#713 - Doubling Amazon Sales: A Live Case Study

#713 - Doubling Amazon Sales: A Live Case Study Speaker 3: Today, we're talking to a brand who's doing a live case study on how they're trying to double their Amazon sales, but they are also crushing it off of Amazon, including doing some things that almost no Amazon sellers are doing. They've got a way where they're doing $10,000 of sales over a weekend with only a $400 investment and adding 500 to 1,000 new customers to their mailing list every weekend. How cool is that? Pretty cool, I think. Hello, everybody, and welcome to another episode of the Serious Sellers Podcast by Helium 10. I'm your host, Bradley Sutton, and this is the show that's a completely BS-free, unscripted and unrehearsed, organic conversation about serious strategies or serious sellers of any level in the e-commerce world. We've got a couple serious sellers here today who have pretty much opened their lives and their livelihood, their business to the world to get a peek into how they're going to double their sales on this series that we have called Scale Stories. This is the first time they've been on the podcast, so we're just going to go through them as if they're a regular guest and not celebrities on a reality TV show anymore. Dean and Tracy, welcome to the show. Speaker 1: Thank you. Appreciate it. Speaker 2: Thank you. Speaker 1: What a great opportunity. Speaker 3: Where are you guys located again? Speaker 2: So we live just outside of Greenville, South Carolina, and our factory is not too far from there. Speaker 3: Okay, South Carolina. Where were you guys born and raised? Speaker 2: I was born in Toronto. Speaker 3: Uh-oh, those are fighting words because Toronto was going against my Dodgers in the World Series right now. I didn't wear my Dodgers hat so we'll stay away from the baseball references. So Toronto and then at what point did you move down south? Speaker 2: Then I moved to Calgary, met Dean there and I birthed both the kids there. Then we moved to Florida in 2012. Speaker 3: Calgary to Florida is a big climate change. Speaker 1: That's the reason. Speaker 2: The weather was just too much in Calgary for me anyways. Speaker 3: Did you guys go to university up there or in the United States at all? Speaker 2: I didn't do any university in the States at all. All my schooling was all done in Canada. Speaker 1: I just went through the School of Hard Knocks up in Canada. Speaker 3: That's what I like. I actually didn't get a college degree until I was like 30 or something and it was just because one of my companies I was working for at the time was paying for it. I just went right into working after high school myself and then most of the people I asked about that. They're obviously not doing what they went to college or university for because they're in e-commerce. I think something that's important for anybody who's a listener out there is you don't need a certain educational background or even any education, especially higher education is not necessary to succeed in e-commerce. What about the birth of your brand? In the episode of Scalesource, we talk a little bit about it, but some people who are listening here might not have seen that episode yet. So can you talk about when it started and how? Speaker 2: Essential Candy came about from a bike ride that I was on and I had a divine inspiration to help a friend of ours at the time, our son's baseball coach, go through cancer treatments and so after sort of playing in our home kitchen, creating a couple of blends, it sort of all melted together into one particular piece and we became that story where he told someone, they told someone else and I just freely made candy to help with the nausea that was relating to the chemo treatments that he was undergoing. And so within his, his world of, of, um, cancer treatments and, and traveling and all of that, the, um, the digestive blend was born and, um, it wasn't too far after that, that Dean. Speaker 3: How did that happen though? Like, did you have a background in. Formulation of, of, of, of candy. I mean, like that's not that, that did I'm missing the segue here. Speaker 2: Fair enough. So I have a culinary background for first and foremost. So I, I cook for our family. I bake also. I'm a fifth generation pie baker. Speaker 1: Oh yeah, you got to taste those. Speaker 3: I do make an incredible… I'm not going to be on my carnivore diet when you guys are in town next. Speaker 2: Right. I do make a pretty amazing fruit pie as well as meat dishes and things like that. So I understand flavor. I understand how to make something taste like it should and then it became how do I elevate a simple You know, straight up apple pie as an example. So it became this do we want to start a pie business or do we want to start a candy business? And so it was really it was really an interesting point there, but I basically turned the idea of making a botanical lozenge from just trying to make candy one day. So the divine inspiration happened. Then it became, well, I have no idea even how to make candy, so I'm just going to research. And that's what I'm really good at. I love researching something, figuring out where it started, how it began. And figure out how to how to do it. And so several attempts and I'm talking over months where I had many failed batches and I practiced my son and I in the kitchen. We practiced many times throughout many batches and then something just seemed to click where I figured it out. Speaker 4: How can you get more buyers to leave you Amazon product reviews? By following up with them in a way that's compliant with Amazon terms of service. You can use Helium 10 follow up in order to automatically send out Amazon's request a review emails to any