{
  "version": 3,
  "sources": ["ssg:https://framerusercontent.com/modules/mJxhOdGj0cIpfR0bju6p/BwGqxL8pEpJDcAnuDqrh/CrpL01FMu-5.js"],
  "sourcesContent": ["import{jsx as e,jsxs as t}from\"react/jsx-runtime\";import{ComponentPresetsConsumer as o}from\"framer\";import{motion as a}from\"framer-motion\";import*as n from\"react\";import{Youtube as i}from\"https://framerusercontent.com/modules/NEd4VmDdsxM3StIUbddO/5RntGP0I11dGShtzMldK/YouTube.js\";export const richText=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (00:02.062)\"}),/*#__PURE__*/e(\"p\",{children:\"Welcome back everyone. Today we're here with Sterling Douglas. He's the co -founder and CEO of Chowly, which provides point of sale integrations with third party ordering solutions, as well as offering their own online ordering, smart pricing and digital marketing solutions to over 17 ,000 restaurants across the country. Sterling, super excited to have you on today. Thanks for coming and sharing your wisdom and knowledge and just your story in general.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (00:30.263)\"}),/*#__PURE__*/e(\"p\",{children:\"Thanks for having me on Shane. I'm looking forward to sharing some stories and talking about some marketing tactics that some restaurateurs can take home with them.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (00:37.422)\"}),/*#__PURE__*/e(\"p\",{children:\"Awesome, I love that. Maybe before we dive into the tactics, can you share a little bit more about your background and the story that brought you into the industry here?\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (00:46.679)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, I think like a lot of people, I kind of stumbled my way in to the restaurant space. I was originally an actuary for those of you who actually know what that is, but it's pretty nerdy profession, a lot of math and left after a couple of years because I just had that entrepreneurial bog. I just had that itch to scratch. So I started my first company was a look as a bar ordering app. So customers in a crowded bar could order and pay for drinks on their phone. And the company failed after six months and.\"}),/*#__PURE__*/e(\"p\",{children:\"But one of the problems that we discovered was that there was point of sale integration was a problem. And so this kind of led us to discover the idea for Chali and that integrating instead of our own app into point of sale systems, why don't we integrate all the apps that already exist? Like, you know, the time Grubhub and E24 and Caviar. And that's how we kind of got started. We built really strong point of sale integrations and then the more...\"}),/*#__PURE__*/e(\"p\",{children:\"we built those up the more restaurants that we added, the more they asked for other things like first party online ordering, digital marketing tools and things like that. So fast forward a few years and, you know, I kind of fell in love with the SMB restaurant space. They are entrepreneurs as well, which is my true passion. So it's kind of a dream. I get to help entrepreneurs every day.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (01:58.35)\"}),/*#__PURE__*/e(\"p\",{children:\"I absolutely love that. It's funny, there's a lot of overlap between your background and story and mine. I originally started an online ordering company and we pivoted, it was not an actuary. I don't have the math jobs for that. So definitely not, but my online ordering business, we ended up seeing all of the challenges with like customer data and decided, hey, what if,\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (02:08.378)\"}),/*#__PURE__*/e(\"p\",{children:\"Nice. But were you an actuary before that?\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (02:26.03)\"}),/*#__PURE__*/e(\"p\",{children:\"What if instead of being the ordering platform, we sit on top and help manage the data flow? And so, you know, definitely understand a lot of those problems and have loved what Chowly has accomplished through the years. You know, maybe the focus of this type of conversation is obviously on the tactics that these restaurant operators can go and take away. What have been some of the favorite tactics that you've\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (02:47.129)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm. Sure.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (02:55.342)\"}),/*#__PURE__*/e(\"p\",{children:\"seen and helped others to implement through the years.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (02:59.707)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, so I'll be honest, I'm a little newer to the digital marketing side of the restaurant business. We acquired a company last year called Targetable, which was basically a done for you digital marketing tool for SMB restaurants. And one of the reasons that we really wanted to do that is because when we were talking to restaurants, right, we were doing, we were integrating their third party orders, we were doing their first party orders. But at the end of the day, the value of your ordering is how many orders you're actually bringing.\"}),/*#__PURE__*/e(\"p\",{children:\"And especially in the SMB restaurant side, they can't afford these, you know, these marketing teams. Right. And so when we acquired Targetable, it was to solve that exact problem and start to leverage the different tactics and things that they were doing to help their restaurants. And it's been really interesting, Shane, as I've been getting educated on the space from the folks over at Targetable. And so when you ask about like basic tactics, I try to zoom out and try to think what the restaurant is trying to accomplish first.\"}),/*#__PURE__*/e(\"p\",{children:\"because there's a lot of different things you can do in the digital marketing side of things. And some things are more geared towards, you know, generating demand in the first place, like actually creating more demand for your restaurant. And some things are actually more for creating more repeat orders and trying to get them. A common one I think about is email marketing. Email marketing is not going to find you new customers. Email marketing is going to generate more orders from your existing customer base. And so it's a very different...\"}),/*#__PURE__*/e(\"p\",{children:\"tactic, if you're going to try to put more into email marketing or SMS or push or whatever you want versus, Hey, maybe we want to do more awareness campaigns. Maybe we want to see, you know, who is actually searching for us. How can we increase traffic from Google? and how can we make sure that we have our ratings and our hours up to date? You know, one of the number one things we tell our restaurants before we do anything else is make sure your listings are all up to date.\"}),/*#__PURE__*/e(\"p\",{children:\"because I think of each one of these as, I think of restaurants with a physical storefront, I think of them with a digital storefront. And every one of these listings is another door to your digital storefront. Google's the biggest store. But a lot of times you go to Yelp or TripAdvisor or Apple Maps, these are smaller doors, you might appear as closed. And so you have digital foot traffic that's walking by that literally can't open the door to get into your digital storefront. So when I think of tactics, I really zoom out and think about what are you trying to accomplish?\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (05:20.858)\"}),/*#__PURE__*/e(\"p\",{children:\"because there's a big difference between trying to create more orders from existing customers and trying to get more customers in the first place.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (05:27.438)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, and obviously both have a space and are important in this game. Why, I guess, when we're thinking about maybe the repeat side of things and where email marketing could come into play and increase in that purchase frequency, how should restaurant owners be thinking about applying that type of tactic versus the...\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (05:31.993)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (05:42.553)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (05:57.07)\"}),/*#__PURE__*/e(\"p\",{children:\"the demand gen and the new customer acquisition in the first place, and why would they spend resources in one versus the other? Not necessarily at the expense of the other, but there is a difference there.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (06:11.708)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, look, there's a certain amount of customers that will become repeat orders, right? And there's only so many in the area. If you whittle it down and think about the different characteristics those customers have to have, you start getting into somewhat small numbers. One, they just have to be willing to go out to eat pretty often, which not a lot of people don't. A lot of people, that is a special treat. They're only going out to eat once a month.\"}),/*#__PURE__*/e(\"p\",{children:\"So that means you only have 12 opportunities a year to try to get them to go to your restaurant. So if you've already got one and you're competing against 11, that's going to be some stiff competition. So you've got to think about, all right, well, number one, they have to love our food. Number one, they probably have to be, or number two, they have to be close by. Number three, they have to actually go out a lot. Number four, they have to have an incentive, you know, to come back. All right. And that's where things like promo codes and emails or LTOs or things that give them something new to try. Those all kind of come into play.\"}),/*#__PURE__*/e(\"p\",{children:\"And so it just depends on where the restaurant believes there is more meat to chew on. Like where is there more meat on the bone? And a lot of times you can actually tell fairly quickly. We're big proponents of actually buying branded keywords for restaurants on Google ads. If you talk to digital marketing agencies, a lot of times they'll tell you not to do this, because people are already searching for your restaurant.\"}),/*#__PURE__*/e(\"p\",{children:\"Why would you wanna pay Google for that click and for that view? But the other piece of value you get other than the click is they're going to give you more information about what people searched for that wasn't your branded name, but that ended up clicking on your name. And a lot of times that can inform how to create more awareness for your brand. For example, we have a lot of groups where instead of there being food near me,\"}),/*#__PURE__*/e(\"p\",{children:\"if there's a lot of Spanish speakers in the community, it'll actually be near me, but in Spanish. And that keyword is a completely different keyword that you can actually acquire usually for quite cheap on Google ads. And you wouldn't find that out if you weren't buying that branded keyword in the first place. And so a lot of times what you're paying for is learning and that can increase a lot of awareness and get more of that top of funnel demand creation for your restaurant.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (08:33.582)\"}),/*#__PURE__*/e(\"p\",{children:\"You know, that concept of paying for learning, I think is interesting because so many restaurant owners, especially if you're a small restaurant operator, you've tried so many different marketing tactics through the years, and often you don't know if they're working, you feel like you're throwing money at the wall, and you wasted dollars. But if you're doing it right,\"}),/*#__PURE__*/e(\"p\",{children:\"Those are investments in learning either what to do or what not to do so that you don't keep spending money frivolously. You want to learn from every dollar that you spend and see how it can make you more.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (09:15.101)\"}),/*#__PURE__*/e(\"p\",{children:\"It's really hard to do, especially in a restaurant industry where the margins are so slim. It is so hard to accept a soft cost or it's so hard to accept learning as something to pay for, but it is so critical. And it's not just restaurants, it's every business. There are tons of times where at Chowly we have spent money and we haven't gotten the dollar ROI, but what we did get was a very important learning.\"}),/*#__PURE__*/e(\"p\",{children:\"Whether we learned more about our customers or whether we learned more about our data, or we learned more about the market, we learned more about our product. Those things have value. It'll always be difficult to try and like to try to monetize like, all right, that value was worth, you know, $800, but it is incredibly valuable. And so for a restaurant learning more about their customers is a really great investment because they may know the customers that come in the door, but it's really hard for them to know the ones that are searching and passing by their digital storefronts.\"}),/*#__PURE__*/e(\"p\",{children:\"because unless they're making some type of investment, those are really hard to see.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (10:15.694)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, so we're talking about the importance of data and you highlighted a great way to get those learnings, which is buying some digital ads through Google Ads, which can often be done for fairly cheap to get some of those learnings. What are other ways that restaurant operators can get learnings about their customers or data that could actually be used for marketing?\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (10:27.58)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (10:44.764)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah. I mean, man, data that can be used for marketing. I mean, any attribute that they can get on their customers is going to be helpful. I mean, man, yeah, there's a lot of, a lot of ways we can go there. in terms of competitive analysis, I think that there's a lot that they can glean off of by looking at their competitors, you know, in the areas, restaurants on the whole, if you look at the entire U S.\"}),/*#__PURE__*/e(\"p\",{children:\"It's a relatively oversaturated market. There are typically more restaurants per square mile than are needed to meet the demand of the consumers in that same square mile. This makes it hyper competitive, especially on the local side of things. And so making sure that you have a very good grasp on what your area does, what they can handle, what the competition is like, can give you...\"}),/*#__PURE__*/e(\"p\",{children:\"a ton of data that can inform decisions. Something as simple as Google ratings can actually be really helpful and not just the ratings themselves, but the velocity of them, right? How many ratings per month are some of your competitors getting and how do you compare? This can actually give you insight into how they're doing from a total sales.\"}),/*#__PURE__*/e(\"p\",{children:\"perspective. If they're doing 10 reviews a month and you're doing 20, that's an indicator that you might be actually doing significantly better than them from a volume and you're winning more of the customer's wallets in that very competitive area that you're in. Now, there's also other variables. If you have a polarizing staff, you're going to get a lot of views because reviews usually come in the form of one star or five stars.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (12:33.102)\"}),/*#__PURE__*/e(\"p\",{children:\"Yes.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (12:36.381)\"}),/*#__PURE__*/e(\"p\",{children:\"So if you have a polarizing experience, you might just generate more reviews because that's what people write about. But it is something, it's an indicator, it's a piece of data that can help inform kind of how you're doing and what your expectations are.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (12:51.502)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, and you talked earlier about, there's your physical storefront, but there's also the digital storefronts. And every listing that you have is a door that can potentially be opened and lead to orders and transactions. You mentioned how Google is one of the largest digital storefronts. Maybe -\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (13:10.757)\"}),/*#__PURE__*/e(\"p\",{children:\"It's a big door. It's like 10 feet tall. It's like barn doors opening up to your restaurants.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (13:16.462)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, can you maybe like speak to that a minute on like how do restaurants take advantage of that barn door and build towards that because there are opportunities there to drive more revenue even without going and saying hey I have to spend a ton of money to optimize this. Can you speak to that a little bit?\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (13:38.429)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, it's less about money and more about time. And we talk a lot to our restaurants about this idea of return on time. Everybody talks about ROI, like return on investment. And a lot of restaurants do that. When you're a smaller operator, when you're one, two, three stores, and as the owner or kind of the lead operator, you, your time is actually your biggest resource.\"}),/*#__PURE__*/e(\"p\",{children:\"And making sure that you're spending time on the things that are getting maximum impact is critical. You could be a Michelin star chef. That doesn't mean that you can, you know, or like orchestrate and like lead an orchestra or like write a song. Could you do that? Yeah, probably. If you're a Michelin star chef, your creativity and your brain's off the chart, but it's not the best use of your time. And so when I think about operators and I think about optimizing for, for, for Google and making sure that that's done,\"}),/*#__PURE__*/e(\"p\",{children:\"It's not, it's less about the money. It's more about the time that it takes. Cause not only the, the, the one time kind of like set up and fill out all the fields, there's constant upkeep and Google changes it so often. Like every, every month or two, Google changes that, right? They, they just added promos to their section for that, that Google play sheet. And when you search the restaurant thing that shows up, you can link your socials now.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (14:48.75)\"}),/*#__PURE__*/e(\"p\",{children:\"same.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (14:59.806)\"}),/*#__PURE__*/e(\"p\",{children:\"so you can post on Instagram and those posts will actually show up there. There's a bajillion different metadata fields that, that you can put on there. And the way that Google tends to rank whether your restaurant shows up is how much information you have given them because they believe that the more information you give them, the more the customer wants to see it. Right. Customers want to, they have questions. They're trying to see if you're dog friendly. They're trying to see if you have a patio, they're trying to see if you're what your hours are for, for Memorial day.\"}),/*#__PURE__*/e(\"p\",{children:\"And typically, the more data you have in Google, the more likely you're going to be to answer that question and give the information that that consumer is looking for, and that's what Google loves. And so making sure that that Google profile is as rich as possible is key to driving more traffic, and Google will reward you for that work. But the question is how, if that's how you want to spend your time. And there's a lot of great tools out there. And look, it's more than just Chally. Chally will definitely help with this. We do this all the time. And it's...\"}),/*#__PURE__*/e(\"p\",{children:\"something that we love to help with, but there's other tools too. And it's a great case where you can get a pretty good return on your time if you can outsource that one to a tech provider who does it all day.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (16:09.134)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, I love that. So the more information you can have in that Google listing, the bigger that barn door can open for your customers. I absolutely, I love that analogy. I'm gonna start saying that so often.