1 00:00:00,160 --> 00:00:02,320 Today on the Winning with Shopify podcast. 2 00:00:02,680 --> 00:00:05,080 When you move to Texas, first thing you do is you buy a rent. 3 00:00:05,240 --> 00:00:07,280 As we learned, the business evolved. 4 00:00:07,400 --> 00:00:09,960 We went from just selling fluff to selling yarn. 5 00:00:10,000 --> 00:00:13,840 I never thought we'd have 19 styles of sock, but you know. 6 00:00:15,000 --> 00:00:17,520 How many sunglasses do I have to sell compared to one marketing 7 00:00:17,560 --> 00:00:19,360 contract? It was like, let's get a 8 00:00:19,360 --> 00:00:21,200 marketing contract. A lot less work. 9 00:00:21,360 --> 00:00:26,680 We actually switched to Shopify on a Black Friday in 20/13/2012. 10 00:00:27,000 --> 00:00:30,600 On on Black Friday itself. Black Friday while we were set 11 00:00:30,600 --> 00:00:33,600 up at a holiday market in Washington DC, right? 12 00:01:24,920 --> 00:01:26,920 So, Ron, welcome to the show. How are you? 13 00:01:27,600 --> 00:01:29,760 I'm doing great Sir. Thank you for having me on. 14 00:01:30,200 --> 00:01:31,720 Well, it's a pleasure to have you here, Ronan. 15 00:01:32,120 --> 00:01:34,280 It looks a little bit warmer where you are as well. 16 00:01:34,280 --> 00:01:36,560 You've just told me before we hit record, you're in Texas. 17 00:01:36,560 --> 00:01:39,160 I'm currently in freezing cold London and it's raining right 18 00:01:39,160 --> 00:01:39,720 now. We're. 19 00:01:40,120 --> 00:01:41,280 Yeah. Hopefully you're enjoying the 20 00:01:41,280 --> 00:01:42,280 weather a little bit more than I am. 21 00:01:42,280 --> 00:01:43,920 But. But Ron, anyone that's never 22 00:01:44,120 --> 00:01:46,840 seen your face before or heard of you or aware of what your 23 00:01:46,840 --> 00:01:48,960 business does, tell us a bit about your background. 24 00:01:48,960 --> 00:01:50,000 Tell us a bit about the business. 25 00:01:50,000 --> 00:01:52,160 What do you guys sell and and how did you get into this in the 26 00:01:52,160 --> 00:01:53,520 80s? OK. 27 00:01:53,600 --> 00:01:57,360 Well, we make one of the more unusual products out there. 28 00:01:57,600 --> 00:01:59,560 We do stuff with American Bison fiber. 29 00:02:01,320 --> 00:02:05,280 My family moved to Texas in the in the mid 80s and when you 30 00:02:05,280 --> 00:02:07,880 moved to Texas first thing you do is you buy a ranch. 31 00:02:08,560 --> 00:02:14,440 So we did that and lots of funny stories later the Fort Worth 32 00:02:14,440 --> 00:02:16,920 Nature Center was selling off 2 of their bison. 33 00:02:17,680 --> 00:02:21,000 We have already gone through miniature horses and pheasants 34 00:02:22,080 --> 00:02:26,280 and quail and all sorts of other animals and my dad decided to 35 00:02:26,280 --> 00:02:29,800 buy a pair of bison. So that started the journey. 36 00:02:30,640 --> 00:02:32,640 We are not farm people. We did not come from an 37 00:02:32,640 --> 00:02:35,720 agricultural background. But when you're responsible for 38 00:02:35,720 --> 00:02:38,840 something like that, you learn really quickly and then you get 39 00:02:38,840 --> 00:02:41,080 involved. You find friends and that helps. 40 00:02:41,080 --> 00:02:45,000 Found the Texas Bison Association and early John 41 00:02:45,000 --> 00:02:48,240 joined the National Mison Association and we've been 42 00:02:48,240 --> 00:02:50,760 raising them now for, you know, almost 50 years. 43 00:02:52,040 --> 00:02:55,200 But the journey really started with the business when we 44 00:02:55,200 --> 00:02:57,600 started picking up the fluff around the yard because the 45 00:02:57,600 --> 00:03:00,960 bison grow this hair out in the winter and then shed it out in 46 00:03:00,960 --> 00:03:03,200 the spring. And, and you pick up this really 47 00:03:03,200 --> 00:03:07,000 soft Buffalo fluff out in the pasture and you know that it's 48 00:03:07,000 --> 00:03:08,720 beautiful. You understand that it's got 49 00:03:08,720 --> 00:03:12,200 some value. And at the time that the Bison 50 00:03:12,200 --> 00:03:14,840 Association was trying to find a way to help ranchers make a 51 00:03:14,840 --> 00:03:18,720 little bit more money for animal raising bison, it had at that 52 00:03:18,720 --> 00:03:20,840 point was totally not profitable. 53 00:03:21,120 --> 00:03:23,600 People did it for the passion of the animal and to try and help 54 00:03:23,600 --> 00:03:26,680 the comeback. So you look at all the different 55 00:03:26,680 --> 00:03:30,680 parts that don't have a commercial value and the hair 56 00:03:30,920 --> 00:03:34,800 this this fluff stuff here didn't. 57 00:03:35,760 --> 00:03:39,440 And we'd pick it up and dad put it in a box in the barn and 58 00:03:39,440 --> 00:03:41,040 ended up collecting a couple of pounds of it. 59 00:03:41,120 --> 00:03:45,600 Well, he put it on eBay and a lady in Boston and a lady in 60 00:03:45,600 --> 00:03:48,920 Colorado started bidding against each other on this 3 LB box of 61 00:03:48,920 --> 00:03:53,640 nasty dirty Buffalo hair and it ended up selling for over $400. 62 00:03:54,680 --> 00:03:57,520 Wow. Yeah, that was exactly what we 63 00:03:57,520 --> 00:04:01,400 said too, right? So you don't, you don't know 64 00:04:01,400 --> 00:04:03,520 what it is. And, and, and so that's kind of 65 00:04:03,520 --> 00:04:07,880 started the journey and that was very early on in, you know, late 66 00:04:07,880 --> 00:04:11,960 90s. And so we started looking at 67 00:04:12,280 --> 00:04:15,000 different methods of collecting it, you know, putting up 68 00:04:15,000 --> 00:04:17,320 streets, weeper brushes on ranches and letting the bison 69 00:04:17,320 --> 00:04:20,200 comb themselves off. And then it kind of got down to 70 00:04:20,200 --> 00:04:22,160 what these animals are processed for meat. 71 00:04:22,160 --> 00:04:23,720 So we might as well shear the hides. 72 00:04:24,360 --> 00:04:27,600 And that's really when we became able to do some commercial 73 00:04:27,600 --> 00:04:30,960 production. Because with with the fiber, 74 00:04:31,280 --> 00:04:35,960 when you've got 5 lbs of it, you can't go make stuff you need. 75 00:04:36,000 --> 00:04:39,760 You need 1000 lbs to actually go to a mill and say, hey, let's 76 00:04:39,760 --> 00:04:41,840 turn this into yarn, Let's turn this into product. 77 00:04:42,680 --> 00:04:44,960 But when we started originally it was just collecting the 78 00:04:44,960 --> 00:04:48,880 fluff, paying the ranchers and selling the fluff to hand 79 00:04:48,880 --> 00:04:51,760 spinners. Our business really evolved 80 00:04:51,760 --> 00:04:54,480 organically. My wife and I both started 81 00:04:54,480 --> 00:04:57,200 attending sheep and wool festivals and learning how to to 82 00:04:57,200 --> 00:04:59,160 sit at the spinning wheel and make yarn. 83 00:04:59,640 --> 00:05:02,840 Then we learned how to knit and weave and and dye and do all the 84 00:05:02,840 --> 00:05:07,640 different construction things. So as we learned, the business 85 00:05:07,640 --> 00:05:09,840 evolved. We went from just selling fluff 86 00:05:09,840 --> 00:05:12,640 to selling yarn. And then we learned how to dye 87 00:05:12,640 --> 00:05:15,560 the yarn. And then we learned more about 88 00:05:15,560 --> 00:05:18,600 the properties of the fiber. Bison fiber is one of the most 89 00:05:18,600 --> 00:05:22,400 insulating fibers anywhere. These animals are comfortable at 90 00:05:22,400 --> 00:05:24,760 temperatures down past -80 Fahrenheit. 91 00:05:25,520 --> 00:05:28,720 So they're, they're well evolved for, for cold. 92 00:05:29,680 --> 00:05:31,400 They don't have a lot of this left. 93 00:05:31,400 --> 00:05:33,520 If you sure, sure a whole bison, you're going to get less than a 94 00:05:33,520 --> 00:05:37,320 pound. So there's, there's not much of 95 00:05:37,320 --> 00:05:41,160 it available, but it's really it's really nice. 96 00:05:41,160 --> 00:05:44,320 It's softer than cashmere. It's very durable. 97 00:05:44,320 --> 00:05:48,320 It's a solid, smooth protein. It doesn't shrink or felt and it 98 00:05:48,320 --> 00:05:52,120 just is comfortable. So our journey is just trying to 99 00:05:52,120 --> 00:05:57,280 find the the best use of it and that's been been a 20 year 100 00:05:57,280 --> 00:06:02,200 journey now and. I think it's amazing because we, 101 00:06:02,280 --> 00:06:04,240 so there's a company called Portland Leather Goods we've had 102 00:06:04,240 --> 00:06:07,720 on the show before as well, and they minus the ranch, they've 103 00:06:07,720 --> 00:06:09,840 got a very similar story to you. We've had, we've actually had 104 00:06:09,840 --> 00:06:13,160 Nick on a couple of times the, the CMO and, and he talks a lot 105 00:06:13,160 --> 00:06:16,240 about how that they were just buying basically cowhides and to 106 00:06:16,240 --> 00:06:18,800 make leather. They were buying this leather so 107 00:06:18,800 --> 00:06:21,600 cheap because the meat industry is just giving the stuff away 108 00:06:21,640 --> 00:06:23,880 because they they need to pay to get rid of it in the first place 109 00:06:24,600 --> 00:06:25,760 and then started making products. 