 Is there an echo or something for my turn off your YouTube if you got it on No Okay, we're good. Yep. All right, beautiful All right, we are live and counting 15 seconds. So Demetrius, how are you sir? Chris, can you hear me? Yeah, I got you All right. Demetrius. You got me. Yes. All right. Perfect. All right. Good stuff Welcome everyone. Welcome to today. We're having a conversation With two of our heavy hitters over here Demetrius, Walker and Chris Facy Both of them are in the logistics business But before we get started first and foremost, I always like to say Let us know who you are who's out there. Tell us where you're from Tell me your industry. Tell me the city that you're from And let us know so we can Use this as a chance to meet other small businesses. So Again, I see people showing up Evelyn Rita Damon right guru Also, make sure to hit the like button because the social media gods are watching so hey Make sure you hit the like button Let us know if you are enjoying the content and if you like the topic and feel free to ask questions The more questions the better Not to say that I'm going to get to everyone but definitely this is a conversation for you I already know these two guys. In fact We've already done a podcast episode with Chris Facy And then Maria just recently did one with Demetrius, which Was supposed to get posted today But because of some other human error on our part didn't happen Actually Demetrius, I'm gonna before we jump into the topic of Trucking and logistical stuff Chris was asking me how I was doing and I want to share Something that happened to me this week that It's really kind of like It can happen to anyone out there and I think it's it's it's a great story Well, it's not a great story. It doesn't feel great. I don't think it's a great story Sorry, but It did happen. So, you know, what can I say one of the things that's interesting And I was telling Chris he's like, hey, how you been to snap blah blah blah And I said, well, we were going after an idei queue With the tribal company we're working with Demetrius. You know what we're talking about And so we were actually going off the three idei queues with them Um, and they're all the 200 million dollar range five years So this week there was an announcement that um One of the idei queues, uh, they actually had announced the winners And so we didn't get an announcement and we're trying to figure out. Well, why didn't we get an announcement? um And so we reached out to the contracting folks and they said well, we don't see that you guys actually submit it uh, and so then Uh, well, I'm gonna be whole the person who was in charge of hitting the button to submit it Never submitted it 200 million dollar idei queue. Wow And you know, we had a I mean we spent hours and hours and hours on that package In fact, there's somebody on here on the call right now that helped with the package as well And so the the thing that I want to open up with for everyone is that Um, there's a lot of things that we could control humans are not one of them people And this can happen to me. Look, micole's typing a thing hours. She was part of that with process with me Maria know what I was going through brandy knew what I was going through everyone knew What I was going through so um again this can happen to any one of us and again, you know We're dealing at the highest levels with companies that are professional people that are professional that do it day in and day out And because one person who was supposed to hit The button to submit it They claimed it was submitted Yeah, I agree with you could have been um, but they can't find a confirmation code. And so here we are sitting around and Not even being able to have our opportunity to be evaluated. So I thought I would just open up with that Just because it happened to me literally this week like monday like like and chris is like yo, you're too calm I was freaking out with the numbers that you are coming out there Yeah, no, I mean it was it was it's yeah, it's a tragedy. So Take away from that. Like are you are you gonna like You're gonna like institute like a new Yeah, well, I mean we we talked about again It's a it's a brand new person. So it's not the experienced person that we had in the past. So it's brand new person um But apparently, you know, we can obviously it's like any other type of situation like where you're in court and litigation you can't say too much right because of what we have It just you know, so the point of the story is that they made a really big f up and And chris asked me something else to mention. What is it? What is it? What do I think it cost me personally or? The thing is, you know, we were looking at on 200 million probably about 30 million if we did a you know 20% of the work right on the idea. I could have five five years. So 30 million dollars were five years Um at 15 20 percent. It's probably about eight million dollars So Yep, so I look I have to live by my own truths when I say you have to get past this stuff When I say you can't soak too long you got to just kind of push forward So all of you out here that are thinking that you submitted a bid and you didn't win it or you know that Uh, something happened to you where you missed this one opportunity. Just think about poor me Who missed out on 200 200 million dollar idei q 200 That was the pull package was put together the numbers. We met all the qualifications and we had a relationship with the people Then one of the um podcast guest uh the lady that's uh over the mbda in florida Then she said she had something happened. She did. You're right. Yeah, Marie gill. She had the same thing happened to her Marie gill had that happened to you and she was the incumbent wasn't she was the incumbent for eight years Yeah, she missed out on submitting. That's a very good point to meet you said you pulled up That's an excellent point that you pulled up. Yeah, you're right. Marie gill had the same thing happened to her. She was the incumbent But her story didn't end in tragedy because a new opportunity came out that she was then able to bid and submit And then win that new opportunity Right and so so that was a good thing. So I'm hoping that that happens with me as well That'll be one way to get over it. Yeah. Yeah, we're working on some other stuff But hey, welcome everybody. I see uh, we've got 60 people joining us today on the call Hit the thumbs up button and make sure you hit the like button. We've got some great folks here today Chris and Demetrius. We're gonna talk about freight logistics trucking Ask away all your questions my man brian Actually right here brian interesting enough reached out and by the way everyone who's on this call I just want to kind of point this out. Uh, I actually know who this is Is his name is brian and brian believe it or not. Demetrius. Do you remember when I did that post about Crowley? Yes, okay. So brian actually reached out to Crowley And picked up some subcontractor work from Crowley This gentleman right here So I just wanted to say that for everyone out here who a lot of times we doubt ourselves and our ability Uh, this person and this I know his name was all screwed up I don't know his usu f minor But brian actually picked up uh subcontract work uh from Crowley. So it definitely Um, it's definitely possible and it's real and exists. Welcome. Welcome. Welcome. Let us know where you're at And where you're calling from today Also city which your industry is we're gonna we're talking about transportation logistics with chris and demetrius So, uh real quick demetrius. Why don't you? Go ahead and let people know a little bit about you Tell us who you are where you come from your background everything and then we'll jump into We'll jump to chris next and then we'll start talking to folks about you know, what you're doing what you're working on Okay, um, yeah, so i'm demetrius walker uh on our vital logistics llc We're based uh here in alabama Tuscaloosa, alabama Been doing some subcontracting work as a 3 pl provider for a medical supply company over in georgia um this year we've been uh having more success doing uh distribution of medical supplies and medical equipment ourselves um, we're we've been bidding on some contracts to uh move equipment and heavy haul items for barriers government agencies Still waiting to hear back on those hopefully uh, we'll get some good news on those but uh in a nutshell that's uh essentially what we've been focusing on Transportation and distribution Okay, uh chris Yeah um, so my name is chris facie I'm an agent for t-force worldwide Uh, and with them for 11 years before that I was with the uh asset base carrier abf freight Um, so I've been around for about 16 years um So I focus on LTL lesson truck load I do a little bit of full truck load a little bit of white gloves and international some pray forwarding So I kind of do a little bit of everything um And uh, so I got connected with eric uh last February And took the uh the gov con class and he coached me up and uh picked up my first contract Uh august of last year and it just started. We waited about a year for it to get started This was with the branch of uh health and human services Um, so I've been operating on that for about two months now Okay Now, um, I don't know a lot about trucking So that's why I invite you guys You both of you were in the trucking group. Um Where are some of the questions that people often ask you? Those are the things I want to talk about when people in the trucking group come on Where are some of the questions that they ask you can we talk about that some of that stuff? Whoever wants to go? Um, I I know like one of the questions that Um came up recently. I was talking to whitey and You know, she was like just kind of like getting into the space and like she was asking stuff Like, you know, what like what do I need to bid on on like these logistics projects? and so like You know, one of the things that we talked about her and I was just like, you know kind of like expanding her presence and um, like pulling in different assets around like she went out and got a Formed a relationship with the like an ltl Slashed full truckload Company just to kind of make her round out her experience like make her team bigger So that's a question that just it just popped into my mind as it came up recently Okay, the matrix. What are some of the questions that people ask you often? Um, a lot of times, you know, people are asking where to find them on Uh sam.gov, you know trucking opportunities and My answer is, you know, you're hardly ever going to see trucking Contracts come out on sam.gov, you know a lot of them fall within a micro purchase You know threshold So, you know, that's you got to start utilizing your market research and finding out who's purchasing The types of trucking services that you offer and start working on building those relationships You'll you'll see some come out That but those are the