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (16:23.102)\"}),/*#__PURE__*/e(\"p\",{children:\"I do it, I do it, I love it.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (16:26.606)\"}),/*#__PURE__*/e(\"p\",{children:\"And another piece to the puzzle is that enigma of how do I know that the marketing tactics that I'm implementing are actually working? And this is crucial because marketing in SMB restaurants historically has been a throw it at the wall and you don't know if it stuck or didn't. How have you seen operators go about actually tracking what's effective and what isn't?\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (16:38.098)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (16:55.424)\"}),/*#__PURE__*/e(\"p\",{children:\"Yes, and this is a giant, it depends answer. Every restaurant is going to want to see if I spend $1 ,000 on ads, how many sales did I get from that ad? That is what they want. They want to see a direct return on ad spend, a ROAS. This is what a lot of enterprise restaurants talk about all the time. But we found...\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (17:00.974)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (17:24.513)\"}),/*#__PURE__*/e(\"p\",{children:\"The overwhelming majority of time, that's actually not what they should be focusing on because there's an order of operations that you need to do to build a foundation before you can start trying to use ads as a direct way to generate net new sales. Now that's something that we do and it's something that is important, but you have to take care of two things first. You have to take care of your awareness and you have to take care of your acquisition.\"}),/*#__PURE__*/e(\"p\",{children:\"Once those two things are complete, then you can look at attribution or conversion, depending on the platform you're on. They call it something different. And those things are measured differently. Awareness is going to be much more measured on things like how often are people searching for your restaurant? So the example I give a lot, there's a place near near me, a little South of Denver. It's an ice cream shop and everybody in Colorado Springs knows this ice cream shop.\"}),/*#__PURE__*/e(\"p\",{children:\"So when they Google stuff, they don't Google ice cream and find this restaurant. They Google the restaurant and then order from it, but they have another location that's up north of Denver. And it's the opposite story. People are searching for ice cream and finding them. What that means is that their stores in Colorado Springs have excellent awareness. So we don't need to be spending money on trying to increase awareness. They are, everyone knows they exist. Right. But that other store.\"}),/*#__PURE__*/e(\"p\",{children:\"We need to start with awareness and we need to make sure people actually know the brand is there. So we need to just generate more of that super top of funnel trap digital traffic to that door. But let's go back to that one in Colorado Springs that everybody knows this restaurant. Right. So now we got to make sure, all right, are we, is that digital? Are we capturing it? Like, is that, is that digital traffic? Are we actually acquiring those people who are searching to them? And this is when we look more at cost per click.\"}),/*#__PURE__*/e(\"p\",{children:\"Right. So as that cost per click super low, because everyone's kind of already searching for the restaurant. So that's a metric that you'd actually look at if you were focusing on acquisition. But then you've even got to go further. All right. If we, if we know that they they're searching for us and we're acquiring the click, now we can start looking at attribution. If we do an ad, are we going to get more of those? And we can actually connect that and see that, Hey, we spent a thousand dollars in ads. It generated $8 ,000 of sales.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (19:43.138)\"}),/*#__PURE__*/e(\"p\",{children:\"Here are the 120 customers that did it. Here's what they ordered. Here's their email address. Now let's throw them into the email marketing so that we can try to turn them into repeat customers because everyone knows repeat customers are actually the most profitable. So when we kind of zoom out, you know, and we think about this process, we really think about creating the demand, which is the awareness, the, awareness acquisition attribution. We think about capturing it and making sure that we have a high performing online ordering site. And then we actually think about converting it.\"}),/*#__PURE__*/e(\"p\",{children:\"That means it needs to be integrated. That means it needs to be profitable. And that means we can kind of convert them into repeat customers. Cause at the end of the day, all this is for not, for not converting this into profits.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (20:22.478)\"}),/*#__PURE__*/e(\"p\",{children:\"Absolutely. And I love the funnel that you described and that especially at the end, the target is to have that repeat guest. If you can have that repeat guest who loves the place, loves the food and keeps coming back and likely is gonna bring their friends or go with others, that becomes your most profitable customer. And...\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (20:33.155)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (20:48.366)\"}),/*#__PURE__*/e(\"p\",{children:\"once you've established the baseline of the awareness and the acquisition, then your dollars go a longer way because you can focus on that repeat guest. That's a fabulous way to describe that. Now, I know that you talked about Chalet's acquisition of Targetable and the goal to really have this done for you marketing experience. And I know,\"}),/*#__PURE__*/e(\"p\",{children:\"Email marketing has been a tool that Chowly has implemented for a lot of their customers along the way. Can you speak to the types of results that people get with email marketing? And if you're just a first time operator who has never done email marketing before, how does one go about actually setting that up and what do they do for email marketing?\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (21:44.998)\"}),/*#__PURE__*/e(\"p\",{children:\"I mean, the first thing they have to do is actually have emails. right. And, and your email list is, is incredibly important. And there's a, there's a, there's a size that it gets to that will kind of inform you that you, that you have enough. I've talked to restaurant tours who know that per location, once I get 4 ,000 emails on my email list, I know that restaurants going to start making money.\"}),/*#__PURE__*/e(\"p\",{children:\"Like there is, there are, there are like, that's how important it is. So having just an email list and it seems so simple, but whether you're getting that from one of the wifi setup tools, whether you're getting that from your first party ordering, whether you're getting that through just like a newsletter sign up, or if you're, if you're trying to get a loyalty program, they're more expensive, but it's all these ways to collect data. And at the end of the day, you're trying to collect that email list or you're trying to get the phone number and get a phone number with text marketing is incredibly effective.\"}),/*#__PURE__*/e(\"p\",{children:\"You have to be careful you don't spam them because it is a bit more intrusive. But in terms of open and reply rates, it's significantly higher than email. And so you've got to collect those data and you can do that a number of different ways. And then it's a matter of, all right, what am I emailing them? Am I providing value? The value can be simple. It can be just a picture of a delicious meal. Like it can be a 10 % promo. It can be a BOGO. It can be a limited time offer.\"}),/*#__PURE__*/e(\"p\",{children:\"It can just be a, hey, we missed you. Like it's gotta just provide a little bit of value. but really you're just trying to stay top of mind and capture some of the mind share, you know, all of those customers. because the more you do that, the more connected they'll feel. There's a customer, there's a restaurant by me. you know, I live right outside of Denver and, their loyalty program, Solaris. there's no points. there's, there's no, they don't even leave your email. It's just your phone number.\"}),/*#__PURE__*/e(\"p\",{children:\"And all it is is the owner texts you a dad joke every Monday. That's it. So every Monday I get a dad joke. Some of them are good. Some of them aren't, but I'm connected like to that brand and it's always top of mind. So when I'm in that area, I'm going to go grab a hot dog from Harley's.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (23:56.718)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah. I love that. That's probably one of the more unique, like actionable tactics that I've heard in a while is the dad joke text loyalty program. I love it.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (24:03.91)\"}),/*#__PURE__*/e(\"p\",{children:\"You\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (24:08.334)\"}),/*#__PURE__*/e(\"p\",{children:\"Monday dad joke every every Monday I start off with a little smile.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (24:13.55)\"}),/*#__PURE__*/e(\"p\",{children:\"That's fabulous. And that's the other thing to remember that it's not always sheerly about this marketing impacted and brought a transaction directly. It's that connection that Harley's made with you that causes you to them to be at the top of your mind when you're hungry and you need to go eat or, hey, I'm in the mood for something fast. well, Harley's is at the top.\"}),/*#__PURE__*/e(\"p\",{children:\"And I'm thinking of the dad joke because I have this connection and this relationship with the brand.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (24:46.119)\"}),/*#__PURE__*/e(\"p\",{children:\"It's the hospitality moment. Every great, every great brands in the restaurant space all have a hospitality moment. There's one thing that they do, maybe two that you associate with them. Everyone knows that when you go to Chick -fil -A, they don't say you're welcome. They say my pleasure. Right. And there's a million different ways to do it, but that hospitality moment is how you connect with, you know, with your customers and knowing what it is, and then just repeating it over and over again. It's one of the keys to the fastest growing restaurant brands that we see every day.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (25:15.918)\"}),/*#__PURE__*/e(\"p\",{children:\"awesome. Sterling, this has been just an action -packed 25 minutes here. Thank you so much for coming and sharing these tactics, these insights, and more of your story. How can restaurant owners follow you and and or learn more about Chowly?\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (25:34.44)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, of course. I mean, simple chally .com to learn more a little lead forum there. Tons of content with tons of case studies, blog totes on a lot of the stuff that I talked about today. I am obsessively posting on LinkedIn. I post about this stuff a lot just because I love talking to you about it. I love talking about it and I love talking about entrepreneurs. So, you know, feel free to give me a follow there too so that you get more of the content if it's interesting to you.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (26:01.102)\"}),/*#__PURE__*/e(\"p\",{children:\"Aasimul Sterling, thank you for coming on. We really appreciate your time and your insights today, thanks.\"}),/*#__PURE__*/e(\"p\",{children:\"Sterling Douglass (26:06.696)\"}),/*#__PURE__*/e(\"p\",{children:\"Thanks for having me, Shane.\"})]});export const richText1=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Bruce Irving, founder of SPM, and Shane Murphy, founder of Boostly, talk about the benefits of text marketing in the pizza industry. Bruce shares his background of working in pizza shops, growing his own business, and the lessons he learned along the way. He talked about the benefits that he sees in using text marketing to effectively reach consumers where they spend their time\u2014their phones. \"}),/*#__PURE__*/e(\"p\",{children:\"Shane explains the story of how Boostly got started and goes over how Boostly works, from starting a text club to tracking the orders and revenue that it drives. Shane answers questions about text marketing that Bruce asks.\"}),/*#__PURE__*/e(a.div,{className:\"framer-text-module\",style:{\"--aspect-ratio\":\"560 / 315\",aspectRatio:\"var(--aspect-ratio)\",height:\"auto\",width:\"100%\"},children:/*#__PURE__*/e(o,{componentIdentifier:\"module:NEd4VmDdsxM3StIUbddO/5RntGP0I11dGShtzMldK/YouTube.js:Youtube\",children:t=>/*#__PURE__*/e(i,{...t,borderRadius:0,bottomLeftRadius:0,bottomRightRadius:0,isMixedBorderRadius:!1,isRed:!0,play:\"Off\",shouldMute:!0,thumbnail:\"Medium Quality\",topLeftRadius:0,topRightRadius:0,url:\"https://www.youtube.com/watch?v=zMgEtrIV39M\"})})})]});export const richText2=/*#__PURE__*/e(n.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"Welcome to another episode of Smart Pizza Marketing! In this episode, our host Bruce sits down with special guest Shane, the founder of Boostly.com. Boostly offers a fast and efficient text marketing service that allows pizzerias to reach their customers in real time, resulting in increased orders and revenue. With a simple registration process and minimal effort required from the user, Boostly takes care of all the marketing needs, freeing up restaurant owners to focus on other aspects of their business. Shane also discusses the importance of text messaging as a marketing channel, especially for targeting specific parts of a restaurant's business. Tune in to learn more about Boostly's innovative products, the power of text marketing, and how it can revolutionize your pizzeria's customer outreach and operations. Let's get started!\"})});export const richText3=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Matt Doka, co-founder and CTO of Fivestars, shares the story of how Fivestars started and the importance of loyalty programs for small businesses. He discusses the shift from just having a loyalty program to creating a comprehensive life cycle communication platform that turns transactions into relationships. Matt emphasizes the effectiveness of text and mobile push notifications compared to email and the importance of choosing the right partners in the industry. He also provides advice for small restaurant owners and encourages them to leverage their partners to grow their businesses.\"}),/*#__PURE__*/e(a.div,{className:\"framer-text-module\",style:{\"--aspect-ratio\":\"560 / 315\",aspectRatio:\"var(--aspect-ratio)\",height:\"auto\",width:\"100%\"},children:/*#__PURE__*/e(o,{componentIdentifier:\"module:NEd4VmDdsxM3StIUbddO/5RntGP0I11dGShtzMldK/YouTube.js:Youtube\",children:t=>/*#__PURE__*/e(i,{...t,borderRadius:0,bottomLeftRadius:0,bottomRightRadius:0,isMixedBorderRadius:!1,isRed:!0,play:\"Off\",shouldMute:!0,thumbnail:\"Medium Quality\",topLeftRadius:0,topRightRadius:0,url:\"https://www.youtube.com/watch?v=4s5qbiEkPes\"})})}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Takeaways\"})}),/*#__PURE__*/t(\"ul\",{style:{\"--framer-text-alignment\":\"start\",\"--framer-text-color\":\"rgb(253, 253, 253)\",\"--framer-text-stroke-width\":\"0px\",\"--framer-text-transform\":\"none\"},children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Loyalty programs are important for small businesses as they help turn transactions into relationships and increase revenue.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A comprehensive life cycle communication platform that includes text and mobile push notifications is more effective than just having a loyalty program.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Choosing the right partners, such as payment processors and marketing providers, is crucial for the success of a small business.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Text and mobile push notifications have higher conversion rates compared to email.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Small restaurant owners should ask questions and leverage their partners to get the most value out of their marketing efforts.\"})})]})]});export const richText4=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\" Shane Murphy (00:02.094)\"}),/*#__PURE__*/e(\"p\",{children:\"Welcome back everybody. Today we are joined by Matt Doca, the co -founder and CTO of Fivestars, which is a loyalty program which has had over 30 million people get rewarded at over 12 ,000 local businesses. And they've driven over $2 billion in transactions throughout their network. Also the word on the street is that Matt grill's a killer steak. And Matt has been super, super helpful through the years for people like me who are in the industry and always trying to level up our game. So I've appreciated Matt and all that he's done for not only me, but the industry as a whole. Matt, thank you so much for joining and sharing your knowledge and experiences with the audience here.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (00:47.344)\"}),/*#__PURE__*/e(\"p\",{children:\"Thanks Shane, happy to be here. Looking forward to the conversation.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (00:51.246)\"}),/*#__PURE__*/e(\"p\",{children:\"Well, maybe before we just dive in, can you tell us more about your background as well as the story of Fivestars and how it all got started?\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (01:01.488)\"}),/*#__PURE__*/e(\"p\",{children:\"Sure, sure. So I grew up in a border town. I was born in El Paso, Texas and both of my parents were doctors.\"}),/*#__PURE__*/e(\"p\",{children:\"and did a lot of work with their careers doing volunteer work and mission work south of the border. And as a kid growing up, you know, we were brought along for the journey, me and my brother. And as much as I loved seeing and kind of growing up and taking in that example of how to use your careers to have an impact on people, I hated biology. Too much memorization, not enough math. Don't tell my parents that, but I decided instead I was going to study engineering, no medicine for me, did engineering and finance at Penn. And the first part of my work journey was\"}),/*#__PURE__*/e(\"p\",{children:\"trying to find a career I liked and where I could do what my parents were doing. So my first job was at a hedge fund. It was very intellectually interesting and zero missional impact of any kind. I mean, maybe we made some foundations, more money that maybe they gave to good causes, but not this sort of tangible thing that my parents, I saw my parents really model for me and my brother when we were kids. I tried, so the next thing I tried was investment banking. That was also not exactly the first time.\"}),/*#__PURE__*/e(\"p\",{children:\"the most impactful thing. And I met a friend who, after my summer in banking, I had a friend who was at McKinsey, actually two friends, Steve Leisner and Jesse Poojee, and Jesse's actually gone on to be an entrepreneur as well and kind of paved the way in a lot of ways for me. And they both were at McKinsey and said, hey look, there's this program here, if you do it, you do your two years in consulting, you can go volunteer with your consulting skills in a developing country. And I said, well, that sounds really great. Sure, let's try for McKinsey, like only the number one consultant.\"}),/*#__PURE__*/e(\"p\",{children:\"consulting firm, but I rolled up my sleeves and tried really hard and got in. And so when I graduated, I went to McKinsey's New York office. I did my two years there and met my co -founder, or guy who eventually became my co -founder for Fivestars, Victor Ho. We met there, decided we didn't want to make slides for a living, wanted to build something that was making an impact. He had a similar vision for having an impact with his career. We wanted to do something around communities. And we weren't, we were probably more on the\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (03:09.01)\"}),/*#__PURE__*/e(\"p\",{children:\"business finance side than the like really cool social network side. So we decided to focus on small business and those commerce communities and not like the Facebook communities that are maybe a little cooler than we were. That was really the vision behind Fivestars was building technology that would help connect people and businesses more closely together. And the US businesses and particularly small businesses with a lifeblood of the American economy and of American communities. And 200 years ago, 100 years ago even, they were\"}),/*#__PURE__*/e(\"p\",{children:\"were also the lifeblood of social life. You had credit, you had relationships, it was the place of a city or a town was the general store or the restaurant or whatever. That's changed a lot. It's still the lifeblood of our economy, but not so much the social lifeblood. And so we wanted to build Fivestars around.