1 00:00:01,080 --> 00:00:03,720 Speaker 1: The views, information, or opinions expressed during this podcast are 2 00:00:03,720 --> 00:00:06,120 Speaker 1: solely those of the individuals involved and do not represent 3 00:00:06,160 --> 00:00:08,640 Speaker 1: those of Intuit, QuickBooks or any of its cornerstone brands 4 00:00:08,720 --> 00:00:11,760 Speaker 1: or employees. This podcast does not constitute financial, legal, or 5 00:00:11,800 --> 00:00:14,440 Speaker 1: other professional advice or services. No assurance is given that 6 00:00:14,480 --> 00:00:16,919 Speaker 1: the info is comprehensive, accurate, or free of errors, and 7 00:00:16,960 --> 00:00:19,880 Speaker 1: the information presented is for general information purposes only into 8 00:00:19,880 --> 00:00:22,279 Speaker 1: what QuickBooks does not have any responsibility for updating or 9 00:00:22,320 --> 00:00:25,760 Speaker 1: revising any information presented. Listeners should verify statements before relying 10 00:00:25,760 --> 00:00:30,320 Speaker 1: on them. 11 00:00:30,400 --> 00:00:31,840 Speaker 2: Hey everyone, I'm Austin. 12 00:00:31,560 --> 00:00:33,320 Speaker 1: Hankwitz and I'm Jennis Torres. 13 00:00:33,640 --> 00:00:36,600 Speaker 2: Welcome to another episode of Mind the Business Small Business 14 00:00:36,600 --> 00:00:39,960 Speaker 2: Success Stories, a podcast by iHeartRadio and Into It QuickBooks. 15 00:00:42,159 --> 00:00:44,720 Speaker 2: In each episode, Jennie and I chat with small business 16 00:00:44,800 --> 00:00:47,400 Speaker 2: owners as they share their stories about the ups and 17 00:00:47,520 --> 00:00:50,159 Speaker 2: downs of owning a small business. Plus we'll learn from 18 00:00:50,200 --> 00:00:52,919 Speaker 2: their experience about how you can help fortify and strengthen 19 00:00:52,960 --> 00:00:53,720 Speaker 2: your own business. 20 00:00:54,280 --> 00:00:58,120 Speaker 1: That's exactly right. And today we have two incredibly special guests. 21 00:00:58,400 --> 00:01:00,840 Speaker 1: But before we meet them, Austin, I want to know 22 00:01:00,920 --> 00:01:03,120 Speaker 1: your thoughts on how your business has adapted to the 23 00:01:03,240 --> 00:01:06,760 Speaker 1: unexpected changes in the economy. We're currently still dealing with 24 00:01:06,959 --> 00:01:09,440 Speaker 1: high inflation rates in the country, and many businesses are 25 00:01:09,480 --> 00:01:12,160 Speaker 1: still recovering from COVID challenges. So how have you been 26 00:01:12,160 --> 00:01:14,280 Speaker 1: able to adapt to these changes that the economy has 27 00:01:14,319 --> 00:01:14,880 Speaker 1: thrown at you? 28 00:01:15,600 --> 00:01:15,919 Speaker 3: Yeah? 29 00:01:15,959 --> 00:01:20,440 Speaker 2: So, I think macroeconomic uncertainty impacts every business differently. Right 30 00:01:20,480 --> 00:01:23,240 Speaker 2: for those who sell hard goods, inflation and supply chain 31 00:01:23,280 --> 00:01:25,960 Speaker 2: are certainly a big deal. For those service based businesses 32 00:01:26,000 --> 00:01:28,959 Speaker 2: like myself, tighter monetary policy by the Federal Reserve is 33 00:01:29,000 --> 00:01:33,000 Speaker 2: likely causing some turbulence. Personally, I run a sponsor supported business, 34 00:01:33,040 --> 00:01:36,400 Speaker 2: I think advertisers, and when I've realized the macroeconomic conditions 35 00:01:36,400 --> 00:01:38,680 Speaker 2: are beginning to tighten up and folks weren't spending ad 36 00:01:38,680 --> 00:01:40,720 Speaker 2: dollars like they used to, I was forced to pivot 37 00:01:40,760 --> 00:01:44,040 Speaker 2: my business and adapt or realize that it might die. 38 00:01:44,160 --> 00:01:47,279 Speaker 2: So in my experience, that meant two things. Specifically, one 39 00:01:47,319 --> 00:01:50,120 Speaker 2: was to monetize my audience directly, not just having to 40 00:01:50,120 --> 00:01:52,480 Speaker 2: rely on these brand sponsors. And I did this through 41 00:01:52,480 --> 00:01:55,640 Speaker 2: a subscription newsletter. But for small business owners listening right now, 42 00:01:55,680 --> 00:01:58,400 Speaker 2: that might instead me and meeting customers closer to where 43 00:01:58,400 --> 00:02:01,080 Speaker 2: they're spending their money right, so that might be at church, 44 00:02:01,320 --> 00:02:04,720 Speaker 2: outside of grocery stores or other central meeting places and gatherings. 45 00:02:05,080 --> 00:02:08,079 Speaker 2: Now the second thing here for me was controlling the controllables. 46 00:02:08,320 --> 00:02:10,919 Speaker 2: So as a small business owner, you can only control 47 00:02:10,960 --> 00:02:13,520 Speaker 2: the controllables, which also means if life throws you a 48 00:02:13,560 --> 00:02:15,680 Speaker 2: curve ball, it's up to you to do everything you 49 00:02:15,720 --> 00:02:18,440 Speaker 2: can to take control and turn things around. A few 50 00:02:18,480 --> 00:02:21,080 Speaker 2: months ago, we had two huge clients cut their monthly 51 00:02:21,120 --> 00:02:23,359 Speaker 2: spend with us in a big way and this definitely 52 00:02:23,400 --> 00:02:25,680 Speaker 2: impacted our bottom lines in the short term. But back 53 00:02:25,720 --> 00:02:28,359 Speaker 2: to that idea of controlling the controllables, I went back 54 00:02:28,360 --> 00:02:31,320 Speaker 2: and thought what am I especially good at as an entrepreneur, 55 00:02:31,639 --> 00:02:34,160 Speaker 2: and to me, that's marketing. So in response to these cuts, 56 00:02:34,160 --> 00:02:35,720 Speaker 2: over the last three weeks, my team and I have 57 00:02:35,800 --> 00:02:38,919 Speaker 2: begun ramping up our marketing efforts, which we think will 58 00:02:38,919 --> 00:02:41,440 Speaker 2: completely make up for the drop and spend by those 59 00:02:41,440 --> 00:02:43,280 Speaker 2: two clients by at the end of the summer. So 60 00:02:43,360 --> 00:02:45,240 Speaker 2: it's all about having the self awareness to know what 61 00:02:45,280 --> 00:02:47,200 Speaker 2: you're good at as a small business owner and then 62 00:02:47,240 --> 00:02:49,480 Speaker 2: doubling down on that during times of uncertainty. 63 00:02:49,880 --> 00:02:53,640 Speaker 1: Yeah, for me, I have always been the type of 64 00:02:53,639 --> 00:02:57,079 Speaker 1: business owner that's believed in the idea of multiple income streams, 65 00:02:57,120 --> 00:02:59,840 Speaker 1: and so I've diversified the way that I earn money 66 00:03:00,240 --> 00:03:03,240 Speaker 1: throughout my ten year career now as a content creator. 67 00:03:03,600 --> 00:03:06,920 Speaker 1: So instead of just relying on things like sponsored content 68 00:03:07,000 --> 00:03:09,320 Speaker 1: or affiliate marketing, I take advantage of all those different 69 00:03:09,320 --> 00:03:12,000 Speaker 1: streams of income and have about ten at this point 70 00:03:12,040 --> 00:03:14,639 Speaker 1: that I can kind of use as you know, levers, 71 00:03:14,720 --> 00:03:16,639 Speaker 1: if you will, that I can turn on and off 72 00:03:16,720 --> 00:03:19,160 Speaker 1: just depending on what's going on and also depending on 73 00:03:19,240 --> 00:03:22,240 Speaker 1: what kind of energy I have to invest in the business. 74 00:03:22,520 --> 00:03:24,560 Speaker 1: At some point, you're going to want to be able 75 00:03:24,560 --> 00:03:26,600 Speaker 1: to take a step back, and creating income streams that 76 00:03:26,680 --> 00:03:29,919 Speaker 1: aren't relying one hundred percent on your active effort are 77 00:03:30,000 --> 00:03:33,119 Speaker 1: something that I really focus on. So looking at opportunities 78 00:03:33,160 --> 00:03:35,480 Speaker 1: for passive income streams is a big thing for me. 79 00:03:35,840 --> 00:03:39,600 Speaker 1: And also I had to realize that as a business 80 00:03:39,600 --> 00:03:43,040 Speaker 1: coach and someone who sells higher ticket offers in times 81 00:03:43,040 --> 00:03:45,960 Speaker 1: of inflation, folks are going to have to decide when 82 00:03:46,120 --> 00:03:48,480 Speaker 1: and where they can spend money. And so how can I, 83 00:03:48,520 --> 00:03:51,320 Speaker 1: as business owner offer them access to my products but 84 00:03:51,440 --> 00:03:54,440 Speaker 1: not making them fork out, you know, multiple thousand dollars 85 00:03:54,480 --> 00:03:56,720 Speaker 1: at one time. So For me, that's looked like offering 86 00:03:56,760 --> 00:03:59,400 Speaker 1: payment plans for my different services and offerings so that 87 00:03:59,400 --> 00:04:02,480 Speaker 1: people can invest in my services but can do it 88 00:04:02,480 --> 00:04:04,640 Speaker 1: in a way that's more sustainable and allows them to 89 00:04:04,640 --> 00:04:05,960 Speaker 1: spread those payments over time. 90 00:04:06,400 --> 00:04:07,760 Speaker 2: That makes a lot of sense. And I really want 91 00:04:07,800 --> 00:04:10,880 Speaker 2: to unpack what you said there about like managing the 92 00:04:11,120 --> 00:04:13,600 Speaker 2: sort of cash flows and understanding these different sort of 93 00:04:13,720 --> 00:04:16,080 Speaker 2: income streams. How are you I mean, is there a 94 00:04:16,160 --> 00:04:19,440 Speaker 2: dashboard you have? What are you doing to specifically see Okay, 95 00:04:19,480 --> 00:04:21,760 Speaker 2: this income stream is going up, this one's coming down. 96 00:04:21,800 --> 00:04:24,159 Speaker 2: How do I double down on what's going up and 97 00:04:24,160 --> 00:04:26,200 Speaker 2: what's working versus how do I pull back time energy 98 00:04:26,240 --> 00:04:28,440 Speaker 2: away from what's not working? Walk me through that process. 