Nancy O'Leary: Transforming Manufacturing with Custom Direct Inc.

Live with Alaska MEP

Join us for an insightful live interview with Nancy O'Leary, the driving force behind Custom Direct Inc.

Live Summary

Join Sami Jo Lewis from the Alaska MEP and eCommerce Evangelist for Manufacturers Curt Anderson - Founder of B2Btail , and Nancy O'Leary, the driving force behind Custom Direct Inc. as she shares her expertise on no-nonsense marketing and innovative solutions for manufacturers. With a rich background in aiding manufacturers, Nancy will discuss her inspiration and journey in this industry.

Get an exclusive look into a groundbreaking initiative as Nancy unveils the details of "Manufacturing Mavericks," a program dedicated to showcasing the achievements of GenZers in the manufacturing sector. Learn about the program's vision and its positive impact on the industry.

As we look towards the future, Nancy will share her insights on what excites her for 2024. Don't miss this opportunity to gain valuable insights from a trailblazer in the manufacturing industry. Visit Custom Direct's website at https://www.customdirect.com/ for a glimpse into the expertise that will be explored during this engaging interview.

Key Highlights

 • Career inspiration and marketing for manufacturers. 2:07

• Embracing new technology and growth strategies for manufacturers. 6:02

• Business growth strategies for manufacturers. 12:05

• Marketing strategies for manufacturers with a focus on Gen Z. 14:03

• Manufacturing workforce development initiative. 17:39

• Apprenticeships and internships in manufacturing. 23:21

• Manufacturing resources and growth initiatives. 25:16

 Transcription

Sami Jo Lewis 00:07

Hi, everybody. Happy Thursday. We're super excited to have you joining us or watching it later. We hope you guys had a wonderful Turkey Day. And we have some great guests of interviewing that we're going to be interviewing today, Miss Nancy O’Leary. But first I want to welcome Curt Anderson my partner How are you doing Curt?

Curt Anderson 00:28

Man I am doing absolutely phenomenal. Happy Friday Eve to our friends out there that are eager for the weekend to get here right so hey, this is awesome. And Sami Jo I am thrilled I am honored to introduce my dear friend the one the only. Nancy O'Leary from the great city of Chicago it just for the record Nancy, not connected or related to the other. Oh, Larry bud. How are you today?

Nancy O'Leary 00:55

I'm doing just fine. Curt. St. Joe. Thanks so much for having me. And for the record. Curt. I know you've heard this but for any woman. This is O’Leary so yes, I am originally from Chicago and my mom's whole side of the family are dairy farmers in Wisconsin. So my cousin now runs a dairy farm. So there's a whole complete circle of the cow. And before I marry into the name O’Leary, I was a tiny bit Irish and now I sound extremely Irish. I was schooled on the true story of Mrs. O'Leary's calf, and I'll just suffice it to say it was not her. It was someone dangling across the alley. And with the O’Leary was a bit of a troublemaker in the city of Chicago and she was really starting to annoy the mayor at the time, because she was making a lot of demands in terms of initiatives that she thought would move the city forward. And so when the fire broke out, and the new was in the vicinity of her homestead, this brilliant idea was let's just blame it on her, never realizing that it would have such a lasting impact on her name. So she and her cow were completely innocent.

Curt Anderson 02:07

Like legacy and not be guilty. So clarifying that for any of our Irish friends or any folks in Chicago, so thank you for clarifying that. But Nancy, you're with custom directly incorporated and you are a marketing superstar for b2b companies industrial and our friends and manufacturing. We have tons unpack lots of cover here today. So synergy, ellipses. I know you've got a whole slew of great questions. Let's just dive right in finance.

Sami Jo Lewis 02:34

Yeah. Thank you, Karen, thank you so much for joining us, Nancy. First thing we want to start off with is history. Your background and kind of what inspired you to get in their career of helping manufacturers? Absolutely. So

