Heather Stenner From Porch Box Shares How They Make Your Front Step Beautiful

Stickers-on-the-Mic-Heather-Stenner-Porch-Box

In this episode, Andrew chats with Heather Stenner, Director of Sales & Marketing at Porch Box, LLC, a small business located in Longmont, Colorado. Porch Box builds custom wooden boxes for home deliveries and outdoor storage.

StickerGiant · Heather Stenner Of Porch Box Talks Custom Storage Solutions That Beautify Your Front Door

Below is an edited transcript from our conversation with Heather.

[00:00:40] Andrew: Hey, everybody, and welcome back. Andrew with you again for an episode of Stickers on the Mic. Today, we get a chance to talk to part of the creative, visionary team behind Porch Box, and that is Heather Stenner. Heather, thank you for joining us.

[00:00:53] Heather Stenner: Hey, Andrew, great day to have a little chat. Super excited. Thanks for having me.

[00:00:59] Andrew: Nice. Heather and I know each other through our Longmont, Colorado networks; and Heather, you've been a customer of StickerGiant prior to starting this venture.

[00:01:08] Heather: Absolutely. I work for a nonprofit down in Boulder and every time we need your stickers, we either ask for some donations, which you so charitably give and we also always got some extras along the way.

[00:01:21] Andrew: Nice.

[00:01:21] Heather: When we opened Porch Box, of course, we had to get some stickers.

[00:01:25] Andrew: You open Porch Box as a new business in a pandemic, in a culture where there's a lot of delivery and drop-offs. The name is self-explanatory, Porch Box, but tell us a little bit more about the business.

[00:01:41] Heather: Absolutely. We build boxes. All right. We're going to talk for 30 minutes about boxes, but there are wooden boxes that are classy enough to be on your front porch. They are weatherproof, lockable, and durable. They come in a variety of sizes and can easily be customized to fit someone's tastes. We didn't actually start the business during the pandemic. I've had a 30-year career as a music educator and during the pandemic, my own music business, I had to stop. I said, "Eric, why don't I help you with your business?" He'd actually started it five years ago-

[00:02:21] Andrew: Oh, there you go.

[00:02:22] Heather: -and had launched the name, launched the website, but a little story. He actually made the very first Porch Box in 2006 or 2007. I was out of town and our daughter and him needed something to do while our son was sleeping. They went into the workshop and they created a milk box because we had just signed up for the local dairy home delivery. Of course, on the first delivery, they dropped off this junky plastic cooler. We lived in Fort Collins in this old town, really cute little cottage house, and we're like, "No, that cooler is not going to do." They made a beautiful lockbox and we called the dairy and said, "Come and get your plastic cooler and deliver our milk to the beautiful wooden box on our steps." Then neighbors noticed and they wanted one.

Then pretty soon, Eric was making the boxes for our kids' school silent auction. Over nine years, he was just making boxes for family and friends, all kinds of sizes and shapes. In 2016, that's when I said, "You know what, Eric. I think other people across the country would want some of your boxes." He launched the website, and 800 boxes later nationwide, we are here today. I said, "I want to help you maybe grow." All he had was the website. He didn't even have a Facebook page. He just had a website. That's how we got here today.

[00:03:54] Andrew: Yes, and I've noticed, and obviously, I've been doing some research and so Facebook is following me around. You're clearly pumping some time into your Facebook ads. It's pretty obvious to me. Having that dedicated person to handle that for the business is really nice and you clearly have an aptitude for it. That's the background story how this all came about. It's been around for a while. You've been able to join the team now, and really you've always been part of the team. [laughs]

[00:04:25] Heather: In a different supporting role.

[00:04:27] Andrew: Right? Let's not kid ourselves. What is the diversity of boxes you feel like you're productizing and how do you hit different needs for your current customers, is where I want to start with, your current customers?

[00:04:42] Heather: Yes, great. Right now, we have three standards boxes. We have the milk box and it's a small box that holds six bottles of half-gallon bottles. Then we have our namesake, the Porch Box, which is a double-wide. It's just twice as long. Then we have a big parcel box that is the perfect box for home delivery, so Amazon, and that really picked up, of course, during the pandemic. We've got those three. The coolest thing that happened when I decided to go to work, I started looking for a place for Eric to get out of our house. He's been making 800 boxes in our basement for five years.