99 00:04:29,040 --> 00:04:32,280 Speaker 1: Yeah, so that's where you need a very robust accounting 100 00:04:32,320 --> 00:04:33,640 Speaker 1: system like QuickBooks. 101 00:04:33,680 --> 00:04:35,360 Speaker 2: Okay, you know, you got. 102 00:04:35,240 --> 00:04:37,039 Speaker 1: To know where this money is coming from, and so 103 00:04:37,120 --> 00:04:39,640 Speaker 1: being able to isolate where those different income streams are 104 00:04:39,640 --> 00:04:42,400 Speaker 1: coming from and also the cost associated with those income 105 00:04:42,400 --> 00:04:44,720 Speaker 1: streams is great because then you know how much is 106 00:04:44,760 --> 00:04:47,159 Speaker 1: this costing me to earn? And where are some areas 107 00:04:47,160 --> 00:04:49,559 Speaker 1: where I think I'm making money, but it's actually costing 108 00:04:49,640 --> 00:04:51,440 Speaker 1: me more than the effort that I'm putting behind it 109 00:04:51,480 --> 00:04:54,600 Speaker 1: and so quickbook's ability to have your chart of accounts 110 00:04:54,600 --> 00:04:56,599 Speaker 1: and your cost of goods and all that stuff is 111 00:04:56,640 --> 00:04:58,840 Speaker 1: really helpful for me to know exactly where I should 112 00:04:58,880 --> 00:05:01,120 Speaker 1: be focusing my effort as a business owner and what 113 00:05:01,120 --> 00:05:03,640 Speaker 1: income streams make the most sense for me to double 114 00:05:03,640 --> 00:05:03,919 Speaker 1: down on. 115 00:05:03,960 --> 00:05:05,880 Speaker 2: If you will, that makes a lot of sense. Well, 116 00:05:05,960 --> 00:05:08,520 Speaker 2: today on the show, we have two people who absolutely 117 00:05:08,560 --> 00:05:10,800 Speaker 2: know what it's like to deal with tough economic changes. 118 00:05:15,040 --> 00:05:18,480 Speaker 2: Innisips is your one stop shop for premium organic coffee 119 00:05:18,480 --> 00:05:21,599 Speaker 2: and tea. Created by Marine Corps veteran Gulaid is mailing 120 00:05:21,640 --> 00:05:24,039 Speaker 2: his wife Divina, Innisips is proud to be amongst the 121 00:05:24,040 --> 00:05:28,360 Speaker 2: growing population of community centered, family operated businesses in Connecticut 122 00:05:28,360 --> 00:05:31,880 Speaker 2: and North Carolina. Gulaid and Divina started Indisips in the 123 00:05:31,880 --> 00:05:34,720 Speaker 2: fall of twenty nineteen after finding themselves wanting to start 124 00:05:34,720 --> 00:05:37,280 Speaker 2: a business that involved their love of coffee and tea. 125 00:05:37,880 --> 00:05:40,560 Speaker 2: In January of twenty twenty, they opened their first coffee 126 00:05:40,560 --> 00:05:43,359 Speaker 2: and tea shop in New Britain, Connecticut, and two months 127 00:05:43,400 --> 00:05:45,880 Speaker 2: later the world shut down due to a global pandemic. 128 00:05:46,240 --> 00:05:49,280 Speaker 2: They changed Innisips in every possible way and expanded their 129 00:05:49,360 --> 00:05:51,920 Speaker 2: organic coffee and loosely ta options to better serve their 130 00:05:51,960 --> 00:05:55,640 Speaker 2: customer's requests. Indeesips put the community at their forefront and 131 00:05:55,680 --> 00:05:58,880 Speaker 2: has a goal of giving back to community heroes, first responders, 132 00:05:59,040 --> 00:06:02,600 Speaker 2: essential health workers, and nonprofits. So far, any SIPs has 133 00:06:02,640 --> 00:06:05,680 Speaker 2: already given away over four hundred pounds of coffee and 134 00:06:05,839 --> 00:06:08,960 Speaker 2: donates a portion of sales to numerous organizations within the 135 00:06:08,960 --> 00:06:15,560 Speaker 2: communities they serve. Ghulaid Divina, thank you so much for 136 00:06:15,680 --> 00:06:16,960 Speaker 2: joining us on today's episode. 137 00:06:17,000 --> 00:06:19,760 Speaker 3: Thank you, thank you for having us really excited. 138 00:06:19,839 --> 00:06:22,640 Speaker 2: So the name ANYSIPS. I love it. It's unique. I 139 00:06:22,680 --> 00:06:24,279 Speaker 2: gotta know how did you come up with it? And 140 00:06:24,320 --> 00:06:25,760 Speaker 2: does it have any significance? 141 00:06:26,760 --> 00:06:28,000 Speaker 3: Absolutely so. 142 00:06:28,279 --> 00:06:30,160 Speaker 4: When we were trying to find a name, of course 143 00:06:30,160 --> 00:06:32,240 Speaker 4: there's a lot of coffee and tea companies out there. 144 00:06:32,360 --> 00:06:36,919 Speaker 4: We wanted something that meant something to us. So any 145 00:06:37,160 --> 00:06:40,760 Speaker 4: that I and I are the first letters of our 146 00:06:40,800 --> 00:06:42,839 Speaker 4: three children's names. 147 00:06:42,800 --> 00:06:46,040 Speaker 2: Got it okay? Very cool? Was that a quick realization? 148 00:06:47,880 --> 00:06:50,000 Speaker 3: No, Actually, Gulay came up with it. 149 00:06:50,200 --> 00:06:51,960 Speaker 5: We played around with a few names and we would 150 00:06:52,000 --> 00:06:54,960 Speaker 5: just try to figure out how can we incorporate the children. 151 00:06:55,440 --> 00:06:57,880 Speaker 5: It just rang and then we went from there with it. 152 00:06:57,960 --> 00:07:01,760 Speaker 2: So was any SIPs. Y'all's first business venture it was. 153 00:07:01,839 --> 00:07:04,839 Speaker 4: Not the one that we've done mostly together, was a 154 00:07:04,920 --> 00:07:09,640 Speaker 4: children's clothing company. It was Culturable Babies, and we started 155 00:07:09,680 --> 00:07:13,000 Speaker 4: that when the kids were three and about one years old. 156 00:07:13,280 --> 00:07:14,880 Speaker 5: The kids have been the center of a lot of 157 00:07:14,920 --> 00:07:16,160 Speaker 5: the ideas we've come up with. 158 00:07:16,560 --> 00:07:18,480 Speaker 1: I love the fact that this is a super family 159 00:07:18,520 --> 00:07:20,920 Speaker 1: oriented business and that you guys are using real life 160 00:07:20,960 --> 00:07:24,280 Speaker 1: inspiration and real life problems to figure out what that 161 00:07:24,320 --> 00:07:26,080 Speaker 1: next solution is that you're going to offer as a 162 00:07:26,120 --> 00:07:29,280 Speaker 1: business owner. So kudos to you guys for taking inspiration 163 00:07:29,320 --> 00:07:30,040 Speaker 1: from real life. 164 00:07:30,560 --> 00:07:32,240 Speaker 3: Thank you, thank you. 165 00:07:33,760 --> 00:07:36,880 Speaker 1: So you start this business and just two months later 166 00:07:37,240 --> 00:07:40,000 Speaker 1: the pandemic happens, what's your initial reaction? 167 00:07:42,760 --> 00:07:44,200 Speaker 3: Panic? For sure. 168 00:07:46,400 --> 00:07:49,400 Speaker 4: We had started the business with the idea of opening 169 00:07:49,400 --> 00:07:53,160 Speaker 4: a coffee shop and making it more community centered. We 170 00:07:53,240 --> 00:07:55,720 Speaker 4: had two long tables in there so that people could 171 00:07:55,760 --> 00:07:59,880 Speaker 4: sit together, talk with each other, communicate. It was bright, 172 00:08:00,080 --> 00:08:03,520 Speaker 4: it was small and cozy. Yeah, so everything we thought 173 00:08:03,520 --> 00:08:06,840 Speaker 4: we were going to be kind of just changed. Luckily, 174 00:08:07,080 --> 00:08:11,560 Speaker 4: we both had the foresight to have three packaged items 175 00:08:11,560 --> 00:08:14,440 Speaker 4: of coffee and three packaged items of tea, and we 176 00:08:14,520 --> 00:08:16,640 Speaker 4: had a website. We had learned how to do that 177 00:08:16,680 --> 00:08:21,239 Speaker 4: from our previous business, But after we dealt with the panic, 178 00:08:21,760 --> 00:08:24,840 Speaker 4: we realized, like, we have to do something to kind 179 00:08:24,840 --> 00:08:28,160 Speaker 4: of stay relevant and keep going, and luckily internet allows 180 00:08:28,200 --> 00:08:30,640 Speaker 4: people to do that. With Gulaid work and at the 181 00:08:30,720 --> 00:08:34,160 Speaker 4: VA hospital at the time, we knew that there was 182 00:08:34,320 --> 00:08:38,040 Speaker 4: difficulties and stress with the people that were still working. 