This is an Automated Transcript:

Speaker 1 (00:02):
Hey, this is Troy Erickson from The Secrets of Scale podcast, and of course, email paramedic here with Christian Davis on my team. Hey everyone, how's it going? So, uh, we wanted to hop in cuz we have a really cool episode today with, um, one of our very favorite clients who sells a really cool product that more people need to know about, especially if you're health minded and you're an entrepreneur. So I'd like to welcome Amy Lacey from Cauliflower Foods.

Speaker 2 (00:27):
Hi there.

Speaker 1 (00:29):
Hey, how's it going Amy, how are you today? Hi,

Speaker 2 (00:32):
How are you? I'm doing great. I'm, I'm doing amazing. Thank you.

Speaker 1 (00:36):
Yeah, no problem at all. So, um, obviously we've been working together a little while now and like I said, I really want to like get the message about Cauliflower out there. So can you tell us a little bit about how you started this company and like, you know, like your humble beginnings and kind of how you've taken it to where it is today?

Speaker 2 (00:54):
Yeah, that's one of my favorite things to share because I did not go into this business anticipating to be in the food business like we are where we're nationwide, Walmart, all different stores, sprouts, whole Foods. I went in because I was having pizza night, I'm a mom of three kids and we were doing pizza night and game night and having a great time and literally like that, like one day I woke up and I was very swollen and it just, um, I started uh, having a lot of inflammation attacking my body. I went to the doctor to figure out what was going on and I had lupus and Sjogren's. So what I've learned from that experience besides creating products and changing the way I ate, is that you really, if you have any kind of past trauma or it can manifest itself into illness, specifically any kind of inflammation that attacks your body, stress, lack of sleep, eating poorly will attack your body in the form of inflammation.

(01:59):
And so that's what happened. And um, I needed to change the way I ate. I met with a guy named Rob Wolf who wrote the Paleo solution. He opened the first CrossFit in my hometown. And so my husband and I were working out there and I sat down with him and I said, here's my hands, here's my face, here's my rash. Um, the doctors wanna put me on this horrible drug called PL one L and I have to have my eyes checked and I'm just freaked out. Can you help me? And he said, yeah, let's do the elimination diet. So we did that and I still was missing that pizza. I wasn't able to eat pizza with my family and I started feeling really guilty about serving them food that I knew was causing inflammation. They're young, it wasn't affecting them, but eventually it will affect them.

(02:47):
So I started looking for ways to make, uh, that pizza for Friday family night. And I found recipe online with cauliflower. I didn't like cauliflower. I'm like, ah, I don't think of it as a vegetable. It's not green, it smells, it's like the last vegetable standing at a party at a veggie tray on a veggie tray. So I was a little hesitant, but I made it, it flopped, made it again, it flopped, finally perfected it. And my kids loved it and my oldest hates vegetables so I was able to like slide that in and sneak it in and yeah, that's how it started. And then started serving it to friends and family. I actually became a health coach cuz I wanted to pay it forward. All the information I had learned about autoimmune also, um, just inflammation and anti-inflammatory diet a lot I learned from other people like Rob Wolf and just how to make food, your medicine, your healthy medicine. And of course as you know, when you're young you guys are really healthy. But um, health is the new wealth. Like I really believe that. And so, um, you know, it's important to do preventative things instead of waiting till like I did until it actually manifests into an illness. So friends convinced me to take it to Farmer's Market and that's how it started.

Speaker 1 (04:07):
Yeah, that's amazing.

Speaker 2 (04:09):
Long answer by the way, <laugh>. I love telling that story though cause it really changed my life. Like changing the way I ate, changed my life.

Speaker 1 (04:17):
Yeah, a hundred percent. And you know, I've learned the same thing in a little bit different way and like, you know, I am a customer as well and it's something that's important to me cuz my fiance Julia got me into this area and like told me like, hey, like gluten and like all this stuff that's in our food today can really cause some major problems. And like lupus is definitely one of those. And it's like, there's all kinds of issues that come around at some point or another and affect different people in different ways and it just makes me feel cleaner personally. And to know that, you know, it's like cauliflower came from like right organic flour in California and then literally came over to Cauliflower. It was just crazy. But um, so tell us a little bit more. So you started out, you know, selling this at a farmer's market and uh, like did you ever think that you would be in like Walmart and Sprouts and like every major store across the country? How did that happen?

