How A Viral Smash Hit Product Took Over Wondery's Business transcript

[Music] hello and welcome to the Andrew Ferris podcast thanks so much for joining me for another episode of the show today I have a great guest Wayne Boro oh gosh did I just say your name right no that was perfect yeah that was amazing I'm going to leave this in then people know I got him on the first try I was fully going to pause and go for an edit and I was going to wait and have you wait but there's Wayne there I was actually I was worried but no you got it 100% okay awesome Wayne Boro the president and co-founder of of wry Outdoors a brand that is really cool has had a super hit product really take off in the last year and there's a whole lot of stuff that we could talk about with all of that and so we're going to we're going to talk about Wayne's Journey with wry and how they've gotten to where they've gotten to looking at being an eight figure brand and and just really really cool success in the midst of that Wayne also has taken up my suggestion on the show repeated times with my sponsor more Staffing to add Talent from the Philippines to his business so technically this is a sponsored episode because Wayne and I will take 5 minutes in this episode and talk about his experience onboarding uh team member from the Philippines with more Staffing and he we're just going to explain why and how that is All Worked and if there's been any hiccups with it and how that employee and team member has worked out but don't worry this is not going to be crappy don't hear sponsored and think crappy content it's going to be good content where you're going to like it because Wayne's story is awesome so let's not delay it any further Wayne Boro wry let's jump in Wayne Boro I've got it right I'm very happy about that thanks so much for joining me and for talking about wry and everything what kind of name is Boro it's rooted in Spanish and Italian but I'm Filipino so that's kind of where the the roots of the last name comes from you're supposed to roll the r i don't roll the are so okay okay yeah all right my wife is a is she was a Spanish teacher for a long time and is an excellent Spanish speaker and so she probably would have gotten the rollar is what I'm saying here because she would have had it she would have had it she would have had a nailed what would you say no no I sometimes I can't even roll the R so I I just go Boro just plain simple easy Wayne wry is a really cool brand I was telling you before we started talking that I actually came across it independent of this conversation or anything because of how cool this sort of hero product is and So for anybody listening right now watching right now make sure you go over to wry outdoors.com of course there's a link in the show notes to go guide you there so you can go get a look at the product it's a little bit tricky to to uh explain or to describe otherwise but for for the YouTube viewers Among Us I will uh I will share my screen so people can see kind of what the core product is and while I do and I I'm saying core product but you actually may not frame it quite that way but here you go here's the bottle Etc while I do all of that can you please tell people about this product and how it is taken off and then we'll go from there we'll go backward WS from there to talk about sort of the Journey of w and and then also forwards to the to the future of wry but there's the bottle yeah so we have what we call our bucketless water bottle we actually started with our parks of the USA water bottle and essentially what it is it has all 63 national parks on it and as you attend and go to each Park you use a corresponding creative Artful sticker that our graphic designer made and you'll sit that in placement of the etching in the engraving on the bottle so it's a very experiential story based product and we have a bunch of ones for the national parks 50 States World destinations uh we actually have one with Uncommon Goods and MLB coming out for all the MLB ballparks and yeah so we we've got a huge list the possibilities are pretty endless of it yeah really really cool I've worked with a client that does some similar things for the world traveler gifting type I imagine this product this what this product suggests to me is that you are about to have a monster Q4 because it feels very very giftable custom personal in this really cool way we're recording this on October 4th and so I imagine you guys are gearing up to go have a very big holiday gifting season oh yeah like that is honestly 90% if yeah 80 90% of our sales are from this bottle alone when this bottle went viral it just it like when I say viral it went like crazy viral and we really weren't expecting it to be as strong as it was but I I think the the key matter of it is that it's it's experiential and it's so it's not super Niche but it's it's broad enough and it tells enough of a story that it's not just a product that you drink out of and use it's something that says oh hey that's really cool oh okay like that's what it is and then they you start to talk talk to that person and it becomes a whole dialogue right so that's what's so different about this product is it creates conversation and creates dialogue and and one of the things I you know about people who love to travel and go to national parks and stuff like that is there is nothing they are happier to do than to tell you about their stories and their experiences and all that and so something that's going to put