183 00:08:38,200 --> 00:08:40,400 Speaker 4: So we wanted to find a way that we could 184 00:08:40,480 --> 00:08:44,240 Speaker 4: continue business, give back to the community in a different way, 185 00:08:44,760 --> 00:08:47,880 Speaker 4: but also grow the business as well, and keep going 186 00:08:47,920 --> 00:08:49,320 Speaker 4: in that time of uncertainty. 187 00:08:49,920 --> 00:08:50,199 Speaker 3: Yeah. 188 00:08:50,760 --> 00:08:52,599 Speaker 1: I think that's the nature of business, right It's just 189 00:08:52,640 --> 00:08:55,080 Speaker 1: being able to adapt to anything. And that's really the 190 00:08:55,080 --> 00:08:59,000 Speaker 1: theme of today's conversation. So how did you make that 191 00:08:59,080 --> 00:09:01,680 Speaker 1: determination of what you needed to do to keep the 192 00:09:01,679 --> 00:09:04,240 Speaker 1: business alive? Like, take me behind the scenes of what 193 00:09:04,280 --> 00:09:05,760 Speaker 1: you guys were brainstorming. 194 00:09:06,480 --> 00:09:08,760 Speaker 4: First, we had to kind of talk ourselves through the 195 00:09:08,800 --> 00:09:12,640 Speaker 4: process of not being too attached to what we thought 196 00:09:12,679 --> 00:09:14,840 Speaker 4: we were going to be. I think that's one of 197 00:09:14,880 --> 00:09:17,920 Speaker 4: the things that we did right early on. As I said, 198 00:09:17,960 --> 00:09:20,480 Speaker 4: the community part of it was just coming into fruition. 199 00:09:20,679 --> 00:09:23,480 Speaker 4: We were having our regulars come in and order their 200 00:09:23,520 --> 00:09:27,200 Speaker 4: regular drinks and things, so detaching from what we thought 201 00:09:27,240 --> 00:09:30,280 Speaker 4: we were going to be and pretty quickly coming up 202 00:09:30,320 --> 00:09:32,880 Speaker 4: with what we could be and how that would look. 203 00:09:33,440 --> 00:09:36,080 Speaker 4: And then gulaid, maybe you could talk about what you 204 00:09:36,200 --> 00:09:38,040 Speaker 4: saw at the hospital that made us want to give 205 00:09:38,080 --> 00:09:40,800 Speaker 4: back to the community in a different way. 206 00:09:41,240 --> 00:09:43,480 Speaker 5: Like Davina said, the beginning part was panic because we 207 00:09:43,520 --> 00:09:46,920 Speaker 5: had invested quite a bit construction in the side of 208 00:09:46,920 --> 00:09:49,480 Speaker 5: the building. We've had the table setup, We've had customers 209 00:09:49,520 --> 00:09:51,440 Speaker 5: that we were starting to get to know. But at 210 00:09:51,480 --> 00:09:53,800 Speaker 5: the Via Hospital when I was working, I was screening 211 00:09:53,840 --> 00:09:57,120 Speaker 5: people for the coronavirus. There were just a lot of stress, 212 00:09:57,600 --> 00:10:00,280 Speaker 5: a lot of tired individuals, especially the healthcare work because 213 00:10:00,280 --> 00:10:03,200 Speaker 5: like the nurses, the nurses and assistants, you know, we 214 00:10:03,440 --> 00:10:06,800 Speaker 5: haven't lived through anything like this in our generation. So 215 00:10:06,960 --> 00:10:09,880 Speaker 5: just seeing the fair the unknown. It kind of reminded 216 00:10:09,920 --> 00:10:12,120 Speaker 5: me of being in a military. When you're going through 217 00:10:12,120 --> 00:10:14,839 Speaker 5: a city that you've never been through a combat zone. 218 00:10:15,160 --> 00:10:17,839 Speaker 5: You get nervous, but with that nervousness, you tend to 219 00:10:17,920 --> 00:10:19,920 Speaker 5: draw closer to those who are left and right of you. 220 00:10:20,280 --> 00:10:22,320 Speaker 5: And so I started to see the healthcare workers really 221 00:10:22,320 --> 00:10:25,640 Speaker 5: start to rely on each other and things just change. 222 00:10:25,679 --> 00:10:27,240 Speaker 5: It was like you know, we got to find a way. 223 00:10:27,320 --> 00:10:30,000 Speaker 5: We don't want to feel like we're not doing our 224 00:10:30,040 --> 00:10:32,920 Speaker 5: part as far as like coming together. So we figured 225 00:10:33,000 --> 00:10:36,240 Speaker 5: what better way to do that than a cup of coffee, 226 00:10:36,679 --> 00:10:38,640 Speaker 5: and what better way to do that than to donate. 227 00:10:38,720 --> 00:10:41,560 Speaker 1: Yeah, it weaves into the story that you mentioned in 228 00:10:41,559 --> 00:10:45,360 Speaker 1: the beginning, wanting to foster community, right, and so it's 229 00:10:45,440 --> 00:10:48,800 Speaker 1: just finding a different way to create that. So we 230 00:10:48,840 --> 00:10:52,520 Speaker 1: know that supply chain issues were and probably still are 231 00:10:52,640 --> 00:10:55,080 Speaker 1: to some extent, affecting a lot of business owners. And 232 00:10:55,080 --> 00:10:58,440 Speaker 1: I'm curious how your business was affected by the supply 233 00:10:58,559 --> 00:11:00,760 Speaker 1: chain and what did you do to keep your product 234 00:11:00,760 --> 00:11:03,640 Speaker 1: moving at a time when maybe the access that you 235 00:11:04,320 --> 00:11:06,720 Speaker 1: would expect is limited because of what's going on. 236 00:11:07,640 --> 00:11:10,960 Speaker 4: I mean, it all ties together really as glid mentions. 237 00:11:10,960 --> 00:11:14,240 Speaker 4: We donated, so we did buy two bags of coffee, 238 00:11:14,320 --> 00:11:17,560 Speaker 4: we would donate one and that allowed us to grow 239 00:11:17,720 --> 00:11:21,960 Speaker 4: online and thanks to social media, now we had people 240 00:11:22,040 --> 00:11:24,800 Speaker 4: all over the country and in a few other countries 241 00:11:24,840 --> 00:11:29,040 Speaker 4: that were sharing about us and spreading the word, which 242 00:11:29,120 --> 00:11:29,720 Speaker 4: was awesome. 243 00:11:29,880 --> 00:11:31,920 Speaker 3: We grew in a way that we wouldn't. 244 00:11:31,600 --> 00:11:34,920 Speaker 4: Have expected or had ever thought about happening so quickly 245 00:11:35,480 --> 00:11:40,400 Speaker 4: as far as supply chain. We definitely experienced supply chain 246 00:11:40,559 --> 00:11:44,559 Speaker 4: issues and still currently if I'm being honest, as we 247 00:11:44,640 --> 00:11:47,880 Speaker 4: started to grow where we started off with three coffees 248 00:11:47,880 --> 00:11:50,840 Speaker 4: in three t's, by the end of twenty twenty, we 249 00:11:51,000 --> 00:11:56,840 Speaker 4: had about ten different coffee options and then about thirty 250 00:11:57,080 --> 00:12:00,880 Speaker 4: or forty different tea options. More recent in the last 251 00:12:00,880 --> 00:12:03,319 Speaker 4: couple of years, I think the trickle down effect from 252 00:12:03,360 --> 00:12:07,400 Speaker 4: the pandemic has affected a number of companies. Some place 253 00:12:07,480 --> 00:12:11,119 Speaker 4: is n't able to get the same ingredients and therefore 254 00:12:11,520 --> 00:12:14,520 Speaker 4: we can't make the same teas, so we've had to 255 00:12:14,559 --> 00:12:17,720 Speaker 4: adjust what we offer, but we've also had to adjust 256 00:12:17,760 --> 00:12:20,520 Speaker 4: our pricing, and on top of that, we've had to 257 00:12:20,600 --> 00:12:25,800 Speaker 4: adjust our customers expectations on what we can and can 258 00:12:26,080 --> 00:12:28,800 Speaker 4: offer and when things are going to be available. So 259 00:12:28,920 --> 00:12:33,040 Speaker 4: that's been an ongoing struggle. Most of the companies we 260 00:12:33,080 --> 00:12:36,000 Speaker 4: work with are other small businesses and they're dealing with 261 00:12:36,040 --> 00:12:38,160 Speaker 4: the same things. They might not have a bunch of 262 00:12:38,200 --> 00:12:41,880 Speaker 4: staff members, so it's not just the supply chain parts 263 00:12:41,880 --> 00:12:45,920 Speaker 4: of the business, but COVID has affected people medically and 264 00:12:45,960 --> 00:12:48,600 Speaker 4: then just normal family issues that happen. 265 00:12:49,160 --> 00:12:52,520 Speaker 3: So we just created a really loyal. 266 00:12:52,400 --> 00:12:55,680 Speaker 4: Customer base that have hung on there with us through 267 00:12:55,720 --> 00:12:56,720 Speaker 4: the ups and downs. 268 00:12:57,080 --> 00:12:58,959 Speaker 2: I love all that perspective to Vienna, and I really 269 00:12:59,000 --> 00:13:01,600 Speaker 2: want to double click actually into the e commerce side. 270 00:13:01,840 --> 00:13:04,360 Speaker 2: Right when businesses go from just brick and mortar to 271 00:13:04,480 --> 00:13:08,439 Speaker 2: now offering e commerce products, there is a massive influx 272 00:13:08,480 --> 00:13:11,000 Speaker 2: of demand, and I'm sure the supply chain also gets 273 00:13:11,080 --> 00:13:13,000 Speaker 2: kind of reworked a little bit. Can you walk us 274 00:13:13,000 --> 00:13:16,280 Speaker 2: through the specific things that you all adjusted or changed 275 00:13:16,360 --> 00:13:18,120 Speaker 2: to make sure that this e commerce side of the 276 00:13:18,120 --> 00:13:19,160 Speaker 2: business was successful. 