Speaker 2 (05:09):
So we started in Farmer's Market and it was kind of just fun. I brought my daughter, she named the, the product Cauliflower Foods. So it's spelled F l o U r, like the, the new white flour is what we were. Cons, we hashtag the new white flour. Um, now the company's getting ready to switch to Cali Foods because we're gonna branch into other vegetables. So, um, you know, it's still out there as CLI Flour Foods. The website will cha will not change, will not change. But the brand will be Cali Foods cuz they'll go into other vegetables. But yeah, so we went to Farmer's Market and I started getting, cause I, I lived in a small town called Chico, California in Northern California and their farmer's market is like the top 10 in the country. So it's a pretty big deal to get into that farmer's market.

(05:58):
And I started getting calls and people were asking me if they could pick it up before Farmer's Market because there was a long line we would often run out. So I went to a, a local grocery store and I said, Hey, I can't have these people like trying to hunt me down and find me, but if I had a place where I could advertise that they could buy it locally, that would be great. So I got my cottage license, which I needed for Farmer's Market anyways, but we were growing so fast that literally I was up every night until three in the morning making pizza crust, going to bed for a couple hours, getting up, getting my kids off to school. So I'm like, okay, I need help. So then I went to an industrial kitchen and finally hired a co-packer. And so that's kind of how it started.

(06:44):
And we were in a couple local stores and then it branched out into a few more local stores around the area. Within a couple hours, um, pretty much got so busy that we had to not renew Farmer's Market for next year because grocery stores started picking us up and I had no, no time, no money and no employees. So I started hiring my friends and my friends were like, we never see you anymore. I'm like, well come help me, I need help. So the team, um, that launched Cauliflower were my friends and family and we ended up building that business. See we, we started in 2015. We launched at Farmer's Market in 2016 and a few grocery stores and in 2017 we went online and um, yeah that year we went from negative 269,000. So I put all my savings and we were remodeling our house and all that remodel money into the business. But by the end of that year we had done 5.3 million in sales online. So it really turned around quickly. Yeah. And we um, thanks <laugh>, we um, yeah, we used a few techniques, um, a few things that I learned including email, uh, that really made that business grow fast.

Speaker 1 (08:09):
Heck yes. That's amazing. I love to hear that. That is uh, some incredible growth right there to go from, you know, negative six figures to like multiple seven figures. It's wild. Um, so in addition to email, what are some of the other ways that you had such fast growth? And you know, especially if somebody who uh, is kind of looking up to you wants to start a similar kind of business, they're in the food space and they're trying to scale. Like what, what advice would you give? What channels should they go on?

Speaker 2 (08:38):
Okay, so this sounds really simple, but I, Google became like our university in the food industry. Like we were googling everything and podcasts. So it's super important to listen to podcasts like yours. So I was listening to various different podcasts. The way I discovered email was through a podcast that Jeff Walker did and the power of email. So I had never really used email before, so I know you asked me for other ways besides email, but that's a really funny story that I like to come back to. Um, cuz we tested that out and the way we tested it out obviously was not professional like you all do. Um, but other ways we're using social media and we really went viral on Facebook and we shared one of my customers stories and just sharing our product through testimonials was huge for us. So this one particular story went viral and I really, I'm real fan of not just, um, talking about what your product is and what your product can do, but more of like how other people are benefiting from the product.

(09:44):
I think that sells itself and makes it a little bit more grounded and you can and more relatable. So that was huge using the power of social media. But we also used influencers. I went to a food show. So I really believe in putting yourself in places where you're around people that are like-minded but have also done that and done it bigger and better than you have so you can learn from them. So I, I went to a few different food shows and uh, one particular guy, um, was talking about how he used influencers to build his business and so I started implementing what he was doing and that worked really well as well.

Speaker 1 (10:22):
That's amazing too. And it's like in my industry, in in B2B and services, it's like I still go to a lot of shows and events and like influencers are great. You can meet so many different people and like social media, like doing something that's new and different and weird and obviously it's like every single day like it gets harder, but like the more creative you get the better. And then obviously coming down to email marketing, it's like the things that are tried and true all the way up to like going to events and meeting the right people and it just shows you how much that pays off. But um, it sounds like you had a really funny story to share about email, so I'll let you tell that.

