ANDREW:
Hey guys. Welcome to Master of E-commerce and for Entrepreneurs. I’m your host, Andrew Strauss. And, I joined here with Dustin Dye and Botcopy, the CEO of Botcopy, and you know, really doing some really cool, interesting stuff. He worked over at Expert Dojo before helping startups in that space mentoring, and walking them through how to succeed over there, and led to his sort of foray into AI and botts, getting hooked up with some of those companies in there, and led to him helping with company called Doc and Swelly grow pretty massive I guess. And so, we’re in for a real treat because we’re going to talk to Dustin that, his experience, and where the bots, and just going AI, all that kind of stuff. I left anything out, you know, please fill it in.
DUSTIN:
That’s a good place to start from there.
ANDREW:
Okay, cool. So, anyway, so today, what I really want to talk to, what we want to kind of find out a little bit is that you’ve been in this space for how long now?
DUSTIN:
So, in this start-up space, about four or five years, particularly in AI, and chatbot a year and a half, coming up on two years on October.
ANDREW:
So, in terms of this like now, you worked with sort of two companies right now, right? Slowly, what was the idea, the premise behind those types of apps because I played around with them but our messaging kind of things. Like, what was the premise behind us?
DUSTIN:
There’re two things. We’ve got info corporate clients that the premise is more, you know, FAQ, and customer service, to even slowly being some HR and things like that as far as the chat functionality because when we came in, when we first started, it was just for fun.
I’m with friends with Peter, CEO, and he came through expert agility accelerator in Santa Monica he’s affiliated with. And, I noticed that there was like a few things we could change within their copywriting on the languages response that I just wanted to get my best shot at. And, Pete is a good friend of mine. So, I sat down actually with Fred, his co-founder and got to just rewrite, you know, a script. So, it’s more fitting in my opinion or their demographic which was primarily an 18 to 25-year-old females at the time, and just gave a little more pizzazz and cute personality.
And because they wail on random brandable presence. And, they’re being tested it and immediately they had this phenomenal feedback from it. And, they were already growing pretty quickly. But then, afterwards, their retention, they broke you know. They started to increase more and more so they’ve made again some change since that beginning onboarding experience. We took a lot to look at, but it was that really our future set.
Oh, wow, copywriting and all this stuff has such a big play into these conversations. Let’s start there and figure it out. From there, look at some of the other start-up companies in the area, which was Doc. And, Doc is a parking spot… It will help you find parking. So, we’re integrating with Google Maps, and Alexa, and all the smartphone features pretty good. So, before you know it, you’re going to be able to talk to your car, and tell it where to park, which would be cool. And, what we saw in the beginning when before we’ve worked with them, they have pretty slick app. But, when you’re parking, it’s a pretty quick experience so we want it really quick.
We want to get to our parking lot and if you don’t have an app, the last thing you want to do is to download an app to figure out how to park. So, we were able to cut that onboarding experience just through Facebook Messenger. I think we recorded it at like nine and a half minutes since downloading the app, parking with the app is 225 seconds.
ANDREW:
Wow, okay.
DUSTIN:
The first is like okay but we might be onto something that, what else do we need to automate in curating this experience? So then, we look at the car owners and now the owners can walk out of their home with their smartphone and their driveway starts making their money. So, they open the spot, I’m going to work. And then, when I get back, they close the spot. They get notifications that people park and the bot automatically transfers money afterwards.
It was just all around a cool, more forward-thinking Emily, the CEO there, prospect that you know, I wanted to take our creative writing team and see what we could do because the apples, the idea I’ve heard several times before like people coming up as a start-up for parking. I’m not the first person on the block but Emily, she’s pretty savvy and really wanted to invest into AI and Machine Learning.
I thought doing that and looking at the future like autonomous cars and things where you could just tell where the car would dock itself would be a cool experience. So, that was when we see the idea, we saw the vision, and AI could really help that, you know, in the product. And, it wasn’t a Fortune 500, you know, company where the copy was pretty technical and straightforward, and bland, and you could ask about product, give the description, then ditch them there. It was just an exciting start-up project to help outlets, and you know, so there’s one of the first two that we really took about a year. I’m on it about a year now, you know, kind of the whole…
ANDREW:
Right. So, do you find like in terms of, because obviously, it’s a Botcopy, do you find that that it is the key to success with any sort of messaging AI kind of experience for user?
