our, one of our top lead sources, because all I’m doing is I’m going offering free help, hoping to solve someone’s solution. In turn, some of them contact me, and in turn, some of them are great customers,

Dan Tyre  37:05

amazing. My mantra is to do the most good for the universe, right? The reason I super happy to cycle in because I have a little bit of knowledge here and want to share with folks who are apply providing employment in the United States who are like the core of our economy is manufacturing, right? And there was this whole thing for 20 years about offshoring. Now all I hear is onshoring. Now I hear everybody saying, no, no, we got to bring production back to the United States, which is amazing and exciting, right? And you’re right in that wheelhouse, right? And so it’s the greatest time to be a manufacturer, I think, in my lifetime, right? Because we have the technology now. We can understand and reduce errors, we can streamline more effectively, and just the size of the economy is ridiculous, super exciting. And so in 2018 I wrote this book called the inbound organization, and after I invented the term schmarketing, you guys like that term or not schmarketing, I know I’m obsessed. Okay, Kurt gave me the thumbs up. What do you think? Clay? Clay? Yeah, I know it’s very controversial. Some people like, okay, that’s the dopiest thing I’ve ever heard. Some people are like, Yeah, I’m a schmarketer, right? Anyway, I wrote a book about the leadership principles that I learned at HubSpot and learned through the inbound revolution. And the first thing that is the part of the the mantra of an inbound organization is you’ve got to treat people like human beings. So put in the chat pain if you treat people like human beings. It’s a little bit of a rhetorical question for this group, because I know you all do right, and like when we got the responses for the walkthroughs and helping and all that kind of thing, treating people like human beings like I feel a little sheepish that I have to remind people in 2024 that that’s a important like component. But just check out my twitter thread and you’ll see that it’s a good reminder that for the modern era. Number two is exactly what Josh said, right? We always help before we try to sell, right? And I know a lot of industrial manufacturers people feel that way, but like suggestion number six is, have a freemium offering on your website and put in the chat pane if you have something that you give away for free in exchange for somebody’s contact information on your website. Yes, freemium, no. Freemium. And Josh, give me five or six things that somebody could develop in an afternoon that would be a good freemium giveaway

Joshua Curcio  39:40

checklist of what of something that their customers need.

Dan Tyre  39:45

Yes, a planning doc, right? How planning for 2025 manufacturing lead time, kind of things which you answer all the time. Give me another example,

Joshua Curcio  39:55

uh, cons consultation with an engineer. Boom,

Dan Tyre  39:58

you just said that i. About a webinar where we get three or four people who are planning just in the educational stage, and you just do what we’re doing now. Just have this conversation about how to plan for increase or even decrease manufacturing production in 2024 just talk about near shoring just talk about constriction of supply chain, a secondary resource, all the things that you guys deal with all the time. You think everybody knows that, no one knows it, right? And so webinar is good. What’s another one? Not Josh. You know? What

Joshua Curcio  40:31

was interesting? We found this a while back. We had a manufacturing company that wanted to target specifically engineers, and we launched a premium downloadable and we, I think we started calling it like an education guide or something. What we found in talking to our customers is engineers sometimes think that they know everything already, so an engineering guide may not be that enticing. So we took the same offer and changed that to a quick reference guide, and the rate of download, the conversion rate skyrocketed, just because, simply, like, instead of trying to educate them, we’re saying this is something you can use to save yourself time,

Dan Tyre  41:21

free reference guide. I love it. And just by changing the name, that’s amazing, sunjai, do you have a freemium put in the chat page? If you have a freemium, sunjai has a great company that helps with managing payables right in South Bend, Indiana, works a lot. You work a lot with manufacturing, right? Isn’t that one of your core verticals?