customers you want. Not just that, but you can specify when they get the message and even filter out people that you don't want to get that message, such as people who have asked for refunds or maybe ones that you gave discounts to. For more information visit h10.me forward slash follow up. You can sign up for a free account or you can sign up for a platinum plan and get 10% off for life by using the discount code SSP10. Speaker 3: Now, at what point, though, because it wasn't, you know, you didn't go into this with the intention of starting a business. You know, you said what the motivation was. So it's very similar with actually Helium 10. You guys might not know this. The way Helium 10 started was actually a podcast. You know, the founder of Helium 10, he did this podcast, which we still have to this day. It's called the AM PM podcast. And then he's like, hey, I have a little bit of software background. I need to develop a couple of things for my own Amazon business. Let me go ahead and make it free. And then that'll help, you know, maybe give me more downloads to the podcast, you know, and then it just completely took off. He's like, wait a minute, I'm onto something. I'm focusing on the wrong thing here. Let me focus on Helium 10, so the podcast. So there's a lot of, you know, cases where you might, you know, start with, you know, something in mind and then you're like, wait a minute, you know, I can help more people or I can, you know, actually make this a business. How did that transition happen where you decided like, hey, this could be something that could be a business? Speaker 2: Yes, well, I think initially it was let's test the market first. Let's just see how this fares at a green market. So I this was back when we were also I was also hand pouring every single piece and then we were hand wrapping them in paper wrappers. Speaker 3: Wow. Speaker 2: There was a lot of manual, but that was just to see, do we have something? Does it taste good? Do people want to buy it? Dean suggested, hey, why don't we just sign up for our local farmer's market? It went from, I don't know, 9 in the morning to 1 p.m. I remember we set up and we sold out within a few hours. We decided, well, let's try, we'll go back again. Maybe that was just a one-off. We went the following Saturday. I did it again. I made a little bit more because it was what I could handle at the time and we sold out of that too. And so then we decided, well, I think I need some help. So Dean, this is where his expertise in everything relating to business and the marketing, sales, I just knew that it wasn't in my wheelhouse and I knew that if it wasn't in my wheelhouse and it was absolutely in Dean's, then I need to lean on my husband a little more and I need to lean on the best partner in the world here to help me figure this out. He was jaw-dropping, truly, when he said, oh yeah, this is something I could totally help you with. This is something that inspires me too. At the time, his parents were aging and there's things about what we were doing. We're helping people and ultimately, he was on side right from the beginning, right from the very first day that the idea came to me of helping our friend. He was like, I can get behind this and he was working full time at the time and so it was Dean's spare time where he automatically just, well, we got to see if there's a website available and he goes on, you know, whatever it was and searched it and next thing you know, we were picking a name and he was figuring out the website part and I'm just watching in awe of how quick and natural he was just typing away and clicking and it was really an amazing part to watch and I don't get a chance to watch the maneuvering that you do with all of the behind the scenes and operational stuff. Speaker 3: I think that's important, especially when you have partner, whether married couples are into a business together or there's two business partners. It's usually best to have the lanes like, hey, you got somebody who's the formulator, we got somebody who's doing marketing. If everybody's trying to, all their hands are in the pot, it's hard to really specialize in something. So I think the way you guys have it set up is good. How long did it take? To become like the main source of income for your family, this business, like you said, when you started, you were working full time. Speaker 2: Long time. Speaker 1: Yeah. I, I would say, um, I was working for someone else. As Tracy mentioned, uh, my previous selves have always been serial entrepreneur. And so I've had several businesses along the way. And it came to a point where we made a decision together to go, okay. It feels like this is the time where I can leave my business or the company I was working for and really apply my skillset, my talents and focus on this, where it really is something that not only pulls at my heartstrings by helping people, but I truly believe in. So the passion's right there. And you know, those individuals that are entrepreneurs, you got to have that passion. You got to have that drive that sends you through those days where nothing else is around you to, to push you. So it just really was a conversation we had where it felt like it was the right time. We had a little, you know, we had some savings left over and such. And, and so we really went all in though, and we went all in, in a very unique way. Which also included purchasing manufacturing equipment. Speaker 3: Now, you have, you guys have probably one of the more unique cash flow source breakdown of any e-commerce entrepreneur because like, first of all, the very first thing is you do something that almost nobody does, which is actually doing more money than your Amazon side of things, which is like going to