Speaker 2 (11:00):
I will. And I wanna go back to what you just said because I think it's really important as a founder or a CEO or you know, business owner, whatever you are, I think it's really important to pour into yourself. So through this whole process, even though we were really tight on money, I was constantly listening to podcasts, but I was also still in a mastermind, still investing in myself to learn and be around the right people. And so I, I think that's so key cuz so many people, you know, they look at the cost of a mastermind or what are they gonna get out of it. And really it's, it's what you can contribute to it, but as well as what you can get out of it. So meeting people and helping people and then, and learning how they can help you has been amazing and it's definitely taking c power to the next level as you know, um, what we've done lately with the investors.

(11:53):
So yeah, going back to 2017, it was actually May of 2017, we had not done email marketing yet. And I went on and I was listening to uh, Donald Miller podcast actually, and Jeff Walker was being interviewed and he was talking about the power of email. And so I went to my right hand person and I said, her name is Jimmy, spelled like Jimmy Hendrix. And I said, Jimmy, it was like Friday night at like nine o'clock at night and I'm like, I think we should do this email thing. And she's like, okay. And I said, well let's, let's write an email. Neither one of us are copywriters and let's just like pitch it out to the people that have purchased our product because, and I know this is a big no-no cuz we didn't ask them if it was okay, but at the time I'm like, we have all these emails from people that have purchased our products, let's just blast this email out.

(12:44):
And so it was a Friday night and we had been working together on Zoom for a few hours and there may have been a couple bottles of wine open, I don't know, but <laugh>, anyways, we uh, and I don't even drink, but we, we were having a good time that night. So we put out this email and the next day I was driving to the Bay Area to my son's lacrosse, uh, tournament in San Francisco. And at the time I had my phone set that every time pizza sold on Shopify, my phone would ding. And so it was like six 30 in the morning. We're driving the Bay Area, my husband's driving, my purse is on the ground and I, we started hearing all these dings, which I didn't recognize because they were going at such a fast pace by the way they launched the email. It was just under, it was just shy of midnight when we launched it. So this is six 30 in the morning. So my husband's like, what is that dinging? And I said, I don't even know, like, and he's like, I think it's your phone. And I got my phone out and I was like, oh my gosh, it was going.

(13:50):
And I looked at it and I was like, from midnight to six 30 in the morning, no joke, we had sold $38,000 worth of pizza and that day ended up being $87,000 worth of pizza. It was May 20th, 2017. The first day we ever launched an email. And from then we started like getting people in our corner like yourself that are experts in email marketing. So we didn't do the wrong thing, we started doing the right thing, but the power of email was huge in 2018. We did over 6 million in revenue in email alone. So building your email list and investing in somebody that knows how to do that the right way I think is key because $6 million in a year, that's like the equivalent to a Walmart account having your product in every single Walmart. I mean there's not a lot of overhead there and it's just, it's a nice, it's a nice revenue, it's a nice account, your email account and you own it.

(14:50):
So like Facebook, when they started doing their weird little things probably should take to edit that out. So I'm not calling Facebook weird, but you know, you own your email list, you don't own your social media people that can be taken away from you at any time. So you know how powerful email is. And that day convinced me like having an $87,000 day. We had never had an $87,000 day. So I was like locked on email after that. I think it's so incredibly important and you know, not everybody realizes the power of email still. You think they do, but they don't, especially in the food industry. It's, it's been interesting to talk to people about that revenue generating resource that people don't value and realize what it can do for you.

Speaker 1 (15:41):
You're speaking my language Amy. I love to hear it. Um, oh,

Speaker 2 (15:45):
I just, yeah, I, I believe in email so much. Um, yeah, it's

Speaker 1 (15:50):
Really the final frontier. Yeah, it is, it is. Um, could you speak a little bit to some of the results that you've gotten from, you know, email paramedic and, uh, myself and Christian just when it comes to email marketing?

Speaker 2 (16:03):
Yeah, so, um, there's so much I wanna say, but I have to be a little reserved. So, okay, so 2018 happened, I'm gonna give you a little bit of a history of how we all met. Uh, 2018 happened at the end of 2018. Um, the town next to our hometown burned down to the ground. So 48,000 people were out of their homes, including several of my relatives, which ended up living with me. So I was like, oh, I gotta figure out how to help them. Um, and so I ended up bringing on some venture capitalists who bought a portion of my company and I took some money off the table to help my family members and move them from Northern California where their town had just burned down to Florida. So the reason why I share that story is these guys are amazing. Um, they are well versed in getting any product into grocery and they have created some amazing products but they're, they were not well versed in E-com and that was kind of our specialty of our brand.