41:40

Yeah, it is. And,

Dan Tyre  41:42

and what do you have a freemium offer on your website? We

41:48

on our old website. We did it on our new one. We haven’t but it was similar. Actually learned it from HubSpot, the website greater, but we had a similar thing as we do. Everyone likes to kind of see how they stack up against their peers. So ours was just kind of how great your current accounts payable process. A lot of manufacturers are doing it, very manual, but want, want to automate it. They’re really excited about automating the front end to produce more units, but then on the back end in the office, they just do things manually,

Dan Tyre  42:21

amazing, right? And I love the reference guide thing. Okay, here’s our first free offer. Sanjay just mentioned the HubSpot website, greater This is free. If you want to understand how your website stacks up, just go there, put in your website, put in your email, and HubSpot is graded 4 million websites. They provided it at no charge. It’s amazing, right? And it will give you some idea you have to like. It will give you some like, point out some of the potholes, and then you just hand it to your website, or hand it to Josh or whatever, and say, okay, fix these, right? It will help you generate more qualified leads and customers, alright? So that freemium offer is very, very important for a couple of reasons, right? You want to show people that you’ve got the big heart that we know you have. You want to make sure that you are not asking them to get married on the first date, right? You want to have multiple types of calls to action. There’s beginning of the funnel, there’s middle of the funnel, there’s end of the funnel, and you have to cover all of those to make it work. All right, so now we have freemium and, oh, I was talking about the six things for being an MDOT organization. One, be human. Two, make sure that you’re helping, not selling. Three, the riches are in the niches. And Josh, you were talking about your vertical market is explain why 2024 having a very defined vertical market is critically

Joshua Curcio  43:45

important. There’s a lot of noise out there. There’s more competition, more noise online. People want to work with organizations that work within the same space. I mean, we see it here as a manufacturer, as a marketer. Manufacturers like to work with us, because we work with manufacturers. We understand the industry. I mentioned it earlier in the reference to the Ag space, if you are familiar with how things operate, with the terminology, with the requirements of you know, whatever aerospace, automotive, pharmaceuticals, whatever the riches are in the niches. I love that, Dan, because it’s so relevant, and it helps you stand out, helps you be competitive online, and like I said, it adds value to those sales conversations in that relationship. Amazing.

Dan Tyre  44:34

I didn’t invent that. I wish I did. I’ve said it 10 million times, though. And if you’re from London, any international attendees here? I think we’re pretty focused on the United States. If you want to go to the beaches, you have to work the niches, because that’s the pronunciation over in the UK. I know. I know. I know. All right, so free stuff number two, right? We’ll give you three free kind of things, because we’re talking about that, and that is, uh. Ties into the long tail keyword, ooh. Sanjay, paying attention. I like that very, very good free stuff. Number two is HubSpot Academy. Josh, explain what HubSpot Academy

Joshua Curcio  45:10

1. It is a library of free educational resources, video led, but if you don’t like to watch videos, there’s also transcripts and downloadables of everything, certification programs for manufacturers. I love to recommend the my two favorite inbound sales and frictionless sales are the two of my favorite certification programs for manufacturing companies sales teams could use that help. All

Dan Tyre  45:38

right, Kirk, can you come off mute and explain what you just put in the chat pane, because it’s very

Curt Anderson  45:44

Dan. We do these jam sessions every month. And anybody that comes to our I don’t know Kim and some of our folks that show up, Joe Roy, Julie Warner, they hear this line from me over and over and over, niche down till it hurts, man. It hurts to turn away business, or it hurts, like stay in our lane, but the more that you stay focused and really exhaust your superpowers. And I in the other line that we use constantly, Dan, that I love, that you’re saying is we talk about, how do you out teach the competition? And so Josh and I do a lot of programs together, and just being, you know, just fiercely dedicated to being that over the top, educator, great way to build trust, like I do. You know, I think, who somebody mentioned that earlier, and a gun niche down till it hurts. And so those are two taglines that people hear frequently. And then, while I have the mic real quick, I just want to give out a shout out to some of our sponsors today. So we’ve got the Nebraska University of Nebraska MEP is here. Joe Roy, we’ve got Purdue wonderful. We’ve got the Big 10 represented today. So the MEP network, if you’re a manufacturer, you haven’t connected with your local MEP Manufacturing Extension Partnership, I strongly encourage you, Joe and Julie, if you guys want to drop your LinkedIn or drop your websites. And again, if you guys came in late, and if you haven’t done so already. Please drop your website, drop your LinkedIn. Great opportunity to connect with every everyone. Connect with Dan, connect with Josh and Dan, take it away. Man. Thank you, Mace.

