Finding Your Next Sales Gig As An Entrepreneur! With Michael Kaplan
There is a massive disconnect between suppliers across the globe and professional salespeople. Michael Kaplan saw this problem, leading him to start his own company, Inrepco, as a means to help bridge that wide gap. In this episode, he joins Chad Burmeister to share how he is doing that, guiding you to find your next sales gig as an entrepreneur while helping the global supply chain diversify. He also takes us across his career journey—going from bank teller to Japan and becoming the Director of Marketing at Sanyo. Michael then shares how he is helping sales professionals build a career in becoming a manufacturer representative and what it's like to follow your passion and be "in flow" with what's meant for your life.
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Finding Your Next Sales Gig As An Entrepreneur! With Michael Kaplan
I'm excited to have with me, Michael Kaplan who is the President of Inrepco and formerly the Director of Global Marketing at a little company called Sanyo. He's got a lot of experience in manufacturing, marketing and sales and that big wide gap between suppliers and sellers. That's what he's set out to solve. Michael lives on the East Coast. He's in Arlington, in the Virginia area and also has some experience in Taipei, Taiwan, speaks Chinese and Japanese. With that, Michael, welcome to the show.
Thank you for inviting me to the program. I like being in the hot seat. I'm looking forward to this.
In the hot seat, I'm on your LinkedIn profile and it says, “Imagine,” and then I also see your picture of you on a boat. Do those things tie together? What does imagine stand for you? What's with the boat?
Completely unrelated. Imagine is taken from the Central Park mosaic in honor of John Lennon. It's a part of Central Park and I was in New York in 2019 and thought it was a great picture. As far as the boat, that's one of my secret joys when I can break away. I like sailing. That's my hobby. It’s an unprofessional photo from LinkedIn.
We're going to dig into the selling, marketing, manufacturing world. Before we do that, I’d like our readers to get an understanding of who is Michael Kaplan. The way I tend to do that is to ask the question. This one hasn't backfired on me yet. What did you study in college? Nobody's ever said to me, “I didn't go to college.” We'll see what happens there. What did you study in college? What was your passion then? We then go back further in the tape to when you're much younger and get a feel of who is Michael Kaplan. What did you study in college, assuming you went to college?
I didn't go to college. It's an interesting story. I studied both Economics and International Communications for my undergraduate. Later in grad school for Economics, mostly Regional Economics. My case is special because in addition to undergrad at the University of Redlands in Redlands, California, go Bulldogs, I also was fortunate to be accepted as a foreign scholar to Waseda University in Tokyo, Japan. It's a well-known university in Tokyo and that has opened many doors for me that we can talk about. I speak Japanese through that and I'm still active with both schools.
I have one of the reps on my team calls into US companies from Tokyo. He happened to move his family there to help open a division of Adobe and was a big part of that expansion into Tokyo several years ago. I've been there once and had the best sushi of my entire life. I'm a big fan of Tokyo. It's clean and the people are nice. What an amazing part of the world.
I encourage everyone to go. It's safe and a terrific business environment. I’m fortunate of being there at that school and then later after graduating, it opened up doors for me including my professional career. I'm thankful for that.
Going back to when we were younger, I listened to a tape on a cassette player. It may have been a Sanyo but I think it was a Sony Walkman to be honest. I popped the tape in and it was an audio file of myself talking to my mom and brother. My brother was a baby. I was 4 or 5. Going back into your mindset when you're that age and hearing yourself talk is interesting to say because we're the same soul and being that we were when we were 5 or 6 that we are now and that we’ll be when we're 95 years old. Thinking back to when you were younger, the first memories that you have, what do you think led you to want to go to a university in Japan and do the things that you've done? What was your passion then that led you to Economics and International Communications?
There is a massive disconnect between most of the suppliers across the globe and professional salespeople.
At a young age, what I remember is being social, having a lot of friends and doing activities whether it was sports from hockey to little league. Getting involved with music through high school and didn't have a strong interest in commerce until I started to get into high school and had a strange experience where a lot of kids wanted to get a part-time job. I wasn't sure what to do. I wasn't crazy about the idea of going to a fast-food restaurant at that time. I remember walking into a bank and I asked for the manager and I said, “Are you hiring?” It’s a crazy story but they ended up calling me back a couple of days later and they said, “Do you want to be a teller? Come on in.” That was my first job working in a bank and that exposed me to that business world and money. That's what would have ignited this and so then I kept pursuing it. It's a strange thing.