(17:06):
And email wasn't even a thing that they were interested in discussing. So I tell you that background because the team came in and they did phenomenal things for us in grocery and we've grown massively and that's a huge part. If you ever wanna exit your company and you're in food beverage, you've gotta get into groceries. So that was a huge benefit having them come in. But meanwhile things like email started to kind of be put on the back burner and not treated as important as a Walmart account, which was difficult for me cuz I knew how powerful email was. So having bringing in other investors who understand e-com have had businesses that they've exited through e-commerce, they understand how powerful email is. And we can talk about a mutual friend of ours that's a huge investor in cauliflower, which is Joel Marion and he has a huge list and he exited BioTrust so he understood email and I've actually taken some of his strategies, uh, before the venture capitalist came in and we, we tried a few of his title strategies and our open rates blew up just with little things that he suggested.

(18:15):
So I knew he understood that I'm so grateful that he's an investor and he brought you guys in and you guys have completely turned around our email marketing, again, it's generating revenue, which it didn't. And you, you can speak to this better than I can, but you had to warm the email list up again and you had to really go in there and basically put a bandaid on where it was ripped apart and slowly fix it. And it's, it's, it's working and it's generating revenue. So I'm so grateful to that and I know that through Joel that was our possibility and the team that came in that was focused on grocery, they are learning so much and now implementing it in some of their other companies, which is awesome.

Speaker 1 (19:05):
Yeah, thank you for that. We appreciate that. And it was like, gosh, when he came in it's like things were going to spam or the promotions tab and the list just really wasn't like the size that it should be in terms of active. So came in, you know, wrote the first like 30 days, okay, here's the content plan started like dripping it out, warming up the list and um, obviously we revived, I don't know how many people do you remember Christian? So many. Was it 60,000? Yeah, about 60. Yeah. So I,

Speaker 2 (19:33):
It was more than that if I were, if I know right it was more than that but whatever you would know Christian. Yeah and you guys are great, you're so easy to work with and you have amazing copywriting skills. So this, your team, you and your team is far beyond anything I realize even existed out there. Um, cuz what we used prior to venture capitalists coming in wasn't anything as powerful as what you have to offer. So I'm grateful for this opportunity, so excited for what you guys have done and I know um, you know, once we get all the social media and the content and the new products launch email's gonna blow up even bigger than what you already have happening. Yeah, thank you. So that's exciting.

Speaker 1 (20:19):
No problem. Anytime. Um, yeah so we recovered about 120,000 people and the funnest challenge was reconnecting them and reminding them who you were and your story in about connecting family, you know, cuz it's all about bringing us together as a family. You know, we're not like customers like they're part of something bigger than themselves, which is just an extension of your family around family fun night and your origin of the

Speaker 2 (20:43):
Story. Yeah, I love that. See that's the heart of what this is all about. So I love that because we used to call Kelly, our Kelly fa any of our people that reached out to us that we um, that our customers became Kelly family. So yeah, I I'm excited to work with you guys. I'm excited that I get to be part of social media and I'm actually for all your listeners you can reach out to Kelly Flowers, social media and you're actually gonna be speaking with me. It's not an agency now and really that's our goal, Christian, that's exactly what you said is our goal is to bring back that family and unite together and make our customers part of the journey. Not just a customer, not so many we're just trying to sell to, but somebody that we can form a relationship with, they can advise us on, you know, interesting things like maybe new products that they would like to see. Uh, we own our own manufacturing plant now, so it's really open to the possibilities of creating what the majority of our customers are looking for out there that may not exist yet.

Speaker 1 (21:46):
Yeah, totally. Now, uh, before we go on to some exciting new things that Cauliflower is working on, um, for anybody who's listening about email marketing Christian, what are maybe a couple of the strategies that have worked really well so far? Um, so starting from the top, like re-engagement, getting everybody like writing on a super personal level. You know, sometimes doing some uncomfortable stuff like maybe like not capitalizing the first word of the first sentence in a subject line too, which I know is crazy for a lot of people, but in the DR community it actually does really well cuz it shows that, hey, this is Amy talking. You know, this isn't just like in a lot of other people, they just like hire, you know, VAs or whatever to do their business. Like these are real people or they at least work very, very closely with Amy if they're writing for her.