Nancy O'Leary 02:48

my father was a plastics mold engineer, and after serving in the Korean War, and coming back home, he looked for an opportunity for him to really leverage the skills that he had before he served and while he served and he was very much a hands on, mechanically minded person, and my father did not attend college. And so he saw even back then we're talking the 50s late 40s 50s, that there were some limited opportunities for him. Not in the sense that we see it today. But at that point, he was looking for something that had room for career growth, and for a way for him to ultimately provide for our family. He hadn't met my mom yet or anything. That's another whole fun story to get into today, but um so he became a press operator and his career really took off his hard work, his tenacity, and just his drive really pushed him forward very rapidly. And so with our family of five, and my father was able to support all of us and really have a great career that took him to all parts of the world. And so, as a child, I really found it interesting that he had this career that I would go with him on Saturdays and go off the shop floor, what have you that you know, he was able to take any object that was made of plastic, and explain to us, you know, what the what the cost was involved in building that, you know, what the material costs was, what the labor cost probably was, how dynamic that mold probably was in terms of being able to make that and so it just had a resounding effect on me and so if this was a linear story, I would tell you Oh, yeah. So I immediately went into manufacturing myself for marketing. But I did it, you know, my career, took some interesting twists and turns, and ultimately wound up with the opportunity to work with the team at Custom direct and I was a marketing major, but didn't even use those skills, those skills right away. Um, I actually started working in it right away. And so, here we are now and it kind of all culminated together. And what's so fascinating is custom direct has been around for 35 years. And so we've been there through an awful lot of iterations of what marketing means. And digital marketing, and specifically digital marketing with manufacturers has been our passion for about the last, I'd say 10 years. And so it's just it's so much fun to be part of a team. And I've been with them for six and a half, seven years. Now. So it's just that, you know, you know that whole adage about if you're doing something you enjoy every day, you know, you're not really going to work. That's truly the case.

Sami Jo Lewis 05:33

That's amazing. Oh, I love that you. I love that it was kind of like your dad, he inspired you to kind of like get in this space and it's really evident like how passionate you are to be, you know, able to help manufacturers in your own way and you have taken some twists and turns and what has it that got you to where you are today. And I think that's really exciting. And I wanted to give a shout out to a good friend Bentley who's listening. We had one fun fun history lesson in the beginning. So thanks for joining us Bentley.

Curt Anderson 06:02

That was awesome. Nancy, did you ever about this? Did you ever intentionally think like I want to get into manufacturing or did one day you kind of wake up and you're like, Oh dad, you got me man like I ended up in manufacturing and kind of subconsciously happened like, so.

Nancy O'Leary 06:17

That's a great question. Here's the funny thing. All of my my roles were very operations related, coming out of college, and I didn't really think about it at the time. You know, I just took the first job. Probably better. I took the first job I was offered and I'm old enough that to apply for a job. You read an ad in the paper and print a cover letter and your resume through the mail and then waited for a response or phone call. I'm the home phone that was on the kitchen wall and there was just one phone in the house. And so when that offer came through, I grabbed it and it really had a very operation to focus to it. It was actually managing production schedules overseas for a company that they get there here, a really big company and for somebody right out of college with no background, and then I was kind of fascinated. They've been offered a job and I asked him that hurt you're not surprised was like offering this to me but they said you know what we see something we see there's a spark there that we think would be really good and then as luck would have it. I was only on the job a couple months when they were bringing this is painful to admit they're bringing PCs around. So all we have are as four terminals that everybody says and they're bringing PCs around. And my boss at the time didn't want a PC because he thought it wouldn't work processor or what have you. So he goes to me, man, do you want it and I said, oh yeah. And I started spending my lunch hours and with the with the IT department, which were the guys that were implementing the whole system and really took us by leaps and bounds and to what we expect today in terms of inventory management and production scheduling. And so it went from a very hands on information being exchanged via fax or prison term, you might not know tell that says we had a room and just had all those machines and to where I was able to just get instant information. And so that had such a huge impact on me. And it really lit a fire in me in terms of operations and then optimizing operations. And really finding those enhancements and those opportunities to leverage not people from from what am I want to say like from a rough standpoint, but instead let's just really look at the time that's involved in some of these processes and we're really streamline things

Curt Anderson 08:42

but what I would I love their dance, you know, it doesn't matter you know, like so when you get to a certain age Sammy Jo, when you catch up the myself, you can look back and you know, maybe I can't wait to hear with it or see what the technology technology is that we make fun of fits, right. They just some point time we're gonna say like eight remember when we had our iPhones or whatever our current and so like Nancy, you know, we can say like, Hey, remember our eight tracks are our fax machine cuddles. But the thing is what I love in your story is that you raise your hand when that new technology was coming out. So for anybody listening to this now, you know regardless of age, what generation it's always embracing that new technology. And we're gonna dig into that next for especially for manufacturers that sometimes are notoriously you know, have that reputation of being a little tech resistant, but we want to dive in deeper so see me Joe, what's what's next enter?

