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Text Transcript

Antony McGregor Dey 0:00
Before we can get started since the great b2b e commerce website, right, I think Ben, this is number seven or eight maybe at this point. Yep, sounds about right. Yeah. All right. We’ll get started. So we’ve got a great site to roast today. But I’ll introduce myself first. For those that haven’t attended one of our roasts before. I’m Anthony MacGregor de I’m the director of e commerce here at blue fish group. My focus is really around helping clients with the vision behind why we’re doing the things that we do, specifically around marketing and e commerce. I have been in the industry for over 20 years and have worked both on b2b and b2c sites and had a couple of software startups of my own and yes, I am Australian, you can tell by the accent, although some people like to make fun and it says like a British accent, one person in particular on the call. Who actually happens to the site owner, one of our attendees is likes to make fun of the accent, I’m sure might have a word or two to say, um, but yeah, I’ll pass this over to Karen, introduce himself.

Terence McDevitt 1:02
Hi, everybody, I’m

Terence McDevitt I’m a solution architect at bluefish I am not Australian, originally from North Carolina, born in New York little known fact about me born in Brooklyn. I’ve been working with bluefish for about 12 years now. And really initially focused on enterprise content management, which really almost has nothing to do with e commerce, but maybe about seven or eight years ago, really started to shift my focus almost completely to e commerce and really had been focused on are the solutions that we built for our clients, particularly around Magento and bigcommerce. And at bluefish as a solution architect, my role is really about making sure that we’re delivering the right solution for our clients. It’s one thing to go, you know, get something set up and just launch it, versus really trying to understand what are, you know, the constraints are the requirements and so forth for our clients and making sure that we’re actually building something that that’s going to exceed their their expectations. Yeah, so this is my second roaster really excited to be to be doing this.

Antony McGregor Dey 2:09
muted and what that means in reality is I come up with a lot of harebrained ideas, and then Terrance has to try and make them actually work.

Terence McDevitt 2:16
I have to reel in Antony a whole lot,

but it works. And we’ve got one word that I’m not allowed to use in any meetings or events with terrorists around Neverland, use the word Eazy E banned blacklisted

word, can’t use the word easy. But he’s found a loophole. And now he’s saying simple, so

simple, or relatively straightforward. These are you know, yeah. Taylor’s oldest time, right. So today, we’re going to be roasting a site that we’ve seen before, at least on our side. And we have had versus a similar company to this in the past. Well, at least in the manufacturer side is a little bit similar to a roast we did earlier called Carbo plastics. But this time, we’re gonna be roasting today’s fluid tech Comm. They’re an industrial manufacturer of filtration. And one of our core focuses for this webinar will be keeping your messaging simple. And so really, the idea there is, you see a lot of sites with a lot of copy on it and a lot of noise. And oftentimes that noises and ziller II to what the buyers intent is, especially in the b2b space, oftentimes content can actually get in the way of the buyer experience. So keeping your messaging simple is really important. So while we’re looking at fluid tech comm today, we will also be looking at how simplified the messaging. So let’s jump over to the site, and we can get started. So this is flow tech Comm. I’ll just start on the homepage. And one of the things first things we always do on any site that we’re roasting is we take a quick look at the tech stack. And the reason why we start with the technology that’s on the site or its built on is it helps orient us at the beginning of the rows to see how sophisticated is this site? Are they doing the right kind of things? And it gives us a little bit of an insight into the managers of the site and how they see their customers? Are they investing in improving that customer experience? So we’ve got a little tool that we use. And I just realized that I’m actually in the wrong version of my browser. How embarrassing. Give me two seconds.

Sorry, guys,

I actually have to stop my screen share and switch to a different version of my browser. I don’t have the extension installed that I like to use for this. Second. While we’re doing that, I’m gonna get almost done.

Yeah, well, Anthony is bringing that up, you know, to this point, we like to use a tool called build with and it gives us a little bit of a profile around the details of the site. What’s it built on? What extensions are being used? What sort of marketing platforms are they using, and it can kind of give us a little bit of a peek into the details of the site without actually knowing the details without being able to open the box and see what’s what’s inside. So very, very, very helpful for us.