that in the conversation in the center is is really cool I bet you guys have gotten all kinds of stories from customers about like oh I had the bottle and therefore met this person who's become a good friend or what you know whatever like I'm I'm sure you get all kinds of cool feedback like that yeah exactly and the crazy thing too is there's a lot that we don't need to do with the bottle in terms of marketing because again it has that story and people like you said when they go to Parks all they want to do is share like oh I saw half do it was beautiful and we ran into a bear and and you know like being able to share that that they they just want to do that naturally organically so people will post this bottle like all the time on Instagram we don't have to do anything they just repost it in their stories they post it in their their main feeds on Instagram and it's just like awesome that's that works nicely yeah yeah yeah so let's actually walk that back a little bit further then so you said it went viral and then you clarified it was like crazy viral super viral whatever like so you said you developed it not expecting to have it it hit as hard as it did but can you go through the process there what when did you release it and when did it go viral and like was this the kind of thing where like you just immediately blew through all inventory and created a weight list that Viral that kind of situation yeah absolutely so we actually had uh so on the basis W is a women's outdoor brand and we Empower women and other underrepresented communities in the outdoors through our products and our experiences part of that initial offering was a women's outdoor subscription box the way we keep our costs low is by including our product so this was back in December of 2021 we needed a new product for our box and so we thought okay this National Park bucket list concept could be really cool and so we posted that on Instagram and immediately we just got you know tons and tons of people being like Oh man if only you offered this alone this would be so great this would be so awesome and so yeah I mean we took that advice and we started selling back in 2022 around June May or June is when we started offering it we were getting a lot of sales fantastic sales and then we posted a real on it something our intern made in you know a good 5 10 minutes and it just blew up like it's the ones that you never you're it's a quantity over quality thing with reals and Tik toks and stuff but yeah it blew up so I think like the top 1% of Instagram reals get views I mean from our research get views up to like 20 mil ours is currently standing about at 37.5 million in views that's like just one of the biggest like when I even not just products but like even like funny meme videos have like 20 mil 30 mil but like hours is like yeah it's at 37.5 million it continues to get views and then it's still growing and other people again like I said they'll share this because they want to we don't have to pay them I mean sure we will pay some influencers still but those you know we've gotten multiple that get million plus or 200k 300K views and it's just it just keeps Y and so yeah I mean from last year from the bottle I mean we attribute a lot of that to the bottle we've grown about 200% over last year just in sales amazing so will this be then your first year where you really have the inventory to go nuts at holiday and in terms of like really pushing this hard because you said You released it in the middle of last year like I'm just curious like I can't imagine I here's what I here's here's my guess as to what happened all right you tell me if this is right my guess is you got to Holiday barely keeping yourself in stock because when something goes that Viral there's just no way to plan inventory for it right so so suddenly you are G to you're just going to keep rning through those sellouts are going to create weight lists every time you re-release it you're going to burn through all of it is my guess as to what happens no matter how fast you can produce the inventory you probably can't produce it fast enough and then at holiday I'll take another guess again you tell me if this is right and then I'll pause you tell me you tell me what I got right and wrong so far at holiday my guess is you got as much inventory as you could sold through almost all of it and left growth on the table because you simply couldn't you simply couldn't produce enough to go is that what happened congratulations you did it yeah that that's 100% 100% what it is it's yeah I mean we've done back ERS so many times on this bottle just because we're either really bad at forecasting or just they're just so much demand it's just it's it's even brands that don't have that moment it's impossible to forecast right I mean it's it's not too different it's just a much larger scale and much less planned scale than somebody who has an ad pop off right like it's like it's it's yeah it's just it's unforecastable you know and and something is so interesting about what you're saying here is like somebody will listen to this and then we'll go walk back to like my episode with Isaac mados about how he did 10 million bucks in Revenue with 0 in ad spend which is a really good episode Isaac walks through really a strategy for creating that kind of approach he's got this incredible operationalized process of how he goes and generates all of these video views and stuff like that all over the internet but I think it would be