277 00:13:19,679 --> 00:13:22,040 Speaker 4: So one of the biggest things that we wanted to 278 00:13:22,080 --> 00:13:25,800 Speaker 4: do as we transition to e commerce was keep our 279 00:13:25,840 --> 00:13:29,920 Speaker 4: pricing at a fair rate. Our customer base is generally 280 00:13:29,960 --> 00:13:34,480 Speaker 4: between the dunkin Donuts customer maybe as Starbucks, where people 281 00:13:34,520 --> 00:13:36,960 Speaker 4: are interested in coffee and tea, but they want something 282 00:13:37,000 --> 00:13:40,600 Speaker 4: that's just a little bit more of an experience. So 283 00:13:41,040 --> 00:13:44,600 Speaker 4: what we've done is we've got high quality products. All 284 00:13:44,600 --> 00:13:48,199 Speaker 4: of our ingredients are direct trade and organic where we can, 285 00:13:49,000 --> 00:13:54,040 Speaker 4: and we keep the packaging simple, clean so that we 286 00:13:54,120 --> 00:13:59,679 Speaker 4: can spend more attention to quality products. And that's also 287 00:13:59,760 --> 00:14:02,240 Speaker 4: how during this time when we haven't been able to 288 00:14:02,240 --> 00:14:06,360 Speaker 4: get certain things in stock, because we're really focused on 289 00:14:06,840 --> 00:14:11,600 Speaker 4: sourcing quality ingredients and keeping true to that mantra for 290 00:14:11,800 --> 00:14:12,600 Speaker 4: any SIPs. 291 00:14:13,160 --> 00:14:15,360 Speaker 5: Just to add too, Divina does a great job keeping 292 00:14:15,360 --> 00:14:17,680 Speaker 5: a communication with the customers. We let them know it, 293 00:14:18,000 --> 00:14:20,280 Speaker 5: you know, please continue to work with us as we 294 00:14:20,320 --> 00:14:23,240 Speaker 5: go through these growing pains. And I think because you're 295 00:14:23,280 --> 00:14:27,560 Speaker 5: continually communicating, because communication is key, that's also what helps 296 00:14:27,560 --> 00:14:29,960 Speaker 5: with the brand loyalty and people actually want to continue 297 00:14:30,000 --> 00:14:30,600 Speaker 5: to stay with us. 298 00:14:31,120 --> 00:14:33,000 Speaker 4: One thing that we started when we were doing the 299 00:14:33,040 --> 00:14:36,960 Speaker 4: online was we wrote handwritten notes on the invoices for people, 300 00:14:37,560 --> 00:14:40,320 Speaker 4: and when we had a few customers that was easy 301 00:14:40,360 --> 00:14:43,480 Speaker 4: to do, but we decided to continue doing that for 302 00:14:43,680 --> 00:14:47,760 Speaker 4: every single customer. By mid June, we should have reached 303 00:14:47,920 --> 00:14:51,600 Speaker 4: ten thousand orders on Why, which for us is huge, 304 00:14:51,840 --> 00:14:55,240 Speaker 4: and we even get Christmas cars. We get handwritten letters 305 00:14:55,320 --> 00:14:58,400 Speaker 4: from customers, which is really great, and we try to 306 00:14:58,400 --> 00:15:01,320 Speaker 4: remember things. If we have a conversation with someone online, 307 00:15:01,840 --> 00:15:04,080 Speaker 4: then we might write a note about it or send 308 00:15:04,120 --> 00:15:06,800 Speaker 4: them an email or something that's really personal to try 309 00:15:06,800 --> 00:15:08,080 Speaker 4: to keep connecting with them. 310 00:15:08,680 --> 00:15:11,320 Speaker 2: How were you able to successfully build that sense of 311 00:15:11,360 --> 00:15:17,000 Speaker 2: community while everyone was not exactly meeting in person, Especially. 312 00:15:16,360 --> 00:15:21,120 Speaker 4: In twenty twenty, the buy too Donate one really got 313 00:15:21,160 --> 00:15:24,840 Speaker 4: people on board. I think that helped people feel connected 314 00:15:25,320 --> 00:15:28,040 Speaker 4: because what we would do is we would ask them 315 00:15:28,080 --> 00:15:31,360 Speaker 4: for their social media handle, and we showed pictures of 316 00:15:31,480 --> 00:15:34,160 Speaker 4: us dropping it at the hospital or the fire station 317 00:15:34,640 --> 00:15:37,240 Speaker 4: or the police station, and then we would tag those 318 00:15:37,240 --> 00:15:41,680 Speaker 4: individuals online, so we would say this purchase is because 319 00:15:41,720 --> 00:15:43,400 Speaker 4: of so and so, and if we didn't have this 320 00:15:43,520 --> 00:15:46,680 Speaker 4: social media handle, we would just write the first name 321 00:15:46,720 --> 00:15:49,880 Speaker 4: and last initial. That way people could definitely see that 322 00:15:49,960 --> 00:15:51,520 Speaker 4: it was real, right. 323 00:15:51,560 --> 00:15:53,360 Speaker 5: And then also you we were to ask customers they 324 00:15:53,480 --> 00:15:55,760 Speaker 5: put and try to come up with names, fa tease 325 00:15:55,840 --> 00:15:58,320 Speaker 5: like little things like that to get the social media 326 00:15:58,360 --> 00:16:01,680 Speaker 5: presence and engagement because a lot of people are missing engagement. 327 00:16:01,880 --> 00:16:04,240 Speaker 4: Yeah, so those are one of the things. And then 328 00:16:04,320 --> 00:16:08,040 Speaker 4: working with various nonprofits as well, that's been another way 329 00:16:08,080 --> 00:16:11,440 Speaker 4: that we've helped people to feel connected. One of them 330 00:16:11,520 --> 00:16:13,920 Speaker 4: is coming up on three years since we've been working 331 00:16:14,360 --> 00:16:17,760 Speaker 4: with them, and that's Kids to Heart. What they do 332 00:16:17,920 --> 00:16:22,040 Speaker 4: is provide cancer care kits to patients for free. So 333 00:16:22,280 --> 00:16:25,400 Speaker 4: if you know someone who has cancer or has just 334 00:16:25,440 --> 00:16:28,240 Speaker 4: been diagnosed, you can send them a care kit. And 335 00:16:28,560 --> 00:16:30,680 Speaker 4: those care kits have a number of items. 336 00:16:31,000 --> 00:16:31,320 Speaker 3: They have. 337 00:16:31,480 --> 00:16:35,280 Speaker 4: Two of our popularities in them. That's been really exciting 338 00:16:35,360 --> 00:16:37,800 Speaker 4: for us to be a part of that. And then 339 00:16:37,960 --> 00:16:41,880 Speaker 4: another one is Bromley Enterprises and we just collaborated with 340 00:16:41,960 --> 00:16:46,320 Speaker 4: them to create an actual coffee it's called the Neighborhood. 341 00:16:46,720 --> 00:16:50,520 Speaker 4: It's a Sumatra blend and a portion of sales from 342 00:16:50,640 --> 00:16:52,840 Speaker 4: that coffee goes to them. And what they do is 343 00:16:52,840 --> 00:16:56,040 Speaker 4: they help small businesses in the community in a various 344 00:16:56,120 --> 00:17:00,480 Speaker 4: number of ways, whether it's training, consulting, there's a number 345 00:17:00,480 --> 00:17:02,480 Speaker 4: of different things that they do to help other small 346 00:17:02,520 --> 00:17:04,040 Speaker 4: businesses in the area as well. 347 00:17:08,760 --> 00:17:12,399 Speaker 1: Coming up on Mind the Business Small Business success Stories. 348 00:17:12,600 --> 00:17:15,000 Speaker 5: There's to of the gourgules out there, but the reality 349 00:17:15,119 --> 00:17:18,160 Speaker 5: is you're going to be your old bank. How would 350 00:17:18,200 --> 00:17:18,880 Speaker 5: that they look? 351 00:17:19,359 --> 00:17:31,840 Speaker 1: We'll be right back after the break. Welcome back to 352 00:17:31,880 --> 00:17:34,760 Speaker 1: Mind the Business Small Business Success Stories brought to you 353 00:17:34,800 --> 00:17:41,359 Speaker 1: by iHeartRadio and Into It Quick Books. Okay, so we 354 00:17:41,480 --> 00:17:43,480 Speaker 1: know that there's a lot of money that goes into 355 00:17:43,520 --> 00:17:46,560 Speaker 1: opening a store and when you have to close, there's 356 00:17:46,640 --> 00:17:49,320 Speaker 1: potentially a lot of losses. So how are you able 357 00:17:49,359 --> 00:17:52,520 Speaker 1: to pivot from a storefront into an e commerce business 358 00:17:52,840 --> 00:17:55,080 Speaker 1: with the least amount of cash flow loss? 359 00:17:56,240 --> 00:17:59,800 Speaker 4: Definitely was cash flow loss, but Ghulaid had the idea 360 00:18:00,000 --> 00:18:03,800 Speaker 4: before we started into SIPs and during the time that 361 00:18:03,840 --> 00:18:07,360 Speaker 4: we had Dribble Babies, was to buy real estate. If 362 00:18:07,400 --> 00:18:08,920 Speaker 4: you want to talk a little bit about that. 363 00:18:09,400 --> 00:18:12,760 Speaker 5: We bought a commercial unit back in twenty sixteen, right 364 00:18:12,800 --> 00:18:14,840 Speaker 5: when the market was still kind of going through us 365 00:18:14,920 --> 00:18:16,639 Speaker 5: ups and down. So we got it at a great price, 366 00:18:17,160 --> 00:18:20,240 Speaker 5: and we realized that we needed to rent from ourselves 367 00:18:20,359 --> 00:18:23,119 Speaker 5: instead of going somewhere else. We were getting ready to 368 00:18:23,160 --> 00:18:27,159 Speaker 5: rent when we first started an entrepreneur adventure and we 369 00:18:27,200 --> 00:18:29,199 Speaker 5: met with the landlord and it was going to be 370 00:18:29,200 --> 00:18:31,480 Speaker 5: twelve hundred dollars a month for a year, and then 371 00:18:31,480 --> 00:18:33,680 Speaker 5: it would go up consecutively for the first three years. 