I'm planning to write a book called Frictionless and it's about finding your frictionless life because many people go through life and it's not frictionless. They’re like, “I have to go to my job. I'm not happy with my boss.” There's a better way. It feels to me when I see the picture on your boat and that picture of Imagine in New York and what you're sharing here is that you've followed the frictionless life. “Bank teller? It sounds interesting.” The river took you there and that's neat.
As a young guy, the first job out of being in a professional environment and being surrounded by professional people and then dealing with clients coming in whether they're putting money in or taking it out, it’s an interesting experience. I was fortunate that I worked with some nice people and that's been the theme for my entire career. I'm not the smartest guy in the room. I admit it but I'm probably the luckiest guy in the room and I'm happy to take that.
Sometimes it's interesting. I would put myself in the same bucket and then I started to realize the books I've written, the things you do in life and you go, “I do have 10,000 hours in that particular skillset. I am a little bit of an expert in that area.” I would agree with you the phrase better lucky than good. It's both these days for me anyway. Let's dig in a little bit to your business and the gap between sales, marketing, manufacturers, the sellers and the buyers. Before we go there, Inrepco. How did you come up with the name of the company? What does that stand for? Tell us more.
That was a last-minute decision. The Coronavirus had started around January 2020 and I had a lot of free time on my hands and was a little bored and decided to start a company. I had been thinking about working with this arena of sellers and buyers. There's a reason why it all came about but as far as the name Inrepco, I was looking for something that was short that I could get .com. I spent a few hours playing with different names and searching for something. I had this idea in my head, International Representative Company became Inrepco. When I check, Inrepco.com was available. That's no magic, just luck.
In looking through your site and trying to understand supplier early sign up is open seller, free registration, it looks to me that you're similar to ScaleX. We bring together quota-carrying sales professionals powered by AI and different types of automation from data to email to dialing platform to a whole system around selling capability that empowers them to be the best seller they could be through technology. We bring together the software suppliers. If you think back to Betamax versus VHS, Betamax was the best on the market. VHS was the second best but VHS won at that time.
We look for the best of the best breed software and then bundle it together as part of the solution and service that we provide for customers so that they don't have to find an email platform, a social outreach platform, a data source, a person to do the calls and the emails. It seems to me that's a similar approach that you're able to help in the marketplace. Are there similarities or differences between the two models? We're more of software. It sounds like you're more to do with hardware and physical equipment.
There are a lot of crossovers and room for cooperation. That's what I try to set out to do. I can explain where this comes from. For some of your readers, this is going to resonate. I had been living at my other home in Taipei, Taiwan for years and I've developed Chinese language skills. I speak Chinese as well as Japanese. I'd been attending trade shows and industry events in Taiwan and around the region for a few years. It was like living the movie Groundhog Day with Bill Murray. It felt like I was living this same day over and over because I was going to a different trade show but having the same conversation, the same dialogue and it’s usual.
Let me explain what was happening. I would start talking with one of the exhibitors at the trade show and more often than not, it's either a senior person or the owner. These are mostly suppliers or it could be a manufacturer. It runs the full range from a small family-run operation to a massive heavy industry player. I remember I could speak their language so that did help to start the communication but what I would hear almost every time was the same response.
“You speak our language. You live in the region, you know us. You were a marketing executive for a major corporation so you know international sales but you also know manufacture, you worked in the manufacturing world. You get us, you understand. Please be our sales rep. We need you to be our sales rep. We'll give you anything you want. I'll give you the US, Europe, South America, any territory you want.” The first time you hear that it's like, “Wow,” because that's nice. You walk down and see a few more exhibits at the same trade show, same day and you're having almost the exact same.
At first, you're overwhelmed and you think like, “It sounds like a lot of opportunities that I stepped into,” but then you start thinking to yourself, “Why would they be saying this to me? It's not like the owner of the factory was waiting for me to show up.” I started to dig a little deeper into this. At first glance, it does sound like there's a great opportunity here but what is the opportunity? Because it sounds like I could go to trade shows for a couple of months and after six months, I could be a sales rep for over 1,000 companies.
