 So, it's a product and now, even once COVID is over, we're still going to use that product and that's going to generate, you know, more revenue for the business. Hey guys, today we have the pleasure of interviewing Kyle, Kyle's the owner of the Nimble Bar out in Victoria and the whole reason why I invited Kyle to come on board and thank you so much for your time Kyle is because I read this article about how he was able to have made an extra $49,000 by creating a digital bartending guide and all his experiences and I thought that what better way to give back to our audience than to have him on board to actually just bring it down piece by piece of how he was able to do that so we can actually replicate that in our businesses to create more additional revenue streams and hopefully I think this comes at a very, very timely moment where a lot of people would want to create additional streams of revenue through having these digital courses or even a hybrid of an experience. So, thank you so much for coming on board Kyle, without further ado, why don't you tell us a little bit more about how you started the Nimble Bar company? Yeah, you bet. Thanks for having me. We're so happy to be here. So my partner and I started the Nimble Bar company back in 2017. We were just a couple bartenders at the time and we knew that we had a pretty great skill set and a lot of people were asking us where we learned how to bartend and instead of actually listening to them we thought we had all the answers so we just decided we were going to create this event company and we went on this kind of circus where we gallivanted across Canada, making drinks in national parks and it sounds cool but it was actually a huge waste of time and money but we came back and we regrouped and that's when we decided we're going to create a bartending school and we're going to use the internet to get people to check it out and to learn about it and so here we are. It's been a little under two years since we started that school and it's generated at least 49 grand. There are other payment gateways that we track that stuff with but yeah and we do some other stuff too like events and consulting and yeah but at the end of the day we exist to train bartenders to just a high performance level or however masterful they want to be that's what we do. Right so you started off as like a brick and mortar serving drinks as a bar for customers and then slowly you were able to kind of pivot and add an additional revenue stream by creating this digital online experience, a hybrid of it and I would sprung a lot more different offers and it's something that I definitely talk about in some of my other videos as well is that you need to be able to look at your asset and see what we can do and be creative with it and especially with the internet we can actually do a lot more than to sit on this asset and not really optimize it to the best of its ability. So why don't we actually break it down on basically your six step process or whatever process that you have in generating and pivoting it from you know like just doing regular bar sales to adding an additional $49,000 to your bottom line. Yeah sure so I mean we're so we have we have this bar right we're you know doing our thing at the bar and it sits there more or less dormant because it's a bar that's open from 5pm onwards you know more or less dormant during the day and so we figured well what's something what's a valuable thing that we can do that will you know be a great offering for the people in our in our town but also for the bar itself what could build its brand and and we just went back to that original question which was you know where where did you learn how to become a bartender or how did you learn to be as skilled as you are at it and what's funny about bar schools is that they're generally stigmatized they're actually not stigmatized positively either people people think the bartending schools are like scams a lot of the time because well frankly a lot of them are teaching super dated you know a dated curriculum and so we we just wanted to create something that was the was sort of the antidote to that and and so we put our heads together we also you know there's a ton of expertise not only in our in our bar and restaurant but also in our city amazing sommeliers and and cicerones and all this and that and so we we just put together a really killer modern curriculum and and yes so so basically for for someone who's not in the bar industry basically they just need to look at what is valuable to their customers that the patients that are coming into to the restaurant or their bars or their ice cream shop what is it that they see as valuable and what can you as a service provider be able to match and offer that so if it's like a let's say a barbecue let's say this diner is super famous for barbecue perhaps a chef can teach someone how to do their barbecue sauce is that the right mindset that you come it gets a little meta when I'm like oh we're bartending school we're gonna like teach other people how to make a bartending school but that I think education in a nutshell is a really great answer especially when you when you're talking about something that's niche like that like a barbecue joint well I guarantee there are a lot of people who would love to learn how to do barbecue the way that your business does barbecue it doesn't mean they're gonna stop coming to you in fact they're probably gonna come to you more because it's kind of like you guys are in it together and so yeah I think that that is the right the right mindset I also think that when you look at bars and restaurants and and hospitality businesses in general what I love about them is they're like hotbeds of talent you have you have like these chefs who