How to sell photocopiers
How To Sell Copiers In The Age of Coronavirus
do do a video on you know topics like
that it doesn't have to be long it can
be three minutes it can be four minutes
another thing you can do is establish
your own YouTube channel that and it
makes it even easier for getting it over
to LinkedIn if you have your own YouTube
channel so I've got a YouTube channel
for about I don't know probably five or
six years but I my plan now is to ramp
up that YouTube channel and do more
videos so I guess I'll have to start
shaving again and by the way I I told
Greg I'm not shaving until I'm allowed
back in my office doesn't like the the
playoffs you're not gonna show how you
get to the cup yeah alright yeah and not
to beat a dead horse but everyone's been
saying for the last three or four or
five or a hundred years that you've got
to be more social you've got to have a
brand you've got to get on LinkedIn
you've got to put in content you have to
do a blog should do videos let's put put
videos and emails increase your your
your profile tag people just go out if
you haven't done it already and play
with LinkedIn all right I hope I made a
huge assumption that as you meet and
have met your prospects in the past
you've reached out to connect with them
on LinkedIn if you haven't now almost
the time because they're at home -
there's scrolling through LinkedIn
looking for stuff just like we are
so yeah everyone's in front of their pcs
everyone's in front of a screen or two
or three or four now's the time to do
that and and listen everyone's gonna
you've heard it your profiles got to be
exactly this your profile picture has
got to be perfect execution is better
than perfection because perfection is
just gonna stay in your bedroom and not
get out so just just go do it if you're
don't be afraid of anything just get out
there take your prospect list go out and
link them try and find them and reach
out and connect to them people are more
likely to do it today then
before because that connection right now
it's not a digits more it's more human
than it's ever been
it's not just a digital connection so I
would say do that yeah and and I know if
I take any one off but I've always felt
there are no such things as SEO experts
there's no expert out there right now
there are no experts in this situation
because we've never been here before so
the way you do things is the way they
should be done
period let the benchmarks are all in the
rearview that'll happen next year or two
years from now right now it's the
frontier so anything you do is the right
way to do it throw enough crap on a wall
see what sticks what works a lots gonna
work yeah I agree with that so art who's
going to survive this the strong name
the strong the those people that have
the desire dedication and determination
to work hard you know I've said this for
years the harder you work the luckier
you get
you know we still got it if you stick a
head in the sand and you say what was me
you're not going to make it through this
we've got to continue to work every day
we've got to continue to improve
ourselves and you know it's just be the
rhinoceros in a room and keep moving
forward have a plan of what you want to
do as whether it's LinkedIn whether its
emails whether it's constantly contact
whether it's who you're going to contact
every day through your CRM and execute
the plan because you know you know I
have always said this about it and when
we're in the depth of winter and I know
Greg you get some really bad winters
there in Wisconsin and you you look at
your window on January 2nd you know
what's the one thing you can look
forward to he that goes by is the day
closer to spring so each day
that goes by while we're in this
lockdown to me is a closer day to when
we're going to get out of it and that's
the way we've got to look at it there's
no other way to look at it ma'am you're
right you're right um so I'll bring up
the touchy subject in the last couple
weeks and maybe it's not scuttlebutt
it's actually real so right now we're
talking about how to sell in the age of
Wuhan right and we've got some pretty
good tips and we'll get some more as we
go on well I haven't heard anything
about HP Xerox all right I have heard a
lot about last week it was layoffs and
in the thousands all right not just
hundreds that was last week
we're looking everyone here is looking
to survive through this either in the
industry and this is where I'll get
touchy or outside of the industry so if
we go back to what we were talking about
self-improvement and all that specially
the way we around the bubble the
industry was on a bubble three four
weeks ago three four months ago we were
rebuilding we're consolidating they were
they were going to be new players in the
industry this time next year this time
next year I have no idea who's gonna be
there I mean this is this is a tough
thing so in addition to reaching out
with your clients who are probably
feeling the same thing you are again
look out to other industries the copier
industry is the best place to learn how
to sell stuff I've always believed that
and I've said it a million times if you
can sell copiers sell just about
anything and all right you remember when
people with other companies medical
anyone who sold b2b we'd come in and try
and steal copier salespeople because
they had the best training and it's an
intense sales environment
it still is it still was so those are
some tools that you can take with you
wherever you go if you go somewhere else
so in addition to improving yourself for
your clients and your current customer
base keep an eye out for other
opportunities for you personally and
that you're in an industry that has
given you tools that other industries do