DUSTIN:
The conversation, they copy itself.
ANDREW:
Yeah, the conversation. So, like you said, you took on the pre-existing copy and then we made it, you know, made it fun right? I mean is it just that making it snappy or like what is that that makes the experience?
DUSTIN:
There’re two things. It’s one like I think in the past like five to ten years like traditional copywriters that are hired to write web content are… The copy style is supposed to be pretty bland and straightforward because that’s sort of shown like if you make it super obvious, people are going to click this button at a higher rate and like super branded and funky, or they try to make to make a style for that. And, the whole battle theory kind of changes when it’s like a personal messaging space like a one-on-one conversation.
When the contact agents like read all about this in linear way and linear pattern like you see on the website for however you want to navigate it, it’s like you can chat with it. We’ve seen some really cool conversion rate and retention by adding specific personality types and getting it a little bit of flavor, you know, nothing over the top. You know, getting it some, you know, personality works for the most part. And, sometimes that personality depending on the brand, who you’re chatting with, like it is… We look at Alexa and we say Alexa, she’s not like sexy or you know, super outside the box or nice. She’s kind of this punchy, like techie cool mixture. But, if you write in her language, in her style, actually it is very like a nice conversation class. You just need to understand how people with that personality typically talk.
ANDREW:
So, in terms of like the stuff that gets those users to interact with them like what time, I mean, I guess, it’s just a case-by-case of how they interact with like the brand itself, I guess. It’s that kind, I mean, you can’t just write like fun, punchy copy for everybody. It might be more…
DUSTIN:
Yeah. You can’t just focus on the copy, you know, there’s like a whole UX behind it, you know. In almost every week, they’re coming out with some new, like fun stuff to play around, whether like AI experiences within the conversations or images or videos. These are all very important and part of the conversation, you know. Just the micro copies of things deliberate, there are still really crucial. But, you’ve got to play around in able to understand these experiences.
One thing that we really see people get in trouble at in the space is not having kind of a backbone for the conversation. Understanding like where you, like the business, you know, what their objectives are and how to get people there, and if they go outside of their house, how to get them back. And, there’s a recent article on like Venture Beat about how NLP doesn’t work.
I don’t agree that it doesn’t work. I think from the very beginning, you get people to where you want to go, and the first-time users also understand and create that journey and path are crucial. But, implementing the right NLP can help coincide with that and make it a cohesive experience, or having both in building NLP based on demand, and not just like cool product ideas, you know, I think that’s something that is new to any business over the past hundred years.
We feel a little based on, you know, feedback and demand, and pivot your company, and into the direction that, you know, people are essentially paying for. So, that’s a cool idea. We’ve seen a lot of companies just get carried away with these conversations and what the AI can potentially do when all of a sudden apps just get way outrageous. It ends up being a useless tool that like people start chatting about beer and it sells like movie tickets, you know, it’s like where do you really go, right?
ANDREW:
Yeah, I think that’s kind of a thing. I think that, you know, ideas can be thrown into this conversation and you want to have multiple things. But, you’re right I think that if the brand the or what they’re trying to accomplish, their end goal, in my working backgrounds is probably the smarter way to go about creating the conversation would you say?
DUSTIN:
Yeah, yeah. Totally. I don’t know if you’ve read a published article about our theory that we factor at Botcopy. We call it cut because it would be any acronym. But, we use checkpoints which traditionally look at it as far as the y-axis. So, checkpoint would tie closely to the business KPI, so what they’re trying to achieve and understanding, I think of it a lot about an article of the banking analogy, where if you’re a bank, you know, you’re going to hire up or someone else for the bot to do some specific tasks, you know, not tell people where the local loo is. You know, anyone thinking tax, you know, and basically like maybe they forgot their password, their credit card is scratched, and they can’t use it, you know.
And, what we’ve seen a lot of the past kind of aligned with what they spend a lot of time repetitively on like call centres and things like that. We added it up with one of our clients and we’re spending over, you know, three million dollars annually just figuring out scratch, scratch, like card issues. So, you know, those kind of entry points, we consider those checkpoints. So, okay, one the checkpoint.
Two could be, they want to check on a transfer if it’s a bank, like the transfer activities. There’s not necessarily a linear pattern to how much going to go. They’re just like understanding that they came into this part of the conversation. The same thing if you’re a gamer or something, and your client is a game and it’s a choose your own destiny. You can choose to go on this one-story line.