are so passionate and they just like they could talk like for hours about some like a way to cook something or you know with bartenders bartenders are really passionate people and they can talk for hours about cocktails etc etc and so I think that there's often a real opportunity with just your team and your staff to build something on top of what you're already doing that educates the people who come to your spot already and then you can probably take that curriculum that you build together and you can maybe begin to scale it and create digital programs or e-books or blah blah blah blah so I you know there's a ton of opportunity I think just just you know it's just there and we just have to tap into it so basically okay now that we have figured out what we want to offer our customers hey you know what there's something I'm really good at super passionate we have all the resources now the next step that you guys followed was is did you have an offer that you wrote the sales page right away or just like talk to customers prove your concept or what exactly was your next step once it finally hit me and I wish I was smarter and it hit me sooner once it hit me that like dozens of people were asking us where did you learn how to do this I and and after our kind of failed at first attempt at like building something outside of the bar restaurant well then then I went into product development mode and I was like okay I got to put this thing onto a sales page so that somebody can see it and engage with it and decide either no this isn't for me or yes this could be for me and raise their hand and say I want to learn more about this at least and so I I built that sales page and I you know I answered some basic questions like you know who's it for what is it how long is it how much does it cost basic questions that you need to answer in order to have a product and then and I'll tell you I built that page I showed my partner and I'm pretty sure that he was like well bar schools are like you know it's a crap it can be a bit of a crapshoot right but I was like I was like no I think I think this could be something and so I kept on like people would ask me where do you learn how to bartend and now I had a place to send them I could say oh check out nimblebar school calm and I kind of I kind of said it like it was this going concern like oh check out nimblebar school calm and it was two months later that somebody actually like paid for it and then and then I told my my partner I was like hey man so someone bought our bar school that we don't have yet and he was actually kind of pissed at the time but but we you know we were like we had thrown our hat over the proverbial fence and so we had to kind of move forward with it but it turned out to to be good in the end so that's okay we're gonna pause that right there because for some of our audience they don't really understand what the sales pages is basically a simple website with a long form content of just explaining people who you are what your offer is what your story is some of your values and then what kind of offer you have on in place so basically just an informational page super simple it has just everything someone needs to know to make a buying decision and my the way I used to see sales pages online and I would like I would devour some of them when it was something that I was interested in and and I would eventually buy from them and I used to think holy crap how did somebody build this page because they can often be very long and and then I I you know I I got on to to Neville Medora and a few other copywriters and I I started to realize that it's really just a model it's just a template and they're out there on the internet if you look up you know sales page model sales page template or whatever you'll find something that you can follow and and once I realized that that's when I was like holy crap I can I can build a product and I can answer all the questions that I need to answer and then I can put it out there and I can just start getting feedback on it it doesn't mean it you know it's a great way to validate something like let's say you're you know you're that that barbecue spot and you want to start of I don't know barbecue school or whatever well you can create this is the barbecue you know welcome to the barbecue school of Victoria or whatever and you can send people to it and if nobody raises their hand then you know maybe maybe tweak it a little bit until someone says I want this I want to I want to give you I want to you know raise my hand with some money and I want to try it so does that yeah it doesn't like so for us to build that sales pages is any of the websites out there like Wex or like Square like all these different websites simple page you know it's just playing play right in some of your content and you should go so nothing too technical because I know some of our people they're like whoa what's going on with this whole sales page thing so super simple stuff we really include some link in the in the description below so people can have yeah it dead simple I mean you can use like like in your links you'll have there are three that I often refer to one is click funnels another is lead pages and then another is a element or plug-in for WordPress and what's amazing about a lot of these is especially with like click funnels and lead pages is and lead pages what I used at first they have these temp they're literally built-in templates right system and you can usually try them with a free trial and and and you just you just use the templates that they give you and put in your own words and then you basically have a product that you can get feedback on and it's I think that that's the most one of the most amazing things about the internet right so basically