not have you're in a tactical position
you're in the field you're in you're in
the trenches quote unquote
but that's where all the good stuff is
and I think what will happen and art
we're just looking at a crystal ball is
that this wuhan thing will probably
crystallize you know the need to have
high-end sales professionals versus or
in addition to I should say in addition
to a web presence and a ecommerce site
and all that I've always believed that
that there's gonna be ecommerce there's
gonna be people who are gonna even buy
big-ticket items online but they're
still gonna be a need for that expertise
to take those tools that they got online
and apply them to business solutions and
have an impact at on the you know at the
personal level and that's gonna take a
human I don't think you can a I that I
matter of fact I know you can't do that
AI doesn't have empathy humans so far we
do so I think that's you know there may
not be as many salespeople around in the
future just because of the you know the
box movers translate into e Congress
it's all there is I just need a cheese I
need an HP thingamajigger I just go out
online and buy it because I know what I
need but if I thinking up I buy a an HP
thingamabob and I needed to you know
pull in my accounts receivable or help
my sales team close 12 more deals a
month I'm gonna need a person to help me
through that and so think about those
skills that you can improve on yourself
so when the transition really comes
you're prepared for the for the next
opportunity and we're in a great we are
in one of the best fields that have that
the best industries I think and what do
you think art right
I think office technology is going to
continue to evolve and I think you're
absolutely correct those that take again
it's time to further invest in
themselves and their education will can
can move up that ladder to become that
that viable consultant or salesperson
that higher-end companies
still need to leave alright let's let's
go back to tactics so if you you know
during the downtime to improve on the
LinkedIn increase the connectivity to
your clients stay relevant stay stay in
front of them
what else are do you know so I was on a
webinar I don't remember it was a while
back and and it kind of goes a little
bit obviously what I said but someone
mentioned that now's the time to bundle
I mentioned it earlier a remote worker
package now now at first light I'm like
yeah right ok you can go onto the new
CEO you can see ads online for those
kinds of bundles from Staples and that's
tough but what do you think what how
could we what can we put together and
call it a bundle for now but it could be
services that is attractive to customers
coming out of this right I mean I
personally think I could be wrong that
this whole move to remote worker right
in the last two three weeks that's it is
going to shift a lot of the way people
work I think there will be people that
go back to the office but I think it's
gonna open the eyes to a lot of
corporations that you know we may have
been able to cut down on our rent by 30
percent by not having as many cubes that
kind of discussion might come up so
where can we be art to fit in there
to help that transition and does it make
sense maybe it doesn't I don't know I
what do you think so a bundle could be
especially to your larger clients
because they're probably having a lot of
pain right now one can be the unified
communication video boards I know Rico
offers them the collaboration boards
sharp office offers them and that's a
board that can video board that can sit
in the one office and basically it's got
a Windows 10 controller behind it and
they can get jump on zoom' meetings
share documents collaborate annotate
just markup drawings and save drawings
but they can share with their
so maybe you can take something like
that you can take some of your 84
products and put them to your what's
word I'm looking for your your more your
chief or c-level execs and Bumble six or
ten mfps and have those those six or 10
mm bees it could be more of business
continuity a business continuity bundle
and they could have those MFPs just
sitting there waiting to go when there's
an emergency in addition they could have
10 15 30 pcs that are maybe are ready
and and and ready to go if there is if
there's another emergency or
catastrophic event like this so I
proceed that could be a good bundle for
those businesses that say hey we we were
caught with our pants down and we spent
two weeks trying to get things right and
we're never ever going to let this
happen again so we need help and we need
to go to our vendor and were sales
people go to their clients and say hey
we've got a business continuity bundle
that we should talk about would have a
good thing to have I mean that makes a
lot to me that makes a lot of sense okay
so customize something based on what
you're offering right now I mean we will
talk about it later I'm sure but IT
services is on fire right now you can
imagine it's just you know those who got
in our are digging it right now that's a
that's a difference we'll talk about in
a minute I do want to take a couple
steps backwards though in our
conversation had a great question okay
from someone who's new in the industry
alright so like we were just talking
about our existing prospect or existing
customer base how to reach out to them
stay relevant with them but if someone's
relatively new and they don't have that
customer base I mean what is the world
of prospecting look like right now and
then what is it going to be coming up it
might be it's gonna be better
after this but right now where do we
what do we do when we're thinking about
prospecting what about your eyes the