a mistake to interpret your story just now in that same way where it's like okay how do I get 37 and a half million views the answer is you create a freaking awesome product that resonates with people and that is like really really hard to do you know that's my sense you know yeah no it's absolutely you know when I talk to other owners and entrepreneurs and I I tell them focus on one thing and make it really really good I mean we just happen to focus on this one thing and it happened to be this Golden Goose that's like it's so powerful and it's so like different than what's out there it it's it's really difficult to find that product out there because it's like what hasn't been made yet right but I'll tell you right now that there's multiple things that haven't been made yet so yeah I mean you know going back to selling out and like we will probably sell out again this year we just started exploring Amazon as a channel and yeah we sold out of that in two weeks so now we're like okay let's allocate more inventory to Amazon let's allocate more inventory to wholesale and it's just like we can't it's really hard like you said you can't measure that demand it's just it's it's well and if if you sold out at holiday last year it means your forecast is going to be sort of guesswork for this year for Holiday right like you especially after creating all of the views that you've created in the last year right so so like my guess is that like if you sell out again this year yeah it's just going to be it's just going to be really really hard to know that and that's what's so I it's awesome ultimately in terms of about where this business is so are how much are you guys spending on ads or what can you say about that to people relative to how much of this has just been pure organic you know growth yeah no that's a that's a great question we're spending I mean we're definitely spending six figures a month on our meta ads I think right now we're a little over a quarter mil a month if not a little bit more than that I think maybe even 300 but yeah our kind of goal with that we measure in cost per purchase so our goal since 80 90% of our sales are from that bottle we have a Benchmark and then as long as we stay below that Benchmark then we just we keep scaling we work with our CFO to say okay this your me can you know only get to this point if it gets lower than that point then you need to scale back so that's kind of how we're building it and it's very very helpful that our margins you have probably a 10x on this product close to a 10x in terms of margin cost to the actual sale y it's awesome yeah I mean that's fantastic then you should be spending a bunch of money as long as you can as long as you can do it like it's you know so that's great so you launched the bottle before that it was more women's outdoor more broadly including apparel and a lot of that sort of stuff right has that been almost frustrating in its own way too cuz I know it sounds like that wasn't the original vision for the brand and tell me how you've thought about sort of transitioning things over because you said you know you you wanted to launch to have an outdoor brand that served women and other underrepresented communities in the outdoor space and so the bottle obviously can do that but it sounds like relative to the original vision of the brand and then my guess is to where you eventually still want to go this creates sort of an existential crisis in the brand of like okay who are we now right relative to what you were producing before and where should we put our product development energy and all those kinds of things yep fantastic Insight yeah that's exactly what it is yeah so I mean for us and for me with my co-founder her and I started this seven and a half years ago our original Vision was really to get women outdoors and yeah with this bottle that kind of creates this weird conundrum of okay this is doing really well what you know what now but I think because our original vision and goal aligns with getting women and other underrepresented communities Outdoors that's still what we're trying to do so what we're doing with this bottle is it sells itself and so what we can do with that is we can use that money to fund our core value and our core Mission now I'm not going to lie we've talked about okay do we start a sistered company that's just primarily water bottles because you know that wouldn't be a bad idea either but you gotta go the other way you got to go the other way this wry wry is the water bottle at that point right so you the sister company now is the apparel brand or whatever exactly exactly exactly yeah but I I think we came in at a time where I mean 2016 so coid really boosted like everyone going to REI and places like outdoor voices all all these outdoor Brands even outdoor voices is kind of like kind of outdoor kind of athletic athleisure but yeah I think it's you know like that is the root of our mission so like a lot of big things that we do it's Community Driven and you know I I've heard on you know your podcast and other podcasts too it's just like that's such a core aspect especially right now with you know CPA is just you know costs Rising for for ads so it's like keeping that community so with our apparel and with our events because we have 200 300 people plus events and so and people are buying our apparel so that is like if we got rid of our bottle like we would be okay like we wouldn't be at the growth that we're at but we would still be