WEBVTT 00:00:02.359 --> 00:00:05.160 Welcome to the promo playbook, the podcast where 00:00:05.160 --> 00:00:07.660 suppliers come to win in the promotional products 00:00:07.660 --> 00:00:10.880 industry. We're your hosts, Lisa Faustik and 00:00:10.880 --> 00:00:13.960 Adrienne Barker, bringing you insider insights, 00:00:14.519 --> 00:00:17.199 expert strategies, and no fluff advice to help 00:00:17.199 --> 00:00:20.480 suppliers navigate the promo channel like pros. 00:00:21.280 --> 00:00:24.199 From marketing to distributors to mastering software 00:00:24.199 --> 00:00:27.399 onboarding, we cover it all. Whether you're new 00:00:27.399 --> 00:00:30.179 to the industry or ready to scale up, this is 00:00:30.179 --> 00:00:33.340 your playbook for success. Let's get started. 00:00:34.880 --> 00:00:37.560 Hi, and welcome to the promo playbook podcast. 00:00:38.259 --> 00:00:41.460 Today, Adrian Barker and I, Lisa Fosdick, are 00:00:41.460 --> 00:00:45.500 going to dive into some topics related to consumer 00:00:45.500 --> 00:00:48.299 suppliers joining the promotional products industry. 00:00:48.479 --> 00:00:51.020 As many of our listeners may know, the promo 00:00:51.020 --> 00:00:55.820 industry has nuances and complexities that are 00:00:55.820 --> 00:01:00.780 very different from B2C or wholesale sales processes. 00:01:01.200 --> 00:01:04.120 So Adrian and I are going to sort of discuss 00:01:04.120 --> 00:01:07.439 and dish about the challenges that suppliers 00:01:07.439 --> 00:01:11.239 face when they try to enter the industry. So 00:01:11.239 --> 00:01:14.439 Adrian, one of the first things I wanted to sort 00:01:14.439 --> 00:01:19.019 of unpack with you is the idea of what's it like 00:01:19.019 --> 00:01:23.040 to take a brand that sells direct to consumers. 00:01:23.420 --> 00:01:26.219 Into the promo space and what are some of the 00:01:26.219 --> 00:01:30.799 complexities of that so i'll go first. Okay so 00:01:30.799 --> 00:01:33.540 i so first i get a lot of the dreaming right. 00:01:33.879 --> 00:01:36.819 Oh my god we got this product it will be perfect 00:01:36.819 --> 00:01:40.840 to go on this item here and we can sell it. And 00:01:40.840 --> 00:01:42.799 i'm thinking i did an interview with the guys 00:01:42.799 --> 00:01:44.939 that do the colors they have things that go in 00:01:44.939 --> 00:01:47.319 your colors to keep your colors straight and 00:01:47.319 --> 00:01:50.099 i'm like you should go in the product industry 00:01:50.099 --> 00:01:53.040 and they're like we are already in it but then 00:01:53.040 --> 00:01:55.120 also like finding out like who are they really 00:01:55.120 --> 00:01:58.280 selling it to. It's easy to say you're in an 00:01:58.280 --> 00:02:01.299 industry but are you actively really doing the 00:02:01.299 --> 00:02:04.799 work that's needed so i think first to. It's 00:02:04.799 --> 00:02:06.980 important to really understand how the industry 00:02:06.980 --> 00:02:09.819 works. And Lisa, isn't it funny that so many 00:02:09.819 --> 00:02:12.439 people don't actually understand what a vendor 00:02:12.439 --> 00:02:15.280 is, what a supplier is, what an end user is? 00:02:15.620 --> 00:02:18.379 So should we impact starting from there? Yeah, 00:02:18.419 --> 00:02:20.919 it's almost like you need a family tree of the 00:02:20.919 --> 00:02:23.759 industry, right? Like, so how do people talk 00:02:23.759 --> 00:02:26.340 to each other and how do people buy from each 00:02:26.340 --> 00:02:30.439 other? So it is a mind shift, Adrian, like you're 00:02:30.439 --> 00:02:34.379 referring to. You have to sort of think of the 00:02:34.379 --> 00:02:37.120 architecture of the industry because it's completely 00:02:37.120 --> 00:02:40.620 different than selling to a consumer or a wholesale 00:02:40.620 --> 00:02:45.300 client. So to your point, vendors or suppliers, 00:02:45.620 --> 00:02:48.939 we could use those terms interchangeably, sell 00:02:48.939 --> 00:02:52.229 through a distributor network. So that might 00:02:52.229 --> 00:02:55.310 be different than a traditional path or a sales 00:02:55.310 --> 00:02:58.129 channel that a brand might already be functioning. 