Monday Manufacturing Motivation – with Hallie Haupt

Curt Anderson  00:02

Hi girl happy Thank God it’s Monday. Happy Monday, man. I just I don’t know if I’m gonna be able to control myself get off the touching my address like if we have called 911 Like let my wife you know, anyway, yeah, happy Monday What an absolute honor privilege Damon you’re not Diem and you have a beautiful red hair so obviously Damon’s out here today. Gal from gal now is filling in a seat for Damon basilica Gail, happy Monday. How are you?

Gail Robertson  00:35

I am great. I was out I did a Pilates class this morning. It’s beautiful outside, and I’m ready to rock and roll. And I’m super excited for this show because we’re talking about marketing and manufacturing. Whoo.

Curt Anderson  00:51

Now gal Before we introduce our amazing, incredible esteemed guest today, and I’m looking over your shoulder like I’m just so fired up. Can you like what’s what’s going on behind you there?

Gail Robertson  01:03

Well, I I had this made when I was at Pt Expo, which is a plastic technology expo show in Chicago. And so one of the things I had that there were the magnifying glass, people put their face and so people can put their face in that and I take photos and I can tag people and so I decided well I now might as well use this as my backdrop because it also has my three points sign up, suit up, show up and let’s get curious. Curious, we’re gonna do a new song for that. So I handed out little magnifying glasses, you know that people could really put in their wallet, so Oh, absolutely brilliant.

Curt Anderson  01:43

Man, we lost our guests. She’ll be back. We’ll be right back. So slide over to the other way so we can see the picture. Oh, yeah. Okay. Oh, look at that. Look, here we go.

Gail Robertson  01:57

And I know I’m gonna be a little sneak peek because this is also what I wore at the trade show. So I was on brand, not my hat. And I know Hallie is a hot person too. So yeah, it’s been it was a really you know, it’s while we’re waiting for holiday get back. Oh, here we are. Hello.

Curt Anderson  02:17

Hey, hey, get perfect timing man. Our guest is back. So gal. Thank you for joining us today. I know you’re super busy. I appreciate you phone in taking Damien’s place today. So let’s give a shout out and a big warm welcome to our dear amazing incredible guests social media extraordinaire. Hallie Haupt. Hallie, happy Monday. How are you?

Hallie Haupt  02:39

Good. How are you guys?

Curt Anderson  02:40

Man? If I was any better? I don’t know. Just wouldn’t be good. We’ve got anger in the house anger. Happy Monday. Hope you had an amazing Easter yesterday. Diane, Happy Monday to you. I know you and I are going to be connected this week. And of course, my dear friend, beloved Bonnie’s in the house today. So guys, happy Monday, join. drop a note in the chat box. We’re on YouTube live today. We’re on Twitter live. We’re on LinkedIn. And man. We’re streaming live on my website today. b2b tell that’s how excited we are Whitney’s joining us here today. Whitney Happy Monday to you hope everybody had a magnificent holiday weekend. If you were celebrating and Spring has sprung. So Haley, thank you for taking time out of your busy schedule. Like you’re just all over the place on social media. We can’t wait to hear about your secret sauce, and how your superpowers and how you’re digging in. But before we go there, I have a question for you. Gal. Here’s the question that I always love to ask in. So Haley, I sit down, I sit down for this. Okay. So my question before we dig into like you’re just crushing us on social media, you’re getting into manufacturing all these other fun things we’re going to talk about my first question for you. You’re as a millennial, when you were a little girl growing up. Who was your hero? Who was your hero as a little girl growing up? Probably my dad. Man. That’s my favorite answer being at myself. And Haley, why would first dad’s name please. His name was Brian Ryan and why was Dad Your hero?

Hallie Haupt  04:18

He was just you’d have to know him to know why. But he was just he’s just amazing. He is actually not my biological dad. But he adopted me when I was seven. So he really like stepped into the role of being a parent and never treated me differently than my sister who was just amazing, all around amazing. And he’s a smart guy too. I learned so much from him. So he’s definitely my hero.

Curt Anderson  04:40

Well, you made my day. I heard I heard a maybe if this resonates I heard this great. I was with a group one time and a woman was describing she had two fathers. She had her biological father and her adoptive father. And she said, You know, God gave me one father to put me on earth the other father was here to love And I just thought that was a such a beautiful phrase. And so that resonates with you. So a big shout out to Brian and for doing such an amazing job, building one and growing this wonderful person that we’re with today. So let’s take let’s go right into it, Haley. So you are a manufacturing COVID Baby, do I have that cracked? You do? Now when I say that, please share with everybody how and why. What does that mean that you’re manufacturing? COVID Devi, what does that mean?

Hallie Haupt  05:27

So I got into this industry, mainly because of COVID. I’ve said this on a few different podcasts, but I was at a community college before COVID shut everything down. And I was just looking for some work. I had some acquaintances in the industry who were looking for some help with their small shop and I just jumped right into it.

Curt Anderson  05:45

Awesome. So alright, so you, you read, you read a community college administration doing some different things there. COVID hits and all sudden, like you’re like, Hey, man, I’m gonna bring my superpowers to manufacturing. Talk about like, what were your thoughts? What were your expectations? What was your perception of manufacturing? Before you started that gig?

Hallie Haupt  06:05

I don’t even know what it was. Which is so weird, because I live it every single day now. But I had no idea what how intricate this industry was or the different sectors in the industry. I didn’t know what we made or anything like that. And jumping into it, it was a little scary. I remember having like flashcards with like terms on it, because I was like, I don’t know what these mean. And I would like to study them and flip them over because I was really dedicated to learning it. And it just I’ve made the jump to IQ and APR 21. And they’ve helped me tremendously grow in this space and in this industry, so I couldn’t thank them more for that.

Curt Anderson  06:40

Well, that’s phenomenal. So Happy anniversary, two years at IQ manufacturing. Hey, we’ve got some wonderful people here joining my buddy Jason Dearing’s here today. Barney and anger are dropping notes. And we’ve got Brandon here today. So guys, again, drop a note and what I encourage you welcome you invite you, you want to connect with my dear friend Gail, connect with Gail on LinkedIn, check out her website, everything she has going on. You definitely absolutely want to connect with Haley here on LinkedIn. And also check out her website IQ manufacturing. Speaking of IQ manufacturing, Haley, let’s go there. So they have a fascinating story. What a great background. So this is like you know, a lot of manufacturers gal that we encounter third generation from the 1920s 30s 40s. What have you these guys started in 2015. And they had like a little, what’s a bullfrog tennis training device what?