110 00:06:25,760 --> 00:06:29,040 It's a really similar story. And obviously you guys are 111 00:06:29,040 --> 00:06:31,880 running a Shopify store now and, and actually selling products 112 00:06:31,880 --> 00:06:33,120 directly. So we'll, we'll talk about that 113 00:06:33,120 --> 00:06:35,560 in a SEC. But I want to ask a slightly 114 00:06:35,560 --> 00:06:38,440 left field question if, if I can, You mentioned about buying 115 00:06:38,440 --> 00:06:40,840 the ranch and some of the early lessons about bison. 116 00:06:41,160 --> 00:06:43,800 And I'm, I'm always interested to hear like it's great you talk 117 00:06:43,800 --> 00:06:45,480 about the products and the business and we'll talk more 118 00:06:45,480 --> 00:06:47,160 about that as we go through. And, and that's kind of what 119 00:06:47,160 --> 00:06:49,240 everybody is tuning in right now is expecting to hear. 120 00:06:49,640 --> 00:06:51,760 I'd love to hear what were some of the early lessons with the 121 00:06:51,760 --> 00:06:54,760 bison themselves because not everybody is running the Shopify 122 00:06:54,760 --> 00:06:57,480 store tuning in. It has live animals to deal with 123 00:06:57,880 --> 00:07:00,400 as well as products. Like it must have been a handful 124 00:07:00,400 --> 00:07:02,800 to kind of deal with the animals themselves as much as the 125 00:07:02,800 --> 00:07:05,400 products that started to evolve out of out of what you were 126 00:07:05,400 --> 00:07:07,960 doing. Well, yes it did. 127 00:07:08,200 --> 00:07:11,160 And to this day my wife and I have a small ranch here. 128 00:07:11,160 --> 00:07:14,120 We actually raised Longhorns, pigs, chickens and such. 129 00:07:14,800 --> 00:07:16,800 I don't quite have the land for bison. 130 00:07:17,200 --> 00:07:20,760 I don't have the quantity of land for bison here, but it's a 131 00:07:20,760 --> 00:07:23,280 learning curve because the one thing you can't do when you're 132 00:07:23,280 --> 00:07:25,360 raising animals, you can't look at them. 133 00:07:25,600 --> 00:07:27,200 They don't, you can't lie to them. 134 00:07:27,600 --> 00:07:30,240 They will, they will prove you wrong very quickly. 135 00:07:30,800 --> 00:07:34,200 So when you do something, you know, whether it's whether it's 136 00:07:34,200 --> 00:07:38,240 fencing, your feeding or what have you, it has to be real. 137 00:07:38,400 --> 00:07:42,000 And you know, in order to have healthy animals, you have to 138 00:07:42,000 --> 00:07:45,120 keep the land healthy. And the, the bison do a very 139 00:07:45,120 --> 00:07:46,800 good job of keeping the land healthy. 140 00:07:47,600 --> 00:07:52,040 But there are definitely responsibilities, especially 141 00:07:52,160 --> 00:07:56,440 things like fencing, making sure that they don't go wander and 142 00:07:56,440 --> 00:07:58,360 meet your neighbors, because that's the one thing that 143 00:07:58,360 --> 00:08:02,040 everybody, some ranchers always had is that call, come get your 144 00:08:02,040 --> 00:08:05,080 animal. That that's not a good thing. 145 00:08:06,120 --> 00:08:09,160 But yeah, it, it, it teaches you responsibility. 146 00:08:09,320 --> 00:08:14,160 It teaches you consistency because chores have to be done 147 00:08:14,240 --> 00:08:16,040 daily. There's no exceptions. 148 00:08:16,040 --> 00:08:18,840 If it's raining cold, you were talking about cold, we're going 149 00:08:18,840 --> 00:08:21,880 to hit like 22 Fahrenheit today, which is going to get fairly 150 00:08:21,880 --> 00:08:23,920 chilly. Rare, but it happens. 151 00:08:24,480 --> 00:08:26,640 But again, I have to make sure that the animals have feed and 152 00:08:26,640 --> 00:08:30,320 water and, and everybody's got shelter and things like that. 153 00:08:30,320 --> 00:08:33,240 So that's sort of it just kind of teaches you a little bit of 154 00:08:33,240 --> 00:08:36,039 discipline and and that has really helped in our journey. 155 00:08:37,919 --> 00:08:41,240 Yeah, and I, I find it amazing just how hands on you've been 156 00:08:41,240 --> 00:08:44,159 with the raw material of this actually comes from the animal 157 00:08:44,159 --> 00:08:45,520 and you've got the animal in your land. 158 00:08:45,840 --> 00:08:48,160 I think certainly as a, you know, as a, as a culture in the 159 00:08:48,160 --> 00:08:52,000 West now, we're so used to like, you know, you walk into AKFC and 160 00:08:52,000 --> 00:08:55,640 you order chicken and that's it. Like actually seeing a chicken 161 00:08:55,640 --> 00:08:57,360 and, and being close to the animals themselves. 162 00:08:57,360 --> 00:09:00,160 It's just, it's so distant from where we are because of, you 163 00:09:00,160 --> 00:09:02,360 know, mass production, supply chains and everything else these 164 00:09:02,360 --> 00:09:04,560 days. So it, it must, must have helped 165 00:09:04,560 --> 00:09:05,880 you guys, I'm sure in the journey. 166 00:09:06,960 --> 00:09:08,160 Where, where are you guys at today? 167 00:09:08,160 --> 00:09:09,200 Like tell us what's going on today? 168 00:09:09,200 --> 00:09:11,200 Like why are you on a Shopify podcast right now? 169 00:09:11,200 --> 00:09:12,240 Like what products? Are you saying? 170 00:09:12,880 --> 00:09:15,600 What's the store called like? How is it running to today's 171 00:09:15,600 --> 00:09:18,600 conversation? Well, our company is called the 172 00:09:18,600 --> 00:09:21,760 Buffalo Wool Company. My wife and I started this in 173 00:09:21,760 --> 00:09:25,600 2011, sort of a spin off of of the original project with dad 174 00:09:27,520 --> 00:09:29,920 about. In 2019 my wife and I bought our 175 00:09:29,920 --> 00:09:32,200 first ranch. We've been spent 10 years out on 176 00:09:32,200 --> 00:09:36,240 the road at every outdoor show and festival selling our our 177 00:09:36,240 --> 00:09:38,680 wares, our socks. Mostly socks and gloves and hats 178 00:09:38,680 --> 00:09:42,840 and things. We actually switched to Shopify 179 00:09:42,840 --> 00:09:49,400 on a Black Friday in 20/13/2012. On on Black Friday itself. 180 00:09:49,480 --> 00:09:53,440 Black Friday while we were set up and in a holiday market in 181 00:09:53,440 --> 00:09:56,160 Washington, DC, right? Yeah. 182 00:09:56,240 --> 00:10:00,240 And we'd had problems with with our prior web platform. 183 00:10:01,520 --> 00:10:04,400 Found Shopify and Oh my gosh it was a life changer. 184 00:10:06,000 --> 00:10:09,920 We still did a lot of events up until COVID hit when all those 185 00:10:09,960 --> 00:10:14,200 shut down I started writing a newsletter and our sales doubled 186 00:10:14,680 --> 00:10:18,640 like almost overnight our web sales just shot through the roof 187 00:10:19,240 --> 00:10:22,600 right now we it's really difficult to leave our little 188 00:10:22,600 --> 00:10:26,320 ranch again. We, we have cattle and, and 189 00:10:26,360 --> 00:10:30,200 chickens and pigs and other various creatures, bees and 190 00:10:30,200 --> 00:10:33,040 things running around. So we have to maintain that and 191 00:10:33,040 --> 00:10:36,920 that still keeps us disciplined. But my, my granddaughter, my 192 00:10:36,920 --> 00:10:40,040 grandson, my sister-in-law, we all work out of here, out of the 193 00:10:40,040 --> 00:10:41,520 ranch. Everybody helps in different 194 00:10:41,520 --> 00:10:43,920 areas. We turned our little horse barn 195 00:10:43,920 --> 00:10:49,000 into a warehouse and we ship, you know, 2 to 300 packages a 196 00:10:49,000 --> 00:10:50,800 day out of here. Well. 197 00:10:52,240 --> 00:10:54,320 Which is amazing and I think you're not the first people 198 00:10:54,320 --> 00:10:56,440 we've spoken to about kind of moving to Shopify and being a 199 00:10:56,440 --> 00:10:59,680 breath of fresh air right the way up to like with and for 200 00:10:59,680 --> 00:11:02,160 anybody listening as well. We it'll probably be it would 201 00:11:02,160 --> 00:11:04,880 have happened actually, but I had a quick chat on all of our 202 00:11:04,880 --> 00:11:08,360 social channels live with the ex CMO of gym shark and they went 203 00:11:08,360 --> 00:11:10,920 through a very similar, I don't know what the how different the 204 00:11:10,920 --> 00:11:13,680 scales are with them and you guys, but similar story of like 205 00:11:13,680 --> 00:11:16,760 our website just wasn't working and we moved to Shopify and it's 206 00:11:16,760 --> 00:11:19,360 like 100% uptime, completely robust. 207 00:11:19,360 --> 00:11:22,040 Nothing broke on it. It's easier for people to shop. 208 00:11:22,800 --> 00:11:25,680 It has its limitations. I've even this same week we're 209 00:11:25,680 --> 00:11:28,000 recording this, I've hit probably about 30 or 40 210 00:11:28,000 --> 00:11:31,480 limitations myself on the on the winning Shopify store and trying 211 00:11:31,480 --> 00:11:33,000 to change a few bits and pieces around. 