Okay, so this has been Here. And what it does actually, the way it works is it looks at all the scripts that are running on the page and all of the the things that are happening on the site, and it tries to extract some data that shows it what tools are running and out of the gate, we’re really impressed. Flow Tech has mouseflow running, it’s a great tool to help understand user behavior. And usually, when you see sites that have tools like hotjar, or mouseflow, or lucky, orange, and so on, it usually signals that the site owner really cares about that customer experience. Because these tools are dedicated to helping track what the users are actually doing on the site. And you can isolate, maybe you’ve got a concern about adding products to your cart, and is that actually working, or you’ve heard some reports that Internet Explorer 10, or 11, is actually not functioning as well as you’d like. And you can use things like mouseflow, to literally see what the user is doing on the screen and actually record that behavior. And you can play that recording back and actually see exactly where the user went wrong. So oftentimes, when we see mouseflow on a site, we already know out of the gate, that the owners of the site really do care about that user experience. But scrolling down through usual technologies that we’d expect to see on any e commerce site, Google Analytics, Google AdWords, so they’re doing Google advertising on the Google ad network. Kevin is here we know of Kevin Moore, marketing automation platform. So they’re probably using carry for things like cart abandonment campaigns, Kenny’s definitely a smaller player in the space cheaper, as well. So it tells us they’re probably not sending that many emails. There is live help now on the site says a chat tool. Scrolling down a bit further, they have used MailChimp in the past, but I’m assuming they’re probably upgraded to Kevin since then, they’re on Magento. We’re big fans of Magento. Obviously, it’s one of the core platforms that we work with. Scrolling down a bit further. Looking at some of the other elements on the page turns we were talking before about this site, and we noticed something about the SSL certificate you’d come in and be

what we have right there, you can see. So the SSL cert is an EV cert, it’s extended validation, which is really good, you actually as a company have to really go out of your way to do that they’re more expensive. But the idea behind EV is that the cert company will go contact you they’ll do some digging, make sure you’re a legitimate company. And when you’re trying to build trust with your customers, especially new customers, something as little as that really could make a big difference. So it’s nice to see that it’s more expensive. It takes a little bit more work, but certainly certainly worth it. And I talked about you and I talked about the possibility that some procurement, especially in b2b, some procurement departments, and in large companies, they may actually require that if they’re going to do business with third parties, they may say that’s one of the things that that they have to check off on their list before they would be willing to do online business with with the company. So that’s good. I like seeing that.

And I think the third thing that parents educated me on when we’re looking at this is to his point, the reason why the Evie is great, just because it don’t they do do that extended validation, which means they’re actually contacting the business verifying it’s real, super valuable, I think, for b2b and something I didn’t know until we started researching this and Terrance highlighted something that’s interesting. So looking at the homepage on fluid tech comm one thing, we always say, your homepage is usually not your entry point to your website. These days, usually most of your customers in e commerce are probably coming to your website through either an article on your blog if you have one, or through a product detail page or what we call a PDP page. And the reason for that is your homepage doesn’t have that much content on it, it might index in Google for search terms that are your own sites brand name. But if you’re selling a product or a part, in this case, a filter. If somebody’s searching for a 3am filter, you’re not going to be coming up on the homepage, or they’re not gonna be landing on your homepage, when they click the link, they’ll probably be landing on the product detail page. Right? So usually what don’t turn

is sorry, but if they’ve never, you know, they’ve never experienced boots before, before they try to dive into the product detail, they may go back to the home page to say who is this company? Are they all about? Yeah,

exactly. Yeah. So we like to think of the homepage is more of a reinforcement that I’m in the right place, giving the user comfort that this is an established brand with a lot of clear messaging on what this site does. Because again, if you think of yourself, as a user to Terrence point, you’re going to come to the PDP page. I don’t really know who this company is this product looks right, the price is great. But is this a reputable company and most users will go from the PDB page to the homepage and start to research a little bit about the company. So the homepage is very important to give users reassurance and comfort that you’re comfortable brand and as this is keeping your messaging simple. I love the messaging on this homepage. It’s really straightforward. Terrence and I were talking about this before the roast and one of the things about copywriting on your website is it’s very hard to write very little copy and still be very inclusive. to a lot of people less is more is the key but it’s also difficult. Do and if you look at this messaging here, over 200,000 filtration elements, for every industry, it’s a very specific message to what they do. But it’s also very broad and inclusive. You know, maybe if they had just saying over 200,000 filtration elements for industrial manufacturing or something like that, that’s going to limit the visitor to the site to say, Well, I’m not industrial manufacturer, this doesn’t relate to me. And they’re leaving before they’ve even had a chance to look through the catalog and see if you’ve got a part that might make or might meet their requirements. So having a messaging like this, that’s telling people what you do, but also being as inclusive as possible is one of the more difficult things you can do in your messaging. And I think flotex done an excellent job here with that messaging. They’ve also got a nice call to action here for uploading a photo which is great, great way to help people search for parts. One thing I got

