Standing Out: A Podcast About Sales, Marketing and Leadership
Standing Out is a show created to help individuals and companies improve their sales & marketing outcomes, as well as their leadership development. Each episode we have an expert who has a unique perspective on sales, marketing and/or leadership providing insights from his or her experiences. And we throw in a few laughs from time to time. Be sure to hit Subscribe wherever you listen to our podcasts.
Standing Out: A Podcast About Sales, Marketing and Leadership
Productivity & Leadership with Russ Proos of 2Ship Solutions
The CEO and President of 2Ship Solutions, Russ Proos, has seen it all. From consulting to running a corporation over the last 18 years, he knows what it takes to stand out in the competitive business world. Tune into this episode of Standing Out with Russ Proos as he shares his profound insights on how to increase productivity and save time.
A word about our sponsors:
Sponsored by SPI Logistics. If you're looking for back-office support such as admin, finance, IT, and sales as a freight broker - reach out to SPI Logistics today! Learn more about becoming an agent here: https://success.spi3pl.com/
Standing Out is a sales, marketing & leadership podcast powered by BETA Consulting Group, created to highlight best practices from industry leaders with incredible experience and insights! The goal is to entertain, educate & inspire individuals & companies to improve their sales, marketing & leadership development outcomes.
LOOFIT, 2. Loofit, 2. Hot, hot, hot, hot. What's up, everybody, and happy Tuesday to you out there. I'm Trey Griggs, your host of Standing Out. Thanks for joining us today on this show. We're gonna have a great show today for you. We've got some great shows all week long, so we have another great show on Tuesday at 2 pm. So make sure to come back every Tuesday and Thursday at 2 pm Central for an episode of Standing Out, a show about sales, marketing and leadership.
Speaker 1:Before we get started today, I want to say thank you to my friends over at Amplify Logistics for the great swag. This polo is freaking awesome. The kind of thing that I would take on vacation and play golf out out on the road, for sure. So remember, if you're gonna have swag, it's gotta be good, it's gotta be high quality, well designed and it has to be functional Some people can use. So if you do that, if you get something that people want to take with them on vacation, you know you have good swag out there. So thanks again to my friend Matt and on the team over there at Amplify Logistics for the great swag. Definitely appreciate that. Also want to just remind you make sure you check us out at betaconsultinggroupcom, we are helping logistics companies, tech and freight brokers with their messaging and their customer testimonial video. So important the words that you use and how you communicate with your market audience, so make sure you go to our website. Click that button that says schedule a call with yours truly. Tell us your story and we would love to help you write yours. Also, follow us on social media at Triggerx24 and beta consulting group, all around on all the platforms that are out there.
Speaker 1:Alright, also? Lastly, before we bring on our guest today, gotta say thank you to our friends over at SPI Logistics for making the show possible. Listen, if you're a freight broker or an agent, or if you're thinking about becoming an agent and you're just tired of all the back office, the work that goes into it, you just want to stay in your sweet spot. Make sure you check out my friends over at SPI Logistics. They've got the admin, finance, finance technology, back office, it, everything to make sure you have what you need. You need to be supported. Stay in your sweet spot, spend time with customers booking loads and everything else is off of your plate. Check them out at successspi3plcom. We'll put this into the comments of the show as well. Make it super easy for you to get around. Alright, it is time to bring on our guest on today's show. This guy's been a pioneer technology for a long time, coming to us from way up north of the border, doing some great work over at Two Ship. Everybody please welcome to the show my good friend Russ Pruse.
Speaker 2:This is like a nice like 60s high school dance song right here, I like this.
Speaker 1:I like the vibe. Russ, how you doing. Man, I'm good how you doing. Thanks for being on the show. It's so funny, because every day the guest gets to pick the walk up song, and so we just never know what we're going to get. Having this one you never walk alone is the first time we've had on the show. You can rest assured of that. It's the first level pool fan in your show, then that's definitely true.
Speaker 1:I would say that we haven't had a lot of people from across the pond or who have been associated with that in any way, with your Toronto roots and all that. We have not. We have not had that, that's for sure. Tell everybody a little bit about yourself and what you got going on over at Two Ship.