Hallie Haupt  07:32

It was a patent that the two so our CEO and our CO created this tennis training device. And that’s kind of where IQ came from. They started building this and really like taking that further. And then they’ve realized that IQ just the potential was way beyond that. And that’s how the company started was just from that small training device.

Curt Anderson  07:53

Well, what a fascinating story in it. So guys, if you check out IQ manufacturing, check out the website, you’ll read the it’s a fascinating background. And they started in a pole barn. And just you know, I love that’s a great thing about manufacturing get like we have all these guests and like, you know, I started we had somebody on a few weeks ago, they started out of a trunk. You know, they started out of a garage, they started out they didn’t have a gradually started their neighbor’s garage. And so these guys, I think it was Brian, or I’m sorry, Chris and Kelly are the founders. So I have that correct? Yep. And started at a pole barn. And now you guys are in a 30,000 square foot facility. Right? I mean, can you just talk about like, you know, kind of the history background, and then we’ll we’ll lead up to like you joining the team.

Hallie Haupt  08:33

Yeah, so in 2015, they started in a 600 square feet corner of a pole barn. A couple years after that, they were able to purchase a few more machines, they needed more room, they moved down the street from where we are now in a 3000 square foot facility. And then in like a couple of years after that they moved here and we’ve just been growing like crazy, adding new machines, adding new staff. It’s insane. It’s, it’s amazing to be a small part of the growth as well. So it’s really cool to see that.

Curt Anderson  09:05

Well. That is awesome. So that lets lead up to 2021. So you come on board. And I know Gail, feel free to chime in because I know we’re super excited to hit this part of the question here. So social media IQ prior to Haley, what did that look like?

Hallie Haupt  09:20

They definitely had a bit of a social presence. Our CEO really took that over when before I was here. And he was doing a lot of that when the company first started. But as they started ramping up and growing, that kind of stuff gets put on the backburner, especially when you’re still a small team. So when I was brought on, we were really able to grow that and bring that up and the CEO and the CEO have still helped me with it too. So it’s not like they’re completely far away from that department, but they just they have someone here to help run that.

Curt Anderson  09:48

Right. And I know Gail you you know we’ve talked about this numerous times where you know, clients that you’ve worked with CEOs like you know, eagerly desperately they want to do it, but man, it’s just it’s hard to find the time it’s hard to make Get a priority. Get like, what do you seen as far as like, CEOs and companies?

Gail Robertson  10:04

Well, I think what, Holly, it’s a really good example of why you know, marketing is so important, right? Because sometimes owners and other people in that company can do some of the work. But maybe you could talk a little bit how they vote what? What are some of the things that you find have, since you’ve come on board has helped make the biggest change? What would you? And I know often? I know, I know, part of the answer this, but I’d like to hear it from you. Because coming in new, I mean, what takes the time to can you talk a little bit about that process for manufacturers out there listening going? Do I need to have somebody manufacturing?

Hallie Haupt  10:40

Yes, no, I agree. I think that realizing that it is a huge time commitment, like social media isn’t just like a thing that you can just post and like, shove it to the side, like, it is a time commitment. If you want to make content that people are enjoying seeing, you have to dive into more areas of what marketing entails like video and photos. So whereas our CEO had small times, or small amount of time to do that, and he was just posting like photos and stuff, where I come in, and I’m able to take, like, alleviate those duties from him and be like, Hey, let’s do this instead. And I’m the one who does it, and then post it and gets, you know, all that stuff up there. So it’s definitely a time commitment. And if you are the owner of a business, I definitely recommend getting someone on board to help you with it. Because it’s it’s a lot to do by yourself.

Curt Anderson  11:27

Yeah, I love and what’s great, I, what you just said was just perfect. What can I pull off your plate, like so you’re the executor in a good kind of way, not the bad kind of way, the executor of social media. So you kind of you’ve got the subject matter experts, you’ve got Kelly, Brian, rest of your team, I believe you’re over 20 strong now, which is just such an inspirational story going from, you know, from zero and 2015 to 30,000 square feet. And what you guys are doing today is just nothing short of just miraculous just what an inspiration. That’s why we love manufacturing. But what’s great is that they had the the wherewithal, the the understanding, like I can’t do this alone. And so let’s pull on some help talk a little bit about like, their commitment to hiring somebody and getting you on board to do these tasks, you know, because it’s a lot of manufacturers, not only do they not make it a priority, that it’s not gonna be a priority for the company, but just talking about like how from a leadership standpoint, and how they really bought into social media, and why they see the value in it.

Gail Robertson  12:34

Frozen on us? Yep.

Curt Anderson  12:40

It’s frozen. Gail, how about,

Gail Robertson  12:42

I’ll jump in here? Well, what I’ve experienced I know, and I’ll until Holly can can give her perspective, I think it’s a matter of, you know, it is a matter of commitment. So you first have to decide that, you know, you want to grow. And, you know, I talk a lot about curiosity. And I know in manufacturing, I mean, manufacturing is all about innovation, right? So this company, I’m not surprised that they started out, you know, the way they did, and then realized that if they were going to continue to grow, they needed to bring in that manufacturing, or the marketing aspects. So this really is a great story of, you know, don’t be the best kept secret as well, Kurt, right. Because a lot of times companies just yeah, they get excited. And, and when Holly comes back, I’d like to ask her about you know, what some of her insights around what she’s learned, because when you bring in someone that doesn’t have necessarily a manufacturing background, much like what I bring to the table, as well as that, you you learn a lot and then you realize, okay, the because when you’re too close to a story, you can’t see the value of and I think Listen, Holly, obviously she’s excited about this story. And then that carries over to the work she’s doing. So.

Curt Anderson  14:01

Yeah, I love that. And actually, I know you’re a huge biker. I was thinking of you. I want to wait a little little trip with my cyclists. Let’s get touch. Yeah, good point. Not a biker, not on your Harley,

Gail Robertson  14:12

although I could be a biker. And I’d be a biker, right.