like, I don't know if you like call it like trade shows, farmers markets type things or exhibitions, whatever, but is that the biggest chunk of your income or your revenue from essential candy? Is that kind of like taking the show on the road as it were? And then if so, how did you get into that? And and like, you know, give us you know, Give us a number, doesn't have to be revenue numbers, but like how many bags you actually can sell in one of these events. Speaker 2: So jumping from the farmer's market with, you know, what was it, four hours one day, Dean ended up finding crafts and arts kind of shows that were usually two days and they go from, you know, 10 in the morning till five in the afternoon. And so we tried one and We sold incredibly well at that particular event, but what ended up happening was at the very beginning, I couldn't make enough of it to do two of these weekends in a row. So our growth eventually, when Dean was talking about getting into manufacturing, we are now at a point where we can go to a show that's four plus days. Have we done more than five days? No, I think five was the limit. And just this past weekend, I was in Arkansas at War Eagle and we sold a thousand bags, if that's the number. Speaker 1: It's more than that. Speaker 3: So just first of all, to paint the picture on these shows, it's not like we're talking about candy shows or like for example, maybe I'm in the pet niche and there's something called Pet Expo or while I was in the car parts niche and I would always go to this show called the SEMA show in Vegas where it's all exhibitors. These are unrelated to your niche events that you're just like, hey, let me get kind of like, let me just be a food vendor kind of thing there. Am I understanding it correctly? Speaker 2: Yes, correct. We have a tent. It's a 10 by 10 booth typically. And you bring everything that you want to present your product. So we have tables and tablecloths and display racks and such. And it's if you picture like a pop up store. And these arts and craft fairs, these organizers have, you know, jewelry exhibitors or, you know, oil painters or sculpture artists, ceramics. Yeah. People that sell headbands and, you know, just these other things that are not necessarily art, but and not necessarily what you could go and pick up your produce for the week. That's yeah completely other thing, but yeah, so we're considered a crafter because of what we do and so You just pay your booth fee for the weekend and you you. Speaker 3: Show up and you sell what's the average price for like a like let's say it's a two-day or three-day thing. Speaker 1: How much is Yeah, I mean we've gotten really good at finding the shows now We've been doing it so long that we know which ones are the right ones to kind of go and do We have a network of people. We also bounce ideas and shows off but typically if you're dealing with like a Two-day show on a weekend you might be in the neighborhoods about a fee of say four hundred ish dollars. Speaker 3: days plus you would have application fee and that application fee could be anywhere between thirty and fifty dollars in addition oh my goodness that's that's a great ROI I mean obviously if you're having that you said you know this one you have to drive 16 hours that's you know your time and time is also money but but the actual event is is not as expensive as I thought especially if you're You can sell upwards of 1,000 units in one weekend. You're not going to sell 1,000 in one weekend on Amazon yet until we really wrap it up. Speaker 1: It's interesting too. There's some shows that may be three or four days and those might be 600. There's a couple of shows that are very large with like 300,000 to 500,000 in attendance and you'll find that that will be somewheres of $1,000 for three days. Speaker 3: You know, so it just depends on kind of that's pretty good to reach that number of people. I definitely pay. Oh, yeah. Speaker 1: Oh, yeah. Well, you know, it'll be well worth our time to do these shows. But here's here's the key thing that I don't think people connect when it comes to e-commerce and these kind of events. They are an incredible organic growth of customers. And, you know, we sell fun, we're bootstrapped, you know, finances are always tight, you know, we keep things really tight because we have to. But in addition, we're able to immediately generate that revenue and as well create reoccurring revenue with basically no marketing dollars thrown at it. And I think that that is a very, very unique play that... Speaker 3: Are you signing people up to like a list or something like that? Speaker 1: Absolutely. Yes. Yeah. When they check out, like we have an app that we use to obviously conduct the transaction. And in addition, it will capture their either A, it'll be already in there, their email address, for example, but we're actually doing a lot more SMS, text message. So we'll capture their phone numbers. So now we know who they are, right? So we have them. And so we're building our customer database right at the same time to not only market to them, but as well, we also incentivize our customers to come back through discounts with those transactions. Hey, next time you, if you want to sign up, we're going to give you a discount right now, you know, and use that code online to purchase. So we're creating kind of the, I would call it the perfect circle of the transaction, right? We meet the customer, they love the product, they buy it. Now we know who they are, we can market to them, and it creates a reoccurring buying structure. So we get testimonials as well from these customers, which builds our reviews as well from them. So, you know, this is how we've gotten such a great review of our products as