212 00:11:33,480 --> 00:11:36,200 But it gives you that robustness and it's, it's fascinating to 213 00:11:36,200 --> 00:11:39,240 hear about how you guys kind of evolved almost, almost out of 214 00:11:39,640 --> 00:11:42,040 nowhere, as you say, to like we just launched Shopify. 215 00:11:42,040 --> 00:11:43,960 It's simple. And as much as you guys must 216 00:11:43,960 --> 00:11:46,200 have been in the sort of farming space and, you know, running a 217 00:11:46,200 --> 00:11:48,320 ranch and as you say, like looking after live animals, 218 00:11:48,320 --> 00:11:50,960 you're at a show at this moment, still running a website because 219 00:11:50,960 --> 00:11:54,120 it, it makes it simple enough. But the newsletter sounds 220 00:11:54,120 --> 00:11:56,240 incredible. Like how did you get people to 221 00:11:56,240 --> 00:11:58,000 sign up and subscribe to your newsletter? 222 00:11:58,000 --> 00:12:00,280 And and what were you talking about in it that had that impact 223 00:12:00,280 --> 00:12:02,960 on the sales? Well, again, we, we've been out 224 00:12:03,040 --> 00:12:05,920 around and meeting people. I mean, we've met a lot of our 225 00:12:05,920 --> 00:12:08,400 customers face to face over the years, especially these events 226 00:12:08,400 --> 00:12:09,640 that we've done for 10 or 12 years. 227 00:12:10,320 --> 00:12:12,880 And I'm not quite sure why people signed up. 228 00:12:13,920 --> 00:12:17,880 But the newsletter itself, it's not salesy. 229 00:12:17,880 --> 00:12:20,360 I don't use it essentially. I mean, essentially to even 230 00:12:20,360 --> 00:12:23,720 market our products. I use it more to tell the 231 00:12:23,720 --> 00:12:26,480 stories of what's going on in, in the bison industries, whether 232 00:12:26,480 --> 00:12:30,960 it's conservation herds and, and you know, Illinois or a ranch 233 00:12:30,960 --> 00:12:34,480 that's working in Wyoming. I just try and share stories of 234 00:12:34,640 --> 00:12:38,000 friends that are having successes and a little bit of 235 00:12:38,000 --> 00:12:41,120 our crazy around here. I like making and building 236 00:12:41,120 --> 00:12:43,080 stuff. That's sort of my hobby. 237 00:12:43,560 --> 00:12:47,840 So share just sharing a little transparency into our life and 238 00:12:47,920 --> 00:12:51,600 the lives of our friends. And it went from, I don't know, 239 00:12:51,600 --> 00:12:54,360 5000 subscribers to almost 100,000 pretty quickly and I 240 00:12:55,040 --> 00:12:57,720 find. It so amazing that the fact that 241 00:12:57,720 --> 00:13:01,360 you weren't, which is I mean, I don't don't take this anyone is 242 00:13:01,360 --> 00:13:04,680 like this is the wrong approach. But so many brands I subscribe 243 00:13:04,680 --> 00:13:08,640 to work with or or even just monitor so many of them. 244 00:13:08,640 --> 00:13:10,400 They're just pushing products constantly. 245 00:13:10,400 --> 00:13:12,280 And there's definitely a space for that. 246 00:13:12,280 --> 00:13:14,960 But what you've done is built a community and then introduced 247 00:13:14,960 --> 00:13:18,040 the product to the community as opposed to just trying to push 248 00:13:18,040 --> 00:13:21,240 a, you know, push a product or build a community to sell a 249 00:13:21,240 --> 00:13:23,160 product. It seems like such a better way 250 00:13:23,160 --> 00:13:25,440 of doing things and so many brands we've had on here have 251 00:13:25,440 --> 00:13:27,080 spoken about that community aspect. 252 00:13:27,440 --> 00:13:30,000 Even though a lot of that conversations one way, you know 253 00:13:30,000 --> 00:13:31,400 they're reading your content and that's it. 254 00:13:31,640 --> 00:13:33,360 But there is that community of people that they must feel 255 00:13:33,360 --> 00:13:36,440 connected because you're writing to them as a, as a. 256 00:13:36,440 --> 00:13:40,240 Group, I think you're I think you're correct and you know 257 00:13:40,240 --> 00:13:42,720 there are times that I will push products and we have things that 258 00:13:42,720 --> 00:13:44,440 we need to sell or what have you. 259 00:13:45,000 --> 00:13:47,120 But for the most part, I just want to engage. 260 00:13:47,120 --> 00:13:51,320 I want to, I personally want to learn and the feedback I get and 261 00:13:51,320 --> 00:13:54,120 the responses I get from, from the stories that we share and 262 00:13:54,120 --> 00:13:58,440 people send, send us stories. And it's, it's been very, very 263 00:13:58,440 --> 00:14:03,480 beneficial to us personally because I, you know, I never 264 00:14:03,480 --> 00:14:07,520 admit to being an expert on anything whatsoever, but I have 265 00:14:07,520 --> 00:14:11,640 friends who know a lot of stuff and that that's been been the 266 00:14:11,640 --> 00:14:14,440 journey is just trying to trying to put all the pieces of the 267 00:14:14,440 --> 00:14:17,480 different puzzles together. And yeah, people come together 268 00:14:17,480 --> 00:14:20,520 as very much as a community and want to support the work that 269 00:14:20,520 --> 00:14:23,280 we're doing. And then in return, because 270 00:14:23,320 --> 00:14:27,160 we've had some success, we're able to put back input, put more 271 00:14:27,160 --> 00:14:28,640 back into the community ourselves. 272 00:14:29,680 --> 00:14:31,160 Yeah, yeah. Which I think, I think it's a 273 00:14:31,160 --> 00:14:33,960 really good way of doing it. And and obviously you mentioned 274 00:14:33,960 --> 00:14:36,360 socks, like you guys have more products than that now, don't 275 00:14:36,360 --> 00:14:38,000 you? Things have evolved into other 276 00:14:38,000 --> 00:14:40,040 areas. Tell us about your product range 277 00:14:40,080 --> 00:14:42,000 today, like how, how big is the product range? 278 00:14:42,000 --> 00:14:43,160 What other stuff do you guys sell? 279 00:14:43,160 --> 00:14:47,120 Like how broad has it become? It has, it has grown 280 00:14:47,320 --> 00:14:49,400 considerably. We started originally with 281 00:14:49,480 --> 00:14:52,280 fingerless gloves for fly fishing and, and that's a story 282 00:14:52,280 --> 00:14:54,560 in itself. We were selling yarn to a little 283 00:14:54,560 --> 00:14:59,760 shop in Tennessee and she started, her husband had a fly 284 00:14:59,760 --> 00:15:01,600 fishing shop on the other side of the store. 285 00:15:02,080 --> 00:15:05,160 They started knitting fingerless gloves for fly fishermen out of 286 00:15:05,160 --> 00:15:09,680 bison yarn and they just proved to be so warm, wicking and 287 00:15:09,960 --> 00:15:11,920 working. She just started selling yarn 288 00:15:11,920 --> 00:15:14,440 like crazy. So we started making gloves. 289 00:15:14,960 --> 00:15:20,440 Well, it's, it's just evolved. The fiber is designed to keep a 290 00:15:20,440 --> 00:15:23,680 large mammal warm. So we look at at the things that 291 00:15:23,680 --> 00:15:26,000 make sense, the extremities, head, hands and feet. 292 00:15:27,000 --> 00:15:29,560 There's not enough fiber available really to make like 293 00:15:29,640 --> 00:15:33,360 body suits for anybody. So, so doing things like like 294 00:15:33,360 --> 00:15:37,480 heads, like hand gloves, hats and socks seem to work. 295 00:15:38,280 --> 00:15:41,920 We're now up to, I don't know, like 1200 skews. 296 00:15:42,680 --> 00:15:45,000 I never thought we'd have 19 styles of sock. 297 00:15:45,320 --> 00:15:49,720 But, you know, different activities, different types of 298 00:15:49,720 --> 00:15:51,840 footwear, there's different, lots of different needs. 299 00:15:52,560 --> 00:15:55,200 And we do take our customer feedback very seriously because 300 00:15:55,640 --> 00:15:58,640 a lot of these people are professionals out doing really 301 00:15:58,640 --> 00:16:02,480 crazy things and need more protection than average gear 302 00:16:03,040 --> 00:16:03,720 gives you. Yeah, yeah. 303 00:16:05,480 --> 00:16:08,320 Yeah, and I mean, segwaying onto another thing I want to talk 304 00:16:08,320 --> 00:16:11,040 about specifically is, you know, a lovely friend, Neil, who was 305 00:16:11,040 --> 00:16:12,960 on the podcast recently from Judge Me introduced us to 306 00:16:12,960 --> 00:16:14,920 yourself and said you've got to get Ron on. 307 00:16:14,920 --> 00:16:19,000 He's got such a cool story. And as I can see, and obviously, 308 00:16:19,000 --> 00:16:20,840 like you mentioned about, you know, people using these 309 00:16:20,840 --> 00:16:24,400 products in some fairly extreme conditions, it must be so 310 00:16:24,400 --> 00:16:26,600 damaging if you just got one bad review. 