Curt Anderson  14:15

But you’re I know you’re an avid cyclist. So I was waiting with my family last week and riding a bike and this guy had a fascinating business. He’s, it’s a mobile bikes, like he just he shows up at your place with a bike, he drops it often leaves it in the sky was so fascinating what he shared to me. He goes, You know what he goes, it’s all about customer service and human behavior. He goes, the fact that I’m running bikes is basically secondary. And I was so not smitten, but I get Yeah, I was smitten, I was so smitten by talking to this guy. Get an understanding. So like, it doesn’t matter if you’re manufacturing. You know, you had a bed and breakfast, your journalist background. It’s just It’s understanding customer service and human behavior. And so whether you’re on a CNC machine, you’re you’re manufacturing circuit boards, plastic injection molding, whatever it is. That’s almost secondary. It’s just like that commitment to your customer. And just getting that message out there are repetitive. And you know, in let’s talk about your signups suit up and show up. You know, with COVID, we couldn’t physically do these things, but you could absolutely do these things online and eight, we got Hayley back.

Gail Robertson  15:23

It’s been life changing doing during COVID. For me, it has made such a difference if you can, if you can do that. Welcome back. Cali. Yes. You know what, hey, you know what, you know, what I love about live is that it’s always exciting. And Kurt knows, if anything goes like that. I always have something to say, right? Am I not gonna run out?

Curt Anderson  15:45

You know what, I had no ounce of like, concern, other than we want to maximize our time with you. So Haley, what how we left off was I asked, Could you dig into like the commitment for Brian and Kelly, have, you know, it’s very easy for manufacturer were in the past, like, they didn’t have to have marketing, they went to a trade show, they jumped in a car, they did, you know, knock on doors, you know, kind of boots on the street, kind of sales initiative. Marketing traditionally has not been always on the front of mind for manufacturers, especially if you’re not selling direct to consumers. Talk a little bit about their commitment to like seeing the value in marketing and like pulling you on board, and just really making the commitment to like maximizing your superpowers.

Hallie Haupt  16:29

Yeah, so I actually got hired him to be an administrative assistant. And once they kind of like realized that we could take marketing to another level, they have been totally awesome. Chris does, Chris, our chief operating officer helps me a lot with it. The thing I like about them is they’ll let me they continue to push me to grow in this area. Like the marketing, they want me to grow, they want me to keep doing it. And they will also invest in it as well, which is something that not many companies will do, which I love. So they’re definitely like, my number one supporters in this area of the company. So I love I love being able to work underneath them.

Curt Anderson  17:08

Okay, that’s wonderful. So let’s dig into now, when you went to college, and your background, so and so forth. Did you know like, were you a little girl growing up? And Brian was your hero? Was it on your mind, like, hey, I really, I have a knack here I have a God given talent to really be a social media extraordinaire, when did like kind of this marketing buzz hit you.

Hallie Haupt  17:31

I had no idea that this is what I was gonna do. Like I tell people all the time, like I never saw myself here in this industry at all, how that I am. I’m never leaving. But um, I think I did a little bit. So I also have a side job photography. So it’s some marketing for that, you know, so I kind of like, was a little bit self taught and then learn some stuff in college. But when I got here, it just kind of blew up. I was like, I love this. I don’t want to stop doing it. I want to keep growing in IT and marketing. I just like being here.

Curt Anderson  18:02

Man, you’re just completely hooked. Alright, so we’re gonna talk about this a little later in the program about you know, we were talking before about you know, millennials and manufacturing women and manufacturing, just you know, I find both you just so inspiring, and found what the work that you guys are doing. But Haley, so you know, not really coming from like a deep, rich marketing background. I admire and respect what you’re doing. Even like, Girl I had high expectations for this interview. Like she’s already like, just completely blown them up. Because like, it’s not like, oh, well, I grew up in marketing, and you know, my background, so it’s over. Like, this has really been kind of like, learning on the fly. Is that Is that correct? Haley?

Hallie Haupt  18:38

Yeah, basically, I mean, like, I went to school, and I was in media and communications in college. So I learned a little bit of it. If it was more like the making the graphics and stuff like the graphic design portion of it, so I took one marketing class out of my four years. So yeah, a lot of it was self taught.

Curt Anderson  18:54

Well, all right, we’re gonna dig into a masterclass. And I see like, the chat box is on fire gallon, if there’s any comments that you want to like, dig into.

Gail Robertson  19:02

I love what I know, Whitney said one that I think is really important. Well, she says social media takes so much time people don’t realize it. Don’t just expect to have an intern to do it. That is so key. A lot of people think, oh, you know, it’s not. And I know, that’s one of the issues. It takes so much time to do the research. Holly with photography, that’s important, too. And yeah, if you don’t have leadership is really difficult. Yes, that yes, that is, and that’s where there’s a later question, which we can talk about, too. We’ll get to that. I think it was someone asked. You know, what are some tips to get the buy in? Yeah, right. Kurt? Maybe before? I mean, there’s Yeah, so many great comments are coming in here. Keep

Curt Anderson  19:48

keep definitely keep them coming. So let’s go. So Haley, you kind of you were as we were talking, I had the honor and privilege you and I met a few weeks ago. And so we were talking before we went live you have a six prong approach. to your econ, or to your social media strategy. And so everybody, I encourage you put away your phone unless you’re going to take notes, grab your pen or get your fingers ready on the keyboard because like, this is gonna be a masterclass, with the social media extraordinaire here, Halle hopped, Haley, go ahead, let’s go, let’s dig into like your six prong approach on like how you really been attacking social media? Marketing 101

Hallie Haupt  20:23

No, I’m just gonna marketing one

Curt Anderson  20:25

on one, you’re right. Um,

Hallie Haupt  20:27

so just to dive into it, some key things that I always give to anyone who’s looking to grow their social media presence, or their marketing departments in their company is defining your target audience. This is huge. You want to know what audience you’re speaking to on every social platform, and be able to create content that resonates with them, if that makes sense. And I always say this, but the people that you’re speaking to your target audience on Twitter isn’t going to be the same as your target audience on Instagram, and vice versa, and so on. So I think it’s really important to use like those analytics that are available to you to pinpoint who your target audience is, so that you can say, hey, I need to be talking to the machinist and create content that they’re going to relate to. And here, I’m going to be talking to the business owner. So I need to create something more professional that they’re going to relate to. And it goes on all platforms across the board.

Curt Anderson  21:26

Okay, all right. So there’s my job number one was Know Your Customer inside and out, man, you want to know what they had for breakfast today, you want to know that they have two and a half kids, they have a picket fence out front, and you want to know everything about them. So Haley, let’s dig into that. So IQ, you know, as a manufacturer, you know, gallon through Daymond. I, we call them those ideal customers soulmates mean, like you want to know that soulmate, like you’re going on a date and just treating them that respect and like how can you make their life better? How can what value bringing? So Haley talked about? Like, how, how did you start resonating with your ideal customers with your social strategy through IQ.