372 00:18:33,720 --> 00:18:35,400 Speaker 5: You're locked in no matter if your business is doing 373 00:18:35,440 --> 00:18:38,080 Speaker 5: well or not. And so we realized we was like, 374 00:18:38,320 --> 00:18:41,480 Speaker 5: h you know, that doesn't necessarily sound too great when 375 00:18:41,480 --> 00:18:44,280 Speaker 5: you're starting out a venture. So luckily we were able 376 00:18:44,280 --> 00:18:47,040 Speaker 5: to get up small commercial unit, which we still have today, 377 00:18:47,400 --> 00:18:49,240 Speaker 5: and then I was still working my full time job. 378 00:18:49,280 --> 00:18:51,320 Speaker 5: I always tell people, you know, it's always good to 379 00:18:51,359 --> 00:18:54,000 Speaker 5: start something with passion, but you need capital to keep 380 00:18:54,000 --> 00:18:56,720 Speaker 5: it going. We were blessed because d Vena was able 381 00:18:56,920 --> 00:18:59,520 Speaker 5: and I don't want to minimize this at all, but 382 00:19:00,080 --> 00:19:02,159 Speaker 5: was able to stay home with our three children and 383 00:19:02,359 --> 00:19:05,200 Speaker 5: run the business while I worked at the VA hospital 384 00:19:05,520 --> 00:19:07,920 Speaker 5: did the nine to five thing. Why she was able 385 00:19:07,960 --> 00:19:10,480 Speaker 5: to stay with the children, incorporate them with the business, 386 00:19:10,880 --> 00:19:14,119 Speaker 5: making sure they were doing it online schooling, and also 387 00:19:14,200 --> 00:19:16,080 Speaker 5: making sure that the business was staying up and running. 388 00:19:16,160 --> 00:19:19,120 Speaker 5: So because we were renting out the space from ourselves, 389 00:19:19,640 --> 00:19:22,000 Speaker 5: there was no impact financially if we couldn't pay it 390 00:19:22,400 --> 00:19:24,480 Speaker 5: because I was still working. So it was kind of 391 00:19:24,480 --> 00:19:27,080 Speaker 5: that ecosystem that we kind of figured out that A, 392 00:19:27,800 --> 00:19:30,399 Speaker 5: if we have to stop paying rent, it's okay because 393 00:19:30,760 --> 00:19:32,560 Speaker 5: we'll figure it out from there. But that's how we 394 00:19:32,640 --> 00:19:36,480 Speaker 5: minimize the laws and I continue to work. That was essential. 395 00:19:37,119 --> 00:19:39,960 Speaker 1: Yeah, those multiple income streams are super important. 396 00:19:41,560 --> 00:19:44,760 Speaker 4: Yeah, yeah, I think that with a lot of small businesses. 397 00:19:44,840 --> 00:19:48,879 Speaker 4: Goyd said it right, it's fueled by passion, But the 398 00:19:48,960 --> 00:19:52,879 Speaker 4: reality is passion can only put you through for so long. 399 00:19:53,520 --> 00:19:56,199 Speaker 4: It's not lost on us that we've been lucky in 400 00:19:56,240 --> 00:19:59,200 Speaker 4: some of the decisions we made early on and been 401 00:19:59,240 --> 00:20:00,000 Speaker 4: able to continue. 402 00:20:00,160 --> 00:20:03,600 Speaker 1: You moving forward, I'd challenge you and say it's not luck, 403 00:20:03,680 --> 00:20:04,680 Speaker 1: it's strategy. 404 00:20:04,840 --> 00:20:08,520 Speaker 3: It's very strategic. So give yourself the credit that you deserve. 405 00:20:11,000 --> 00:20:12,520 Speaker 3: Absolutely so. 406 00:20:12,920 --> 00:20:15,879 Speaker 1: Did you see any difference in your overhead and operational 407 00:20:15,920 --> 00:20:18,680 Speaker 1: costs with that shift to e commerce versus the physical 408 00:20:18,880 --> 00:20:20,440 Speaker 1: in person business. 409 00:20:23,000 --> 00:20:27,600 Speaker 4: Yeah, I think it was less about the shift from 410 00:20:27,960 --> 00:20:30,800 Speaker 4: in the store to e commerce and more about the 411 00:20:31,240 --> 00:20:36,119 Speaker 4: increased product offerings. Twenty twenty, we kind of had the 412 00:20:36,200 --> 00:20:39,399 Speaker 4: discussion that this isn't a typical year. It's our first 413 00:20:39,480 --> 00:20:42,520 Speaker 4: year in business, full year in business, but there was 414 00:20:42,560 --> 00:20:45,120 Speaker 4: a lot of things that happened for us that wouldn't 415 00:20:45,119 --> 00:20:48,639 Speaker 4: have normally happened. So we were a bit cautious rolling 416 00:20:48,680 --> 00:20:51,560 Speaker 4: with the idea that every year was going to be 417 00:20:51,560 --> 00:20:54,480 Speaker 4: as fruitful as twenty twenty was for us. 418 00:20:54,520 --> 00:20:55,320 Speaker 3: Specifically. 419 00:20:55,840 --> 00:20:58,600 Speaker 4: We got shared a lot, we got a lot of press, 420 00:20:59,040 --> 00:21:01,199 Speaker 4: but we knew that may be twenty one, twenty two 421 00:21:01,320 --> 00:21:05,480 Speaker 4: and onwards would be very different, and so trying to 422 00:21:05,560 --> 00:21:08,240 Speaker 4: keep up with all the product offerings that we had 423 00:21:08,760 --> 00:21:12,560 Speaker 4: became quite challenging, and we're just now this year really 424 00:21:13,040 --> 00:21:17,119 Speaker 4: scaling back significantly in terms of what we offer, really 425 00:21:17,160 --> 00:21:19,639 Speaker 4: digging down kind of doing what we had to do 426 00:21:19,680 --> 00:21:23,560 Speaker 4: in twenty twenty and narrowing down our product offerings in 427 00:21:23,680 --> 00:21:27,760 Speaker 4: terms of detaching our emotional connection with some of the 428 00:21:27,760 --> 00:21:30,400 Speaker 4: blends that we have and that we love, and maybe 429 00:21:30,720 --> 00:21:33,879 Speaker 4: we're really big in the past, but the numbers aren't there. 430 00:21:34,440 --> 00:21:37,280 Speaker 4: We're scaling back in terms of making sure that we 431 00:21:37,320 --> 00:21:41,080 Speaker 4: can offer what we can offer consistently without having to 432 00:21:41,119 --> 00:21:43,359 Speaker 4: do as much up and down that we've had to 433 00:21:43,400 --> 00:21:45,600 Speaker 4: do in the last few years. 434 00:21:45,359 --> 00:21:47,960 Speaker 5: And just the chime in too also, So the overhead 435 00:21:48,040 --> 00:21:50,120 Speaker 5: changed in a sense when we had customers. The two 436 00:21:50,160 --> 00:21:52,280 Speaker 5: months that we had customers, they were sitting in and 437 00:21:52,280 --> 00:21:54,640 Speaker 5: they were stayed pretty much all day, so you will 438 00:21:54,680 --> 00:21:58,159 Speaker 5: be losing electricity. Internet. Those type of things would change 439 00:21:58,200 --> 00:22:01,040 Speaker 5: though after twenty twenty and only twenty one twenty two, 440 00:22:01,760 --> 00:22:04,640 Speaker 5: as more people started to create businesses online, you start 441 00:22:04,640 --> 00:22:07,360 Speaker 5: to see duplicates of what you were doing online. So 442 00:22:07,400 --> 00:22:09,879 Speaker 5: then we had to compete as far as our finances 443 00:22:09,920 --> 00:22:12,720 Speaker 5: went up in different ways. How do we shift with 444 00:22:12,840 --> 00:22:15,600 Speaker 5: our social media, how do we increase our presence. So 445 00:22:15,600 --> 00:22:18,200 Speaker 5: we saw an overhead costs that way, So it just 446 00:22:18,359 --> 00:22:21,720 Speaker 5: switched from being a brick and mortar now to being online. 447 00:22:21,720 --> 00:22:24,040 Speaker 5: And what we realize is that people have a very 448 00:22:24,040 --> 00:22:27,119 Speaker 5: short attention span, right, so you have to continue with 449 00:22:27,200 --> 00:22:30,280 Speaker 5: the creativity and even now going into twenty three, now 450 00:22:30,359 --> 00:22:32,600 Speaker 5: that the country's open more again and people are feel 451 00:22:32,600 --> 00:22:35,240 Speaker 5: the more comfortable, you're seeing more people going back into 452 00:22:35,280 --> 00:22:38,159 Speaker 5: the stores than they were in twenty two and twenty one. 453 00:22:38,240 --> 00:22:41,560 Speaker 5: So there's always a constant pivot. So to says, how 454 00:22:41,560 --> 00:22:44,639 Speaker 5: do you continue to keep your business in people's minds? 455 00:22:44,640 --> 00:22:47,399 Speaker 5: And so it's just the cost change to do that. 456 00:22:47,800 --> 00:22:50,600 Speaker 1: Yeah, you know, when you are making that transition from 457 00:22:50,640 --> 00:22:53,239 Speaker 1: a storefront to an online business, maybe your goals have 458 00:22:53,320 --> 00:22:56,840 Speaker 1: to change, right, So how did you transition those sales 459 00:22:56,880 --> 00:23:00,000 Speaker 1: goals and your overall metris of success? Because you can 460 00:23:00,000 --> 00:23:02,040 Speaker 1: think about, Okay, if I have a coffee shop, I 461 00:23:02,080 --> 00:23:03,720 Speaker 1: want to line out the door. That's how I know 462 00:23:03,760 --> 00:23:05,680 Speaker 1: I'm successful. But what does that look like when you're 463 00:23:05,680 --> 00:23:06,760 Speaker 1: transitioning to online. 