ones that Fall that they the government has already done in market research So they'll see that this one is going to Go over the micro purchase threshold So those will be the ones that you would you know, every now and then see on sam.gov Most of the stuff is going to fall under the micro purchase threshold And that's where you have to do your do diligence and do market research and Start developing relationships Okay, now After everyone out there watching do you understand what he just said? What Demetrius has said I want just feedback from the people watching right now Because interesting enough he's he's saying that And when you're going on beta dot sam, which was formerly fbl, which is now sam.gov He's saying that the opportunities. No, okay. So good. Thank you, Nisha So what are you saying is that the opportunity is falling in micro purchase. Can you elaborate Demetrius on that for us So, you know, you know typically you know The depending on what you're hauling um You very rarely see Something going over ten thousand dollars And that's your micro purchase limit For the contracting officers Unless it's something, you know, really complex Or something really large like we Beated some aircraft engines for the navy with they're they're traveling from new jersey and A port in virginia, I think and they're going all the way to Seattle, Washington and so You know something like that is going to require a lot of special insurance You know, so they they've already done the due diligence. They know they've done it before they know that That's going to go over the Micro purchase threshold, but it's under the simplified acquisition threshold And those ones would be, you know, posted on Sam.gov as a total small business set aside Um More than likely Unless they if they don't get a response then it'll Uh go out as full and open competition and One of the large carriers that come in there and You know, snatch it up under from up under you, but Um, most of the time, you know, they're going to fall up under that ten thousand dollar Uh range And You know, it's it's all about having relationships So what I did was I just dropped in there a video that we have that explains simplified acquisition What he's saying is ultimately Um, and again, Brian, I hear what you're talking about. We'll get to that in a minute For for what Dmitri is saying is most people are are looking for I guess a load to carry Dmitris Is that pretty much and so those loads typically, um, they if you're looking for individual loads They fall under a certain threshold and in the government That threshold because it's such a smaller number They don't have to publicly post that And so the only way that you're going to find about these opportunities is through developing relationships With the buyers who are actually buying those goods. Uh, is that what you did Dmitris? Uh, essentially, yes, that's what I'm yeah, I've been mainly focusing on now Okay, um, you know Going back to square uh square one and Trying to develop relationships with, you know, the various agencies that purchased, um, those types of services, uh, most often You know because you know the the government, uh, depending on which branch that you're focusing on Some of them, you know broke her out their own loads So being non asset based You know, it's kind of You have to get a little creative in who you're targeting Um, you know as far as looking for for work Okay now A couple questions came up, um So It's funny. Brian says Uh, that's small change. We need the big bucks So No problem. I look I respect everybody's comments. So chris, uh, I just dropped in the chat the link to Chris's actual interview Uh, now chris tell us you did something a little bit different. What did you do? Um, yeah, so I actually did find my Contract that was put out as a, um Uh, I mean they just they didn't even do sources thought they just they put it out there and it was like 10 day lead time um And it was under the my um My code my nax code Which a lot of them I found by the way, I was going to add to what Demetrius was saying like a lot of them are misclassified, you know people because people, uh, the folks who are in the contracting offices for some of these agencies that they don't Maybe fully understand logistics like the way that all of us who are on this, um YouTube like me and everybody who's watching would understand it So they they may think it's something other than what it actually is if you're in the logistics space Um, but yeah, so I I saw I saw a big one come up I was actually looking for something A little smaller to start with just so I could kind of like get my feet wet Um, and I ended up throwing my hat in the ring for something that looked really good for what I do Kind of a mix of everything Um, and ended up being like a big contract ended up being 21 million. Uh, that was the id iq Um, so I ended up working on that and we pulled it down because I had it was just a good fit for the team that I have Now hold on chris. Let's go backwards. You said a lot there um And the first thing you said was a sources sought Yes, so you forgot you're talking now you're talking our language You got to talk to the language of the people that don't know what that stuff is Okay, so I mean and and I only know it in my layman's terms as well, but I like I personally have um, I have Four filters that come to me every day um, so You can have sam.gov or whatever it's called now um Pull down like a filter of the the specific nax codes And I mean I assume everyone knows what nax codes are. Yeah Um Then you can have the system filter those and send them to you in an email so you can check and the sources sought Is uh, for example, you know the government's saying like hey, we're looking to do This type of thing. Is there anyone out there who's a small business that can fulfill this need for us? Uh, and then in some cases I notice a lot of there's a ton of opportunities that are huge they put up the sources sought for 48 hours and of course no one can react in that amount of time And then they just move on and they throw it to probably crowded or you know, someone else Who's who's a big fish like that? So ultimately what happened was the government put out a notification on sam.gov Of us what we call sources sought and you could find that we talk about that on our channels It's another way to get ahead of opportunities and going back to what demetra says I actually it's part of doing your market research because the government is researching companies that can provide these services So chris found a multi-year Contract for what was it called logistics? What was it called? Yeah, uh transportation readiness transportation readiness He found that by doing his research and then he responded that he could Qualify for this transportation readiness contract. Um at the time you didn't know the value of it No, yeah, I didn't say it. All right. So then Uh now because again Some I said they want the big stuff over here issue where we at All right So down so chris. So then you respond to this transportation readiness sources sought and then what happens? Um got pulled into the bid Uh, so I guess enough people responded so that they said, okay, there's there's uh businesses out here that can handle this They put it out as a bid And we you know, we had like 10 days or whatever and they somebody else extended it so ended up being like a couple of weeks um And they awarded it to five different companies. It's an id iq. So basically they can They issue task orders to each individual company to handle like different parts of the of the contract You know like some of my competitors might be better at you know x Uh Hold on one second chris. I want to address this question. So now brian said a small change. We need the big bucks What did you have to do to qualify for that 21 million dollar contract? Because I think that what I want there's 74 people watching what I want people to understand is while everyone claims that they want the big money Uh, you may not be eligible or what they call procurement ready to qualify for that chris What did you have to submit and what did that look like to be able to submit for a 21 million dollar contract? I to me it felt like uh, you were seeing the you were seeing the indiana jones temple of doom I have yeah, you know, you like the first scene where he's like Running through like burning rings of fire and like falling running up like falling staircases and like there's like That's what it felt like. I mean it was it was uh, 50 page technical and then like a 20 page Pricing bid That I end up having to write and then that wasn't I've never even done that before it was my first one um, and it was each each individual question was Pretty pretty difficult like I was working pretty much 24 seven on it for the entire time that that we were doing bid Um, and then a range of qualifications like the amount of time in business Experience for each individual team member. I had to show them that we were seven or eight contacts deep So that we could you know handle the type of stuff they were going to throw at us Like they don't want just anyone coming in to do this contract They wanted somebody who had experience and the ability to to handle it Um, so yeah, I mean there was a there was a laundry list of qualifications. So we had to jump through it And what about the pricing? What did that look like when you put together a pricing proposal for that? It was like kind of paper trying to take some sort of like um combination of current market Forces and then like projected to the future a couple of years um Add some padding like Eric you kind of um talk me through some of the pricing and actually asked like Advised me to increase my pricing so that I could uh, the qualification was that so I could sleep at night Um, which I did and thank god I did. Um, because that kind of helped help protect me now um, so Now, but didn't they have other items on there for you to price like planes and freight other things besides just freight like Yes trucks. Yep. So there was like the one main thing was uh, 53 foot 53 foot drive-ins Then they also they also and that was uh domestic 53 foot drive-ins responding to specific cities Within a certain amount of time like a number of minutes like 120 minutes Um, so there's a lot of complex factors. That was the main one and then they also had us do uh, we responded to um specific like events So like what would you do in the event of this terrorist attack? You know on this city like walk us through every literally every minute of your response for You know two weeks, you know, and obviously like it stretches out the further you go But so yeah, that was that was air charter like chart. Can you charter planes? Um, can you charter planes internationally? Can you charter planes? Yeah charter planes. Yeah, right. But I want just so further want to know when the government buys at that level Right at that size. They're