fine so I think that is still a lot of value in that space in our mission to empower women and other underrepresented communities but yeah I'm not going to lie it is it's a difficult balance that we're playing but I mean my whole team we're we're super dedicated to that mission and you know we are making really awesome different women's outdoor apparel that really is like exciting like I'm seeing our apparel out and about like the other day I was at a coffee shop someone was wearing our pants the other day I was at the mall and someone was you know holding our water bottle it's just like it's really awesome yeah yeah I mean that's the thing is like the success of the bottle actually says nothing about the potential success of the of the rest of the product line right like I mean I'm sure the apparel and up just given what you're saying about the mission and all that is stuff that you guys have put a lot of time and thought and effort I know I know how Founders think about their core products like this you're putting meaningful time and effort into making it good and to making sure that you're serving your customers well and fixing all the little things that come up and you know in apparel it's like oh size and fit and like all that stuff got to get it exactly right and does it wear down too fast especially for some outdoors it's performance oriented Etc and I know I mean I know I know the relationship with Founders to to these kinds of problems and so I'm sure that's the case but it is an interesting thing to Think Through you know as you go to MLB bottles for example you know that's pretty that's pretty far away from from women's outdoor pants do you think you'll start a side brand or do you think you'll or do you think think you'll uh you'll keep it all in one thing what's the what's the solution I I think we're still going to keep it all in house to this one brand for now especially if we want to drive those apparel sales because like you said we're spending so much time and energy on this apparel and yeah it's there's a personal emotional investment in that portion but there is also so much opportunity especially right now with so many people getting outdoors and like we're building that community so and we can build that through our apparel and through you know our other products so it's like it's another opportunity there and it's like we might as well if this bottle is you know helping us get there and like we don't have to take out loans because these sales are doing fantastic then it's like why not let's give it a shot what can you say about and I I don't know if this is something you thought carefully about about LTV on bottles versus apparel I'm sure that the model is very low so let's let's ask this question in two parts part number one what's the difference in the LTV in those two things part number two are you able to get bottle people to buy apparel and that would feel like a tall task to me that would be my guess is it would be a very very hard thing on the one hand on the other hand with the national parks kind of component of this you are getting you're sort of pre-qualifying that this is at least somewhat the right person at least the females amongst them so yeah so talk about that a little bit yeah so I mean you're thinking about all the things that we've been thinking about for the holiday time and LTV and can we convert bottle buyers to buyers or is it easier to convert pant buyers to bottle buyers it's the second one but yeah LTV of bottles I mean here's the thing it's like once you have a bottle you have a bottle right but and this is going to sound corny this this is not just a bottle right it's this experiential gift so we are getting people that are like adding to cart three or four different bottles that we have just because they're all different and they all tell a different type of story so I will say our LTV still I mean it doesn't outweigh it enough to the point where our LTV is just like crazy high on bottles um you're exactly right it is lower but to buy a apparel women's apparel and then convert them to bottles that's a lot simpler now we have haven't been measuring LTV a whole lot right now only because it's very obvious to us we look at our orders and we're like okay A lot of people are buying just the bottle or you know we're seeing people buy the pants and a bottle so we already know that our appar of buyers LTV is much higher so once we create a larger product offering which will be likely in spring summer this next coming year that's when we'll really start investigating okay where how can we drive higher LT TV and then yeah I think that's a big part of our community aspect too right that keeps that keeps lifetime value that keeps reoccuring customers analogy I like to use is Apple they develop they only create a few products and they don't their products are pretty much the same year-over-year right but people keep buying into it because they're loyal to the brand they like the concept and the idea of the brand so they keep buying into it so that's kind of what we're trying to do is we're creating this mission to buy into the brand so that way we can drive that LTV and we get loyal longtime customers yeah and I think in your industry in particular customers have a they really have a nose for phoniness you know they can just smell it like they just the outdoors industry you just know like these people are us or they're not us and people can just tell right away you know and and I I think