\"}),/*#__PURE__*/e(\"p\",{children:\"software that would bring both of those elements together, helping businesses to thrive, but also the communities around them to thrive and to turn transactions into relationships. We got into Y Combinator, which was an amazing journey, really early on. And it was really right around, right before that time, actually, I did get the chance to go volunteer in a developing country. I went to Uganda for five months, which was an incredible experience, which I'm grateful to this day that McKinsey provided me, but landed, I think it was my interview with Y Combinator.\"}),/*#__PURE__*/e(\"p\",{children:\"Y Combinator was like a week after I landed. It's a bit of culture shock I was dealing with, but we hit the ground running and 13 years later, here we are still powering CRM, CDP, customer identity and loyalty in small businesses around not just the US now, but also UK, Honduras we're launching next month and Canada we're in RAD and Puerto Rico is not really a different country, but there's a lot of regulations that are different there and we're live there as well.\"}),/*#__PURE__*/e(\"p\",{children:\"So it's been a great journey. It took a lot longer to achieve some of these milestones than we thought when we were young, naive and optimistic. But it's been a good one and happy to share whatever I can from it today.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (05:13.486)\"}),/*#__PURE__*/e(\"p\",{children:\"That's amazing. I love that. It always does tend to take longer than we start out thinking. And thank goodness, because if we knew how long it would take upfront, we might not have started in the beginning. But that's awesome. I love hearing that background and story and how you guys got into that. Maybe I'm curious, were there any specific problems or issues that you were observing with\"}),/*#__PURE__*/e(\"p\",{children:\"these small businesses that led to like down the loyalty path in creating these. How do we connect consumers and businesses and turn those transactions into relationships?\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (05:56.336)\"}),/*#__PURE__*/e(\"p\",{children:\"So good question. I think our anecdote from living in New York for two years was that even though we frequented places constantly like the neighborhood coffee shop, the neighborhood restaurant, we were not only were we a nameless face, but when we didn't show up or when we finally moved, no one had any idea. And all of the small business owners we talked to,\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (06:17.134)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (06:21.456)\"}),/*#__PURE__*/e(\"p\",{children:\"know some regulars, have a sense that regulars are an important part of their business, but regular or not, they have no way to reach somebody out of the store. They don't know how often that person's coming in and they can't communicate with their most important clients or even any of their clients really effectively for that matter, maybe with the exception of some posts on Facebook.\"}),/*#__PURE__*/e(\"p\",{children:\"Maybe an Instagram here and there. But when you think about your close friends that you communicate with, you're communicating over text. Sometimes you're using WhatsApp like mobile push. You're rarely sending email and you're especially not hoping your friends just see a, I mean maybe some acquaintances see a post, but you're using that to make people jealous. You're not actually making things happen through those communications. And so we wanted to bring the ability to know and talk to your customers and engage with them, not just when they're in the store.\"}),/*#__PURE__*/e(\"p\",{children:\"but especially when they're out of it or when they have gotten out of the habit of coming back to every small business in America.\"}),/*#__PURE__*/e(\"p\",{children:\"and the most powerful examples of this already were emerging at that time. You had Sephora had an incredible loyalty program they built. Unfortunately, it was on email and that was not actually, it turned out to be a little culturally insensitive and we studied this with McKinsey. It's like very hard for some cultures to understand the email addresses of other cultures because names are complicated. We live in a wonderfully, you know, multi pluralistic society, but that's tricky. So what's easier?\"}),/*#__PURE__*/e(\"p\",{children:\"What's easier than an email and a name is phone number. Everybody's got a phone number. And so that was really the key behind what we did. And we drew a lot of inspiration from Sephora, drew a lot of inspiration from another client of ours, Starbucks. And we wanted to take that technology and make it available for the little guys so they could build these big databases. And not just have this list and boring analytics, but actually bring people back in more frequently and recover lost customers. People who've just gotten out of the habit of going in or maybe had some issues.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (08:24.61)\"}),/*#__PURE__*/e(\"p\",{children:\"they need to talk about, whatever it is, we start that conversation going for them automatically without any work and get those folks coming back in.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (08:34.158)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, so you touched on this lightly and I'd love to explore a little deeper, but like at its root, why is it so important that these restaurants have a loyalty program and what sort of impact does that have on them from a revenue standpoint? Like it's easy to know, hey, I need to have this relationship with my customers, but in a small business, you're...\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (08:58.448)\"}),/*#__PURE__*/e(\"p\",{children:\"Sure.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (09:01.582)\"}),/*#__PURE__*/e(\"p\",{children:\"often you're trying to survive. You're trying to get through to the next week and the next month. And sometimes it's hard to pause and really realize, hey, what is the business impact of investing in this type of experience?\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (09:18.)\"}),/*#__PURE__*/e(\"p\",{children:\"So one thing I think is really important to note, there's a lot of, and for all the restaurant owners listening out there, there are a lot of loyalty programs out there. Bar none, they're mediocre. And for the first six months of our life as a company, 12 months really, let's be honest, we only offer just a loyalty program where we're tracking numbers, giving people points.\"}),/*#__PURE__*/e(\"p\",{children:\"We always had the vision of turning it into a life cycle communication platform where a piece of that is the loyalty program. But the real value comes from all the connecting and communicating you can do and that we do automatically with your customers on top of the data. Because if you're just collecting loyalty data and giving people points, they do come in maybe 10 % more often. We've looked at the numbers. It's a little hard to prove statistically, but we see five to 10.\"}),/*#__PURE__*/e(\"p\",{children:\"times the ROI of that from the communication that we're able to automate and that's where the real value comes in not just for the merchant who wants to build a thriving business but for customers who you know are making decisions every day about where to shop where to purchase they want value they want to feel a part of somewhere they want familiarity that it's a great win -win and that's where the value really comes from is the life cycle marketing not the loyalty.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (10:34.606)\"}),/*#__PURE__*/e(\"p\",{children:\"I think that that's an important one. A lot of restaurant operators don't realize the difference between having a loyalty program and having like a marketing program, whether that's through SMS or like Fivestars, there's a lot of like push notifications in addition to SMS as well. And that distinction is crucial. Maybe can you touch on that? Why is it such a wide difference between...\"}),/*#__PURE__*/e(\"p\",{children:\"I'm tracking points and people might be coming because I have some points or rewards on the horizon versus that marketing side that comes from that life cycle communication.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (11:16.016)\"}),/*#__PURE__*/e(\"p\",{children:\"I think there's two major differences. One is the way you think about the communication. So, loyalties, well, we're all familiar with loyalty. Many of us, myself included, love, pay by 10, get one free. But the...\"}),/*#__PURE__*/e(\"p\",{children:\"The thinking is all on the customer to track, remember, take action on. Maybe you get a reminder here and there, but it's a very proactive type of engagement with a merchant, where it's still on you to remember and do an act.\"}),/*#__PURE__*/e(\"p\",{children:\"Well, we don't take that away, right? Obviously, a key, you know, one of the components of the life cycle marketing system we provide is loyalty. On top of that, we add pull marketing where instead of the customer taking initiative work, we're also using all the data that we learn about the customer, their preferences and how often they're coming and we're not coming to also proactively pull them in to reach out to them and bring them back. And you get a lot more when you're doing both.\"}),/*#__PURE__*/e(\"p\",{children:\"both, then when you're just doing one, when you're just doing push, great, or when somebody's, you're relying on the person to have the initiative, it just reaches a lot less people. And if that person's not aware or part of that already, then it's creepy when you just get reached out randomly. I mean, we all get the text like, hey, are you looking for a job from some random recruiter or?\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (12:32.686)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (12:37.678)\"}),/*#__PURE__*/e(\"p\",{children:\"Totally.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (12:38.576)\"}),/*#__PURE__*/e(\"p\",{children:\"There's a lot of strange random texts people get these days too that I think resonate as also you can't just do that. So I think the whole, I think putting both together in an experience for the consumer creates a much better, more normal relationship between them and the merchant.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (12:56.174)\"}),/*#__PURE__*/e(\"p\",{children:\"I love that. And you know, you've obviously been largely on like the product side for the entire life cycle of Fivestars, which I imagine you've kind of been talking about how the product has shifted and that vision has come into this full life cycle communication platform instead of just being just a like point tracking loyalty provider.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (13:21.296)\"}),/*#__PURE__*/e(\"p\",{children:\"Sure.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (13:25.55)\"}),/*#__PURE__*/e(\"p\",{children:\"Have there been...\"}),/*#__PURE__*/e(\"p\",{children:\"How have you gone about testing the consumer's response as you've layered in different types of communication and tried different strategies in the communication? I've interfaced with Fivestar as a consumer several times with several different businesses in my local community. So I've seen everything from the buy one get ones to like the 10 % off or the flash sales of, hey,\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (13:47.888)\"}),/*#__PURE__*/e(\"p\",{children:\"Okay.\"}),/*#__PURE__*/e(\"p\",{children:\"Good.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (13:58.19)\"}),/*#__PURE__*/e(\"p\",{children:\"I'm a bakery and we're gonna be closing in two hours, so here's a flash sale. I imagine there have been a lot of tests to identify what works and what works best so that you can apply that across your network. Can you maybe share some of how you went about that and some of the learnings that came through that type of testing?\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (14:21.904)\"}),/*#__PURE__*/e(\"p\",{children:\"Absolutely, so I'll state some of the obvious stuff first. So anyone who's done marketing or anyone who sits down and thinks about this probably won't surprise you. So I give that disclaimer. I'm not going to take too much credit for this brilliance. But one obvious thing.\"}),/*#__PURE__*/e(\"p\",{children:\"We have two kinds of messages, right? You have your flash promotion, sales, things that a merchant wants to communicate to a segment or an entire customer base. And then we have a second audit, the automated messaging category that's based on where our customer is in their specific lifecycle journey. The more personalized one has a much higher return rate, typically is only going out one person, you know, to that specific person. So the most volume in our network comes from the push messages, but the most conversions come from the automation.\"}),/*#__PURE__*/e(\"p\",{children:\"So we recommend doing both and we try to provide content and guidance to merchants both through our account management team as well as through our own internal, you know, user marketing. Here's these key events coming up, Father's Day, Mother's Day, Easter, Christmas, whatever it is to help folks think about how do I do push promotion as effectively as possible in addition to all this life cycle stuff we have running. I think...\"}),/*#__PURE__*/e(\"p\",{children:\"The second probably very obvious thing is it does depend on what vertical you're in. The things that you would say and message and offer and engage with customers at an oil change, we've got a lot of oil change places, is different than at a boba shop, different than at a coffee shop or a sit down restaurant or a dog groomer. And so it is vertical dependent. At this point, Fivestars has seen hundreds of businesses and thousands of promotions and automations in every vertical. So we're generally able to be\"}),/*#__PURE__*/e(\"p\",{children:\"a smart, helpful advisor as a merchant as we sort of co -develop or think through that program with a merchant and when they want to tailor it to hop on the phone with us and think about what adjustments to make. But it should be obvious that that's different. What's a little less obvious? All of us in the business world probably receive hundreds of emails, both on our personal Gmail's and our business Gmail's. Occasionally, we receive texts. Half the time it's from sketchy,\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (16:38.96)\"}),/*#__PURE__*/e(\"p\",{children:\"foreign texters these days. The other half of the time it's a really nauseating experience from some obviously kind of commercial spam.\"}),/*#__PURE__*/e(\"p\",{children:\"And I think so what will surprise listeners is that our text and mobile push is four to five times more effective than email. And this was surprising to me, right? I got tons of email my whole life trying to get me to do something and rarely did I receive effective texts, but we've done so much work both on the customer experience and in the U .S. you have to do a lot of work on the compliance side. So we handle all the compliance for our merchants as well. But that actually we see four to five times higher conversion rates from our text.\"}),/*#__PURE__*/e(\"p\",{children:\"and push that we do from email and so you know very much recommend\"}),/*#__PURE__*/e(\"p\",{children:\"working with an omni -channel provider like us when you're doing lifecycle communications, not just a marketo that does, that really focuses on email, or a braze that only focuses on text. So, you know, omni -channel helps because customers at the end of the day do still want to be able to pick between the three and you've got some flexibility to test and experiment. And make sure you work with a compliant one because we've seen a lot of lawsuits in the US about folks who are not compliant with, or working with providers who are not compliant with text regulations.\"}),/*#__PURE__*/e(\"p\",{children:\"And that can be pretty expensive, like hundreds of thousands of dollars expensive for non -compliance.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (18:05.23)\"}),/*#__PURE__*/e(\"p\",{children:\"Certainly, yeah, absolutely. Now, these are a lot of great, like really actionable things that we've discussed. Like we've talked about the difference between just having a loyalty program itself and a life cycle marketing communication, how that shifts when you add in like text and mobile push in addition to email and the like...\"}),/*#__PURE__*/e(\"p\",{children:\"flash messages versus the automated, like, individualized messaging based on someone's behavior. These are a lot of tools that will allow people to just stack and stack and stack higher conversion rates down the funnel, which is so awesome. One thing that, we'll go ahead and.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (18:52.72)\"}),/*#__PURE__*/e(\"p\",{children:\"And you know, I do want to, let me just pause you there because.\"}),/*#__PURE__*/e(\"p\",{children:\"There's a lot of operators and also folks who are helping restaurant operators, whether you're in payments or food supply, what have you, helping this industry. And I want to be really specific on what you should expect from a vendor like us, like a platform like us. So if you're in automotive with like one of the key metrics of success is in that first month, how many people are signed up a good platform in automotive, at least 500 in restaurant, a thousand or fast casual, a thousand retail one to two thousand.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (19:10.83)\"}),/*#__PURE__*/e(\"p\",{children:\"That's awesome.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (19:26.242)\"}),/*#__PURE__*/e(\"p\",{children:\"And you should see numbers like that for at least the first two to three months building a massive base. Our best quick service restaurants have 20 to 30 ,000 people in their databases and are still slowly growing that as their communities grow. You should see at least a 10%, not just open rates, like you'll hear email providers try to pitch you on how great their open rates are and their open rate tracking. We see 8 % to 15 % visit rates from our automation.\"}),/*#__PURE__*/e(\"p\",{children:\"That's not like, you know, so you think about when somebody's talking about an open rate, that 30%, you know, 70 % don't even open the email and does, out of the 30 % that do, do they even come to the store? So you wanna see those kinds of results before you pay somebody in 100, 200, 300, 400 a month to run a platform like this for you or else you're not getting the ROI that you deserve.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (20:17.39)\"}),/*#__PURE__*/e(\"p\",{children:\"That's I think one of the crucial things where a lot of restaurant operators have tried so many different things through the years and they all cost in that like 100 to 500 dollar range each and most of them are very time intensive to launch and to start and the operator, you know isn't a marketing expert so they don't know how to launch it themselves and eventually it fizzles out after a few months, but I think that's crucial one of the first things you can look for is a\"}),/*#__PURE__*/e(\"p\",{children:\"How is my database growing? But it's not just how big is the database, it's what happens after that? Are they actually coming in and transacting? What I love about Fivestar's mission is it's about turning transactions into relationships and you don't get the relationship if people aren't coming and interacting with the brand.