I kept digging deeper and talking to as many people as I could to understand what was going on and to find, “What's the need? In their case, what's the pain point?” Some of these people are manufacturing finished products. In other cases, they are OEM manufacturers. They make things for other people. In some cases, they're manufacturing components or parts. In other cases, they're doing the assembly work. I wanted to understand, “Why are you looking at me as if I can do your sales for you?” The bottom line was and still is, there is a massive disconnect between most of the suppliers across the globe and professional salespeople. I hope that the readers read this message loud and clear. There is a massive disconnect. Those suppliers are desperately trying to connect with you and they want to find you and they certainly want to work with you.
When I say suppliers, I'm talking about manufacturers but it also could be a brand or it could be an OEM factory. It's the entire spectrum from plastics to metals to electronics to textiles. This is every market. We're talking about Asia, Europe, North America, South America. I want to fix this or solve this challenge of bringing the two together. They need to find sellers. Who do I mean by a seller? In this case, a seller is any sales professional. It could be a manufacturer's rep, an independent sales rep or a wholesaler. It might be an importer or it could be a larger company like a product marketing firm or an eCommerce company.
You might be in the US or Europe or South America. You might be a trading company in Belgium or you could be a toy distributor in New York. Seller is a broad world. It also could be, in this case, someone who wants to get into this business world whether they're wanting to become a supplier or they want to become a seller. I'm making it part of my mission to help them. I want to give them that same spark and excitement that I get out of this world. I want to share that with other people, I want to encourage them. I'm hoping that applies to a number of the people that are reading this.
I think about the companies we work with and they are Silicon Valley, Bay Area engineering types that build a company, fill a market need and have a similar problem of what you're describing. They don't have the language barrier. They do. It's not called Chinese or Japanese. It's called engineering techno language versus the language of outcomes and sales speak. The problem you're describing here has thousands of potential products to sell of those hundreds of thousands of companies. There are thousands that would fit within the niche, expertise and passion of these sellers that you're talking about, any sales professional.
You fell into it because you were a bank teller first, you learn business then you got into the foreign language, you lived in another country and then you've figured this need out and you built a life around it. Now you have two houses and life is good. You followed your passions. That's what you're saying here is that, “If you want to get into international business and you have any inkling to do it, there are people out there like you that are willing to help them build a career around this sales methodology.” It's amazing.
I mean this sincerely but this is an unusual time during this Coronavirus. I'm going to put it out. If someone thinks that I can be of any help or they want to use me as a sounding board for an idea, I'm going to make myself available. If somebody gets an email to us and lets me know that they heard about it through this program, I will personally respond.
I mentioned SalesClass.ai at the beginning of this discussion when I introduced the show and this is a platform that came as a result of the Coronavirus. I call it a COVID baby. There was a need in the market because there's so much information about selling. You can Google sales and you'll find pages and YouTube videos. What the application allows you to do is we term it Netflix for sales. You go in and it says, “My negotiation skill this week, I'm going to give myself a five because maybe I got beat up on a negotiation or it's that stage of my career. My leadership, I'm a ten because I'm fine. I'm a CEO.” There are eight questions that you answer going into the app on a given day.
The critical element in the business transaction is the salesperson.
It serves up three videos that are between 15 minutes and 50 minutes, 3 podcasts and 3 courses. The learner can go in and take advantage of the subscriber. The feedback that we've got, we launched it and there are 2,500 videos across Jeffrey Gitomer, the Little Red Book of Selling guy, Vengreso, another big company and lots of contributors. The feedback that we've gotten from a few people that I thought was brilliant was, “That's cool that you give me the 360-minute videos but I don't have 180 minutes to invest. I don't even have fifteen minutes.” Where I want to take the platform next is collapsing a training, a call, down to the salient points, the Cliff Notes version that cuts to the highlights, the chase scene. That way if you want to experience the rest of the conversation, you can do so. Imagine 2,500 videos broken down into 3 to 5-minute chunks that the AI serves up, “Here's what you should watch and it only takes you five minutes.” What are your thoughts on that idea?
It's a great application of the tech but more importantly, we're trying to help people. That's what I'm hearing. I liked the time-saver but more importantly someone listening to a condensed version might then opt once they get interested and choose to dig deeper and listen to a more full-content version. It's a great way to get people started and interested. I have a feeling that what you're doing will lead to more, that's what we're trying to accomplish as well. I had the idea for Inrepco long before Coronavirus started. It's unfortunate that we're all going through this now.