not just buying trucks So when you say you want these bigger contracts, they put everything into it. I saw it. That's why I know christin He glanced over that but they needed charter planes terrorist attacks response time for that So what I want people to understand is well, uh, we think that we want this stuff We have to be able to service it and and manage it and we'll we'll talk about that Later on what else do they ask for chris? um A range of different equipment domestically Besides drive-ins reefers rgn straight trucks sprinters Basically, they they wanted to have access to every piece of equipment that's out there in the in the logistics space domestically Internationally the scope was a little bit smaller, but um, there was also like an insurance qualification Because it's a lot of money they're handling and then it's also like a hazmat hazmat qualifications Um, so different just like a range of different services and providers that you had to have For that and then it also once we got into the contract. Um, it's now expanding Yeah, we're doing like very little of what we started out Contracted to you mostly we're going to change the rules on you Yeah, and i'm like bringing on like this is this is great, you know, um So so yeah, it's expanding a lot. It's like kind of moving Sideways and directions that I didn't even expect but and I forget the terminology for that eric But you kind of coach me up in it like when they can you know use a contract for right I forget what it's called. Yeah, I know what you're talking about. Yeah So I the point I'm trying to make is that the reason why I brought these gentlemen on here is I want to what we you know, my objective is to Uh, show the opportunity that exists from like all the way at the bottom which ended all the way up to the top But there's opportunities for everyone in between Uh, so again, if you're not ready for the 21 million dollar contract then micro purchase is I mean, that's a very attractive deal because One is Go ahead. That's a micro purchases is less competition. There's no crime. There's less competition Who you know, whether you're making that or not there's less competition They don't have to put it out publicly forbid. So once you build that relationship They could call you back and back and back and over and over and over again So you take you're looking at only the one ten thousand dollar But they're gonna actually take a hundred thousand dollar contract break it up into ten pieces and give you ten different contracts That's what the kind of things that we talk about those are the kind of things that we that we want people to understand Um, then the next thing is they can go up to simplified acquisition Which is just one step above micro purchase And those contracts are hundred hundred fifty thousand dollars as well So those those are the the size that fits most people on this call The most they're gonna be watching this video. They're gonna fall into that range where Maybe they have one or two trucks, right? Demetrius Or they have access to one or two trucks And so those are kind of things they can qualify for and not a lot of people are gonna be able to price out planes And 52 sprinter vans and whatever, you know, showing up from a terrorist attack I just don't see a whole lot of people on here having that those qualifications But there is a pathway both in both directions so For the small opportunities they they're coming from building relationships and doing market research from the larger ones Uh, like chris said a lot of times they're miscategorized and misclassified So you've got to be have someone constantly searching and doing the research um, so I want I just want to say that because I wanted to help answer some of those questions. Uh, Go ahead Demetrius keep keep talking. So now Demetrius one of the things I think, um, But you've won multiple opportunities. How many contracts have you won this year? Um Somewhere around seven eight. Okay, seven eight. Okay. All right. A lot of them for it's been for distribution Okay, we're still waiting to hear back on a lot of the ones that we've been on for the transportation projects Uh, you still don't know what the the holdup is, you know, it's like, you know, the fourth court I thought it was going to get really, you know, here's some stuff back in during the fourth quarter, but Didn't seem like it was a whole lot of activity like normal Right, but it normally is in the fourth quarter. So uh, no Okay Oh, I wanted to say something because you guys just made me think of uh, by the way, make sure If 74 people watch and make sure you all hit the like button, please Uh, there's actually so interesting enough when we go back to building relationships I don't know how chris and Demetrius. Let me forget this We have a student and our group right now that knows nothing about trucking nothing about logistics But because he had a relationship with uh, one of the departments doing kovat He's been sending water to the border and supplies to the border for the refugees And so he's actually booking trucks to go down to the border. You guys know what I'm talking about Mote. Yeah, exactly. Yeah, so that relationship that he picked up during the pandemic Providing them with ppe stuff When it came that person is a uh, as a disaster response Person contracting officer. So then when the afghani refugee situation happened They called him for that and so he had to get trucks down to the border From I think one was from california and that was from florida Yep, yep, and had to go down to the border. So so again relationships are super super super critical Um, let me let me just take a couple questions What about pulling heavy military equipment? Would that be on sam? Nope there you go you know, uh, most of that stuff comes out of the the us transportation command uh, the sddc Is in charge of all of that stuff and You know crowley Got the bulk share of that. Um, mcjellen So you'll have you know, you'll have to register Uh, try to register with the sddc But they have, you know, certain criteria that you got to meet you know, three years continuous active business authority you got to have contingent cargo insurance You know, you're sure your bonding has to be at a certain level Um, you go to their website. They got a checklist of everything that you have to do to do business with them, but um, that's the sddc that does the um The all the tactical vehicles and heavy halls type of stuff that you see people uh Transporting but then again a lot of those are being brokered out by More experience companies that you'll have to be trying to compete with Once you do get into the um system Right I was just gonna add to to what to me just what you were saying If if I was a carrier That had like two to one to like 10 trucks and demeters you can you can correct me if i'm wrong I would get immediately with uh with the team at crowley Get in touch with them and get registered And because they're looking for carriers like I I was telling eric I was actually kind of like complaining that They just kept ignoring me and I and I know that that's the like far and away the biggest opportunity Because they knew all the uh do d freight like we're talking about here with the the military machinery and equipment Far and away they spend the most money. I mean there's not even it's not even a question And crowley far and away gets the lion's share of it. So and they're looking for Carrier so that's a really good opportunity if you're if you fall in that threshold and to me just you might know a little bit more about Like what they're looking for and what they need But um, that's the first place that I would check if you fall in that category Yeah, you know, you know a lot of people don't want to go over there because crowley tells them, you know, you You have to haul so much percentage of their commercial freight as well, but You know, you know, that's a small price to pay to keep moving, you know because You know, they go they they got you know, every if you go do your market research And f pds, you know, that's the only name you're gonna see There's winning these, you know, huge Contracts, you know crowley 200 million 500 million You know You know that I mean that's a juggernaut, you know, so how can you compete with somebody like that? You know, you don't have the back office administrative Things in place. You don't have the equipment You know So My strategy has been Go where they not competing Right, you know, go where they're not competing at, you know, if you if you asset base Um, I will reach out to them and try to get on with them as a subcontractor But you know me being not asset base me being strictly as a broker right now You know, I'm going where They they're not really looking at competing that, you know, they're they have so many Uh people right look at that 453 million Dollar contract, you know, I think wasn't that a follow-on? Yeah, the follow-on contract You know, that's a follow-on to another one. They won five years ago Probably in the same dollar range Yeah So I think they do I think they do somewhere in the region of like the tens of billions per year Like it's some astronomical number and they they're just there's so much freight moving through them Right, right, right. So so all right. No, that's good. I like that. Uh, let's see. What else we got over here Hold on. I just dropped that in there. Let me follow down to the questions So chris, let's I want to keep talking about So now you get the idei q and by the way for everyone who's new Others now 85 people watching idei q doesn't mean you have guaranteed contracts Okay, and idei q means that you pre-qualify for a list Uh to be able to potentially bid contract opportunities if They come out Right Chris so so while chris qualified for this 21 million dollar idei q he did not receive 21 million dollar contracts Uh, so chris tell him exactly how this thing whole thing went down Um, yeah, so uh over a year ago Uh, I got the award for the like that I was on that idei q meaning you're sort of in like a secret circle of like a smaller number of people who can then Be sourced for certain certain projects within the scope of that contract um, so I waited a year um, and Then just recently a couple months ago. They started Uh reaching out they were still writing the first task order Which is the best way to think about a task order is it's like a purchase order That actually allows them to like spend money like they're not spending anything until there's a task order issued um So they issued a task order and um, the the first task order that I got was um Like a small very small percentage of the 21 million dollars For me, I was I'm you know, if it was 10,000 dollars. I was jumping up and down. I mean, that's It was like proof of concept. You know most lot And they blew through that like immediately Right like almost instantaneously and then then it's just like it just keeps rolling, you