00:02:58.789 --> 00:03:03.430 Part of the shift in mindset there is we as suppliers 00:03:03.430 --> 00:03:06.969 and vendors depend on somebody else to sell our 00:03:06.969 --> 00:03:10.370 product to the person who's actually buying it. 00:03:10.370 --> 00:03:15.590 This is very difficult for folks to assimilate 00:03:15.590 --> 00:03:19.110 into their DNA and understand that we don't have 00:03:19.110 --> 00:03:22.870 the control that we might have in some of our 00:03:22.870 --> 00:03:25.949 other sales channels and actually closing the 00:03:25.949 --> 00:03:29.969 sale. That's a big difference. And when you think 00:03:29.969 --> 00:03:33.870 of the chain, it's supplier, vendor to distributor, 00:03:34.430 --> 00:03:37.169 and then through distributor filter down into 00:03:37.169 --> 00:03:40.610 distributor sales reps. So there's another layer 00:03:40.610 --> 00:03:44.210 there, and then they're pitching your products 00:03:44.210 --> 00:03:46.919 to the end user customer. Do you have anything 00:03:46.919 --> 00:03:49.479 to add to that, Adrian? I love it. The first 00:03:49.479 --> 00:03:51.800 thing I know from actually being able to go through 00:03:51.800 --> 00:03:55.759 this process a few times with a client is that 00:03:55.759 --> 00:03:58.060 they're surprised that maybe they have. So I 00:03:58.060 --> 00:04:00.439 had a client that had these things that go on 00:04:00.439 --> 00:04:03.020 your glasses and they kind of made it was a niche 00:04:03.020 --> 00:04:05.939 piece because during the zoom when you're wearing 00:04:05.939 --> 00:04:08.180 your glasses, you could put on whatever it may 00:04:08.180 --> 00:04:10.460 be. So if your brand was NASCAR or if it was 00:04:10.460 --> 00:04:13.379 a political party you wanted to, to kind of promote, 00:04:13.379 --> 00:04:16.089 you would do that. And the pricing was already 00:04:16.089 --> 00:04:18.370 high. So I had to talk to them about, well, wait 00:04:18.370 --> 00:04:21.329 a second. You've got to have the pricing correct. 00:04:21.490 --> 00:04:24.589 So you're adding in the different levels. And 00:04:24.589 --> 00:04:26.129 because the end user is not going to want to 00:04:26.129 --> 00:04:29.230 pay six dollars for this, like plastic, uncomfortable 00:04:29.230 --> 00:04:31.689 piece that goes in just to promote something. 00:04:31.870 --> 00:04:34.730 And it doesn't have that value. So I think that's 00:04:34.730 --> 00:04:38.439 the first step is to understand is there. room 00:04:38.439 --> 00:04:41.300 in that item to go through this kind of chain 00:04:41.300 --> 00:04:43.980 of command. What do you think? Love that insight. 00:04:44.480 --> 00:04:48.620 So pricing your product is a big part of what 00:04:48.620 --> 00:04:51.480 Adrian and I have both worked on as part of the 00:04:51.480 --> 00:04:54.680 promo playbook and in our own consulting practices, 00:04:55.560 --> 00:04:58.459 that setting the pricing correctly can be a real 00:04:58.459 --> 00:05:01.720 challenge. And you need to dedicate the time 00:05:01.720 --> 00:05:06.550 to focus on that and learn how the industry expects 00:05:06.550 --> 00:05:09.550 to be compensated. It's a little different than 00:05:09.550 --> 00:05:13.230 the retail world where it's 50 % or when you're 00:05:13.230 --> 00:05:16.310 selling direct to a consumer, you're making a 00:05:16.310 --> 00:05:20.370 much higher profit. In the promo space, distributors 00:05:20.370 --> 00:05:24.290 look to make anywhere between 30 and 40 % margin 00:05:24.290 --> 00:05:27.029 on any product that you're going to sell through 00:05:27.029 --> 00:05:30.329 to that industry. And I like to work with my 00:05:30.329 --> 00:05:33.829 clients on benchmarking their published retail 00:05:33.829 --> 00:05:37.420 price. as the sell price and backing that off 00:05:37.420 --> 00:05:41.019 into the distributor profit so that a distributor 00:05:41.019 --> 00:05:44.699 is competitive with your already published pricing. 