is Sorry, sorry, one thing I just, you know, we we didn’t talk about this, but I just picked up on this, the phone numbers right there. And when we talk about trust, and you know, if I’m, let’s say, you know, food tech is replacing brand name filters. And so I’ve probably come to this site, looking for a three inch filter or something like that. And if I’ve never worked with blue tech before, you know, I, you know, I’m a little bit on guard right now. And like, I’m not sure is this really legitimate company, we talked about a few of those things. But that can help with that. But this is one of them right there. They’re saying, Hey, give us a call, you don’t have to go dig for that number, you can contact them right away. I love that. I think that’s, that’s really great.

And a nice prominent search bar here is also helpful. Putting search front and center one, one thing that we encourage clients to do is put the search bar front and center, not because it helps your users find products, although that’s definitely a reason. But frankly, the search bar and what people type into the search bar is extremely valuable information for you as a merchant, in that if somebody is on your site, and they’ve typed something in search bar, they already know what they want. Looking at your search history, which is something every site owner should be doing on site search history on a regular basis, helps you identify products that people are actively looking for on your site that you might not even be stocking. And so having the search front and center is a great way for you to gather more data on your users and what they’re looking for. But you know, looking at the rest of the homepage to look at that confidence element. We’ve got Why buy filters from fluid take here, which is great. I do like that. giving us some data points on why flu tick is different to the competitors. And what I really like about this is they have learned more down here, but they haven’t put all of the copy about the brand. On the homepage, sometimes you’ll get to our site. And they tell you about how the owner had a dream when they were a child about wanting to be you know, pioneer in their industry and blah, blah, blah, none of that stuff really matters, especially in the b2b space. Usually what they care about is how long you’ve been in business that’s sometimes important to people, also just a reputable, and can I trust you everything else about the story of the business can be interesting to some visitors. Oftentimes it’s not though. So putting more of your information behind, learn more, which takes you to the About Us page helps for people like myself, who I love reading about us pages personally, if I’m thinking about doing business with a company. And so this is a really nice way of saying we have a lot of filters. We’ve been in business for a long time we sell to a lot of companies. And here’s why we’re different, really strong presence.

Anthony, one thing that I just noticed that might help here, I like it too, I think it’s great. I think it’s it’s short and sweet. But one thing that might be missing here is you know, does bluetech guarantee their products, people are coming to the site looking to replace an OEM filter, probably for you know, machinery that’s expensive. It’s an investment for them. And as a customer who’s ever worked with fluids before, they may be like, you know, I’m not sure if I want to do this replacement part or not. So scroll up, if you don’t mind, go back up there. And over here on the right, where we’ve got this area, I love all of those. But I also think maybe there’s a you know, some room there for having something around, you know, a guarantee or their warranty. It doesn’t have to be long, but maybe just a little blurb about the fact that they stand behind their products. So something I think could be added here for that. Agreed. Agreed. And then we’ve got some nice images here. I

think your knee jerk reaction to these parents was the other. They’re kind of a bit stock. But they’re

a little style. Yeah, but it’s so you know, how I guess how interesting can industrial filters be? But I think as long as just, you know, maybe not make them so stocky. Maybe it’s more product images instead of people. Although I like what is happening here. I think you’re going over this and you’re seeing quotes, which I assume are from customers. So you have that element of the customers, you know, building up the brand a little bit, and then you know, images of people to sort of reinforced that. It’s kind of you know, that hover state not so sure. I like that because that’s just one more thing a user has to do in order to be able to see that quote. So

I was just thinking the same thing. My wrist is getting really sore right? Now having to scroll between one panel to another, it’s a lot of work. Yeah, the point being that it’s making me do something to actually reveal the content and the content is not that interesting to me in the first place. So the reward for having to take the effort of scrolling over each one, it doesn’t really pan out. And so I would suggest that a better way of doing this might be to make the blue a bit more transparent, and overlay the quote over the background of the image. And that way, I can see the quotes at a glance without having to, you know, dig for them or reveal them, but simply add something else.