well, because it's through a lot of these initial purchases, right? So it's a great revenue source, but really it's a great source for customers. Speaker 2: And it's also really great from production standpoint that we can test a new blend. Without really having to do much in the way of organizing a focus group or anything like that, we literally, especially we have some customers that come back to the show if we do this same location several years. And you know, our fans are loyal and our customers are always interested in trying something new. And so I'll just, you know, make a new product and we test it. Right there. Speaker 3: Side note. I was sick for the first time in like a year a couple weeks ago. I was even doing some live broadcast where you can even recognize my voice and you guys had sent me some samples and I was coughing and that breathing one, I forgot what it's called. That was a lifesaver. I was struggling that first night just coughing. I couldn't get to sleep and I was like, you know, I want to go to the kitchen, get a glass of water. I was like, oh, I had these samples on and they sent me a breathing one. I put that in and it worked better than cough candy and didn't taste as bad as like cough candy. So you got some good stuff there. But anyways, back to this kind of like these shows. Obviously, this is not going to apply to every single person out there. I'm not going to take my coffin shelf brand and have success at a farmer's market, arts and crafts. I mean, maybe if it's a gothic theme one. But there's a lot of people out there with certain kinds of products, obviously anything consumable and something that might have some kind of success. How do you go about, in our listeners' locales, to start searching for these type of things to at least give it a try? Speaker 1: I think in one way to start is definitely like we did in some ways, those farmer's markets. Test your product. What better way to see if you got something that resonates with people? And there's so many local little farmers markets that are on a Saturday or Sunday in a local town or city and you can find them. I mean, you can even go into some local grocers, you know, that maybe do more organic products and things like that. And typically they'll post something up on their boards or talk about it. So those are very easy to find. Obviously doing Google searches, you know, going in and just trying to find what kind of farmers market craft shows or art fairs are available this weekend or this month, you know. There are a couple websites that are pretty good. Some of them you have to pay membership fees for to get that kind of information as well, but they're out there. I think also go to these shows yourself and talk to some of the vendors that are there. You're getting firsthand knowledge. If somebody's new, well, they don't have that information, but if somebody's there and they've created their craft and are out there doing it weekend after weekend, talk to them first and say, Hey, I'm thinking of doing this. Do you have any insight or any kind of feedback that might be good? Where do I find these things? Is this a good show? How much does this cost? We have people come up to us all the time at different shows and ask us that exact same questions and we'll point them in the right direction. But if you do these shows, get to know your other vendor. We call them vendor mates, the ones right beside us or across from you. Get to know them and start picking their brain while you're at the show. You know, just for future information where you can sign up and things like that. So, but yeah, anything consumable, anything that, you know, is made by that individual, I think has a place both not only at online, but it does have a place at these kind of shows and they can be great revenue generators for sure. Speaker 3: Yeah, I think, you know, seller, existing Amazon sellers out there are very envious when you guys are talking about your list because when you start, you guys know, you've been selling on Amazon for a while. You don't own your customer. You can't market to them. You don't get their email address. You don't get their phone number. You can't add them to a list. So Amazon sellers do all kinds of things just to get some people like, they'll be like, hey, let me put a card in here for a lifetime warranty and scan it and give us your email. Obviously, that's not going to have a big opt-in rate, but they're like, hey, I'm willing to spend this extra money, make this QR code, make this insert just to be able to get one out of 20 of my customers to join this list so I can start building a list I can market to. You guys are adding hundreds of people every weekend for free, pretty much. So you guys really have it well. This is actually going to help you. That product you said you're working on, if you do launch it for Amazon, to be able to leverage your existing audience to actually help boost your Amazon launch is going to be very critical. So that's awesome. Now another unique thing that you guys do or have done that I didn't have too much background information on is I know some of your product is in some Walmart stores. How did that come about? Because that's another thing that I think most Amazon sellers would love to be in Walmart stores but very few can actually achieve. Speaker 1: Well, Walmart is kind of an interesting animal. There's I would say we didn't kind of go maybe traditionally how people think they have to apply to Walmart. There's kind of like a twofold story here. The story of how we got it, how things started at least initially, Walmart every year has something called an open call. I think it's every year and an open call you can apply to and if they select, they select certain number