Hallie Haupt  22:05

So like I mentioned analytics a couple minutes ago, but I really use those analytics that social media provides to you to figure out who the the demographic of people that I was talking to. And when I first started doing marketing, it’s not like a snap your finger and it’s gonna be like, blow up, and people are gonna be interacting with stuff and contact your business and stuff like that. But it takes a little bit of patience to get that going and learning who that audience is. And it took me honestly a good eight to nine months to be able to actually learn who that was, and what content was resonating with them. So I like to every week do, like four of my posts will be company related. And a lot of people love seeing that stuff. And then like the other two posts that I’ll do throughout the week are a little bit not too personal. But I’ll go into like, oh, I have a dog, or hey, I did this this weekend. And like people are like, Oh, she she’s a person, she does think she’s not in the shop all the time. So I think people really resonate with the fact that, hey, we do things. We have family, we have spouses, we have kids, you know, stuff like that. So I think that really helps, like pushes that and people like seeing that, like some of the best posts I’ve gotten, like interactions on are the ones with my dog, like,

Curt Anderson  23:19

Well, I’m a big dog lover. So I know I’m always hitting like on your work. I know he’s, he’s snoring somewhere near the room right now. So, okay, so know that I do a customer and that’s just going to make your life so much easier. So get out, you know, when I do train with Wesleyan, Grier, you know, my dear friend, she always loves a preach when you try to be everything to everybody, what are you? Nothing and no one? Nothing to no one. And here’s where I want to I want to differentiate, differentiate the confusion, because sometimes I’ll get pushback on that. And I will respect that. But we’re talking about marketing, not that you can’t service a wide range of customers. But it’s from a marketing standpoint, if you try to be everything to everybody, you end up becoming nothing to no one. Haley, I have this is more for myself. I live with curiosity, what were some posts, or maybe some things that you that, you know, what you thought might do? Well, that really didn’t resonate? And then how did you kind of strike the chord with the ones that did start doing well did that.

Hallie Haupt  24:17

So there were there was this, I also follow the trends sometimes to see what my audience likes to see and doesn’t like to see. So there was a trend a while back where they were using all of the LinkedIn like reactions, and he posted them. I don’t know if you guys know what I’m talking about, but they would be like react to this with what you agree with. And my, the audience we had was not reacting to that much. So I was like, Okay, I did like three or four of them. And I was like, alright, people don’t really like seeing this. So maybe I’ll just take it out and try something different. Yeah.

Gail Robertson  24:48

I find that to sometimes with polls. I’ve heard some feedback, some people manufacturing, they don’t like the poll. So it’s a and I think it depends on the poll, and sometimes it’s you Yeah, it’s but you know, what’s really interesting Kurt has talked about is that kind of trial and error not being afraid to try that and dip your toe in and like most people, you know, you’re gonna not everything’s gonna be perfect, it’s gonna you’re gonna drop a ball. And I think that’s what I’m hearing with Holly is that she’s willing to take some of those chances and try some things. And, you know, I always say, what’s the worst is going to happen? If you post something, and I’ve done it, I’ve posted things ago, but didn’t do go very well. And but then I find out, then there’s another thing I post and it’s like, wow, why I do a video is just off the cuff and that perform really well. So

Curt Anderson  25:39

Alright, perfect. So know your customer. And then number two, I believe we were talking about like content strategy. So you know, again, we do there’s a lot of different manufacturers out there, you know, plastic injection molding, could be circuit board manufacturer, wherever they’re at, you know, are they targeting engineers? Are they targeting somebody in purchasing? Are they targeting? Are they going direct to the end user? So Haley, from your perspective, now that you had a deep dive understanding, like, okay, now I know who my audience is? How did you attack that content strategy? Like what we’re like you broke out your week a little bit? But like, what are some certain things that that I want to know about IQ? Or what were some things like education pieces, or like, Let’s go deep there, and like some of the different posts that you that you felt actually did real well?

Hallie Haupt  26:24

Yeah. So lately, we’ve been doing a lot of videos here at IQ. So we’ve been doing, like interview type things with our apprentices. And the apprentices interviews really help because a lot of people don’t know that we have an apprenticeship. So getting that content out there as part of a strategy to not only push the apprenticeship that we have, but also let people know, hey, we have a formal apprenticeship. And these apprentices are here working. And this is what they think about it. And this is how much they like it. And this is where they see themselves going. So stuff like that. And having that strategy and knowing what your customers or your audience likes to see really helps. And also the frequency of your posts and can help you a lot to like, I’ve been posting every single day since I started here. And thoughts thirsting, but I’ve been doing it and people come back and they see they want to know like how you’re doing. Like if you post something one day, they want to know how you’re doing this day, or we have posted like a video of something we’ve done in our shop and somebody will come back to see what the end result of that is. So like that strategy and how you’re posting it and how you’re dividing up that content can really help you in a lot of ways.

Curt Anderson  27:30

Okay, that’s that’s minimum, Mike dropped number two there, Gal. So there’s so much to unpack and what she just said, I have like five things that I know, I’m going to remember I’m going to forget four of them. But she just mentioned consistency. Yes, that is so important. Number one, number two, you mentioned, hey, we have an apprenticeship. And so this is what I want to talk about Haley is not only when we talk about that ideal customer that soulmate has Daymond I always like to refer to them. your soulmate. It’s not just a customer, right? It’s teammates, right? It’s recruiting and so so many manufacturers that you know, that gal that we’ve encountered were like, oh, man, I couldn’t do social media. I couldn’t take on another order. If I had to. I’m like, Oh, well, are you at capacity? Yeah, I need staff. Well, what do you think people are doing? They’re gonna go to your website, they’re going to your social, can I work for these people? Do I like do I fit? Is this a good culture? So Haley, let’s, let’s talk about I love I try not to do this, but I’m gonna throw two things at once. More by consistency factor number one. And number two, how important it is from a recruiting side? Let’s start with the consistency. How important has that been for you on that consistency side.