311 00:16:26,600 --> 00:16:29,040 Like just I mean, obviously we can, everyone can handle one or 312 00:16:29,040 --> 00:16:30,480 two. But you know, you get that, you 313 00:16:30,480 --> 00:16:33,280 get, you get that horrible review saying these are the only 314 00:16:33,280 --> 00:16:36,240 gloves I took on a trip to do this, this and this and it all 315 00:16:36,240 --> 00:16:37,520 went wrong. Like, you know, my hands were 316 00:16:37,520 --> 00:16:39,840 freezing the whole time. I couldn't operate the fishing 317 00:16:39,840 --> 00:16:42,440 rods that I was there to. So you guys must have to work so 318 00:16:42,440 --> 00:16:44,480 hard to make the product really good. 319 00:16:44,480 --> 00:16:47,240 So you get those reviews. But talking about the review 320 00:16:47,240 --> 00:16:49,400 strategy, like, you know, how important is it to get, you 321 00:16:49,400 --> 00:16:51,160 know, that feedback? What do you learn from it? 322 00:16:51,160 --> 00:16:54,280 Like how does it affect, do you think sales can conversion and 323 00:16:54,320 --> 00:16:56,160 that sort of thing as well through, you know, through the 324 00:16:56,200 --> 00:16:59,160 review platform? Oh, it absolutely is crucial and 325 00:16:59,240 --> 00:17:01,520 one of the things that we believe in because this is an 326 00:17:01,520 --> 00:17:05,839 expensive product and it's again, not something that 327 00:17:05,839 --> 00:17:08,240 everybody needs. I think the more information the 328 00:17:08,240 --> 00:17:10,520 consumer can have, the more is is better. 329 00:17:11,000 --> 00:17:13,160 We believe in 100% transparency in reviews. 330 00:17:13,480 --> 00:17:16,599 We don't edit, cherry pick, delete reviews or anything like 331 00:17:16,599 --> 00:17:20,240 that because people need to know what it's going to do. 332 00:17:20,240 --> 00:17:23,680 And, you know, it's funny, some people learn from bad reviews, 333 00:17:23,880 --> 00:17:26,599 you know, and, and, and those can be actually beneficial if, 334 00:17:26,960 --> 00:17:30,160 if it shows you that this isn't right or that maybe this is what 335 00:17:30,160 --> 00:17:33,240 you want. So again, we leave them all. 336 00:17:33,440 --> 00:17:36,600 We don't, we don't edit, we very seldom even comment on them. 337 00:17:37,320 --> 00:17:40,640 I don't know, 90 something percent are are five star. 338 00:17:41,120 --> 00:17:44,720 And that's good because the stuff we're working with a 339 00:17:44,720 --> 00:17:50,480 product that really does work and that's, that helps, you 340 00:17:50,480 --> 00:17:52,760 know, so. Yeah, I think as well, a lot of 341 00:17:52,760 --> 00:17:54,640 brands and certainly a lot of brands that I talk to, they 342 00:17:55,080 --> 00:17:57,040 sometimes feel like they're working in a bit of a vacuum. 343 00:17:57,040 --> 00:18:00,240 It's like we're making this stuff, people are buying it, and 344 00:18:00,240 --> 00:18:03,000 then what like we don't know if they like it, what they use it 345 00:18:03,000 --> 00:18:04,480 for. And I think reviews are 346 00:18:04,480 --> 00:18:07,920 obviously part of a bigger, wider picture of, of finding out 347 00:18:08,200 --> 00:18:10,640 what are our products for, why do people need them? 348 00:18:11,000 --> 00:18:13,160 And like you, I mean, you've mentioned several use cases like 349 00:18:13,160 --> 00:18:16,280 like the guys fishing. That's such a good example, I 350 00:18:16,280 --> 00:18:20,160 think of just like a very simple yet effective use case for your 351 00:18:20,160 --> 00:18:23,520 products that had you not walked into that shop or had that 352 00:18:23,520 --> 00:18:25,800 relationship, which I know you knew the shop owners, but 353 00:18:26,000 --> 00:18:28,000 they're clearly making a product for customers. 354 00:18:28,280 --> 00:18:31,120 So you've got quite a close hands on actually relationship 355 00:18:31,120 --> 00:18:33,560 with potential customers here that are buying the product. 356 00:18:33,920 --> 00:18:36,800 So you've actually got a very close connection to customers 357 00:18:36,800 --> 00:18:39,400 and certainly a lot, a lot of brands. 358 00:18:39,400 --> 00:18:41,520 And I used to run a Shopify store myself doing this. 359 00:18:41,520 --> 00:18:44,080 And I said to dad and people have been emailing me being 360 00:18:44,080 --> 00:18:46,440 like, you know, send me a link to the store or so it doesn't 361 00:18:46,440 --> 00:18:48,400 exist. I sold bamboo sunglasses. 362 00:18:48,400 --> 00:18:49,920 I had no connection to the customers. 363 00:18:50,200 --> 00:18:52,400 It was just let's get, so I'm really good at marketing. 364 00:18:52,400 --> 00:18:53,960 Let's get some products, I can market them. 365 00:18:53,960 --> 00:18:55,840 And we sold loads of them and it was fun. 366 00:18:55,840 --> 00:18:58,960 We didn't make loads of money, but you know, but my business 367 00:18:58,960 --> 00:19:01,600 partner Ben and I were both running our agencies at the time 368 00:19:01,600 --> 00:19:03,240 as well. And it was always like, how many 369 00:19:03,240 --> 00:19:05,440 sunglasses do I have to sell compared to one marketing 370 00:19:05,440 --> 00:19:07,240 contract? And it was like, let's get a 371 00:19:07,240 --> 00:19:10,640 marketing contract. A lot less work, but it was fun 372 00:19:10,640 --> 00:19:12,840 to see how it was running. But we were doing the opposite 373 00:19:12,840 --> 00:19:14,720 of what you were doing, Ron. And I would say we were doing it 374 00:19:14,720 --> 00:19:16,640 wrong and you were doing it right in the sense if you've got 375 00:19:16,640 --> 00:19:19,000 really close connection to customers, you're solving a 376 00:19:19,000 --> 00:19:20,840 need, you're even making something out of a waste 377 00:19:20,840 --> 00:19:22,560 product. You know, what used to be a 378 00:19:22,560 --> 00:19:24,400 waste product is now a super valuable product. 379 00:19:24,920 --> 00:19:26,840 Whereas we were just sort of sitting in this vacuum, not 380 00:19:26,840 --> 00:19:28,520 really communicating with customers. 381 00:19:28,880 --> 00:19:30,960 And let's face it, most people are buying our products just to 382 00:19:30,960 --> 00:19:33,080 kind of look cool. You know, they, they had UV 383 00:19:33,080 --> 00:19:35,320 protection, but they weren't like, you know, prescription 384 00:19:35,320 --> 00:19:37,760 sunglasses or anything extra special. 385 00:19:37,760 --> 00:19:39,840 It didn't add anything other sunglasses didn't. 386 00:19:40,720 --> 00:19:43,080 But I, I think it's really important, you know, for 387 00:19:43,080 --> 00:19:44,880 businesses like yours, I'd love to hear a bit more about how 388 00:19:44,880 --> 00:19:48,120 you've evolved this part of the brand to say, actually, we, we 389 00:19:48,120 --> 00:19:50,920 stand for something, We have a purpose, we have a story. 390 00:19:51,240 --> 00:19:53,680 You know, how do you bring that across on the website in your 391 00:19:53,680 --> 00:19:59,480 communications with customers? Well, yeah, I think actions 392 00:19:59,480 --> 00:20:01,800 really, really speak louder than just saying it. 393 00:20:02,160 --> 00:20:05,920 My wife and I, I serve as a director of the National Bison 394 00:20:05,920 --> 00:20:09,520 Association now, and my wife is is on the board of the National 395 00:20:09,520 --> 00:20:12,840 Buffalo Foundation and the Center for Excellence for Bison 396 00:20:12,840 --> 00:20:16,040 Studies. We try and give our time because 397 00:20:16,040 --> 00:20:19,000 that's the most valuable thing there is to actually helping the 398 00:20:19,000 --> 00:20:22,760 industry. And I do think that that that 399 00:20:22,760 --> 00:20:25,760 adds a lot of value. From a product standpoint, 400 00:20:26,280 --> 00:20:28,600 again, we used to do a lot of things around. 401 00:20:29,040 --> 00:20:32,760 One of the only ones that we events that we've kept is we go 402 00:20:32,760 --> 00:20:35,040 up and bend at the Alaska State Fair every year. 403 00:20:36,480 --> 00:20:40,280 It's a, it's a really I I figure if you're selling cold weather 404 00:20:40,280 --> 00:20:43,200 gear, there's no better place, no better testing ground. 405 00:20:43,680 --> 00:20:44,440 Go to Alaska. Go. 406 00:20:45,080 --> 00:20:46,600 To Alaska, right? If you're going to make 407 00:20:46,600 --> 00:20:48,560 something that's supposed to keep you warm in extreme 408 00:20:48,560 --> 00:20:51,680 climates, you go up there. And so we've been doing that now 409 00:20:51,680 --> 00:20:53,120 15 years. We actually have a little 410 00:20:53,120 --> 00:20:56,920 building on the fairgrounds. And we've, we've really gotten 411 00:20:56,920 --> 00:20:59,680 involved with the mushing community, the dog sledding 412 00:20:59,680 --> 00:21:06,320 teams, because anybody who's out there for 8-9 days at -60 413 00:21:06,320 --> 00:21:11,440 Fahrenheit running dogs, you know, for for 12 hours a day, 414 00:21:12,000 --> 00:21:13,840 they need good, good quality gear. 415 00:21:13,840 --> 00:21:16,800 And if our stuff can hold up for that, it can pretty much, you 416 00:21:16,800 --> 00:21:20,880 know, handle your hunting trip. So that's been really good. 417 00:21:20,880 --> 00:21:22,960 And the feedback we've gotten out of that has been great. 