that the way you're thinking about this is really interesting this idea like we care so much about the brand how do we build into this on the one hand we have this really big Smash Hit viral product on the one hand we want to build something enduring end durable that's it's actually kind of a it's it's a real Challenge on the one hand you want to take the sales and take the growth and let it fund all the rest of the things you're trying to do and for that matter you want to chase that down as far as you can take it because that's great too and honestly it's probably part of it fulfills your mission in a meaningful way right like I bet the bottle the bottle in some ways is a celebration of where you've been for all the stickers you put on it for the when you first got the bottle right if you've been to 20 National Park and somebody gives it to you great but it's also a down payment on the places that you'll go right it's like okay now I got to make my way to Dry Tortugas or whatever and get to this really hard to get to National Park and so yeah I think it's I think it's a a really cool element of sort of fulfilling your mission at the same time but you talked about Community earlier and community events do you what do you do you said you got two or 300 people to show up to these events what kind of events do you guys do and and I'm also curious for you to talk about how you work the brand and the product into those events I'm just curious sort of obviously with a brand sponsored event like that you're going to put your name on it and make sure people know it's you guys and all those things at the same time you know you don't want to just go there and like you show up and it's actually just like a retail environment basically so how do you guys think about that yeah so I mean so our our community events we have three big events every year one focused around lgbtq one Focus around women and one Focus around the bipo community and each of those have 200 300 plus people these are all in the LA area and they're climbing events so we have we have a lot of free tickets we have subsidized tickets and then it's also a very social growing event it's just an opportunity to to network with other people who are new to climbing who have climbed before and then we also have our our smaller events we just had here at our headquarters a hike and yoga event where we had about 30 to 40 gals go on a hike and then they came back and we had a a certified yoga ins instuctor teach you know do some yoga so yeah with this we are putting our name there but it's really important that we are giving that Community aspect back and it like you said we don't want it to be a retail environment but what we're doing to continue to drive that growth besides having our name on banners and everything is we're partnering with other large name brands as well in the outdoor space so our next event on October 15th is our climb with color for bipo people and I mean it's sponsored by REI so having the additional sponsorship is just another way to one build reputation say okay these guys are serious right like they partnered with REI on this and two it's just another way of exposure right and then on top of that what we'll do is we'll have some of our bestselling products like our pants and our water bottle and we will sell our products there at 50% and that might seem crazy but to us that's a wholesale I mean we're still making money it's wholesale price right and then at the same time it's this idea of we're making money so we're also getting this brand awareness and exposure because to them it's like oh I'm getting an insane deal and for us we're just building brand awareness to our target market like the idea is that we get everyone in our pants in our shirts using our bottles because what that's going to do is that's just going to be seen across all the other gyms across all the other outdoor spaces and they'll be like where' you get your p and that happens all the time yeah in in marketing towards communities that are real communities and that word is important here I think like I'm thinking here specifically of when I I've done a lot of marketing into the cross crit space for different brands and those same thing people could tell if you're authentic or not and and you have to work hard to be part of it but once you're part of it people will accept you and and and you'll be a badge brand in the community and you can do that in those communities the thing is events I think do not reach you cannot think of it as like a a reach play per se right not not at least at first right it's like it's a depth play because the kind of people who show up like for example when we went to the CrossFit Games when I was with Kao the silicone wed company not everybody in CrossFit goes to the CrossFit Games right it's only so many people or whatever but who does go to the CrossFit games all of the most hardcore crossfitters at every gym and so if they come back wearing a Kao ring you've gone they have seen you there they've seen your experience there they they are now like the hardcore people who are going to be in the gym probably outli fting other people Etc you know like and then they can go carry around so my guess is there's something similar going on with your event right where it's like you know you are in a community and especially if you're doing something where it's like specifically targeting like a sub Community really you know where it's like not just Outdoors but women