Well, you enter that checkpoint essentially. You can go back to the other storylines and have those conversations but that’s that. And then, in those checkpoints, if you look at it like an x-axis, we have understanding logic. So, within your card being scratched, what about that card is scratched, what type of card is it? Is it a debit card? Where are you located so we can send you a new one? Those are all things that we can just understand about the user. That starts to create this kind of like what we call a conversational tone. So, there’s like if you have a credit card, it’s understanding, one, in a credit card, and understanding, two, it’s a scratch card issue.
It’s checkpoint one. And, user comes in and says, “Hey, I’ve had a problem. My credit card is scratched.” I’ll send you a new one. Well, they would recognize that, you know, credit card is scratched. So, BC one, and credit card is BC 1u2. And, that code, overtime, this is so much information about where users go, what looks like a really common pattern, how they communicate with us, which allows us instead of thinking like a grand scope at the very beginning to kind of build based on those patterns, that we start to recognize.
ANDREW:
So, a lot of times, you’re building more on that NVP kind of stuff right when you’re starting and keep adding to those feature types of things pretty much.
DUSTIN:
We’ve seen the most success there. Well, it is fun like getting mapping projects too that we can go crazy on. I think its best practice to, you know, take it like a natural conversation. You wouldn’t walk up to somebody in the bar that you’re trying to meet and then open up like a whole story.
ANDREW:
I want to have a kid and a big house.
DUSTIN:
Really, really good type. You should meet my mom.
ANDREW:
I was just right here. Exactly. Here’s the marriage counsellor outside. So, that’s really… Because I think you’re right on that at that point where people tend to, I mean, if you’ve seen like many chats or these kinds of things, I mean, those flows that people are building, the lodge isn’t smart inside. Usually, they’re just sell. I mean it’s just really like they ask I’ll ask you these questions. I think you’re right. I think you’ve got to warm that relationship up with like anything else and asking those source types of questions and getting those people in there. Now, have you seen like in terms of things that have like where so, you were saying stuff online like HR side of things. I mean, do you see that becoming more and more where people are going to be like using these sorts of screen and do like the chats themselves like hiring HR first line of defence?
DUSTIN:
Yeah, funny that you asked that. So, yesterday, I had a few interns. They’re all graduating from USC and they were like asking me to like look at their resume and things like that and give them some feedback. It’s like a really interesting idea to do a cool resume like little different than the resume that I used to have. I think it would be really interesting is if we created a resume for our bot and started submitting it to all the HR and jobs, like Indeed, Monster. You know, like, hire this guy.
I’m sitting. So, I think that it is something I see the use case. I mean it’s… It would work off like a trigger-based system. So, basically let’s innovate. New HR comes in, Johnny Smith, and he comes in and account is created in the corporate structure, and that changed the system, and it paints the system that Johnny is new, and he needs to get his insurance. He needs to get XYZ and sent.
We look forward to having you. We’ll collect the file. We’ll get you your insurance, your salaries, and all the stuff. If you have any questions, just shoot here. And, I think those simple use case again, like really repetitive stuff that can be used that can be trigger-based, that would make the most sense, you know, nothing like, “Oh you know, you’re having a difficult time. You’re not showing up to work. You’ve had a life by crisis and go ahead and talk to HR.” It should do the trick.
That’s human touch to helping people out. But then, again, you know, these kinds of tools often help people in the HR department, you know, so if there’s something that helps facilitate, you know, if you have a thousand employees or like 10,000 employees and you’re getting all these new team today, our new employees today, and these are all automation being sent out instead of sending it all out and just like teach, or send individual email, you can oversee now 50 or 60 at once to make sure that there isn’t any problems, or see one or two people. Or, having new problems, you can just give them a call like that.
It is like a typically building. We look at it like, okay, this is still going to be in the beginning. It’s going to be 30% of what you’ve hired. If it’s going to work, the bot is going to be able to handle it. The other 70% is going to be turned over to maybe a live agent or things that someone can look at it, teach it how to fix it in the future because it doesn’t understand the problem at hand, and then, move the pendulum forward sometimes 40, 50, 60, and then, you know.
ANDREW:
How do you see it in e-commerce? What use cases do you see sort of in the e-commerce perspective?