464 00:23:07,960 --> 00:23:11,560 Speaker 4: We went by how many people were getting referred back 465 00:23:11,600 --> 00:23:15,720 Speaker 4: to us, So we looked at new customers, we looked 466 00:23:15,720 --> 00:23:18,560 Speaker 4: at messages that we were getting on all the data 467 00:23:18,560 --> 00:23:22,480 Speaker 4: analytics side, we looked at returning customers because we really 468 00:23:22,520 --> 00:23:25,880 Speaker 4: wanted to create a loyal customer base. So we started 469 00:23:25,920 --> 00:23:31,320 Speaker 4: focusing a little less on obtaining new customers and focusing 470 00:23:31,359 --> 00:23:34,359 Speaker 4: on keeping the customers that we had we have a 471 00:23:34,400 --> 00:23:38,520 Speaker 4: pretty high I think it's above seventy percent returning customer rate. 472 00:23:39,240 --> 00:23:41,800 Speaker 4: That's one thing that we've tried to maintain. How do 473 00:23:41,880 --> 00:23:45,840 Speaker 4: we keep customers coming back? And that's been our focus 474 00:23:45,840 --> 00:23:50,000 Speaker 4: as opposed to trying to grow our online social media base. 475 00:23:50,320 --> 00:23:52,560 Speaker 4: It's more about how do we cater to those customers 476 00:23:52,560 --> 00:23:54,840 Speaker 4: that have come our way and how do we keep 477 00:23:54,880 --> 00:23:55,280 Speaker 4: them here. 478 00:23:55,520 --> 00:23:57,399 Speaker 1: Yeah, I think that's a gem, right, because I think 479 00:23:57,440 --> 00:24:00,159 Speaker 1: some people can think that followers equals dollars. But at 480 00:24:00,160 --> 00:24:02,399 Speaker 1: the end of the day, you know, those customers that 481 00:24:02,440 --> 00:24:04,560 Speaker 1: have already made that investment in you are the ones 482 00:24:04,560 --> 00:24:06,719 Speaker 1: that you really should be focusing on because they've already 483 00:24:06,720 --> 00:24:09,000 Speaker 1: proven that. You know, you've made that connection and you've 484 00:24:09,000 --> 00:24:12,199 Speaker 1: built that trust. Okay, So I would consider y'all to 485 00:24:12,200 --> 00:24:14,640 Speaker 1: be experts of the pivot at this point. So tell 486 00:24:14,720 --> 00:24:17,160 Speaker 1: us a little bit about how this experience has taught 487 00:24:17,200 --> 00:24:20,000 Speaker 1: you to prepare for the nature of business, which is 488 00:24:20,160 --> 00:24:23,600 Speaker 1: ever volatile, ever changing. You know, you don't have control 489 00:24:23,640 --> 00:24:26,000 Speaker 1: over a lot of things, but how can you prepare 490 00:24:26,119 --> 00:24:28,240 Speaker 1: for the volatility that comes with entrepreneurship. 491 00:24:28,720 --> 00:24:31,760 Speaker 4: I'm not sure that you can prepare. I think it's 492 00:24:31,960 --> 00:24:34,560 Speaker 4: just a mindset that you have to have that things 493 00:24:34,560 --> 00:24:37,840 Speaker 4: are going to change. We're currently in a place of 494 00:24:37,920 --> 00:24:40,760 Speaker 4: change right now, making some big decisions on the direction 495 00:24:40,880 --> 00:24:44,119 Speaker 4: of the business and knowing that you want the business 496 00:24:44,160 --> 00:24:48,159 Speaker 4: to be successful should be the premise, but what that 497 00:24:48,200 --> 00:24:52,199 Speaker 4: looks like should be continuously flexible, and how you're going 498 00:24:52,240 --> 00:24:55,760 Speaker 4: to get this should also be continuously flexible from a 499 00:24:55,800 --> 00:25:00,000 Speaker 4: business standpoint. This new technology all the time, different apps 500 00:25:00,040 --> 00:25:02,760 Speaker 4: that you can use on your website, there's so much. 501 00:25:02,840 --> 00:25:05,800 Speaker 4: I know, the hot topic right now is AI and 502 00:25:05,840 --> 00:25:08,080 Speaker 4: how you can help that to leverage your business. So 503 00:25:08,560 --> 00:25:12,400 Speaker 4: it's just using the technology that's available out there and 504 00:25:13,200 --> 00:25:15,720 Speaker 4: not being tied to any one idea of what your 505 00:25:15,720 --> 00:25:18,640 Speaker 4: business looks like, because it's okay if it changes. 506 00:25:19,720 --> 00:25:22,119 Speaker 5: Like Devina said too, you have to be mindful not 507 00:25:22,200 --> 00:25:24,120 Speaker 5: to fall in love with your the way you think 508 00:25:24,160 --> 00:25:27,480 Speaker 5: things will go, because customers ultimately dictate the direction that 509 00:25:27,560 --> 00:25:30,000 Speaker 5: things should go. I think we've kind of lived our 510 00:25:30,000 --> 00:25:32,120 Speaker 5: lives in a sense of, you know, always be prepared 511 00:25:32,160 --> 00:25:34,200 Speaker 5: for the next because you just don't know what's coming. 512 00:25:34,520 --> 00:25:36,800 Speaker 5: You don't want to be that company that continue to 513 00:25:36,840 --> 00:25:38,560 Speaker 5: go down the same way and thought it would work 514 00:25:38,560 --> 00:25:40,440 Speaker 5: and then eventually they end up going out of business, 515 00:25:40,480 --> 00:25:42,760 Speaker 5: so you constantly got to In the military, we always 516 00:25:42,800 --> 00:25:45,439 Speaker 5: say you have to learn your enemy, right, not necessarily anyway, 517 00:25:45,480 --> 00:25:47,479 Speaker 5: you got to learn your competitor and make sure that 518 00:25:47,520 --> 00:25:49,439 Speaker 5: you're keeping up and seeing what they're doing that may 519 00:25:49,440 --> 00:25:51,520 Speaker 5: be different or finding out new ways. You have to 520 00:25:51,600 --> 00:25:54,919 Speaker 5: stay innovative or you will disappear. Like we've seen some 521 00:25:54,960 --> 00:25:57,359 Speaker 5: great companies, but I think the key thing is not 522 00:25:57,440 --> 00:25:59,720 Speaker 5: to fall in love, which you think might work, because 523 00:25:59,760 --> 00:26:02,320 Speaker 5: they you'll end up becoming a dinosaur and everyone else 524 00:26:02,320 --> 00:26:04,919 Speaker 5: will move on while you're stuck with all this product. 525 00:26:05,119 --> 00:26:06,800 Speaker 2: Don't want to be stuck with a bunch of product. 526 00:26:06,920 --> 00:26:08,679 Speaker 2: I will say, though, t Rex is, those are some 527 00:26:08,680 --> 00:26:10,520 Speaker 2: pretty cool dinosaurs. I feel like if I could be 528 00:26:10,560 --> 00:26:15,040 Speaker 2: any dinosaur, i'd be a t Rex. Hey, so here's 529 00:26:15,080 --> 00:26:18,399 Speaker 2: here's something I got for you. You've mentioned supply chain a 530 00:26:18,440 --> 00:26:21,040 Speaker 2: few times, but I haven't yet heard the word inflation. 531 00:26:21,280 --> 00:26:23,680 Speaker 2: Has inflation impacted your business at all? 532 00:26:24,320 --> 00:26:29,480 Speaker 4: Oh? Definitely, Oh god, it definitely has. We're trying to 533 00:26:29,560 --> 00:26:32,320 Speaker 4: keep our costs at a place where our customers are 534 00:26:32,400 --> 00:26:36,120 Speaker 4: used to but also we can continue the business. It's 535 00:26:36,160 --> 00:26:39,320 Speaker 4: a very delicate balance in scale on being able to 536 00:26:40,160 --> 00:26:42,320 Speaker 4: pay for the things we need to pay for while 537 00:26:42,320 --> 00:26:45,399 Speaker 4: also making money. We're a for profit business, so we 538 00:26:45,560 --> 00:26:48,720 Speaker 4: have to have a balance between the two. So that's 539 00:26:48,720 --> 00:26:52,160 Speaker 4: one of the things that we've been continuously working on 540 00:26:52,720 --> 00:26:55,399 Speaker 4: the biggest place where we see the inflation issues is 541 00:26:55,560 --> 00:26:58,600 Speaker 4: just with the vendors that we work with, and they're 542 00:26:58,640 --> 00:27:01,679 Speaker 4: increased pricing and making sure that we're covering that and 543 00:27:01,720 --> 00:27:03,520 Speaker 4: absorbing that with our margins. 544 00:27:04,720 --> 00:27:07,480 Speaker 2: Do you have any maybe words of advice for small 545 00:27:07,520 --> 00:27:10,960 Speaker 2: business owners listening right now who might be struggling with 546 00:27:11,200 --> 00:27:13,240 Speaker 2: inflation or supply chain challenges. 547 00:27:14,960 --> 00:27:17,240 Speaker 4: Small businesses should be looking at what the last few 548 00:27:17,320 --> 00:27:19,760 Speaker 4: years has looked like, even if they're in a startup phase. 549 00:27:20,280 --> 00:27:23,439 Speaker 4: Speaking to business other small businesses and finding out what 550 00:27:23,480 --> 00:27:26,400 Speaker 4: they did, it can kind of give you a pretext 551 00:27:26,440 --> 00:27:29,840 Speaker 4: on how to run your business. Pricing needs to be 552 00:27:30,000 --> 00:27:33,639 Speaker 4: at a point that it can absorb surprise price hikes. 