ideas their art I think it's all that
all depends on what this situate what
situation you're in in your state if
you're in the tri-state area here in New
Jersey New York in Connecticut nobody's
letting anybody in all 80% of businesses
are closed so if you're in that
tri-state area I think you've got to
turn to I think you've got it it's
probably not worth it making any phone
calls either because people just you
know they're more concerned with
preserving their business right now and
I I mean I if I was new I would have to
turn the LinkedIn I mean I would I would
start writing content I would maybe if
you don't have the content to write
share the content share content from
others find articles that you think are
interesting and relevant and share them
and and go on and build your network
right I mean other other other than that
but if you're in those other areas that
that are still open for business which
there's a lot of places in the country
that are you've got to go do business as
normal if your area is normal you've
just got to continue what you're doing
for right now yeah I mean I don't know
of any other having you I mean of course
LinkedIn I think is the best business
site out there but you can also use
Instagram Facebook is pretty much for us
older guys so they might want to start
putting stuff on a snapchat and wait for
tik-tok to settle down to kind of crazy
right now yeah I'm not a fan with well
along those lines that so prospecting in
the current environment is
difficult period right you can't knock
on doors even calling calling up there's
been people that say well right now
people who are in the office now the
ones in the office so it doesn't really
matter you know they want to talk to
people so calling up is not a bad idea
I'm not I'm not 100% behind that I am
more what we're shifting from now what
we're shifting what's happening now is
we need to move from a push
prospecting except for where it's
geographically ok and you can go out and
do all that that to an attract we've got
a pole so what said is about the way to
attract is to be in front of people when
they're looking and what are people
looking at right now just about anything
and everything that has to do with
recovering and all that so like art set
and you've got the time all right you
don't have to be Shakespeare some
content and right now LinkedIn is the
platform okay there are ways to go look
for groups in LinkedIn that are based on
geography so I'm outside in Milwaukee I
belong to the Milwaukee all the
Milwaukee groups on LinkedIn I'm in so
the same could go for wherever you guys
are just go out there search on the
group's find one that's geographically
near you it can be specific like engine
you know whatever it could be
retailers engineers and then what I did
and still do is I get in and then just
start reading the content that's been
posted prior to you showing up the last
thing you want to do is jump into any
and I don't think anyone's gonna do that
now but the last thing you want to do
right now is jump in and say hey listen
are you guys looking for toner
cartridges cuz I got them cheaper yeah
no don't do that just just don't do that
alright what it would be good is like
art said comb for content that is
relevant for that particular geography
and if so that particular group alright
and then post the link to that and in
let's get real granular cut a paragraph
copy a paragraph out of that article
post that in the in the kind of in the
area above that link and then post the
link so the link comes up has the
picture tells them from the headline but
you've also been able to post
and that you think is relevant that you
pulled out of the article for other
people to read you know a day to a day
whatever now you got the time do it and
then start getting into no this doesn't
take all month or so after three or four
days if you're doing that then if you
have a question actually pose a question
and see what comes back right well we're
all about attracting right now you can
like you can like like comment some
LinkedIn and try and strike up a
conversation you know if you see someone
who's a first level or second level
connection in that company's doing
something above and beyond put a comment
in say you know this is great this is
fantastic I love the way this works and
then maybe on the then maybe what you do
is you know after you're just I hate to
call it fishing but as you're giving
more constructive comments and links
then go and try and have a conversation
with those people
maybe they posted something send them a
private email on LinkedIn and and say
hey I really like what you did and start
there but don't start with I want to
sell you something establish that like
you said that that business relationship
don't want to hurt people the people
basis empathize with people with what's
going on in our industry right now but I
think LinkedIn is a great tool yeah
there are all sorts of we've had someone
post into the into the chat about you
know going back to basics the Chamber of
Commerce City vertical listing industry
listings things like that Google helps
you sort through the map so you can
locate lawyers things like that to get
the lists prospecting today is still
going to be a little bit more it's gonna
be tougher when you direct but I like I
like having content in the old days we
used to have newsletters that we would
mail out in the mail and that would you
know update our prospects and our NR and
our customers as to what's going on and
even though that in the news in that
newsletter might have been sixty days
old it's unbeliev now you would never do
that nowadays
but yeah I think like I said early it's
a prospecting now shifting into
attracting and like I said it is like