DUSTIN:
It’s interesting, you know, there’s a few different perspectives. We’re working with a company right now called True Package that we’re helping on the logistics standpoint. So, it’s a way to get the best deal of packaging products. We’re not like shipping them but at least their packaging materials. And, I think that it is one of the biggest, not packaging itself but having a bot recognizing like purchasing habits, recognizing trends, patters, what people are doing in specific areas. And, I think that’s really important like specific in your located areas.
With Swelly, they’re able to tell you what’s trending and make specific cities. So, having like, if you can imagine having Swelly within your company and it says, “Hey, you know, here’s what you should order next month based on it.” Now, Swelly will communicate something like True Package. And, it would say, “In order to get this done, the best price is this. Here’s your copy. Here’s your packaging price.” And then, like, logistically, it would get there. So, just handling, I think, supply chain management, it would be the first step, having a chatbot on the e-commerce site to sell products and get people down into like an email marketer.
Traditionally, it’s email marketing campaign. But now, it’s like an SMS campaign. It’s pretty powerful as well, you know, telling them about these trends like walking them through that. And, in our experiences, on top of that, like, I think you’re chatting up the bot, you’re like “Hey, I really like the sweater. I would like to see how it would look like on me.” They could have like maybe a design where it would show you, you know, this is a nice shirt, whatever. This is what it would look like on you and then it could even send us as well.
There’s a lot of cool things within the e-commerce space. And, I could keep telling you the cool things. It could be anything, you know, especially if you’re shopping for someone else. It’s always nice to have someone to chat with. If you’re shopping for mom, if you’re shopping for dad, if you’re shopping for girlfriend, whatever it may be, maybe just a little box that would say, “Hey, I’m looking for a gift for my wife. You know, can you help me out?” It says okay, what’s her style? Is she adventurous? Is she into yoga? Is she like new reggae? Does she travel right? You know, get to know who they are and give you like a personal recommendation.
There’s like purchasing habits off their recommendations are way higher than randomly stumbling upon something. So, that’s… What do you guys think?
ANDREW:
We’ll we’ve seen that. I mean, we’ve seen that kind of stuff where, one thing is it’s fairly new. And, people don’t understand the whole thing, right? I’m like, “Oh, I can just purchase this type of thing, right?” So, I think the conversation has to be, you know, it’s really about the merchandising of the product, right? I think it’s the Amazon-esque like stuff. Most people that have done their research are going to come and want to buy, right? So, impulse buy type things, sure, you can do those $20 types of things.
If you go into a higher realm, say, $100 type of things, they might engage with the bot, look at it, and go and want to find a little bit of information from their friends. Then, they can come back to buy kind of stuff, right? So, I think, you know, on the… The real true thing is that when you’re doing this kind of bot type things in sales, with e-commerce, it’s not about your whole store like you’ve said before. It’s really about the micro transactions that you’re doing because you don’t think…
It’s not an experience where you want to be like, “Oh man, I got this item and I got this.” You know, it’s not that kind of a thing. It’s not e-commerce. It’s more on the micro. The additional happens when you do those products upsells or if you’re bundling, you know, when you’re doing the upsells or down sells after they’ve given you your credit card. Then, that’s the kind of stuff that you can then double your checkout, increase your ROS, you know, your return ad spends, and your ROI. So, if it takes you a dollar to get there, maybe that product is a loss leader. The first thing to do like we doo is free shipping type offers. But, on that upsell, then, they put another one of those cards in its six-box. Well, you just covered your $2 or $1 for the ad kind of stuff, right? So, that’s I think the e-commerce.
You’re taking those kind of landing pages, companies like Click Funnels, and Lead Pages, and all these types of things, and building those into a chat experience because I do think, not having to fill in the forms, “Yes, I want one of these or two of these,” you know, it’s nice to have it walk you through. I mean, it’s quick and it’s easy, you know, once you remembered, you know then, I think at that point, it makes even the transactions happen even faster because you’re like, you’ll remember their address. You’ll remember their credit card and you check out. That’s kind of what we see this kind of in that realm, you know.
DUSTIN:
Well, one thing that really got me with this is the fact that the AI or the chatbot, the experiences are really are allowing people to interact and engage with these businesses anywhere, anytime. So, you know, we’re not subject to watching over a computer and looking at, staring at the screen. You can interact like on the train or on the go, or my ear thing. You know, that part really got me hooked in the space. Being able to have different experiences.