Porch Box Quote

[00:05:27] Andrew: In the basement. Wow.

[00:05:28] Heather: Yes, in our basement. In May, we found a really sweet industrial space. For those of you who can see me, I'm actually standing in our workshop right now and we've got 1500 square feet of now building space. We got a panel saw, which means that now we can offer custom-sized boxes.

[00:05:53] Andrew: Oh, wow. That changes it all.

[00:05:54] Heather: Big deal. Yes.

[00:05:56] Andrew: That's like product number four, really?

[00:05:59] Heather: Well, actually--

[00:06:00] Andrew: You know what I'm saying.

[00:06:01] Heather: Oh, yes.

[00:06:02] Andrew: You got the three things, but then there's like this is an infinite amount of products potentially.

[00:06:07] Heather: Totally. He's been using this as a playground. Actually, the fourth box, we haven't given it a name yet, but we have a bigger box. We're going to call it the Jettro Box or the big-- we don't know. And then the custom box. We're hoping to have those five standard. Actually, last week we made a huge box for a customer that wanted to hide their hose on the front of their house and their garden one fits beautifully in it.

[00:06:31] Andrew: Oh, that's nice.

[00:06:32] Heather: It's sweet. It's the biggest box we've ever made.

[00:06:33] Andrew: Oh, that's really cool because especially right now and probably for-- Amazon is getting so big and bigger, they're hiring now, that the delivery and front porch world, there's no limit to that market really.

[00:06:55] Heather: There are a lot of other boxes out there. You search for boxes for home deliveries and you're going to get a lot of options, but as far as we can tell, they're all metal or plastic. Our niche is really wooden. We want something classy that's worthy of prominent placement on somebody's porch because you show up and you don't want this. I don't want a metal locker on my porch. The sound of it actually, listen to the sound of it. As soon as I'm sitting, I'm making dinner or something and that sound goes, everybody runs outside like, "Whoa, we got our package."

[00:07:33] Andrew: Oh, that's true. The Pavlovian response of just the sound of the box closing. That's rad.

[00:07:38] Heather: Like you mentioned, Amazon, people want to secure their packages. We've been really surprised. We offer a lockable box. Eric designed these really cool hidden hatch that when you don't lock it, the hatch just ties up inside the lid and there's an extra loop to hang the lock, but if you do want to lock, it's possible. We were really surprised at how many people don't get a locking box like, "Oh, we really want to do. We don't use a lock on ours at home. We just want to conceal that is there." The porch pirates that are out there-

[00:08:17] Andrew: Yes, they out there.

[00:08:18] Heather: They're going to come, get something out of our box. If we know something really expensive coming, then maybe we'd bring a lock home or from the shop and we'd have it locked up, but everybody's different in that way.

[00:08:33] Andrew: That's cool. The parcel box seems really a great solution, especially if you're living in a city, or something, or whatever. The milk box, we have a pretty strong delivery culture here in Longmont between two different--

[00:08:46] Heather: We do.

[00:08:47] Andrew: Yes. So that's-

[00:08:48] Heather: Actually, Longmont Dairy is one of our customers and we build all of their wooden boxes.

[00:08:54] Andrew: Is that right?

[00:08:55] Heather: Yes.

[00:08:55] Andrew: That's good for recurring business too because they're adding, oh, when you signed up 10 more people and they don't want the cooler, it's like, "Well, here we go."

[00:09:03] Heather: Exactly.

[00:09:05] Andrew: That's fun. That makes a big difference to have like a steady client.

[00:09:11] Andrew: That is really nice. Someday, we would like to add more dairies, but, of course, just staying local right now. That's great. I will tell you one of the things that we did or Eric did early on, someone contacted him from Atlanta, a company called BoxLock. I don't know if you've heard of them. They make this smart padlock. For those of you who can see, it's this really cool yellow, really slick-looking metal lock. It's huge.

[00:09:40] Andrew: Yes. It's big.

[00:09:41] Heather: It allows for multiple deliveries. Super cool. I could use my phone on the app and make a QR code for you, Andrew, and I could say-

[00:09:49] Andrew: Oh, they don't have to punch anything.

[00:09:51] Heather: Exactly. It actually ties into the UPS and FedEx. When I know a package is coming and I put this thing out, all they have to do, the FedEx delivery guy walks scan the package and because my email knows it's coming, opens up, they put it inside. That can happen multiple times in a day. If you have a lock on your box and you literally have to use a key, you can only get one delivery a day.