418 00:21:23,240 --> 00:21:25,440 The commercial fishermen up there, the guys that are, you 419 00:21:25,440 --> 00:21:30,680 know, the deadliest catch type style ice Rd. truckers and, and, 420 00:21:30,840 --> 00:21:33,720 and those people need something serious. 421 00:21:34,400 --> 00:21:36,360 Our our stuff is not fashion forward. 422 00:21:36,360 --> 00:21:41,120 It's not, you know, it's, it's not something people buy for a 423 00:21:41,160 --> 00:21:43,920 status symbol. They buy it for utility. 424 00:21:44,680 --> 00:21:48,800 And again, so it's got to work and that's bottom line. 425 00:21:49,520 --> 00:21:52,520 So we, we do keep believing in, in hardcore testing, we 426 00:21:52,600 --> 00:21:55,840 encourage customer feedback. We do contests every year to 427 00:21:55,840 --> 00:21:58,200 have people show us what they're out doing. 428 00:21:58,200 --> 00:22:03,360 Whether I in, in the last five years, I've had 15 people summit 429 00:22:03,360 --> 00:22:06,240 Kilimanjaro, that's kind of cool. 430 00:22:06,600 --> 00:22:08,600 So we get to live vicariously through some of these 431 00:22:08,600 --> 00:22:11,320 adventures. That's, I mean, that's amazing. 432 00:22:11,320 --> 00:22:14,920 Even the Kilimanjaro example. I was just I was thinking like, 433 00:22:15,040 --> 00:22:16,520 oh, you could use some of this stuff like the ice. 434 00:22:16,800 --> 00:22:18,320 I mean, I've watched ice Rd. truckers. 435 00:22:18,320 --> 00:22:22,520 It's such a good show, like just weirdest niche you would never 436 00:22:22,520 --> 00:22:25,600 think about until you go into what these guys are driving 18 437 00:22:25,600 --> 00:22:27,600 Wheelers on ice, like what the heck? 438 00:22:27,600 --> 00:22:29,040 And the adventures are brilliant. 439 00:22:29,040 --> 00:22:31,880 But I mean even Kilimanjaro every time somebody reaches top 440 00:22:31,880 --> 00:22:34,360 of that, you know you've got an e-mail story. 441 00:22:55,640 --> 00:22:57,880 And then you would not believe the amount of brands we work 442 00:22:57,880 --> 00:23:00,320 with and, and, and talk to and listen to the show who are 443 00:23:00,640 --> 00:23:04,360 everyday just sitting in like a white walled office somewhere in 444 00:23:04,360 --> 00:23:07,320 the city going. I need a story like I need to 445 00:23:07,320 --> 00:23:09,360 send something out. What are we going to write? 446 00:23:09,360 --> 00:23:12,040 And I just think the way you guys are engaging with 447 00:23:12,040 --> 00:23:15,200 customers, I mean, was it 8 * a year or eight, eight people now 448 00:23:15,200 --> 00:23:17,440 for each Kilimanjaro's summit, you said or? 449 00:23:18,240 --> 00:23:21,920 Yeah, eight different, different, different expeditions 450 00:23:21,920 --> 00:23:23,320 and they're all wearing our stuff. 451 00:23:24,240 --> 00:23:27,600 Our our stuff is sold on, on the, there's a ship that goes 452 00:23:27,600 --> 00:23:31,000 down to Antarctica called Polar Expeditions and that's what the 453 00:23:31,000 --> 00:23:33,360 crew and everybody on the boat wears. 454 00:23:34,840 --> 00:23:36,440 So which? Again, it's all, it's all such 455 00:23:36,440 --> 00:23:39,120 good stories and every brand must have stories like that. 456 00:23:39,120 --> 00:23:41,080 You know, it doesn't have to be extreme cold like your 457 00:23:41,080 --> 00:23:44,360 particular product, but I just find brands need to just get out 458 00:23:44,360 --> 00:23:46,360 there, you know, get out there and see what people are using it 459 00:23:46,360 --> 00:23:47,360 for. It's it's brilliant. 460 00:23:47,960 --> 00:23:50,840 You're absolutely correct. And my wife is a wildlife 461 00:23:50,840 --> 00:23:54,640 photographer, so she likes to go to crazy places and do silly 462 00:23:54,640 --> 00:23:59,320 things that the next two op is we're going to Norway to go swim 463 00:23:59,320 --> 00:24:02,600 with the orcas and then she's yeah. 464 00:24:02,600 --> 00:24:05,400 And then we're going to go do a polar bear expedition here soon. 465 00:24:05,440 --> 00:24:08,360 We're actually going up next next week for the Iditarod 466 00:24:08,360 --> 00:24:12,360 because we do that all the time and she's booked us 150 mile dog 467 00:24:12,360 --> 00:24:15,720 sled trip. We have found that it's a lot, a 468 00:24:15,720 --> 00:24:18,560 lot more fun to go out and do these things ourselves because 469 00:24:18,560 --> 00:24:21,320 then I can talk to a customer and say, yeah, when when I was 470 00:24:21,320 --> 00:24:24,240 outside Nome, I'm the sled. You know, this is what I 471 00:24:24,240 --> 00:24:26,800 experienced. It's a lot cheaper to do that 472 00:24:26,800 --> 00:24:28,480 than to pay a model and have a photo shoot. 473 00:24:29,400 --> 00:24:31,600 Yeah, yeah, yeah. I even went to, I went to an 474 00:24:31,600 --> 00:24:34,400 Audi garage the other day, like as in the car manufacturer Audi 475 00:24:34,480 --> 00:24:38,040 to have my car service. And I, I suddenly noticed I was 476 00:24:38,040 --> 00:24:41,200 like every time I come here that whether it's a service Rep, a 477 00:24:41,200 --> 00:24:44,040 sales Rep, the receptionist, everyone's talking to me about 478 00:24:44,040 --> 00:24:46,440 their Audi. And I was like, this is really 479 00:24:46,440 --> 00:24:47,000 good. Actually. 480 00:24:47,000 --> 00:24:49,600 I wonder how many other brands make sure all their staff are 481 00:24:49,600 --> 00:24:52,400 driving the same car, as you say, using the product in the 482 00:24:52,400 --> 00:24:55,120 same way customers would to give the customer that advice. 483 00:24:55,560 --> 00:24:57,760 Because as you say, it's not a product everybody needs and it's 484 00:24:57,760 --> 00:24:59,480 not the cheapest. It's not the, you know, you 485 00:24:59,480 --> 00:25:02,000 don't sort of go, oh, I need bison wool for this. 486 00:25:02,000 --> 00:25:04,320 It's like, you know, that it's something you might need to go 487 00:25:04,320 --> 00:25:06,520 and discover. And so are people talking and 488 00:25:06,520 --> 00:25:09,000 saying like that, you know, the ship's crew, we all wear these 489 00:25:09,000 --> 00:25:11,840 if you're cold, like we sell them in the shop or actually 490 00:25:11,840 --> 00:25:14,480 next time you go on one of these freezing cold cruises, and I'm 491 00:25:14,480 --> 00:25:17,560 interested though, dog sledding, 150 miles, how long does that 492 00:25:17,560 --> 00:25:19,040 take? How Long's that adventure? 493 00:25:19,480 --> 00:25:24,280 It's going to be a 2 day trip, yeah. 75 miles a day. 494 00:25:24,720 --> 00:25:26,320 Right. And then we'll camp and, and and 495 00:25:26,320 --> 00:25:28,920 go on. I'm looking forward to it. 496 00:25:28,920 --> 00:25:31,200 I've done, I've done some mine, I've done some short, short 497 00:25:31,200 --> 00:25:32,960 distance sledding. Never anything like this. 498 00:25:33,600 --> 00:25:38,120 But you know, we we like doing fun stuff and being comfortable 499 00:25:38,120 --> 00:25:40,840 while you do it. Yeah, absolutely. 500 00:25:40,840 --> 00:25:43,080 No, it's amazing. And and I guess like go back to 501 00:25:43,080 --> 00:25:45,960 the point about not every customer or not everybody is 502 00:25:45,960 --> 00:25:47,720 right for this, you know, not every single person be a 503 00:25:47,720 --> 00:25:51,080 customer for you. How do you go about targeting? 504 00:25:51,080 --> 00:25:52,960 Like how, how do you go about doing kind of, you know, your 505 00:25:52,960 --> 00:25:57,040 target research, then do marketing and get your imagery 506 00:25:57,040 --> 00:25:59,480 right, Your, you know, the the tone of voice, the brand 507 00:25:59,480 --> 00:26:01,000 approach. How do you get that right? 508 00:26:01,000 --> 00:26:04,480 Just to target your specific niche so that it doesn't it's 509 00:26:04,480 --> 00:26:06,520 not a product for everybody. You keep almost that that kind 510 00:26:06,520 --> 00:26:08,160 of exclusive element that add to it. 511 00:26:08,640 --> 00:26:10,840 Well, you're making a big assumption that I get anything, 512 00:26:10,840 --> 00:26:15,400 right, OK. I love that. 513 00:26:16,800 --> 00:26:18,960 Truthfully, our customers target themselves. 514 00:26:19,560 --> 00:26:21,320 We put up the information out there. 515 00:26:21,320 --> 00:26:25,680 We've had some some very good exposure and, and the 516 00:26:25,680 --> 00:26:28,640 communities that are out doing these things, you go to the 517 00:26:28,640 --> 00:26:31,160 forums that people are talking about, you know, extreme 518 00:26:31,160 --> 00:26:33,440 climbing and things like that, We get mentioned. 