Dan Tyre  47:09

Where did you learn how to niche down till it hurts? That’s it’s not traditional kind of stuff. Okay, awesome. Yeah, very good. And you can always be opportunistic, right? If somebody comes and says, no, no, I have a rush job or I really need help, like, you can take that business, but if you’re going outbound, and the way to grow and grow more quickly than industry average is to do exactly what Kurt said, you find that niche, right? If you’re selling barber supplies, you find barber shops in Arizona that have at least three chairs. And if, as long as there’s 100 people that doing that, you will get 20% because when you talk with them, you’re like, now I only talk if you have two chairs. I won’t talk with if you have three chairs. I’m ready to go right. The most successful surgeon in the United States is Tiger Woods knee surge. He only has one customer, right? And that’s Tiger Woods, right? That’s the ultimate niche you can use that occur my buddy Greg

Curt Anderson  48:07

in my so I caught the right knee guy. So that’s your we’re right on the same line, and so, my goodness, we caught so I use that line all the time. So I have a, I’ve a book myself, and I actually have a line like that. So, but with that being said, Dan, I, you know, give a shout out to Josh and the team at protocol 80. So I’ve been with these guys since 2013 and I can say these guys niche down till it hurts. And I watched them do it. And what they did is they were, you know, broad marketer. Did a little, you know, you know, we’re all starving for business, you know, hey, let’s do a website. Hey, let’s do paperclip. Let’s do this, this, this, let’s do this. And Josh, if I’m not mistaken, around 2016 you guys like, hey, Kurt, there’s this company called HubSpot, and we’re going all in on HubSpot. So I don’t do I have that story Correct? Yeah,

Joshua Curcio  48:50

I think it was 2015 was it 15? Okay, 2015 we just, we took the leap to HubSpot and decided we’re going to be the marketing company, inbound marketing agency, for manufacturers, and do the things that they either don’t want to do themselves or can’t do themselves.

Dan Tyre  49:08

Amazing. All right, so let’s review all of our specifics that we’ve talked about CTAs. We talked about multiple CPAs on every page. That’s number two, the blog content where it’s read back to you or you’re developing it, and Josh can help there. That’s number three. Number four is HubSpot flywheel, right? That includes testimonials. That’s like four a and 4b I want to make sure you have good testimonials, and they’re simple, what is your name? Where are you? Where are we standing? And what did you just tell me about our manufacturing facility? Then the sixth one is the premium offer. Let’s have make sure that when we when’s the next time you’re doing a program? Kirk, can you make everybody show their freemium offer next time?

Curt Anderson  49:54

Next month, we’ll have a we’ll have at the end of September. So yeah, a little homework assignment. I love it. Dan, don’t.

Dan Tyre  49:59

Come back until you have a freemium offer, and if you need a freemium offer, you can’t figure it out. You can talk with Josh. You talk with me. We’ll it’s not that hard, right? It’s what you do all the time. We’re just going to move the great, big hearted, empathetic kind of way that you talk with your prospects and customers online, right? Because we’re all agreeing that in 2024 85% it actually ranges from 69% in some industries to 99% right? When my wife is buying certain things, even like curated stuff, she wants to do everything online. She wants to talk to the salesperson only to understand availability and get a discount right and like, it just depends. And so she does all the research. She reads every single review which is amazing, and she wants to see that idea and information. And she’s an expert at, like, trying to, like, verify whether it’s real or not, things like that. And that’s very, very important, right for selling in the 21st century. All right, so now and I put three free things in there, Josh. Number one, I put the website grader, which is it takes 90 seconds to use that. Number two is HubSpot Academy. If any questions on that, ask Josh, right? I think, Josh, aren’t you in one or two of those lessons? Didn’t we? Yeah,

Joshua Curcio  51:19

yeah, I got to go and awkwardly be on camera, like the camera was, like, right here in my face. So one of the most awkward things I’ve ever done,

Dan Tyre  51:28

welcome to my world. And then number three, HubSpot has information for manufacturers that is a plethora of all the things that we’re talking about. And we’re happy to help all American businesses scale. If I could be of service right at the entire.com you can find my blog. I speak all over the world. I’m going to be in St Louis in October. I’m going to be back in Flagstaff, Arizona. Anybody ever been to Flagstaff Arizona? You have Kirk What were you doing in Flagstaff Arizona?

Curt Anderson  51:56

My wife and I were there 100 years ago. So my mother in law, who’s visiting right now, she lives down in Phoenix, and so we snuck up to the Flagstaff. So, yes, beautiful, beautiful area. Alright,

Dan Tyre  52:07

here’s the seventh tip, concrete tip that you might be able to earn $20 on Flagstaff, Arizona, two hours from Phoenix, is the 10th city in the United States for snowfall, right? Not Alaska, not someplace in Iowa, not some place in northern Michigan. Flagstaff Arizona, because it’s way up in the mountains, as Kurt can like verify, and smells great and it’s good and gets a lot of snow.