[00:10:15] Andrew: Or a code that you have to give out and multiple drivers. I was actually just thinking about that when I was looking at the box behind you. I was like, "What happens when--" Between UPS and USPS and FedEx and Amazon, that's a lot of different people, especially it could be a different person every day, depending on the routes. That's really problematic. That lock helps solve that problem for you. That's really cool.

[00:10:40] Heather: Totally. We have a UPS guy here at the shop and I made a QR code just for him is. They can't deliver to a commercial address without someone being there. I said, "What if I sent you this QR code?" Then it tells me on my phone, "Guess what? Heather, the UPS guy just used your box lock and put something in." He feels really confident about that.

[00:11:01] Andrew: Then you're able to also then work with that other company to deliver that solution for people. Nice. I dig it. We talk a lot about on the show, you've come up with the idea and it's been around for a little while and you're in the scaling process. You just moved out so your manufacturing will become more efficient and creative and potentially profitable, which is obviously huge. Your growth is right there and that's what you've done to grow the business to this point. Now, what's the growth strategy next? Because I already asked you, what do your current customers look like? What is your ideal customer or your next market? How do you plan to grow the business to meet that market?

[00:11:48] Heather: Yes, good question. Obviously right now we're focused on homeowners. There's a lot of people shopping at home that want something classy. We're not really looking for commercial businesses right now, except dairy, if they want to add that piece of class or-- It's pretty classic to have a milk box. If you search antique milk boxes on Google, you'd see some pretty cool stuff.

[00:12:13] Andrew: Oh yes, I'm sure that there's an Etsy market for that too. These are very utilitarian and they look good and you can stain them and put numbers on them. You're able to customize to the point where the classiness is even almost up to the buyer.

[00:12:27] Heather: Yes, totally. We've taken the basic-- We had the squarespace ad. I think Eric only did $25 a month of Google ads the entire five years, that's all we ever did. He actually had to raise the prices at one point because we never got to see him. He had a day job, right. He has a day job and then he comes home and makes boxes and we never see him. I was like, "I think you should chill out a little bit. We want to see you." He did get a trademark also for our business back five years ago, and he got the necessary state local taxes or licenses.

One thing we did since I got to start working with him is I made it feel legit. I had a logo, a local person design our logo and our design brief to help establish the color palette and typography for the business so that when we got a web-designer, they could just fly. I got one of my former students who is now in their late 20s to be my photographer. Eric built 23 boxes in a couple of weeks and we had a big photoshoot.

I got a local business to do the t-shirts and the sign on the door, really tried to just put that footprint into the community. Then, of course, Sticker Giant. We wanted a sticker to slap on the side of the box so that when I brought the box to FedEx, they would know what is inside the box. It was pretty cool, the little stickers. We got this big label, this big sticker, as the talking one, but then we got this super tiny one. We use that like a little business card. We realized that they fit perfectly on the paint bottles. We put a touch up paint bottle in every box and we were like, "Perfect." It's all coming together.

[00:14:23] Andrew: It is coming together. That's a nice little piece of service actually, like going an extra mile for the customer. Because you're just buying a box at the end of the day, but it looks like you've got some signage and the lock option and the finished choices. That's really cool that you add touch up paint. That's like when you buy a car, you get a little touch up paint because they know you're going to be at the grocery store. You don't really message that though. That's actually a moment of delight for the customer, which is really important to me.

[00:14:56] Heather: We don't message that. Today, we just got an inquiry on the website like they want us to paint the box black. They were like, "Would you paint that?" Of course, we'll do any color they want. We'll just go get the paint and do it.

[00:15:07] Andrew: You're like, "We just painted the house. We repainted the house. We're using the Bayer 745." It's like, "Yes, we'll paint it.

[00:15:14] Heather: Exactly. We can do that. The cool thing, if you move, you can take your porch box with you and repaint it. We've had a couple of customers that are artists and we send them an unpainted unprimed box and they-- We haven't got the picture back from them yet, but they use it as a canvas, which is pretty cool.

Porch Box Product Photo

[00:15:34] Andrew: Oh, there's a fun future collab right there with people that you can do a branded limited edition-- These are the ideas that make me excited. You have a lot of options?