553 00:27:34,240 --> 00:27:38,199 Speaker 4: Have multiple vendors that offer the same thing, so I 554 00:27:38,240 --> 00:27:41,600 Speaker 4: think if you can keep an eye on who you're 555 00:27:41,640 --> 00:27:45,159 Speaker 4: working with, what their values are, and talking to them 556 00:27:45,200 --> 00:27:49,400 Speaker 4: about that. Being transparent with customers is also important if 557 00:27:49,440 --> 00:27:52,680 Speaker 4: you are dealing with issues, letting them know, like, look, 558 00:27:52,720 --> 00:27:55,600 Speaker 4: we didn't get this in on time. Our apologies. Do 559 00:27:55,600 --> 00:27:57,600 Speaker 4: you want a refund or do you want to wait? 560 00:27:57,640 --> 00:28:00,200 Speaker 4: Are you willing to wait? A lot of times people 561 00:28:00,280 --> 00:28:02,960 Speaker 4: await and it's fine if they ask for a refund. 562 00:28:03,080 --> 00:28:05,760 Speaker 4: We don't take it personal and we understand. Sometimes you 563 00:28:05,800 --> 00:28:08,119 Speaker 4: want your coffee and you want it now, so we 564 00:28:08,240 --> 00:28:10,040 Speaker 4: get that and we totally understand. 565 00:28:10,440 --> 00:28:12,680 Speaker 5: And just to add to that too, always make sure 566 00:28:12,720 --> 00:28:15,600 Speaker 5: that you have enough capital. There's always these things where 567 00:28:15,600 --> 00:28:18,080 Speaker 5: you can start off with one hundred dollars and five 568 00:28:18,119 --> 00:28:22,440 Speaker 5: hundred dollars and that's it. But if it works, kudos steel. 569 00:28:22,480 --> 00:28:24,840 Speaker 5: But the reality is you need capital to run a business. 570 00:28:25,040 --> 00:28:27,520 Speaker 5: There's different platforms that will allow you to get loans. 571 00:28:27,640 --> 00:28:30,080 Speaker 5: Sometimes you won't get them from the banks. But always 572 00:28:30,119 --> 00:28:32,600 Speaker 5: have a social income. If you're working. I always say, 573 00:28:32,760 --> 00:28:35,960 Speaker 5: do not give up that job just yet. Passion doesn't 574 00:28:35,960 --> 00:28:38,840 Speaker 5: feed the capital needed for a business. Do a projection, 575 00:28:39,000 --> 00:28:40,800 Speaker 5: See what happens if you have a loan on do 576 00:28:40,920 --> 00:28:43,080 Speaker 5: studies find out? Okay, if I want to go into 577 00:28:43,560 --> 00:28:45,840 Speaker 5: I don't know, furniture business, find out one are the 578 00:28:45,880 --> 00:28:48,440 Speaker 5: times that they're not making money. You have to study 579 00:28:48,440 --> 00:28:51,160 Speaker 5: the market because again, capital is one of the huge 580 00:28:51,520 --> 00:28:53,680 Speaker 5: issues that could come up with the company, especially a 581 00:28:53,680 --> 00:28:56,520 Speaker 5: small business. Lucky for us, we started off small at 582 00:28:56,560 --> 00:28:59,200 Speaker 5: the farmer's market. We tested our products. We were all 583 00:28:59,200 --> 00:29:02,080 Speaker 5: a small quantity, figure out how we're going to do things, 584 00:29:02,320 --> 00:29:04,400 Speaker 5: and then people say, hey, this is great, Okay, how 585 00:29:04,400 --> 00:29:07,520 Speaker 5: can we scale from there? There's tons of gurules out there, 586 00:29:07,640 --> 00:29:09,920 Speaker 5: But the reality is you're going to be your. 587 00:29:09,800 --> 00:29:11,960 Speaker 3: Own bank out of that day. 588 00:29:12,040 --> 00:29:14,280 Speaker 5: Look, I'm gonna just be honest with you, especially when 589 00:29:14,280 --> 00:29:15,200 Speaker 5: you're starting out small. 590 00:29:15,560 --> 00:29:17,960 Speaker 2: I mean we've all watched Shark Tank, right, Mister Wonderful 591 00:29:18,120 --> 00:29:21,720 Speaker 2: always says cash gotta get that cash flow exactly. 592 00:29:22,080 --> 00:29:25,680 Speaker 4: Yeah, And I'd just like to add gooad. You made 593 00:29:25,720 --> 00:29:29,200 Speaker 4: me think about something like, as a small business, it's 594 00:29:29,240 --> 00:29:32,120 Speaker 4: really hard to work with some vendors because they might 595 00:29:32,160 --> 00:29:35,080 Speaker 4: want a minimum order quantity of I don't know, for 596 00:29:35,160 --> 00:29:37,520 Speaker 4: the ginger in your tea, you need to spend one 597 00:29:37,560 --> 00:29:41,320 Speaker 4: thousand dollars on just ginger. If you can't afford it, 598 00:29:41,480 --> 00:29:43,920 Speaker 4: don't go with that company because then you're stuck with 599 00:29:44,040 --> 00:29:46,760 Speaker 4: things that you might not be able to use. Just 600 00:29:46,840 --> 00:29:50,240 Speaker 4: go small and work with smaller companies until your capital 601 00:29:50,400 --> 00:29:53,400 Speaker 4: is increased and you can maybe expand and get those 602 00:29:53,480 --> 00:29:54,960 Speaker 4: larger quantity. 603 00:29:54,600 --> 00:29:57,800 Speaker 5: Orders and relationships are everything you have to build not 604 00:29:57,840 --> 00:30:00,600 Speaker 5: only relationships with your customers but also with your vendors 605 00:30:00,960 --> 00:30:04,360 Speaker 5: because when you build those relationships, you lay out the expectation, 606 00:30:04,560 --> 00:30:06,480 Speaker 5: this is what we're able to do. Are you able 607 00:30:06,520 --> 00:30:09,360 Speaker 5: to meet that? Because again, it's the business that you're 608 00:30:09,400 --> 00:30:11,560 Speaker 5: trying to create. To me, that's everything. 609 00:30:12,040 --> 00:30:13,960 Speaker 2: I appreciate all that added color, and you know I 610 00:30:13,960 --> 00:30:15,360 Speaker 2: couldn't agree more so. 611 00:30:15,520 --> 00:30:17,800 Speaker 1: Tell us what is next for any SIPs. 612 00:30:18,240 --> 00:30:23,760 Speaker 4: Well, that's a great question right now. Right now we 613 00:30:23,840 --> 00:30:26,480 Speaker 4: are seeing what any SIPs will look like for the 614 00:30:26,520 --> 00:30:30,680 Speaker 4: next few years. We're at a pivotal point. We've got 615 00:30:30,680 --> 00:30:32,800 Speaker 4: a lot of data to kind of comb through and 616 00:30:32,880 --> 00:30:35,840 Speaker 4: figure out what our next move is and how we 617 00:30:35,880 --> 00:30:39,160 Speaker 4: can do that sustainably. One of the biggest things that 618 00:30:39,200 --> 00:30:42,760 Speaker 4: we're kind of focused on right now is e commerce 619 00:30:42,800 --> 00:30:47,480 Speaker 4: will kind of be for our direct consumer customer relationships, 620 00:30:47,800 --> 00:30:51,720 Speaker 4: but then working with bigger organizations like the grocery stores 621 00:30:51,760 --> 00:30:54,040 Speaker 4: and that kind of a thing is something that we're 622 00:30:54,040 --> 00:30:57,000 Speaker 4: definitely looking at. It's worked really well for us so far, 623 00:30:57,520 --> 00:31:00,480 Speaker 4: and it's brought customers to our website after they found 624 00:31:00,560 --> 00:31:01,640 Speaker 4: us in grocery stores. 625 00:31:01,680 --> 00:31:03,040 Speaker 3: As well. I love it. 626 00:31:03,240 --> 00:31:05,520 Speaker 1: I think this last question is kind of like the 627 00:31:05,560 --> 00:31:09,240 Speaker 1: equivalent of asking which of your children is your favorite child? 628 00:31:09,280 --> 00:31:10,360 Speaker 3: But I'm gonna risk it. 629 00:31:10,920 --> 00:31:15,960 Speaker 1: What is your favorite flavor that you sell at any SIPs? 630 00:31:15,960 --> 00:31:24,360 Speaker 4: Oh? So for coffee flavored coffee? I love our salted 631 00:31:24,440 --> 00:31:27,280 Speaker 4: caramel Coffee's that sounds cool. 632 00:31:27,120 --> 00:31:28,720 Speaker 3: Chris right, It's so good. 633 00:31:29,240 --> 00:31:32,240 Speaker 4: It started off as just being offered during the Christmas time, 634 00:31:32,440 --> 00:31:35,960 Speaker 4: and then our customers immediately told us that they want 635 00:31:35,960 --> 00:31:38,920 Speaker 4: to year around, so we have salted caramel all the time. 636 00:31:39,400 --> 00:31:43,920 Speaker 4: That's my favorite coffee, and turmeric ginger is my favorite tea. 637 00:31:45,520 --> 00:31:48,200 Speaker 5: I love the Moto. That's one of those things you 638 00:31:48,240 --> 00:31:50,160 Speaker 5: used to say, the Marine Corp and the Moto just 639 00:31:50,160 --> 00:31:52,760 Speaker 5: because it has a it's a nice bowl taste, but 640 00:31:52,800 --> 00:31:55,080 Speaker 5: it gives you that charge that you need. So you know, 641 00:31:55,120 --> 00:31:58,080 Speaker 5: if I'm being given my honey to do list, I'll 642 00:31:58,120 --> 00:32:01,880 Speaker 5: drink a cup of Moto first to make sure I 643 00:32:01,920 --> 00:32:04,640 Speaker 5: get everything shacked off and as far as the t goes. 644 00:32:04,960 --> 00:32:07,760 Speaker 5: Like the Earl gray lavender, which is one of my favorites. 645 00:32:07,680 --> 00:32:09,840 Speaker 1: I'm definitely a fan of Earl gray lavender. I make 646 00:32:10,000 --> 00:32:12,520 Speaker 1: lemonade with it all the time. Oh yeah, so I'm 647 00:32:12,520 --> 00:32:13,560 Speaker 1: gonna have to pick up some of that. 648 00:32:13,920 --> 00:32:17,080 Speaker 2: Okay, awesome, Oh yeah, I cannot wait to try that 649 00:32:17,160 --> 00:32:18,000 Speaker 2: salted caramel. 