00:05:45.040 --> 00:05:47.279 What do you think about that? I think everything 00:05:47.279 --> 00:05:49.279 you said is perfect. That's exactly you really 00:05:49.279 --> 00:05:51.639 have to look at the pricing and you also have 00:05:51.639 --> 00:05:54.120 to have money to back you up because I think 00:05:54.120 --> 00:05:57.699 I have seen that as being an issue too is don't 00:05:57.699 --> 00:06:00.519 come into the industry and think I'm going to 00:06:00.519 --> 00:06:02.939 announce it on Monday, and I'm going to be loaded 00:06:02.939 --> 00:06:06.540 with orders on Friday, because that is not realistic, 00:06:06.980 --> 00:06:10.199 because it's what distributors really need, too. 00:06:10.680 --> 00:06:14.839 If you wanted to get into a halo, a performer, 00:06:14.980 --> 00:06:16.959 some of the top ones, they are not going to want 00:06:16.959 --> 00:06:20.879 to pay you in advance. You have to be able to 00:06:20.879 --> 00:06:23.160 accept that it may be 30 days. Maybe it's going 00:06:23.160 --> 00:06:26.980 to be 45 days. So you want in on that particular 00:06:26.980 --> 00:06:29.819 vendor. But that's like there's so many little 00:06:29.819 --> 00:06:32.560 pieces Lisa, right? Like what could be like the 00:06:32.560 --> 00:06:34.920 but what will you know? You kind of what you're 00:06:34.920 --> 00:06:37.839 gonna butt against and to me You have to have 00:06:37.839 --> 00:06:40.959 at least that three years because the process 00:06:40.959 --> 00:06:45.319 is slow That's why the process is so slow because 00:06:45.319 --> 00:06:48.079 it's yeah, that's a great point Adrienne and 00:06:48.160 --> 00:06:51.819 As we build our podcast, we'll dive deeper into 00:06:51.819 --> 00:06:55.279 each of these subjects as we go along. But what 00:06:55.279 --> 00:06:58.220 Adrian's talking about right now is the investment 00:06:58.220 --> 00:07:02.139 of time. I think there is a misconception that 00:07:02.139 --> 00:07:05.579 a brand can just hang up their shingle, so to 00:07:05.579 --> 00:07:10.279 speak, on Sage or ASI, which are our search engines 00:07:10.279 --> 00:07:14.060 in the industry. that distributors use to find 00:07:14.060 --> 00:07:17.740 products, but then you have to stand out amongst 00:07:17.740 --> 00:07:21.680 that very crowded field of other suppliers. So 00:07:21.680 --> 00:07:24.439 there'll be a whole podcast further down the 00:07:24.439 --> 00:07:28.259 line of analyzing the search engines and how 00:07:28.259 --> 00:07:32.000 do you stand out on those search engines. So 00:07:32.000 --> 00:07:34.860 pricing structure is important. Understanding 00:07:34.860 --> 00:07:37.680 the architecture of the industry is important. 00:07:38.019 --> 00:07:41.540 How do you customize your product? Sometimes 00:07:41.540 --> 00:07:44.699 a brand doesn't really customize their product 00:07:44.699 --> 00:07:47.180 before they get into the promotional product 00:07:47.180 --> 00:07:50.720 space. So making sure operationally that you 00:07:50.720 --> 00:07:54.199 address how your product is going to get a logo 00:07:54.199 --> 00:07:57.579 added to it is also important in the conversation 00:07:57.579 --> 00:08:02.800 and part of your price management and operations 00:08:02.800 --> 00:08:06.899 is also part of it. So we don't want to overwhelm 00:08:06.899 --> 00:08:10.139 our listeners with too many levels of it yet. 00:08:10.199 --> 00:08:14.339 But what we wanted to share is Adrian and I and 00:08:14.339 --> 00:08:16.879 other folks in our circle that we'll be bringing 00:08:16.879 --> 00:08:21.319 into the podcast are experts at this. So we want 00:08:21.319 --> 00:08:24.000 to today give