How To Hit $1M Months Selling Hard Gated Brands — Aaron O'Sullivan | Why New Amazon Stores Are Gated, How To Buy Aged Amazon Accounts, The Process Of Selling Amazon Stores, Why Multiple Stores Mitigate Risks, How To Ungate Product Categories Fast (#440)

In this episode, we dive into the challenges of selling on Amazon, including gated brands and slow cash flow. 

Aaron O'Sullivan, co-founder of Sellmyselleraccount.co and ecomstores.com, shares how acquiring aged Amazon seller accounts can provide instant access to restricted categories, speed up cash flow cycles, and mitigate the risk of account suspension. 

He explains why the "vehicle" or age of your store is critical for achieving faster, more profitable growth on the platform.

Topics discussed in this episode:  

• Why new Amazon accounts lack trust and have selling restrictions.
• What gated brands and categories are on Amazon.
• How older Amazon accounts provide faster cash flow and no reserves.
• What the opportunity cost is of a 3-week cash flow wait.
• Why spreading your business across multiple Amazon stores is vital.
• How to build a digital moat to prevent a domino effect of suspensions.
• What the process is for buying or selling an Amazon store.
• Why the age of an Amazon store acts as a competitive advantage.
• How to quickly ungate product categories like supplements.
• What a valid business reason is for having multiple stores.

Links & Resources 

Website: https://ecomstores.com/
LinkedIn: https://www.linkedin.com/company/ecomstorescom/
Instagram: https://www.instagram.com/ecomstoresamazon/
YouTube: https://www.youtube.com/@BuyAgedAmazonSellerAccounts

Get access to more free resources by visiting the show notes at https://tinyurl.com/yjw6mwm6

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Transcript

00:00:00:00 - 00:00:15:18
Unknown
Hello. Welcome to another episode of the E-commerce Coffee Break podcast. Today, we're talking about something that can make or break your Amazon business with brands. If you have ever wondered why some products feel impossible to sell, or why your account can't touch high profit categories, this episode is for you.

00:00:15:20 - 00:00:43:23
Unknown
We diving into how sellers can use and sell Amazon accounts to spend to speed up cash flow, and even hit 1 million months. Joining me for this is Aaron O'Sullivan. Aaron started selling on Amazon in 2013 and co-founded Sell My Seller account, Dot Co and Ecom stores.com right domain yes. Completed nearly 1700 transactions and selling stores and is all about helping sellers growing their business and build build real long term business success.

00:00:44:01 - 00:01:11:02
Unknown
So we have a lot to cover. Let's get started. Hi Aaron, how are you today? Hey class. I'm doing great. Thanks for having me. Aaron. We're talking about gated brands. Can you explain for our listeners who haven't heard about. That's what it means and what it is. Absolutely. So, Amazon is an amazing channel. But unfortunately, because of the the way the Amazon stores are set up, ultimately, what happens when you open a new store is Amazon.

00:01:11:04 - 00:01:33:05
Unknown
Do not trust you. Right. And sometimes it could take you a year or 2 or 3 to build trust with Amazon. And as you do that, they start to make your account less restricted. So what that means, though, is you could miss out on literally millions of dollars worth of profit by not being able to sell, in certain categories or certain brands.

00:01:33:07 - 00:01:54:18
Unknown
So, that's kind of in a nutshell, what it is. But even if you, kind of quote unquote a good boy and you're, you know, you're good in Amazon's eyes where you're not, you know, breaking any rules. And you know, which is absolutely what is recommended, obviously is followed terms of service. But even if you do that, some stores just will never be able to sell certain brands.

00:01:54:20 - 00:02:13:18
Unknown
It's almost like a glitch in the back end of the store. Amazon's enormous, as you can imagine, right? There's millions upon millions of seller accounts that stretch back, that were created back in the late 1990s. So as you can imagine, there is a lot of software, a lot of code, a lot of, you know, probably a lot of glitches that happen.

00:02:13:20 - 00:02:32:16
Unknown
So the reason I say that is you could be a great seller for ten years, and you will never get access to selling a certain brand, no matter what invoice that you have or not. What, you know, proof you have from the manufacturer, distributor, you'll never be able to sell that brand. And, you know, that's a common source of frustration.