okay you know what you have an idea you have your passion you got your team together and now you have an offer that you want to push it out but you don't know if people are gonna buy into it so which is the reason why you create a sales page so people can land in it to test the waters to see hey is there such a demand for it before you spent hours building out your whole course before you spent hours doing all the advertisements so you did the sales page and then the next step is what did you guys do so it's okay so I did the sales page and then it was two months after I made that sales page live that anybody paid anything I didn't pay for ads it was all just like people people were coming to bar and and whenever somebody asked me as they as they do where did I learn how to do it bartend I just send them there and I I probably spent like four or five people there before anybody bought which is a which is pretty good but um yeah so that so that's how I did it then I still think that's a fine approach you know but because I didn't know anything about traffic back then I didn't know oh you could you could run Facebook ads or you know you could you could run Google ads blah blah blah I didn't I didn't know really about SEO or anything like that now I know a bit more about that stuff so I probably build a page like that and then I just send some traffic to it through Facebook ads and and and just see if see if someone applies I I wouldn't you know I don't want to get too too tactical but like if it's I think if nobody knows you're building a kind of a brand from scratch it's pretty hard to take cold traffic and get them to pay like six seven eight hundred dollars on you know something and they've never heard of you but that's what I think but yeah so does that answer your question oh totally I'm just thinking like okay you know after the fact that we have the sales page after you've someone bought from you guys you must be like super happy and then what what happened after yeah actually let me back up a second because I the smarter version of myself wouldn't wouldn't pay for pay for ads or traffic I just go to my network and I send emails to everybody I know and I'd say hey hey you know fellow restaurant person or bar tender or chef hey what's up I we're doing this thing here it is can you can you check it out and let me know what you think is there anybody you know who'd be interested that that's how I would do that it a smarter version of myself so then then yes we have our first sale we had our first sale and and then I kind of went into like I just got really scrappy and I went into I fished at my feet have you ever heard that term so you fished at your feet so I'm just right where I was I started looking around to people who were maybe working at the bar people who I knew and I just I would you know I'd send them to the page and and people started saying I think I want to I want to do the bartending school and so we made a number of our sales were to people who were at the you know at our bar and restaurant some some and then some people I'm in an entrepreneur network and so almost all of our sales were word of mouth the first round and so that took about it took about two months to fill up a class of 11 students and how much were you charging we're actually charging more in the beginning in the beginning it was it was a $1,300 program which is which is more than twice the price of most bartending schools you'll find and but it included a bit more it included you know like this we made these custom box kits with our tools and it was it's pretty cool we've since brought the price down a bit to to to make it a little bit more accessible we also have different different tiers different packages so let me let me get that the timeline down a little bit more so two months of launching two months of you completing the sales page your first customer comes in it took you another two months to fill the class to 13 people you're selling it for like $1,300 so you're looking at roughly another $17,000 for revenue after four months yes that's that's more or less yeah that's better I mean the beautiful thing about having a higher ticket price point though is that so for the people who we knew who were at our establishment we gave them like a discount you know it like we call it a bursary or a scholarship and so we'd say yeah we like this this is a really valuable skill set it's going to come back to our company so you know we you know one of one of the students was a dishwasher and so we gave like we took care of most of it so you know it gives you a little bit of a little bit of flexibility to have that higher price point right you know to to pay it forward a little bit and give give bursaries to people who you know like a dishwasher isn't making a ton of money so and he works at our bar and he became an amazing asset as a bar tender later on it was like and his still he went from a dishwasher no to a to a cook a line cook and then he just became this magnetic bartender it was about you know a year after he finished our program and then he came he became our bar manager as well so wow yeah it's that that's that's a shit that I like I love that stuff yeah that's amazing what a what a good story what an amazing story and good for you guys to actually change this this person's life around you know that means a lot more than the 1500 or $15,000 that you guys made that's freaking crazy yeah that's I mean that's if that's kind of our our benchmark for like how what impact is this making on the students are they are they actually when we have them come into the program we actually have them state what their design like what their desired outcome is and then we have this certification process at the end and all the certification