519 00:26:35,200 --> 00:26:40,840 As far as targeting, again, I don't, I just wanted to educate 520 00:26:40,840 --> 00:26:43,760 and inform and show people what's available and then be 521 00:26:43,760 --> 00:26:47,360 able to back it up with, with evidence with, you know, some 522 00:26:47,360 --> 00:26:50,320 studies and then a lot of anecdotal experience. 523 00:26:50,960 --> 00:26:55,080 So I didn't go out necessarily prospecting for customers. 524 00:26:55,760 --> 00:27:00,880 We, we did do a fairly big thing here yesterday actually with the 525 00:27:00,880 --> 00:27:04,240 Babylon Bee and Oh my God, that brought a lot of traffic. 526 00:27:06,200 --> 00:27:08,520 I know the Babylon. Be very well I I go to a church 527 00:27:08,520 --> 00:27:11,360 here in the UK and I know their stories, they're absolutely 528 00:27:11,400 --> 00:27:13,120 hilarious. Oh, they did. 529 00:27:13,400 --> 00:27:16,960 They just did an amazing job. They did a little parody story 530 00:27:16,960 --> 00:27:19,800 on us and things and they've been wonderful. 531 00:27:19,800 --> 00:27:24,840 So I do, I do some marketing. I, I quit doing pay per click 532 00:27:25,080 --> 00:27:27,600 type advertising 5 or 6 years ago. 533 00:27:27,600 --> 00:27:30,560 I just didn't really want to give more money to to Mehta and 534 00:27:30,560 --> 00:27:33,120 Google. And So what we can start doing 535 00:27:33,120 --> 00:27:35,960 instead is sponsoring content creators. 536 00:27:36,560 --> 00:27:40,320 We work with a number of different podcasters, most 537 00:27:40,320 --> 00:27:43,800 recently the Dale Stark Show. He's an A10 pilot who's 538 00:27:43,800 --> 00:27:46,640 interviewing pilots and just an amazing guy who's become a 539 00:27:46,640 --> 00:27:48,240 rancher up in the Pacific Northwest. 540 00:27:49,320 --> 00:27:54,440 We sponsor a guy named Thomas Riley who's doing an American 541 00:27:54,440 --> 00:27:58,360 Southwest podcast. So I figure people that are 542 00:27:58,360 --> 00:28:01,120 interested in these kind of stories and these kind of 543 00:28:01,120 --> 00:28:04,680 adventures, they're the people who might be a good target for 544 00:28:04,680 --> 00:28:08,120 us. So actually putting putting 545 00:28:08,120 --> 00:28:11,960 money towards people, actually creating something and then 546 00:28:11,960 --> 00:28:14,360 letting them give a little bit of education and information, 547 00:28:15,200 --> 00:28:16,960 that seems to be most effective for us. 548 00:28:16,960 --> 00:28:19,440 And I feel good being able to help these guys. 549 00:28:21,560 --> 00:28:24,080 I know you joke about like, you know, the assumption that you do 550 00:28:24,080 --> 00:28:25,960 anything right. I think what you've just 551 00:28:25,960 --> 00:28:28,080 described as one of the best marketing campaigns I think your 552 00:28:28,080 --> 00:28:31,000 business could possibly have. You know, I've been working in 553 00:28:31,040 --> 00:28:32,600 this, in this space for 18 years. 554 00:28:32,600 --> 00:28:35,760 And actually, you know, if I put it in kind of marketing agency 555 00:28:35,760 --> 00:28:38,760 lingo, I would say you clearly know your target market. 556 00:28:38,760 --> 00:28:40,720 You know who uses your product, you know where they are, you 557 00:28:40,720 --> 00:28:44,240 know where they hang out, you know how to reach them, which as 558 00:28:44,240 --> 00:28:46,880 you say, is not pay per click. If someone's looking for a 559 00:28:46,880 --> 00:28:49,160 product on pay per click, the products that sell really well 560 00:28:49,160 --> 00:28:51,080 on pay per click is someone who's been working in pay per 561 00:28:51,080 --> 00:28:54,240 click for 18 years. A lot of it is about like the 562 00:28:54,240 --> 00:28:57,320 competitiveness of the products. You don't need any of that 563 00:28:57,320 --> 00:28:59,720 because you've got a limited supply of what you can produce 564 00:28:59,720 --> 00:29:01,120 anyway. And you know exactly who our 565 00:29:01,120 --> 00:29:04,240 user groups are, say influencers makes a lot of sense. 566 00:29:04,320 --> 00:29:07,000 And it's, it's just, it's just fascinating hearing the way you 567 00:29:07,000 --> 00:29:08,760 describe it of rather than going. 568 00:29:08,880 --> 00:29:10,960 So we came up with an influencer strategy. 569 00:29:10,960 --> 00:29:12,960 We reached out to them, we offered them some cash. 570 00:29:13,240 --> 00:29:15,480 They took the cash. We drove some users to site. 571 00:29:16,080 --> 00:29:18,360 It's exactly the same exercise that could be described like 572 00:29:18,360 --> 00:29:20,840 that, but actually where the way you've done it, which I think is 573 00:29:20,840 --> 00:29:23,640 a much more probably more ethical and more fun way of 574 00:29:23,640 --> 00:29:25,920 doing it is we really want to help these guys out. 575 00:29:25,920 --> 00:29:28,240 Like say we can't. How can we help you out? 576 00:29:28,240 --> 00:29:30,360 I imagine is one of your, you know, one of your we love the 577 00:29:30,360 --> 00:29:32,000 show. How could we help you out with 578 00:29:32,000 --> 00:29:33,720 our product? And it starts a conversation, 579 00:29:33,960 --> 00:29:36,720 which means you probably do cut through all of the and, and we 580 00:29:36,720 --> 00:29:38,440 get them for our podcast all the time. 581 00:29:38,440 --> 00:29:41,120 I probably get 10 emails a day saying like, we've got the best 582 00:29:41,120 --> 00:29:42,880 guest ever. It's like this guy runs a 583 00:29:42,880 --> 00:29:45,880 marketing agency SEO. We want to bring them on and I'm 584 00:29:45,880 --> 00:29:48,000 like, well, listen to one episode of the show you're here 585 00:29:48,000 --> 00:29:51,040 that I run an SEO agency. This is my stage. 586 00:29:51,240 --> 00:29:54,160 So absolutely not. You know that this is, and I 587 00:29:54,160 --> 00:29:57,240 think it's, it's fascinating how you, you're almost definitely 588 00:29:57,240 --> 00:29:59,840 cutting through that. So I guess I guess one question 589 00:29:59,840 --> 00:30:03,440 is with these influencers, do you organically just come across 590 00:30:03,440 --> 00:30:05,920 them and go, hey, we, you know, your wife and, and yourself just 591 00:30:05,920 --> 00:30:08,160 say, hey, we should reach out to these guys and have a chat? 592 00:30:08,160 --> 00:30:10,240 Or do you actively go looking for them? 593 00:30:10,240 --> 00:30:13,520 Or is it a bit of both? And it is a bit of both. 594 00:30:14,080 --> 00:30:16,520 I don't honestly, I don't actively go searching for them. 595 00:30:17,000 --> 00:30:19,480 Usually they're people that we find and watch their content. 596 00:30:19,480 --> 00:30:24,080 There's a a great 1C Rankin Yanasa TV. 597 00:30:24,600 --> 00:30:27,560 We started watching his his videos on defending the right to 598 00:30:27,560 --> 00:30:31,240 farm and he's just a brilliant filmmaker. 599 00:30:32,000 --> 00:30:35,960 So what the way I introduce myself is I say hi, can I send 600 00:30:35,960 --> 00:30:39,640 you some songs? And that usually starts the 601 00:30:39,640 --> 00:30:43,760 conversation because once they've experienced what we do, 602 00:30:44,560 --> 00:30:48,960 then they're curious and next thing you know, we're talking, I 603 00:30:48,960 --> 00:30:51,560 only want to work with friends. You know, I'm not, I'm not 604 00:30:51,560 --> 00:30:54,480 looking good to have, you know, some, some nameless agency. 605 00:30:54,920 --> 00:30:58,440 So long before we've done any sponsorships or anything like 606 00:30:58,440 --> 00:31:02,360 that, we've had, we've sat down, we've usually had a meal, we've 607 00:31:03,120 --> 00:31:06,200 done things and, and actually become friends. 608 00:31:06,200 --> 00:31:08,320 And, and that's, that's gone a long ways. 609 00:31:08,720 --> 00:31:12,440 So with the, the NASA TV thing, we got to talking. 610 00:31:12,600 --> 00:31:17,440 He's fascinated by bison. Well, we made a movie and he's 611 00:31:17,440 --> 00:31:21,800 gone around to 70 different ranches around the US, shot 6000 612 00:31:21,800 --> 00:31:25,120 hours of footage. And we're, we're now marketing 613 00:31:25,120 --> 00:31:29,000 this, this movie on, on the the modern resurgence of bison. 614 00:31:30,080 --> 00:31:32,360 Yeah, yeah, which completely Trump's anything I could put in 615 00:31:32,360 --> 00:31:34,400 a small text advert on Google. Let me make that. 616 00:31:34,720 --> 00:31:36,840 Let's say the movie sounds amazing. 617 00:31:36,840 --> 00:31:40,680 And I we, we also had, I mean, talking of kind of film and TV, 618 00:31:40,680 --> 00:31:43,520 we had some, I completely forgotten the name now. 619 00:31:43,520 --> 00:31:44,480 Battle Box. That's it. 620 00:31:44,480 --> 00:31:47,240 We had Battle Box on with their CEO John, and they've obviously 621 00:31:47,240 --> 00:31:51,400 got a series on Netflix as much as them being their own store. 