00:02:32:18 - 00:03:07:14
Unknown
So that's kind of what branded, gated brands and gated categories, you know, is, with the, with the brand builders out there who might be listening to this, people that are you know, quote unquote, created their own private label brand is a lot of Amazon business, I just call it there would be, when you open a new account, a lot of the categories will be restricted, like, ingestible oils and supplements and insightful, which, you know, can be frustrating if if you're a seasoned seller and you want to kind of get run, you know, hit the ground running.

00:03:07:16 - 00:03:26:14
Unknown
We, for example, we have a client, call corner out of Canada, kind of Bruce. It's his name is, he's doing about a million a month, with supplements. So he's really got the, the, you know, the supplements space nailed down. He's got great supplies. It's got, you know, ten, 15 SKUs, and his model is.

00:03:26:14 - 00:03:54:07
Unknown
Okay, how how can I just duplicate what I've already done well, in this brand, using the same supply? A different logo, different all that stuff, and then just relaunching a brand. But he'd give him away, you know, a year and a half to go through the process of getting access to the supplement category and filing brand registry, you can acquire stores legally and above tons of service, just as if you know a private equity company would be acquiring an eight figure brand.

00:03:54:07 - 00:04:16:09
Unknown
Same legal framework, same everything you just access to, the store and the, you know, assets of a company so you can launch quickly out. Okay. I hope that kind of makes sense. Makes total sense. And for our listeners, will probably not on Amazon yet or who are struggling. If you're coming from a DTC brand and you're running your own Shopify store, for instance, this is a completely different world.

00:04:16:11 - 00:04:36:11
Unknown
Amazon is a beast in itself. It's a completely new universe. And as I said, if you want to get in there, you need to find, I wouldn't say the loophole, but you need to find a way to speed up the process. Now you're helping with this, what's the process? And you helping the clients to get on Amazon and get started?

00:04:36:13 - 00:04:58:09
Unknown
Yeah. So, kind of that high level how it works is, company, we, you know, we have one side of a company which is called sell my seller account.com. And, you know, basically there's about 2000 seller accounts open daily. And that's been happening for a couple of decades over the last ten years. And obviously that's grown over the years and fluctuates.

00:04:58:11 - 00:05:27:23
Unknown
But ultimately there's a lot of Amazon, sellers, business owners who move on from Amazon or they can't make it work or they start a new business somewhere else. So there's a lot of these assets, these companies really that, you know, not being used anymore. So, how the process works from our standpoint is we, we find these, these companies that are slowing down or mildly profitable, and we acquire the assets of their business, and we, you know, that's what, you know, one side of a company does.

00:05:28:01 - 00:05:52:21
Unknown
And then what we do is we, we find, Amazon, entrepreneurs, you know, e-commerce entrepreneurs that are looking to hit the ground running and to find the kind of perfect vehicle to help them, with that, with that growth. So, we would, you know, we would have a pipeline of stores, which we've, we've screened and we've we've, got procurement team actively looking.

00:05:52:23 - 00:06:26:20
Unknown
It's like a deal or pipeline. And then somebody would come to us on the e-commerce store side where we sell the stores and say, hey, Aaron, the you know, we're looking to really grow in the supplement niche or we're looking to sell, these, you know, Nike, Adidas, DeWalt tools or a list of brands and, we're also looking to increase our cash flow with, you know, one of the older stores because these this is another feature which they have, they're often grandfathered into follows the cash flow cycles, where you get paid in full.

00:06:26:20 - 00:06:50:12
Unknown
It's a, it's a really big deal because, you know, the the older stores, you can, you can essentially, press a button inside the store and get paid the next day. Shopify people will probably be quite familiar with that where there's no reserves held. But in the Amazon world, if you don't have that, it will take you up to three weeks to get your money in full.

00:06:50:14 - 00:07:09:12
Unknown
So the the cash flow cycle is a three week wait. And that's a, you know, a real challenge, you know, in, in e-commerce, as everybody knows, cash flow is king. And the faster we can get our money back, the faster we can deploy into inventory to grow the business. So anyway, somebody would come to us with a brief.

00:07:09:12 - 00:07:35:01
Unknown
This is what we're looking for. Our team would go and find that for them and, you know, walk them through the process of what that looks like, which is, Hey, here's the brief, Aaron. We're going with search for that. The next step, would we show the store and walk them through it and then once they said, okay, great, we want to move forward, we would handle everything for them A to Z where we would help them create a new company.