Curt Anderson  52:35

Well being, I live near Buffalo, so I’m probably right there with Flagstaff. So that’s we probably right. We probably rival on snowflake. So I I’m

Dan Tyre  52:44

in East Aurora on Tuesday of next week.

Joshua Curcio  52:47

East Aurora is a cool, oh, dude.

52:49

I’m like, I’m just, I’m just south of you. So amazing,

Dan Tyre  52:51

amazing my wife. I live in Phoenix, Arizona. Paradise Valley is my primary residence. And turns out, after living there for 25 years, I actually spent the summer there, because I’m on the road all the time, and I work for HubSpot at Cambridge based company, so I was always on the road, and in the global pandemic, I couldn’t go anywhere. So I’m like, It’s hot here. My wife’s like, Yeah, is that a surprise to you? I’m like, Yes, probably should have thought that through. So now we don’t spend the summer in Phoenix, Arizona, and this year we were on the East Coast, and so my beautiful wife is like, okay, got one job. I’m like, What’s that? She’s like, you gotta get the dog across the United States. I’m like, the dog across the United States, and put in the chat pane how you got a dog across the United States. You can walk with it, but it takes five years. That’s never gonna work. Any other ideas from the manufacturing folks, I know you’re not really transportation people, but I get, I bet you there’s some logistics folks, oh, Robert Silverman Durango, drive them. They’re the best co pilots. All right, so that’s funny, Robert, have you ever heard of bark air? Bark air, no, okay, bark air is a private you’ve heard of bark air, Curt,

Curt Anderson  53:56

it’s a private jet just launched, like, two months ago, right?

Dan Tyre  53:59

It did. It’s a private jet for dogs, right? What do you think it costs to send a dog from LA to Boston?

Curt Anderson  54:05

Was it three grand or something? Is it okay? Put

Dan Tyre  54:09

it in the chat page. There’s a breakfast sandwich writing on this. I don’t think anybody’s gonna get right this cup. It will. It’s a private jet for dogs, which is just flat out, 2024, right? Tony says 4k Come on, Joe, come on, Sanjay, come on. Tony. Oh, Tony, are you guessed? Come on, Clay, $1,200 $12,000 Joe. Oh, Joe. Joe, did you Google it? Right? It’s actually $20,000 round trip, 20,000 we’re in the wrong business. What are we doing? Manufacturing and industrial kind of thing. When you can fly a dog across it, I say round trip. And I’m kind of yelling at the lady. I’m like, 20 grand. Do I look like somebody’s 20 grand? She’s like, Hey, man, you called me. I’m like, Okay. And she’s like, super nice. And she’s like, when do you need to be get the dog there? I’m like, next week. She’s like, we’re sold out until October. Bark, air. Get it. It’s a great kind of thing. Anyway, the third way is to drive him. So Stinson, you should have a picture of Stinson in my backlog, and I drove across the United States. Now we gotta drive back, right? So I’m gonna be in Buffalo, East Aurora, next Tuesday, and so I know Kim Watson is going niche niche. Kim, all right, send me an email Dan tire@gmail.com and say I’m the niche lady. I’ll send you a breakfast sandwich. Actually, my assistant Cara will do it, right? But this was so much fun. Oh my goodness. Josh and Kurt, thanks so much for having me and the sponsors for putting on this program.