Sami Jo Lewis 09:33

Yeah, thank you so much for CLIA said about your background. So now I want to dive into custom correct. So tell us a little bit about more about custom direct and how you provide powerful solutions for manufacturers that you that you work with.

Nancy O'Leary 09:48

Oh man, I could spend the whole 30 minutes on this but I'll hold back so it customer directed. Our team is really driven by growth. And by that I mean like the growth goals for the folks that we are fortunate to work with. And really it was working with IMEC. So that's our Illinois MEP Illinois manufacturing excellence. It was really through working with them over the last handful of years that we started to really understand impacts not that we didn't know them already. But in marketing, we tend to talk about ROI or return on investment. And there was a shift in thinking because the National Institute of Standards and Technology, NIST that comes through and evaluates projects. For folks that don't know, about a year or so after project includes through an MEP. They come through and they really focus on what those bottom line impacts are. And so that was really fascinating terminology and an equation just for us to really stop and think about in a slightly different way. And so we're all in now. So we work with companies that are looking to grow. And that's honestly how we start conversations, which is, you know, someone comes to us and says you know what, we're kind of hitting a stagnant point. We'd like to go bigger and we ask, okay, how much bigger? And then we asked, really one simple question with a quick follow up and that is do you want to go deep or do you want to go wide, and this analogy works really well during football season? But it's a really, it's a fundamental question, you know, do you want more of the thin clients who have or do you want clients that are perhaps outside of who you normally target, maybe with an existing product or service or maybe you've got a new one, but you know, it's important in your mindset to kind of your yourself to what are you looking for, and oftentimes, we'll get well I want more, I just want everything I want to grow. And we say that's phenomenal. But we love to take an iterative approach we find that to be very successful. So let's pick one right now if you want more of the same or do you want some new ones? And then the second smaller question is how quickly you want to get there? Because that answer determines the budget, because naturally, they could throw everything including the kitchen sink at a project to get someone to their growth goal fairly quickly. But it's gonna come at a cost because there's gonna be paid advertising and all kinds of tactics. Whereas if someone comes to us right now, this time of year, it's phenomenal because we can project out for the coming year and by the end of next year, if their growth goal is say eight, nine, 10% We can talk about okay, what does that go look like the first 90 days and then the next 90 days? And so really, as an organization, that's how we operate ourselves. And that's what we bring to the table for the folks that we work with. I'll throw this brag line in there. If I know I know. Kurt's going to so we just got the results for 23 for the fiscal year with the iMac and with one program that we were running, we've worked with nine manufacturers and this came through and measured the impacts and those impacts were $6.47 million.

Curt Anderson 12:59

I don't think I heard you repeat that

Nancy O'Leary 13:02

6.4 7 million so manufacturers 11 different products in this kind of funnel. And so the average investment was less than $10,000. And the ROI was more than a half a million. Right?

Curt Anderson 13:19

So let's let's dive in a couple of things here. So a family happy Thursday, happy Friday Eve to you my friend. And this ties in perfectly and we I know we we could be we could be here for a couple hours with you. I know we want to dive deep into a really fun program that you launched. We're gonna get to what's called here's a little teaser, manufacturing Mavericks. But before we go there and this is Bentley, dude read you read my mind. I wanted to go here if they want full wide and deep How do you help narrow down that focus? Kind of a question I was going to ask stance was like, you know, what are some of those low hanging fruit opportunities for our manufacturers out there but let's start with Bentley. If they want both wide and deep, how do you narrow down that?

Nancy O'Leary 14:03

So here's what we ask. We ask which has the better potential, which has the greater potential for success right out of the gate? We might think oh, staying within your lane as we're staying with that same target audience and going deeper, more often than that folks think that's the better route to go. But what we found time and again is this an organization that's already pretty well saturated in terms of their reach and their brand awareness within them that it does make sense to jump outside where things get really tricky and a little bit more challenging as if you have a brand new product or service that you are now going to either target years instead ox existing audience with or maybe a brand new one. That really gets to be a very robust conversation to be frank because you can imagine you're kind of starting from ground zero again, whether you're working with folks that already know you or not, because they don't know you in this capacity. So how do we help them narrow down we just start with Okay, tell us where do you feel ultimately more successful and why? Because to be honest with you, as much as we know an awful lot we say we know this much about the camera this much about marketing and we know that much about manufacturing, you know your business better than anyone. So just by asking that question, which one do you think is a better success and why? Oftentimes by verbally processing folks who help us and they'll say, You know what, actually, I was thinking I wanted to stay in the same audience, but no, actually, I know for a fact that what we're doing in food and packaging is going to translate extremely well. In wastewater. I mean, you know, could be completely different but they know you know, as you just need to ask the question

