In episode 5, we talk with Nick Seagers, Director of Operations at Stran. Stran is a top 40 promotional products distributor that continues to grow and lead the charge in distribution. Stran and Trellis worked together to build a massive multisite B2B eCommerce infrastructure that has been very successful for the growing distributor. We discuss the challenges of getting a technical infrastructure in place and what it takes to be successful in B2B eCommerce from someone in the trenches building a program from the ground up. Nick is an expert in operations, eCommerce, and has a great understanding of how to manage an internal organization thats naturally not technical to leverage new technology.
In episode 5, we talk with Nick Seagers, Director of Operations at Stran. Stran is a top 40 promotional products distributor that continues to grow and lead the charge in distribution. Stran and Trellis worked together to build a massive multisite B2B eCommerce infrastructure that has been very successful for the growing distributor. We discuss the challenges of getting a technical infrastructure in place and what it takes to be successful in B2B eCommerce from someone in the trenches building a program from the ground up. Nick is an expert in operations, eCommerce, and has a great understanding of how to manage an internal organization thats naturally not technical to leverage new technology.
All right, everyone. Welcome to Episode Five, hard truth about b2b e commerce. I'm your co host Isaiah Bollinger trellis. And I'm here with Tim. I am Timothy Peterson and I'm a client advocate for trauma. It's great to have you here
Unknown Speaker :today. Absolutely.
Unknown Speaker :So,
Unknown Speaker :so I'd be happy to dive in and talk about our sponsor a little bit. We're very proud to have a sponsor punch up to go there a global b2b integration company specializing in connecting commerce business platforms with E procurement and eirp applications. Their solution can immediately reduce integration complexities for punch out catalogs, purchase orders, D invoices, and other b2b sales order automation documents in order to accelerate your business And we're very happy to have them as our sponsor. Absolutely. quite a mouthful to explain them. But ultimately punch out to go has been a great solution provider in the b2b e commerce space for a lot of our clients and the Brady, their CEO is just a great guy, so I recommend talking to them. And actually, with that being said, that kind of brings me to our guests, Nick, who I believe I believe you guys are using them correct? I think, you know, as a company, we're out to
Unknown Speaker :go. Yeah, we've used worked with such as to go for. I personally have worked with them for maybe six or seven years. But yes, stron has been using projects go for at least the last two or three years as a solution for some of our clients.
Unknown Speaker :Awesome. Excellent. So. So Nick, you know, we met you in 2007. We're both based in Boston. I was excited to invite you because I felt like you just had a really good understanding of ecommerce operations, kind of the the b2b side of e commerce, which I think a lot of people don't really understand. You know, most people when they see e commerce, they see Shopify or, you know, your basic, you know, consumer goods, but I think you have a really good operational understanding of how the b2b side works. So, um, you know, you've been the director of operations at strong for quite a while now, but I'll kind of hand it over to you to kind of give your explanation of your background. So
Unknown Speaker :that Sure, so I've, I've been dealing with
Unknown Speaker :web based projects.
Unknown Speaker :And e commerce since you know, since geo cities and Angel fire all the fun, old, old school stuff. And, you know, over the last 15 years, focus mostly on promotional products and a lot of the other Operational part around getting those types of products, whether that's finding and sourcing, a performance location, special packaging the clients need or you know, customized ecommerce flow that runs through specific billing, any type of specific integration. So a lot of times when we get to the point where salespeople come talk to me, we sit down and huddle and try to find the best solution.
Unknown Speaker :Awesome. And I'm just kind of curious what what got you into, you know, you're in more of a b2b environment. Have you thought about the b2c side or was it the b2b environment that kind of felt like a better fit for you given your skill set or are you just kind of fell into it or
Unknown Speaker :I think for the most part kind of fell into it, you know, working with a lot of working infomercial products, where There isn't a lot of direct customer happiness, a lot of times we're either working behind the scenes for clients, or even if we are upfront, you know, running a trade show or conference, or if we show up there, we're on behalf of the client, like we are the client at that point. So, it's always felt like it's more of b2b, even when we're doing more retail based activities, whether that's for the website person. It's always for the client directly. So you know, it's all I'm always looking at it from what is the client need from a promo, b2b? How can we better how can we give them better service or give them a better product at the end of the day?