I'm mindful of that but at the same time, we have to think in terms of post-virus world, post-virus economy when we get back to some normal. What I was thinking even years ago was in many cases how the suppliers and the sellers connect or find each other is that these large international trade shows take place in the States and overseas. It's terrific but not everybody can afford to go to a trade show. Frankly, in trade shows, even the larger ones last 2 or 3 days. What are you supposed to do for the rest of the year? That was something that we saw as a part of the problem or the disconnect.
One of the ways that we're trying to address it at our company is with our platform at Inrepco where sellers, that is a sales professional, would register on this platform as well as suppliers. We call it a private platform as opposed to public. It's not social media, it's not LinkedIn. I should say up front that I understood a long time ago that the critical element in the business transaction is the salesperson. In fact, that's our motto, “Without sales, there is no business.” I knew from day one that my job at Inrepco was to cater to the sales side. I want to explain to you what that means.
Any salesperson or sales organization or sales company that registers on our platform, they can do that now at Inrepco.com. It's on the home page. It says Sellers Register Now. That is free and it's not a limited time offer. It's not going to be an upsell later. We all know that sales professionals historically have been nickel and dimed to death and nobody likes it. I'm not going to let that happen. Sales professionals, please register at Inrepco.com. No one is going to upsell you anything and no one is going to sell your name or your email. That's not our business model. Our job is to let the suppliers find you, reach out to you and hopefully transactions will come from that. We're also planning to offer additional services because we're not a dating service. It's not enough to say when a supplier meets the seller, “Good luck. See you later.” We don't take a commission on any transaction.
If the supplier and a seller connects, thanks to us, we don't take a sales commission from that. That's also not a part of our business model but I know from experience that it's not enough to introduce party A and party B. We will also offer additional services. Some of those services will be at no charge. Others will be optional and if somebody wants help, we're there for them. In more than 50% of the cases, I don't think anybody's going to need extra help once they connect and we're happy for it. We may never even know that a supplier and a seller connected thanks to us and that they've done business.
There are resources that come to mind that I'd love to make an intro to if you think it's relevant. There's a gentleman named John Guydon and he played for the University of Colorado football team. He's a smart entrepreneur. He went through one of the accelerator programs in Boulder that's well-known around the world and he's launched this business called Master Your Next Play. He's going after college athletes, generally Division I athletes. It doesn't matter if you played football, volleyball, competitive soccer, 98% of these people don't get to play competitively after college. Their mindset is like you read about. I was lucky enough to have one of these folks who played for Boston College, Josh Bordner, on my team at RingCentral and he was the first outbound business development representative.
We gave him this tool that would allow him to do 125 dials in an hour. He would come in at 6:30 in the morning and check out 300 leads from the “lead library.” He would dial over 1,000 and his top day was 1,800 dials. He scheduled more meetings than most people schedule in an entire month. Because he's that Division I athlete, he quickly learned some unique set of skillsets of how to talk to somebody effectively because you're having many of these that one of his tricks or tactics was, “Mr. CIO of eBay,” he got on the phone one day, “My VP is going to be in your area this week. I'm with RingCentral. You're probably familiar. We're the number one Unified Communications as a Service provider in the world. He's going to be in your area. I'd like to see if he could swing by and get fifteen minutes with you on your calendar.”
An email social and the phone would land him a ton of meetings. For two years in a row, he went to the President's Club. My point of that story is that now John Guydon is pulling together all these Division 1 and Division 2 athletes, putting majorly great sales trainers on top of that program to help them become great salespeople and hone in on a skillset whether it's outbound business development or code excelling. The access to that tool would be interesting because they're out of college but they're extremely competitive.
The second pool is a guy named Gino who has a pool of 500 to 1,000 people that are generally expatriates and these are people who have 5, 10 or 20 years of selling experience. They moved to a foreign country so their cost basis is extremely low and yet they've got skills like you read about. Whether you're looking for a pool of people who are highly competitive and new and have a clean slate or people who have 10 or 20 years of experience, both pools of labor are a reasonable cost point and eager and hungry to be part of something like you're talking about.