process is is it's just an insurance policy on their own desired outcome you know like when people when people ask us well will the certification help me get a job that's like a red flag for us we're like that's that's not the idea of this program it's not if you want to get a job like let's chat on the phone a couple times will help you think strategically about how to get a job you don't need to take our program you take our program because you want to be really excellent at this thing you know and so when people sell themselves on their own outcome and then we have a certification process that holds them to that well we have a pretty good completion rate and and and yeah people people do get the results they're after because you know we're not here telling them what you want to get out of it we're here saying well tell us what you want to get out of it and then we have this process at the end that's going to be the best insurance policy to make sure you get what you came for if that makes sense it does it does and actually it's really interesting that you you know what for for our audience they're like wow it seems like you know what you're doing right from the get-go with like a certification with like you know what four months and you filled the program and additional $15,000 like how was your first class like like tell us that disaster stories like I think that's what people want to know like and then like let's say for example same same example of our barbecue master barbecue course right so in that context like first class like you know I'm teaching people how to make my my secret barbecue sauce what should I be expecting what did you expect what are some of the crazy stories that that happened that's a that's an awesome question so I would say I felt fear from the very beginning so one one thing that we did do is we we had a lot of help like I wasn't just myself my partner as instructors we had like two other really great bartenders we had and we still do have these guys all still teach with us we have a sommelier and then we have a beer expert and so you know we're just kind of really leaning on experts to teach specific modules the first scary point in my head was in the beginning our classes were three hours each and we sort of outlined what it was what like each class was going to be and and I kind of felt like I had this responsibility to do a lot of like this talking it's almost like pontificating or something which is the the opposite of I think what like a really great teacher does and I would be half an hour into the first class of a three-hour class and I found myself done the list of things that I thought we should cover and so I was like oh my god I'm there's no way we're gonna be able to fill up you know three hours of time right and and so it it it was a disaster in my head it was like you know I was making it up because as soon as we started engaging with the students and and and getting them to practice drills and stuff like that it just like flows like shit through a goose and and funnily enough when they when we put the the the onus on them to like to practice and to do drills they find they get the most out of it make to have the most fun and so it's I think there's this like there's this you got to kind of get out of your own head and what you think a teacher does or a professor whatever and you just need to understand that you just got to ask them the questions well what are they trying to get out of it and let's do it let's okay you want to you want to have a great shape let's let's practice shaking if you want to be good at flipping tins we'll practice that we'll practice stirring palate development blah blah blah blah so that was I think that was the first like yeah it was kind of a perceived a mental thing that I was like oh man we're gonna we're totally screwed here I don't know how we're gonna fill up this time or for someone that wants to replicate something like this let's say for example for my barbecue sauce like after the idea that I have you know a curriculum that I've set out you know that I want to teach whether it be five lessons six lessons three hours each whatever the case may be which matches to my price point then I just need to you know put it out there and then we need to just get out of their heads and see what's working engage with our audience to see what flows what sticks what doesn't like and just make sure we make notes throughout the whole process right like talk were you able to document the whole process not all of it because we just didn't have enough for thought or if we were really really smart we would have had a videographer there like for the whole we would have been able to make so much more and it's not about the money but it's kind of but the money so much more money you know in future courses because a lot of you know I would say that when it comes to bartending I'd say like 20% of it is knowledge and 80% of it is just skill and and how you are as like a person your ability to you know just talk to anybody that sort of thing a lot of the knowledge stuff was actually taking a lot of time and so I think that had we just recorded it and just delivered that stuff digitally before the course that would have made the learning experience much better we're doing that you know now now we've sort of got our ducks in a row and so now we're doing that but no that's exactly what it is I think like having a videographer document the process even for example if for those that don't have the budget for videography they can actually just take notes on basically each of the progress the logistics what you can but what went well what didn't go well improvements so in that way we can actually create the system and what well-oiled machine and then feed this