Unknown Speaker :Awesome. Yeah. Cool. Um, so So yeah, let's let's kind of get into some of the topics that we wanted to address. So One of the things that I think you guys have done very well for like, you know, you're not you wouldn't consider yourself like a technology company. You know, you're, you're more of a b2b distribution, promo products company, but I think you've done that you guys have done a really good job overcoming some pretty difficult technical challenges. So what was it like kind of like starting out and going through that I know, you know, I wasn't there when you guys initially started with Magento. Two, but you guys started pretty early on with Magento. Two, which is a lot of ways it's a very early beta product and had a lot of bugs. Yeah, and we've helped with a lot of that, but, you know, could you talk a little bit about what it was like, kind of like, advancing the company over the last, you know, four or five years technically and becoming, I would consider you guys you know, pretty technically sound company for non technical, focused company. Yeah.
Unknown Speaker :Yeah. I mean challenging to Just especially at the start of Magento. Two, like you said, for all those bugs through the, I guess, through the entire first version of Magento, to kind of a big part of what we're doing is when we're, when we're putting in these customized approaches, or we're building something that's very specific for one client, it tends to complicate the codebase specifically for you guys for Charles a lot. Because we're, we have three different instances of Magento that are all live on production. Each one of them has between, you know, 10 and 50 sites for clients. And, and a lot of times we need, you know, a single solution on one of those sites. And while that's great, maybe we can roll that out to some other clients online, it's more challenging because It's usually extremely specific the needs to that one client. And we also have to make sure, you know, to work in a way and go through the proper channels so that we don't end up, you know, breaking all the other sites while we while we roll out the new the new central product.
Unknown Speaker :Yeah, yeah. So you guys have taken like a very, I guess, thoughtful approach to how you're kind of like customizing all the infrastructure that you have, and being aware of like the ramifications of those customizations can be to potential maintenance issues down the road.
Unknown Speaker :So yeah, definitely. We we started in magenta to with just one instance. So we tried to kind of tack everything on onto that. There are a lot of a lot of issues for a lot of different reasons. You know, there's no, there's no one main perpetrator as illustrated just fall through the server or it was what we did to it or, you know, anything like that. It's just how we started. So we, with your help with the help of trellis and your project folks, kind of, you know, remapping that architecture in a way that would give our clients a little bit better service would be more manageable. And we took that we took several months to just kind of roadmap that out and make sure that it was exactly what we really know what we needed as a company to grow, but also that we could provide our clients with the best possible solutions.
Unknown Speaker :Yep. And I think you guys, one of the things that might have helped you guys kind of get over the hurdle and grow the business so much is that you guys have been very patient with this evolution. You know, could you speak to that? I think that's so I really want to help some of the b2b companies out there. The reason I'm asking this is To give some context to this little, a lot of b2b organizations that are like, you know, family run, they might do 100 million dollars and like almost none of its online. And then they're kind of trying to do this, like one shot, like, I want to, you know, my 10 year old say, I want to rebuild it and be like, Granger, or they're like, they're, you know, what I see, it seems like they're trying to kind of like skip too many steps. And I think you guys have done a very thoughtful kind of iterative, you know, starting in whether 2016 or so this evolution. So could you speak to that a little bit and how you guys have kind of put thought that?
Unknown Speaker :Yeah, I would say
Unknown Speaker :as as per what we did, and also advice from anybody who has kind of either starting to or continuing on with b2b commerce is just take it slow. There's whatever ideal situation you think is the end result. You're not you can't get They're all at once, and it's probably the wrong place. So make those small, incremental changes of, you know, making sure that your back end is set up exactly how you need it, make sure that your your shipping integration and the integration with fulfillment partners or vendors, is really locked down because that's where you're going to end up spending a lot of manual time if it's not. And, you know, you don't need to do everything at once, if you know that you're working on a solution. And when we've done this quite a lot of, you know, found a way to automate certain tasks. Knowing that we were going to have to spend, you know, maybe a month or two to manually In the meantime, but that also helps us figure out a little bit more what that end result should be once once we get that done. Don't just say tickets tickets. flow and also listen to your clients about what, not what they want, but what doesn't work for them. Gotcha.