Speaker 2:Well, myself, born in South Africa, raised in South Africa, came to this cold country when I was 18. Been here for a while now I won't divulge how long because you'll do the math but yeah, look, man, I kind of got tossed into the logistics world, probably, like everyone else, didn't really plan to find myself here at any point in time when I was younger. And, yeah, being building Two Ship was a great team for the lost, I don't know. 20 years since we started writing you know our first line of code with a part-time developer. So it's been a cool journey, man. It's always, you know, dynamic, it's never boring and at the end of the day you just kind of get stuck in logistics and they don't let you out.
Speaker 1:Yeah, yeah, we hear that story all the time. People who are in logistics can't get out. Not sure how they got in, but we're all here and it is a good industry to be in, so it's not the worst thing in the world. So two decades you've been working on this thing. We're gonna talk about it more, but a lot has changed in the industry in the last two decades. I'm sure you've seen quite a bit. But before we get to that, I gotta ask you a question Are you a coffee drinker or a water drinker? Which one do you want? We're gonna send you one today for being on the show. Which one do you like?
Speaker 2:I'm a water and a tea drinker, so either one's gonna work great. You want us to surprise you.
Speaker 1:All right, we'll surprise you. We'll just send something out. We'll see what you get, you know, and I'll take a picture with it, throw it on social when you get a chance, whenever you get it. We appreciate you being on the show today. All right, so you're from South Africa. Let's talk about that for a minute. I don't know too many people who are from South Africa. What was it like then? What do you go back now? What's it like now? Just give us a little insight on South African life.
Speaker 2:Very interesting place, man, Like beautiful country, awesome people, A lot of bad stuff going on at the same time, which is pretty much why I left Crime violence all indiscriminate, Still kind of you know, not the safest place on the planet to kind of live in, and I haven't been back in 18 years, man. It's like we have offices there now. We do a lot of business in Southern Africa as well Great people down there running our show and doing their thing, but it's definitely something I need to get back to. It's something you do.
Speaker 1:I've heard it's beautiful. That's something I've heard before from people who have either been there or I have a couple of people who are from there, but very, very limited. The people I know from there Heard it's beautiful, but also heard it's a little volatile. So that's right on with what I thought of that. So with that, in regards, TwoShift is truly global. You guys are working with customers all across the globe.
Speaker 2:Yeah, north America, europe, southern Africa, australia region, kind of working our way in between all these places. But yeah, slowly but surely, it's like adding carriers and currencies and things in different regions. And it's an interesting time, man, especially in South Africa and the African continent as a whole and emerging e-commerce markets and things, and we'd love to kind of find ourselves in those places on the cusp rather than kind of getting into more of a mature region itself. So, yeah, yeah that's interesting.
Speaker 1:It's got to be extra challenges when you're talking about different continents, obviously, a lot of different time zones, different currencies, different governments. That has to be quite the challenge that you just kind of slowly tack on as a CEO and as a leader and get warmed up a little bit. But it seems like quite a bit to juggle.
Speaker 2:Yeah, the biggest hurdles, I would say, are actually what we have to work with, with the carriers and their technology in those regions, which is, at the end of the day, very different to what we're used to in Western Europe, north America, things like that. Australia has their stuff together. But there's definitely some challenges, man, and our biggest challenge at the end of the day, is putting all these different couriers, carriers, into the same piece of software and, at the end of the day, the user experience, no matter who they're shipping with, has to be the same. So we're always plugging gaps, band-aiding things, kind of finding ourselves in the middle to almost improve the technology that is given to us so that our customers don't feel it at the end of the day, yeah, I can only imagine with all I mean.
Speaker 1:Just in America the technology that carriers and brokers and shippers use is all very different. It's antiquated and it's very much kind of compartmentalized across the board. Having to make connectivity is difficult. You throw in new countries, you throw in new types of vehicles Because I know in Europe they have slightly different types of vehicles than what we have here in the States and what's going down the road. I imagine South Africa might be somewhat similar. I don't know about Australia, but you've got different equipment, different technologies, different processes, different requirements from the government, whatever it might be. There's a lot of that to throw in and try to make it work is quite the challenge. But you guys have somehow figured out how to do that, which is impressive.
Speaker 2:Yeah, baby steps, man. That's why we've been in this for a long time and we kind of figured out how to make things work with very little and develop a lot of modules, a lot of functionality and features to kind of plug those gaps where we find that.