\"}),/*#__PURE__*/e(\"p\",{children:\"It's not enough to just have someone's phone number sitting in a database. You have to do something with that. You have to connect with that customer and cause them to come in. And that's what I love about what you just highlighted is it's not just open rates. It's not just a database. It's about visit rates and growth. That's awesome.\"}),/*#__PURE__*/e(\"p\",{children:\"Now, we've obviously talked about a lot of different things. If you were speaking to a small restaurant owner who is maybe even just starting their brand or they're getting ready to grow their business after having not done marketing for a long time, do you have any closing advice for that type of op?\"}),/*#__PURE__*/e(\"p\",{children:\"operator before we wrap up today.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (22:04.88)\"}),/*#__PURE__*/e(\"p\",{children:\"You know, I think choose your partners well, your payment partner, your marketing partners, they're gonna give you the ideas that make sense for your industry and your community, in addition to the ones you're hopefully bringing to the table as a creative, ambitious entrepreneur, and make sure to leverage them. A lot of times, partners, ourselves included, aren't going to...\"}),/*#__PURE__*/e(\"p\",{children:\"have that additional insight, might have a lot of additional insights to offer, but just aren't going to have the opportunity or think to bring it up unless we're asked. But when we are, we all got into this business to help small businesses. And we're always excited to do what we can to help you grow your business. So ask the questions, make us, add more value. Think of how you're gonna get more value out of this conversation, not just directly, but like what point, people ask this all the time, what point of sales are good, what credit,\"}),/*#__PURE__*/e(\"p\",{children:\"our processing is good and you know at the end of the day there's a lot of things I could be doing with my career I've chosen to stick to stick here because I want to make an impact I love making an impact on small businesses and communities and as you all probably know we've got acquired by SumUp recently and some of we just really align on our vision for the world which is a world where everyone can build a thriving business and we want to empower those small businesses all over the world and so when you're talking to us when you're talking to other great providers\"}),/*#__PURE__*/e(\"p\",{children:\"make sure to bring that up. And for all the partners out there, never hesitate to reach out. Fivestars and Summa partner with lots of payment processors. We've built great payment and marketing gateways on top of this technology. We have great relationships with folks like Payrock, Fiserv, FIS, and we're always looking to build more relationships. And for all the fellow founders out there, I'm still doing angel investing and probably give much more advice than I write checks because that's kind of always been my thing, as Shane was saying at the beginning.\"}),/*#__PURE__*/e(\"p\",{children:\"but love to hear what you're working on in the space or in adjacent spaces and keep making life better for small businesses around the world.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (24:08.526)\"}),/*#__PURE__*/e(\"p\",{children:\"Well, Matt, thank you so much for joining us today. Where can our listeners go to find more about you or Fivestars?\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (24:17.072)\"}),/*#__PURE__*/e(\"p\",{children:\"Sure, so fivestars .com is still up. That'll take you really to the core of our marketing and customer engagement platform. You can reach out to me directly on LinkedIn. Always happy to have a conversation or shoot me an email at matt .doka at sumup .com or gmail .com and take a discussion from there.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (24:40.398)\"}),/*#__PURE__*/e(\"p\",{children:\"Thanks again, Matt. Thanks for sharing all these experiences. This was awesome.\"}),/*#__PURE__*/e(\"p\",{children:\"Matt Doka (24:44.656)\"}),/*#__PURE__*/e(\"p\",{children:\"Sounds good. Thanks, Shane.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})})]});export const richText5=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock, founder of SubZero Ice Cream, shares the story behind the unique ice cream concept and the process of using liquid nitrogen to create custom-made ice cream. He discusses the challenges of starting a franchise business and the impact of appearing on Shark Tank. Hancock emphasizes the importance of community involvement and grassroots marketing in driving store sales. He also encourages continuous learning and taking ownership of projects.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(a.div,{className:\"framer-text-module\",style:{\"--aspect-ratio\":\"560 / 315\",aspectRatio:\"var(--aspect-ratio)\",height:\"auto\",width:\"100%\"},children:/*#__PURE__*/e(o,{componentIdentifier:\"module:NEd4VmDdsxM3StIUbddO/5RntGP0I11dGShtzMldK/YouTube.js:Youtube\",children:t=>/*#__PURE__*/e(i,{...t,borderRadius:0,bottomLeftRadius:0,bottomRightRadius:0,isMixedBorderRadius:!1,isRed:!0,play:\"Off\",shouldMute:!0,thumbnail:\"Medium Quality\",topLeftRadius:0,topRightRadius:0,url:\"https://youtu.be/3lKUEEyIOok?feature=shared\"})})}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Takeaways\"})}),/*#__PURE__*/t(\"ul\",{style:{\"--framer-text-alignment\":\"start\",\"--framer-text-color\":\"rgb(253, 253, 253)\",\"--framer-text-stroke-width\":\"0px\",\"--framer-text-transform\":\"none\"},children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"SubZero Ice Cream uses liquid nitrogen to create custom-made ice cream, offering a unique and interactive experience for customers.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Appearing on Shark Tank provided validation for the business but did not result in immediate financial success.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Community involvement and grassroots marketing, such as distributing bookmarks and sampling in front of the store, have been effective in driving store sales.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Continuous learning and taking ownership of projects are essential for success in business.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Franchising is a slow and complex process that requires careful growth and adherence to regulations.\"})})]})]});export const richText6=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (00:02.382)\"}),/*#__PURE__*/e(\"p\",{children:\"Welcome back everyone, we are thrilled to have Jerry Hancock with us today. Jerry and his wife are the founders of SubZero Ice Cream, which has 27 units, and probably the most interesting ice cream concept that I've ever experienced. They've had a lot of national attention across most news outlets, and appeared years ago on Shark Tank as well. Jerry, thank you so much for coming on today to share a bit more about your story with us.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (00:32.697)\"}),/*#__PURE__*/e(\"p\",{children:\"Thank you. I'm honored to be able to be interviewed or go through the podcast.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (00:38.094)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, you bet. Maybe before we dive in too far, can you tell us more about your background and the story behind Sub -Zero?\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (00:48.697)\"}),/*#__PURE__*/e(\"p\",{children:\"Okay, you know, it's kind of interesting because I really think that everybody has a unique background. So everybody has unique experiences as they go through life. So I'm not any different than that. So it's, so my, to get through college, I was, I had some mechanical experience. I worked on F 16s to help pay for college. And then I took industrial design, which is product development.\"}),/*#__PURE__*/e(\"p\",{children:\"did a year of that. I also got a patent while I was doing that and I was going to trade shows, but I was also taking chemistry in and eventually ended up graduating in chemistry. which led me, which always, I always wanted to get in, go to MBA school, but I couldn't get, I didn't have the grades, that I really needed to go to the schools I wanted to. So anyway, I, worked in software engineering for awhile and then we,\"}),/*#__PURE__*/e(\"p\",{children:\"told my wife I said well I think buying a franchise might be a good way to learn how to run a business. So we bought a New York Frito franchise which is kind of a rap franchise and so I had a lot of different flavors. Anyway, but we weren't doing as well as we needed to so we...\"}),/*#__PURE__*/e(\"p\",{children:\"needed to add something. So the product development experience kicked in, started asking people what they wanted, and that's where ice cream came into play. So it's kind of a process, but then, to be honest, we started looking at ice cream, and I couldn't afford the freezers. And the ice cream manufacturer said, well, if you're not in a great location, they said don't add ice cream. They said it'll just...\"}),/*#__PURE__*/e(\"p\",{children:\"It'll just be dollar in dollar out. I said, people just go right past you. It won't really help you. As I did my research, checked on some places that had, they just added ice cream as an afterthought. And that was true. The ice cream is afterthought is a, as a bad idea. And it's, so he gave one caveat. He said, unless it's different. So that's where things started was like, I had to figure out what something different.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (03:09.337)\"}),/*#__PURE__*/e(\"p\",{children:\"So they went back to the customers said what do you like about other people's product and all came down to customization? So the only thing I could think of it to make it more custom and this about 2004 was I defined it is you had to start with the liquid because the only way to flavor an ice cream is to start with a the only way to make it more custom is that Is to change the flavor the only way to change a flavor and ice cream is is start before it's a solid?\"}),/*#__PURE__*/e(\"p\",{children:\"So it's came back to that chemistry of like states of matter. And you know, you have to start with the solid so it can dissolve through. And that's where things started. And then my wife left an article out on liquid nitrogen. And that's, I was like, well, that's it. You know, we can make it in seconds. And then it was a lot of testing, about four or five years of testing to get it really right. And probably another five more to really get better systems.\"}),/*#__PURE__*/e(\"p\",{children:\"So about 10 years really in the making before we really felt confident that we could expand.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (04:14.862)\"}),/*#__PURE__*/e(\"p\",{children:\"That's fantastic. And for those who haven't had experience with like SubZero and the liquid nitrogen process, I first experienced this when I was going to school in Provo, Utah and went to a SubZero location. And it's unlike anything that you ever experience. You walk in and at the start of the line, they're not scooping.\"}),/*#__PURE__*/e(\"p\",{children:\"like ice cream out of a barrel. It's this liquid that goes through this process. And maybe can you describe what happens as you go down that line?\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (04:51.993)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah. You know, that's, it's funny because we, when we opened originally in that first test location with the New York Rideau, I had somebody come in and they said, what do you get open up the ice cream shop? And I said, what do you mean it's open? He says, where's the freezers? And I was like, you know, that's a missing concept of visually. So what we do is we start with the, you know, the, the definition of the process is custom made to order. So we start with the liquid. So you can pick between a premium ice cream, a low fat, a custard.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (05:06.478)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (05:20.953)\"}),/*#__PURE__*/e(\"p\",{children:\"vegan, keto, Italian ice, a variety of different mixes. And then you get to pick your flavors. Now our flavors are concentrated. They're made for us. They're specifically designed for this process. And then we add the flavors so you can mix your flavors. If you want a strawberry cheesecake, you can make strawberry cheesecake. We don't have strawberry cheesecake. We have strawberry or cheesecake.\"}),/*#__PURE__*/e(\"p\",{children:\"But then if you do an and and add them together, then it becomes that new flavor. So you can create new flavors from our palette. And then you had to mix in and then we freeze it. It takes about 15 seconds. We came up with a patented process that creates a layering effect really. So it's, and we patented that process of those layers forming.\"}),/*#__PURE__*/e(\"p\",{children:\"So anyway, that's, and then we scoop it, takes a, and if it's too hard, then we can soften it. And then if it's too soft, then we can harden it. So you get it for the right texture. So it's, there's, we, we're in a store in Massachusetts, one of our stores, we opened this last year and we had people, you know, science people, they were there and they're just kids and they were just like, just their minds were just going like, well, how many nations is this?\"}),/*#__PURE__*/e(\"p\",{children:\"So they did the math just in there as a family and they came back to me and they said, you know, you have three quadrillion flavor or options. And I'm like, yeah, it's about right. And, but it just kind of blew their mind. It's like, I have three quadrillion choices to make. so anyway.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (07:06.958)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, because there's nothing like that moment when as a consumer, like the first time experiencing Sub -Zero ice cream, you see it go from liquid and then like, it's like this liquid nitrogen just turns that into a solid like instantly and boom, you have ice cream. And it's like, you see the whole creation process that in traditional ice cream, you don't experience. And...\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (07:26.009)\"}),/*#__PURE__*/e(\"p\",{children:\"Right.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (07:34.83)\"}),/*#__PURE__*/e(\"p\",{children:\"It's a really fun and unique concept to be able to have as a consumer. And I imagine that is a different experience. You talked about how there's some education, like this isn't, it's not out of a barrel. There aren't freezers and there's a new concept. But.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (07:50.617)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, people walk in off the street and they're tourists, you know, and they, and they, so they don't have any idea what they're expecting. And they walk in and they go, okay, I want this flavor ice. Okay. And then I start pouring out some liquid and they're like, what are you going to make me? And I'm like, well, just wait. And then I, and then you blast the nitrogen and you get this kind of, and then they just jump and it's like, and then they giggle, you know, and it's.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (08:21.678)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (08:22.041)\"}),/*#__PURE__*/e(\"p\",{children:\"that it's that excitement. It was like, okay, wow. And it's, and I, I think there's a, there's a factor of, well, you know, edutainment, you know, there's a, cause a lot of the, there's several BYU and UVU chemistry classes that actually offer extra credit to come into our store and, and, write a paper on it. So it's every year we get this crowd of like,\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (08:34.03)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (08:47.182)\"}),/*#__PURE__*/e(\"p\",{children:\"fascinating.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (08:51.193)\"}),/*#__PURE__*/e(\"p\",{children:\"college kids that come through and you know write a report on on how it's happening or what's happening.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (08:58.99)\"}),/*#__PURE__*/e(\"p\",{children:\"really unique form of marketing is going through that university and those professors just, they're marketing you through the science class, but you're getting exposure to all of those students along the way. I imagine, you guys have been doing this a very long time now, and I imagine marketing,\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (09:04.313)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Right.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (09:21.017)\"}),/*#__PURE__*/e(\"p\",{children:\"Thank you.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (09:23.886)\"}),/*#__PURE__*/e(\"p\",{children:\"has shifted through the years and there's been an awareness process that has happened with SubZero. Maybe in the early days, what did marketing look like for the stores as you were starting out and how did that shift and change as the years have gone by?\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (09:42.361)\"}),/*#__PURE__*/e(\"p\",{children:\"Well, you figure like we started 2005, really. So that was pre Facebook, you know, pre social media really, you know, taking off. So it's, so we've had to adapt quite a bit over the years. And I think we've missed some of the, you know, the waves like Instagram we were behind on. So I think there's some things that we, we could do a lot better. It's not because.\"}),/*#__PURE__*/e(\"p\",{children:\"I'm not on social media, just that I'm not on necessarily Instagram. So it's sometimes it's an afterthought and you don't think that that's the, but it's, so I think that, you know, there's, there's a lot of strategies that we can improve on. Now, when we started, it was print. So it was, it was a lot of like mailers and things like that, but we'd also, but fairs were important to try and get the.\"}),/*#__PURE__*/e(\"p\",{children:\"you know, in -person events, and as time's gone on, then that's been less important to move the needle and more important to make content.\"}),/*#__PURE__*/e(\"p\",{children:\"which I think is good because we, I've often said, because we do STEM education as well. So we go into schools and present STEM, a STEM program. And then the last thing we do is we talk about ice cream. So I prefer doing that than, than anything, just because I really, I've kind of, I've always had a belief that a business had to have a bigger person than money. And, so my purpose is STEM education.\"}),/*#__PURE__*/e(\"p\",{children:\"And so I wouldn't say it's our front and focus to most people, but it's not uncommon for me to say that we're an education company first and we just happen to make really good ice cream.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (11:42.83)\"}),/*#__PURE__*/e(\"p\",{children:\"That's a fantastic concept and it is, you are in a very unique place with your brand to be able to do that where others just can't. It's actually a competitive advantage that you have for marketing, which a lot of, sometimes if you look deep enough at like a restaurant brand or concept, when you find unique things about you or your brand, if you can lean into that.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (11:54.585)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (11:58.585)\"}),/*#__PURE__*/e(\"p\",{children:\"Thank you.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (12:08.217)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (12:10.222)\"}),/*#__PURE__*/e(\"p\",{children:\"Use that it gives you a marketing advantage that others just cannot compete on a lot of people can compete on price or on discounts or on you know the just the everyday things But if you can find that competitive advantage that makes you different or makes you unique even if it's just part of your story That makes a difference from marketing perspective and you've been able to capitalize on that through stem and through education and\"}),/*#__PURE__*/e(\"p\",{children:\"the connection that you have with that. Now, I believe it was back in 2013, you also had the experience of going on ABC's Shark Tank show. Can you tell us about that experience of how that actually came to be? And would love to hear about the impact that that either had or didn't have through the process.