Hallie Haupt  28:39

So I think that it’s a win, honestly. But for me personally, like I said, previously, it took me eight to nine months to be able to create a brand where people were actually interacting with us. And I started out doing stuff on my page first. And then when I got built up and got that frequency of posting every day and had people coming back, I started to dive more into the company stuff. And that has kind of trickled over slowly but surely, but it’s it posting every day, people come back and see you they know who you are, they know that like I said, you have a dog, they know that you work for a company, they they’re constantly seeing your face, and they’re more apt to follow you because they’re interested in what you’re doing. So the consistency is, it’s it’s insane. Like I could post three days a week if I wanted to, but why not post the full the full five days a week? Let people see what we’re doing? No.

Curt Anderson  29:28

Right, man, I just I love that. Okay, so let’s talk about for the manufacturer out there, where maybe they’re like, Well, you know, I’m at capacity. I’m not really aggressively looking for customers right now. Share how important that is to have a good social, we call it web pression. How do you make a great first impression, doesn’t matter if it’s a customer, doesn’t matter if it’s a new teammate, talk about like how important that is, from your perspective and for your generation. That’s coming into the workforce.

Hallie Haupt  29:54

I think it’s really funny that you said that someone was like, I can’t take another job like Blink Then is the like, we’re only getting jobs from LinkedIn, the primary reason this site was created was to grab people and hire them. And we’ve gotten plenty of people here working for us, for us, because they’ve seen our stuff on social media, or they’ve reached, hey, I want you guys because of our social media. So I mean, you can go on and deed and you’ll find our job listings and stuff. But a lot of people have come here because they see me or SEO, on videos or on YouTube and stuff like that. So it’s not just getting work, it’s getting your staff, your staff is on all these social sites just as much as your customers are. Yeah,

Gail Robertson  30:35

and Kurt, one thing to add to that, too, is that Google likes LinkedIn. So if you’re Googling a company name, your LinkedIn content comes up, just like for individuals wealth, as well. So I think that’s also just to add in there for any manufacturer out there listening that go, Oh, I’m not ready to hire someone, or I can’t do it every day is that one of the things I encourage is just start somewhere and be consistent, but obviously, IQ with having you on board all you’re able to do that every day, which is, you know, very commendable that you’ve stuck with it too, because a lot of people start out, you know, on everyday and then they just can’t keep up right? So that’s another consistency is so key.

Curt Anderson  31:17

Oh, yeah. So Alright, so let’s go here and again, Gal, I just, man, I love that background you got going because I just I think this is so relevant, signing up, suiting up and showing up and on your online presence. Right? So Haley, let’s go here. So you know, you’re, you know, you’re a millennial, you come in, you know, you, you’re like, I’m going to have a career at a community college, maybe like, you know, have a great career. And, you know, it’s a great place of work as in a university or a college setting, you end up at manufacturing, when you decided to go into social work. How did you decide what platforms in talking about your LinkedIn journey? You know, like, a lot of times, you know, I worked at a community college years ago, and like, all the students were like, current LinkedIn is for old guys. Or like when I when I worked with millennials, you know, like, manufacturers are like, you know, oh, that’s for a job, or that’s for old guys like you, Kurt. I’ve become an uncle Kurt Haley, by the way. Oh, but you know, how did you decide what platforms and then talk about your personal LinkedIn journey on like, how you’ve just gone all in?

Hallie Haupt  32:18

Yeah. So I don’t know. Specifically, why LinkedIn, we chose that one. I don’t, I couldn’t really tell you. But I know that I remember thinking a lot of people in the manufacturing industry are here on LinkedIn, which is to me, but there’s so many shop owners, or machinists or programmers, they’re all on this application. And my journey specifically, I started out with 300 followers, or connections, or whatever we’re calling it. And we’re here with almost 15, or no, almost 16. Yeah, so the journey has been wild. But there are a lot of people out there that support all of us, even us three here. They’re just they want to see our content. They want to see these LinkedIn lives of these podcasts. And they want to see us talk and give tips and the growth for so many people in these in in the industry doing like the same things we do is insane. Like there’s so many of us here on this application. And the journey on LinkedIn is crazy.

Curt Anderson  33:13

Okay, absolutely love it. I know like I’m like not even paying attention to time. I think we’re over the top of the hour. We’re going to keep the rollin Haley’s. But if you just join us from a previous meeting, we are here with Haley hopped from IQ manufacturing. This is a social media masterclass. If you miss anything, but I encourage you, I invite you, I implore you hit the rewind button. Or if you’re out on a walk, walking the dog or whatever you’re doing later, you definitely want to catch the wisdom. Brilliant. So Haley is sharing with us today. So Haley, we have a six prong approach we’re talking about Know Your Customer inside and out know that target is you said, the content strategy you’ve shared a lot of visual isn’t your number three step if I have that correct, let’s go there. What have you found tips advice, what’s worked for you? Why do we need to be visual as manufacturers on our social strategy?

Hallie Haupt  34:01

So I would say the visual feeling content you put out is gonna drive more people to your pages. Of course, you’re gonna get those like iPhone or Android photos, but like the low quality images are the ones that people are just quickly scrolling past. If you have like a photo that was taken by someone at a trade show or something like that. People are more apt to be like, Oh, what is this? Where was this hat who took it and stuff like that. And I’ll create even like little fun graphics for our IQ company page on LinkedIn. And people like to stop and look at those. So it’s like something that’s gonna grab the attention of someone, you know, like, like we post dogs, I keep going back to the dogs. Post them and it’s visually appealing content. When when you post like photos of your parts, which we can’t do because of our requirements for our certifications. But we’ve posted a few videos of like, our vices in our machines, people like seeing that stuff. It’s the stuff that’s going to attract them to your page, and it’s very important.

Curt Anderson  34:57

I love that and gout. You are Are you a little bit on the introverted side? Aren’t you just a little? Quiet? Right? So you guys follow gal, you I, you know, I have a little envy, I have to admit, I know that like we shouldn’t carry envy but gal you’ve been like all over the place past few months. And I have you and I have yet to meet in person. I’m like, that is just shameful. But you know, you are at trade shows you’ve been, I think you were a part of a great mastermind recently. But I know you do a lot of posting and you are with your clients, what’s your experience been? And as far as like those visuals as Haley’s describing,

Gail Robertson  35:32

you know, visual, it is really important. And I would say it’s a balance, right? You can’t only have visually appealing without the content behind it. And that’s one thing we’re hearing from Holly is that that balance right? Now I had this this behind me the the pop up board was done. You know, I had a designer, I pay a designer to do this, I sometimes have I do Canva once in awhile, vary a little bit, or I’ll get someone else to help Canada because Canada is also the worst, you know, remember that while I’m current you I remember this member when clipart first came out, everybody started using clipart for over the news. Right? So I think, you know, it’s that balance. And what I’m really liking hearing from Holly is that, you know, there’s it’s not only one thing, she has a good mix, and for I want to say this as a young person getting into marketing, Holly, you’re you’re on your way. I know that because I come from a journalism background, right. So a lot about content and, and, you know, written word, but it’s evolving. And it’s really important that you keep up with the times, and at the same time, you still need good content, because it doesn’t matter how visually appealing or whether using video print if you don’t have that content. And so I like the steps the target audience the content strategy visually appealing. And next, my our other favorite topic, Kurt, which is how we met the C word of

Curt Anderson  36:58

collaborate

Gail Robertson  37:00

raesha I love that’s one of my favorite words. So and I love how this all sort of just goes from one end to the next. Because once you have that foundation, so over to you, Holly to talk about collaboration.