Yeah, and it’s, you know, it’s a little bit interactive, but the reward for being interactive is not really that great. And so one of the things that we’ve talked about internally is that, especially in b2b, having interactive content these days is really important, right? So being able to, you know, touch and feel things, but not really not literally. And so maybe in this case, something like a picture of a filter, maybe a side cut version of the filter with some you know, areas where you can hover over it or touch it and click it and it expands and gives more details. But really maybe speaks to going back to the quality of the filters, maybe that’s something that can help reinforce the messaging is to say, here’s a cut out of one of our filters. And here’s why our filters are just as good if not, as you know better than the OEM filters, but make it interactive, let people sort of, you know, spend some time on that and digging into the product. I mean, this is fine, but it’s just not, it’s not necessarily a compelling experience for

Karen’s touches on an interesting point around if the core part of this webinar is this roast is is simplified messaging. Simple messaging doesn’t always have to be copy, it can be images as well and experiences. One thing that psychology teaches this is that if somebody interacts with your site, they’re more likely to remember it. So the more you can do to make people click into your site, reveal something, expose something, learn more, even the act of clicking alone can be a good reinforcement of the site and the memory of the site. And again, in b2b, there’s a lot of price comparison that shoppers do. A lot of people in procurement have to go to a certain number of sites to even justify their initial purchase, even though they know we may be the merchant they want to be going through. And so make your site more memorable to the Browse to the person browsing by adding some interactive elements is great. And one thing that we’ve seen emerging a lot these days in the b2b space is 3d modeling. When trade shows are still a thing, we would go to a lot of trade shows and see very common, in fact, most of the b2b e commerce trade shows there was a company selling 3d modeling services. So I’d say that’s almost mainstream at this point. And if you can afford the investment, especially if your products are more high end or complicated, having some sort of interactive 3d modeling on your b2b site would be a great way of simplifying your messaging while standing out from the crowd. But let’s drill down here a bit further and see what we’ve got. We’ve got a shop by category. And then at the bottom, we’ve got additional content, what’s new, fluid tech? I think that this contents good. And I think it’s probably in the right place. This is what I usually call filler content. It’s not that useful to the user, but not having it is potentially cutting out some users from spending more time on the site. So people who are going to read this will scroll to the bottom and read it, the fact that it’s at the bottom means that people who don’t want to read it, it’s not getting in their way. So it’s a good placement of the content. And I think it’s interesting, but not super valuable. Let’s jump into the category of categories. Yeah,

well, the one thing that stands out right away to me is just the product images. They’re really, they’re nice, they’re colorful, they, you know, kind of draw me in a little bit. And what I said earlier is about, you know, filters, it’s not necessarily the most exciting thing to look at. But having a nice variety of images here, I think is really great. Rather than just a, we see a lot of b2b sites, where it’s just a list of categories really boring, you know, doesn’t draw the user in, this is nice.

And maybe the user doesn’t know what filter they’re trying to buy. Oftentimes, for this type of site, we found that it is often someone in procurement who doesn’t actually know the thing they’re buying, they’re just being given a serial number or part number and have to go and find that online. This is making it a little easier for them to break up the content, it’s a little bit more interactive, it’s a bit richer, rather than again, just words on the page, which is going to be more suited to say someone in an engineer or someone who doesn’t need those visual elements will install into a category, see what we get. Okay, I like this category of needs. This is a great start to the category page. One thing we notice often in b2b sites is they just don’t take advantage of the real estate on the category page to reorient the user. You had a customer come to your site, either through a PDP page, or maybe the homepage, they’ve drilled down to a category. But there’s an assumption at that point that the user is in the right category and this page, this this, these elements here can help you confirm whoops, confirm with the user that they are actually in the right place. And so you should be using this Real Estate at the top to reinforce that they are in the right place. This is a category about XYZ. And I do like this real estate and the usage here, although maybe that image could be a little of the cut off of that image there, it feels a little off, we could maybe make that circle bigger or the image smaller. Yeah, talking about the navigate. Yeah,