know, they write another one Yeah, so essentially, um, he pre-qualified for this ideq, which was 21 million dollar pot But there were five companies there, right? Yep So it's five companies and then what happens is when the government needs to exercise And use that contract vehicle for something that happened I think in your case, it was a hurricane or something right chris. Yeah hurricane idea Hurricane idea so when a hurricane idea hit then they the government said hey, we need to use and get Items delivered and shipped out to help solve this problem from the disaster And so that's when they started calling him and all the other for the other four people on the list And saying we need this we need this we need this we need that is that kind of Yeah, 100 accurate and it's honestly, it's like the first person uh to pick up the phone It's a competition like, you know, who who can do it And do it well, but also who can respond first And that's like that's their first priority is getting the mission accomplished within this specific agency and I happen to be lucky because I have a I got a fresh baby who's four months old So I was up at like three o'clock in the morning and I beat I beat everybody to all those early emails You know, like my guys like how are you up all the time? I'm like, well, you know, I just happen to be awake so So wait a second they were emailing at three in the morning They were up all the time asking for stuff. Like I was getting phone calls emails constantly. It was 24 seven My wife hated it But um, he didn't work part. She did not hate the money part. Right. Exactly All right. See the work part. Good. Yeah So now other people you said were not as responsive as you were because they were like nine to fivers In my opinion, yeah, I think that they were like Some of the other companies as I know all the other companies who who were invited in or won the award And so yeah nine to five That's a good way to put it their contacts were just like clocking out at the end of the day And then oh, I'll check my email at the you know the next day and I'm like No, no, no, I got you know 24 seven if I see that his email come up my contracting officer I'm answering it And he likes me. He you know, we work really well together because when he calls I pick up when he emails I answer and I get him trucks when he needs them. So so he just kept it's almost a little bit like that Blanket purchase situation where like, you know, they find the easiest route that works and they just they just keep going In that direction. Well, they know you're reliable, right, you know, I mean, they know, you know, I was talking to um Charon, you know one girl one truck earlier Uh about her situation with fema Um, you know, she like she gets so much work from She can hardly handle it, but you know, they keep coming directly to her, you know, that stuff not going out there to Sam.gov it comes off of from her having a relationship with that contracting officer You know, they gave her one shot She delivered and now they keep coming back to her And you know, she's like I'm so busy, you know with the the rate that my truck is growing my company is growing Um, you know commercially on the commercial side and the government side You know, so she we know we we're talking and she was headed out to Vegas on a business trip, you know, that's why she couldn't make the call tonight Um, but you know In the same way with you chris, you know, the contract officer knows he can trust you So why why waste time? You know, reaching out to those other four or five companies when they come straight to you You know, because he got a good relationship with you and he knows that you're going to get the job Exactly I was I was a procurement person when I was in the military And you know, that's the same way I operated, you know, and I wasn't a contract and I was I was just a Supplier guy, but I know who to go directly To whenever I needed something done, you know, and they and if they needed something done on my end, you know It worked it worked both ways and You know the way that you operate, you know with your personal relationships is the Way that they operate, you know, and he's in the contract in space You know, they're gonna go with who who they know can get the job done and make the job easier Right, right. No, I agree. They are busy like I I just see like the amount of stuff like this my con my cr I mean he is working constantly. He's really a busy guy. So he doesn't need any extra He doesn't need to be waiting around chasing people Right, you know, so you got you got all these people aging out of the military and Contracting offices and nobody's coming in to Replace these people that's retiring. So more and more work is getting dumped on the ones Who are still there? So you if your your workload was getting heavier every day, what would you do? You know, you would you know, you waste all this time trying to post all this stuff on Beta sam or sam.gov because that's a that's a lot of administrative work that for them to get this stuff posted on sam.gov versus You know, let me go to this short list and you know, like you said, Eric, you know, if if there was the post, you know, it might be a situation where The requirement might, you know, end up being two hundred and fifty three hundred thousand dollars Uh in a long run, but they'll break it down and the micro purchases right and just spread it out You know, and that stuff will never hit the internet. You know, never it'll never hit sam.gov Yeah, I just to like kind of tie it back to what we were talking about before with micro purchase and and blanket purchase or the micro purchase threshold Why not start Super small like figure out who the contacts are. I think what you're doing to me just is awesome Like that that would be my playbook of this if I didn't happen to like sort of stumble onto this other thing And then and then like, you know, keep smacking singles and and then just eventually, you know, it's going to be a double triple home run That's going to come you're just making you're just making the connections and keeping those people super happy when they do call I mean Kenny Lofton in the Hall of Fame for RBI's and base hits, you know You ain't got to be buried, you know, buried buns. That's right. You know, probably won't see it You gotta be, you know, this stuff adds up, you know, and just like you said, you know, these people just keep coming back to you You know, it works, you know on on a flip side too You know, once you get in, you know, with whatever agency um That that Purchases the type of transportation that you got, you know, if you drop if you're using refrigerated equipment if you You know, they ain't good with the the usda or you know, fda, you know, people that utilizing Refrigerate they have have need to have climate control Transportation for the stuff that they're moving you know Get in there and get in there and try to figure out, you know, how to develop the relationships and You know, try to get this stuff, you know, you know with the least amount of competition You know, the least amount of competition the better You know, you know, you only know, uh, certifications, you know certifications May help out some But you know, it all boils down to getting in there and developing a relationship and letting them know what you Can do to make their job easier Hey, man We lose cough Yeah, I don't know what just happened Very wireless now. I saw a loading circle and then it was just us But yeah, chris, man, um, you know, I got some I don't know if we're still live on youtube or not, man, but um, you know, I got something, um brewing that I talked to one girl one truck about, um earlier it's uh with ups I I just found out a couple of weeks ago that they have a medical side and you know, they're um They're having trouble moving stuff, um through from the on the medical side because it's, um, mainly Sprinter vans and box trucks and so You know, um What's that? UPS package No, no, no, not directly UPS. This is it's like UPS express, but it's only medical supplies. It's all medical stuff Oh, um, it's not like the normal Brown band that you see got a brown box truck. You know that you see riding around um, you know, I talked to a lady at a matchmaker Uh the other weekend. I'm trying to you know, they don't want to deal directly with the people Well, they don't want to deal with people that only broker um, but I do have uh an account with a rider That I can rent equipment on an as needed basis. So Nice, that's that's kind of helping me uh with my case to try to Get work from and then um try to bring one girl one truck in on it um so that we can You know, especially with her being asset-based, you know, um, they said they'll they'll deal with a hybrid You know asset-based broker Uh, that's like a teaming arrangement. Is that how you guys would set it up? Yeah, you know, yeah, and then you know, once we you know, once we're in the door, you know, we can kind of You know usher in other people in the group, you know to help out, you know, because I mean that's that's what it's all about That's that's what the group is for, you know You know Once somebody get in, you know, we we help bring other everybody else on man Imagine how strong this logistics group would be if we had the 85 people who are on youtube in our in our group I mean, that's like powerhouse, you know Like what what couldn't we source? Exactly That's that was one of the main questions. Uh, the lady asked me on the application Uh with ups, you know that they're gonna ask you how many do you own? How many do you got access to? right Right right Cough where'd you go man? Um, I don't know man. I was trying to add a screen On and then when I tried to add the screen on it kicked me off Uh, there was a link that I had dropped in the chat That I was trying to share with everybody But I guess I was trying to do too much at once and so it kind of kicked me off But I like what you guys were saying it's true, uh, you know what you Chris how long have you uh been part of our program? I joined in february like I saw that movie last december and I joined in february wait february what? 2020 All right, so chris join our guvcon 80 on 20 february 2020 when did you join Demetrius? uh Thinking around the end of 2017 early 2018 We should be around for a while Okay, so and they actually so it's funny because they were talking about imagine what we you know what we could do together What they're discussing if you haven't figured it out, um, one girl one truck who's also part of our guvcon community Uh, Demetrius is is gonna bring her in on some deals We're talking about deals that we share internally amongst each other We have our own slack channel and like he said imagine if we had all 94 people that are on here Together working on this we could then take down As much opportunity as as we want it potentially because like she said she doesn't she has more