fishing art but what you're doing is you
are building your brand alright you're
gonna get known as that person who
you're gonna get you're gonna be known
as that guy who started to sell everyone
toner or that person who brought that
pretty cool article in and we read about
it alright
another another thing to do is so even
if you just started if you've just
started if you were there for three days
you've got three days of context that
you've made all right maybe it's just a
dozen so a technique a thing to do is
alright so if you've got a if you
finally get into go maybe you're just
posting content in your regular news
feed for your connections I like using
and I don't like overusing it but I like
using the @ sign to send that article to
someone else's attention when it makes
sense right what is that you do that
what is that hash tag is that the @ sign
that just sends it off to salty outside
tagging select tagging tagging a person
yeah yeah again any of these tools don't
over use them because it just looks dumb
when I look up there and there's 53
thousand people tagged okay whatever but
if there's a relevant prospect or client
or even a co-worker alright so you guys
have other guys on your team ping back
and forth you could what we're looking
for yeah I was going to build the brand
we want to attract prospects and
customers and be relevant but that
synergy you want to keep some energy
going for everyone all right your team
members back and forth you know so you
can even see if you can especially get
conversations with c-level folks if you
can do that I'm LinkedIn which is really
hard to do because
no one comes out in comments and then
ping them privately trying to become a
contact with them don't sell them as
soon as you connect don't sell them as
soon as you connect don't sell them as
soon as you connect I can say it cuz I
mean I get that all the time
connect say thank you and then start
feeding relevant content yeah you can
also use hashtags and a lot of LinkedIn
do follow hashtags you can set up to
follow certain hashtags like when I post
for my print for pay hotel I'll use
copiers printers IT news and that's
going to show that's going to show up on
your wall a little bit quicker and I
just thought of something as I was
saying you know go out and expand your
horizons on other business resources
like Price Waterhouse Arthur Andersen
Harvard Business Review if right now
you're in the industry and you don't
know who the imaging channel is who en X
is who workflow is those are published
properties online enx the imaging
channel and workflow that have pretty
good content all right the NX is
different than the other two they both
have a they all have a spot but it is
from the industry just remember that so
you know you're gonna get good content
but it is from our
you know it's in the echo chamber of our
own industry but if you're not connected
there yet you should be just to keep a
pulse on what's going on I think the
imaging channel had a great one they
pulled in some consultants and did some
review everything from you know volumes
shifting workplaces and stuff like that
the content was pretty good so get
connected on that side as well okay so
let's see prospecting I art any idea
about god I was gonna say when do you
think we could maybe call a meeting with
the prospect what should we look for
yeah I know all right
hey I just I had a rather hot prospect
before this happened
for a couple large production machines
we've been in contact sporadically with
me email we probably haven't had the
email conversation within the last week
and I just emailed him today saying hey
you have time to talk later this week so
I you know I believe with those contacts
that are that were hot that went kind of
stale you can ask for a meeting an
online meeting any time okay let's not
be afraid to ask for a meeting
I mean this is what we do I mean let's
you know one thing I I thought about and
I've been saying this for years is that
the sales the typical copier sales
person's salary does not pay the bills
we're more like the waiters and
waitresses of the industry where we need
to give good service good support and
then we make our commissions right
really so so so with that we again
anytime is a good time if you get it's a
no big deal if you get a know we've been
getting knows all of our lives so the
more and and you can't get to the yes
without getting the notes
you can't win without failing yeah
that's true well art would you would you
I think you'd probably already answer
the question the way you posed it so
when you are right no time it's a bad
time I agree with that what would you
recommend on the tone of the invite do
you change your tone at all do you and I
don't know the answer so I really don't
I mean I think we spoke about this a
little bit earlier and empathetic I can
send an email that says again hope the
subject line is hope you are well and hi
so-and-so I hope you and family are well
in this in this crazy time I just want
to let you know that XY be business is
open for business
because we're considered an essential
business and then I'll end with I'll
follow up when this is all over or if
you need to contact me please feel free
to reach out you know reach out to me at
any time
yeah I like that open for business
yeah isn't it as an essential because me
maybe there's a lot of clients down
there and I think you're closed right
they don't know and if you're not
putting if your company's not putting up
anything on LinkedIn or sending out mass
emails I mean I would think you're
closed like everybody else's right
so I recommend everyone steal that line
open for business essential that word is
good to as an essential and if you have
a response you might want to attach that
