Create A Personalized Supplement Brand in Just 1hr

Create A Personalized Supplement Brand in Just 1hr Speaker 1: If you want to compete in the market and capture a piece of pie, you need to differentiate yourself. You will not win these big brands on their terms. So you need to be very focused on a specific market segment and niche. For example, if you want to create something in the sleep supplementation, a generic brand that's simply selling some kind of sleep supplement product, it's not going to work probably. If you position it as a Slee product for night shift workers and you build community around it. You generally try to help them with content, ideas, routines, regimens, so on. So your brand needs to be on a mission instead of just selling. Speaker 2: Welcome back to another episode of Chew on This. Today we have a special episode powered by Supliful, a platform which has become the fastest way to grow and create a consumer brand today. Co-founder of Supliful, Rihards, first of all, thank you for coming all the way from Latvia, which is an incredible journey, to come here and honor us on the pod. Tell us a little bit about his journey, what he's created, why he's created it, and why you need to know about Supliful. So, without further ado, Rihards, thank you so much for joining us. Tell the audience that doesn't know about you a little bit about your background. Speaker 1: Yeah, thanks Ron for welcoming me here. It's amazing to be in New York, my first time here. I come from a small town in Latvia and after high school I went to China where I spent seven years studying Mandarin and economics and I also had my first attempt in business there. I was sourcing freshwater pearls, sending Then back to my country where my co-founder Martins, we know already each other like since grade one, we climbed trees together. So I was sending pearls to him. He was just distributing them in retail chains in our hometown. But yeah, after coming back from China, he approached me with an idea to create a website where people could go search any place in the world, any city, town, pan and zoom, add some design filters and then order that as a poster. So it was really cool wall decor or a gift item and that was our first business and it wasn't easy. You know if you check on X it seems like it's super easy and overnight you can succeed. Maybe you can yeah but in our case it took like three to four years to really learn all the ins and outs of e-commerce business. You know learn by trial and long story short we managed to scale this thing to seven figures and then sell it to a highest bidder at the peak of COVID. Speaker 2: How many years did it take to build that? Speaker 1: Yeah, so we started in 2016 I think and we sold Early 2020. Okay. Yeah, and big reason actually why we managed to neatly pack it and sell was because we stayed true to the on-demand model. So we never actually packed and shipped our own product. We use print-on-demand services like Printful, Printfy and many others. And why did we sell it if we finally cracked the code and scaled it? Because we realized that the repeat order rate is too low. It was something below, I think it was below 5%, which is uphill battle. So we sold the business. And figured, okay, let's do something that has really like either sticky product or subscription product, something that people will come back to and buy over and over again. We decided, okay, let's create a meal replacement brand. It's something we actually used ourselves and we knew the product. It was growing a niche back then. Yeah, and the problem was that Once we started looking for suppliers, we quickly realized that the kind of on-demand platforms that we were used to using, they were nowhere to be found in this industry. All we could find was really backwards Well in terms of design backwards websites, uh, yeah, all the communication went through email Spreadsheets and yeah, so we realized that um, we actually We don't have to build a meal replacement brand. We have to build a platform that we would want to use ourselves That's cool. And uh, that's how we founded suppleful. It was uh, october of 2021 when we launched officially on product hunt and uh since then We helped over 20,000 users build their brands. Speaker 2: Insane. Speaker 1: We helped them make 20 million in revenue and now we're shipping out 10,000 orders a week and most of it has happened actually in the last year so it's like we're having that snowball effect. Speaker 2: It's incredible. Speaker 1: Yeah. Speaker 2: It's really cool because your journey as a self-made entrepreneur then turned into an exit from that. It doesn't even look like you took much time off. You got right back into the captain seat. And said, all right, I'm going to become now, you know, a serial entrepreneur. And then you found, you know, a lot of people also get married to their second or third idea. But you took that next idea and said, oh, you know what? The real challenge with this idea is the fact that supplying the product that you need in an on-demand fashion is actually non-existent. So you pivoted into starting a new product and a new brand and company called Supliful. I think what's really powerful there is, of course, the success you've had with Supliful. That's great. It's been great growth, especially as a multi-time entrepreneur. But the success you've created for 20,000 plus entrepreneurs, that's the part that has always blown my mind. It's always been incredible to think about that. I think you guys are sometimes too humble about the fact that's how much impact you've created. Tell me a little bit more About who is the right person for Supliful, right? And why would you go there? Especially