work than she could handle with fema Chris he's being very humble But they actually maxed out all the money on that contract if they did and now they're trying to get more money He didn't get it all but between the five companies they maxed out the 21 million dollars for the people who want to talk about money You know, I don't ask people to come on here and share their money because First and foremost, we're not rappers. So We're not athletes Uh, there there could be tax implications. There could be legal implications So we don't discuss uh what our actual profits were But if you were on if you were inside inside of a private chat with us then we would happily share it But publicly on a youtube or something like that We're definitely not gonna gonna share that with folks because it's it's uh, again, there's a lot of factors that go into this and Just like the bigger companies out there, you know, when you submit bids That stuff is actually secret. Um, it's protected And so we don't want to disclose that because we could be disclosing it to People who don't have our best interests at heart. So I just kind of wanted to say that So, all right. Yeah, I was trying to share some of that. Um, but I'll keep but you guys were doing a great job I knew you guys could handle it All right, listen, see what's that a box truck. They gave me life Hold on. Kenny. Louis says is there a need to help the postal service? Yeah Yeah, but uh, the the postal service I've Try to do business with them um They released their bids. Um A little weird. I'm not I haven't, you know, really taken the time out to try to figure it out. Um, they want you to submit the quotes They get based on hours You know, it looks like they want you to do like dedicated routes Hauling stuff, you know back and forth between uh, different offices Uh, that's that's the that's the way I interpreted it, but you had a post office. They hired, you know, transportation You know, like that person that was dissing the box trucks, you know, you got a local box truck You know, you want to put on somebody on a local route? That's right there, you know, just hauling mail back and forth with from Uh, the distribution center to whatever little small Post offices, you know, you ain't never seen no 18-wheeler bagged up to your local post office and somebody dropping stuff off That's true. Yep All right, uh, my man, raheem says who wants to work together to become billionaires and take the power back Yeah, actually raheem. So it's funny. I was I don't know when you guys came on and I know there's a lot more people on than when I started Um, I was actually working on three id iqs that were 200 million dollars a piece Uh for a total of 700 million dollars Uh, and we found out that someone in our office forgot to submit push the uh sin button on our first one for 500 million so we didn't even get a chance to submit on that but We still have two more of them out there. That's about 500 million. So raheem. This is is definitely possible Join a group join a group Come on on the other side. I just put the link in there. We're actually phasing out Our 997 program We're phasing that out this month So this is the last month for everyone to join to sign up and be a part of it because uh, we do Really believe in it. Um, like I said, these guys, they've been at chris. I love chris's text message I says the best thousand bucks I ever spent You know, so uh chris is like man, I can't believe I spent this much with you and I made this much money You know and and the thing is we had someone that recently we we have we have calls every tuesday And uh on our tuesday call yesterday chris was not there But why see why see you were there? I was there. I just didn't have my camera on Okay, well, why see gave you credit and said that she had been watching me for three years And she decided to join she reached out to you and then you told her how to build her capacity And she already started making more money So she gave you a credit in the beginning of tuesday's call last night See do you remember that demetrius? Yeah. Yep. She gave you credit chris right away You know, we want people to uh, again, we look we we come on here to give people the information Definitely ask people, you know ask questions Uh, why you guys can have these people here, uh, we do have a full interviews of chris and demetrius on our channel We posted it in the group Raheem get better fast. We understand so, you know, and again, we you know, we want it. We just want people that Uh, that are serious about going to the next level because if the thing is If we need and again mo's on here. He just mo actually is funny because we're my man mo I saw a post by mo on here. Where are you at mo? I saw you say you owe chris money I Say don't worry about it. I know there you go. There's mo. There's our other guy It's in the group that uh, he's the one that we were talking about earlier that's shipping stuff down to the border Uh, so that's both the group You know, so that's another one. I guys in the group. Uh But yeah, we have as you see we all know each other we we we we Conversate like all the time regularly, uh, but message you could brain on license and bond it freight broker photo guy cool Um, hold on wait. I got a question here before we keep joking. How does non asset brokers fit into this equation? We're both non asset brokers both non asset I mean, you know, you got to get creative and and finding the opportunities and You know, it goes down it boils down to you know, doing your market research and they don't know Going to matchmakers and you know talking to procurement people and you know getting in front of them and letting them know You know what you can do for them and You know, I mean, it's basically, you know, have high goals. Yeah, there you go So both of them are non asset based court for shot. Yes. No, you just got to get in front of people in You know, you got to you got to first you got to figure out You know Who who's purchasing what you have to offer, you know, whether it's uh An agency or it's a prime contractor. I mean people look over these prime contractors. Man those Those people purchase tons of transportation Services, you know, they got stuff that's always moving back and forth between headquarters and offices and labs and You know, whatever else they got going on. So, you know, you get in front of these prime contractors As well, you know, and then when you at these, uh, you know, you go to a matchmaking event You know, talk to other small businesses Right, you know a lot of these other small businesses You know, they don't have established Transportation departments, you know, they just go out there and you know, get online and you know book a quote through Whatever, you know trucking company that They seen driving by on the road, you know, if you can get in the door with some of these other Small businesses, you know at these meetings and letting them know what you do You know, I mean like I said, you got to get creative in this industry and in this market because Of all the the the major players that you compete in the begins You know, you see an asset base carry on the road. You can best believe they got a a brokerage side as well It's me just I was gonna add and you guys think correct me if I'm wrong. See you can't see Um What you can't see everything that the government is going to spend meaning like you're not going to see those blanket Uh, I keep saying blanket purchase, but micro purchase Um, you're not going to see those Going forward, but uh an f pds. You can see what they spent looking backwards, right? So you can see what they spent and who they spent it with Right Like 30 or 40 of contracts make it to sam.gov eric Yeah, actually, yeah about 43 40 percent of contracts make it to sam.gov. The rest never make it You know, so we actually just posted something like that on youtube the other day telling people So 43 only you know, you just got to you got to get in front of you know, get in front of people And let them know what you do and and how how it can benefit them You know, there's you know, you just look at who's who you know, they got stuff that That goes back and forth You know these larger companies, you know, they have subcontracting goals as well You know, it's not just uh, you know, the federal government That has to do business with small businesses These uh large corporations and these prime contractors they have small business Goals, you know the the subs that's working with the the prime contractors They got you know obligations to to meet You know, uh diversity spends it with with smaller companies You know, it's gotta get like I say, you got to get creative and In your marketing strategy and you know, once you do your market research and and try to get in front of these people Um, I wanted so I just want to this is like a commercial announcement Uh, I dropped this link in there for everyone Uh, this is the the house, um, is trying to pass the the national defense authorization act and just kind of as a really quick 30 second commercial, uh, I dropped the link in there if you guys can please fill it out I'll tell you why uh, this is to help small businesses like ourselves Uh, minority businesses just from franchise businesses Uh, you may not understand a lot of it, but I can tell you this they want to raise the sole source requirements Thresholds to to eight and ten million dollars. That is directly impacting us. They want to increase the small business contracting goals That directly impacts us. Um, they want to add a cyber counseling capabilities to spdcs Which will then help us to be able to meet the cyber requirements And so there's some other things that they want to do it's all good stuff for small businesses I dropped the link in there and i'm going to drop it again for everyone Can you please there's 99 people on here? This would help all of us out here Uh, look at this requiring the dod to report impact cmc of small businesses Uh, because why this stuff is going to eventually impact you As well and when you get to the point when you're looking at these certifications Those sole source required thresholds alone Demetrius like for you you're gonna be a veteran on business soon, right Magic, well i'm going through my recertification Okay, I was already a Server disabled veteran on small businesses. I'm going through my recertification process right now So this right here if anybody's a woman on business a veteran on business Uh, this this is going to allow any of those programs hubzone 8a They're going to push the thresholds up to eight and ten million dollars That is super super super helpful for all of us They want to increase the small business contracting goals from 23 to 25 percent again super super super beneficial to all of us, so That's what i was trying to pull up on the screen when uh my computer went out But i'm going to drop the link back in the chat for everyone to fill out