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (12:53.433)\"}),/*#__PURE__*/e(\"p\",{children:\"Right.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (13:09.849)\"}),/*#__PURE__*/e(\"p\",{children:\"well, we, we had, I mean, I've always liked the idea of going on Shark Tank, but I love that show. We were on season four, so it was fairly early, you know, in the cycle that we're in now with, with, Shark Tank. but there still was 40 ,000 applicants that season. And so I, I just knew we were going to get on because I knew we made a good process, our, our good show. And when it comes to.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (13:21.518)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (13:39.865)\"}),/*#__PURE__*/e(\"p\",{children:\"going on a show like that, it's more important that even though the sharks will look at the business itself, that's not who picks who gets on the show. The producers pick who get on the show. So you've got to be good. You've got to be good TV. If you're not good TV, you're not going to get on the show. So you got to pick your audience. And with that process,\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (13:57.23)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (14:07.545)\"}),/*#__PURE__*/e(\"p\",{children:\"you have to kind of shift because you shift from the producers to the sharks. And so being able to shift your pitch is interesting. But even though when you're in there, we really felt like we had Barbara, we would have gotten a deal, but we had Lori at the time, they were switching off. And so we always felt like that was...\"}),/*#__PURE__*/e(\"p\",{children:\"We, so when we, when we heard what our panel was and it's really the day of, then it's like, all right, number one goal, get on TV because it doesn't mean that if you film, you're going to get on TV. So be good TV in other words, likable. And so we focused on being likable. So we get on TV rather than focusing on making sure we got a deal. but,\"}),/*#__PURE__*/e(\"p\",{children:\"And when it comes down to it, you can't, even if the shark doesn't understand your business, like I would say that most of the sharks don't understand franchising. Barbara is the only one that understands franchise business in my opinion. and I'm not trying to be condescending to the rest. I'm just saying she just is the only one that understands it. It's there's a, it's a very unique business model. And, and when you're, you can't really correct them.\"}),/*#__PURE__*/e(\"p\",{children:\"You know in the in the tank. Well, you don't understand well Okay, if they're they're not getting it then you can't correct them that becomes bad TV very fast\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (15:38.51)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (15:48.153)\"}),/*#__PURE__*/e(\"p\",{children:\"anyway, but that's, but it was, it was the interesting thing about what's happening. Really think about it was great exposure and it had really good validation. But the, the problem with it is that most of the products are products that sell online and they make a lot of money really, really fast. Okay. From, from the exposure France selling franchises.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (16:07.79)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (16:15.545)\"}),/*#__PURE__*/e(\"p\",{children:\"is a slow process. It takes a lot of time. You have to do, you know, due diligence and, you know, there's a lot more money on the line and there's regulations where you can't sell some things too fast. Like you, there's a 16 day cooling off period when you're buying a franchise where mandated by the federal government. So you have to let them, you know, you,\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (16:19.245)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (16:45.145)\"}),/*#__PURE__*/e(\"p\",{children:\"And be honest, if you talk somebody into franchising and really break some of the rules, the liability is really high. I mean, it's through the roof as far as it could be 10, 20 times what you actually get in that sale, the liability if you don't follow the rules. So it's very tricky. So, you know, it didn't actually...\"}),/*#__PURE__*/e(\"p\",{children:\"help us sell that many franchises. I think it did as far as when you're just because of validation. But I don't think like right off the bat, it didn't give us a lot of cash.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (17:32.249)\"}),/*#__PURE__*/e(\"p\",{children:\"versus other places where they got a lot of cash. You know, they, they had a lot of cash really fast. but.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (17:40.526)\"}),/*#__PURE__*/e(\"p\",{children:\"which I think can be a misconception in our industry where people see different brands go on Shark Tank and they hear different stories and they mix the e -commerce brands and the explosion effect that they get from Shark Tank and they think, wow, if I can get my restaurant concept or my food truck or you name it,\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (17:56.697)\"}),/*#__PURE__*/e(\"p\",{children:\"in the\"}),/*#__PURE__*/e(\"p\",{children:\"All right.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (18:08.686)\"}),/*#__PURE__*/e(\"p\",{children:\"restaurant industry vendor on Shark Tank, I will magically blow up. And it's important to understand how it can impact your business because it also takes a lot of time and preparation and can be a large distraction, I imagine, from many of the other things that you do. And just knowing...\"}),/*#__PURE__*/e(\"p\",{children:\"like the real background of, hey, how can this impact my business and what should I expect it to do? And lining those two things up is really, really important. And so that's an important story to share.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (18:49.241)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, and there's, and the people don't realize like franchising is, like I said, is a unique business. And people often think, well, you're franchising. You're like this one thing Robert said, he says, well, you're, you're, you're taking money, aren't you from people? Isn't that why do you need money? I go, well, you don't understand the breakdown, I guess, of how the, the sales are, you know, you get, you spend 40, 50%, but sometimes 80 % of the revenue in commissions.\"}),/*#__PURE__*/e(\"p\",{children:\"when it comes to brokers and lead generation and things like that on the sale like that. And then, and you really don't get enough royalty, you know, to really keep on expanding. It might cover your, your base costs, but you can't really expand. So you kind of have this front loaded, you know, franchising is very expensive front loaded until you get to a certain mass.\"}),/*#__PURE__*/e(\"p\",{children:\"And so, but you don't really want to grow too fast because that causes liability. so it's, that's my opinion. So you want to kind of grow, you know, the, the, he kind of be, it's kind of the, I call it the Goldilocks effect. You know, you got, you don't want to be too fast. You don't want it to be too cold. You just want to be just right. And that's difficult to do. when you're growing with like the way we've done, we were just spending all organic.\"}),/*#__PURE__*/e(\"p\",{children:\"But you know, you, so anyway, trying to get that balance is key. And when you're early stage, you know, you tend to wear too many hats. And so oftentimes I've learned over the years is that wearing all the different hats can be distracting and not efficient. And so I see you've got traction behind you, the book.\"}),/*#__PURE__*/e(\"p\",{children:\"So, you know, and I like that model, but you've got to get to a certain mass in order to really incorporate traction into your business model. One of my goals is to try and incorporate that business model into our business.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (21:01.326)\"}),/*#__PURE__*/e(\"p\",{children:\"Fantastic. Yeah, we've run our business through like the EOS model and we love it, but you do have to have infrastructure in place and the business running. Yep, certainly.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (21:15.001)\"}),/*#__PURE__*/e(\"p\",{children:\"You got to separate the hats. I mean, that's a whole idea by the train, the integrator and the innovator is you, you at least have to get to that point where you, you can separate those two hats.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (21:26.734)\"}),/*#__PURE__*/e(\"p\",{children:\"Yep, absolutely. And so, as you're looking at the business today and when you have a franchise business, it's not, you're kind of describing the royalties and things there. And one of the crucial components is making sure that store level sales are successful and that the store is empowered to...\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (21:51.289)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (21:56.334)\"}),/*#__PURE__*/e(\"p\",{children:\"actually bring the revenues that they need to operate as well as, you know, that's how the franchisor continues to grow and expand as time goes on as well. What are some of the things at the store level that you've seen your franchisees do that have led to successful store sales from a marketing perspective?\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (22:18.393)\"}),/*#__PURE__*/e(\"p\",{children:\"number one thing is the stores that do the best and ones that are in the community the most. So they, where we had some failure in, in particularly one state, it was all one group was a learning effect, you know, for us, but they came from either one of two backgrounds that came in from subway or, or, convenience store, you know, backgrounds.\"}),/*#__PURE__*/e(\"p\",{children:\"The problem with that is that a lot of times that is just people happen to happening onto your, you don't see a convenience store marketing, except for maybe Maverick, which is massive, right? Something like that. But it's, it's a, but you don't see it's a convenience. You just happen to be, it's in your path. And so, but, so,\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (22:59.438)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (23:11.534)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (23:16.761)\"}),/*#__PURE__*/e(\"p\",{children:\"changing those people's mentality where they need to get into the store. So I talked to our store that did the best over the years. I asked him, I said, what did you do? And I thought it was some of the media that he got an attraction from because he had some really viral stuff on social media and from somebody else. Okay. So it was an influencer. And, and so, and I, and I expected that to be his number one thing.\"}),/*#__PURE__*/e(\"p\",{children:\"But it wasn't. He said, I said, what did you do? And he says, I consistently had bookmarks in schools.\"}),/*#__PURE__*/e(\"p\",{children:\"That's it. So just making sure you're in the community, you know, you know, we have a bookmark with a reading schedule on the back. That's the number one thing. Now we notice, for instance, in addition to bookmarks, if we just go around our store to the businesses and pass out coupons, that makes a big difference. I there's a, where your office is, I'm surprised because we've done catering up there.\"}),/*#__PURE__*/e(\"p\",{children:\"as because we've done coupons. So we've done catering for businesses and it's, as I talked to the, the people that work in the, in that area, I expected them to be more commuters that live further away, but most of the people that work right there, they live pretty dang close. they don't live very far, so they're our prime customer. And so.\"}),/*#__PURE__*/e(\"p\",{children:\"Being out in the community, passing out a coupon here and there, sampling, what we do in Provo is we just stand outside the door with the tank and make ice cream at night and sample. And about half of the people that take a sample come in and buy an ice cream.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (25:08.782)\"}),/*#__PURE__*/e(\"p\",{children:\"fascinating.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (25:10.425)\"}),/*#__PURE__*/e(\"p\",{children:\"so it's, it's, it's the, it's the, it's not the flashy, you know, it's the old school guerrilla marketing.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (25:24.718)\"}),/*#__PURE__*/e(\"p\",{children:\"And that's the thing, if you have the combination of a good product, especially if there's something unique there, and you couple that with, like, just being in front of your target, those two things, if you do it, apply that consistently, will bring people back to you. And having the good experience is what generates the repeat customer.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (25:31.001)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (25:41.881)\"}),/*#__PURE__*/e(\"p\",{children:\"Mmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (25:53.433)\"}),/*#__PURE__*/e(\"p\",{children:\"Right.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (25:53.55)\"}),/*#__PURE__*/e(\"p\",{children:\"They know I had a good experience. If I'm coming back and I have another good experience, I now can expect consistency from this brand and I know it's going to be good and I'll bring my friends because I trust it. And then just getting in front of people. That connection, whether it's through the bookmark, whether it's through sampling in front of the store or a movie series at the park or your professor asking you to write a paper on it.\"}),/*#__PURE__*/e(\"p\",{children:\"That consistency of being with the community and having a unique and good product will be a winning equation every single time. And so Jerry, thank you so much for coming on today and sharing your story, your experiences. You've gone through many different phases of the business through the years and things that many operators...\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (26:23.897)\"}),/*#__PURE__*/e(\"p\",{children:\"Mm -hmm.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (26:51.502)\"}),/*#__PURE__*/e(\"p\",{children:\"have dreamed of being able to accomplish. So we really appreciate you coming on and sharing your story.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (26:56.185)\"}),/*#__PURE__*/e(\"p\",{children:\"I've got a lot, lot to learn and I, and I'm learning that I can't learn at all. but I, I'm going to leave one last note. One of, one of the things that I've found is I've gone through the business, especially with employees, oftentimes people are afraid to learn and, you know, they give them something. Well, I, I had a, I used to work at Novell and I was a tester.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (27:07.31)\"}),/*#__PURE__*/e(\"p\",{children:\"Please.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (27:25.977)\"}),/*#__PURE__*/e(\"p\",{children:\"And I, and, they gave me this, product to work on. And I was really intimidated because it was a, it was a, a network protocol, but it was a specific and it hadn't even been built yet. So I had, all I had was the, you know, the RFP, definition from the standards. And I'm reading this thing and it makes no sense, but you got to keep on going. You can't give up.\"}),/*#__PURE__*/e(\"p\",{children:\"And I, and I, so my point is don't be afraid to learn something. There's it's so just, just don't be afraid to learn something and don't expect somebody else to do it for you. So I've hired people where they said, you know, where they were supposed to have good management experience, but they were supposed to do a certain project and they go, they come on board and they go, now I got to hire somebody to do the project. And well, that's what I hired you for. You know, it's.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (28:05.134)\"}),/*#__PURE__*/e(\"p\",{children:\"I love that. That is...\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (28:24.43)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (28:25.177)\"}),/*#__PURE__*/e(\"p\",{children:\"You know, you gotta don't expect somebody else to do it for you.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (28:29.87)\"}),/*#__PURE__*/e(\"p\",{children:\"Certainly. That is wonderful advice. Jerry, thank you so much for sharing. How can the audience follow you or SubZero and keep track of you guys?\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (28:44.889)\"}),/*#__PURE__*/e(\"p\",{children:\"We're on Facebook. I've got a LinkedIn. I'm more active now than I have been in a while So I've been trying to post I sometimes Get a little self -conscious. So sometimes I don't post as much as I like to So but Or the thing I should So you can contact us through the website subs your ice cream calm the full episode is there on the website First for shark tank. So if you'd like to see that\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (28:50.798)\"}),/*#__PURE__*/e(\"p\",{children:\"Okay.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (29:13.433)\"}),/*#__PURE__*/e(\"p\",{children:\"If you have any questions, I'd be happy to answer any questions. Anybody wants to talk about patents or, or that type of thing, how to get a patent, what it requires, whether I think it's patentable or not, you know, the pluses and the cons, you know, the, the, it's not all pluses to have a patent. cause you have to protect her and, but at any rate, but it's, it's certainly an advantage.\"}),/*#__PURE__*/e(\"p\",{children:\"So anyway, just those types of things. So if anybody wants to reach out, I have my contact information on LinkedIn, so my phone number is pretty wide open.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (29:57.646)\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry, thank you for making yourself available and thanks again for coming on the show today.\"}),/*#__PURE__*/e(\"p\",{children:\"Jerry Hancock (30:01.177)\"}),/*#__PURE__*/e(\"p\",{children:\"Thank you. Appreciate it. Thanks, Shane.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})})]});export const richText7=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef shares his journey as a restaurant owner and media creator, emphasizing the importance of storytelling and digital presence. He discusses the shift from 'if you build it, they will come' to the reality of needing to tell your own story. He highlights the significance of the 'orange tree story' and the power of repetition in storytelling. Sean encourages restaurant owners to start with video content and showcase the 'why' behind their decisions to build a sustainable brand.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(a.div,{className:\"framer-text-module\",style:{\"--aspect-ratio\":\"560 / 315\",aspectRatio:\"var(--aspect-ratio)\",height:\"auto\",width:\"100%\"},children:/*#__PURE__*/e(o,{componentIdentifier:\"module:NEd4VmDdsxM3StIUbddO/5RntGP0I11dGShtzMldK/YouTube.js:Youtube\",children:t=>/*#__PURE__*/e(i,{...t,borderRadius:0,bottomLeftRadius:0,bottomRightRadius:0,isMixedBorderRadius:!1,isRed:!0,play:\"Off\",shouldMute:!0,thumbnail:\"Medium Quality\",topLeftRadius:0,topRightRadius:0,url:\"https://youtu.be/FAUBRzTwhEQ?feature=shared\"})})}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Takeaways\"})}),/*#__PURE__*/t(\"ul\",{style:{\"--framer-text-alignment\":\"start\",\"--framer-text-color\":\"rgb(253, 253, 253)\",\"--framer-text-stroke-width\":\"0px\",\"--framer-text-transform\":\"none\"},children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The shift from 'if you build it, they will come' to the reality of needing to tell your own story\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The significance of the 'orange tree story' and the power of repetition in storytelling\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Encouragement for restaurant owners to start with video content and showcase the 'why' behind their decisions to build a sustainable brand\"})})]})]});export const richText8=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (00:01.39)\"}),/*#__PURE__*/e(\"p\",{children:\"Welcome back everybody. We are so excited to have Sean Walchef here with us. He owns Cali Barbecue. He's been the owner for over 16 years and he also runs Cali Barbecue Media, which provides content to help brands tell better stories online. I've personally been following Sean for years and his content is absolutely amazing. Sean, thanks for joining us and being willing to share your story and your insights with everyone.