622 00:31:51,720 --> 00:31:54,040 And I just thought what a way to cut against your competitors. 623 00:31:54,040 --> 00:31:57,240 Like I, I sometimes it's great to hear your story about making 624 00:31:57,240 --> 00:31:59,000 the film and that's really powerful. 625 00:31:59,440 --> 00:32:02,440 I also just love having that kind of afterthought of going, 626 00:32:02,720 --> 00:32:06,040 imagine all of your competitors waking up in the morning going, 627 00:32:06,400 --> 00:32:08,720 he's done a film now. Like how are we going to catch 628 00:32:08,880 --> 00:32:11,440 up with this guy? Like he's making movies or like 629 00:32:11,640 --> 00:32:13,640 Battle Box, they've launched a Netflix series. 630 00:32:14,840 --> 00:32:16,440 I watched them. I can't remember the name of it 631 00:32:16,440 --> 00:32:17,920 now. There's a really good series 632 00:32:17,920 --> 00:32:21,680 that I think it's Netflix where they, they put a group of 16 633 00:32:21,680 --> 00:32:24,760 survivors in Alaska and they have to survive. 634 00:32:25,040 --> 00:32:27,080 They, they have to split themselves into like four teams 635 00:32:27,080 --> 00:32:29,680 and that's it. They have no contact outside of 636 00:32:29,680 --> 00:32:33,120 the, the 16 of them in the different teams, like planes 637 00:32:33,160 --> 00:32:35,880 just drop stuff with a note on it saying like, use this stuff, 638 00:32:35,880 --> 00:32:37,960 make a raft, get over there. And you're like, winter's 639 00:32:37,960 --> 00:32:39,920 closing in here and we still haven't made a fire. 640 00:32:39,920 --> 00:32:43,480 And, and it's like, but the amount of like shows like that, 641 00:32:43,480 --> 00:32:47,040 that have like incredibly cool product placements that brands 642 00:32:47,040 --> 00:32:49,000 have gone. And I think this is a, this is a 643 00:32:49,000 --> 00:32:50,680 real key in marketing. And, and certainly a lot of the 644 00:32:50,680 --> 00:32:53,600 biggest companies over history have done this is where you, you 645 00:32:53,600 --> 00:32:57,400 go so far over and above that, actually compressors, like I 646 00:32:57,400 --> 00:32:59,400 just, we just need to find a different way of battling this 647 00:32:59,400 --> 00:33:01,240 thing now. Like we, we can't, you know, we 648 00:33:01,240 --> 00:33:03,160 can't outspend them on Google advertising. 649 00:33:03,160 --> 00:33:05,520 We can't make a film. Like none of this is going to 650 00:33:05,520 --> 00:33:06,520 work. We're going to have to make our 651 00:33:06,520 --> 00:33:09,280 product unique in a different way or target a new market or 652 00:33:09,280 --> 00:33:11,640 something, which actually is a really healthy thing for any 653 00:33:11,640 --> 00:33:13,320 business to go through anyway. But I love the fact you guys 654 00:33:13,320 --> 00:33:15,880 have 6000 hours of footage and making a film. 655 00:33:16,600 --> 00:33:19,560 It just sounds brilliant. Blaze so much more exciting than 656 00:33:19,560 --> 00:33:21,600 yeah, than certainly looking at some of the spreadsheets that I 657 00:33:21,600 --> 00:33:24,280 have on my computer. Well, I'll send you, I'll send 658 00:33:24,280 --> 00:33:26,200 you some links. I think you'll enjoy it. 659 00:33:26,760 --> 00:33:29,840 And it's funny you mention the show stuff. 660 00:33:31,880 --> 00:33:35,400 A couple of years ago, somebody sent me a screenshot from ATV 661 00:33:35,400 --> 00:33:38,720 show called Alone where they go and drop the competitors out and 662 00:33:38,920 --> 00:33:41,680 basically stay 30 days out in the middle of nowhere alone. 663 00:33:42,400 --> 00:33:46,040 A guy named Clay Hayes had our socks hanging up in his little 664 00:33:46,040 --> 00:33:49,720 bivouac and you can see the BWC logo on them. 665 00:33:50,560 --> 00:33:52,960 And of course, I, you know, instantly became a fan of play 666 00:33:52,960 --> 00:33:55,400 and started, you know, learning his, his modern Co making. 667 00:33:56,080 --> 00:34:00,000 But we've been on that show now I think 7 or 8 times. 668 00:34:00,440 --> 00:34:05,080 Just not not our product placement, just the competitors 669 00:34:05,560 --> 00:34:08,120 randomly decided to take a year. No. 670 00:34:08,600 --> 00:34:10,400 And then we we made friends with there. 671 00:34:10,480 --> 00:34:17,800 There's a guy named Terry Burns. Terry is a works for the USGAUS 672 00:34:17,800 --> 00:34:22,920 Geological Society and he lives off grid in Alaska in his pickup 673 00:34:22,920 --> 00:34:26,880 truck all year. Well, Terry was on the show. 674 00:34:27,480 --> 00:34:31,280 He has a pair of our socks. That is the only pair of socks 675 00:34:31,280 --> 00:34:35,840 he owns which living off grid in Alaska, I would think he might, 676 00:34:36,719 --> 00:34:38,840 but we we met him. Can I give you another pair of 677 00:34:38,840 --> 00:34:40,960 socks? He's like, no, I'm good, I've 678 00:34:40,960 --> 00:34:44,800 got one. It's like, okay, that's a lot of 679 00:34:44,800 --> 00:34:47,760 faith in the product. Yeah, yeah, I love. 680 00:34:47,760 --> 00:34:49,920 That they're literally using your products to survive. 681 00:34:49,920 --> 00:34:51,480 Like it literally life and death situation. 682 00:34:51,480 --> 00:34:53,199 This product can help me. I'm going to freeze to death. 683 00:34:53,199 --> 00:34:55,600 I love that. Yeah, it's certainly it's 684 00:34:55,600 --> 00:34:57,360 certainly unique. So I'm going to check out the 685 00:34:57,360 --> 00:34:59,600 series alone. Yeah, it sounds, sounds 686 00:34:59,600 --> 00:35:01,840 absolutely amazing. And and Ron, send us the links. 687 00:35:01,840 --> 00:35:03,640 And for everyone listening, I'll put we'll put the links in the 688 00:35:03,640 --> 00:35:05,360 description if you want to check out some of these things as 689 00:35:05,360 --> 00:35:07,880 well. I mean, if you're not the owner 690 00:35:07,880 --> 00:35:10,280 of the business, like it's a tough conversation, it's a tough 691 00:35:10,400 --> 00:35:13,920 sell up to your boss to go. We need to make a movie, but I 692 00:35:13,920 --> 00:35:17,360 think there's loads to learn from taking what is very, very 693 00:35:17,360 --> 00:35:20,520 amazing and unique approach to marketing, Ron, that you guys 694 00:35:20,520 --> 00:35:22,840 are taking and you don't even see it as marketing. 695 00:35:22,840 --> 00:35:24,920 That's what I love even more. It's like you don't even see it 696 00:35:24,920 --> 00:35:27,840 as a marketing campaign in in the same way that I would or 697 00:35:27,840 --> 00:35:30,720 most of our listeners. What's coming up then? 698 00:35:30,720 --> 00:35:32,600 Like what's next? Like where are you guys going? 699 00:35:32,600 --> 00:35:34,720 What's on the horizon? You've always got a few trips 700 00:35:34,720 --> 00:35:37,320 coming up with polar bears and you know, and swimming with 701 00:35:37,320 --> 00:35:38,520 orcas. I mean, good luck. 702 00:35:38,560 --> 00:35:40,960 I've seen orcas in the world from the safety of a boat. 703 00:35:40,960 --> 00:35:43,600 They're terrifying. What's coming up for the 704 00:35:43,600 --> 00:35:45,000 business like, you know, what are some of the things you guys 705 00:35:45,000 --> 00:35:47,120 are wanting to achieve this year, the next few years? 706 00:35:47,800 --> 00:35:51,920 Well, one of the bigger difficulties we've manufactured 707 00:35:51,920 --> 00:35:55,480 here in the United States, we've lost two of our textile mills in 708 00:35:55,480 --> 00:35:59,240 the last two years. Two of the spinning mills, we've 709 00:36:00,280 --> 00:36:02,880 we're working with another one right now that's doing just an 710 00:36:02,880 --> 00:36:05,760 absolutely beautiful job. But construction of stuff is 711 00:36:05,760 --> 00:36:08,360 difficult. We did get recently approached 712 00:36:08,360 --> 00:36:12,480 by a larger weaving mill that makes some really nice blankets 713 00:36:13,120 --> 00:36:15,080 and they would like to make blankets for us. 714 00:36:15,080 --> 00:36:18,280 So that's a fairly massive one on the horizon. 715 00:36:18,840 --> 00:36:21,440 And then we can also do more things with, with woven fabric, 716 00:36:21,440 --> 00:36:23,280 ponchos and vests and things like that. 717 00:36:23,920 --> 00:36:27,080 We've also recently developed a very nice batting fiber. 718 00:36:27,080 --> 00:36:31,200 It's still a lofty spongy batting for like puffy vests and 719 00:36:31,440 --> 00:36:33,160 sleeping bags and things like that. 720 00:36:33,920 --> 00:36:35,880 But it's just the two of us. It's me and my wife. 721 00:36:36,080 --> 00:36:38,240 So I've only got so much band bandwidth. 722 00:36:38,840 --> 00:36:44,080 The business is constantly busy. And then I've got, you know, 723 00:36:44,240 --> 00:36:47,320 animals. So we only have so much we can 724 00:36:47,320 --> 00:36:49,480 do. There's certain things that we 725 00:36:49,480 --> 00:36:51,840 won't outsource customer service. 