through a couple more times find that product market fit find something that works before we digitalized the whole thing was that something you did yeah yeah and and something else we do is we would get we get previous students because one thing that's really we're really proud of it but the program is like students become evangelists of it and they like they like love it and we're still trying to figure out why it's like a really nice surprise but so we've invited some students to come back and take the program again as like an like an auditor and so they'll audit it and they'll and they can actually talk to the students who are maybe like having a tough time they'll say well this is a really good way to study this particular section and we'll also have them take notes for like what are we really sucking at here like you know what are we missing where is the curse of knowledge getting in the way for us and and sort of acting as a barrier between what we're trying to communicate and what they're actually getting the students you know what that's actually really important point that I'm sorry for interrupting you but like this is a freaking amazing point because when you're able to introduce students back in to help you guys out it really works out the kinks because you don't know what you don't know from your standpoint we're on like right here trying to teach we don't know the perspective of the students so having them in who someone who's been there done that come in to give you insight about what to really focus on some of the basically barriers as you said within your own specific trade is so so important same thing with you know barbecue sauces or making even ice cream right like you got a tilt that cup in the 45 degree angle in order for you to make that swirl something along the lines of that these are trade secrets that you being in the business for so long that you take for granted that you know everyone should know that the cup should be tilted at 45 degrees and that's exactly the trap that I fall into myself when with our ice cream shop so thanks for bringing that up so for example like you know what we tweaked a few times got the students to come in refine the project and then the next step is to digitalize this whole thing and make it so then that way you're not putting in extra time all the time how many like what's the process then to make put it online right so for example your whole course was like 15 grand your whole first class was 15 grand I assume the next the next cohort was like three months later yeah so like what's amazing about an educational experience is that you can repurpose in a whole bunch of ways so you know for example one of the things we've done in real life is we've taken individual modules and we've offered them as you know our hour and a half workshops to the public and so we'll you know we'll use there are some bars that are closed at night on certain days like Sunday money is really common so well you know we'll say hey bar owner could we use your space and we'll like we'll give you some money or you know oftentimes they're happy to just have the space used and and we'll have people come to these workshops so that's one way we've done it but what you can do online is you can take each of those many of the modules and you turn them into individual products right so one of our modules is spirits it's all about spirits we'll train you on every whiskey grape based spirits agave spirits et cetera et cetera et cetera talk to you about the theory of those spirits and then we'll also train your palate so we'll train you on how to taste it et cetera et cetera et cetera and so just to give you an example we're now taking that module and we're making it like 10 times better by making it its own standalone standalone digital product product called Spirit Mastery and so that's just one product so what went from being just one module of our entire course is now it's in it's it's now its own product so so we've taken all the stuff that we've learned from administering this module and we put it all into this like killer product that we think will be the the most effective resource on how to learn about spirits in the world and it also solves a major problem for people who are getting into this world my first bartending job was at a bar where there were probably like 300 spirits and every single time every day I had to work I had intense anxiety and overwhelmed because I'm like I have no idea how to navigate this if somebody asked me about a bottle and this by the way this is an expectation that some people have is that like you should know everything about every bottle I would like shake my pants so so that's why this this is a way for somebody to learn these spirits in a fun way in an effective way in a way that's engaging and and isn't overwhelming I would test your like let's say your barbecue sauce you know in have different modules and test them with people in real life and then you could possibly I mean I don't know if this applies for barbecue sauce but you can make it its own like I don't know maybe I don't have no idea I don't know too much about the barbecue sauce thing but do does that make sense as like as an approach well yes of course like you know what the whole course there's so many different modules taking it down into bite size how much are you selling the spirit mastery for so this is something we're going to test we're going to sell it for 97 bucks for the course which is really low but but part of it is it's like we're starting the process over again as we go completely digital and you know we we we hope that people will be enrolled in the journey and the development of this program so that you know 97 bucks to learn everything about spirits is is is not that