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (00:27.553)\"}),/*#__PURE__*/e(\"p\",{children:\"Thanks for having me on the show, Shane. Really appreciate it. And hopefully we can make the audience learn a little bit through some of the storytelling that we're gonna do. We've made a lot of mistakes. So my goal is to reduce people's mistakes when it comes to telling their story on.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (00:45.358)\"}),/*#__PURE__*/e(\"p\",{children:\"I absolutely love that. Maybe before we just dive in, can you tell us a little bit more about your background and what led you to this vision that you're trying to accomplish?\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (00:55.937)\"}),/*#__PURE__*/e(\"p\",{children:\"So I like to start with a baseball movie and the baseball movie is Field of Dreams. Have you seen the movie? Okay, so Field of Dreams is a baseball movie with Kevin Costner. Not sure the exact year it came out, but the idea of the baseball movie was he built a baseball field in the middle of nowhere. And in this story, the lore is if you build it, they will come.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (01:02.734)\"}),/*#__PURE__*/e(\"p\",{children:\"no I haven't.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (01:25.281)\"}),/*#__PURE__*/e(\"p\",{children:\"And this saying, if you build it, they will come has permeated itself into the world of entrepreneurism, the world of business, the world of restaurants. And I had this false belief that in 2008, when we opened up our restaurant, if you build it, they will come. If we made great food in a difficult location at a difficult time, other people would tell other people and eventually the newspapers would come and...\"}),/*#__PURE__*/e(\"p\",{children:\"magazines would come and local TV and it would help us fill our restaurants and make money and open up more restaurants. And the sad reality is nobody's coming. And I think, you know, if there's anything that someone that's listening to this can take away is that no one's coming to tell your story. And not only is no one coming, but no one can tell your story better than you can. So no matter what position you're in,\"}),/*#__PURE__*/e(\"p\",{children:\"If you have the opportunity, which we all now have the opportunity because of technology is that we don't need to pay for it. If you have access to the internet, if you have a smartphone, you have everything you need. And once you start telling your story, you get to start having lots of different opportunities that will open up not just for your restaurant business, but for whatever business you believe in. If you want to raise money for the local little league team, guess what? If you use the internet.\"}),/*#__PURE__*/e(\"p\",{children:\"Probably chances are it's gonna be easier to raise money for the local Little League team.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (02:56.558)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, and so for you, when did this really, really become apparent for you in your journey with your restaurant and how did you go about navigating that shift?\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (03:09.217)\"}),/*#__PURE__*/e(\"p\",{children:\"It was easy. We were failing. I mean, we were failing as a business in 2008, 2009, 2010. We were struggling to figure out how to run a profitable restaurant, how to get people in the doors, how to get traction. And because of that, we had to use what was available to us.\"}),/*#__PURE__*/e(\"p\",{children:\"and what was available to it. We couldn't hire a PR firm for $5 ,000 a month or $10 ,000 a month to, you know, maybe get us in the newspaper or maybe get us on the news that maybe gets us new business. Like we had to use what was available and what was available was the internet. You know, the first iPhone came out in 2007, June 29th, 2007. And I say that date because it wasn't that long ago.\"}),/*#__PURE__*/e(\"p\",{children:\"You know, we're talking about 11 years past the first release of the iPhone. And here we are talking about stories you and I are podcasting. And this is on Riverside. It's going to be put on Spotify. It's going to be put on Apple podcasts. It's going to go on YouTube, Instagram, TikTok, LinkedIn. All of these people have the potential to see this content. And you and I didn't need to create that technology.\"}),/*#__PURE__*/e(\"p\",{children:\"You know, we are living through just a incredible time to be alive and to be in business because we don't need to build a radio station. You know, we don't need to build a TV channel. Like all of these tools are available to us. We just have to have the courage to look stupid and sound stupid. And I think that's the biggest fear that most people have. You know, the biggest, the number one fear that humans have is speaking in public. And I think that now that number one fear is speaking on the internet.\"}),/*#__PURE__*/e(\"p\",{children:\"Because speaking on the internet is speaking in public. You know, that is a direct reflection of, I don't like the way that I look. I don't like the way that I sound. And I had to get over how I looked, how I sound, all of those things. And even still to this day, we're still working on how to better articulate our ideas, our stories, so that we can make a bigger impact on the community that we're trying to build.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (04:53.294)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (05:17.166)\"}),/*#__PURE__*/e(\"p\",{children:\"And so as you set up, you saw that your restaurant was failing and that the field of dreams mantra wasn't coming true, that we built this restaurant, people aren't coming. What were pieces of the story that actually caused that to change and to shift? You don't get to being a restaurant that's been around for 16, 17 years without having that breakthrough moment.\"}),/*#__PURE__*/e(\"p\",{children:\"where it changes and it shifts. What did that look like for you?\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (05:50.337)\"}),/*#__PURE__*/e(\"p\",{children:\"So I'll tell a story about one of my closest friends. His name's Adam Harris. He's the CEO and co -founder of CloudBeds, an incredible hospitality restaurant, hotel company here in San Diego. And back before he started CloudBeds, he ran websites and he ran websites for restaurants, specifically California restaurant association, San Diego restaurants. And I remember at the time early on, you know, back in 2009, 2010, we were struggling, but we were also\"}),/*#__PURE__*/e(\"p\",{children:\"Trying to figure out how to be a sports entertainment destination and in order to be a sports entertainment destination You needed to host events the biggest events were UFC events and boxing events and in order to pay for those events We had to pay a licensing fee based off of occupancy so anywhere from $2 ,000 all the way up to I believe $7 ,600 was the most that I spent for a single boxing match or a UFC match so\"}),/*#__PURE__*/e(\"p\",{children:\"Not a lot of bars, not a lot of restaurants. I'm talking about a handful, maybe less than 10 in the entire San Diego County. Three million people would be hosting these events. I needed people that were boxing fans that wanted to watch the fight when they Googled. Where do I watch the fight in San Diego? I needed Cali Comfort, which was the name of the barbecue brand before I needed Cali Comfort to show up.\"}),/*#__PURE__*/e(\"p\",{children:\"If we didn't show up in the search results, then all of that investment that we had made to put the fight on all the TVs would have been gone. And I remember going to Adam and saying, Adam, I need help. You know, the current website that we have, I have to email a friend of a friend. It's going to take them four days to update the website. And then once it's updated, it's not the way that I like. And I have to change the image and I have to change the cover price. He's like, Sean, I'm going to teach you WordPress.\"}),/*#__PURE__*/e(\"p\",{children:\"If the technology is not good enough for someone like you to be able to figure it out on your own, the technology won't last. Here's a couple of tricks and tips and tricks of how to publish yourself on WordPress. And it was kind of this aha moment of like, here are the keys to the car. Here are the keys to the internet. Like just dive in, you know, don't be scared of the water and.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (08:01.985)\"}),/*#__PURE__*/e(\"p\",{children:\"Because of that experience, we dove into Yelp, we dove into Google, we dove into TripAdvisor, we dove into Instagram, we dove into Facebook, we dove into TikTok, we dove into like, we don't care what the platform is. If it's not easy enough for someone to use it and to understand what's going on, it won't last. And if it is easy, then you just have to keep up with it. But the only way to learn about it is to get your hands dirty.\"}),/*#__PURE__*/e(\"p\",{children:\"And I think by getting our hands dirty, owning our own website and understanding search engine optimization, you know, early on, it made us aggressively go after a lot of different platforms, which frankly, it took a lot of businesses till the pandemic to realize like, my God, I need to have an online presence. And even still we're here 2024, the pandemic is long gone and there's still restaurants that have PDF menus that don't have dynamic menus.\"}),/*#__PURE__*/e(\"p\",{children:\"that don't have online ordering, that don't have easy book a reservation easily. There's so much opportunity in not just the restaurant space, but the business space.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (09:10.67)\"}),/*#__PURE__*/e(\"p\",{children:\"And so I think that you described like one, a couple of things there. There's the infrastructure and part of the infrastructure is like the websites, the platforms and just going out there, removing the fear and just getting in the water and start swimming. And if, and some, sometimes I think there's this, this barrier that restaurateurs have where it's like, okay,\"}),/*#__PURE__*/e(\"p\",{children:\"I know that these platforms exist. Maybe I do overcome my fear and I dive in, but I have no idea what to say. I don't know what story to put out to people. Maybe there's an event like a boxing match that kind of comes pre -packaged and I know I can talk about that. But what are the elements of the stories that really make a meaningful difference in taking somebody from the field of dreams where if you build it, they will come, but in reality they don't?\"}),/*#__PURE__*/e(\"p\",{children:\"and it actually starts translating to people following you, people engaging with you, and people coming in to your restaurant.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (10:15.105)\"}),/*#__PURE__*/e(\"p\",{children:\"So I have an orange tree theory and the orange tree theory comes from something that I just recently started talking a lot about on our shows, on the shows that I go on. And it's that I believe that every business has an orange tree story. And our orange tree story is actually from an orange tree that was planted in the front of my restaurant. So back when my grandfather started the restaurant back in the early, the, when we took over, which was in the nineties, him and my uncle planted an orange tree.\"}),/*#__PURE__*/e(\"p\",{children:\"They're Bulgarians, they're farmers, they love trees. They wanted an orange tree next to the water fountain. And they made sure that they planted this orange tree. It was going to be a significant orange tree. It wasn't even at the front of the restaurant at the time. But eventually, me and my business partner from college took over in 2008, and the orange tree was still there. The water fountain was still there. That was the year my grandfather passed away, but we still have a photo of me and him next to the orange tree at the water fountain.\"}),/*#__PURE__*/e(\"p\",{children:\"Fast forward a couple years after running the business and like I said, we were hosting these sporting events. Monday night football, the Chargers are playing the Raiders and we had fans that got into a disagreement. They took that disagreement from inside the restaurant, in the bar, outside the restaurant and started fighting in the fountain. They knocked over and crashed that fountain. So that fountain was broken. We rebuilt a different fountain.\"}),/*#__PURE__*/e(\"p\",{children:\"Fast forward to the pandemic. The pandemic, we decided that we were going to build a master smokehouse and remove the back patio, add smokers. Well, as we were adding smokers, we had to remove that second fountain. And we sat with Eric, Gene, Howard, Steven, and we all sat and my wife and said, look, that orange tree is in the way of these smokers. If we're going to get the...\"}),/*#__PURE__*/e(\"p\",{children:\"truck to come in and load the barbecue to take to the stadiums to take to the ghost kitchens. This smoker is going this orange tree is going to be in the way. And my wife who's also Bulgarian, my grandfather's Bulgarian, my wife said, there's no chance we're removing the orange tree. And she fought multiple meetings to make sure that that orange tree didn't go anywhere. So now if you come to the restaurant in front of the smokers is the orange tree.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (12:29.582)\"}),/*#__PURE__*/e(\"p\",{children:\"is that the answers. It's the answers.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (12:32.545)\"}),/*#__PURE__*/e(\"p\",{children:\"And I believe that every single business has an orange tree story. And why is it an orange tree story? Because most business owners, myself included, don't think that it's significant enough to talk about our orange tree because no one is going to come and buy barbecue because of my orange tree. But what does the orange tree signify? It signifies my grandfather. It signifies Bulgaria, where he's from. It signifies my wife taking a stand, making sure that that orange tree is rooted there forever.\"}),/*#__PURE__*/e(\"p\",{children:\"Those are the things that matter. Those are the things that connect us. Those aren't the things that go viral on the internet. But that's not the things that matter. The things that matter are the things, the why. Why is that painting that you picked in your restaurant that hangs on the side? Why is there, why did you pick that table? Why did you make that decision for that door in that part of the restaurant? Why is that music, that type of music playing? We make so many micro decisions to open up a restaurant.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (13:18.19)\"}),/*#__PURE__*/e(\"p\",{children:\"Thank you.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (13:28.673)\"}),/*#__PURE__*/e(\"p\",{children:\"But we never explained to anyone else why we made those decisions. If we explain on video, on social media, the things about why did we pick the logo, why did we pick the design, why did we pick the location that we picked. Those are the things that make people love our restaurant. Those are the things that make people tell someone else about our restaurant.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (13:29.038)\"}),/*#__PURE__*/e(\"p\",{children:\"Thank you.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (13:51.022)\"}),/*#__PURE__*/e(\"p\",{children:\"I love that principle because you're right, there are so many things that we think the public won't care about. But it was meaningful for us. We put thought behind it, we made the decision for a reason, but we don't think anyone else would really care about it. But those reasons, the why is what builds connection.\"}),/*#__PURE__*/e(\"p\",{children:\"And so I love that. So if I was a restaurant owner and I'm trying to start telling my story, that's a great place to start is why did I make the decisions that I made when I opened the place? And if there is a recent decision, if we added five new smokers, why did I add five new smokers? And why does that matter to me? And what do I hope that's going to do for my customer base at the same time?\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (14:36.897)\"}),/*#__PURE__*/e(\"p\",{children:\"Yes.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (14:45.422)\"}),/*#__PURE__*/e(\"p\",{children:\"You talk to so many different restaurant owners about telling their story and giving them this type of coaching and advice. How can these operators improve their storytelling as time goes on?\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (15:06.241)\"}),/*#__PURE__*/e(\"p\",{children:\"practice. So the answer to the internet and the problem that prevents most people from creating content and from hitting publish is it's a quantity problem. You know, we say that it's quantity plus speed plus consistency will eventually equal quality eventually. But when we start telling our story, we want the quality story.\"}),/*#__PURE__*/e(\"p\",{children:\"We see the things that we like online. We see the things we like on Instagram. We see the, you know, the, the, the personalities that we like. We see the TV shows. We see the chef, Robert Irvine's, we see the, you know, Emeril Legostics, whoever you care about, whoever you're Ryan and Reynolds, whoever the person is that you admire that creates content. We want that content. We don't want our content, but I guarantee you, if you go back to the beginning, when that person first started telling stories, it's terrible.\"}),/*#__PURE__*/e(\"p\",{children:\"It's all terrible. It's all embarrassing. Ask Mr. Beast. Ask Jimmy Donaldson. He'll tell you how bad his videos were before he was Mr. Beast, the most popular YouTuber in the world. Like, that's just the truth, but we're not willing to do the work. You know, we have to be willing to look stupid and sound stupid. You know, I had a friend of mine, Darrell Stinson, he came on my digital hospitality show and he was explaining to me what we were doing.\"}),/*#__PURE__*/e(\"p\",{children:\"And he said, Sean, do you know how to, what you're doing is you're creating a digital flash mob. And I said, what are you talking about? Do you know how to create a flash mob?\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (16:43.278)\"}),/*#__PURE__*/e(\"p\",{children:\"like, organize a lot of people, come to the same place, and you have to like, get humans there.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (16:51.233)\"}),/*#__PURE__*/e(\"p\",{children:\"So to start a digital flash mob, you have to be willing to be the crazy person that hears the music that nobody else hears. And that's your story. That's your truth. If you're willing to be the crazy person that speaks your truth, that hears your truth, all of a sudden you tell your truth one day and then you tell it again the next day. You tell the things that you believe in. All you need is one other person to start dancing in the town square. Now there's two people.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (17:01.966)\"}),/*#__PURE__*/e(\"p\",{children:\"I love that.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (17:21.441)\"}),/*#__PURE__*/e(\"p\",{children:\"dancing in the town square. And two people become four people and compounding interest. And it's over time, eventually you start to build a community. That's how a movement gets started. But the problem is most people, myself included, it's like, we don't want to look stupid and sound stupid. If you post a video on LinkedIn about who you are and what you believe, you know how many of my friends made fun of me? I mean, I still have friends that still make fun of me. Like, why do you do what you do? And I'm like,\"}),/*#__PURE__*/e(\"p\",{children:\"I was at the IPO for Toast with restaurants that are way more successful than our restaurant, way more influential than our restaurant. I'm on the customer advisory board for Toast. I host two shows. Restaurant Influencers is sponsored by Toast. Toast Family Style is an episode that we do a traveling show. Why? All because of this digital flash mob. Just so we were okay looking stupid and sounding stupid for a long enough period of time till eventually people are like, hey,\"}),/*#__PURE__*/e(\"p\",{children:\"Sean, you're talking about digital hospitality, like you're talking about technology and restaurants. Like I believe in restaurants. I believe in technology. I also want to learn. And now we have this incredible community and we are continuing to grow, continuing to recruit. And we believe that we're just in the beginning. This is just 2024. I mean, I can't even imagine what 2026 is going to look like. You know what 2030 is going to look like. We have all of these different tools and we have people all over the globe.