650 00:32:18,280 --> 00:32:18,640 Speaker 4: Yes. 651 00:32:18,840 --> 00:32:20,760 Speaker 2: Thank you all so much for joining us on this 652 00:32:20,800 --> 00:32:23,680 Speaker 2: episode of Mind the Business Small Business success Stories. We'll 653 00:32:23,680 --> 00:32:24,160 Speaker 2: see you soon. 654 00:32:24,400 --> 00:32:24,840 Speaker 3: Thank you. 655 00:32:29,920 --> 00:32:32,720 Speaker 2: Gosh, that was such an awesome conversation with Tavina and 656 00:32:32,720 --> 00:32:35,480 Speaker 2: Gulaid Genius. I gotta know what's stuck out from that 657 00:32:35,520 --> 00:32:37,640 Speaker 2: conversation to you the most well. 658 00:32:37,680 --> 00:32:40,840 Speaker 1: Ghulaid's quote around you're going to be your own bank 659 00:32:40,960 --> 00:32:43,560 Speaker 1: was definitely something that I can relate to. I think 660 00:32:43,600 --> 00:32:46,800 Speaker 1: I was a little naive in the idea that because 661 00:32:46,840 --> 00:32:49,080 Speaker 1: I had great personal credit that it was just going 662 00:32:49,160 --> 00:32:51,720 Speaker 1: to automatically translate to my business. And so when I 663 00:32:51,760 --> 00:32:54,000 Speaker 1: got rejected from my first business credit card, I was like, 664 00:32:54,040 --> 00:32:56,600 Speaker 1: wait a minute, what's going on. I have excellent credit. 665 00:32:56,680 --> 00:32:59,440 Speaker 1: Why are they not able to see that? And so 666 00:32:59,520 --> 00:33:01,640 Speaker 1: I had to understand that like your business builds its 667 00:33:01,680 --> 00:33:04,080 Speaker 1: own credit, and you have to basically prove to the 668 00:33:04,120 --> 00:33:06,080 Speaker 1: banks that your business is going to be successful for 669 00:33:06,120 --> 00:33:08,800 Speaker 1: the long term before they decide to give you lines 670 00:33:08,840 --> 00:33:13,080 Speaker 1: of credit. And so my paycheck was my first angel investor, 671 00:33:13,120 --> 00:33:15,120 Speaker 1: if you will, into my business, and I always tell 672 00:33:15,120 --> 00:33:18,040 Speaker 1: my own students that that paycheck is going to be 673 00:33:18,280 --> 00:33:20,760 Speaker 1: usually where you're going to get your first capital to 674 00:33:20,840 --> 00:33:23,640 Speaker 1: invest in your business. So that was definitely number one 675 00:33:23,680 --> 00:33:27,040 Speaker 1: for me. And I really love their risk mitigation strategies 676 00:33:27,120 --> 00:33:29,880 Speaker 1: where they purchased real estate a commercial property and kind 677 00:33:29,880 --> 00:33:33,480 Speaker 1: of use that as sort of a protection, a risk 678 00:33:33,520 --> 00:33:36,760 Speaker 1: mitigation process in order to deal with, you know, the 679 00:33:36,800 --> 00:33:39,360 Speaker 1: fluctuations that come with the economy. So I really love 680 00:33:39,440 --> 00:33:42,440 Speaker 1: to see kind of that. Trying to predict the future. 681 00:33:42,520 --> 00:33:44,920 Speaker 1: Obviously we never know what's going to happen, but trying 682 00:33:44,920 --> 00:33:46,800 Speaker 1: to put those things in place that can give you 683 00:33:46,840 --> 00:33:49,320 Speaker 1: a little bit of that runway that we need as 684 00:33:49,400 --> 00:33:53,160 Speaker 1: new business owners. I think it's really important. How about you, Austin, Yeah. 685 00:33:52,880 --> 00:33:55,480 Speaker 2: Well, shout out to Gooley for buying real estate in 686 00:33:55,520 --> 00:33:58,320 Speaker 2: twenty sixteen. I'm sure that has appreciated a lot, so 687 00:33:58,440 --> 00:34:00,880 Speaker 2: that is very cool for him. I think two things 688 00:34:00,920 --> 00:34:02,880 Speaker 2: stuck out to me. The first one is when Divina 689 00:34:02,920 --> 00:34:05,400 Speaker 2: was talking about how she also had some experience building 690 00:34:05,440 --> 00:34:08,000 Speaker 2: websites for her previous venture that her and her husband 691 00:34:08,000 --> 00:34:10,200 Speaker 2: had together. She kind of took those experiences and that 692 00:34:10,239 --> 00:34:12,880 Speaker 2: skill set and moved it over and leaned into it 693 00:34:12,920 --> 00:34:15,080 Speaker 2: when they started doing this e commerce kind of pivot. 694 00:34:15,160 --> 00:34:15,239 Speaker 1: Right. 695 00:34:15,320 --> 00:34:17,640 Speaker 2: So I think just like learning from past experiences and 696 00:34:17,680 --> 00:34:20,600 Speaker 2: bringing that skill set into your new venture and adapting 697 00:34:20,600 --> 00:34:22,879 Speaker 2: and making sure that you're doing all these cool things 698 00:34:22,920 --> 00:34:25,040 Speaker 2: in a new way is just super super important. So 699 00:34:25,040 --> 00:34:27,440 Speaker 2: I having that self awareness, I think, is that first step. 700 00:34:27,719 --> 00:34:29,759 Speaker 2: And then back to what you were saying before. You know, 701 00:34:30,520 --> 00:34:33,920 Speaker 2: passion fuels the small business in the beginning, but capital 702 00:34:33,960 --> 00:34:35,840 Speaker 2: is what keeps it going, right, And so in my 703 00:34:35,920 --> 00:34:38,239 Speaker 2: personal experience, I was working my nine to five job 704 00:34:38,320 --> 00:34:41,879 Speaker 2: out of college while simultaneously building my business on the side. Right, 705 00:34:41,880 --> 00:34:44,640 Speaker 2: So some nine to five hours working, I'd have some dinner, 706 00:34:44,640 --> 00:34:46,440 Speaker 2: and then from like eight to midnight, that was the 707 00:34:46,480 --> 00:34:48,360 Speaker 2: time I'd use to build the business. Right. That was 708 00:34:48,400 --> 00:34:50,760 Speaker 2: that passion. But to your point too about that paycheck, 709 00:34:50,800 --> 00:34:53,640 Speaker 2: the paycheck is what fueled the business. After the passion 710 00:34:53,719 --> 00:34:55,840 Speaker 2: was like, dang, I'm getting real tired working till midnight 711 00:34:55,880 --> 00:34:58,839 Speaker 2: every night, right, So I think, you know, this conversation 712 00:34:59,040 --> 00:35:01,240 Speaker 2: was absolutely incredible. Well, I learned a lot. The gems 713 00:35:01,280 --> 00:35:04,200 Speaker 2: that both Gulaid and Divina shared with us were absolutely incredible, 714 00:35:04,440 --> 00:35:08,040 Speaker 2: And I'm really really excited to buy some salted caramel coffee. 715 00:35:08,719 --> 00:35:09,480 Speaker 3: Me too, Me too. 716 00:35:10,080 --> 00:35:12,920 Speaker 2: Well, thanks everyone, that's it for today's episode. You can 717 00:35:12,920 --> 00:35:15,879 Speaker 2: find me on social media at Austin Hankwitz and you. 718 00:35:15,840 --> 00:35:17,800 Speaker 3: Can find me at jochierro dinetto podcast. 719 00:35:18,280 --> 00:35:20,800 Speaker 2: You can follow Into It QuickBooks on all social media 720 00:35:20,880 --> 00:35:23,280 Speaker 2: at QuickBooks, and to get the tools you need to start, 721 00:35:23,680 --> 00:35:26,720 Speaker 2: run and grow your business, head to QuickBooks dot com today. 722 00:35:27,239 --> 00:35:30,120 Speaker 1: Catch the season finale episode of Mind the Business Small 723 00:35:30,160 --> 00:35:33,680 Speaker 1: Business success Stories on Thursday, July sixth, where we speak 724 00:35:33,680 --> 00:35:36,280 Speaker 1: to Chris Treebis about how he scaled his event venue 725 00:35:36,320 --> 00:35:38,960 Speaker 1: and concert booking business in the Greater Chicago area. 726 00:35:39,440 --> 00:35:41,360 Speaker 2: You won't want to miss that one, so don't forget 727 00:35:41,400 --> 00:35:44,560 Speaker 2: to follow, rate, and review this show wherever you listen 728 00:35:44,560 --> 00:35:47,920 Speaker 2: to podcasts so you can stay updated on our future episodes, and. 729 00:35:47,960 --> 00:35:50,440 Speaker 1: Check out our episode show notes for more information from 730 00:35:50,480 --> 00:35:53,880 Speaker 1: this episode about adjusting to an economic shock, and a 731 00:35:53,960 --> 00:35:57,080 Speaker 1: huge thank you to our guests Gulaid and Divina. You 732 00:35:57,120 --> 00:35:59,720 Speaker 1: can order their premium coffee and tea at any SIPs 733 00:35:59,760 --> 00:36:02,640 Speaker 1: dot com. That's I N I S I p s 734 00:36:02,880 --> 00:36:03,680 Speaker 1: dot com. 735 00:36:04,040 --> 00:36:07,360 Speaker 2: This podcast is a production of iHeartRadio and Into It QuickBooks. 736 00:36:07,600 --> 00:36:11,239 Speaker 1: Our executive producer is Molly Soosha, our supervising producer is 737 00:36:11,320 --> 00:36:13,960 Speaker 1: Nikia Swinton, and our writer is Tyree Rush. 738 00:36:14,080 --> 00:36:16,440 Speaker 2: Our Head of post production is James Foster. And we 739 00:36:16,480 --> 00:36:17,359 Speaker 2: will see you next time.