Unknown Speaker :Let me just interject for a second, I think you, I think you touched on something that is really a global topic, not just not just for b2b, but also be to see as well, I mean, the idea of iteration and to kind of looking, looking ahead, but also just making sure that you're continually moving, you know, the pace of changes and going to slow down. And, you know, just being ready to change, you know, in small ways, is as important or more important than, you know, planning for change. Three years down the road and not really changing much in between, I mean, so it's really, it's really something that I think is it's a conversation that everyone has had to have and especially in recent months about being ready for change and talking about how those processes work in your business, and so on. You know, I'm really glad that, you know, that's something that's been part of the picture for you guys for so long. Yeah, I think you brought up something that's really, really valuable. When you kind of dig into it, it's like, you mentioned how in some cases, you guys are okay with doing some manual processes for
Unknown Speaker :a month or two while
Unknown Speaker :you're working on some automation to improve those down the road. So you've kind of you have this awful approach of like, you know, not necessarily trying to build the feature for everything, you're okay with some kind of manual intervention, or maybe getting something up and running to use it and then down the road to kind of like automate or improve it later. And I think that makes a lot of sense. A lot of companies might try and do all their integrations on the first project and it's like, way too overwhelming. Maybe start with like the one key one that matters and push the other ones to post launch or you see what I'm getting at with that.
Unknown Speaker :Yeah, also a lot of people Trying to do a bunch of stuff all at once and you don't really understand how they might interact. You might end up, you know, causing more pain down the line, they're gonna have to try to unwind waiters instead of taking it step by step and really understanding, you know, how each baby how each part of a system is going to interact with the next part of the system is pretty important. We have a lot of clients that ask for maybe they want one very specific feature. And on the surface, it sounds, you know, pretty benign and not like a big deal. But it has a lot of lasting effects, you know, maybe for how we could interact with our warehouse or how we could process payments or something along those lines that are the beginning people that are just not that they're not thinking about it. Just Not Be aware that there's those kinds of dependencies in the system. So just keep that in mind. And, you know, you'll always miss something and something will always pop up that surprises you or you bet you forget about
Unknown Speaker :the point.
Unknown Speaker :Yeah, so I think we can keep talking about the technical hurdles forever. But I want to move on. I think podcasts for that it's gonna keep coming up, no matter what visitor technical hurdles are common enough. But, you know, one of the other good topics that's of interest to a lot of our listeners and something that's that's certainly out there, you know, that I talk about it on almost a daily basis is really about success or failure. It's not just, you know, the success or failure of your specific business or of your clients businesses, but really, you know, what defines a successful, you know, b2b commerce operation versus the ones that fails. So, you know, is it is it investment Is it your processes? Is it your openness to innovation? I mean, are all of the above I mean, so how do you define success or failure? Next in a b2b commerce operation?
Unknown Speaker :Um, I would probably define it as I think adaptation is a pretty, pretty good term.
Unknown Speaker :So much has changed in
Unknown Speaker :you know, not just b2b e commerce, but e commerce, the world technology over just the last few years.
Unknown Speaker :In our industry, we see a lot of
Unknown Speaker :either incumbent sites or some of our vendor sites where you know, it's definitely a b2b e commerce solution. It was built from scratch in the early aughts at some point, and it worked and it was functional and it was pretty and they're still using the exact same thing. That's, you know, that's great that it that it works. That's one of the primary reasons that you need to do it. But that's not really enough anymore. And especially, you know, if the last few months have taught us anything, the ability to be mobile and to conduct business on the go wherever you are, and whatever device you have, is increasingly important. And if your ecommerce solution is stuck in a desktop only mode, or you're still toggling back and forth between the web version or desktop version, you're way behind the curve. And, you know, even if you can, if you can manage your business through that and people use it because the sun is functional. You're you can't grow with that. You can't, it's very difficult and will will be increasingly difficult to bring on new clients. You know, consumers are super sophisticated, everybody's looking for that Amazon like experience. And while you know, we may know, some of the technical reasons of why that's not exactly doable for a lot of clients, specifically in b2b, you know, that's what they want. So you have to get it, get them as close to that as, as you can, so that they can actually use it.
Unknown Speaker :Let me just ask one quick follow up in this because it's not really on the, you know, the the questions I think we're preparing but it came up again in another conversation with a colleague of mine. So, you know, mobile, obviously, critical, you know, if you if you aren't, you know, able to do a lot of the b2b e commerce functions on mobile, then there's a problem. But one of the things that that I'm fascinated by are really serve a purpose specific or sales teams specific apps, that the Some companies are now creating, they're just really spinning off, you know, these very specific functions. You know, is this something that you do? Do you have, like very specific tools that are available for only specific purposes? Or is everything under one umbrella?
Unknown Speaker :We actually try to specify as much as possible. Because, you know, while we do have a baseline ecommerce solution, which is no, here's your basic site, we will give you fulfillment so we can now offer credit card potions. Every one of our clients is set up differently. And because we pride ourselves on being that solution for people, is we don't necessarily make people do things our way we we say, How does your for instance if we're doing some kind of monthly consolidated billing promos, ecommerce where we're just taking an orders, we really need to be able to adapt and understand, you know, what is their finance team need to be able to process things properly on their site, like what were all of the potential roadblocks and bottlenecks. And if we can kind of front load that and bring in information smooth in the beginning, hopefully the rest of the process should be relatively seamless.