and then we'll continue Is that the one that's going to uh supposed to uh increase the transparency on How they actually uh what types of work that they are actually, you know given to small businesses You know I don't know if it's in that one Okay, because I know they was talking about they want to you know start peeling back the The the covers on the on all of these primes and see what type of work that they are actually setting aside You know for small businesses and if it's uh What they call it high profit margin Work versus, you know low profit margin stuff, you know like janitorial work where You know the profit margin is raised at the end, you know I know there was uh some talks about that going on a little while back Yeah, no, uh by the way lower determinant. Thank you for that. We appreciate everyone that gives Uh, definitely helpful. Um Let's see Okay, someone says how could truckers make the use of project managers on our team? I mean That's a good question That's What I don't even know. I don't know what the project manager is for trucker. I don't know what that means I've I mean with mean a project manager for trucker is a dispatcher if you if you ask me I wouldn't put him to work doing this research like During the market research fpds if they're looking for stuff to do I guess I don't know Sorry, I cleanly we couldn't help you with that one. I guess it was a little bit confusing Uh, because I don't think you don't need I guess a project manager is a dispatcher I guess the best thing I could think of chris would that project manager be the equivalent of what you did when they were calling it Two or three in the morning and then finding the the loads and stuff to send out Yeah, yeah, it could be maybe it's just like a different name But yeah, or if it's in a bigger company like I wish I had a project manager. That'd be awesome I love that Handsome stuff off Yeah, I mean, I guess if it's a super large project Um with a lot of moving pieces um You know, but at the same time, you know that I think you know that the that management aspect of it would probably fall Up under the duties of like a scheduler or something You know if it's a lot of moving pieces um You know then again, I don't own a trucking company that large So I don't I don't know how project manager Uh would fit you know Yeah What we could do for that we could I mean charon was supposed to be on here Uh, and it's funny because you talked about reliability when she first signed up with fema She could she had an order that she could not fulfill Yeah, but they needed like 70 70 or 80 trucks right within like 10 hours or 12 24 hours or something like that And she could not fulfill that order She then went back and became what a broker. Yeah, she wouldn't got a freight broker authority A freight broker authority and she started partnering with other freight companies in the area So then the next time around she would be prepared to handle that now She's got what four or five people in the office that are helping do dispatch Yeah, and you know she can she can respond to those because fema does Once you get in initially with fema You have to do spot beds and they give you like 20 or 30 minutes to get a quote back into them Um, and it's you know, if you if you a smaller company You know, it's kind of hard to to get a uh get the numbers in that fast You know the larger ones, you know, they already got their numbers in their head. They You know, they they respond instantly, you know, you but you know, not as she's in You know, not as she's gotten in the door with them. She don't have to do the spot beds anymore Right, right that they they just come directly to her Ask her for a quote No arguments You know, we'll have no arguments no negotiations FEMA is one of those agencies where it's like the mission is way more important than than the amount they're spending Because they can't fail. It's it's just it's not an option. They need they need you to go ahead and mobilize right then and there so I mean I don't want to get it. I don't want to be in a situation where I got to go back and forth with somebody over my money You know, I want to get in and get that relationship. So, you know, we got this trust together You know, when I toss them a number They say, okay Done done Right, you know, because if you see this stuff hit sam.gov and it's over a certain dollar amount You know that that they got to get approved and You know, the the larger the dollar amount the more people Got to lay eyeballs on it and and and they're gonna come back and You know, they're gonna nitpick and and everything You know, over this that that The proposal protest protest. Yes Now look at Bezos You get Bezos we have look we have an opportunity that we submitted that was 900 million dollars um, I wasn't part of that one, but I know the team that was um, and literally Three weeks later they with they they withdrew withdrew the whole solicitation Um issue 26 amendments and then put it out to have to now re-bid brand new Mm-hmm I've been one of my other ones that are id iqs. We've been working on for it's been Extended five times Five times because someone complained Um, and they were threatening a protest. They didn't protest. They threatened to protest Uh, because they said that they didn't get the information in time. So the bigger The opportunity the more people that are watching it and the more people gonna go after it And the less chances that you just getting started are gonna have to be able to do that Uh, I want to say something real quick. So brian the the gov con trucking network has already exist. We already have a slack channel Um already so that already exists. We we have breakout sessions. Uh once a month Group we have a what's that group already. So that already exists brian. So that's how We sourced that's how moe sourced his last, uh trucks Yeah, that's what we yeah, exactly. Yeah, someone in a group. We we just we just used they they just benefited from that Like literally two weeks ago. In fact, uh, we he had something that had to be responded to in what A half a day or like it was a couple of hours We had to find a we had to find a box truck. You know, we was trying to find box trucks. They can Handle it and Has matt too Right, yeah, that's a tough. That's a good one Only we think you go, you know That's funny. Yeah, that was that was It was what fire extinguisher. Yeah fire Yeah, yeah fire All right, elana sees since what's the best way to get contracts if you start a logistics company a month ago We just talked about really micro purchase Micro purchase simplified acquisition. They don't ask you about how long you've been in business Uh, typically if you could deliver and you've got a relationship Um So looks like Demetrius fell off as well. Just like I did. Oh, yeah, his internet. I think was kind of going First yeah, mine did the same thing. So, uh, micro purchases. Yolanda. That's what Demetrius talked about earlier Uh, where he talked about the opportunities that are under $10,000 That would be the best way to go But it does require doing market research learning who the buyers are Finding out and then making relationships with them in order to pursue those opportunities Hold on Do you have anything within the cyber security IT sectors? Uh, when you say anything, william? Come on This is right the the trucker people can't get one night william they can't get one William we got the trucker this day tonight william just the trucker IT gets every other night of the month. All right, that's true. You're right Because someone said to me funny chris they go you only have one video on trucking and we actually have two But so yeah, it gets the bulk of all the attention All right, I want to give the trucker guys attention tonight. We're like the redheaded stepchildren. All right We go on so give us a shot here Man james reds be great universal lc box truck out of houston. Well, uh, welcome Uh Nana says how do we contact them if we qualify? How do we contact who nana? Uh, we're not we're not getting the information fast enough So tell me who you want to know how to contact if we qualify Does the government have solicitations for product sourcing solutions? That's like a gsa question more, right? I think like or something Yeah, so product sourcing solutions yet, um for selling products. There's several places you can go to Uh, dla dibs is one. Uh, there's another system that army has it's called pros Uh, that does products as well and then Really, but it all boils down to like we said market research Uh, is is the best thing I can tell you but those two I know off hand that buy products because I have students that sell products I don't find a meeting because I don't get them so they definitely have products Yeah Uh, courts for shotgun, how do I find a meeting because I don't mind speaking anyone good, um So that's a good that's a great Quality because a lot of people are afraid to speak to people. I like chris take it I I was just gonna say I would that's yeah awesome I echo what eric said like that's just a great quality to have for sales and it is sales marketing So I would go back to Uh, fpds look like, you know figure out What you're good at which you probably already know go back to fpds and look back at the history And see what what agency spent what um in in that relates to what you do And then call them just start making a uh, you shouldn't have a target market list Which is one of eric has a video on it make a target market list and figure out who your top 10 Government clients are and this start making phone calls asking questions have conversations. You're obviously a personable person so make friends And um, you know just go from there There you go. Perfect. Perfect um Can each was attacking a small truck company find subcontract opportunities I think we discussed that earlier can each row. Um, but go ahead chris. You can take it Uh, I was gonna say one of the one of the uh, I had like a few different strategies that I was working on and one of them was to Primes do have to subcontract a certain percentage of their, you know, uh contract out to small businesses. So um, you're a small business There's a list of um prime There's a list of primes on somewhere. I don't know what website it's on maybe maybe eric you can You can um add that but figure out who the primes are and then call them. They probably a lot of the bigger primes have um, like They'll have government Relations employees. I don't know what their exact titles are but you can find their titles on linked in Reach out to those people and let them know that you want a subcontract. They they're probably looking for subcontractors to to dish So in the beginning, um, what uh, demetris mentioned he just fell off because his internet went down Uh, was majelin Proudly those are some of the household names if you're looking at federal But then going back to what chris was saying Uh, there's all types of companies