of brands that come in and then at that point, you have to fly out and you basically pitch the buyers at Walmart and if they like your products, they invite you in for a test or things like that depending on what that relationship looks like. I applied us at an open call. So that was the first thing. So just to see if we had something. And I do this periodically with different things and different retailers. And sometimes, just as an example, even with Helium 10, you know, the whole scale stories thing. It was an email shows up. Oh, hey, let's see if that even is something that, why not? Let's just do it. Same kind of thing happened with Walmart. We found out about this. I sent in an application. But here's where the story kind of started to change. I got a phone call from actually somebody in the executive kind of area of Walmart, the executive team, and at first I thought it was a prank call. I literally didn't answer it, but she called back again and left a message. I remember going to Tracy, going, I think Walmart's calling us. I don't even know why. I'm not sure if it's real, but she's called back now twice and left a message. I feel like I got to call this person. It just feels like it's real. And she left her name and she said, yes, I'm real. You can look me up on LinkedIn and please call me back. And I was like, well, that's an interesting voicemail. That's not kind of your typical one. And so I called her back. I spent probably a good half hour, 45 minutes on the phone with her and she became A significant champion of us within Walmart. And we later found out there was kind of a story behind the scenes that was which we were not truly aware of that. Basically, they had already had our products and I guess it might have helped someone or something, but they knew about us. So there was something that happened. We still don't know like the real full story, but I'll tell you, not only did we get this call from her and she asked to send some samples directly to their team, like the top team, this was not a norm. Like this just kind of isn't the process. If you want to apply to these things, you don't hear from them. They don't ask for these kinds of things. Speaker 2: And this was in advance of our pitch. Speaker 1: Yeah. Speaker 2: like a couple of weeks or something. Speaker 1: Oh yeah, probably. We show up and right away when we're walking into the auditorium and then they got all these pitch rooms and no one's been in to Bentonville. Bentonville is Walmart Central. It is Walmart. The city is Walmart and when you go to Walmart's offices, It's not like super like glamorous and all this kind of thing, but it's a purpose, right? They have a very key purpose with their executive team. They have a nice auditorium that they present stuff in, but then they have all these pitch rooms and these rooms, I mean, there's probably like 40 or 60 or 80 of them. It's insane. And they're very tiny. Like I'm talking, it's probably maybe eight by eight feet. And you can fit four people in here at most. Speaker 2: And a very skinny desk. Speaker 1: Really. Speaker 2: Your knees are nearly touching. Speaker 1: Yeah. Speaker 2: And the other people are on the other side. Speaker 1: And you're right across from like one or two buyers and there's two of you. And you can, like, if you ate something bad, they'll smell it. You know, it's so close. But it was, so we went in there and it was so interesting because We met the lady that talked to us and she was just like such a champion for us right away when we were in there. And then we went into our buyer, we met the buyer, and then there was all these people as we were walking the hallway that knew us. We don't know any of these people. Oh, you're those guys. You're the essential candy people. Oh, I had your stuff. Really? What's going on here? Why do all these people know about us? It's so weird. Obviously, we had a lot of champions there, which I think was great. And in addition, we did the pitch, but you're only supposed to do 20 minutes, and ours was an hour and a bit. Speaker 2: Yeah, around that time. Speaker 1: So it went very well, needless to say. Then everything becomes very surreal. You get the woohoos, you got a deal, you get a card, you have to go get pictures taken with all the team and then you get rushed into the video room to do interviews and it's like, oh my gosh, what's going on here? But we didn't actually get into stores. It almost took a year, right? I think it was November, maybe it was less than a year. Yeah, well, and so we eventually worked through all the insider stuff, you know, all the logistics, all that fun stuff, which is not easy. You know, you definitely have to be technical to understand it if you're going to do it. But thankfully, you know, we were able to make all that and do all that internally. And then, you know, we started shipping Walmart stores. We don't, our relationship with Walmart, we're very blessed with it. But it's an interesting one. POs just show up. They just show up every week and we just ship. And it's a pretty straightforward turnkey thing right now. So we're very grateful for that. We're not selling in every store nationwide, but we're selling in select stores that they decide that they're purchasing our products and we ship to distribution centers. So it's just another kind of piece of the pie, another distribution area for us and creates more awareness for our products. Speaker 3: Now the reason you came and did our casting call, you had kind of figured out that hey, we are not really doing all we can on Amazon. I think at the time you had said it was around like 10% of your revenue and so you're like, hey, we think we're leaving money on the table. So you came in, our mentors went over some things