if you're starting off or you have an idea, what's the reason you go to Supliful versus try 10 other paths? Speaker 1: All of these 20,000 online entrepreneurs that use our platform, not all of them succeeded. In a sense that they managed to scale their business and then make a lot of money out of it. They succeeded in the sense that they at least didn't go that traditional route where they invest $20,000, $50,000 in inventory that's then sitting in their mom's garage. So I think we helped a lot of online entrepreneurs succeed and we helped a lot of entrepreneurs try out this market, see if it's for them. See if they can succeed in it and so that's also a great success. Yeah, so what is this like old method of launching a brand? Speaker 2: Yeah, so let's go into, why don't you go into like the old method versus what you guys did from a tech level and infrastructure level to go into a new method. Speaker 1: Yeah, so the old way would be, you know, emailing every manufacturer, supplier you can find. Do some back and forth communication until you find out the pricing, the terms and all that stuff. So that's already like several weeks of your time. Then, okay, let's assume you finally find the perfect manufacturer. You need to place an order like with minimum order quantity. Depends on the manufacturer, but it can get into like tens of thousands of dollars. Then you need to send all of this inventory to a 3PL or your garage or Somewhere you can fulfill orders from. You need to either pack and ship these products yourself or you need to hire somebody to do it for you. Well in case of 3PL they'll do it for you but they'll also charge you for it. Speaker 2: Correct. Speaker 1: You need to take care of all the back-end operations. You need to make sure that you're not understocked but not overstocked. You always need to walk that thin line. That's time you're stealing from growing your brand. Instead of focusing on growth, you're all the time Putting out fires and just dealing with all the backend operational stuff. So what we did with Supliful, our goal is to remove all this and to make sure that you can enter market in the minimum possible time. And we also want to unburden our users so they can focus on growth alone while we worry about operational stuff. And the third point is It's the financial risk that we basically take on our user's behalf. Speaker 2: I think what's incredible and I've gotten the privilege to check out the back end of the platform is the intuitiveness of being able to literally go to your platform with an idea. Not even a design, not even a logo, just the idea of saying, I want to go and create something that potentially can solve this problem when it comes to a product. And then being able to click, click, click, click, click, be able to make that come to life. I almost wish it was around when we started Obvi. So much of what we went through was we had to go and place these crazy minimum order quantities, right? I think for us it was like a few thousand units and we used up all the money that we had invested into inventory. There was, when it came to marketing the product, we were like using scraps. I remember our first marketing campaign, we had to use free Facebook ad credits. Because that was the only money we had in it to generate. So I think what you're solving for is like, hey, don't waste all your money here. We got you. You go and focus on spending the money actually selling your product. Speaker 1: Yeah. Doing marketing and growing your brand alone is already really difficult. You just reminded me how initially with the MapPoster business, after selling each poster, We took that money and invested it back into Facebook ads. So we can sell two posters reinvested and we recycled like this many times until we grew our marketing budget to a meaningful number. But yeah, that's the challenge that new businesses have to deal with and if back then we would have to print the posters and do it all by ourselves, I don't think we would ever succeed. Speaker 2: I also think when it comes to the messaging around taking your journey of whatever you want to create, just lessening your stress around the stuff that you can't control, which is, I have inventory on hand, I have to fulfill, I have to make sure everything is cleared, tested, this and that. Those are the things that actually, believe it or not, are what actually stresses you out. Because everything in that department, it only comes up to you when it's bad news. Otherwise, it's silent and it's good news. But whenever it's bad news, it's really bad. And to deal with that at any stage as being an early entrepreneur, It's something that you just shouldn't have to deal with. Speaker 1: Yeah, and once you find out those bad news, it's really too late because it's inventory. You can't click some buttons and fix it. It takes weeks sometimes to reload inventory. Speaker 2: When we look at the platform in its own right, for somebody who hasn't used Supliful, Tell me, when it comes down to what you're actually providing from an assistance level to a founder or entrepreneur that's looking to get started, what are all those pieces that you guys take care of? Speaker 1: So yeah, the way it works, you come to our platform, sign up, check out 250 plus premium products, white label products. Once you've picked your product, you can customize the label. We provide you with label templates. You generate product images, studio-grade, really high-quality images. You then connect your storefront, Shopify, TikTok shop, API, and that's it. It's available for purchase on your store. Once the order comes in, we take care of it on your behalf. And as long as your end customer knows, we don't