(22:31):
And um, so along with that, um, connecting with the audience just like on a deeper level and addressing that. Nobody wants to be on a diet, you know, like that's the biggest thing is everybody wants to look in the mirror and love who they see again or remember their youth, but they don't want to feel like they're limited. They don't want to go to the holiday party and like bring their low carb dish and have people make comments. You know, like they want everyone to love it. And that's what you're truly bringing to the table is that you're making holiday dishes and stuff that people can enjoy and not be embarrassed to show their family. And you don't even have to tell 'em cuz they'll eat it, they won't even know and then they're losing weight without even knowing it. So it's the beauty of cauliflower.

Speaker 2 (23:16):
I love that. And you know, I don't know how much time we have, but can I tell you a quick little story of one of the first stories that went viral?

Speaker 1 (23:23):
A hundred percent.

Speaker 2 (23:25):
Okay. So you may have heard, since we are writing together, you've heard Jessie's story and so I wanna tell your audience about Jessie. So Jessie was a friend of mine and at the time, um, I was health coaching and she was one of my clients and she had an autistic child named Kenzie that was nonverbal. And so she was going to a special school and uh, Jessie was doing therapy with her and taking her to the doctor. And one of her doctors said, there's these new studies out where if you go on a low carb diet, it's really helping. Let's put Kenzie on a low carb diet and see if it helps her. So Jessie's like, I, I need, Kenzie loves pizza, I need your crest. Well I need to try to get her to eat this. So Jess, she would, she would eat it, Jessie would put the ingredients on it, but that Kenzie loved, but Jessie had to sit there with her to get her to eat it.

(24:20):
And that was kind of common in all her meals, whether they were low carb or not. So seven months later, and I haven't seen Jessie, she's focused on getting Kenzie healthy. Seven months later I get a call from Jessie and we've been sending her a pizza cru the whole time and she's like, Amy, you're never gonna believe it, but Kenzie has started talking and she's going to be going next year, she's gonna be going to a regular school, she's gonna have an aid, but she's gonna be in a regular school. And I was freaking out because this was, you know, as a parent nonverbal child, it's really difficult. I've never had that experience but I know through her how difficult it was. So anyways, and she goes, and you're never gonna believe it, I've lost over a hundred pounds sitting there eating low carb with Kenzie and I was like, oh my gosh, we have to share this story.

(25:07):
Well, you know, Facebook frowns on doing before and afters for weight loss or even talking about weight loss. So I said, well let's just share Kenzie's story and we'll have the picture of you with Kenzie when she was nonverbal and after seven months of therapy and diet along with eating our pizza crust every day cuz they ate it every single day and they ate other, obviously other food. Um, yeah and you've lost over a hundred pounds and we'll do the after picture of Kenzie speaking and your after picture without even telling people you lost weight cuz it's so obvious. And that story went viral and that's when we, that was January of 2017 and that's when we just started, we sold more in January than we had the entire year of 2016. So many people could relate to it. So many people could relate to having an autistic child or being overweight. So yeah, it wa it was a relatable story with a real customer testimonial without it really being salesy. Like we were just trying to share her, her, uh, story. So

Speaker 1 (26:14):
Yeah. Yeah, that's just one of the most incredible, like, like a lot of times for clients we notice that there's these testimonials where it's like you think one thing is gonna happen, but then something completely like out of left field also happens and there's like two wins in the same story. And when you share something like that, it it is just gonna do well, it's gonna resonate with a lot of people and it's gonna be amazing and, and change more lives. So we're very happy about that. Now on that note, cuz that was very family oriented of course. Um, the holidays are coming up and obviously like my freezer is packed with cauliflower, I'm not gonna lie, but if somebody's freezer is not packed with cauliflower right now, so you've got pizza crust, like flat breads, crackers, all this stuff coming out. Like what is like your favorite holiday like recipe or meal, um, that somebody could maybe try out with their family this winter?

Speaker 2 (27:08):
Yes. So we're, okay, so let me tell you what we have really quick and then I'll tell you my favorite thing that I've been doing at every party for the last year bringing in. It's been a huge hit. I've, it goes quickly and I always wish I would've brought more, but first of all, we have entrees now so we just launched even new, new entrees we that are not cauliflower. So we launched a beef with broccoli, it's like a swan beef, it does have cauliflower rice, but it's primarily the beef and broccoli. And then we have cheesy chicken and cauliflower rice. And then we have our tortillas, our pizzas, our chop pizzas, which we've always had. We're launching crackers. So look for the Black Friday, look for your Black Friday emails coming out, jump on social media, we're gonna start blasting it out. Actually we had something go out today, it's gonna talk about the crackers.