you a high level of some of the 00:08:24.000 --> 00:08:27.040 challenges you might face and letting you know 00:08:27.040 --> 00:08:29.319 that we're going to unpack all of these things 00:08:29.319 --> 00:08:33.519 as we go along. So just a quick recap, understanding 00:08:33.519 --> 00:08:37.080 the industry, figuring out your product, how 00:08:37.080 --> 00:08:40.120 you're going to decorate it. your pricing structure, 00:08:40.120 --> 00:08:42.679 and then how will you launch that and market 00:08:42.679 --> 00:08:45.840 that in the industry with the knowledge that 00:08:45.840 --> 00:08:49.259 it could be a three to five year window for you 00:08:49.259 --> 00:08:52.320 to establish your brand in a way that's going 00:08:52.320 --> 00:08:55.919 to bring you consistent sales? I'll take a pause 00:08:55.919 --> 00:08:58.740 there in Adrienne and see, I know you've worked 00:08:58.740 --> 00:09:02.480 with several brands. How has that worked in your 00:09:02.480 --> 00:09:05.659 world? So I think for brands, one of the things 00:09:05.659 --> 00:09:07.820 they don't realize is and what we're going to 00:09:07.820 --> 00:09:10.500 teach is what you're going to need, because do 00:09:10.500 --> 00:09:12.960 you need to be a member of the Advertising Specialty 00:09:12.960 --> 00:09:15.320 Institute? Do you need to be a member of the 00:09:15.320 --> 00:09:17.679 Promotional Products Association International? 00:09:18.059 --> 00:09:22.139 Are you looking to go to get these larger distributors 00:09:22.139 --> 00:09:25.659 like a promo, like a halo, like a pro forma, 00:09:25.759 --> 00:09:28.700 any of the ones that you are going to be listed 00:09:28.700 --> 00:09:31.840 as like a preferred vendor? Or do you want to 00:09:31.840 --> 00:09:35.580 go small? Maybe I just have a product. By the 00:09:35.580 --> 00:09:39.440 way, I love this water boat. It's actually what 00:09:39.440 --> 00:09:42.179 I use Lisa all the time. It's not, it's not like 00:09:42.179 --> 00:09:43.919 because I'm doing the interview. It's actually 00:09:43.919 --> 00:09:46.620 what I use, but you may not have, there's a lot 00:09:46.620 --> 00:09:48.340 of products and there's a lot of competition 00:09:48.340 --> 00:09:51.679 in the industry and not everyone could be these 00:09:51.679 --> 00:09:54.720 like a listed suppliers that by the way, have 00:09:54.720 --> 00:09:57.980 a ton of employees. They answer the phone quickly. 00:09:58.220 --> 00:10:00.799 They've got people answering all the questions 00:10:00.799 --> 00:10:03.490 that there's a lot of questions, right? Even 00:10:03.490 --> 00:10:06.409 this color blue if i place the order i said blue 00:10:06.409 --> 00:10:08.210 they'll have to say well what color blue is it 00:10:08.210 --> 00:10:10.190 a royal blue is a dark blue is a navy blue what 00:10:10.190 --> 00:10:13.029 do you want so questions are so important but 00:10:13.029 --> 00:10:16.029 i'm trying to say is that there is a lot and 00:10:16.029 --> 00:10:18.830 if you don't have the funding for it maybe you 00:10:18.830 --> 00:10:22.190 want to be a smaller supplier and maybe you're 00:10:22.190 --> 00:10:24.639 going to be a supplier in your market area. And 00:10:24.639 --> 00:10:25.980 maybe you're saying to yourself, you know what, 00:10:26.039 --> 00:10:28.580 maybe I don't need the industry. You don't have 00:10:28.580 --> 00:10:30.940 to have it. We're just trying to help you to 00:10:30.940 --> 00:10:33.620 see if you have it. So I think with my time with 00:10:33.620 --> 00:10:37.120 score and when I was with score here in the United 00:10:37.120 --> 00:10:40.419 States as a certified business mentor, I did 00:10:40.419 --> 00:10:42.799 have a lot of companies coming to me saying, 00:10:42.820 --> 00:10:45.159 I have this product that they're so excited about 00:10:45.159 --> 00:10:49.200 it. And we want to not crush your dream, but 00:10:49.200 --> 00:10:52.259 we want to make sure