Curt Anderson  55:35

Thank you, Dan. What a, what a, what a gift, man. So first off, I want to give a big shout out on a huge thank you for everybody that showed up today. So thank you. Sanjay, Jamie, Robert, Kim, my friend Kim is here Tony. All you guys, thank you for taking time now, Robert, thank you for your comments. Know how busy you guys are just making, producing, manufacturing, wonderful products. You guys are truly, truly the heartbeat of our economy. We thank you. We support salute you. We applaud you. Big shout out. Thanks to our MEPs. But how about if you guys been sitting down, hanging out for the past 50 whatever minutes? How about we stand up, give a big stretch and a big round of applause, a standing ovation for Dan tire and Josh Curcio for absolutely crushing it. Plus, now we all know we’re Latvia’s So Dan, thank you, dude, this meant the world to us. We appreciate you guys. I’m going to have this on replay. We’re going to be sending us out on replay. We’re going to be putting it out on social. Any last questions before we wind down anything? And how about hey and please connect with my dear friend Josh Curcio, the team at protocol 80, we’ve been tag teaming and working with clients since 2013 these guys are absolutely amazing. We just So John, you’re going to Dan, you’re going to love this. I’m a huge live stream guy. Anybody that’s going to listen that’s like when you’re talking about content and everything you’re talking about, I’m begging manufacturers to start live streaming. We did a live stream on Monday with Josh’s team, and I intentionally, I’m experimenting with keywords. I put SEO success strategies in the headline on our LinkedIn live from Monday, within 24 hours, if everybody do a Google search for SEO success strategies, SEO success strategies, and you’re going to see a goofy, bald guy come come up. So I’m encouraging you guys video, live streaming HubSpot. These are Josh Curcio protocol, 80 great ways to start crushing SEO. So Josh, tell Holly that she’s doing amazing work. I appreciate her. Anything else in the comments here?

Dan Tyre  57:37

Here’s some upcoming content. Jamie just said, we probably have time to address but we operate in a little bit different world. Grocery products, the consumer world and B to C is a little bit different, right? But we have a lot of people who leverage inbound because you can get directly to the customer. The one that comes to mind is giant strawberries. Familiar with giant strawberries, who publish all of these strawberry recipes on their websites, they have a YouTube channel where a guy is dressed up in strawberry, like a strawberry, a fuzzy strawberry. And there’s amazing ways to drive activity around your product and then measure it through retail or out of home in ways that can tie you more close to the customer.

Curt Anderson  58:23

Another niche. Dan, right, another great niche.

Joshua Curcio  58:25

Robert, I had a question about budgets. Working with small budgets. Manufacturers usually don’t have budgets. That’s what we see. Zero budgets whatsoever. I guess my piece of advice there would be to start working away at it, chipping away at it, creating content, creating that helpful information. I would recommend creating the original content yourself, but if you’re not a great writer, using some of those AI tools that were mentioned earlier to help revise it and make it improve from a spelling, grammar, structure perspective, but that’s, that’s what I would start with.

Dan Tyre  59:06

That’s a good one, Josh, the way I look at is start with the goals that work backwards. If you can generate an extra $400,000 worth of revenue through your website in the next 12 months, right, then you should be willing to commit to at least 10 grand, right? Any buddy on this call is going to get a 10x response. Are you kidding me? And we can prove it. Right. Josh will show you all the attributions. But what is some of those blog articles we were talking about, some of those freemium content will generate hundreds of 1000s of dollars worth of business. And once you see that, right, you think you have to do it, because everybody’s doing it now. We’re not doing all this like jumping up and down, ranting and raving, just so that we can look pretty. We want more qualified opportunities. We want more customers. And in the old days, it was the sales people got all the glory. Now it’s the schmarketers who are leveraging online to really make the difference. Yeah.

Curt Anderson  1:00:00

I drop the mic. Dan, drop the mic. So guys, as we wrap up, please connect with Dan on LinkedIn. As you can tell just what a dynamic speaker, what a passionate entrepreneur. Thank you for sharing your knowledge, your expertise. Dan, this is just such a get. What a what a treasure you are, man, Josh, thank you for taking time out of your busy schedule. Share your inspiration, your passion, your experience. Guys, any other last questions before we close out? One more last round of applause for Dan the man, how about that? One more round of applause? Josh Curcio, thank you. Josh protocol, 80 guys, let’s all connect on LinkedIn. Keep spreading that, that energy, the love. Keep manufacturing. Josh, we did a little Made in USA. Should we get a little USA chant going? How about little USA? 123, ready? U S A, U S A. So there we go. Alright. Alright guys, thank you for joining us today again. Any questions? Contact Dan. Contact Josh. Reach out to me. Reach out to your local MEP, and we just wish you guys massive success. Enjoy the rest of your week.

Joshua Curcio  1:01:05

Thanks everyone.

Curt Anderson  1:01:06

Thanks. Dan, appreciate you. Man, that was awesome. Gosh,

1:01:12

that was so good. All right,

Curt Anderson  1:01:13

I’m going to stop recording.