\"}),/*#__PURE__*/e(\"p\",{children:\"literally all over the globe. How do we find each other? We find each other through this crazy device right now. I mean, like, what do you think? What do you think when when someone's using chat GPT, what do you think they're looking at? They're going to be scraping content. If you don't have content on the Internet, what's going to happen? You're not going to come up in any of the results.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (19:13.71)\"}),/*#__PURE__*/e(\"p\",{children:\"I loved your formula that, correct me if I got this wrong, quantity plus speed plus time will eventually equal quality.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (19:23.137)\"}),/*#__PURE__*/e(\"p\",{children:\"quantity, speed, consistency. Yeah, it's the consistency over time, exactly.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (19:25.934)\"}),/*#__PURE__*/e(\"p\",{children:\"consistency.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (19:30.478)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah. And that's such a true, true principle. So I think of, of my life growing up, I had an, I had a lisp up until the time I was like 22 years old, I had a lisp and a stutter and talking in public or on the phone scared me to death to the point where even today, whenever I'm talking in front of a group of people, I'm nervous. I feel it like,\"}),/*#__PURE__*/e(\"p\",{children:\"butterflies in my stomach, they're just firing off. And the thing that got me through was writing down scripts and just repeating it over and over and over again, until I could do it sounding naturally. And that took years for me to be comfortable enough to be able to even speak without a stutter and without a lisp. And now my whole career is talking to people and\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (20:13.249)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (20:27.95)\"}),/*#__PURE__*/e(\"p\",{children:\"It literally is that consistency over time and being willing to sound stupid along the way. I love that principle because you don't sound stupid forever. And you might feel stupid in the beginning, but if you can break through that mental barrier of, man, what are people gonna think? And you just keep going, your story will get out there. And restaurants, people always used to think,\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (20:35.553)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (20:39.777)\"}),/*#__PURE__*/e(\"p\",{children:\"No.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (20:56.398)\"}),/*#__PURE__*/e(\"p\",{children:\"Restaurants are about the food. It's all about the food and you have to have good quality product. You have to have a good experience. You have to have the good infrastructure. But then it's about the connection. It's about the relationship that people have with the brand. That's how you build a profitable restaurant. Not one that's just focused on just a discount brand or undercutting the people next to you.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (21:18.145)\"}),/*#__PURE__*/e(\"p\",{children:\"Yep.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (21:25.262)\"}),/*#__PURE__*/e(\"p\",{children:\"people come to you over and over and over again and increase their purchase frequency because they have some sort of relationship with the brand or the identity or the food. And that only happens through telling our stories and building a brand instead of just building a product.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (21:44.513)\"}),/*#__PURE__*/e(\"p\",{children:\"It's the difference between a transaction and the lifetime value, a generational customer. I mean, the bottom line is we're not in a transaction business. And how does a story become a legend? Do you know? If the story is so good and someone wants to tell someone else and they tell someone else, eventually it will become its own story and it will become a legend.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (21:59.566)\"}),/*#__PURE__*/e(\"p\",{children:\"no, tell me.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (22:11.809)\"}),/*#__PURE__*/e(\"p\",{children:\"But the only way that that happens is through repetition. It's through getting better. You know, one of the things that we talk about all the time is we admire comedians. Jerry Seinfeld, Kevin Hart, Chris Rock. The list goes on and on. When they get their Netflix special, how many times do you think they've told that same exact joke? How many times?\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (22:35.374)\"}),/*#__PURE__*/e(\"p\",{children:\"I mean, I'm gonna guess 30 to 50.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (22:40.193)\"}),/*#__PURE__*/e(\"p\",{children:\"thousands. They've done thousands of reps. The same joke. Workshop that joke. Like study the best comedians. That's all they do. They change the adjective. They change the enunciation. They change the punctuation. They change the pause till they figure out where does it all flow best. So by the time they hit the Netflix stage, the stadium tour.\"}),/*#__PURE__*/e(\"p\",{children:\"It's the best.\"}),/*#__PURE__*/e(\"p\",{children:\"But we think like, okay, I'm preparing for a speech or I'm giving a keynote or I'm speaking on a panel or I'm presenting to a group of business owners. I can prepare 30 times. We need to do thousands of reps. The more reps that you do, the better that you get at it. And then people will start telling your story.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (23:25.134)\"}),/*#__PURE__*/e(\"p\",{children:\"Thank you.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (23:35.233)\"}),/*#__PURE__*/e(\"p\",{children:\"It's not a crazy idea anymore. A barbecue media company. I mean, we just got back from the National Restaurant Association show in Chicago, 55 ,000 restaurant professionals, 2 ,200 vendors. And I had my whole media team there. We did five days of content, 14 different brand partners, countless podcasts, countless social posts. But the amount of people, humans, that I've never met in my life that I didn't even know I was connected to on some social platform came out and said,\"}),/*#__PURE__*/e(\"p\",{children:\"Thank you for doing that. I watch your content or I watch your videos. I listened to your shows, but in the beginning, like nobody was listening. Like no one would back in 2017, no one was listening. It was a very small community, but slowly, you know, two by two by two.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (24:24.174)\"}),/*#__PURE__*/e(\"p\",{children:\"That's awesome. That really is amazing. There are so many great nuggets here. And you've tried a lot of different platforms. If I'm a restaurant owner today and I'm listening to this and saying, I want to get my story out there better, where would you recommend they start to put out that content?\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (24:51.361)\"}),/*#__PURE__*/e(\"p\",{children:\"The number one place is the digital playground that you're most comfortable with. So if you use Facebook, start on Facebook. If you like Instagram, start on Instagram. If you like LinkedIn, start on LinkedIn. But do video. You've got to use video. All of the platforms want video. YouTube, TikTok, Instagram, Facebook, they all want video and they all want you. You are the answer.\"}),/*#__PURE__*/e(\"p\",{children:\"So even if you hate how you look, you can use voiceover, take video of somebody in the kitchen preparing the food and voiceover how you make the recipe, why you make the recipe. But more importantly, show yourself. People love to see the owner. People love to know who owns the restaurant, who's the family that owns the restaurant, who's the husband, who's the wife, who's the grandparent, who are the kids.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (25:39.438)\"}),/*#__PURE__*/e(\"p\",{children:\"Absolutely.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (25:49.249)\"}),/*#__PURE__*/e(\"p\",{children:\"Show off the bartender, show off the server, show off the prep cook.\"}),/*#__PURE__*/e(\"p\",{children:\"Show off the vendors. So many people don't make B2B content. Every restaurant owner has expenses. Guess what? Every single expense on your P &L, those are all people, humans that deliver to your business. And they also need social media. They also need proof. The bread person, the reason why you pick your local bread company. I picked that bread company because they have the best sourdough in all of San Diego. Well, tell us about the bread company.\"}),/*#__PURE__*/e(\"p\",{children:\"How long have they been in business? Who's the bread delivery guy? Now all of a sudden I'm going to think a little bit different when I go out and I have a sandwich at your restaurant.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (26:33.646)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah, I remember one of the places where I was watching your content was like a toast unboxing. You're unboxing the toast point of sale. And I thought about this where it's like, okay, how often is a restaurant owner showcasing an unboxing to their audience of a point of sale? And who is that content for? It might be for like,\"}),/*#__PURE__*/e(\"p\",{children:\"their customers who are thinking, they're investing in technology. They're going to implement online, better online ordering and things like that. But at the end of the day, that also gives toast content. And I remember watching this because we were, you know, we're one of the very few like text marketing systems that's integrated with toast. And we work with a ton of toast customers and people are always asking us because our company does text marketing that works with pretty much every point of sale out there.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (27:33.985)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (27:34.286)\"}),/*#__PURE__*/e(\"p\",{children:\"And everyone's always like, hey, what's the point of sale that I should be using? And I remember I sent somebody your unboxing video because they were like, hey, I'm thinking about toast. And I was like, hey, I saw this today. We were thinking about you. Check this out. Just something to think about. And like that was the start of actually a relationship between us that you never knew about. And I'm sure toast was able to go and reuse that to...\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (27:38.465)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (27:42.785)\"}),/*#__PURE__*/e(\"p\",{children:\"Hahaha!\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (27:50.689)\"}),/*#__PURE__*/e(\"p\",{children:\"Thanks.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (27:58.081)\"}),/*#__PURE__*/e(\"p\",{children:\"Yep.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (28:02.766)\"}),/*#__PURE__*/e(\"p\",{children:\"get your story out to others as well in their sales content and their reps probably fell in love with you because you were showcasing them. And sometimes you can take those vendors and use that to showcase to your customers who were forward thinking or trying new things. We want to hear your feedback on how the experience has improved. Talk to us, share with us what you think. And that's it.\"}),/*#__PURE__*/e(\"p\",{children:\"vendor can become a connecting point with your customer base. But very few restaurant owners would think to use a vendor in that way. But it's absolutely possible. Same thing with your food reps. Hey, do you guys know that we get the most one of the most expensive cheeses that US food sells? Here's, here's our route from US foods. And that little thing can speak to the quality, the passion, the reason why you chose that.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (28:37.793)\"}),/*#__PURE__*/e(\"p\",{children:\"Yeah.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (28:45.761)\"}),/*#__PURE__*/e(\"p\",{children:\"Yep.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (29:02.798)\"}),/*#__PURE__*/e(\"p\",{children:\"And to go back, you talked about talking about the why. Why did we make the decisions? That is a great place for people to start. And if they just start, the stories will build, eventually become legends, and you're gonna improve and get better at it as time goes on. And that is what is gonna create a sustainable brand. So.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (29:27.329)\"}),/*#__PURE__*/e(\"p\",{children:\"Absolutely.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (29:28.526)\"}),/*#__PURE__*/e(\"p\",{children:\"Sean, this has been awesome. Thank you for sharing all of these thoughts. How can people follow you and your brand and get in touch with you?\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (29:39.265)\"}),/*#__PURE__*/e(\"p\",{children:\"I am weirdly available. You can follow me at Sean P. Walcheff, S H A W N P W A L C H E F. Instagram is probably the fastest, but I'm very active on LinkedIn and TikTok and Facebook and all the platforms. You can follow at Cali BBQ media. If you want to follow the restaurant, more restaurant specific content, that's at Cali BBQ. And I'm always willing to talk to any, anyone that listens.\"}),/*#__PURE__*/e(\"p\",{children:\"of this content, we believe you're playing the game within the game. There's so many people out there. I know how hard it is to run a restaurant. We've been doing it for 16 years. We're still trying to figure out how to do it. I mean, we built a media company on top of our restaurant.\"}),/*#__PURE__*/e(\"p\",{children:\"But we also know that we're in this for a lifetime. So it's not just my lifetime. I've got a seven -year -old boy and a four -year -old girl, and we're all just trying to figure out how to be a little bit better every single day. And shows like this help us share that knowledge and build deeper communities. So thanks for doing this, Shane.\"}),/*#__PURE__*/e(\"p\",{children:\"Shane Murphy (30:40.878)\"}),/*#__PURE__*/e(\"p\",{children:\"You bet. Thank you so much for joining us today and follow Sean and Cali BBQ on Instagram and your favorite social platforms. So thanks again, Sean.\"}),/*#__PURE__*/e(\"p\",{children:\"Shawn Walchef (30:52.609)\"}),/*#__PURE__*/e(\"p\",{children:\"Thanks, Shane.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})})]});export const richText9=/*#__PURE__*/t(n.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Brett Linkletter, founder and CEO of DineLine, shares his expertise in restaurant marketing. He discusses the importance of tracking ROI and offers various methods for restaurants to track their success, such as using QR codes, store visits, and credit card swipes. Linkletter emphasizes the need for restaurants to focus on both customer acquisition and retention marketing. He explains that acquiring new customers is more expensive, but returning customers have a higher chance of becoming lifelong customers. He also highlights the importance of collecting customer information, such as phone numbers and emails, to facilitate remarketing efforts. Linkletter encourages restaurants to embrace technology and stay on the forefront of industry changes.\"}),/*#__PURE__*/e(a.div,{className:\"framer-text-module\",style:{\"--aspect-ratio\":\"560 / 315\",aspectRatio:\"var(--aspect-ratio)\",height:\"auto\",width:\"100%\"},children:/*#__PURE__*/e(o,{componentIdentifier:\"module:NEd4VmDdsxM3StIUbddO/5RntGP0I11dGShtzMldK/YouTube.js:Youtube\",children:t=>/*#__PURE__*/e(i,{...t,borderRadius:0,bottomLeftRadius:0,bottomRightRadius:0,isMixedBorderRadius:!1,isRed:!0,play:\"Off\",shouldMute:!0,thumbnail:\"Medium Quality\",topLeftRadius:0,topRightRadius:0,url:\"https://youtu.be/foNa76AFd28?si=195Hrn1ThCqjYUNs\"})})}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Takeaways\"})}),/*#__PURE__*/t(\"ul\",{style:{\"--framer-text-alignment\":\"start\",\"--framer-text-color\":\"rgb(253, 253, 253)\",\"--framer-text-stroke-width\":\"0px\",\"--framer-text-transform\":\"none\"},children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Tracking ROI is crucial for restaurants to allocate their marketing efforts effectively.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Restaurants should focus on both customer acquisition and retention marketing.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Collecting customer information, such as phone numbers and emails, is essential for remarketing efforts.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Restaurants should embrace technology and stay updated with industry changes.\"})})]})]});\nexport const __FramerMetadata__ = {\"exports\":{\"richText6\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText7\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText2\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText3\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText8\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText5\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText4\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText9\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText1\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"__FramerMetadata__\":{\"type\":\"variable\"}}}"],