I was in London over the summer, speaking at one of the AI expos. And, I went out into like a park next to the expo. And, there’s a massive statue and the statue had this QR code. I scanned it. All of a sudden, it triggered, you know, the statue.
ANDREW:
I saw it on one of your blogposts.
DUSTIN:
Wow, you know. That’s cool. That’s like taking the business and really giving it some light. So, in e-commerce space, I think that there’s going to be this cool shift back to brick-and-mortar places where instead of just like being in a shop where you can buy, it’s all like experience driven. You look at the promenade and in Google store. It’s Google store but it’s like what’s the goal, like absolutely not.
ANDREW:
That’s awesome.
DUSTIN:
It’s like telling me I’m going to buy something from Google about balls and they’ll get the…
ANDREW:
Yeah, I think that’s where retail is going to go in. I think the experiential type of thing of retail. And, you know, today, I really don’t think it’s so much that they have that product in the store. It’s as if they could go in, feel, and touch that product. I’m a big believer of these micro stores, where you have all that product, like you know, bonobos and some of these other places where you go in there, you try on the clothing. But, in three days or five days, you get that kind of clothing, but you get the experience of a knowledgeable sales person, and not really pressuring you. But, they’re in your best interest, to make you look good. So, yeah, these pants go with this. And, they go with that, or whatever, right.
I think that’s kind of where this stuff is coming, and going, where you have one of our products and with the free shipping and all these kind of stuff, I think people can experience, and they would like to maybe, like you said, on that going through, you know, the museum thing, the QR code, I mean you could do that same sort of thing. We have got the ability at food festivals and food trucks and stuff.
With the QR code, or just chat a bot, or hash tagging the foods, the businesses name, we’ll pull up the menu. Think when you’re at a festival, right? You know, if there’s these huge lines or these food grids or whatever, you know, you want to try six or seven. But, when you see a huge line, you’re like, “Ugh, which is the slowest line because I’m kind of hungry. I don’t want to try it,” you know, which is a huge benefit to the merchants because now, they’re moving two times as many people through the line.
They’re increasing their value and then people start to spread about it. And then, if you are in your office, and it’s raining, and you know that you can do this, and these guys are not very tech savvy, you can now bring this tech savviness to them, and then people order and then choose as soon as orders are ready. They’ll come and pick it up. Or, they have a third-party delivery service. So, I think that there’s lots of potential I think in the food space with this. And then, we do enterprise stuff with one of the big movie studios. And, what we do is kind of hashtag the movie name and buy the tickets, I mean, kind of stuff like that. And so, people enjoy that experience, you know, on that side of things. But, that’s kind of where I see it, you know.
I think it’s so new that people just don’t understand how to interact with these bots, right. One other thing is I think that, you know, there’s many different platforms. I mean, I’m sure you’ve seen this right, where you got Facebook messenger as the king of messenger. But, you know, there’s lots of things where you can do web widgets and things like that where you don’t need Facebook. And, you know, frankly, rules are changing, where a lot of these services used to be app driven.
They’re going to be page-based so because you know, they’re just getting a lot of spam coming through these things and they don’t want to ruin that experience. So, pages are going to have to apply to Google to be able to message to their users. It won’t be like promotional types of things. They got this 24:1 thing coming up. So, it’s like 24 hours you can set up a promotion. And, after that, if they don’t react, then, you can send a content. I don’t know, have you seen things like that, I mean in your space?
DUSTIN:
Yeah, so we’re working on a few of our own little pieces of software to enhance that experience of the moment right now. Particularly, because a lot of the corporate clients in it necessarily would have subjected all their users that have to login to Facebook. They did want a messenger experience. So, it’s kind of like, so how do we balance? Give whatever it is, things like that, and curate beautiful conversations. And then, once we have a conversation, they know what we’re doing, maybe it’s a sales pitch, maybe it’s a thank you. I’m going to continue the conversation. Is it email? We like email. We can do it. One of our co-founders here a big part of, they’re able to go to GoDaddy. So, we understand email really well. We love the conversion rates. Outside of emails like your what-nots.