Unknown Speaker :Gotcha.
Unknown Speaker :So, so, so I want to just change gears a little bit so that we have time to get up to all the topics. But so what you've been doing this for, let's call it you know, a strong call about you know, five years now, where do you see kind of like the next five years going I think it's pretty hard to predict after that, you know, up, you know, automated cars or flying cars in 20 years, who knows? But in the next like, you know, 2020 to 2025, like you said, everyone's kind of trying to catch up to Amazon is that where you see kind of the b2b e commerce market going more people trying to evolve in that direction and create this seamless experience.
Unknown Speaker :To extend, we see a lot of people who, again, we sell product as our main. That's our business. So we take, we also have quite a lot of information and background about inventory, what what types of inventory works in inventory levels. And we see from an e commerce perspective, more and more people wanting to go some form of on demand. Whether that's some kind of print on demand option, more very low, low inventory. You know, it's very rare that that people come to us and say, Hey, we're going to use 1000 t shirts over the next year. Let's get 1000 t shirts. A much more would prefer to say, Alright, well, we don't really know what we want. So and you know, from a pricing perspective, inventory per piece is cheaper than putting things on demand one at a time or in small batches. But if you're not sure what you're going to use, it may be, you know, smarter option, at least in the short term, if not the long term. So I definitely see that we get that question a lot from a lot of clients, a lot RFPs. And just a lot of general conversations with existing clients as well about, you know, how we can help them manage their inventory exposure.
Unknown Speaker :Gotcha. So, and that could probably apply to all b2b. I mean, you know, instead of buying, you know, 1000 of these things that might take you three years to use. You see a trend of people wanting to buy almost in the index increments that they're actually using the product
Unknown Speaker :Yeah. We, we do our best to get them the best price for the lowest quantity to reduce, you know, everybody's inventory exposure, and if we can print it on demand, and we're able to take those couple extra days to do that, and that's great. Well, we'll try to kind of use that as a solution, or some kind of hybrid where some of the stuffs in stock and some of its made on demand.
Unknown Speaker :really depends what the client is, what the solution is.
Unknown Speaker :What's gonna, what's gonna help them log on,
Unknown Speaker :do you see them like forcing them to kind of commit to like, maybe the total purchase, like, Hey, we're gonna, you're going to commit to the thousand t shirts from a price point, but we'll fulfill them over time. Like, is that something that's part of your negotiations to kind of lock up the larger order and bulk value or?
Unknown Speaker :Yeah, it could, I mean, we, you know, when we're pricing out, whether it's product or you know, a program in In general, which is what we're calling our b2b commerce solution for a client, we need to know what their what their usage is going to be, you know, what are they? What are they spent in the past? What are they planning on spending, what types of products so that we can get them the best pricing, we can work with our vendors to make sure that there's going to be stock available, or, you know, whatever we need to get in stock, but also so that we have a really good idea of their business and how best to service them. So I think getting that kind of information upfront and just having an honest conversation with the client of Hey, we know that you said did you spend maybe a quarter million dollars a year on promotional products and that's great, but it's not wise to buy a quarter million dollars for the products that you think you're going to buy? Let's take it slow reorders don't take that long. Just make sure that they're they're away. Of how inventory can be fulfilled and what kind of timelines that takes?