not just Outdoors but bipo not just Outdoors but lgbtq like those are now you've got like a double Enthusiast kind of community right it's like identity in two places overlapping and you're saying we're part of that now those people are going to say like yeah we you you really are part of that because you've taken the time to invest in us in a way that's really authentic to who you are and to who they are and that's my feel for how a lot of this kind of event type things go on a pure straight up Roi reach kind of basis the stuff the digital marketers are really to to measuring I'm not sure it works that well but on the actual like if you're trying to build an enduring brand with a community of people man that is like awesome what you guys are doing it's it's a really cool play I think yeah no thank you I mean like like I said we're having and we sponsor other events too right we have a department dedicated to that so we are getting our name on everything especially climbing related our our name is going to be anywhere that's like a climbing competition a climbing social anything we we will be there so people are really starting to associate our name with the climbing space and the outdoor space because every time I go to the climbing gym now there are people wearing our pants like it's just like a given every time now so and like you said the people attending these events are the brand loyal people right so it's just like it's clearly working and we are building that Community I mean we're getting 2300 people per event and it's yeah I mean we're hoping just to continue that growth awesome man was really cool tell me about adding people from more Staffing what have you added so far to your team I know I've added at least one team member talk about that a little bit you heard about it on my show I think yes I sure did yeah no that that was probably I mean it was super valuable to to hear about it I mean you're sponsored so much by them that I I like had to look at it right so I I took a you know I took a look at it and I talked to them and I'm like yeah I actually heard about you from Andrew's podcast and like oh because they gave me the whole rundown of the company and what they do I'm like oh I've I've heard it I know I I know the pitch yeah so we we've hired One customer service associate that works over in the Philippines and we love her to death She's fantastic the whole hiring process was one of the it was so easy they made it super simple you know we had like an onboarding call what we're looking for they sent us resumés we said we like these folks they set up the times they just had them back to back to back in regards to the interviews and from that it was like they screened everyone for us they did all of the leg work we just had to do and conduct the interview and make the decision yeah it was really honestly a seamless fantastic process that's great to hear any issues with English speaking or with time zone difference I know sometimes people are really concerned about adding remote team members based on those two things understandably so honestly just curious if you've had that come up at all all and how's that worked out I would say if you're considering hiring someone overseas the people that they're bringing to you already know that that is one of those barriers so they like to you know they make sure that they're working around that right so we are having no in terms of time difference like of course there's a difference but it's not impacting our our you know when we need this person so she's been I mean we're also blessed to have the super her name's Queenie and she's yeah she's fantastic she's super flexible and her English is it's impeccable so she's wonderful she's very personable we want to fly her out here at one one of these days but she she's great does she work Us hours you're in La I don't know where the rest two team is if it's in LA or if it's remote but does she work Us hours or she work a different time because I can I can actually imagine a customer service employee having actually be particularly valuable to have that person not on us hours in some ways because it would probably speed up your response time when people don't expect it but I'm not sure how you guys are handling that exactly yeah exactly so we're looking at hiring another individual for customer service from more Staffing and yeah I like we we have her currently working split hours but like you said with our huge uptick and traffic yeah having someone working those off hours and responding to those tickets during those times I mean yeah it's just like customer service is such a big thing that everyone forgets about like everyone forgets about and that's like one of those last points of contact or actually even one of the only personal points of contact that you'll ever have so to have that experience a positive good experience that reflects your brand that you want it to is just is crucial so yeah I I went on a tangent there I think but no I no I think you're totally right I think it's I think you're totally right I think it's like one of those things where customer service can be hard to measure it can be all about cost savings for people but the truth is like people just love it when they have good experience with customer service and it's often like the flip experience I've seen this a million times where somebody reaches out to customer service because they had a bad experience right oh my product came and something was wrong or