I like the navigation over here. This is the layered navigation. You know, some sites we could go to, there’s 40 of these things that you can choose from, and it’s just overwhelming. But what we see right here is really simple into the point probably some thought was put into this in terms of what are the what are people really looking for when they’re browsing the site. And it looks like that’s been a pretty like a pretty curated list. So that’s great. One other thing that I’m noticing here that, let me get rid of that, scroll down and see below the filters on the left. So

I’ll close that that’ll be fast and

close friend got a lot of brands, so but right here, this is just again, going back to, you know, that whole idea of fluid sec making themselves available to answer questions, right. So Someone’s here they’ve been, they’ve, you know, they’re stuck. You know, if you’re, if you’re stuck, let us know, contact us, I really like that, you know, you had a lot of sites where you just you have to dig for that information, if you can find it at all. And so I really liked that I think it again, it reinforces the brand, a little bit. So really good.

And then I do like what they’ve got, here’s the elements on the category page, this is nice. And it’s helpful. One thing we do see on category pages a lot is you have all the products listed. But there’s nothing that helps the user know if this is the actual product they want. So you’re forcing them to click through to the product detail page, see if that’s what they want. And if it’s not, they have to click back out. And we’ve seen, you know, supplements companies, for example, have been guilty of this in the past where maybe their product name says immune support, but it’s not really clear what it’s helping. But maybe Immune Support is pretty obvious. But maybe it’s something like nucleotide complex or something like that something’s not immediately obvious to the user. What this is forcing them to click through to the product detail page just to learn what the product is not the best experience. And so putting as much elements or as much data about the product as you can on the category page does help the user with their navigation. In this case, we’ve got the OEM name and part and the availability, there was a great maybe here, you could put in one other piece of valuable information that’s in the filtration space, I don’t know, I’m thinking maybe some of you had the flow rate of a filter or the resistance rate or something like that. I don’t know enough about the space to know if that’s interesting. But right now, the only piece of new information that is here, technically is the availability, because the part name shows us it’s pretty self explanatory that that’s the OEM name. And the part might be one or two extra things you could put on this page to help the user decide if this is the right product for them. Although I think in this case, probably less relevant because the part number is the part number. And it’s either a match or it’s not. But what was that term?

Yeah, I think having the part number is great right here, because that’s because blue tech makes replacements, people are probably coming to the site looking at a filter saying I need to get this thing replaced. It’s the, you know, OEM version of it, it’s got that number stamped on it. That’s what they’re going to be looking at. So I think that’s great that that’s highlighted right up here.

I just started with time. So I’m just going to jump into the product detail page. And we can take a look at this. And then we’ll we’ll go to questions. I love this page. This is nice. Perfect. So there’s your guarantee. Terrence, you mentioned it before PDP page. And this is great if we think this is a landing page, if we look at this as the very first page that anyone that a user comes to on the site, this is a good experience, we’ve got a nice guarantee right there. So already, I’m feeling safer. Here, we’ve got a nice contact us button, the chat button is there, I’ve got the specifications of the product. This is a very nice landing page. And if we scroll down further, okay, we’ve got the same social proof, I guess, is what we’re calling this here. I think this is also good. Maybe over time, if a user is coming back to the site on a regular basis, this becomes a little bit redundant. And you might want to add some function that hides this after a certain number of visits just because it is a bit excessive at that point, unless it’s changing. Maybe if this is changing over time, it becomes more valuable. Well, and

maybe it’s maybe it’s personalized over time, right. So it’s a block word where maybe it’s like, hey, these are related filters, or here’s some additional information about the filters that you’ve previously looked at something like that.

Yeah, I like that, actually, in fact that that seems like a nice workflow, you have this block of content here. You can personalize it for someone’s first visit, because you don’t know much about them. So you use it to show social proof. And then maybe after the third or fourth visit, you’ve learned something about them, you do change that content block to be much more personalized. I love that. That’s a great idea. The last thing we’ll do before we wrap questions is always the fun one, for me, at least the add to cart experience. And so if we click Add to cart, see what happens. Okay, that’s nice. That’s what we would hope to see oftentimes. On b2b sites, especially, the user will click Add to cart and they’re actually taken into an entirely separate page that is taking them out of a browsing experience. Just to show them something was added to the cart. This is a nice experience where I click Add to Cart a modal appears telling me that it’s been successfully added to the cart. And from here, I can either check out, we’ll go back, and I can leave just by one click. That’s That’s nice. Yeah, any other thoughts? Terrence before we wrap and see if there’s one