Anyone who reaches out to me or anyone you refer, that's one of the keys to success is being available and talking with people. It is a critical element in the process. I looked at one of your websites, TheSalesExpertsChannel.com and I saw on the homepage there were over 50 sales experts. That's what they are. I looked at some of their profiles and if I had the opportunity to work with that crowd, not just for my company but anyone with a company, we would kill to get access to that talent pool. Kudos to you for being able to put that together.
I would love to have those people on our platform as well. I am overwhelmed and thankful that people are finding us. We're not marketing, which our platform is still in the beta version but we are having salespeople come to us and they're registering. They're putting in their information so that they're on the platform. I have no idea how they hearing about us. Sometimes I randomly choose somebody and email them and say, “How did you even hear about it?” There’s somebody from Pakistan who signs up. I was like, “I'm thrilled. How did he even hear about it?” It's overwhelming sometimes. In part, people either know me or know what we're up to or word spreads quickly. That does seem to help.
We've already had some successes that maybe I should have mentioned that sooner. I'll give you an example. We had a manufacturer based in the Czech Republic, close to a city called Prague. This is somebody that I don't know personally. She owns a factory that manufactures industrial chemical products like degreasers and also detergents. This company has sales in their home markets. They sell to the government and they sell detergents to the major prisons. They've already got business going and they've been in business for years. They somehow got connected with Inrepco and with the platform and we heard about it. It was within a couple of weeks that they got connected to a sales organization based in Shanghai. This is a Chinese company, not a manufacturer but a sales agency that now is working with that manufacturer in the Czech Republic, which I think is amazing.
That's the whole point. That's what I want to help people to do. The other one and I learned about this lately, it's a company based in the Middle East, they're in Dubai or Abu Dhabi. They also are reaching out to this company in the Czech Republic. Now I understand that there's something special that it's not just about degreasers and chemical cleaning products. Their products are already certified in Europe as green. They don't harm the environment while they're cleaning up an oil spill somewhere or even a tarmac of an airport. What I get excited about is because I'm helping somebody. I got introduced to somebody who's in New York outside of the city. He's in Brooklyn. He's a musician.
In Coronavirus, he is still making a living as a musician. That's impressive. He invented his own electronic instruments. He didn't tell me all the details but he said he uses it while he's performing. His plan now is to get it to market. He needs help to engineer it, to design this thing and then to find someone who can help him to manufacture this. Once he's got that, he thinks that he needs to find people to help him to market it and sell it and get it to market. We had a great conversation. He's a terrific guy, a musician at heart, not necessarily a manufacturing, engineering or marketing guy but certainly could use some help. That's what we're here for. Here's another example of a way that we can help. That to me is what gets me excited. That's what gets me out of bed in the morning. I can help somebody to get some business going.
I see where it's interesting. I have a belief that there's a much higher authority that resides over my life and puts me in the game where I'm needed. We're having this conversation not by accident. I have time and time again conversations like this where I'm like, “This is amazing.” I bring that up because there's a company that came to us at the beginning of the pandemic called Bella + Canvas. They're out of LA and they were asked by the president to convert their production line from apparel over to masks. Like other companies were asked to make ventilators and other things. The head of their PR company was my customer for a $250 a month ton of a customer. She called me, “You're still out of the box with the top of the funnel and you need to help my customer pivot instantly. How can you help?”
We talked at 7:30 in the morning, Mountain Time. I was in winter park at my people's condo on the slopes. There were me and four other people in the condo, not my condo but the entire complex COVID because it was only the owners were allowed to be there. I felt like I was buttoned down in a complex. I talked to Danielle and I said, “Who do we call on?” She said, “I need heads of procurement.” Within a few hours, we pulled down a list of 1,200 heads of procurement from Fortune 2000. We got most of their cell phone numbers, if not direct. We recorded a 42-second voice greeting from her, “It's Danielle.” It sounded extremely personal because she is that kind of person that you want to talk to.
We drop that voicemail to these 1,200 people around the country. As a result over the next 8 to 10 weeks, she sold $10 million in masks. That was one channel, voicemail because everybody else is doing Facebook ads, email drops, blasts and personal voicemail worked well. In another case, we did a video intro message that says, “Michael, I see your site Inrepco and it looks amazing. What are you doing? Now check out this tab. What ScaleX does is helps you get your message out to 100 people in your market every day automated through LinkedIn.” Those are the kinds of things that we can help companies like the ones you work with on top of the funnel, pull the lists, do the emails, do the social outreach, do a voicemail drop. Even SMS is at a certain stage of the funnel. Partnering up with the top of the funnel with these manufacturer's reps makes it easier for them to do what they enjoy doing, which is selling, focusing on minuscule tasks like making cold calls and sending emails.