Unknown Speaker :Well, you know, this is a, it's such a critical topic. Of course, during this whole COVID-19 crisis, I work with a lot of sports related businesses, and when, you know, sports teams are not playing, and yet people pre ordered to 10s of thousands, hundreds of thousands and millions of, you know, specific jerseys and hats and whatever, connected to all kinds of events that were supposedly coming up, all right, it becomes a crisis, like what do you do with all that? You know, what do you do with all that inventory? So, you know, moving closer to on demand is is a necessity. I mean, I've worked with fashion businesses, health and wellness businesses, all these kinds of businesses are looking at this in one way or another. And it's, it's, it's, I think, more important for everyone to think about in the next five years, couldn't agree more. Awesome. Yeah, so that's a really good, that's a really good point. And I think I think that kind of ties into the next questions that we have. So maybe, let me just kind of skip, skip around here. But um, do you see that being the challenge, like, I wanted to touch on what you see is the biggest challenge for distributors. And do you see that being the challenge of like, it's no longer you know, especially with Coronavirus, and, you know, all the state of current affairs, you know, we maybe don't have the luxury of getting these massive purchase orders that you might have gotten in the past. And now it's more about being nimble and being able to like, kind of create this like flexible delivery model, whether you sell promo products or toilet paper, you know what I mean? Like it could really be any b2b industry. People don't want to necessarily be sitting on tons of inventory and tons of cash. They don't need to
Unknown Speaker :inventory especially inventories always been, you know, probably the highest cost for any business. And it's, it's always a discussion with our clients. So know is that something that we want to take into inventory Do we need to in our industry, because we're working with no vendor partners throughout the US and overseas, a fair amount of our products are usually made on demand, or specifically printed for us. So a lot of times what we'll do is set up a site per client and do like an ordering window maybe they're doing so it back to the office kit for post COVID-19. We can collect all of that information upfront through an e commerce tool, make sure that we're collecting from the users, you know, whether that's a badge ID or cost center, however, whatever information Client need and then being able to produce exactly what's been ordered. So we're not holding any inventory, we're only producing the exact amounts that have been ordered. And if we need to, you know, dropship, all of those to individuals homes, which is definitely the case, you know, these days. We're also having those conversations about pretty cool shipping, and how that's gonna tie into the overall project because instead of a couple shipments to a couple headquarters, now you're talking about hundreds or thousands of shipping charges.
Unknown Speaker :They can really start to cut in the budget.
Unknown Speaker :So that's just, you know, definitely something that we do our best to try to make to educate clients if we need to, or just, you know, have thoughtful discussions about what's right. We'll help them achieve what they're what they're looking forward to the end.
Unknown Speaker :Yeah, so people are taking left Larger orders and more smaller orders, then you have to worry about all the shipping costs overhead. So it's like, kind of a balance of like, you know, not too many shipments but also not such big orders that they're just sitting on inventory forever.
Unknown Speaker :So yeah, we're seeing a lot of discussions currently about virtual trade shows and virtual conferences.
Unknown Speaker :We did one, we did one already.
Unknown Speaker :Yeah, I saw they're
Unknown Speaker :pretty great. Actually, I've done a bunch of them. In the past few months. I've really gotten I think I've gotten more out of them that I had from a lot of the, you know, in person ones I've done in the last few years.
Unknown Speaker :Yeah. Yeah, they're great. You know, a big part of what some people love about those conferences is, you know, all the free swag that you can pick up the different booths. And none of that exists right now. So, we've been talking with a bunch of companies about kind of helping helping to put that physical piece into whatever they're working on overall. A lot of times that's kind of, you know, building a little pop up shop on the side where people can select a couple items, whether they're buying it, whether they got a promo code for it doesn't really matter, just collecting their information so that that company can send out something physical to the person that you know, as a touchstone. Also, as a reminder, like, Hey, you, we had this conversation, you were part of this event. Here's the reminder. And we're definitely seeing more and more of that just over the last few weeks, and probably through the end of the year.
Unknown Speaker :So let me let me just ask this as a segue, because there's a verse in one of the conferences, a trade show is a virtual trade show that I did. There were virtual swag, opportunities. So what you would do is if you were signing up for different things in a booth, you would be able to get, you know, credits, let's say $5 Amazon credits that could then be applied later on for specific goods. So are you involved in that whole ecosystem as well?
Unknown Speaker :Yep. Yeah, we can do it. We can do it in a couple different ways whether there are a lot of those virtual trade show there are companies now that are you know, essentially running all of that technology for them. Yeah. So yeah, so whether they're collecting all of that data and then essentially passing on us you know, name address and either quantity where it's you know, like, like you said, like, you're you're kind of hurting tradeshow box as you go along. Or just creating a store that kind of likes people who are registered have access. We can plug ourselves into, you know, any, any place kind of along that line of either front front loading and collecting information, or just being the repository of what products need to people need to send out, and then we'll, we'll handle all the backend operations from there.
Unknown Speaker :Yeah, and unless I have another question here, I mean, what I was just going to ask just a little bit about what you thought about b2b what they are learning or Mike learned from b2c? Because I think for, at least in my personal experience, in the last few years, b2b
Unknown Speaker :has played
Unknown Speaker :catch up, right? A B to C, has often been in the lead in certain tech and tools or concepts. So do you feel that's still the case? And if so, is there anything that b2b can still learn from b2c?