Curt Anderson 15:41

well, great answer absolutely love that. And again, guys, we strongly encourage you is connect with Nancy on LinkedIn, you want to go to checkout customer direct, Inc. They do amazing work, all sorts of like high level strategies. And what I love about you and I've learned so much from you, Nancy, and I think a big takeaway, especially on this program here is that you ask the right questions. It's like you dedicate yourself to being intentional to like really understanding it's this it's not a one size fits all. Here's a cookie cutter, here's what you need to do. It's like you really dig deep to understand your client work that they need, and how can you pave the path to get them there. So let's do that. Sammy, Joe, I would like we have a really exciting next time. And again, if you guys want to learn more connect with Nancy get a one I know Nancy would love to do more one on one team type with anybody listening. But see me Joe, let's dive into the next question is we have a really fun topic here.

Sami Jo Lewis 16:40

Yes, I'm excited about this next question and the teaser that you provided. So as far as I previously mentioned, you have launched a very exciting new program to highlight Gen Zers. Pursuing a career in manufacturing called manufacturing Mavericks. Can you share all the details about this new program?

16:58

Can I oh my gosh, Kurt.

Sami Jo Lewis 17:01

I don't know if it's

17:02

possible. Do it. screenshare. Is it possible?

Curt Anderson 17:06

Absolutely. So yeah, hit the Present button. And I apologize. We should we should. That's okay. We've done a trial run but hit the Present button and then it will pull up either hit your tab or hit your window and what and then Sammy, Jo, you can just hit hit the Tab to safeguard normal mineral ovale. Yep. Okay. You can see it perfect. Yep. Awesome. So manufacturing

Nancy O'Leary 17:31

Maverick. So, really quick in a nutshell, as an agency working with manufacturers. We made a decision at the beginning of this year that we really wanted to commit to manufacturing in the celebration of manufacturing within manufacturing. And so we started talking about what would that mean, what could we possibly do? You know, we're working with our clients, usually by mid summer about the initiatives that they're going to be promoting during manufacturing. You know, it could be everything from social media content to collateral for the tours that they're going to be providing or what have you. And so we had some really robust conversations about what this would mean. And what we did was ironically, to kind of drink our own Kool Aid and we said, okay, when we're talking with a client, we asked them, you know, when we're when we're presenting an idea, you know, what are your customers pain points? And so we asked ourselves, Well, what are our customers or our clients pain points, but what's the biggest pain point that everyone's talking about across the board and across the country? Really around? The world when it comes to manufacturing its workforce, and how do we develop a robust workforce funnel? And so we said, okay, let's, let's do what we do best. Let's have some storytelling. And so, we are here starting in October, and we were delighted to announce at the end of the month of Korea's manufacture, its manufacture live, but this is a program or initiative that's gonna be running all year long now. So what manufacturing Maverick says in its essence I can scroll back up is it's celebrating that next generation of manufacturers. So in October each day each business day in October, we spotlighted, a young adult who has chosen a career in manufacturing. They have completed high school and they are within about five years or so of doing so. And that was very intentional. You know, we wanted younger folks to be profiled because we are talking about the next generation and our target audience for this program. Our students and their parents, who may be considering a career in manufacturing or maybe they're not even considering a career and their parents are single you're talking about. We wanted this to be a great resource for them to come to a very easy URL to remember manufacturing metrics.com. And then to really have a diverse and robust list of man of Mavericks that have very different roles within manufacturing. So I'm just going to kind of scroll slowly. I don't want to give anybody headache but you can see each week, each day we introduced a brand new mapper, both here on the website as well as on social media. We've got a standalone page on LinkedIn for manufacturing Mavericks. And if you notice at the top right now the URL does show that this is a microsite within a custom Direct website. This is a really cool problem to have. We started this as an initiative and we thought maybe we would do this each year for manufacturing month within the first week of launching this program at the beginning of October weaker of our hosting company. That we partner with. And they said the traffic to your website far out see exceeds what we have normally set up for you. We think we have to do to like a standalone situation and we said could you give us maybe six to eight weeks because we're already seeing the excitement with this and we're gonna build a standalone website and they said, Okay, that's fine. And so that's really what we're working on right now. So even now if you if you go to manufacturing mavericks.com It will bring you here, and in the future. It will be the URL, but really quick. I just wanted to mention very briefly, folks as How could someone be nominated as a maverick? And then really, what did that process look like? Well, again, we were pretty intentional. We did not put a link out there for everyone to go to fly because frankly we wanted folks within a certain age, which I realized you know that that can bother some folks but the other thing was we really wanted people that were working on the shop floor that were working in manufacturing. And it was a pretty straightforward nomination form. And there were two questions that the maverick had to answer and they needed to be nominated by someone in their company. They had to answer why they chose a career in manufacturing and what their career in manufacturing has meant for them in their lives. And I'll be really honest, we were just looking for a pull, quote, we wanted like one or two sentences that we could put up here underneath their picture and under the company. And what we got back was so insightful and so heartfelt that we realized we had completely missed the boat on that and we decided we were putting the entire answers down. And so you'll see they're all more or less the same size and then we have to click to read more. You can see that these answers are just incredibly insightful. We also have the education so for folks that are continuing on attending another institute or community college, and then we also provide the backstory which helps to understand just a little bit more about the company that they work for and what those apprenticeships or internships might look like at that company. Each of the companies is also hyperlinked here, so if you go to it, but anyway, couple of our Mavericks are already in the news outside of Mavericks. Cassie has been featured in an Amazon Prime series called the college tour for the college that she's attended. And David has also been profiled a number of times now through a very robust program in a community college here called College of DuPage. And really quick, I won't get into it but resources beyond profiling the Mavericks. This website also provides tremendous amount of resources in helping students and their parents understand where they can get more information about some of these programs that are offered through the community colleges.