00:07:35:02 - 00:08:00:20
Unknown
We would set up all the details that go inside the Amazon store, and our team would it's kind of all done for you, essentially. That's kind of how that that piece works. And Amazon's very sensitive beast, as you can imagine. It's it's an amazing platform, but it has its challenges, because of size of the company. So you can't use any of the same details of a, you know, of one company in more than one store.

00:08:01:02 - 00:08:22:16
Unknown
So each store has to have completely unique details, to keep them separate. And you're actually allowed as many stores in Amazon. You're allowed as, as many stores as you want on Amazon, provided you've got a valid business reason starting any brand. It's a perfectly valid reason to open a new. Yeah. Or a user, another store, if that makes sense.

00:08:22:18 - 00:08:43:14
Unknown
So yeah, that's kind of the process. I know that's around a little bit, but I hope that it was kind of clear because it's not. No, absolutely. I don't think you gave a really good overview and it just shows how complex Amazon is. And it has a ton of rules and regulations. And sometimes it's a bit of a jungle to to really find your way around and, and having somebody like you on the side helping you with the process.

00:08:43:16 - 00:09:04:18
Unknown
When it comes to risk mitigation, you said you can have as many stores as you want. What's your recommendation there? Because obviously the store can be closed. There might be, I don't know, you're starting over at some point on Amazon and they're closed, and then your business comes to a standstill. What's your limit to risk in expanding on Amazon?

00:09:04:20 - 00:09:50:09
Unknown
Yeah, it's a really, really great question. So I'll just give you a story first because I think it's important. I don't know if you're familiar, Klaus or your listeners are with the Amazon aggregator space. You know, back, right? You know, 2021 to 2023 was the heyday of this industry where big private equity groups were, you know, you know, created and companies were private equity companies were kind of thrown together almost to roll up and acquire a lot of Amazon brands, seven, eight figure Amazon brands and one of these, big companies that had literally hundreds of Amazon stores that they acquired, they basically, had 44 stores get shut down overnight because of

00:09:50:11 - 00:10:18:04
Unknown
essentially, the team had been logging in to the same IP addresses from the same office, from the same hardware again and again. And it creates a a web of links. Okay. Now we call these soft and hard links. But what happens is if one store goes down, if Amazon's AI freaks out and it's like, oh, well, this, this product's counterfeit or something like that, which unfortunately often does, it can take down like a domino effect, in this case, 44 stores.

00:10:18:08 - 00:10:39:03
Unknown
And they were down for months. So it's a complete nightmare on that sense. So you have to be very, careful just to, to every store has to be in its own moat sort of thing. Like so we call it a digital moat with its own virtual private server and residential static proxies, just to keep it separate from any other store.

00:10:39:05 - 00:11:06:08
Unknown
So, you know, if you're going to the airport and you're logging into Starbucks on their from their Wi-Fi and you're logging into your main Amazon store, then any other person that's logged into the Wi-Fi, will essentially have a soft linked. Yeah, a hard or soft link to your store, depending, you know, on a few factors. And if somebody was a bad attorney was a scam, and people on Amazon and you know, that's now linked to your store.

00:11:06:09 - 00:11:31:23
Unknown
So as that, you know, accrues over time, it can, you know, cause nightmare situations like how to explain. So we'd recommend like we we went with one of the top five Amazon sellers in the world. There's about eight, 900 million per year in revenue. It's a wholesale seller. And you know, these guys, that do it, even sellers, these guys just accept suspensions as part of a, you know, part of the game on Amazon.

00:11:31:23 - 00:11:54:11
Unknown
Although it's, although it's frustrating, especially more of the wholesale guys because, yeah, these these guys just accept as a cost of doing business. Sometimes you get stores going to go down for a few months. Inevitably you get them open again. If you're innocent, you know, you just you will get that. But it might be three months. It could be three weeks.

00:11:54:13 - 00:12:20:05
Unknown
A lot guys, the high level guys essentially are just factoring that as a cost of doing business by having three, five, eight stores under their portfolio company is, you know, it's like a holding company and, you know, multiple stores underneath that. And then they're looking at like a portfolio of brands or a portfolio of wholesale companies selling, you know, different categories of wholesale products.