document or you might want to attach a
web link a URL in your email so people
people can understand what your company
is doing to keep your people safe and
their people safe and reckon maybe
that'll make everybody feel a little bit
more comfortable about having someone in
our office because because right now I'm
hearing across the board from many
dealers is that there's zero or not zero
but there's not many service calls going
on Oh
which brings up the subject so the
service call right I'm hearing that too
they did your classic but no one's doing
p.m. or preventive maintenance calls or
total calls if any calls at all but the
it7 started down this path earlier the
the managed services those dealerships
that did jump into managed IT with a
knock with all the bells and whistles
that a regular MSP does have those folks
are busy and they should be right this
is why
you engage Amanda's service providers in
case of emergencies and this is about
the biggest one they've ever had so if
your dealership two things and I'll post
this to you I don't know if you have do
you have managed services as in your
portfolio you do look so there might be
varying levels of that right so if if
I'm at a dealership that is copier
Center but also has quote yes we have
managed services it may be you know the
fourth choice on the right on your
website or may be buried in underneath a
submenu but yeah and you might have two
or three customers okay yeah Zach I know
as a copier rep I would be looking at
any possible way to leverage managed
services into the conversation somehow
if your dealer does not have it as a
resource then you know you can but if
your dealer even brushes up on it right
doesn't have an i sub set out to
collaborate for Joe's MSP service down
the road whatever it is that's now's the
time to think you know back to that
bundle right maybe there's opportunities
there to put that kind of content out
whatever it may be not the exact words
and I'm saying but by the way not only
did I did it but our our managed
services clients are enjoying the
benefits of beat up working with us in
that capacity right yeah in that email I
told you about right one of the wines
that I put in there is that I just want
to bring it up real quick and I'll read
it for everybody
that means I'll probably have to put my
glasses on so it's a hi hi Jim hope you
and your hope you and family are well in
these crazy times statics is open for
business since we redeemed an essential
business because we support hospitals
and municipalities with IT services I'll
reach out
when this craziness is all over damn a
soft way of saying hey they support IT
and I have heard many not many but I've
heard about some IT companies having
some issues because they can't handle
the workload right now so those that
were skinny to begin with financially so
so are having some tough times and that
that that's something that that we can
all exclaiming forward so to have
something with IT and that email is a
great idea yeah I think yeah I like it
so yeah so in here's my idea I mean
again okay so we're an area of no one
else has been in so you can pretty much
make it up as you go a lot of the
businesses that do MS managed services
separate the copier and the IT guys even
in the sales environment if I were a
copier did I would like you just did all
right boy
all right let's getting some trouble
across those lines there are no lines
all right screw it yeah we're looking
for business and we'd really love to
talk to you if you have any IT service
let's give me a jingle and then you know
what you do bear yourself into your
existing IT offerings if they've
segmented you away from that
breakthrough and there are if you're
just not just if you're just now getting
into it if you've been focused on on
copiers and document management and
output management that stuff well
another division
you know whenever you get alito they
want they want support on 15
workstations what do i do well pass it
over to the other department now all
right grab everything you can and hang
on to it as much as because it's a new
world and that's the hot button apply
your sales skills to those prospects the
I think I know of a company right now
that is did bite down hard on IT three
or four years
but put together enough which it's
hugely expensive to do that
it's just humongous when you got the
computers the staff they have a hope
their own technician staff they've got
their own helpdesk versus the copier
helpdesk versus the MPS helpdesk
everything is segmented the argument now
is let's converge all these sure I can
sell you a copier but we've got this
it's time to talk about this it's and
and arm yourself even if your company
hasn't trained you in that arm you are
yourself with with knowledge around what
these companies are looking for in the
industry and that means go out to these
sites online through LinkedIn manage
MSPs go into those sites and see what
content they're posting right read it
know the difference between DVR and and
and hybrid backup right or you know
whatever remote monitoring of the
printers bought versus endpoint
monitoring in the IT world what's the
difference it's not that much but now's
the time to at least brush up and get
into that world because that might be
not been saying it for years that we
should have everyone should have made
the bridge from copier and printer sales
into managed print services a real live
management services not managed toner
services and things like that and once
we cracked into IT with MPs we should
have been able to make the jump back up
or back it jump into managed IT services
completely didn't really work out a lot
of people did go in but not everyone did
now's the time to brush up on that and