Hallie Haupt  37:15

So collaborating with other content creators and brands in this industry has also helped us a lot here at IQ. And not only is it helping us, it’s also helping the people that we’re partnering with which it’s a win win for everyone in this situation. So I’ve connected with like Eddie Saunders was here a week ago, or Tony Gunn was out here last year. And we I’m talking to Jacob Sanchez, if you guys know him, he’s and we’ve had partnerships with a bunch of companies like we have one with Aero X technologies. We’ve got one of their myths, collectors on our machines out there. So we did some content for them that helps to drive traffic to our sites and our socials and theirs as well. And we have one currently with adaptdx Mine by Nordgren. It’s our vice from the company that Eddie’s working at, and we do content stuff. It’s not it’s not it’s a win win for everyone. Like I said, Everybody’s something from it. You’re gaining new audience from this company, and they’re gaining it from us as well. So that can help everybody grow, not just one company.

Curt Anderson  38:14

Absolutely love this. And so let’s that I’m going to take it one step further. Okay, so let’s say there’s a manufacturer out there, they’re like, Man, this sounds awesome. I’m new to this, how do I start? So go back to where you were two years ago or a year ago, when it’s collaboration, like, Hey, I think I’ve kind of like found the golden key here of some, you know, networking opportunity. Gail, you’re the master of this, you know, so help give some advice, some suggestions of folks like, how do you start that collaboration process?

Hallie Haupt  38:45

So definitely reaching out to them? First and foremost, like the no one, no one in this industry has ever been mean to me. So it’s like eating out, you’re, you’re fine. Just reach out. But I’ve connected with so many of these people from going to trade shows. So getting out there and meeting people and going to see your customers or meeting these other content creators. It’s, it’s insane. And it’s so beneficial. And there are shops out there that are like, Why would I go to this it’s a waste of time. It’s it’s really not. It’s a networking opportunity. You’re gaining relationships, you’re meeting new customers, it’s, it’s amazing. And that’s where I’ve gotten a lot of these, like, people that come in here or we’ve had people partnering with us because we’ve met them at trade shows and we know who they are and then they want to come out here and see us. So definitely getting out there in the field and seeing the stuff and attending the shows is going to be beneficial.

Gail Robertson  39:35

And I just want to add into that group because this is so key when people are saying trade shows don’t work. Networking events don’t work. It’s all this is where marketing is. That’s the magic. You know sauce the magic ingredient is if you’re not doing the legwork before, during and after a tradeshow and event, a camp gain. And I’ve seen this happen where people say, Oh, we spent all this money, we didn’t get anything we didn’t. But they, they show up at the trade shows, and they spend all this money. And they only focus on who’s walking by their booth for those 123 days. And if you do that, that is there is money that’s just flying out the window that you’re missing, because it’s really key. And I think this is something that Holly that you’re doing with your company, and you get that. So I just wanted to make that point for anybody listening. That’s like, oh, wait a minute, she said trade shows work.

Hallie Haupt  40:34

But I was at IMTS. Last September 1 time going, by the way, it was amazing. I spent one entire day just going and meeting up with other people in the industry. So you’re meeting people, it works, guys, it works.

Gail Robertson  40:48

And Whitney gave you a preach or two, I think it was about marketing and recruiting and retention. And I’m actually going to be giving a talk at the end of the month on how social media can help with sales, recruiting and retention because people don’t realize, especially manufacturing. So Kurt, I’m going to take a clip from the show and use that as part of the promo because that is a missed opportunity that it really is so important because people are searching you people are looking and people want to see, you know, activities. What are you doing? What’s your story? So yeah,

Curt Anderson  41:25

okay, rich girl, as a repeat offender on the program, you know, so not so Haley, not only do we have mic drop moments, we have moments of silence. And so right now we’re going to take a little moment of silence Just to kind of like savor. Oh, my God, you guys just, he’s just trapped so much value right there. Let’s recap that for one second, guys. Listen to what Haley just said like she’s getting out there. And if you don’t know some of the names that you know, maybe you’re like, hey, who’s Eddie Saunders. And Jacob said Sanchez. You know, these are just great, high integrity, passionate folks that are just so crazy passionate about manufacturing. And these guys are just all stars. And so Hayley, you’re pulling again, through collaboration is what we’re talking about here collaboration, you’re bridging the digital strategy with the in person, like I’m getting chills just up. Okay. Drop them like number four, we just want to savor that. So okay, we’re on number four, we’re gonna move on to analytics, then move on to analytics. So know your customer, the content strategy, we talked about having a visual appealing, collaborating, man, we that that could have been a program in itself. Now let’s talk about analytics, please.

Hallie Haupt  42:44

So analytics, I was not against it. But I didn’t think that it was valuable at all for the longest time. And now I look at it, that’s something I track like, weekly, monthly, yearly, like, if you’re not using the analytics that these social sites are providing to you, you’re also missing out in that area as well, like LinkedIn, if you look at your analytics on like a personal page, it’ll tell you, who’s viewing your page, what companies are viewing your content more what the seniority is, like, it’s, that’s a way to help you find out who your audiences as well. And then Instagram, for instance, will tell you, at what point in the day your followers are more active. And that’s when you’re gonna get more viewership. So it’s like, if you’re not using these analytics, it’s insane. And even like, for our website, Google Analytics will tell you what social media sites that people are coming to your site from. So it’s like, it’s insane. It gives you a whole, like, list of everything on how you should be, and it gives you insight on how you should be marketing to other people.