exist. It's all you. Speaker 2: That's incredible. Speaker 1: Yeah, just in one hour, technically in one hour, you can launch a brand. After watching this episode, you can literally create your brand and start selling. Speaker 2: That's insane. To just hear that, to say, The same time it took to watch this episode, you could have launched a brand on Supliful. That's powerful. Speaker 1: Yeah, of course, there are other things that you need to take care of, such as branding and then brand positioning and then finding your market niche. But operational stuff, it's taken care of. Speaker 2: It's amazing. It segues well into learning and understanding some of these successful moments, whether it's from a branding level, positional level, Brands that have done well using Supliful. Let's kind of break down some of those success patterns, right? What have you seen a lot of brands do that are doing well? Whether it's from a design front, performance front, products that are working well. Give us a little bit of color or some anecdotes from users on your platform. Speaker 1: Yeah. Well, it's no secret that competition is really fierce in this market. There are new brands popping up almost every day and they're well-established brands with big budgets. If you want to compete in the market and capture a piece of pie, you need to differentiate yourself. You will not win these big brands on their terms. So you need to be very focused on a specific market segment and niche. For example, if you want to create something in the sleep supplementation market segment, Then a generic brand that's simply selling some kind of sleep supplement product, well, it's not going to work probably because there's fierce competition. If you position it as a sleep product for night shift workers, You focus on this very specific market niche and you build a community around it. You generally try to help them with content, ideas, routines, regimens, so on. So your brand needs to be on a mission instead of just selling. And if you're helping them, you'll gain their trust and you probably will become their favorite choice when buying products in this niche. Speaker 2: Give me a couple examples. Give me some of your, you don't have to name them, but give me some of the favorite brands you've had that have been success stories at Supliful. Speaker 1: The first example that comes to mind is one user. Well, it's a bit cliche story, but he was living in parents' basement and then just trying all kinds of stuff and nothing really worked. But he had built a TikTok account with 40,000 followers. At the time and so yeah, one day I come to my office, I check the stats as I always do for the last 24 hours and I see a huge spike in incoming orders and I start digging in to find out what's going on. And I see this new user who suddenly there was influx of orders. Everybody came in an office and got to work because there was so many orders that we were worried about can we actually fulfill all of that. After talking to this user and learning more about him, I learned that the story behind this viral post that he created and that generated sales. Speaker 2: Wow. Speaker 1: He woke up in the morning wearing underpants and just grabbed his phone and started filming this product and explaining like what it is, what it does, and why people should use it. It's a product in a honey segment. Speaker 2: Okay. Speaker 1: It's really interesting and a special product. That changed his life. Of course he got lucky but he also exposed himself to luck. The more you do something, the higher the chances that something will work. Speaker 2: I know personally somebody that uses Supliful as well, more so a recent person who is actually a close friend of mine and I think he's actually gonna be talking about his journey live so I'm excited for it. But it's really cool because he's been one of those guys that always, he doesn't have a brand right now. But he's always talked about it. He's like, I'd love to one day. I'd love to one day. And I always, in my mind, I always thought that the difference between now and do it one day is the ability to find access that is efficient enough for you to get to now, right? If you're in a one day mindset, it means you just don't have access to something that can get you to doing it now quickly enough, right? That's why he put it off. And so, I think when I had told him that we're also, for Obvi, exploring Supliful, etc. He checked out the platform and within minutes, I remember him messaging, he's like, dude, I think I'm going to do it. I'm going to do it now. I'm going to start the brand I've always wanted to. And you know, now he's going down the journey. I think it's going to be live pretty soon because it takes, you guys make it super easy. But I think that's really the difference here. It's the doing it now versus maybe never doing it one day is crazy. Speaker 1: As mentioned, our goal is to reduce time to market. We want to streamline this as much as possible. And, you know, enable rapid product testing, rapid product launch, brand launch. It's really important to get to the first sale as fast as possible. You need to keep the momentum going and you need some kind of validation, proof that it works. Even if it's just one sale, it gives so much energy. I still remember the first e-commerce sale I ever had. I remember who bought it. When bought it and I remember how the product looked like. So that's a huge confidence boost and if you need to spend months of your time to get to that first sale, you'll lose energy and you'll give up. There are really big chances you'll give up. So first sale is super important. Speaker 2: So true. I think on the reverse side, I want to talk a