much so your alternative is you could go on youtube or whatever but then you're just you're swimming in a sea of stuff and you don't know like you know what what will stick and what won't and that's kind of the problem um and but then we get feedback that's that's what we want I would I'll I'll even bring in probably a number of people for free because the feedback is what we're after at this stage um and and it's just the same as as it was in the beginning because while we're taking a lot of stuff we've learned and putting it online it's it's it's still a new it's still a new product so we need that feedback more than anything right so basically you created that course you created different modules in in-house experience for for your guest and now that you find something that it's working and you're like hey you know what now it's time to bring that digital and that's when you started to record the whole experience have your own kind of templates and then you're now able to host it where do you host it like let's say for example for for our listeners they're like hey you know I have a bunch of video files now I have a bunch of documents um I think like actually for me my course like we use uh click funnels I think like click funnels is an amazing tool upload your your your clip on youtube unlisted private it and then it's just drag and drop super simple I'm not sure is that something you use uh yeah so this is a can of worms um I've used click funnels I've used teachable thinkific all these things where I'm at right now actually what I think the best solution is for this stuff especially if you're kind of early on in the in the process is uh do you know kartra yes so so kartra kartra's a whole bunch of tools in one it's it's an email service provider it's a it's a it's a website builder thing um and I think that and it also has pretty great uh templates and it's also a really great membership site solution and that's what we're really looking for so inside kartra and sorry if this is too technical but inside kartra you have a membership site thing that you can use to build things and you have a portal site which can hold all those membership sites right and the way a membership site is basically its own course so spirit mastery is one of the membership sites and then the nimble bartending school overall will be its own portal site that will house these different products these like spirit mastery cocktail mastery etc etc it makes sense it makes sense to me I don't want to throw my audience off like because like that's very very technical um you know something super simple that I find like a lot of people have been using and with great successes like click funnels and and you know what and it's something that I personally use you basically record upload it on whatever documents you have upload it and it becomes a a website for people that they can pay give them their access and they're good to go and access it right um so I want just click files uh let you have like a login gateway thing yeah like yeah yeah okay so there's something that I use and I find great success with it like a lot of my students like it and enjoy it so once again in the description the link below so you know people can check it out um so then now for the people that hey you know what they have the course try it out and you know what they're gonna throw it online they're gonna try it out funnel people through now that this is all done what's the next step to make it like um to scale it to make more people go into it because you know what for you you got your 15k um from your in-house people now you're able to kind of reach and tap into the internet so anyone that wants to learn how to do um uh cocktails they would come to you how did you drive that traffic I want to stress before before before we started talking about traffic um and before people get like too bogged down and like software and stuff like that I I think what's so important is that I and I just want to reiterate um it's just so important to build that kind of I call it a minimum valuable product not viable but this is like it's a valuable product it's it's not but it's not like what it's going to end up being it's just the minimum thing and just start getting feedback and even if this product is in google docs you know part a big part of your course can like our course is built in google docs our our sales page was built in google docs um get get that stuff down get the first two to three modules in google docs and then and then ask people questions get the feedback on it before you get because what I what I worry happens is people like spend so much time looking at templates and looking at different software and they just don't get anything done you know so um what matters isn't so much the software as the content the you know the the results that you're promising and how you're promising to to get to help them get that result so I it's just a caveat that I want to put out there um for us what we did for for traffic is primarily Facebook ads um primarily Facebook ads and um yes I've worked a lot on um organic stuff so search engine optimization um which and another caveat is that a lot of this stuff sounds technical and hard and scary but it's not it's it's just it's not and and if anybody ever wants to hit me up and ask me a question about Facebook ads or anything like please please do because I could I could talk about it till I'm blue in the face but um uh so we did Facebook Facebook ads I would say is pro was probably the biggest driver of our business um now SEOs is getting up there as we're getting some some good uh backlinks and we're just getting better we're getting better at content um what I mean we've done some Google ads but I our results haven't been as good