that are looking for subcontractors So we've mentioned the post office People that are doing business with fema. So there's I mean, you know, the really the truth is you've got to do your own research and diligence because um When you say small trucking company, uh, i'm reading through the chat and like so there's people in here that uh mentioned that they have dump trucks Some people mentioned they have box trucks. Some people should have they have uh, where is it at? So there's apparently there's all different types of trucks and so you got to see Uh, who needs the types of trucks that you actually have and can provide So again, I think someone talked about femaloids Uh, you know, we need it in that particular example that we gave earlier Uh, we needed trucks that were like hazardous or something. What was it has? What was that? Has matt so Go ahead say chris Oh has matt. Yeah, you said it, right? Yeah has matt. So, you know, there's because there's there's The variety of trucks. There's so many the variety opportunities are just as expansive, but Demetrius now at your back on can you elaborate? I mentioned magella and crowley or kaneetra. Who else did you think? Um, how can a small trucking company find subcontracting opportunities? um Yeah, you like like they just said, you know, you listed the big the big three uh Players, you know with crowley and magella um But you got you know, you got to do your your market research jump on f pds and See, you know, what what your next codes are if you're doing short haul long haul refrigerated uh specialty trucking um, you know and see who's winning those contracts and then start reaching out to them and uh trying to You know establish a relationship. Let them know How many assets you got? Uh, how many assets you got access to? And you know go from there Small business lays on that's the name of the like if it's a bigger Chris get a big chris these guys. Hey, you've been doing your work. Oh I'm with the liaison officer sb. I love that's right brother. That's right. That's right. That's right Corporate shot. That's why I need help with certifying for my does that service disabled veteran known Uh, we can help you with that corporate shot. Um, You know, Demetres has done it. We've got a whole bunch of people that've done it. So, uh, you know The v8 does a good job of walking you through the process. It's just a I mean, it's just a lot of back and forth going with them Uh, you'll submit some, you know, they'll send you a email and tell you they need This document and that document you'll submit it And then they'll review it and then they'll send you another Message we need this document that document, you know Is or is that It's just a lot of back and forth Have you ever used a vbox the the veterans business group associate group? Uh, yeah, yeah I'll use the one over at uh, mississippi state Okay, so corporate shot. You may want to look at the vbox v boc. Yeah veteran business opportunity centers They should be able to help you for free and no charge With getting your service disabled veteran on status and that applies for everyone out here If you're a military former military or spouse of a military personnel V box are free of charge. So I would I would look at my closest vbox to help you with that Yeah, they'll give you they'll give you a checklist so you can, you know, pretty much Have as much of it ready for the initial You know phase of it as possible But you know, they always come back with you know, we need some type of letter of explanation or You know some other tax return. It's something it it's just a you know It's not a hard process to get certified with the v8. It's just a drawn out process Because of all the back and forth that goes on And there again, you know, they they short stab so You know, you got you got a case but You know, she might be handling 200 cases So, you know, once you submit those documents You know, it might be a week before you get another response from them and then it's usually You know, hey, we need you to submit this and submit that you know The majors do you know, I think about this tea with card uh No, you don't need a twit card to get on military bases. You just need to have a clean background uh fellow felons Can't go on military basis or installations um That twit card is more for like in on airports. Yeah, that's more for like ports and stuff like that You don't need a you know twit card to get on base. You just got to have a clean background, you know There you go. Have any warrants. Uh, can't have any felonies and I'm in a child support either. I'll say I think of you. I was just about to say I'll say the child support. I know some I heard people get arrested Take care of the kids. You got to take your kids I've heard of I've heard of people that did the registration of this on basis You know, they're waiting to get a pass to go on base and that's behind on a child support Yes, local pd came scooping right on up. I've seen truck drivers. I've seen it. Demetrius. I've seen him all night Truck drivers. They had to leave the truck right there at the front gate of the base the load and all You know police hauled them out to jail and then they got uh, what do you call it when they uh They they they, uh Take you from one state to another Uh, oh, I don't know that I don't think any of us know Yeah, well, they went to the They took you from when you gotta be Exposed something expedition. Yeah, you know, you know, they they dig police You know the local police from the state they was in They drove up there and came and got them Took them back to where he was from and booked them on child support Maria, do we have 87 likes because I mean there's we've had a consistent 90 to 100 people on here Do we have 87 likes do we have 87 thumbs up on youtube? I can't see it because I'm on street 32 32 Are you kidding me? And one thumbs down I'm just kidding I'm gonna get a thumbs down because we're gonna get a thumbs down All right 32 That's it. All right. We got chris Tell me when we hit 55. All right We did we did we gotta get we gotta get up 55 We gotta get 55 We need a thumbs up from you brother. Come on We need 87 people watching give I gotta get at least 55 likes. I gotta get 55. Where we at We're still at 32. I don't know what's going on 55 somebody says 82 likes Oh and no he says he put a two likes give a thumbs up All right Chris put your glasses on it says 82 This is water. This is water. I promise. All right. You see see I'm telling you look chris He said it's he said it's 30 80 someone says 87 now. All right chris. So we keep going. They got 87. That's what they said Somebody says chris particular. I said 82. I see 80 someone says 89 now chris. Really? Yeah, you see that goes to show you you could want a $21 million contract and not know how to read And I don't know how to read It says 32 You maybe you didn't research your thing. All right Yeah, but yeah, I can't read that well. So that's okay That's all right. Now, you know what you it looks like you stop the line and then keep going Oh, that's why Boy, all right, let's move on. All right. Thank you. All right. We'll keep going now. We got 87 so we're good Hey, both at long as you could count. That's all that matters That's right. He could count baby. All right. Why she lost it says chris. We solicited government and corporate buyers Oh, both said payment singles. Yeah pay you in some singles Moe don't you dare don't you dare? No, that's actually bow, but moe don't pay him a singles either. Oh, okay bow. All right Extradition is what it's called. Demetrius. Yeah. Yeah. Yeah, expedition. That's it. I don't even want to That's an expedition I would have said it's an expedition. I know we've been in that situation. So I Know the terminology, you know, that's right. That's why I don't have any issues getting on base. You know, I try I sometimes when I'm out of town Um, they do stop me because I got a cousin of mine that has my same name eric coffee And so he's got um, he does have a cocaine charge on his name. So oh man Are using your middle initial Look at his date of birth and look at my middle initials I missed out a couple times and I'm like, look, I already know I know I already know make the date of birth because but sometimes they're lazy in the pass office, you know, that people they just be like Uh, sir, go to the side and you're like, hey, wait, hold on. I gotta go to the side All right, chris go back to yc losses question when you solicit the government corporate buyers Do you lead with benefits of the larger company work with? I'm glad you read that because I I as we established before can't read But uh, yc. Yeah, for sure. Um, highlight the benefits of the larger company and then also highlight the fact that you're um an incentivized Small business owner who's gonna hustle and and pick up the phone when they call that when it's not between nine or five And uh, go above and beyond so yeah use both like have your cake and eat it too There you go. There you go Good stuff. All right. What else we got hold on hold on. Let me go back You know, I don't think I will leave with it But you know If they ask you, you know, how how you can do it How could you do the work? You know, you can say well, I've got this partnership, you know with xyz company and You know, they helped me with larger projects You know, that's me personally. I would I wouldn't leave with it. I would you know make my company known first And then you know, as if the conversation took me there I will let them know that I got, you know Some larger players on my side that can step in if the need be I think it it it really depends on like who you're talking to yc Yeah, um, yeah, you're not gonna if it's a small if it's a yeah, it just really depends like Yeah, really asking Yeah, what you're gonna lead with Yeah, because you know when you when you when you solicit into them or You know, you you're gonna be submitting your capability statement, you know first all And you know, you want to describe your company's capabilities and past performance You know initially And then, you know, if they seem a little apprehensive, I would you know, probably toss in the fact that you know, you got Partnerships and relationships with larger companies that can You know assist you if you Come across the the type of work that we're requiring Okay Can't lose is I plan to conduct a post office in my area and see what they need. Do you think that's a good strategy? Yes, no. No, you need to contact the I was the boot offices of small business Utilization for The postal service, you know, it's it's just a google. It's only a google search away, you know, you right type in usps small business office um, they was really Now I You know granted they say they downsize in the postal service when I was looking into doing some work with them You know, they was pretty quick with the responses Um, whenever I sent them an email, you know, like So, you know, you