726 00:36:51,840 --> 00:36:54,520 When the customer wants to call, I wanted to go talk to me or 727 00:36:54,520 --> 00:36:57,480 her. And, and that takes a lot of 728 00:36:57,480 --> 00:37:01,400 time, but not being on the road and not driving 14 hours a day 729 00:37:01,400 --> 00:37:04,520 to an event in Chicago or what have you, that's given us a lot 730 00:37:04,520 --> 00:37:10,520 more time to get stuff done. So we're, we're, we have several 731 00:37:10,520 --> 00:37:13,320 new, new products and projects on the, on the horizon. 732 00:37:13,880 --> 00:37:18,600 We, we do some military fulfillment for U.S. military 733 00:37:19,200 --> 00:37:22,320 and, and that's picking up. So that's also takes a lot of 734 00:37:22,320 --> 00:37:23,880 time. I looked up yesterday and we 735 00:37:23,880 --> 00:37:28,040 were out of our regular BDS, which we just got a load in two 736 00:37:28,040 --> 00:37:31,600 weeks ago. So I pick up a phone call a 737 00:37:31,600 --> 00:37:33,880 supplier. He's knitting them this morning. 738 00:37:34,600 --> 00:37:37,320 You know, I, this was last night at 7:00. 739 00:37:37,320 --> 00:37:41,280 I called Mike here at the knitting mill and he's, he'll 740 00:37:41,280 --> 00:37:42,800 have product to us by the end of the week. 741 00:37:43,400 --> 00:37:46,960 So we do it a, a brilliant supply chain, wonderful partners 742 00:37:47,560 --> 00:37:51,840 who again, I can go, I can drive 30 minutes or an hour and go see 743 00:37:51,840 --> 00:37:55,440 some of them. And and that's really a big deal 744 00:37:55,440 --> 00:37:58,240 for us is being able to shake the hands of the people, pay a 745 00:37:58,240 --> 00:38:01,880 living wage and know that we're not working off slave labour in 746 00:38:01,880 --> 00:38:05,000 China and things like that. Yeah, yeah, absolutely. 747 00:38:05,000 --> 00:38:08,800 And there's been an interesting change in the UK which I won't 748 00:38:08,800 --> 00:38:11,520 talk about because our content recently keeps getting flagged 749 00:38:11,520 --> 00:38:14,120 as political and then it won't go out on certain channels. 750 00:38:14,240 --> 00:38:16,680 So I won't mention it. But if you want to e-mail me, 751 00:38:16,680 --> 00:38:19,760 I'll go full on on e-mail. I'll tell you exactly what I 752 00:38:19,760 --> 00:38:22,480 think of all the governments around the world at the moment. 753 00:38:22,480 --> 00:38:25,240 But it sounds like an amazing, amazing adventure. 754 00:38:25,240 --> 00:38:27,440 But I love the fact you guys are staying quite humble and saying, 755 00:38:27,440 --> 00:38:28,880 do you know what? We need to just look around the 756 00:38:28,880 --> 00:38:30,880 room actually and go, what bandwidth do we have here? 757 00:38:31,040 --> 00:38:33,640 And I think that it's interesting to hear the changes 758 00:38:33,640 --> 00:38:36,320 you've made about not being on the road, as you say, to shows. 759 00:38:36,320 --> 00:38:38,640 And now we've got Shopify and we sell direct online. 760 00:38:38,640 --> 00:38:41,480 It's like, OK, that means we can sell to a wider pool of people 761 00:38:41,480 --> 00:38:44,680 because of delivery and we've got more time, which, but I love 762 00:38:44,680 --> 00:38:46,680 the fact that also you're not looking at this going like, 763 00:38:46,680 --> 00:38:49,200 let's just get as much cash as we can and get out and retire. 764 00:38:49,840 --> 00:38:51,840 I'm sure you have a business plan and other things like all 765 00:38:51,840 --> 00:38:54,840 sensible companies, but equally it's still answering the phone 766 00:38:54,960 --> 00:38:57,320 to customers and saying like, you know, like if you want to 767 00:38:57,320 --> 00:38:58,720 chat, you're going to chat to me. 768 00:38:58,720 --> 00:39:01,040 And I, I love your approach of sitting over dinner with people. 769 00:39:01,040 --> 00:39:02,880 We, we certainly are quite a lot of the partners. 770 00:39:02,880 --> 00:39:05,840 I, I, I work with and some of our clients, it's 5/10/20 year 771 00:39:05,840 --> 00:39:07,960 relationships almost that we're, we're building here. 772 00:39:07,960 --> 00:39:10,320 And it's, it's so much better. Like, you know, if somebody 773 00:39:10,320 --> 00:39:13,600 finds, can I, can I have your advice on something or can I ask 774 00:39:13,600 --> 00:39:15,440 for a favour? The, the answers? 775 00:39:15,440 --> 00:39:16,920 Like, yeah, course, I've been you for years. 776 00:39:16,920 --> 00:39:18,760 Like if someone you've just met, you're like, oh, where's this 777 00:39:18,760 --> 00:39:20,600 going? Like, you know, but I think 778 00:39:20,600 --> 00:39:22,320 having those relationships is so important. 779 00:39:22,320 --> 00:39:25,160 But supply chain issues, you know, it's, it's a never ending, 780 00:39:25,160 --> 00:39:26,920 never ending story for e-commerce businesses. 781 00:39:26,920 --> 00:39:28,640 I'm sure it's not your first and it won't be a last. 782 00:39:28,640 --> 00:39:31,560 But yeah, the more you can see down the road quite often is, is 783 00:39:31,560 --> 00:39:33,240 the is the powerful position to go. 784 00:39:33,520 --> 00:39:36,120 We see what's happening here. We're OK today because we made 785 00:39:36,120 --> 00:39:37,960 provisions for this. We've got other suppliers, we've 786 00:39:37,960 --> 00:39:40,400 got other meals that can create stuff for us. 787 00:39:40,440 --> 00:39:42,480 But I mean, it sounds like an amazing adventure. 788 00:39:42,480 --> 00:39:44,080 I mean, all the best of luck with it, Ron, and we'll 789 00:39:44,240 --> 00:39:45,680 hopefully get you back on in a year or two. 790 00:39:45,680 --> 00:39:47,240 And I've been saying a lot of guests recently. 791 00:39:47,240 --> 00:39:49,280 We've got a few more guests coming back after a year or two 792 00:39:49,280 --> 00:39:51,880 in the next few weeks. But yeah, amazing adventure. 793 00:39:51,880 --> 00:39:53,680 I wish you the best, Ron. Like, I appreciate your time 794 00:39:53,680 --> 00:39:56,360 today for answering questions. Yeah, it's, it's awesome to 795 00:39:56,360 --> 00:39:57,360 hear. And I will certainly be watching 796 00:39:57,360 --> 00:39:58,560 from the wings. Absolutely. 797 00:39:59,040 --> 00:40:00,880 Thank you very much brother. We appreciate this. 798 00:40:01,440 --> 00:40:03,400 This kind of exposure definitely helps. 799 00:40:04,200 --> 00:40:06,040 Yeah, yeah, absolutely. So guys, if you've enjoyed 800 00:40:06,040 --> 00:40:08,880 today's conversation, my last question for you, Ron, is how 801 00:40:08,880 --> 00:40:11,240 can people reach out to, you know, what's the web address, 802 00:40:11,440 --> 00:40:13,680 what are your social handles? How can people connect in 803 00:40:13,840 --> 00:40:17,400 connect in with you? OK, well the website is the 804 00:40:17,400 --> 00:40:25,320 Buffalo wolco.com and you can find me on X at Buffalo Ron or 805 00:40:25,320 --> 00:40:27,760 on Facebook at the Buffalo Wolco. 806 00:40:28,440 --> 00:40:30,520 And we're we're available pretty much anytime. 807 00:40:30,520 --> 00:40:32,560 Our phone numbers are out there. My cell phone's out there. 808 00:40:33,200 --> 00:40:36,240 Give us a shout. Amazing, amazing love talk a 809 00:40:36,240 --> 00:40:37,720 brief. Thing to put your to put your 810 00:40:37,760 --> 00:40:39,720 cell phone number out, that's that is brave. 811 00:40:40,240 --> 00:40:42,480 My home address is on Google Maps, you know. 812 00:40:42,480 --> 00:40:46,880 It's not like we can, you know? True and also if someone wants 813 00:40:46,880 --> 00:40:49,600 to come and see you, it's a long drive wherever they've come 814 00:40:49,600 --> 00:40:51,720 from, you guys are, you're certainly not in the middle of a 815 00:40:51,720 --> 00:40:53,840 massive city. So yeah, really appreciate your 816 00:40:53,840 --> 00:40:56,240 time. Thank you so much for joining 817 00:40:56,240 --> 00:40:57,840 us, Ron, and for everybody listening at home. 818 00:40:58,160 --> 00:40:59,720 Absolute pleasure to have you tuning in. 819 00:40:59,720 --> 00:41:02,000 Feel free to reach out to us like I would have said in the 820 00:41:02,000 --> 00:41:03,720 intro as well, check out the growth hub. 821 00:41:03,720 --> 00:41:06,800 It's a free community for brands like Ron and all of you guys 822 00:41:06,800 --> 00:41:08,800 listening come chat. We're running free events. 823 00:41:08,800 --> 00:41:11,000 We've got some amazing guests coming up and if you haven't 824 00:41:11,000 --> 00:41:13,360 already, I did talk to the ex CMO of gym sharp live on all our 825 00:41:13,360 --> 00:41:15,240 social channels a couple of weeks ago. 826 00:41:15,240 --> 00:41:18,120 So OK, definitely check out, check out what I spoke to to 827 00:41:18,120 --> 00:41:20,000 Richard about. Thanks for tuning in back again 828 00:41:20,000 --> 00:41:20,600 next Friday.