little bit on the performance side of things because I almost look at it from, I'm a brand owner now five years into the game. And the reason I'm exploring Supliful is maybe different from why someone in their mom's basement will be exploring it, right? But the outcome is the same, which is we're both gonna be trying to create something successful. And I think the way we're looking at it is we're looking at it from the aspect of I don't know what product or category is going to hit next. I also do not want to continue to invest Tens of thousands of dollars on buying new inventory of a product that I don't know if it's going to work. So what you said about rapid product testing is so important right now because we are finally at a point in life right now in e-commerce where it is too expensive to find out a product isn't going to work. And if you think about that, that is what you're solving for. Speaker 1: Yeah, I'm glad you brought up this example. There are two types of users on Supliful. There are those who launch something from scratch and then there are established brands that want to test new products, that want to add upsell, downsell, increase their average order value, that want to increase brand loyalty by adding like really nice branded product. There's one recent example where just in a matter of days, somebody Scaled with a product from our catalog to seven figures. The run rate is like it's going to be seven figures. It's a brand that has a flagship product in a device in a beauty space. Speaker 2: Okay. Speaker 1: And it completely makes sense for this brand to add a product, a skincare product, that complements the flagship product and increases average order value and it's just, it's money on the table. Why leave it there? Speaker 2: Wow, that's incredible. You know, we talked a lot about some of the successes that you've seen And some of the successes that I'm excited to see even for Obvi, I think there's equal parts in every journey and even some of the journeys you've seen for brands at Supliful, as you mentioned earlier, there are setbacks too, right? I want to talk a few minutes on how you view setbacks and how you've navigated through them. With what you've done and how you've built everything around you, it's always great to talk to you because you're very level-headed. A win doesn't get you too, too excited, but a loss doesn't get you too, too upset. But I don't think you can naturally be born with that mindset. I think you could develop it. So tell me a little bit about how you got to that point. Speaker 1: The journey to success for me has been pretty long. In the process, we had to endure quite a lot. There were many failures. There were also some success. But over time, I learned that there can be ups and downs, but what really matters is the goal and direction you're going into. If you keep going in the right direction, eventually you'll get there. For example, with Supliful, we had a huge sudden surge in sales. And then over time, it has dropped a little bit before it picks up again. So I try not to, you know, jump in the air and high-five everybody when those surges in sale happen. I'm more focused on our product market fit, on proven customer acquisition channels. I try to at least, you know, stay focused and not get upset by setbacks and celebrate success but also not to indulge too much. Speaker 2: I think that's a big piece, especially in e-commerce where if you, I forget who had mentioned it, but they said They turned off their notifications for their Shopify orders on their phone because they said each one started to become a dopamine hit. And then equal amounts when they didn't hear it became, you know, a draining stress. And you don't really, you lose track of like timing, seasonality, this and that. You just get used to it. And so when someone said that, I was like, you know what? Like that's true. Sometimes I'm like, hey, it's been 30 minutes since my phone vibrated. What's going on? And that's because we're driven too much by the short term sometimes. So naturally, we're a supplement business. And we've been in the space, but I think what's really cool is Supliful doesn't just cover products. You mentioned you have 250 plus premium products. You don't just cover supplements. You're in a few other categories. Tell me a little bit about that. Maybe we can touch a couple of success stories if you have any to touch on the other categories you guys have, but tell me a little bit more about what is the makeup of these 250 products? Speaker 1: Yeah, so skincare, pet care and functional foods, those are categories that we opened recently. Speaker 2: Wow. Speaker 1: We see great potential there and we see already good traction because our idea is not just to stop at supplements. That was just the entry point. The idea behind Suppleful is to enable any kind of consumables businesses that people want to launch. So yeah, the product mix right now is, you know, we have products from Europe, from US, also from India. We are always on a lookout for something unique, some kind of unique formulations or forms, something that can give our users competitive edge. Speaker 2: What I also like, I think the piece that's really cool here is if you're a brand that's also developed for some time, I think being able to get into other categories without the risk is huge. If you create a really good supplement brand but you want to touch on beauty a little bit but not go all in because you want to understand how it's going to do, to be able to add a vertical seamlessly is huge. It's a huge unlock. Speaker 1: I think it's a huge opportunity that you wouldn't take otherwise. So yeah, you can just rapidly test these new products, see