ANDREW:
I think you have to communicate to your users where they like it, like they might want to read, whatever, they’re sitting on the header in the bathroom and they want to do an email, you know, I don’t want to do that. Sure, I mean, it’s really one of these things where I think that the app culture is going to change towards the messenger culture, right, where, you know, it’s really nice about the web widget type bots, the app development isn’t there. You can change it a lot quicker. You can make things happen. You can interact with Alexa and different things, right? I mean this is really, really, I think cool.
DUSTIN:
You don’t have to develop on two different operating systems. That could be like anywhere, everywhere, anytime, anyone, which is just like our little slogan now is making AI accessible, you know, through conversations and things like that. That’s what we find our biggest value composition to learn like, make your business successful. Maybe we got generation Z don’t even know it. Obviously, they’re just not using it. But, they’re obsessed with messaging apps and chatting with their friends, and doing things about videos, you know, the app, and staying up really late playing Fortnight with like 10 friends.
ANDREW:
Yeah, I don’t know if you play Fortnight, but my son does.
DUSTIN:
I’ve been playing but it’s my little brother.
ANDREW:
Did you kill anybody, or you just get killed all the time because I don’t know, I’m not sure?
DUSTIN:
I can’t kill them all the time, you know, by hiding. It’s really addictive.
ANDREW:
I know it is kind of funny. I watch this and I’m like you’ve got to be aggressive to go out there unless you’re going to sit and hide behind the thing. You know, my daughter, she’s like she doesn’t care. She’s all at this thing. But, it’s funny to see the differences in the two kind of things.
DUSTIN:
I have this thing with my brother. He’s pretty good. You’re doing all the building stuff. They’re shooting like everybody and getting to wrap up some kills. I get really excited at this, in the game, and so, I convince them that it’s not about killing, it’s how long you can walk back. So, he’s like, “When I didn’t get so many kills, I’m going to be like the last 20 people standing every game.” That’s the only way I can say that the point of the game is to be last standing, right? Okay, I’m better than you.
ANDREW:
It’s really awesome. Cool. So, hey, I don’t want to keep you too much longer. I know that your kind of busy. But, I do want to ask you one thing. Out of your… so, you’re pretty… what keeps you sort of in the know of like staying current? Are there three kinds? Are there top three books you read or magazines, but websites or things like that to keep your kind of current in the space itself? Like, what do you like to do on yourself to be knowledgeable.
DUSTIN:
I’d like to stay involved with, so there’s so many like early leaders right now. And, I think that any industry and especially new tech innovation, I would think it really needs some drivers, you know, there are plenty of technical support and engineers. But, really understanding how to drive what the technology is, you know, to like the mainstream audience. And, at the end of the day, to bring a product that has significant amount of volume.
In understanding where those people are, so there are good friends with Peter Kweli. We chat thrice or twice a week. Stefan is about Chatbot Life magazine, and blog to be a part of several bot groups on my Facebook. And then, you know, one thing that I find actually really good is Apple News. I look at the AI stuff that comes in and they’re really making a good… as far as curating content that is relevant to me based on what I’ve been reading so far. I do like Apple News.
I usually spend, you know, the first 2 to 3 hours a day just kind of reading new articles, stuff that matters, books coming out at the space, where money is going, understand the landscape. I think that’s kind of the biggest things that you can do is to understand the cash flow, where is it going, you know, look at this wilder west between AI and also blockchain right now, just to really feel out the landscape. What does the market look like? Who’s using it? What can it do? But, how can I start? How can I start doing something now? And, create enough to get to this bigger picture and see what the future that all want can be a part of creating as well.
ANDREW:
Right. Right. Cool. Awesome. So, where can people find out more about you and Botcopy, and things like that.
DUSTIN:
Yeah. Sure, botcopy.com. Our blog is on there. I’ll try to write at least one or two articles a week. We’ve got a whole staff of writers, so it is usually easier for me, but we do kind of busy sometimes. And then, my personal email is dustin@botcopy.com if anybody wants to get a hold of me. They can just shoot me an email. My LinkedIn is Dustin Dye. You might want to connect with me there as well.
ANDREW:
Yeah. Cool. That’s awesome. That’s good. Well, I really do appreciate the time you gave and learned some really cool stuff, explored some new ideas, which is really great. And, yeah. I’m looking forward to seeing you actually at the conference that we’ll be attending as well.
DUSTIN:
See you there.
ANDREW:
Exactly. So, awesome. I appreciate the time and have a good day.
DUSTIN:
Take care.