That’s proof that there are still many opportunities available. I know that it gets old sometimes hearing it. If readers are struggling, maybe it is because of Coronavirus. I don't want this to sound insincere. It's not always easy to hear somebody say, “There are opportunities when you're struggling.” The reality is that there are people, there are companies that need your help. Sometimes it's a matter of connecting with them. In my case because I come from this world originally with manufacturing and then I transitioned later to marketing while I was at Sanyo. I experienced both sides and I know that in many cases, there are smaller and midsized manufacturers around the globe whether it's Taiwan, Japan, Korea, it could be in Central Europe, frankly it could be in South America or right here in the US. That's something else that we want to promote and ignite is that if you've got an idea for something you can produce.
There are companies that need your help. Sometimes, it's a matter of connecting with them.
To me, I'm not the best judge of product. If you say to me, “I want to make these new doughnuts or I want to make these new washers.” Either way, I'm like, “Yes, let's do it. Let's look into getting that off the ground and bring the product to market.” At the same time, let's create jobs. I see it as where many people can benefit from great ideas and it starts with that one first step. There's something else I was going to share. I don't want to brag too much but there's a well-known saying in Japanese and anybody who's Japanese will know this, “Ichi-go ichi-e.” What it comes down to is you have a chance to meet with someone like we're doing now and that can lead to unique opportunities. The next time you go for sushi, if you want to impress the sushi chef, if he or she speaks Japanese you can say, “Gochisousama,” which means that was delicious.
There are some interesting opportunities that you bring to the marketplace. With the aggregation of the SalesClass AI videos and The Sales Experts Channel, both of those resources. I can speak on the sales class content where if you have salespeople who could use on-demand and live sales training as they get their sales career off the ground, there's an interesting partnership there.
This is an example of ichi-go ichi-e because the answer is, “Yes, we need that collaboration.”
This is fun. I've enjoyed getting to know you and I appreciate you sharing with our readers what you're doing. When you can get to the point of your career that you're at and the back half of the football game, Q3 and Q4 are all about giving back to the world and I can sense that's what you're here to do and I applaud you for it. I’m on the same mission in my career. Although I don't feel like I'm quite on the second half or the back nine yet.
You're certainly on the way. There's no question. To anybody who's reading this, if you want to get a hold of me, I'm not trying to necessarily promote Inrepco, I encourage anyone on the sales side, do go to Inrepco.com. Do register as a salesperson. It doesn't do any harm.
What if something comes to you that was meant to be that says, “It's this particular product,” and maybe your son or daughter has a disease or maybe there are certain things in life that when you put yourself out there, I guarantee you that one of these manufacturers are going to come knocking on your door and say, “We did 80% marketing product?” They'll sell a million dollars a year and it fits right in your sweet spot and passion.
It happens when you least expect it. It was Woody Allen who said that 95% of success is showing up. This is an example of that. If somebody wants to get ahold of me, they can go to Inrepco.com and then they can contact us through there and mention my name. If they want to find me on LinkedIn because there are many people with my name, it's better to search for Michael H. Kaplan. We'll accept anybody who wants to connect. More importantly, if somebody emails me and says that they read about this through you, I will make myself available personally.
I enjoyed the conversation, Michael. I will stay in touch with you. One of my superpowers is follow-up skills. I've got a 1.5 pages of notes here on both sides and I've got some action items to follow with you.
If anybody looks at the website Inrepco.com and has ideas and either wants to participate or has an idea of something that we should do to help, let me know. That's how we make a better company is by bringing in the best people. We're still putting our team together. We're still growing. We've been lucky at this early stage but this is the fun part. This is the time when we want to do the right thing. We're not trying to be another LinkedIn. I love LinkedIn. I'm not going to knock any of the sites. We want to focus specifically on business, suppliers and sellers. Although any seller can come on and enlist or enroll or register, that's not necessarily the same for suppliers. We want to try to make sure that the suppliers who are on the platform are honest to goodness suppliers and have no other motives. That's why we call this a private platform as opposed to something public.
Thanks for coming to the show. I will catch you at the next one. Michael, have an amazing day. Thank you for joining.