Gail Robertson  43:45

Well, you know, I was just gonna say, I come out of, you know, my background is in media, I was a reporter. And you know, it’s interesting, as a journalist, we had to learn, you know, typing and shorthand, but no stats or analytics, right. And it’s only been as odd. So, Holly, good for you for grasping that. Because it’s so important that data will tell you so much. And yeah, Google Analytics. The other thing, I had a client that I was able to tell them to the right, so along with social media, where they’re coming from also referrals. So there was because they belong to an association, there was a lot of links from that page. So that that’s another thing you need to check because maybe belonging membership, you’re getting traffic from them posting your company on a directory, so. So that’s also a high value to look at, where like if you’ve been at an event, and you’re a speaker, or you gave out information. That’s another way that Google Google Linux is magic. Oh, I love Google. And I never thought I’d ever say that. I love Google Analytics. It’s like go,

Hallie Haupt  44:49

I never I never said that. But it’s a good thing. Because I just joined a chair of the committee. And they linked my site to under my name, so I’m gonna have to check that out. Yes. Every day.

Curt Anderson  45:02

So let’s go here. How did what? So what I heard was, I don’t know if I’ll use the right word was resistance, but you just didn’t quite see the value of analytics. What what flipped the script, what changed your mind were like now you’re just a raving fan.

Hallie Haupt  45:17

So I don’t think I really had the proper knowledge about it honestly, like, I just didn’t know what it was or what it was telling me. And then I, my, our CEO has a marketing background as well. So he was like, just given me some insight one day on it. And he’s like, Yeah, you should look it up. So I did, and I haven’t stopped looking at it. At weekly, monthly, I look at it all the time.

Curt Anderson  45:38

Okay, so there’s like to my jobs right there. Because number one, your wisdom and maturity is like, there’s so off the charts of how you’re an eager learner. And just like embracing this taken assignment, you said, like, Man, I didn’t see any value in it. But now, you know, like, you came into it with an open mind. And now you’re just a raving fan, and you’re delivering results, you know, so, okay, great. This was titled The program guys, social media, social media strategies for manufacturers that delivers powerful results. Okay, so that was step number five, can you take us home on number six, engagement, you’re doing an amazing job, your dog things are going on in the shop pictures, visual trade shows everything, all these just golden nuggets of strategies that you just shared with all of us talk about how your superpowers of engagement and how you’ve been able to grit create just such a great following in such a short period of time.

Hallie Haupt  46:38

So a main reason I really do think that the engagement is so if on our social pages is because we interact with our the people, our audience, our followers, I think it’s super important for them to know that I’m also a person and I’m not just in business, you know, I, I take the time out of my day to respond to these people. And that’s why they come back is because they’re like, Oh, she talked to me. It’s not just like, they leave a comment on my posts. And I ignore it. Like, I truly do try and go through and answer every single person on a post. Because I don’t want to leave them leave them left open to like, if it’s an if it’s a question, I want to answer it. If it’s like, Hey, how was your day? My great my days Great. How was yours? Like, it’s just it’s creating more relationships and more friendships. And I can’t tell you how far that’s gotten me. Like, there’s a girl named Shannon Nelson, she’s in this industry as well. She works for fire, fire trace, and she just like we text each other, often act with each other. So it’s just, you’re gonna find so much so much use out of engaging with those people as well, because, and they they love it too. They’re like, Oh, she she answered my question. Like she’s not just on here posting for business. She’s on here interacting with us as well.

Gail Robertson  47:53

Gail, I mean, this is I got Kurt, I have to say as someone who has, we each have had a little bit more life experience. But I am. So when I hear. And I’ve been watching Holly, that’s why when I put the post together was easy to find cool photos of her see what she’s doing. Obviously, she is a curious person who is eager to learn. And let’s go to that comment from Whitney because she says maybe I’m wrong. But I think most people are eager learners, they just may need people who are interested in their success and who encouraged them to really go after it. That’s, and I will say from what you’re saying, Holly as well as what I’ve seen, I’ve been really blessed to with having great bosses, and overall the years and it is it is important that a lot of times people get shut down because they asked too many questions. That would be me i and and you really it sometimes takes that encouragement of others to encourage you and I love that your boss did say hey, why don’t you go do this? And that’s another one Whitney Whitney is dropping some real gems today.

Curt Anderson  48:58

Yeah, I want to get I want to hit this question here from Kelly. Kelly, thank you for joining us. How do you get people to respond to your posts with comments? You think about that.

Hallie Haupt  49:07

So at first it was CTAs. So like call to action. So I would say is anyone doing anything cool this weekend, something like that. And people will be like, Oh, I’m going on a walk or something like that. And when I would respond to them, they would come back to the next post. So it just kind of filtered from there. And then as you make connections, people are more willing to can like comment on your posts and stuff like that. So it’s just being consistent with the connections on like LinkedIn for instance. You’re you’re gonna get people who want to come back and want to know how you’re doing.

Curt Anderson  49:38

Yeah, okay, this it’s only Monday about this for a Monday motivation. So, all right, I want to we’re gonna recap and then what we’ll start winding down here. Okay, again, guys, you know, connect with gal connect with Hallie here. This is just such a dynamic, wonderful conversation, just tons of golden delegates, if you came in late, encourage you invite you welcome. Number one connect with both of these two, they are amazing. They’re incredible. You want to follow them. And number number one, number two, go back and replay this because there was just a lot of just raved strategy. And again, like, this is, you know, you don’t have like, you know, if you know, like, Gail, you said, we’re a little bit more seasoned than our friend here today. You know, it’s not like you’re bringing 20 years, I’ve been doing this for 20 years, guys, I know what I’m doing. Like, you’re just, you know, this is so inspiring what you’ve done. And I think we could sum up this entire past 15 minute conversation with this. You said it’s about relationships. It’s just building relationships. That’s all it is. It’s just building relationships. It’s like two words. Just so fantastic. Okay, so we have you have your six prong approach. Let’s go here. Moving forward. We’re just starting out second quarter of 2023. Whenever you’re catching this on replay, what strategies goals coming into for moving forward for 2023 heli? What are some other strategies that you have, that you’re excited about that you’re going to be implementing that IQ manufacturing,

Hallie Haupt  51:06

so we’ve already started it a little bit, but video is definitely up and coming. It’s always been a thing. But people are really liking the videos, the informational videos and stuff like that. We have a lot of things in the works for our YouTube channel, we’ve already posted quite a bit, but we have a lot of things coming, a lot of ideas are stirring in my head. So video is definitely something we’re jumping into this year and stuff that we want to make a change on because we didn’t do it much last year.