thing that’s one thing that’s standing out is quick orders. So it’s right up here? It’s right there front and center. Let’s click into that. Yes. So, you know, in the b2b space, people know what they want, right? A lot of times. So coming in and saying here is my set of skews that I want, here’s the quantities, let me just order. And I would imagine, for repeat customers, this is important, maybe the first time coming to the site, you’re probably not going to dive into this functionality. But we don’t see this enough on b2b sites. So this is really great that I agree, as we put into this,

and I like this. I like this short, short, short typing here where I can just type start typing the name, and it does that autofill, a bit like what Google does. So that’s a, that’s a nice experience as well. And then, once I’ve selected the product, I guess it’s calling it and displaying it here. So that’s also quite a rich, quick order experience. In fact, I don’t remember seeing a quick order experience that actually does this. So this is kind of unique. For me at least looking at these sites that actually displays the product. I clicked on it. That’s, that’s nice. Yeah. And then I can add to cart from here. Okay, let’s see if we got Is there any questions span or comments from the crowd here? I’ve just got my chat open. So I’m just going through it now.

Benjamin Choy 26:39
If you guys have questions or comments, you can leave them in the chat, and then I’ll share them. Otherwise, if you guys want to keep going on the park experience up until the hour, so I’ve got to

Terence McDevitt 26:51
see if I can see my content. Yep, no worries. Um, so we’ve got an estimate shipping and tax thing here. That’s interesting. Oh, sorry.

Benjamin Choy 27:01
We had a, we had a comment here. Question. This there’s a large block of text on the homepage. Is that okay? Or is that too wordy?

Terence McDevitt 27:10
So take a look here. Okay, so I’m assuming I can see that comment from joy there. Enjoy. I don’t think you can annotate. But maybe you can be unmuted and us the question will help us? I’m assuming you’re talking about this block of text. Here, right? scroll down further. Oh, here, this, this block here? Yes. Okay. So we talked about that briefly. At the beginning, this text is okay, because of its position on the homepage. The point is that this is what I call filler content. It’s not necessarily valuable to the user, it’s not necessarily giving them something that’s functionally useful. It’s more of a validation, and a reinforcement that this is a real brand that cares about their site. And that’s usually what you’re looking for. And it can be used for as Joy’s to stasis or for SEO, certainly, it does have some SEO benefit, although probably not that much, because it’s on the homepage. And so there’s going to be more reasons why that homepage is coming up in the search results than the content here this content is, again, it’s useful for the user to feel like if somebody’s looking for this or this type of messaging, it helps them orient themselves and feel like I’m in the right place. The point is that it’s at the bottom of the homepage, and that is okay to have this additional text at the bottom. Because if I’m the user, I’m trying to do something and I want to get my job done. having to scroll through a bunch of texts to get to where I need is inconvenient. But if I can scroll down and get to the category page, and I don’t want to scroll any further, I haven’t actually missed anything. I’ve only missed the filler content. But if I’m looking for the filler content, I can scroll past the functional part of the site and start to look at the filler content. So I think it’s fine to have it on the homepage, as long as it’s, you know, below the fold and not getting in the

Benjamin Choy 28:51
way. Last question before we wrap it. Is that help with SEO? Or is that a block of text for SEO? So last question, or

Terence McDevitt 28:59
I mentioned that that briefly. It does help with SEO a little bit. But because it’s on the homepage, it’s not going to help as much as it may be being on some other pages point being that Google’s going to index your homepage. And so your homepage and search results for far more reasons, then this being on this being on the homepage. So my instincts or my experience tells me if we removed this from the homepage, you would not see any difference in the ranking for the homepage, because it’s ranking for other reasons than just that. But maybe it might help to be on the About Us page or something like that if you’re trying to intentionally rank for some of the copy here. Awesome. So I think we’re at time. Yeah. Thanks, everyone for joining again. And I think we have one little book that’s not the right slide. Our contact details are in the emails that you’ll get afterwards and everyone who attended will get this recording. It’ll also be up on YouTube. And if you know anyone that needs their site roasted, feel free to submit it. You don’t have to ask their permission as long as You know, you’d let them know that it’s gonna get roasted on the day they might get a nice surprise but thanks everyone for attending and turns you on to sign up.

Unknown Speaker 30:07
Yep. Thanks everyone. Appreciate it.

Transcribed by https://otter.ai