got to go through, you know, whatever it whatever agency you plan on Working with you need to go through a small business office first Okay So rye says I have reefers. What is that? A refrigerated trucks. Oh No, you're thinking cock. You know me a cocaine cousin cocaine No, you're hauling reefer What does it look like to you? Reefers That's specialized equipment. So yeah reefers, uh, there's definitely a need for that Man, what whatever type of equipment you've got They using it, you know from a passenger car you know on up to You know Heavy haul stuff, you know, they they purchasing bands They they purchasing everything everything you you just it boils like I said It boils down and you doing your market research um Seeing what agencies are in your area or You know, who who you can get in front of to start the conversation Right, you know That's what it boils down to your market research And reaching out to these people, you know, and to being able to describe your capabilities Right, you know, make sure you get your stuff in order, you know, you make sure you got your your capability statement professional emails Um, you know, don't go sending them nothing with the hotmail.com or yahoo.com, you know Please When I get those emails now because of that air, I just delete I'm like, no Yeah, I do that most types of stuff will go straight in their spam box It goes in my spam box, you know, um, get you go ahead and Take you a few dollars and get you a subscription to a web host that'll give you a A domain name for your company. It's six bucks a month and it's 12 bucks to get a domain I don't understand why anyone would not have a professional email address You know, who's gonna was gonna differentiate you as a newbie um, you know Where just that right there professionalism, right, you know making sure you got a strong capability statement You got your uh, you know your professional email You know Knowing what the customer wants knowing what the customer buys. Yeah One of the customers needs makes you distinguishes you because even someone that has a whole bunch of experience If the customer needs reefers and you offer them something different then The customer's gonna say you're not professional, right because you don't even know what I buy day in and day out So knowing what the customer needs kevin will make will distinguish you from Someone with a whole bunch of experience that has no idea what that buyer buys. Yeah research research research, you know Know what they are involved in Um, if they got some new projects going on, you don't want to you don't want to sit down in front of These people and say so what do you do? What you looking for? No, you know, that's that's what that right there is a quick way uh for them to shut off on you and start giving you the generic lip service, you know Yeah, sinister capability statement go register in a supplier portal or this that in the third, you know All the little generic pitch that they give to Everybody, you know, you need to know what they're doing what they're involved in um You know, I don't you know how you can help them You know, I know you you know, you got this such a such project going down going on and coming up Well, I can do this this and this and you know if the need be I can reach out to This company and they can help with this this and this that's how you differentiate yourself You you you find out how you can help solve their problems You know, you give them solutions You know, that that's how you differentiate yourself yourself in a large area or any area It don't matter if it's a large area if it's a small area, you know, you got to be able to come up with uh How you can help solve Issues and make their projects run smoother Yeah, and so like what like figure out what what your experiences and how your experience relates to helping that person's, you know, um Uh respond to their mission, you know for whatever agency it is No gmail no yahoo Okay Jamie domain look emails are $5.99 I don't want to hear if you listen if you can't afford $5.99 to buy your domain You don't need to be trying to sell the government no trucks. Yeah, you don't need you don't need to be in you don't need to be nowhere near Well, you don't need to be on youtube. You need to be out working somewhere and making you $5.99 So I suggest you get off this this call right now and go out there and work because They know if you if you come up to them with a yahoo.com Email, I don't care if you're using You know xyz trucking at yahoo.com You know that right there says you you you not taking the initiative to invest back in yourself by doing something as simple As spending six dollars to get yourself a professional email address So why would they you know want to trust you with you know, uh, uh, $10,000 contract $100,000 contract You know because it's not it's not the contract that they're concerned about It's the equipment that they're they're concerned about, you know, you if you're not going to take that type of of Seriousness, you know to do that for your own company, you know, why would I trust you hauling around a million dollar asset? Exactly. Yeah Would you would you trust somebody? With hauling around a million dollar asset of yours that's got your name on the line Right, right, right. No, I agree. I agree. Um I agree with you. So You know different that's that's how you differentiate yourself. You know, it don't matter You know, if you're a small company, you know, the the the more professional you can Present your you know, your your case, you know That that's that's the best way Um, so mo actually says don't be intimidated by government agencies. There are people like you and I Yeah, they're regular people. They're regular people They're regular people regular They're regular people, you know, uh You know, I the the people that I've been able to establish the best relationships with You know as far as prime uh small business liaisons and uh, you know procurement People, you know, we didn't even talk about Business right when we first met, you know at the matchmaker, you know, those those matchmakers are golden You know, we get to talk and they you know, we we would get off topic and go on a tangent And start talking about, you know sports or whatever, you know You know, you you you gotta you gotta sell the people buying the you first Right, you know, it's it's a ton of companies out here. They do what you do Yes, you know, it's a ton of companies, you know, it's hundreds thousand millions They do what you do and probably do it better You know, you got to get them to buy into you first, you know, and it all starts with presentation when you come up, you know If you got a nice sales pitch, uh, you got your capability statement Well put together it's on some nice paper, you know, it's not on Some flimsy office sheet You know, they they they pay attention to how you You present yourself initially And then, you know You know, these they start moving forward, you know, you got to be able to sell yourself And sell your company Someone says what's the formal name for the matchmaker events? All I find is software Matchmaker, you need to you need to get in touch with Your local p-tax and small business development centers and find out what's going on in your area Yeah, no, but it's very easy, but wherever you're at, wherever you're trying to do business, um Wherever the base the facilities, uh, there's always there's people that you could call And they can tell you about all of these different events gov events.com is a huge website I'll drop it in here that tells you about all of the different Events are taking place Yeah, and usually once you get in, you know register with your Small business development centers, you know, they'll start sending you emails about What's going on? What webinars are coming up? What in-person events are coming up as far as Matchmaking and training and all of that stuff and it's free You know, you know, that that's the most of the stuff that they put on is free You know, they'll have all the primes up at prime contractors in there They'll have local companies. They're doing projects around the area and it stayed there Um, they call them matchmaker events. Don't they that's Yeah, they they call them, you know, such-as-such matchmaker, you know And annual matchmaker, you know, they they usually put them on A few times a year I think if you if you go to, um Uh, the web sam.gov you go to the website and go to like small business events That's what that's the one you want to search and you can do That's what they will you know, and you know, and you don't link in You know, get on linked in Start searching for the small business offices for You know, whatever agencies you're targeting Uh, no a lot of time. I know that the department of navy is really good at sending out Messages on linked in or post on linked in and sending out emails whenever they have virtual Matchmaking and networking events, you know, sometimes they'll call a matchmaking event a networking event You know, and they'll have the primes and Local general contractors or whoever, you know, it's out there purchasing Services or looking to purchase services and products from small businesses So I just so I just dropped this. Uh, thank you for that Demetrius Um, look, I got to be curious in respect for these guys time They all got families and and so I want to thank them for coming on. We've been about an hour and 40 minutes I just dropped our next upcoming live event. It's next monday 6 30 we're going to be featuring two women janitorial business So again, I know everyone loves cyber security and it but we're featuring different industries Uh, it's so uh, I just dropped that in there. Make sure that you turn your notifications for Next monday's event. Uh, there's Anything else that anyone has to add? Chris to me Trist before we sign off today I just wanted to say thanks, sir. Thanks for having us. Appreciate it. Yeah, see uh, nisha asking about bonding um I mean You know, they bonding is pretty standard you know, they're You know, you're surety bonding and stuff, you know, but you You can get with you know, like I said your local p-tax and your local small business development centers and They can help get you pointed in the right direction in as far as You know bonding and who who to reach out to Uh to get bonds from Okay, cool. All right. Hey guys listen. Thank you so much. Thanks everyone. Um, I'll see you monday I'm actually I don't who signed up for tomorrow. I'm actually teaching with jennifer shouse We're discussing the set of science on her webinar tomorrow I believe it's I should know this. I think it's noon or one one of those two But thanks everyone, um, brian looking forward to seeing you tomorrow Y.c. Lawson. We'll see you guys next tuesday Uh, so thanks everyone for joining us. Thanks. Demetrius. Thanks chris. I'll see you guys. Okay. All right. No problem. Thanks Thanks everyone. Bye now. Good night