  "mappings": "iSAA+R,IAAMA,EAAsBC,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0cAA0c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sKAAsK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2KAA2K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,igBAAigB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qcAAqc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uYAAuY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sXAAsX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4CAA4C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8ZAA8Z,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gBAAgB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wDAAwD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,giBAAgiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,shBAAshB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oiBAAoiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,geAAge,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qkBAAqkB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oJAAoJ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iUAAiU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+MAA+M,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0cAA0c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,goBAAgoB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yaAAya,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ibAAib,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,meAAme,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oXAAoX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+MAA+M,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4ZAA4Z,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4kBAA4kB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sFAAsF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oXAAoX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0ZAA0Z,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oYAAoY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2VAA2V,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mbAAmb,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iQAAiQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2SAA2S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+FAA+F,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uTAAuT,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uXAAuX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2gBAA2gB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gcAAgc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qkBAAqkB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sjBAAsjB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mNAAmN,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iNAAiN,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gXAAgX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6TAA6T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ucAAuc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+dAA+d,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6eAA6e,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,khBAAkhB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4hBAA4hB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ilBAAilB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uOAAuO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yUAAyU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uVAAuV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iWAAiW,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iZAAiZ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ymBAAymB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+dAA+d,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ufAAuf,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kSAAkS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gKAAgK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qEAAqE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oXAAoX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uGAAuG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0kBAA0kB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mPAAmP,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oeAAoe,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4GAA4G,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,CAAC,EAAeC,EAAuBH,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,kZAA6Y,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iOAAiO,CAAC,EAAeA,EAAEE,EAAE,IAAI,CAAC,UAAU,qBAAqB,MAAM,CAAC,iBAAiB,YAAY,YAAY,sBAAsB,OAAO,OAAO,MAAM,MAAM,EAAE,SAAsBF,EAAEG,EAAE,CAAC,oBAAoB,sEAAsE,SAASC,GAAgBJ,EAAEK,EAAE,CAAC,GAAGD,EAAE,aAAa,EAAE,iBAAiB,EAAE,kBAAkB,EAAE,oBAAoB,GAAG,MAAM,GAAG,KAAK,MAAM,WAAW,GAAG,UAAU,iBAAiB,cAAc,EAAE,eAAe,EAAE,IAAI,6CAA6C,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeE,EAAuBN,EAAID,EAAS,CAAC,SAAsBC,EAAE,IAAI,CAAC,SAAS,40BAA40B,CAAC,CAAC,CAAC,EAAeO,EAAuBT,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,klBAAklB,CAAC,EAAeA,EAAEE,EAAE,IAAI,CAAC,UAAU,qBAAqB,MAAM,CAAC,iBAAiB,YAAY,YAAY,sBAAsB,OAAO,OAAO,MAAM,MAAM,EAAE,SAAsBF,EAAEG,EAAE,CAAC,oBAAoB,sEAAsE,SAASC,GAAgBJ,EAAEK,EAAE,CAAC,GAAGD,EAAE,aAAa,EAAE,iBAAiB,EAAE,kBAAkB,EAAE,oBAAoB,GAAG,MAAM,GAAG,KAAK,MAAM,WAAW,GAAG,UAAU,iBAAiB,cAAc,EAAE,eAAe,EAAE,IAAI,6CAA6C,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeJ,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,MAAM,CAAC,0BAA0B,QAAQ,sBAAsB,qBAAqB,6BAA6B,MAAM,0BAA0B,MAAM,EAAE,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6HAA6H,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0JAA0J,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kIAAkI,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oFAAoF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gIAAgI,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeQ,EAAuBV,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+qBAA+qB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sEAAsE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8IAA8I,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8GAA8G,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0jBAA0jB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8fAA8f,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ilBAAilB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qhBAAqhB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yhBAAyhB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2TAA2T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0jBAA0jB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,udAAud,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4NAA4N,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wYAAwY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6KAA6K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0WAA0W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sYAAsY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ujBAAujB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oIAAoI,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wfAAwf,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ukBAAukB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uJAAuJ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wWAAwW,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kOAAkO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0XAA0X,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ieAAie,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ydAAyd,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qYAAqY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+KAA+K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uNAAuN,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mOAAmO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6eAA6e,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yYAAyY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4RAA4R,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sVAAsV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0XAA0X,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yUAAyU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mRAAmR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,siBAAsiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kbAAkb,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ggBAAggB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ieAAie,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yIAAyI,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kiBAAkiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oEAAoE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6jBAA6jB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wGAAwG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8UAA8U,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sRAAsR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ugBAAugB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iBAAiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,idAAid,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wYAAwY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8dAA8d,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yUAAyU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mVAAmV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gTAAgT,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2XAA2X,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kiBAAkiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+jBAA+jB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ojBAAojB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+IAA+I,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qHAAqH,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gTAAgT,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iFAAiF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeS,EAAuBX,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,0cAA0c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,EAAeA,EAAEE,EAAE,IAAI,CAAC,UAAU,qBAAqB,MAAM,CAAC,iBAAiB,YAAY,YAAY,sBAAsB,OAAO,OAAO,MAAM,MAAM,EAAE,SAAsBF,EAAEG,EAAE,CAAC,oBAAoB,sEAAsE,SAASC,GAAgBJ,EAAEK,EAAE,CAAC,GAAGD,EAAE,aAAa,EAAE,iBAAiB,EAAE,kBAAkB,EAAE,oBAAoB,GAAG,MAAM,GAAG,KAAK,MAAM,WAAW,GAAG,UAAU,iBAAiB,cAAc,EAAE,eAAe,EAAE,IAAI,6CAA6C,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeJ,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,MAAM,CAAC,0BAA0B,QAAQ,sBAAsB,qBAAqB,6BAA6B,MAAM,0BAA0B,MAAM,EAAE,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qIAAqI,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,iHAAiH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gKAAgK,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6FAA6F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sGAAsG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeU,EAAuBZ,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sbAAsb,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gFAAgF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4HAA4H,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uYAAuY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uaAAua,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yRAAyR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2ZAA2Z,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yaAAya,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mdAAmd,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6cAA6c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8FAA8F,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qUAAqU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oJAAoJ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,miBAAmiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gZAAgZ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yVAAyV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+cAA+c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gSAAgS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0XAA0X,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,QAAQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oQAAoQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+dAA+d,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sWAAsW,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,cAAc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0GAA0G,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0SAA0S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,QAAQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gQAAgQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8WAA8W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kZAAkZ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4IAA4I,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oZAAoZ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4LAA4L,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iXAAiX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ubAAub,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oTAAoT,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,QAAQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wYAAwY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0WAA0W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yUAAyU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4VAA4V,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0cAA0c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gKAAgK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qWAAqW,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0WAA0W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mUAAmU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gLAAgL,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4GAA4G,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6TAA6T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,QAAQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oSAAoS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6MAA6M,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6dAA6d,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oXAAoX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ucAAuc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2TAA2T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iOAAiO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8KAA8K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qMAAqM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2SAA2S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uTAAuT,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0VAA0V,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0UAA0U,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,maAAma,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wGAAwG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oZAAoZ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wVAAwV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sQAAsQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,cAAc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4GAA4G,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sVAAsV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,QAAQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4bAA4b,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6UAA6U,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,UAAU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yGAAyG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gXAAgX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,SAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4WAA4W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+dAA+d,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mJAAmJ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0YAA0Y,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wYAAwY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6JAA6J,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+FAA+F,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0CAA0C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeW,EAAuBb,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,6eAA6e,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,EAAeA,EAAEE,EAAE,IAAI,CAAC,UAAU,qBAAqB,MAAM,CAAC,iBAAiB,YAAY,YAAY,sBAAsB,OAAO,OAAO,MAAM,MAAM,EAAE,SAAsBF,EAAEG,EAAE,CAAC,oBAAoB,sEAAsE,SAASC,GAAgBJ,EAAEK,EAAE,CAAC,GAAGD,EAAE,aAAa,EAAE,iBAAiB,EAAE,kBAAkB,EAAE,oBAAoB,GAAG,MAAM,GAAG,KAAK,MAAM,WAAW,GAAG,UAAU,iBAAiB,cAAc,EAAE,eAAe,EAAE,IAAI,6CAA6C,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeJ,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,MAAM,CAAC,0BAA0B,QAAQ,sBAAsB,qBAAqB,6BAA6B,MAAM,0BAA0B,MAAM,EAAE,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mGAAmG,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yFAAyF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4IAA4I,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeY,EAAuBd,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2aAA2a,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iSAAiS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iLAAiL,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+WAA+W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,eAAe,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gaAAga,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,saAAsa,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+fAA+f,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4FAA4F,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iKAAiK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iRAAiR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6YAA6Y,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4ZAA4Z,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6fAA6f,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,maAAma,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8WAA8W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2cAA2c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qaAAqa,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4ZAA4Z,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ygBAAygB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kYAAkY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mbAAmb,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qcAAqc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wKAAwK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iXAAiX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2cAA2c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gIAAgI,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6fAA6f,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uiBAAuiB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,scAAsc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6XAA6X,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ucAAuc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wCAAwC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sfAAsf,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ugBAAugB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0WAA0W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6TAA6T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+YAA+Y,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iMAAiM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wUAAwU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2gBAA2gB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qcAAqc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iLAAiL,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iGAAiG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2dAA2d,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,cAAc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sgBAAsgB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,geAAge,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6gBAA6gB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2YAA2Y,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yHAAyH,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8EAA8E,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,cAAc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2VAA2V,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gXAAgX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oYAAoY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8ZAA8Z,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0RAA0R,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+WAA+W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,cAAc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iWAAiW,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4VAA4V,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gBAAgB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2TAA2T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ieAAie,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iRAAiR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2SAA2S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+XAA+X,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0ZAA0Z,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,aAAa,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sEAAsE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,scAAsc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0LAA0L,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0UAA0U,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ugBAAugB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mcAAmc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,SAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,SAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4YAA4Y,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0aAA0a,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,OAAO,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uUAAuU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,aAAa,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+IAA+I,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uYAAuY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+RAA+R,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uVAAuV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sJAAsJ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gBAAgB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,KAAK,CAAC,UAAU,gBAAgB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAea,EAAuBf,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,ovBAAovB,CAAC,EAAeA,EAAEE,EAAE,IAAI,CAAC,UAAU,qBAAqB,MAAM,CAAC,iBAAiB,YAAY,YAAY,sBAAsB,OAAO,OAAO,MAAM,MAAM,EAAE,SAAsBF,EAAEG,EAAE,CAAC,oBAAoB,sEAAsE,SAASC,GAAgBJ,EAAEK,EAAE,CAAC,GAAGD,EAAE,aAAa,EAAE,iBAAiB,EAAE,kBAAkB,EAAE,oBAAoB,GAAG,MAAM,GAAG,KAAK,MAAM,WAAW,GAAG,UAAU,iBAAiB,cAAc,EAAE,eAAe,EAAE,IAAI,kDAAkD,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeJ,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,MAAM,CAAC,0BAA0B,QAAQ,sBAAsB,qBAAqB,6BAA6B,MAAM,0BAA0B,MAAM,EAAE,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0FAA0F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gFAAgF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0GAA0G,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+EAA+E,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EACtzwIc,EAAqB,CAAC,QAAU,CAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,SAAW,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,mBAAqB,CAAC,KAAO,UAAU,CAAC,CAAC",
  "names": ["richText", "u", "x", "p", "richText1", "motion", "ComponentPresetsConsumer", "t", "Youtube", "richText2", "richText3", "richText4", "richText5", "richText6", "richText7", "richText8", "richText9", "__FramerMetadata__"]
}