with you. Since then, we've been in contact almost every other week or sometimes more than once in a week doing different things. I think right now the big project we're working on now is your images on some. But for either of you, what were some of the eye-opening things where once The mentors are maybe something I brought up. I did bring it up. You're like, oh, wow, this is definitely going to make an impact once we actually implement this. I wish we would have known about this earlier. What were some of those kind of like learning moments for you, top learning moments for you guys? Speaker 1: I think the first thing that was we always knew was part of what we needed to do, but it just reaffirmed it was we have to get product inventory in Amazon. We have to consistently have it there for Prime. Like it has to be our gold standard of what we're doing. And I think We've solved that at least right now as part of the first step of what we did working with you guys to fix this whole FN skew thing which we knew nothing about. We had no insight that we had to put our own unique Amazon barcode all over top of our UPC barcodes. We thought it was one and the same. Why did you need to do that? It wasn't until we had that, I guess it was called a mixed bin issue where the wrong product was being shipped to the wrong customers. My eye-opener with you guys was when you told us how to fix that through an FN SKU, which is the term that Amazon allows you to create the unique barcode so the product stays very unique to this seller, meaning us, and properly allocates the right inventory in the right area so people get the right product. So that was my, I think, my first aha moment and then Relating to the inventory, we really need to make sure it's there and ensuring it's always there. I think there's a second part to the inventory in FBA where Amazon can fulfill it for our own product, for our own online store, for TikTok and things like that, which I had no idea. I thought for sure it was just Amazon fulfills Amazon. That was probably a major eye-opener. Which has had a lot of conversations internally of maybe how we can leverage so many other things and save time and money and resources internally and just turn all that over to Amazon. So it's a process obviously for us to kind of start moving in that direction, but I feel really confident that that's one of the We're going to be talking about some of the best things, at least initially, we got out of it. Not to mention all the other things that you guys are helping us with and really fine-tuning it. But I think that was the aha thing. What about you? Speaker 3: Nice. Speaker 2: Yes, mine as well. You just mentioned about how the FBA with Amazon also for TikTok. We have strived to be on TikTok. We know that it's the one area that we don't have a lot of movement on. And it just seemed for me that because there were some challenges in putting our brand on TikTok, that once it's, you know, once everything is, um, I guess up and running, let's call it, and things are, you know, a little bit, um, seamless that that's another, another, you know, revenue stream and, and a whole other, uh, set of people that we are totally missing out on being able to help. So, um, yeah, that's, that's the one thing that was really eyeopening to me as well. Speaker 3: All right. Well, You guys are just scratching the surface so far of the kind of extreme makeovers that your Amazon listings and online commerce overall is going to have. You're not really on TikTok shop now, as mentioned, and so that's something that's the next step of what we're doing. But the cool thing is that everybody out there is going to be able to follow the journey. So guys, if you haven't seen their first episode yet, go to YouTube, Type in Helium 10 scale stories. You should see their episode and then follow the links there because We've been recording a lot of the kind of like what I like to call in the weeds episodes too where we're just like in Helium 10. We're in Amazon Seller Central. We're planning out inventory. We're planning out advertising and different things and remaking the listing like we actually show you the step-by-step of what we're doing because we don't know what the results are going to be. The goal is definitely to 2X or 3X your sales, but guess what? If and when that happens, now you guys are going to be able to go back and tie it. Everybody out there to the exact things that we're talking about in these episodes. A lot of them are not unique to Essential Candy. I'm sure a lot of you listeners out there are in a similar boat and might have some of the similar struggles that Dean and Tracy were having online, and you'll be able to use this playbook to hopefully 2x or 3x your sales. So, Dean and Tracy, thank you so much for coming on here. Thank you so much for opening up your business and life to the world out there through this series. I have this coffin shelf series, Project X, that I did six years ago. To this day, we're doing little follow-up episodes and it's still selling. That's my goal with you guys. Three, four years from now, you'll be back on this podcast. Obviously, more times than that, but you'll be talking about how you've 10Xed what it was way back in 2025. I look forward to being on this journey with you guys. Thank you so much for sending me those samples. Everybody else out there, you want to give it a try? Their products, Essential Candy, search it up on Amazon or if you're in some of the southern states, make sure to look them up at your local arts and crafts show and get on their mailing list by purchasing from them. But thank you guys so much and look forward to following you on your journey. Speaker 1: I appreciate it, Bradley. Speaker 2: Thank you.