that. The ideation of it 00:10:52.259 --> 00:10:55.960 is correct and i think that all businesses no 00:10:55.960 --> 00:10:58.019 matter if you're just got one product piece that 00:10:58.019 --> 00:11:00.139 you're selling you need to kind of do your own 00:11:00.139 --> 00:11:04.379 internals swat analysis yeah like all of that 00:11:04.379 --> 00:11:06.399 is so important because before we start to take 00:11:06.399 --> 00:11:09.799 you on this journey we want to make sure that 00:11:09.799 --> 00:11:13.330 the ideation is going to become. a business and 00:11:13.330 --> 00:11:15.289 that we don't and all of a sudden three months 00:11:15.289 --> 00:11:18.370 down the road go Lisa I don't know I think move 00:11:18.370 --> 00:11:20.370 on Lisa that's the only advice I have for you 00:11:20.370 --> 00:11:22.590 we don't want to do that we want to make sure 00:11:22.590 --> 00:11:25.070 that you could take this to fruition that's really 00:11:25.070 --> 00:11:27.370 important for us so I think that we've got an 00:11:27.370 --> 00:11:30.409 amazing podcast it's not scripted you guys we're 00:11:30.409 --> 00:11:32.909 real we don't have any papers around us all I 00:11:32.909 --> 00:11:34.629 have is my pocketbook here with my little lipstick 00:11:34.629 --> 00:11:38.710 to put on but honestly we're here to give Real 00:11:38.710 --> 00:11:42.409 life information and to even take answers and 00:11:42.409 --> 00:11:45.769 take questions at this is going to be up and 00:11:45.769 --> 00:11:47.330 where i'm not gonna edit out the silly things 00:11:47.330 --> 00:11:52.389 that i may say lisa. We're here to take answers 00:11:52.389 --> 00:11:55.129 everyone that's a new thing so i'm excited about 00:11:55.129 --> 00:11:58.149 this because we're coming from the distributor 00:11:58.149 --> 00:12:01.509 view we're coming from the end user view cuz 00:12:01.509 --> 00:12:05.039 we buy two. And we're coming from years of experience 00:12:05.039 --> 00:12:08.259 going to the trade shows, understanding the industry, 00:12:08.720 --> 00:12:11.120 having clients that are suppliers, having clients 00:12:11.120 --> 00:12:13.980 that are distributors. So we see a whole picture. 00:12:14.460 --> 00:12:17.539 And between us, without saying our ages, 70 years 00:12:17.539 --> 00:12:21.419 of wisdom. Yes, yes. And other guests that we'll 00:12:21.419 --> 00:12:25.159 have on the podcast bring perspectives as well. 00:12:25.539 --> 00:12:27.539 And Adrienne, I want to touch on something you 00:12:27.539 --> 00:12:31.120 mentioned, which is the choice of a geographical 00:12:31.120 --> 00:12:34.679 focus to establish your footprint. I found that 00:12:34.679 --> 00:12:38.360 to be a brilliant way for a bootstrap approach 00:12:38.360 --> 00:12:42.039 to building your brand and testing the market. 00:12:42.200 --> 00:12:45.539 That's a great way to see if the industry has 00:12:45.539 --> 00:12:48.200 an appetite for what you're selling. And we can 00:12:48.200 --> 00:12:51.700 also help with a competitive analysis within 00:12:51.700 --> 00:12:54.899 the industry to determine is there white space 00:12:54.899 --> 00:12:57.840 in the industry for your product. and then help 00:12:57.840 --> 00:13:01.360 you figure out the pricing on it. So we're giving 00:13:01.360 --> 00:13:03.960 you a lot of information in this short little 00:13:03.960 --> 00:13:07.980 sort of intro podcast, but our goal is to get 00:13:07.980 --> 00:13:10.139 you hooked and have you be thinking, okay, what 00:13:10.139 --> 00:13:13.139 can I learn from Adri and Lisa and their guests 00:13:13.139 --> 00:13:16.480 next time? Because we've lived through a lot 00:13:16.480 --> 00:13:20.360 of onboarding of unique suppliers into the industry 00:13:20.360 --> 00:13:24.740 and not everybody makes it. So part of the analysis 00:13:25.000 --> 00:13:29.259 that Adrian was mentioning is let's do a strategy 00:13:29.259 --> 00:13:32.360 discussion