Speaker 1:Isn't that all business, though? I mean it's kind of baby steps. You just keep learning, keep learning. It's a continual learning journey and I'm curious. One thing we like to talk about on the show is leadership, and certainly being the CEO president of a global organization like TwoShip. What are some of the biggest lessons you've learned in leadership? How do you really define that? How do you think about leadership and what's important?
Speaker 2:Great question, man.
Speaker 2:Look, I think when I started I was more like just that entrepreneur, had a spirit to kind of create and get creative in what we were doing, didn't really have a background and read much or learn much about being a leader, until all of a sudden I turned around and there's enough people in our organization to, ok, I better kind of figure this out.
Speaker 2:It's not me and a few developers kind of doing everything anymore and yeah, I've had some really smart people kind of guide me over the years and teach me some stuff, even people that we've employed now within TwoShip to kind of help me be a better leader. But what I found really ultimately at the end of the day is it's finding the right projects and the right tasks that fit the right people within your organization. You know team building I love to get my hands dirty at the end of the day so I'm always involved in you know the solutions calls, the support stuff. I'm always kind of dabbling in everything just to see how it's going and how we can make it better. But I Found that trying to empower people to just do their thing and know what they do well and give them the stuff that falls into that. Their sweet spot is what gives us, at the end of the day, the best productivity we can wish for.
Speaker 1:Yeah, I couldn't agree more with that. You know, when you get the right people in the right seat, they do amazing work better than you would ever do. And you know we have. We have a small team of beta consulting group, but I've already seen a lot of that take place where I let my hands off the wheel a little bit, some let somebody else take the wheel, and then the result is significantly better than what I would.
Speaker 2:Yeah, and you know both hands on the wheel like gripping, tight white knuckled man, like you know being able to control freak for many years by many people. But at the end of the day, it's always just that trust. You just got to trust the people you have and if you yeah, yeah, they understand that they're in that position and I think that you trust them in it, that's the empowerment they need to really, you know, succeed. And at the end of the day, it's more about what I've learned gives us the best results is you know, empower the people, get them to want to, at the end of the day, succeed and deliver what you know their peers are expecting out of them. Not really. You know that I Am first type of, you know, threatening type of environment that I've seen and worked in before as well.
Speaker 1:Yeah, that's a good point, you know it's a good point to think about, just again, getting people. I think that's the hardest part of a leader is sometimes sometimes motivating people. But I really believe if you get them in the right seat on the bus and definitely on the right bus Kind of the good to great philosophy They'll do great work and they'll be very, very fulfilled, very satisfied and it's fun to watch, like I. I love seeing my team come up With new things that are just phenomenal ideas and running with it. That's been, that's been really, really, really fun to see. Let me ask this question real quick. If you think back to your career I mean you've been in leadership now for over 20 years, maybe longer than that, I don't know but what is something that you wish someone would have told you earlier in your career or Maybe a better way is, what's something you wish you could go back and tell yourself Back in the day that maybe would have helped you out a little earlier?
Speaker 2:I think I think what I touched on before, man, which is, you know, kind of let go of the reins and other people. You know you can trust other people. They're smart enough to you know to deal with things and finding the right people right. You know, beggars can't be choosers. At the beginning, which was like tough for us and we we had people you know who we threw into support who should never have been in support. You know, one of my best friends was our first employee and Bless his heart. Man like the greatest guy on the planet. No temperament for support to Scorpio through and through myself, and Now that was. That was the kind of stuff I learned like you just got to find the right person for the right type of task, with the right aptitude and and then it becomes way easier.
Speaker 1:Are you guys still friends today? Oh yeah.
Speaker 2:You still provide a spot that really lets him thrive and and we keep him far away from customers as possible.
Speaker 1:That's hilarious, that's so awesome. Well, my dog has found a squirrel outside so you can hear him barking just a little bit. We'll get through that just fine, but no, I think that's. I think that's really interesting to think about, about that, you know, about just like finding our people and just getting rid of stuff off your plate. That's that's really important to do that. Let's. Let's switch gears for a minute. You've been in the business a long time. Did you guys ever have to pivot in your business? We've been in business almost two years and we've pivoted twice already just trying to product market fit. What was it like for you on this journey? Did you have to pivot a lot? And, and how do you approach that?
Speaker 2:Yeah, very interesting. I think we always kind of started out trying to be a Software as a service. You know, back in the day when the worldwide web was this kind of you know new thing and Everyone dating it.