00:12:20:05 - 00:12:36:14
Unknown
I hope that makes sense. So it's kind of built into a lot of these guys model. In that sense. Makes perfect sense. I've met people and also was friends of mine who basically got shut down their business overnight. They had one seller account and as I said, it can take a long time to get it back.

00:12:36:16 - 00:12:55:19
Unknown
And then you probably it's better that you have a back up system there and you can switch from one store to another. I want to talk a little bit on the other side on selling stores. That's part of your business. How does that work? If I'm have a store, I want to get rid of it. As I said, there might be various reasons for it, and I approach you.

00:12:55:19 - 00:13:17:08
Unknown
What are the steps? Yeah, that was a great question. So, there's it's pretty straightforward. So we look at hundreds of stores every month, depending on the applications, you know, what might be happening if we're running ads, we have parties promoting us. And typically we see a couple of hundred stores and not so people reach out to us.

00:13:17:10 - 00:13:45:09
Unknown
They'll fit in a simple form, and then we'll hop on a call with our team member on zoom, which is about 20 minutes long. And we just go through the account health, see what the, sales history is and, you know, just get a feel for the account, make sure there's no red flags. And that's the first pop once we've reviewed the store, if it's something that is something like, we're like kind of looking for we're quite picky because we, you know, whatever we buy.

00:13:45:09 - 00:14:02:00
Unknown
Amazon is very sensitive. So we want to make sure the stores clean. It's healthy. It's not you know, you got a load of red flags on it because also they were going to sell that to somebody and that that's a vehicle that they've got to get inside of and drive their business with. Red say we don't want to be selling a beat up, a beat up vehicle.

00:14:02:00 - 00:14:29:03
Unknown
So, once we review this or that, we make an offer, we sign, asset purchase agreement to acquire the assets, the business, and then, you know, we, we use, escrow and put the money into escrow, and then we transfer the store and release the funds, and then that's pretty much it. And there's, you know, we're we're on hand at any point in the future as well, if anyone's got any questions, to support them in that regard.

00:14:29:03 - 00:14:50:06
Unknown
But it's pretty, pretty seamless. And, you know, it's pretty hands off this. Yeah. A lot of folks might have inventory left. So depending on what happens if they've got, you know, a few hundred units, if they're selling through them, we kind of just let that happen. And and yeah, we, we we support them before, during and after.

00:14:50:08 - 00:15:07:17
Unknown
Let's talk a little bit about timelines. So timeline I want to sell my store and timeline I want to buy your store. How does that look like. Yeah. So it's, about three weeks on the selling side. So if you're looking at if you've got a store there. Hey, I want to get rid of this about three weeks.

00:15:07:17 - 00:15:28:00
Unknown
3 or 4 weeks, to, to complete. On the buying side, it kind of depends if we've got the store you're looking for already in. In our pipeline, if that's if we do have that and it's going to be 2 to 3 weeks, if we need to go find it, it might be a little bit longer because, we got going on down for this sort of thing.

00:15:28:00 - 00:15:53:14
Unknown
So, I would say on a save for a month on either side, give or take a bit about your perfect customer you mentioned already supplement. Brands are something that works well. Are there specific industries or niche that do very well? Yeah. So we work with a lot of, wholesale Amazon sellers where they're looking to sell, you know, Nike, Adidas double or a whole variety of different brands on Amazon.

00:15:53:15 - 00:16:13:20
Unknown
And that's that's a big part of our customer base. We also work with a lot of private label brands that are looking to, yeah, get access to categories that might not be open for them. And, you know, there's the the older stores that the reason that private label sellers are often, reaching out to us is because of cash flow.

00:16:13:21 - 00:16:37:08
Unknown
So in terms of the Amazon ecosystem, let's let me give you a quick history lesson very quickly on the stores. So basically, before 2010, Amazon would have a daily pay function where you would, let's say you make 100 grand in net proceeds today, it Amazon AG 100 grand. Press the button and that would hit your bank the next day.

00:16:37:10 - 00:16:57:11
Unknown
Amazing for cash flow changer. And it's really hard to compete with these kind of stores then in in you know the next kind of store was from about 2012 where they said, okay, we're not going to do the daily pay. We're going to give you seven days now so you can't get your money up for seven days. It's going to accrue in the store.