[00:15:47] Heather: Yes. Professionally, I will tell you one thing that I did because I've been talking to little kids for 30 years and their parents. I knew that I needed to ramp up my own professionalism when I was speaking with customers. I joined a Toastmasters group in April. Love it, such a great supportive group of people, and it's really helped me think and consider not just what I say, but how I say it.

[00:16:15] Andrew: What is Toastmasters? What does that mean?

[00:16:18] Heather: Toastmasters, it's an international organization that people get together and they work on their public speaking skills, practice, that type of things. So filler, work on transition, working on speaking quickly on your feet. Actually, yesterday was my meeting and they let me do a mock podcast and I got to practice for this meeting.

[00:16:38] Andrew: Practice. Look at how smooth you are right now. Good for you.

[00:16:40] Heather: It was awesome. I love the local piece that we've been able to connect. I think I heard one of your recent podcasts that you interviewed someone from 99designs?

[00:16:53] Andrew: We did Laura, who does their partnerships. We launched a partnership with them to try to help out customers who don't have artwork savviness but do have a little bit of a budget because there's a cost involved in 99designs.

[00:17:06] Heather: Absolutely. Since we had a Squarespace site, I just looked up, of course, the Squarespace expert and I found 99designs. That's how we found our web designer. She's out in Oregon, I think.

[00:17:18] Andrew: Oh that's awesome. Because we talked to her, it's not just-- We're trying to get people connected with sticker or label designers, but they like do mascots, banner, like the design world is open for their potential market. That's cool that you found a web designer. She was speaking highly of how that Squarespace partnership is actually very good for them.

[00:17:42] Heather: Actually the person we found, she has an accounting background because we needed a really good customer shop experience, and we needed a custom order form and Squarespace only offers three variants and we have a lot paint; [unintelligible 00:18:00].

[00:18:01] Andrew: Yes, the finish, the trim, you guys-- There's really no end in sight for the customization on a box. I mean, you have a specific set of finishes, but you want to have the potential to grow those out too and if you're locked into three things, you can't do that.

[00:18:16] Heather: We also print Longmont's dairy logo on the front of their boxes. All they have to do is ask.

[00:18:22] Andrew: How do you do that?

[00:18:23] Heather: We've got a company out of Denver that we make the panels and bring it down and then they just print them on the wood.

[00:18:29] Andrew: It's ready to go. That makes sense. Very cool. You talked a little bit about Facebook and obviously hiring a web designer and being able to take that task off you and your husband, because when you're a single owner or literally a family business, there is no line to blur. That's great. You're handling Facebook you said for the time being, but what other marketing are you doing other than the Google ad and Facebook, which are sort of the most traditional routes for now?

[00:18:59] Heather: We're selling on Etsy, he's been doing that for a while. I just realized that it's called sell on social. PayPal also has an interface for selling. We're selling on Facebook marketplace, just local, because we don't want to have to ship. I don't want to get into that. We're already spending a lot of time shipping.

[00:19:20] Andrew: You're just doing one on one with Longmont or Boulder County people because that's the way to grow?

[00:19:26] Heather: Sure. One really neat idea is I have a realtor coming to the shop today. We think that these boxes are perfect closing gifts. Who wants more champagne and a fruit basket, but they could literally have this box painted to the color of their client's house, and have a parcel. That's a pretty cool connection.

[00:19:48] Andrew: I just talked to a real estate agency and they're called New England Size Setters and I'm working on a blog about them. They dig the hole and put the sign in with the, for sale sign. That's their business. They literally dig holes in the ground and put a poster. I have some friends that are realtors and I like real estate. I own my home and we'd run a rental property. I was like, "This is amazing and a cool business and they're in the Northeast. You can drive from Massachusetts to Maine in a day and do a couple of jobs and make your time." It's like 300 bucks or something. No, I take that back. I think it was like 150 bucks. Anyway, that's not the point. The point is working with like that is exactly what you're trying to do. I love that as a closing gift. I think that's fantastic actually, because it's such a high value purchase. The realtor is this person that's there for that, I don't know. It's such a unique buying experience.

[00:20:51] Heather: Our friends have come to know that we are like that family that has a box for everything. We have our milk box, we have our porch box, and then we have our parcel box. We have all three on our front porch and just put it right in there, obvious. I will say we've added the Facebook. We've added Instagram. Pinterest, of course, LinkedIn, YouTube, Google Business, and a new one called Alignable that I hadn't heard of. It's a neat one. Also, I don't know if you know about the Godaddy SmartLine?