Speaker 1:We're dating ourselves here. Yeah, exactly.
Speaker 2:And I kind of thought this thing's gonna stick around so we might as well like get you know, get creative within it. But we set out to be more of a mid-sized small business Solution, right like my consulting at the worldwide carrier before I started to ship was Kind of let me to see how big corporations and enterprises had some tools and TMS is, you know, deployed solutions. They cost the fortune. So the small business really didn't have a budget or hope in hell to compete.
Speaker 2:And when I set off in 2003 to start writing you know code and really starting the company, it was really trying to focus on delivering small business a product and what happened you know it was. You know it was you where the money sent us and where we could get customers and what kind of took us down the path that we found ourselves on was more enterprise type of customers and we became more of an enterprise solution and then a few years back was like okay, well, we've come all this way, we've got all these really robust enterprise types of features and all this stuff. Now we've got to get back to what we intended and we've got to dummy this thing down and bring it into a small business simple type of environment, and that really became a challenge once we had become this enterprise platform. How do we make this a lot simpler for a small business? Self serve. Subscribe on your own type of customer.
Speaker 2:We have to pivot and rethink what we had done. And how do we deliver that and become less of a solution that goes through six months of sales and solutions teams and all this type of stuff to become more of a custom solution for these big guys? How do we wrap this up, tied up in a bow and market it to a small business type of audience? Man, that's the biggest pivot we have to make.
Speaker 1:That's a big challenge, no doubt about it. But it was also smart of you to listen to the market at the beginning, when the enterprise companies saw what you had and then it worked for them Going that direction, because it's always going to listen to the market and see. You know where your product really is going to fit Within the market and definitely dummy it down and and marketing to a new audience, because small, medium sized business it's a different type of owners, a different type of buyer. In that regard, that's that's really difficult. So that's interesting. But you having to pivot down is always, always difficult. But could you for listening to the market and moving the enterprise route to be in with? Probably I would imagine it's easier to go from enterprise back down to dummy down, then to have to expand and make it more, more complex.
Speaker 2:Maybe I think so. Once we, once we got into the point where we were at, you know, stripping out the noise and kind of really coming up with what was our core, wasn't that difficult and what the offering should have been for small business, it was more around, you know, really restructuring the onboarding process and the self sign up and things that we had never really entertained because we don't want enterprises, you know, taking a 30 day trial and all that kind of stuff. So, yeah, interesting, I think, either way you go, you're opening yourself up to a very different challenge in a different market, and our biggest challenge is really, you know, being a solution that fits a small, home based user to a worldwide multi. You know, national, global, corporation.
Speaker 2:The message to all different kinds of businesses in between that big array is very different. You know, small guy wants to save as many sense he can on every single shipment, right, and it's the big guys really want to efficiency, automation, all the stuff you know to get away from as hard and soft cost. But yeah, how you message that. What I've learned in the past is like you can't just, you know, put a message and everyone's going to kind of gravitate towards it. Really has to be something that's Significant for the type of market that you're trying to trying to reach.
Speaker 1:Yeah, you're speaking my language, because all we do is help clients with their messaging, because whoever you're talking to, it really matters. You have to make sure you speak their language. If you're, you know, if you're main target audiences like a, like a CFO, finance director, but you're not speaking finance language, they'll know it. They just won't connect. I won't, I won't resonate with them. So I think that's, that's really really wise. All right, let's wish you some other things. Football season has started here in America, at least football as we know it. American, you are a football fan, like a football fan, your Liverpool die hard fan. How'd you get connected with Liverpool? How did you get drawn to them?
Speaker 2:couldn't tell you, man. It happened when I was like five or six years old. Most of my family were Manchester United supporters, really and yeah, for some reason I don't like something about it chose their biggest rival. And yeah, many years later, man, just now, my son is a huge Liverpool fan as well, and it's awesome.
Speaker 1:So he didn't do to you what you did your parents. Essentially is what you actually followed, followed suit, but you got that contrarian mindset. You decided to go opposite in that regard. What is it about football fans? Like you know, like original football, we'll say, with the you and there the football. What is it about football fans that makes them so fanatical?
Speaker 2:I'm not sure man.