00:16:57:13 - 00:17:25:11
Unknown
But you can get paid in full. And then what happened in 2016 is Amazon said, you know, ultimately, we're going to now put a reserve on your store and we're going to hold money for three weeks, essentially. So if Amazon only do 100 grand, you would have to wait 23, 24 days to get that 400 grand right back in 2010, it be the same day, which is, you know, 23 times the speed.

00:17:25:12 - 00:17:46:23
Unknown
Right? So you can imagine what that does with your cash flow. If Amazon if you're doing a million a month in and in, in revenue, Amazon will hold 400,000 of that money in reserve at all times. You can never get rid of this thing. Right. And let's say let's say you're making 10% on your on your money.

00:17:47:01 - 00:18:09:20
Unknown
Now that 400 deployed 10% is is what, 40,000 a month in net net profit. Right. So that is a lot of money. Right. And that compounds like compound interest does over time. And that's an opportunity cost. Right. So these are why private label sellers reach out to us. Because the older stores, they don't have that they don't have that reserve that the hold on your money.

00:18:09:22 - 00:18:29:21
Unknown
So they can deploy into more inventory. And, you know, that is they just play a different game because, you know, you play that out every year or two. It's it's, it's a huge advantage in cash flow and profit. So that's why private label sellers, usually brand builders that seek out, the stores, the older stores.

00:18:29:23 - 00:18:48:05
Unknown
So, so yeah, I Baja to your question, it doesn't it shows you how difficult this is. I said cash flow is king. And, a lot of brands. I mean, if you're losing out on so much money every month and you probably you might have returns, you might need to sell for new stock on what to buy new stock.

00:18:48:07 - 00:19:12:17
Unknown
Things can become very tricky. And I think you should get a hold up account as quick as possible to get the benefits from the older account. How do you charge what's what's your pricing structure? It depends on the stores and sales. Every store is has its own metrics. It has its own history. So, generally on the let's say, an example, somebody comes in, hey, this is my brief.

00:19:12:22 - 00:19:44:14
Unknown
Then we would say, okay, we're going to go find you a range of stores. When somebody acquires a store, for example, we had a guy, James is he's bought a couple of stores from us. Now he is, he came to us with the issue of being restricted in a brand. He was like, okay, I've got is honestly about a year ago today, actually, or around around about this time a year ago, he had $400,000 worth of his product on his way to his warehouse when he got restricted overnight.

00:19:44:16 - 00:20:01:19
Unknown
Right. You do pay for the inventory to come into is warehouse. You know, he can. Everything he tried to do to unlock that account to be able to sell the products, was it wasn't working. So he came to us. We found him a store that was already on it. And the stuff he needed. And yeah, he was good.

00:20:01:20 - 00:20:27:20
Unknown
He went on to do 300,000 in in 30 days in sales and then place it $2.5 million purchase order, you know, by day for the reason I say that is because, yeah. The store that we found him was, a daily pay store was up on the high range. These fluctuate anywhere between 60 to 70, upwards of, you know, up to 100 K in some cases for these, these, daily pay stores.

00:20:28:00 - 00:20:39:17
Unknown
On the on the lower end, you know, there's stores out there for, you know, 1012 K and they might unlock for some sort of 100 K a month in revenue and sales based on what they, they kind of need.

00:20:39:17 - 00:20:40:07
Unknown
Yeah. So

00:20:40:07 - 00:20:48:15
Unknown
in that range, anywhere from ten K to 100 K is, is kind of the range on depending on the store's metrics, if that makes sense.

00:20:48:15 - 00:21:08:11
Unknown
So, what what usually happens is somebody gives us the brief and we just go and find a range, you know, cheaper middle, higher end run. And we say, hey, these are the these are the pros and cons of each, you know, what do you think makes most sense. And then they can choose our own adventure. Depending on their goals and depending on their also.

00:21:08:13 - 00:21:39:08
Unknown
No. Makes perfect sense. Now, if somebody is running a DTC brand like, say, on Shopify and the other brand WooCommerce, whatever it is, once again, on on Amazon because omnichannel is king. When should they approach you? So that's that's going to be what usually what happens is, Shopify, you know, brand builders, they get rolling. So most again all the sales and then they realize, oh, I'm seeing my, my products are they're being sold on Amazon or people searching for on Amazon.

00:21:39:10 - 00:21:54:11
Unknown
You know, they might be able to go in there that Amazon is a huge search engine. Right. To go see the ad on Facebook or wherever. And they're going to go verify on Amazon where is it. You know, look at the reviews and get that verification. I think quite early on, you know, I'm a big proponent of focals.