if it works for you, if there's attractions and promising signs, then you can keep scaling with Supliful. You can explore other options. Of course, we'll reach out to you to keep you. Yeah, it's a great opportunity. Speaker 2: So now, once a customer does place the order with the brand, because you guys are also not just manufacturing but also fulfilling, the order is going directly from you to the customer. Just to clarify some of the questions that do sometimes come up, right? The customer doesn't know it's coming from you, so it's coming even the from address from the brand. That's incredible. Speaker 1: Yeah, it's a fully branded experience. Well, probably what's going on through end customers' mind, all they know is you have your own operations somewhere, maybe even manufacturing. Speaker 2: Yeah. Speaker 1: You know, not everybody is able to launch a brand. Speaker 2: When it comes to, you know, the fact that you are able to not have customers, you know, feel like this is getting shipped from someone else and built by somebody else, I think that fear comes because of this whole world of on-demand and dropshipping left sometimes a sour taste in some customers. How are you guys protecting against that? Speaker 1: Yeah, this industry has a bit of a bad reputation because of some, you know, bad players. Speaker 2: Yes. Speaker 1: But we're building a reputable business and a trusted partner in launching brands. We're carefully checking all the manufacturers, making sure that those are safe and quality products. Uh, on the other end, we're always, we're always not checking, but like if we notice that somebody is, uh, marketing something too aggressively or making some false proven claims. There's a yellow card and if it continues there's a red card and we had actually a case where we cut off top seller in early stage. It hurt us a lot in terms of revenue. It was a tough time but we had to make a choice what we want to be. Do we want to enable dishonest brands or we want to work with honest brands that add value to the end customer. And the value they add is not just selling products. You know, setting your brand on a mission, helping the customer base, some market segment, niche, offering them help through content, through advice, through regimens, routines, checklists, whatnot. Just provide more context around this product. Focus on your end customer pain points and help them solve it and they'll reward you with their dollars. They'll buy a product from you instead of from some anonymous brand online. Speaker 2: Yeah, I love that and great, great call out there. I think it pokes a lot at your leadership and your morals and authenticity with how you guys are building Supliful. And on that note, we'd love to understand, you know, over the years and journey of building different things, Supliful is no small team. You guys are, you know, growing and leading a great charge, but how have you had to shape and develop yourself as a leader too? Not just as an entrepreneur, but now, you know, people looking to you and saying, hey, what are we doing next? Where do we go next? How has that journey been different for you? Speaker 1: Yeah. Well, yeah, I started with my own e-commerce business where I had to do everything myself. SEO, ads, copywriting, emails, web design, everything. So, over the years, I got used to operating in like operational level in very small details. It's really difficult to get rid of that habit. As we grow, we're now 50 people, you need to adapt and you need to grow with the company. You need to switch your mindset. Haven't always been doing, but yeah, I keep reminding myself, you know, to detach from operational stuff and direct the team, give strategy and do what the teammates expect me to do. Speaker 2: Sure. That's solid. I think when it comes to having a bigger team, especially with what you're leading and building, the impact is super wide, right? Especially with how many customers you have who have tons of their own customers, right? If you had one piece of advice for somebody who has going from building a brand to building now maybe in the tech space, right? What's that shift like and then how do you feel that's different and do you miss one part of one thing and do you love another part of another thing? Speaker 1: Yeah, what I miss from building a brand is that it's a bit less complicated. I mean, it's easier to digest. There's a marketing funnel and you operate in different levels, improving it. With tech startup, in our case, there's supply side, there's demand side. There's in between tech side, then there's financials and it can get really complex fast. And it's really difficult to follow everything and digest all that information. I'm all the time trying to figure out like how to keep it simple, but it's not easy. So yeah, you need to adopt, you need to first of all make really wise choices when you're hiring people. That's something I've also learned the hard way. But yeah, because You're essentially hiring people who take care of it so you don't have to worry about it. So you don't have to switch context all the time and then you can focus on your responsibilities. So yeah, to sum it up, hiring is really big deal. Speaker 2: It is. Especially a team with your size now, each person is super key. Incredible. I want to get your viewpoint on because you have such a bird's eye view, you see so many brands, so many products. I think if there's anybody who gets to see e-commerce at a wide landscape, it's you. What do you think is the future of commerce, the future of modern commerce as now people are calling it? What does it look like? Speaker 1: You know, I mentioned I spent seven years in China and already in 2013-14 