as they have been with Facebook ads um right because I didn't know how to do them very well um and that's that's it and then you know a lot a lot of word of mouth a lot of word of mouth um we had one of our students buy they they took our program and they they bought it for a friend as a gift you know like so um so like that's actually I think to the extent of for everyone just pulls out all the hair like I think that's that's to the extent of like how you're able to build in in a gist of course there's a lot more to it uh in a gist of how you you brought in an additional forty nine thousand dollars that's amazing for you guys right um so I guess like for the listeners who you know we're in the middle of the crisis right now and like everything shuts down is there any way shape or form that you think people can actually take advantage of this time to build something like this I personally think there's so many different ways for people to build an asset right now especially because they're not doing too much for the people that are not doing delivery whatsoever right now you have you have two camps of people right you have you have the folks who are sitting on their hands they're kind of frozen and honestly kind of sloth like uh and then you have the people who are you know responding they're pivoting they're they're still they're still going about like this the certain the context has really changed but they're they're rolling with the punches um and I I think that the people who are rolling with the punches once this has passed the wind's going to be at their back the the ones who have frozen and it's it's a not I'm sure it's a natural human thing that it's going to be tough to get going again and so what you can do right now is um is you can open google docs and you can build a product and and you know you start by answering the basic questions who and well before that if you don't have any ideas talk talk to your talented team talk to the the people in your network say you know get somebody on the phone and say I I would like to brainstorm some ideas for a product like you you can just call call me you know send me an email say hey I have this I have this cap there I have this or that I I'm looking for some ideas of you know something that I can build into my business so that when we open up I have an additional thing you know an additional source of revenue or or just some you know something that differentiates you it could be anything it could be it could be an educational experience it could be a consulting arm it could be a catering arm if that's your thing you know I mean they're just all kinds of things um but I think it just starts with a google doc and it starts by writing it out and so I mean everyone's situation is so wildly different I certainly I certainly don't claim to have the answer but um and think about the things that could accrue into your business so for example our partner bar little jumbo here in victoria um right away like our team got at it and you know I think we're probably the first spot that I know of that made backpack cocktails you know these like really cool backpack cocktail kits and you know these are things that we could ship conceivably um so it's it's a product and now even once COVID is over we're still going to use that product and that's going to generate you know more revenue for the business you know we have we our whole website went from being a very simple static landing page with not a lot on it to now now they have an online store the uh the owner over there he he's now learning about SEO and he's learning about how to rank high for certain things that will always these are things that will accrue into the business and always help the business yeah again I don't have the answer but I you know it's it's action and it's just writing something down so you can send it to someone and say hey what what do you think about this is this is a stupid or you know could could we have something here um I love your feedback it's like you make such a good point because at then a day like with restaurant business like we're working on such thin margins so anything definitely helps you know who doesn't want an extra 50k on their top line bottom line whatever the case is per month like that's gonna make a difference between someone that's like pulling their hair out or someone that's actually having something that cash flows for them which is amazing and at then a day like what you're saying is so on point where you know during this whole crisis we have a choice to make we have a choice to either you know blame the world blame and be victimizing ourselves and just sitting on our butt and just waiting for the whole thing to blow by not knowing when it's gonna blow by or we can take action because at then a day the rules of the game have changed doesn't mean we just sit we can adapt to it and continue playing the game and at then a day it's the people who are willing to adapt who are willing to take action that's going to be able to make a difference that's going to be being able to live to fight another day and I think that's the real true characteristics of restaurantiers and that's something that I really want to be able to inspire people to really have that fire under the belly that you know what the fight's not over the game's not over the rules have changed we are we're just in the midst of it we just need to adapt change and we're good to go so thank you so much Kyle like I truly appreciate you taking your time to share your experience with with our audience do you have any closing remarks no uh I know I I think that's that's it thank you so much for having me on I um yeah no I it's it's been fun thank you so much I really appreciate your time see you next time thanks person