Curt Anderson 23:18

Absolutely brilliant. So first off, big round of applause for Nancy for this initiative at Custom direct and just what what an admirable choice that you that you've pursued here. And just, you know, from a marketing standpoint, from a traffic standpoint, from an outreach standpoint, you're highlighting, you know, potential customers for you, you know, so many there's so many avenues and so you know, for folks out there listening, you know, you guys just haven't the the creativity, the innovation, the guts and the courage to just say, Hey, we're gonna do this and it wasn't a massive investment, right and your, your superpower it's what you get, you know, like, you guys just saw like, you know, if you need a website, I'll reach out to Nancy because you just saw a nice taste of a beautiful website, but just put a great, amazing initiative and such success. What turned into one month is now turning into 12 months. So big round of applause for you Nancy and for your team and for the commitment for our young people and future future generations in manufacturing. Very inspiring, and I just couldn't applaud you enough for what you've done.

Nancy O'Leary 24:27

And you know, there's just so many organizations out there that are helping businesses spark apprenticeships or internships. We're working with high schools to develop these programs, you know, to kind of connect the dots, and folks just don't know about them. And oftentimes, not that we don't love acronyms and marketing. There's just a lot of acronyms involved. And so ironically, we were insistent it had to be an easy to remember name and the URL had to be identical. We weren't truncating anything. We weren't simplifying it. And so really, that's going to be the push moving forward is, you know, trying to trying to get that word out. You know, we're meeting with different school districts. And right now, we've just been more or less within the state of Illinois and our goal for next manufacturing month. will be that this program was national, and we plan to have members from across it. And that's really an integral part of that standalone website that we're building, because there's going to be some really robust search and filtering capability on the site. So while the experience will look a little similar, it's going to be much deeper. You're going to be able to search metrics by what state they're in by what community college they might be attending by what company they work for, as well as those resources are going to be really built

Curt Anderson 25:39

out. Well. I love that. It's almost like a home builder built putting out that you know, perfect, beautiful demo home. And so now you actually even get to show off your work. So I know we're going to be coming into time here at Amy Jo. I'm going to slide in here real quick. Nancy, you just we talked about the MEP, and you did. What was that number again? 6.1 6.4 7

25:59

million

Curt Anderson 26:02

folks out there listening why you know you you're a third party provider in Illinois, working with Illinois MEP. And of course, you have the opportunity to work with other MEPs to share quickly and quickly. Why should folks listeners be reaching out to the Alaska MEP who are coming to us from another state? Why should they be reaching out to their their MEP?