[00:21:26] Andrew: I know about Godaddy, but what's the SmartLine?

[00:21:35] Heather: It's so fabulous. We just have our cell phone and it's a very limited price for basically a business phone. My own cell phone rings, and I know it's on the SmartLine so it's a business call. I can text. Customers text me pictures of their boxes when they arrive. Godaddy SmartLine. That's something that perhaps your listeners will--

[00:22:56] Andrew: The actually the first time that's come up, because it's funny you say that, because like the phone system thing especially for remote work and that's a-- Let's just put it lightly, that can be a big pain point for a business.

[00:22:08] Heather: Absolutely. Like who is this? Is this a personal call when I answer my phone? I Just love it. You can have it on multiple phones, so my husband could have it, but only you can set it so it would only ring. He's at a day job right now. I don't want the business phone to ring and interrupt him, so I'm taking all those calls. Really cool.

[00:22:29] Andrew: That's cool. You really do want to be-- It's hard to keep the lines separate. If a customer is ready to buy and they have that last question and this is the way you're giving them the chance to communicate with you, that's pretty terrific if you're willing to open up your life to that.

[laughter]

[00:22:48] Heather: It's nonstop. I do list business hours everywhere on our phone and we're trying to set that balance and that's one thing, you're going into business and supporting. During the pandemic, my husband was working from home and we saw him a lot and it was awesome. We all loved it. He's recently had to go back and we're all missing him. It's different for everyone. I can't just say, "Hey, what do I do? How do I fix this box? This customer asked this." That whole balance of work-life-family balance, it's super important. We make sure we don't talk about the business around our kids. That if the kids are in the room, it's all about them. If they're not in the room, then we can talk business. Because otherwise it would be business all day long.

[00:23:41] Andrew: Wow. That's a great education for them.

[00:23:43] Heather: They are teenagers.

[00:23:44] Andrew: Yes. Still the fact that y'all are doing that is going to pay massive dividends down the road. I can-- well, if I'll hold that for my kids. That is important to try to do that. I do recall our founder, John Fisher, talking about that when him and his wife started the business in their basement. He ended up using his kids to work for them. They were part of the team. It is nice to have that legacy. It's nice to hear that you're being respectful of them because they have their own lives.

[00:24:16] Heather: I think when we asked the kids, we said, "We were going to rent this new workshop," and they're like, "That's fine as long as I don't have to work there." We're like okay.

[00:24:25] Andrew: Until they need some scratch. [laughs]

[00:24:27] Heather: Right. Our daughter already works at a smoothie shop. She's got her own thing going on. When I got all dressed up to come be here today, they were like, "Oh, what's going on?" I was like, "Oh, yes, I'm just going to the Sticker Giant's podcast today," and they are like, "Oh." Because we hadn't talked about it before, it was new and fresh, and I let them come to it. As an educator, I try to be present to how I'm presenting and just let them come when they're ready.

[00:24:54] Andrew: That makes sense actually. You're not going to force them to do it. That is a quick way to push them away.

[00:25:01] Heather: We could get into parenting, all of that.

[00:25:03] Andrew: We could but that is a different podcast that I would require a whole another set a time for. We've talked quite a bit though about the marketing side and also your product development side and also just your origin story, which is really what this is all about. We've even talked a little bit about what's next. Just in case, what do you think is next for y'all? You said you have this real estate thing and there's a few products to develop. When you look at 2021, forget obviously there's a lot that could influence it, but what do you look at for 2021 for Porch Box?

[00:25:37] Heather: I think we've only been in our new workshop for two months and we come on Saturday mornings and work from about 5:00 AM to noon while it's still cool. We make all the boxes for the week and then we can just easily ship throughout the week. I think we want to get in a pattern and to get our name out there. I just started a Facebook page two months ago. I'm learning Instagram. I'm over 50 and I don't know how to use Instagram. My level of like-- When you teach, things happen every day and you make it happen. With a business, I am learning the lesson that things take time. Eric did an amazing job in five years where we're usually number one or number two on Google search for Porch Box. You search that, and we are right at the top. We know people pay a lot of good money for it.

[00:26:34] Andrew: You did it organically or naturally, or just by putting in-- by being there, you're there.