about whether you can make it and 00:13:32.360 --> 00:13:35.519 what it takes to make it. The industry has varied 00:13:35.519 --> 00:13:39.460 between 26 billion to 36 billion over the past 00:13:39.460 --> 00:13:42.620 five years. I don't know where we'll land in 00:13:42.620 --> 00:13:46.940 2025, but certainly there's room for boutique, 00:13:47.000 --> 00:13:51.159 unique suppliers to keep the industry fresh and 00:13:51.159 --> 00:13:53.980 give our distributor partners and sales reps 00:13:54.159 --> 00:13:57.100 fresh new products to sell to their end user 00:13:57.100 --> 00:14:00.100 customers. So we're excited to get to know people. 00:14:00.240 --> 00:14:02.620 We're excited for people to join the podcast 00:14:02.620 --> 00:14:06.899 and learn how this all unfolds. I love it, Lisa. 00:14:07.019 --> 00:14:09.700 I'm excited too. And maybe eventually we'll do 00:14:09.700 --> 00:14:12.940 a test. We'll get someone to say, Hey, I would 00:14:12.940 --> 00:14:16.039 like some free. Advice from you and we'll have 00:14:16.039 --> 00:14:18.399 them come in. So if that's you we brought that 00:14:18.399 --> 00:14:21.139 to you. Yeah Yes, we'll we'll mark it right here 00:14:21.139 --> 00:14:23.720 and show you what we it's so many things. Yeah 00:14:23.720 --> 00:14:27.480 Share products your ideas. I love that. I'm gonna 00:14:27.480 --> 00:14:30.899 say one thing. I think that one of the most important 00:14:30.899 --> 00:14:34.480 departments for Suppliers is your accounting 00:14:34.480 --> 00:14:37.360 department. So we're gonna show you the things 00:14:37.360 --> 00:14:39.720 that are different We don't think the same way 00:14:39.720 --> 00:14:42.740 Lisa is so unique and what she has done. I am 00:14:42.740 --> 00:14:46.779 also her outreach to the community via the industry 00:14:46.779 --> 00:14:49.379 is a beautiful thing. So we'll definitely want 00:14:49.379 --> 00:14:52.299 to tune into that, Lisa, and all that you have 00:14:52.299 --> 00:14:55.620 to offer and why that makes such good sense to 00:14:55.620 --> 00:14:59.519 be part of the regional associations and the 00:14:59.519 --> 00:15:01.600 different parts that you're in. So yeah, I'm 00:15:01.600 --> 00:15:03.480 excited, Lisa. Let's go. We got our first one 00:15:03.480 --> 00:15:07.360 in the queue here. So we're going to be back. 00:15:07.629 --> 00:15:10.129 And we're going to start to promote this and 00:15:10.129 --> 00:15:12.389 we hope that you say you want to be on the show. 00:15:12.389 --> 00:15:15.070 So Lisa, we'll get it together for our next one 00:15:15.070 --> 00:15:16.809 on what we're going to talk about. But you guys 00:15:16.809 --> 00:15:19.330 have a gist of it. There's so much, boy, we could 00:15:19.330 --> 00:15:22.690 talk for hours. We can keep this about 30 minutes. 00:15:22.690 --> 00:15:24.769 We'll keep it a 30 minute show so we've got the 00:15:24.769 --> 00:15:28.710 notes and all of that. And Lisa, take us out. 00:15:29.110 --> 00:15:31.250 Thank you everybody for tuning in. This is only 00:15:31.250 --> 00:15:34.299 the beginning. If you have a creative idea. You 00:15:34.299 --> 00:15:37.360 are excited about something or even you came 00:15:37.360 --> 00:15:40.240 across something you're not sure. Come talk to 00:15:40.240 --> 00:15:42.659 us about it. We'd love to hear from you and we'll 00:15:42.659 --> 00:15:45.559 see you next time. Thank you. Bye, everyone. 00:15:46.159 --> 00:15:50.700 Bye. Thanks for tuning into the promo playbook. 00:15:51.080 --> 00:15:54.100 If you found value in today's episode, be sure 00:15:54.100 --> 00:15:57.440 to subscribe and leave us a review. Got a topic 00:15:57.440 --> 00:16:00.039 you'd love us to cover? Connect with us on LinkedIn. 00:16:00.179 --> 00:16:03.960 We want to hear from you. Until next time, stay 00:16:03.960 --> 00:16:07.000 smart, stay strategic, and keep growing your 00:16:07.000 --> 00:16:07.980 supplier success.