00:21:54:12 - 00:22:13:08
Unknown
So if somebody says rock n roll on a Shopify, the there's going to be a trade off, you know, at some point. And that's probably probably when you got a team. And I don't think you should make Amazon your main thing. You know, until it's until it's right as a company, how do you how do you judge that?

00:22:13:10 - 00:22:39:08
Unknown
Probably when you've got a team around you and it doesn't take any focus away. Growing the main channel. But it's, it's it's a position where you're like, well, I could be generating 30, 40, 50,000 a month on Amazon just by the people searching over there. And that's a considerable amount of money. Right. You know, so it's really just comes down to your focus and, you know, your resources as well and not being pulled, you know.

00:22:39:10 - 00:22:56:09
Unknown
Yeah. From, you know, not being spread too thin because I know that's also costly. Oh, that makes sense. And for our listeners out there, people who go to Amazon have a search intent, have a bias intent, so they are a better customer in the first place because you go to Amazon to buy stuff, and obviously there's a trust level to it as well.

00:22:56:09 - 00:23:16:01
Unknown
People might have a prime account or whatever, so they trust Amazon. So multi-channel omnichannel definitely a must go. And getting as soon as as soon as quickly in there makes sense. Now around before our coffee break comes to an end today, is there anything you want to share with our listeners that we haven't covered yet? I think that's pretty much pretty much everything we talked about.

00:23:16:03 - 00:23:45:00
Unknown
You know, we just look at these, you know, to put it through a metaphor is not all Amazon's, Amazon stores are created equal. Right. You know, the older ones have got grandfathered into some amazing benefits that new stores just don't have. So you know, winning on Amazon is akin is kind of like winning, a formula One race, right where you got you've got the driver, which is your systems process is product team critical in any business.

00:23:45:00 - 00:24:07:23
Unknown
Right. So, but then you've got the vehicle, which is what the driver operates within. Right? So you can't win a race with a great Formula one driver and an old up car. Right. You need both win. So I would recommend, you know, if that's the goal is to win, then find a vehicle which is going to enable you to get there quicker.

00:24:08:00 - 00:24:29:01
Unknown
And without a lot of the challenges that the new stores bring. So, you know, in some cases, you know, we've had folks go, like I said, hello, James. But, you know, from ground 0 to 300 K in in a month from, from that's the acceleration that is possible. And with the new tools it's, it's going to be really tough to do that because you going to get a lot of restrictions.

00:24:29:03 - 00:24:53:21
Unknown
Right. And you know, a lot of issues that come with the new store. So yeah. I think that's pretty much the last thing I'd put on is, you know, the vehicle really matters. You know, spend a bit of time researching it. It might be it might be fine for you, for your business and your position and you still might be fine, but it's definitely worth just get the information first, and then you can make a judgment call on.

00:24:54:03 - 00:25:10:12
Unknown
You know what? It's actually it's just going to be fine for where I'm at right now. I'm happy with the new store, but you might say, in fact, no, I want to go a bit faster and to make a little bit more profit in this year, it's going to be important, you know, get that information and then make the that just, I learned a lot today.

00:25:10:12 - 00:25:31:07
Unknown
And from what you told me, I would always go for an H account and get a quicker start there. Where can people go and find out more about you guys. So where ecom stores.com. That's if you're looking to potentially acquire a store. And if you want to get the information like I said, in terms of different vehicles that help you accelerating, you know, make more profit.

00:25:31:09 - 00:25:51:17
Unknown
So ecom stores.com and you've also got the on the which you look at to sell if you got a spare Amazon store you're using or. Yeah. Yep. You're out. He's got one or you know, your your mother or whatever. Then you can get to sell my seller account. Okay. So that'll take you exactly where you need to go to.

00:25:51:20 - 00:26:06:16
Unknown
I will put the links in the show notes and you're just one click away. And you know, if you're selling or buying you will find a link there. And you can get in touch with Aaron and his team. Aaron, thanks so much for giving us an overview asset and a ton today. I hope our listeners will reach out to you or probably listen twice to this episode.

00:26:06:17 - 00:26:12:10
Unknown
There's so many golden nuggets in there and I hope to talk to you soon. Again, thanks so much. Thank you. Close. Thank you.