Speaker 2:I've spoken to a lot of Canadians, americans, who really don't get the whole fascination with soccer football. They want to see goals, they want to see high scores, all this stuff. How do you watch 90 minutes and it ends up in a draw? There's got to be a winner, all this type of stuff. I'm not sure what it is, but at the end of the day I think when you get into it young and you actually play the sport and you're really involved in it, then you actually want to gravitate towards really being a fan itself.
Speaker 1:My only footballer will say. Soccer story is I ran cross country in high school and I noticed my sophomore year that the soccer kids that ran cross country didn't have to do cross country practice. They did soccer practice, played the games. Then on Saturday they came and ran the meet. I hated running. I much preferred running with a sport.
Speaker 1:My junior year I went out for the soccer team and I played JV. I was terrible man. They put me at right hashback. All I could do was kick the ball out of bounds. That's all I could do Sometimes. I didn't even pull that off. I didn't start as a kid, I didn't really get into it. I'm one of those. That kind of the fascination and watching a 0-0 draw is tough. I do like watching World Cup soccer because they give it all. I wish that soccer games. They gave it that kind of energy every game. That, to me, would at least be more enjoyable, because the ball is moving a lot faster. They're trying to take more shots on goal. They're desperate. I love that attitude with soccer, just watching a friendly. Oh man, that's terrible.
Speaker 2:One day, when you get to Toronto, I'll take you down to Liverpool supporters, that's what I mean?
Speaker 1:Football and getting golfed For sure On the show. We like to play a game. From time to time it is time to play. What is that? Here's how it works. We're going to put some pictures up on the screen, one at a time. They are blurred pictures. You and I have to work together to see if we can figure out what these things are. I haven't seen them. I have no idea. Here we go. The first picture we have here is let's see what we got. That's Mona.
Speaker 2:Lisa.
Speaker 1:That's easy. Come on, that's a t-ball question right there, mona Lisa. Easy enough, that was easy. Give us something difficult. Number two, here we go.
Speaker 2:Number two, number three, I don't know if that's Einstein on my late grandmother.
Speaker 1:My first thought was Einstein.
Speaker 2:I've never met your late grandmother.
Speaker 1:Let's go with Albert Einstein. See if we got that one today, let's check it out. Here we go. Here we go. ["things that Were so Cool"]. You know it's interesting Nobody ever comments on how long his tongue is. That was a long tongue.
Speaker 2:That thing went past his chin that was a long tongue.
Speaker 1:That's something else, all right, okay, all right, let's see what else we got. We gotta think about one more. Let's see what we got. Oh goodness, that looks like a painting of some sort. Yeah, all right.
Speaker 2:My wife's gonna kill me because I know what that is. I don't know if that's Van Gogh.
Speaker 1:That's what I was thinking. Let's go with that. I was thinking Van Gogh, all right, let's see the name of it. Let's try that a painting by Van Gogh. I'm sure we'll get the name of it. Let's see ["Things that Were so Cool"]. Okay, so is that what you were thinking?
Speaker 2:Yeah the scream, I should know that.
Speaker 1:I didn't know the name of it. I feel like I've seen that painting before, but I didn't know the name of it. So that's good. Is that the last one we have? I don't know if we have any more now, let's see. Is that the last one? There's something? No, we got more. We're on a painting theme. I can tell who that is right away. Can you know who that is?
Speaker 2:I do know who it is, but I cannot remember. That's.
Speaker 1:Bob Ross from the PBS.
Speaker 2:I can tell by the.
Speaker 1:Afro. Yeah, that's Bob Ross with his Happy Trees. Let's see. Here we go. Let's see. I bet that's it, that's it All right. There we go. Look at that. Are we four for four? The last time we played this game on the show I think we got one. Oh, you definitely made it easier, man. These are a little bit easier, I know. I know we got a balance to that, so next time maybe just a touch more difficult than that. Let's see. Do we have one more? Do we have five total? Let's see. All right.
Speaker 2:Right, oh yeah.
Speaker 1:Mount Rushmore. Yeah, this is easy, five for five, let's go. We knocked it out that. Have you? Uh, have you been in Mount Rushmore before you've been there? Nope, never. Oh, that's actually worth going to. That's pretty cool. The whole South Dakota. There's a lot to see there, including if you go past Mount Rushmore, you get to the Devil's Tower, which is also a really cool monument as well. So lots of good things out there, but that's a that's good one. So all right. Well, that's that has been this episode of. What is that? So let's move on. Let's talk about a couple of the things real quick. So we like to also occasionally talk about the national day and the random question. I think today we're gonna move right to the random question and we're gonna close this baby out, so we'd like to have a random question. And listen, russ, this question so random, I haven't seen it yet. It could be funny, it could be serious.