and then when they have a good so now they think less of the brand but then when they have a really good experience with a good quality customer service agent it actually goes not only gets you back to sort of like middle uh status quo where it's like okay fine they fix it but it will actually make people think highly of the brand because actually like the real true jerks out there are pretty far few and far between who are just going to like put you through the ringer no matter what most people sort of understand the mistakes happen and that when you labor to fix it and to do a great job they are really happy to to be like oh wow this company actually cared about me they made a mistake but everybody makes mistakes and this company not only fixed it but they went above and beyond and so yeah it makes sense to me the way you'd say that like you want somebody who you trust and who you think can like represent the brand well because it's going to be the only human interaction they have with the brand so y exactly and not I one more thing I wanted to mention like we've had a few customer service Associates here in the US but I I mean you know it depends on the person that you end up ultimately hiring but from the G that we hired she's been better than a lot of the customer service reps that we've had here in the US like it's just it's really night and day and I'm not just saying that for this segment it's just like you know like I've talked about it with my director of Ops and she's like oh yeah she's you know she's not just a customer service we're using her position also as a sales position as well because there is that opportunity to discuss directly with our Customer because we have that customer chat and she's just like very helpful very polite just very emotive and I think that's important is to not just sound like a robot just feeling like a real human being awesome I love that that's great to hear I'm I'm glad to hear it I actually it's funny like I have had good experiences working with more Staffing and I love them as people a lot lot I think they're fantastic and so uh it's been cool to hear good experiences other people are having as well it's very important to me on my show that the people that I'm working with are people that I trust and like and yeah so that's awesome I'm glad to hear it Wayne tell me about the future of wry what do you want it to be where is it going how big are you trying to get it anything you can say about sort of the vision for where it goes from here so we can root for you so we can bring you back in a year when you get there and hear the story I love it I love it yeah I mean I think the biggest thing is we want to be the women's outdoor brand so we're doing that just by building out these Collections and like full collections of different types of pants for climbing for mountaineering all sorts of things and we want to be also known as like the brand that gets people outdoors and actually gets people Outdoors you kind of alluded to this earlier but a lot of brands are you know they either they're greenwashing or they say they do all this social impact a big thing for us is doing the social impact so that is such a core thing to us so when I what I want is for he for when I mention wry or someone mentions Wonder they're like oh yeah that that brand that is always taking people climbing and stuff that's kind of our wish and like that's I I want people to know our brand as a notable outdoor brand I love that it's awesome Wayne is there anywhere people can follow up with you they can go to of course wry outdoors.com and go get themselves a bottle and some pants and some other things uh is there any anywhere else that people should be following you or staying connected to you or anything like that or just go to W's website and then sign up and go meet you in person if you're in LA and come to a CL yeah no yeah exactly I mean you can find me on LinkedIn my name and then I I am on Instagram I too much yes rol rolly are because I I I can't really but yeah I'm also on Instagram Weber Wayne you can follow me I post some business stuff on there and climbing stuff all I really do on there but great those links will be in the show notes of course as well way I super appreciate you taking the time talk about it congratulations on the success so far it is really cool to hear how far you guys have come how fast you've come and and and where it's going from here so thank you so much and I really appreciate [Music] it all right there's my episode with Wayne hope that was helpful to you that story of a mega Smash Hit product that sort of takes over your whole business in that way while at the same time you're building alongside of it I think is a is a really fascinating place to be I've seen it actually happen for other businesses as well so I was glad to hear Wayne chat about that a little bit of course from this episode in particular the place you should most be looking to follow up to add team members to your team whether it's in customer service or anywhere else in your business is with more Staffing as they say and I think is totally right virtual assistant can be helpful virtual professionals can be uh revolutionary in your business they can make a huge giant impact and so consider working with more Staffing you heard Wayne talk about it in this episode go to more now.co link is in the show notes more now.co if you want to go check that out otherwise thanks so much and I will see you next [Music] time and