I was through WeChat ordering plane tickets, ordering milk, chatting with friends and then it's developed since then much further. The social selling is really developed there. There are literally people just live streaming all the time from the studio and selling something. Maybe it's like a radical example. There are cultural differences. What works there not necessarily will work the same way here, but I think to some degree it will also come to the Western world. So more social selling. Speaker 2: Very interesting. Speaker 1: Yeah. Speaker 2: Great way to put it. Speaker 1: And the other trend I see is more and more celebrities, online celebrities, influencers, even micro-influencers launching their brands. More and more people realize that attention is a currency. So why sell it when you can invest it in your own brand equity? Great point. Why till now maybe not so many people have done it is because you need to be backed by operational team. That's the entry barrier. With Supliful those barriers are removed. Then the third thing I think that will continue growing is wearables and all kinds of gadgets that gives you like some kind of markers on your health like temperature, pulse, And whatnot. Maybe even blood tests. Well, Taranis already tried it. But I think there will be something like that in the future. And this will create demand for personalized supplementation, skincare, and so on. Because you'll have these markers. You'll have very specific needs. And there will be demand, you know, to satisfy these needs. And actually, I can You know, whisper to you that Suppleful already is working on creating a concept where we'll enable mass personalization. So truly personalized product with unique formulation without MOQ. Speaker 2: That's insane. It's gonna be game-changing. Speaker 1: It will, yeah. Speaker 2: Wow. Speaker 1: It's complex. It's really complex from, you know, from just manufacturing point of view, but it's doable. Unknown Speaker: Wow, wow. Speaker 2: That's one way to drop a huge what's coming. That's hell of a future. So that was awesome by the way. In a world where acquisition has become more expensive than ever, It means retention has become more important than ever, right? What do you guys think about retention? Obviously, you guys are the reason someone's going to be retained or not retained because you're the one shipping the product that they're consuming. How do you guys think about retention and how important is it for you? Speaker 1: Retention is huge. That's the reason why we sold our previous business and that's the reason why we built Supliful. To enable brands that, you know, build loyal customer base, brands that possibly have subscription products, not just one-time sales. So it's a huge one. And if you don't have like, I don't know, something above 10%, 15% recurring revenue rate, Then I don't see how you can grow. And fun fact from Supliful. 35% of all the orders that we send out go to addresses we've shipped before. So, that tells something about the repeat revenue rate that our brands see. Speaker 2: It's incredible. Speaker 1: Yeah, and I'm really happy for, you know... Speaker 2: I mean, it speaks volumes. I mean, one out of every three customers is loving the product, which is... You know, in e-commerce world, that's a glory hole type of retention rate, you know? Speaker 1: Yeah, yeah, yeah. Of course, there's unequal distribution. There are some brands that have really super high repeat sales rate, some with lower. But yeah, across the board, it's something around 35%. Speaker 2: That's incredible. Well, first of all, I think just from a standpoint of an entrepreneur myself who's seen it all, done some of it, been through a lot, only one thing I wish was there when I started was something like Supliful. But I think what's really exciting for the future of entrepreneurship and for brands that are understanding that acquisition is too expensive, I think The biggest lesson I've learned in the last few years is the price of making mistakes has become unaffordable. And I think that is truly what you guys are solving for. The mistakes don't need to be as costly. And I think when you eliminate what is the most expensive part of entrepreneurship, I think that's where you guys are creating something really special. And so I think you've covered so many incredible things that Supliful does and what you've built in your journey. But as we like to do on every episode of Chew on This, if there's one thing that you want to leave our viewers with, one thing to chew on, one piece of advice, what is that? Speaker 1: Yeah, I'm glad you asked. So Supliful doesn't guarantee success, but at least if you don't succeed with it, you've avoided a lot of wasted time and money. But to succeed with this, my one suggestion is to do proper research. I like to myself jump into things without thinking twice and start building something and see tangible results. I get really excited or carried away with web design. I'm a design freak. I like to move pixels. but it yeah I cannot emphasize enough how important it is to do a proper research where you define clearly your your market niche yeah because this like the more time you spend here on this step the less time you'll spend hitting hitting the wall and then struggling with sales yeah so don't skip that Do a proper research, spend like days, weeks if needed until you feel like you really found something, something valuable, a market niche clearly defined customer and then go after it. Speaker 2: That's great. Chew on that. Amazing. Unknown Speaker: If you want more from us, follow us on Twitter, follow us on Instagram, follow us on TikTok and check out the website ChewOnThis.io.