Speaker 1:It might be a good question. It could be a dud, I have no idea. Let's see. Today's random question of the day is Do fish have a thirst for water? I Don't think so. I think they have a thirst for air, which is why they jump out of the water from time to time. Some fish not not all do, but some of them do. I Don't know about that. It's. It's weird that we have animals that live in water and then the rest of us that cannot like that. To me, it's always interesting that we have kind of two systems working at the same time. I don't know, I've never really thought too much about it, but do you like to go fishing? Do you like to go scuba diving, dc? What do you like to do with around fish, anything?
Speaker 2:love the ocean, don't love fishing.
Speaker 1:It's a little boring for me man from it, from us, from a football fan fishing is boring, come on.
Speaker 2:No, no, you know, dig at the fishermen out there, but I don't know, I just never been, never had like a real fishing experience or anything like that.
Speaker 1:So yeah, I think people like to fish are people that like to just get away From people. That's what I think is really going on. They like to get away from people because you got there in the boat, you're not supposed to talk while you're out there. I mean, these are introverts through and through. They just want to go away from people. That's what I think. The fish are just a byproduct, just something to do.
Speaker 2:And I see your golf clubs in the back. It's kind of like my yeah. It's getting on the golf course every now and then as well.
Speaker 1:Yeah, I got my thing, but I like to do that with people. That's a little bit different. But yeah, I think I think fish fishermen, people like to fish. They just want to get away from people. That's what I think overall. All right, let's wrap this baby up. Good question, that's a pretty good random question of the day. I guess. Kind of weird, kind of weird. That's anyways, all right. What's next for two ship solutions? What are you guys working on? You got any releases coming up? Is it just kind of business as usual, just kind of slow improvements? What do you got?
Speaker 2:There's always stuff going on. Man, that's like Developing new features functions very much into building virtual services now Like plugging different carriers into different multi-leg services that we can build on the fly. Yeah, just more and more carriers, more and more integrations to systems and marketplaces and things like that. That never end. Yeah, yeah, just the apps, retail location type of stuff, kiosks, now Trying to get even a consumer space. You know where it's more self-serve and and random type of shipments.
Speaker 1:Yeah, yeah, someone in the comments also mentioned languages. I didn't think about that either. You have to have multiple languages. I mean in European Unionists alone. There's a lot of languages in that that area. South America, we're South Africa, sorry.
Speaker 2:Yeah, 16 different languages in our system. Now we support about none of them like from a technical support, you know aspect, but yeah, we almost we have like our own dictionary, essentially within our platform, so we try to find somebody who can translate into another language, import it, make available and it's pretty cool actually. Wow that is impressive. I wonder if.
Speaker 1:AI is gonna like. Will AI help with that? Because I'm sure translating using AI should be, should should work really well in the future.
Speaker 2:Yeah, I agree 100%, like yeah, we use some other platforms and mechanisms, but you know, shipping and Logistics terminology can be very often misconstrued, so we get you know something very different in another language. That's, in a couple of cases, has actually been Pretty derogatory To some degree. Yeah, I could see that I could see that, yeah, so so we we try to find somebody actually speaks the language, just to check on things before we release anything.
Speaker 1:Probably a smart thing to do, that's for sure. But I assume may I would be would be pretty helpful with that moving forward Russ listen so good to have you on the show today.
Speaker 1:Thank you for stopping by telling us what's going on at Two Ship and a little bit about your story. I guess if I have to root for a soccer team, I'm gonna root for Liverpool now, because there's not too many others that I know I can't. I can't go for Manchester Just because I know that your parents go for them. I can't do that. I can't go, man.
Speaker 2:Hope is done Thanks for having me.
Speaker 1:Yeah, russ, appreciate you being on the show. Man, we'll talk to you soon. All right, take care. But alright, everybody make sure that you come back on Thursday 2 pm Central. We got Steve inspires from East logistics on the show. Gonna be a great show as well. And again a shout out to our Sponsor, sg logistics, for making this possible and to my friends over to amplify logistics for the great swag. I appreciate the polo guys. Everybody have a wonderful day out there. We'll see you soon. Peace out.