Nancy O'Leary 26:22

Oh my gosh, you know what? So I think that it's one of the best kept secrets. I know that there's a book that maybe has a title that similar to that. But really, we host events where we get to meet with manufacturers in different communities. And the first thing that we talk about are the MEP s and specifically here in Illinois. We'll talk about the Illinois MEP, and it never fails to amaze how many manufacturers are just not aware of the tremendous resources that are available to them. You know, naturally we're kind of in those growth initiatives. But when it comes to ERPs, whether you've got one or get like one if it comes down to what in the world that you've got going on connecting your ERP your CRM to your I don't even know what else we could talk about connecting it in with but I mean, there are there's so much knowledge that's available to manufacturers from their states MEP that whether the programs are fully funded or partially funded or maybe not funded at all, but there's resources there, and there's so much valuable information that I love it. I mean, I look at it. This is kind of a stupid analogy. It's almost like giving your own personal trainer that it's there. It's going to understand where your weaknesses are, where your strengths are and help you get to where your goal is. I mean, that's really how I see MEPs

Curt Anderson 27:42

I love it. I know we say me, Joe, we've got like just a couple minutes left if you want to grab one more question and I feel like one shorty then we'll wrap it up.

Sami Jo Lewis 27:52

No, thank you so much, Nancy. That was so exciting and inspiring. I want to echo what Curt was saying learning all about manufacturing Mavericks. Oh my gosh, that is this. Yeah. What a great idea. What a great opportunity. I know I'm taking notes. I'll be checking that out later because I have the super cool to be using the future generation of manufacturers. And then thank you so much for mentioning that me piano we really love getting to work with manufacturers and getting able to help them reach their goals. The last question we like to kick things are to end things with roughly last what is what are you most excited about for 2024?

Nancy O'Leary 28:24

I was thinking about this question because you guys kind of gave me a clue what to expect next year. Here's what I'd say. I would say you know, I work very intentionally at focusing on the positive and there are many things that have folks concerned about the coming year just across the board. And what I'd say is this, we are seeing such a reawakening and embracing of manufacturing not only as a broad industry here in the United States, but also folks taking a look at it in terms of a career and across the board. There are so many programs across the board which really is wide sweeping. There are so many programs that are available and organizations that can help companies grow their workforce. Be sure to reach out I mean, reach out to your MEP. There are just we're learning so much just through this initiative through the Department of Labor. You know, they've got offices in every single state that you kind of expect but they've got offices that specifically work with manufacturers and help them with incorporating some sort of an apprenticeship or an internship. And that's what I'm excited about. I feel like there's kind of a renaissance going on. And maybe it's been going on for a while and we just weren't aware of it. We tend to hear the real downer numbers that there's going to be this silver tsunami and all these folks are gonna be retiring and we're not gonna have enough folks. I'd like to flip it on its head and say, we are making such strides with helping this next generation understand what a richly rewarding career can look like and it's looks like it in manufacturing. The one thing I want to throw in Brooklyn, I'm supposed to be quick. All of our Mavericks have different roles. Like I mentioned, some are similar, but the one thing that they all mentioned is that their career in manufacturing has such an incredible positive impact on their lives. And they see their work family as a second family, that they are so thoroughly supported, challenged at times, and that they feel like they're at home when they're with those folks and as a parent, what else would you want to hear your child say when they're thinking about pursuing a career in any industry?

Curt Anderson 30:37

Absolutely. dropped the mic on that right there. So maybe we dancy first off, thank you. Thank you. Thank you for your friendship. Thank you for sharing your passion, your energy, your expertise today. This is just off the charts amazing. Appreciate you. Thank you for everything that you've done through the for the MEPs and what have you. It's just been wonderful. Thank you for sharing this time together. Cme job takeaways. Brett, what do you want to wrap up with?

Sami Jo Lewis 31:05

Yeah, no, thank you so much, Nancy. This was fabulous. I super enjoyed hearing all about manufacturing Mavericks. And how excited the future looks for 2024 and I'm super excited about going national. I will be on the lookout for that. That is just super incredible opportunity. And I really appreciate your time to come and join us after Thanksgiving this week to come and be here and talk to our our clients and our manufacturers and really just showcase your skill set and how you can provide to help them so I really appreciate your time. Thank you everyone that's listening, whether you're listening now or you're gonna catch in the future. If you need help connecting with Nancy, I'm happy to get you connected with her but we'll make sure her website is down below so you'll be able to reach out to her. And we do this every other Thursday. So tomorrow is next Thursday, and thank you so much.

31:53

Thanks, everybody. Really appreciate you guys. Thank you