and now you can add value for your
clients and maybe even add value in
internally at your dealership I don't
know if that makes any sense art you
want to try and decode what I just said
educate yourself
now one other point I'd like to bring up
and we spoke briefly we don't have a lot
of time left here is oh wow
eight minutes are the prolonged
if this becomes a prolonged event
what is our print business going to look
like when a lot of clients figure out
that I don't need to print as much maybe
I don't need that really really big a3
machine maybe I don't need those 583
machines anymore I've always always been
a fan of follow the migration of print
we know that print is on a on that
downwards file and spot a spiral in
their regular SMB office but print is
still relevant in many other places and
it's more relevant in those those niche
opportunities those those niche machines
which can which can be wide format grand
wide format super wide format hmm
envelope presses label presses there's
still a tremendous amount of print going
on there and if a dealer it says well I
never wanted to get into managed IT or I
don't think content is our thing well
you've got all these people on board who
can fix things go go take on another
line of machines that you can fix
diversify you we need to you know
there's the other suit we actually need
to diversify also so don't don't put
yourself in a box that we can only do a
and B open up the box to we can do more
I just I just wanted to get that out
there yeah and appreciate that that
that's been a mantra of yours for a
while and you know all of ours for a
while we had a comment that said you
know Corona buyers will rush the
decrease of print which it will right I
think most studies say it was 4% decline
a year of the year that's probably a
little conservative depends on what you
call
like you just mentioned some print areas
that I don't consider what I say decrees
I office print memos emails that kind of
stuff right wide format direct marketing
which direct mail actually is rebounding
there's more direct mail and I think
what happened is it was so much it
shrunk down it now it's more relevant
production print up until three weeks
ago was that was just that was the jewel
of most dealerships they were selling
lots of production print but office
print has been declining
I think it's been declining for a while
I think that the yeah the coronavirus is
going to accelerate that like we said
earlier at the top of my it's just gonna
change the way people that businesses
and organizations are gonna recognize
that something that we've known all
along that you know a remote model is
not a bad thing there are stacking you
shouldn't be but in in general maybe
high forty percent of your workforce can
be off-site and not cost you as much
money and overhead and property and all
that stuff and be they're gonna find out
not just that's productive
more productive I mean I've worked out
of the house I don't tell the guys
who've done it for the last decade or so
you're working at eleven o'clock at
night that's just the way it is alright
so there's no bail there's no whistle
there's no time and you you know and if
you get up at six you're working you
don't you don't take a shower you might
eat you find out what's on your email
and then you're sucked in until it's
2:00 in the afternoon then you get
something to eat you might take a shower
by 3:00 boom-boom-boom-boom
that's that's the single guy but you
know home office with the dog and the
kids and everything it's not a hassle it
is not a hassle it is it's a force
multiplier actually because you find
ways to be more productive I mean get
more done in less time and then you
don't stop you keep going so instead of
coming back to the office tomorrow
morning to hit that pile of paper you're
you're opening up and sign in PDFs at
eleven o'clock at night in these last
six days I think I've been more
productive in my home office than I ever
been in my regular
office yeah yeah yeah I love it
I absolutely love it just don't have the
interruptions and I also want to be
before we close I am writing a daily
blog on my website that actually goes
through a my daily activities where a
lot of the things that we've spoken
about today I'm actually writing about
and I'm putting some plans in action so
the blogs out there it's free it's on
the print for pay hotel just come on
read it make some comments because we're
all here to share our experiences and
all in the same industry and we're all
here to help one another right perfect
art I don't know if you saw the stream
the chat stream there there was a
request that we do this again we started
over and a little bit over an hour ago
with a hundred people that the people
are starting to drop off but we
maintained above 90 the whole so we've
got some good interest here yeah thanks
everyone for coming in as we start the
bail we will put our I said yes we'll do
another one next week if you're up for
it art I think we'd like to do this
again you good yeah yeah if I'm thinking
I'm still gonna be shelter-in-place next
week so why not can you continue the fun
all right and before we close I seen a
friend of mine on the screen this entire
hour hour I don't want to give a shout
out to Martin Hoffman from the
Netherlands oh wow BeeZee industries and
he's a good friend and a great person
all right very good
all right everyone we're gonna sign off
everybody be safe be positive watch out
for Corona and I think we'll try and
keep this going as long as everyone's
locked down thanks a lot I appreciate
all right ever the harder you work the
luckier we get you've got a min all
right enjoy everyone everybody take care
thank you yep all right I'm gonna end it
art okay