[00:26:40] Heather: Yes. For some people that are listening, I think that's a key. Eric knew he had to really use that common search engine language all over the site. It was an infant site. You could tell when you were reading it. It said porch box, porch box, milk box. He just splattered that language, search engines, all over the page. That I think really helped build. Specifically in the very first line, it wasn't a very pretty site, but it did the job.

[00:27:12] Andrew: It's coming together now, I'd say.

[00:27:18] Heather: I think it's looking pretty good. Thank you.

[00:27:18] Andrew: I'd say you're on your way. There's a dedication to it. Like I said, it doesn't take much searching to be followed around Facebook. Or liking, once you like the page, you open the door quite a bit. I've been noticing a lot of Facebook ads and that definitely is where people are living, and Instagram luckily plays so well with that.

[00:27:39] Heather: You know what, Andrew? I think the biggest advertisement or marketing that we can have is a happy customer and they want stickers. If you were like, "Did you get your stickers yet?" When I see them, like I know you were ordering stickers, "We want them," because they want them on their coffee cup. That conversation of like, "What is this?" I mean they're boxes, but it's a place. It's a community place. When people come to our house, they're like, "Oh, what's in your box today?" It's like a fun conversation starter. It's a box. It's not rocket science. It's just a nice little box.

[00:28:17] Andrew: It better be nice. That's what you all are trying to do. Like I said, especially with this holiday season coming up, there's going to be a lot of boxes on a lot of front stoops. I look forward to watching y'all's growth with that.

[00:28:32] Heather: Thank you. Someone actually said this the other day, "What's to keep the porch pirate from just picking up the box and walking away?"

[00:28:40] Andrew: I thought that. I didn't want to ask that question. [chuckles]

[00:28:40] Heather: No, people ask me that. Actually, Eric lays it out on the website. He'll drill a pilot hole if you want in the bottom or the back. You could just come in it, get some amending plate and like a fender washer and some screws and just bolt down to your porch or your deck or wherever you keep it.

[00:28:58] Andrew: I put it on the wall. No one wants to put a hole in something. At the same time, it's like you put a hole in your side and what you can replace, but the seven things that get stolen--

[00:29:10] Heather: Someone told us they had a long driveway, they live in a rural place, and they took a 50 pound sand bag, just put it right inside. They're like, "Nobody's going to walk off with that. It's going to be locked and it's going to be super heavy." That's another option, just depending on the size of the box that you have. We're trying to build that community, and these are good people. Like I said, not very many people get a locking box. I'm surprised. People just want to conceal what's inside.

I have a huge flower area on our front porch, but my watering can and everything, my garden stuff, is on the back where our garden is. I keep my pruners and I keep all those special little things that I want to have it look nice and stuff it away in the porch box. It's right there and convenient when I need it.

[00:30:00] Andrew: Yes, that's cool. I want one, but I want to build it myself in your shop.

[00:30:08] Heather: Come to the shop. Come to the shop. Eric will build it with you. He would love that.

[00:30:11] Andrew: I like working with my hands, for sure, when I'm not doing this technology stuff. What was I going to say to sort of bring us all home? Y'all have a great thing going and we're going to wish you the best of luck and thank you for that and we appreciate your business. For everybody out there listening, Heather has helped us cover quite a lot of ground as she herself being an entrepreneur now, but also working in an entrepreneurial space obviously that was-- it was there for you, with your husband and his business, and now you're going to really take it to the next level. The last thing it's your porch-box.com. That's your website.

[00:30:48] Heather: Yes, that what the address is. It's got the dash in it.

[00:30:51] Andrew: It does have the dash. You got to pronounce the dash. We love to say on the show every sticker has a story today. That sticker is going to be on the front porch of millions of houses in America, in the next five years.

[00:31:07] Heather: Awesome. Outstanding. We'd love it.

[00:31:10] Andrew: Heather, thanks for your time today.

[00:31:12] Heather: Thanks so much for having me and thanks all for you for tuning in and listening and feel free to reach out. If you want to talk some more, any of you guys, about some-- I heard a great quote in a webinar the other day that said, "If you're starting a business, contact someone who started a business a year ago," and I love that one. We can learn so much from each other. I appreciate learning from you today.

[00:31:35] Andrew: Thank you very much. Well, so thank you, everybody, for listening. We'll see you next time. Every sticker has a story, what's yours?

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