(28:02):
I don't wanna ruin the surprise, but we have three new crackers coming out. They are nothing like our previous crackers, nothing even close. So you're gonna love 'em. And then, um, yeah and then we have the top pizzas as well. So my favorite thing to do right now is take a plain crust or a plain tortilla or the flatbread flatbread tortilla. They're the same thing. Plain one. And take a glass and make little rounds out of it and then just cook it on the stove top or you can stick it in your air fryer oven. There's three different ways. I'm actually, I just made a video today on three different ways of cooking them that will launch on social media. But I love to top the rounds with any kind of cheese. Lately I've been using Mars caponi because like cauliflower it takes on whatever flavor you put with it.

(28:46):
And then I've been doing, I don't like onions but I love cooking onions with a little bit of olive oil until they're um, kind of caramelized, put 'em on top of the Mars caponi cheese on the little round and then drizzle a little homemade balsamic. Um, just a little bit of drizzle of homemade balsamic, which is basically using swrve instead of regular sugar so that we can keep it um, you know, healthy and I can eat it. Cuz sugar is definitely an inflammation causer. So then taking those, they're good cold, they're good warm, they're a hit at the party. Even if you're like me, you don't like onions, they're awesome. And then there's so many other appetizers you can take on those little rounds. I mean you can do dairy free, you can do meatless, you can do all kinds of things, but the rounds are the key and they're awesome and they're so much better for you than um, bread rounds or crackers cracker rounds.

Speaker 1 (29:40):
Yeah, that's a, a lot of stuff right there. And for, it's kinda funny too because for me I'm somebody who traditionally does not have a lot of patience for cooking and I completely forgot that I had one of your lasagnas literally yesterday and it was amazing. So, um, so my fiance loves to cook me. On the other hand, I like to, I I love food, but cooking's not my main thing. So it's like there's something for everybody. But um, at the end of the day, Lacey, let's say somebody wants to try it out, where should they go?

Speaker 2 (30:08):
Yeah, so obviously you can go online, cauliflower foods.com, we have all of the shelf stable products there. If you're looking for the frozen PA products like the Entres or the top pizzas. And I wanna say something cuz people are confused by this, but the tortillas and the pizza crust are shelf stable. They're fully baked in our manufacturing plant. It's like getting a loaf of bread, but a healthy bread for you delivered to your house or if you buy it in the grocery store doesn't have to be frozen. The frozen products are at Walmart, they're at Sprouts, they're at um, whole Foods. They're at a lot of independent grocery stores. Um, other chains, Safeway, Albertson's, gosh, there's so many now I I don't even, I can't even keep track of 'em. We've got our las yeah, we've got family style lasagnas now at Costco. Um, soon to be Sam's. So we're everywhere. There's a couple places we're not that we're working on, so Perfect.

Speaker 1 (31:09):
All of a sudden I'm gonna be able to go across the street one day and get anything. But, um, so to wrap up, Amy, let's say somebody, uh, wanted to maybe ask you a question or connect with you personally, is there a good spot for them to go?

Speaker 2 (31:22):
Yes. Go to Cauliflower Foods, social media. We are now, I'm in social media just as like a month ago. We're doing, I'm, I'm learning how to do the recipes online. I'm getting better, getting better. They're a little rough right now. But if you go in and you DM Instagram or you message Facebook, TikTok, YouTube, I'm the one answering all the questions. So private message those, I'll answer 'em and then I'll connect you with my personal or you can go to my personal too, which is hey Amy Lacey, h e y Amy Lacey, l a c e y. And I also, there's not an agency managing my personal either. That's the best way and the quickest cuz we're on it all the time looking at it.

Speaker 1 (32:07):
Awesome. That's actually pretty cool to know that you can just DM a founder like that and she's gonna be the one replying to you. And, uh, if you listen to this episode, make sure you let Amy know that you're reaching out because you listen to this episode. So Amy, thank you so much for being here. Uh, I'm Troy and this is Christian of course. And, um, thanks for everybody for listening to The Secret to Scale podcast. We'll see you next time.

Speaker 2 (32:32):
Thank you guys for all that you do. Thank you for making such a big difference in our company, helping.