Curt Anderson  51:32

Let’s take it one step further. So video just busting out your phone or you like how like, again, for a manufacturer out there. That’s, that’s brand new. They’re a little bit behind from where you’re at? What are how are you implementing this? How are you going to institute this strategy.

Hallie Haupt  51:46

So we have cameras here in the shop. So when we do our interview based videos, we’re literally in the room right next to me, and we’re taking videos on those cameras. And when we want to go into the shop, we’ve got to go pro. So it’s pretty easy to do that we just take the videos, and then I have a little bit of a little bit of an editing software background. So I just edit those on my computer and we’re good to go. We post them.

Curt Anderson  52:09

Awesome. Okay, so if we start winding down, first off, I want to thank Haley, our guests for joining us and a couple more help. So Whitney, thank you, man. I agree these guys are just absolutely amazing. She said, Hey, you hit it on the head. It’s all about building relationships. And then one last question, do you have a videographer and editor are we looking at we’re looking at an ad or so guys, you know, and so again, for the manufacturer out there, there’s I don’t know if you guys agree, there’s nothing wrong, just bust out your phone. It’s, you know, like, Done is better than perfect. You know? You know, Damon and I are tool dudes, I’m in my basement. We’ve been doing this for a long time. It’s like stop being the best kept secret and just get that content out there. And it’s about delivering that trust you know, and another part of it you know, though my mom thinks I’m for everybody, sometimes we’re not and by putting that content out there sometimes that’s a good that’s a good fit to where like you don’t waste time on a bad lead or a bad relationship by just putting yourself out there so you know you really have nothing to lose to go this direction gal what was like I just so many golden nuggets so many my chops any like your takeaway? Well,

Gail Robertson  53:16

I think the biggest takeaway is that element of taking a chance trying different things. And you know, finding success when you do that when you get outside your comfort zone and clearly someone like an I hope I’m not I think I’ve been pronouncing your name wrong, because I’ve been saying Holly, but it’s actually is it, Howie? It’s Haley Haley. Oh, I, I am. So I apologize because names are so important. You know, when I was in journalism school, you mispronounce the name or spell the name wrong, you would get an F so it’s like, oh, Haley, Ah, sorry. I think

Curt Anderson  53:56

we all have goofy accents. So gal, no harm, no foul letter. And they’re like, and just for the record, these two are the they’re like neighbors are just sprayed over the river. And so we’re getting so you know, how about this for a challenge the three of us, we’re gonna have to meet up some time and have a little manufacturing powwow. And so let’s go here, Haley, just first off, thank you for everybody that’s been here today. Thank you for sticking with us. And boy, if you’ve been sitting down for the past, we’ve been going at it for like 50 Some minutes. Perfect time to stand up and stretch. And how about giving a huge round of applause for Haley and my co host Gail now. So guys, thank you for joining us. Thank you for sharing just so much incredible value. How about this at James do thank you for joining us. And thank you for joining us, Brendan. Thank you for joining us, guys. I can’t say how much we appreciate everybody here. Thank you, Monica. We just we just we never take this for granted and this is why we do this. We’re so passionate about manufacturing. Haley’s gonna be my last question. and maybe my last question for you today. Women in manufacturing millennials and manufacturing, can you please share with everybody out there? Why are all the cool kids going into manufacturing? Could you please help answer that for me, please?

Hallie Haupt  55:15

It’s cool. That’s why no, no, it’s this industry is there’s so much opportunity here. And coming from someone who didn’t know what it was, like three years ago, coming into it. Now, it’s, I don’t know why more people aren’t here. And for women, especially, you don’t have to be a machinist, you can be in an HR role. Or you can be in a marketing role. Or you can be a machinist, we have a girl machinists out there right now, you can be anything you want in this industry. And if you work for the right people, they’re gonna push you to keep moving up, you’re not going to stay in one area. It’s in this industry is ever changing. You’re going to learn new things constantly. Technology is going to keep evolving. It’s just this is the place to be I don’t know why everyone’s not here.

Gail Robertson  55:56

There we go. Take all that in and turn that as so. That is

Curt Anderson  56:03

just oh my god. I’m like, Alright, Haley, please tell Brian how how proud he must be and just tell you know what? I if I can be half the dad that Brian is and if everybody knows me, he knows like number one priority. My life is my I’m a girl Dad. What a great job he’s done. Because your maturity your brilliance, your wisdom, your passion, your integrity, your authenticity. Your humbleness is just so addicting and just so contagious. So thank you for taking the time today. So guys, I encourage you welcome you. If you miss any of this, go back. replay it. Connect with Haley follow her post if you like, hey, I need to step up my social media game. Right here guys. It’s right here. The hat girl. Hey, I brought a hat too. So alright, How’s it go? So how did you how did you become the hacker? Oh, by the way?

Hallie Haupt  56:56

Oh, um, people just started bringing me hats and one day there was a customer or he was machinery sales guy and he was like, so you’re the head girl. And we just kind of ran with it. So yeah, that bringing hats and one guy said I was the head girl and I just kind of took off with it. Shout out to her go. No.

Curt Anderson  57:17

Okay, guys, we’re gonna wind down and so manufacturing Monday motivation is boy if this wasn’t motivating, man, I don’t know what is. So, Haley, I want to thank you. God bless you. God bless everybody out there. Thank you for joining us. Keep making manufacturing great out there. And just like Haley did today, man just be someone’s inspiration. You know, like, what a great conversation this was and just, you know, go out there and spread that enthusiasm, and just let the world know that hate manufacturing is a cool place to be Gail. Thank you, my friend. I appreciate you so much. What an honor and privilege. Hayley, hang out with us for one minute, we’re going to click off of the program. So guys, we’re back on Friday, Gal Friday. I have a gentleman he had a brain tumor, conquered the brain tumor. And he decided the day he was diagnosed. He was in Chicago. He has a PhD from Michigan State right down the road from Haley, PhD from Michigan State. He’s a high he’s a CEO, Coach Coach for high level C level executives had a brain tumor conquered the brain tumor. He’s an ultra marathon runner. He wrote like triathlons, marathons you name it. This guy is I’ve we’ve become dear, dear friends we’ve met in person. And so he’s speaking with us on Friday. So guys, come back and join us on Friday. But have a great, incredible week. And thank you very much for attending right now. Gail. There we go. See you guys later.