Unknown Speaker :Yeah, I do think that's still the case from
Unknown Speaker :to a certain extent. And definitely historically, I feel like the gap is closing a little bit and most of that is Due to, you know, advancements in more plug and play options, a ton of no code tools that are out there where people can help to do more complicated things themselves where they didn't necessarily have the ability to do that before. But I think to two of the biggest places where b2b commerce can learn, pickup from no more direct to consumer side is probably in design overall. Mostly website design. b2b sites are not known for being slick and smooth. And there's no reason that they don't have to be. I mean, there's certainly a lot of things that you would see on a consumer site that may not apply to b2b, like certain types of review systems or social media sharing or, you know, there's a lot of different things that may not actually apply. But there's no reason that different types of design elements or call outs or things that could be helpful to the user or the client can also be incorporated into the e commerce experience. And the other part I would say is customer service. Where I feel like Shawn does a really good job at customer service are extremely responsive. In general, I feel like if you're dealing in b2b commerce, whether that's, you know, for whatever and I deal with a lot of different vendors primarily through either commerce or live chat, or whatever. I feel like that level of customer service and stepping up and it'd be front loading some of that information like tracking or order status. It's not quite to the level of BTC And I feel like there's definitely a little more of a gap that can be closed. There are a whole p2p coalition industry.
Unknown Speaker :Yeah, I completely agree with you on both of these, both of these counts, I think design folks are catching up. I think there was a, this tendency to overcomplicate in b2b, that's moving away. And I'm very, very happy about that. I mean, it's something I've seen over and over. It's like, why am I filling out this form? And then this form, and then he was like, I didn't understand why that that wasn't cleaned up earlier. And the second thing you write about service, so I had a conversation with a b2b player, pretty substantially sized one and they were really wondering why they should have you know, people available, you know, for service 24 seven and and, you know, at their size when you're in the 10s of millions or hundreds of millions in revenue. I don't know why you're even asking that. I get other there are people all around the world who may want to be talking to you at that level at any time. You just got to consider these things now. And they've been Givens and BTC for quite quite a while. Yeah, I think you bring up a really good point there were like, I think, b2c companies the reason they're so far ahead and mess is that it's their lifeblood. Like, they're like, how do I grow sales, I will increase conversion, and let's do better customer service and more people will buy from the site and they see it as like this immediate way to gain more sales and grow customer lifetime value like there would be to see I see companies are very like metric driven like get more traffic, increase conversions, increase lifetime value, and a lot of those things that you're talking about. It's like they're proven tactics that help with that. And I think b2b organizations haven't quite caught up to that from an analytic standpoint, because they're not thinking like, oh, if I have better customer service, I'll get better lifetime value for my ecommerce store because they're still thinking in the sales rep mind of like, Oh, well, my sales reps don't need to like call you they get the sale. You know, they haven't quite thought of it as this e commerce sale per se from an account base. So that's kind of I think, what's what's holding people back. But I think as the percentage of sales goes online, more like for me to be, you know, going, you know, I was like, less than 10%. You know, now we're getting, I think above 10%, you'll see more of that. Because they'll realize, like, Hey, we got to do this. Otherwise, you know, we're losing conversions on these sites. People are dropping off. And they analytics will get, you know, more important for them
Unknown Speaker :by 2030, and I want to have drone delivery.
Unknown Speaker :But by 2030, I was saying those that
Unknown Speaker :just want to have drone delivery to my house. So everything you
Unknown Speaker :know, I'll just put them yeah, there you go. Right, maybe even by 2027.
Unknown Speaker :So give it a few more
Unknown Speaker :years.
Unknown Speaker :We can all just live at home forever, right? I think we saw a funny stand up comedian, right. He's like, America, the land of the free in the land of weather leave your house this is before Coronavirus There you go. Sorry, guys, I think I'm getting a little bit of feedback videos kind of chopping up a little bit. Um, you froze a couple times
Unknown Speaker :I wasn't quite sure what was going on there.
Unknown Speaker :Yeah, sorry about that might be might be my connection. Um, but yeah, Nick, this was this was awesome. I really appreciate your insight. Um, you know, we want people to continue to get informed and make smart decisions with b2b commerce and I think you're helping people with one more stepping stone towards that. So, you know, we want everyone to stay tuned for Episode Six. We actually have Jeremy from celigo joining us, which is an exciting iPad solution. So we're going to get more into the integrations and some challenges that b2b companies face But yeah, I think Thanks so much, Nick. Any last closing words before we are always thanks for having me. This is a lot of fun. Thank you. Yeah, no, absolutely. It's been a pleasure.