Doing business with the 2nd most consumed beverage on the planet

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[00:00] SPEAKER_00: From unsolved mysteries to unexplained phenomena, from comedy goal to relationship fails.
[00:05] SPEAKER_00: Amazon Music's got the most ad-free top podcasts, included with Prime.
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[00:15] SPEAKER_01: Welcome to Canada's podcast.
[00:20] SPEAKER_02: Well, good day, ladies and gentlemen. My name is Rivers Corbett. I am the podcast host at
[00:26] SPEAKER_02: Atlantic Canada region, host, and I just wanted to welcome each and every one of you to
[00:32] SPEAKER_02: what is going to be a really exciting conversation. I'm here with my friend and my colleague,
[00:37] SPEAKER_02: Tracy Bell. Tracy is the co-founder and CEO of Melania T.
[00:44] SPEAKER_02: And you know, I was preparing for this conversation and I looked upon her LinkedIn profile and
[00:51] SPEAKER_02: it's the fourth paragraph that I really love what describes Melania to me pretty, pretty, pretty,
[00:58] SPEAKER_02: pretty, pretty, uh, uh, impactfully. So she says in this, it's a big job asking consumers to imagine
[01:05] SPEAKER_02: the most consumed beverage in the world after water in a way that they've never considered it before.
[01:13] SPEAKER_02: Fresh frozen versus dry, but the science is compelling. And so I want to dive right into the
[01:19] SPEAKER_02: journey of Melania T and talk about that beginning stage because I think somewhere along the line,
[01:26] SPEAKER_02: you're not a tea drinker. Are you a tea drinker or not a tea drinker?
[01:29] SPEAKER_01: So I wasn't. If you go back, it's good to be with you, Rivers. It's good to be here with everyone.
[01:34] SPEAKER_01: And if you go back to our start, I was a four-cup a day coffee girl. Teens was not in my diet.
[01:42] SPEAKER_01: It was not part of my daily routine. Absolutely.
[01:46] SPEAKER_02: So talk about, did you, did you start with tea before you and your husband started Melania?
[01:53] SPEAKER_01: So we, the impetus for us, the things that got us going on all of it, on all of it is there was
[02:01] SPEAKER_01: a moment in time and we had a really personal health scare in our family. And as we were working
[02:08] SPEAKER_01: through that process and learning about things, we hadn't previously considered like through radical
[02:12] SPEAKER_01: damage. Tea kept coming up green tea, matcha, green tea because it's less processed than black tea,
[02:19] SPEAKER_01: matcha because you consume it in full. But we didn't want sort of, we didn't care about tea as tea.
[02:25] SPEAKER_01: We wanted a food as medicine solution to help facilitate a lifestyle to help promote wellness.
[02:31] SPEAKER_01: And so we didn't want sort of a half solution. We learned that the plant was really,
[02:36] SPEAKER_01: really nutritious in its raw form. And so we weren't even looking at it as tea. We were looking at it
[02:42] SPEAKER_01: as a plant that could help promote wellness and prevent and fight illness. So that's where it started
[02:49] SPEAKER_01: for us. And that's probably why we looked at it with a lens that's completely different from the
[02:54] SPEAKER_01: rest of the industry because we weren't looking at it for enjoyment. We were looking at it for
[03:00] SPEAKER_01: function and it just happens to be really enjoyable when you consume it in its real raw form.
[03:07] SPEAKER_02: And so they didn't contribute to the benefit of the health scorer that you were going through?
[03:14] SPEAKER_01: Absolutely. So we started, as soon as we started learning these things, we switched to the highest
[03:18] SPEAKER_01: quality teas and matcha that were available on the market. While we spent the next three years
[03:24] SPEAKER_01: figuring out how we were going to go to market with a process, with a product in a process that
[03:30] SPEAKER_01: was different, maximized the antioxidants. So our process, if you will, is patented in Canada
[03:36] SPEAKER_01: and in the US for maximizing antioxidants in T-leaf. But to your point, when you pointed out that
[03:44] SPEAKER_01: little sentence in talking about my company structure is something we've learned along the way,
[03:50] SPEAKER_01: that we didn't think about really out of the gaites. We were like, people know tea is good for you.
[03:54] SPEAKER_01: We're going to share it in this novel new way that really maximizes its benefit.
[04:01] SPEAKER_01: But didn't occur to us that when I say green tea, you get a picture in your mind's eye, but when I say
[04:07] SPEAKER_01: frozen edible tea that you're not going to find in the tea aisle, you're going to find this in
[04:13] SPEAKER_01: the freezer and you're not going to see it. You can, you absolutely can. I do every day. But we're
[04:18] SPEAKER_01: going to encourage you to throw it in your smoothie and consider it food. All of a sudden, there's no
[04:22] SPEAKER_01: image. There's no image that comes into your mind and you're like, right? And there's no frozen tea
[04:28] SPEAKER_01: aisle. So where do I find it in the store? And so the work of getting people to consider something
[04:34] SPEAKER_01: they've never considered before, even when it's the most consumed beverage in the world, perhaps
[04:39] SPEAKER_01: especially when it's the most consumed beverage in the world is our work. And that's the fun part
[04:46] SPEAKER_02: for me, but it's an enormous challenge, obviously. Yeah, because you've got a, you've got a
[04:50] SPEAKER_02: communications background. And so that would fit in there very nice. So give us some of the
[04:55] SPEAKER_02: tricks of the trade. Tracy, what are you doing? You get attention. Oh my gosh. So I,
[05:02] SPEAKER_01: this is a continuous journey for me. And I will say that once you start down the road of
[05:11] SPEAKER_01: business, sometimes you sacrifice the thing that you love the most because it's not the thing that
[05:17] SPEAKER_01: you think your business needs at that moment. For me, it's storytelling. And it was that
[05:23] SPEAKER_01: communication piece. And I was like, God, me telling stories and me doing a narrative, even though
[05:29] SPEAKER_01: we have this great story to tell, I don't think it's the most important function for me as we try
[05:34] SPEAKER_01: and get a product to market and introduce people to it. I think we should go to the tactics,
[05:39] SPEAKER_01: the tactics of the trade. Let's work on social this and social that and influencer this and
[05:45] SPEAKER_01: paid ad spend that. And that's fine. That'll get you to a certain point. But the thing that I'm
[05:52] SPEAKER_01: learning now that I wish I had implemented from the very start one because it would have brought
[05:58] SPEAKER_01: more joy to the journey for me. And because I think it would have served my company well,
[06:03] SPEAKER_01: it's to do the thing that lights you up that you're good at for me. It is writing, communicating,
[06:09] SPEAKER_01: storytelling. That's the thing that like connection lights me up. And I wish I had
[06:16] SPEAKER_01: connected deeply and individually from the very start instead of getting lost in what I think
[06:22] SPEAKER_01: business should look like. Because now I'm going back and rediscovering that and spending the
[06:28] SPEAKER_01: time on it because only now five years after we started, is it crystal clear to me that
[06:36] SPEAKER_01: storytelling to answer your question? I think is the most powerful thing we do in terms of the trade
[06:44] SPEAKER_01: in order to get get the word out about what we're doing is to not get lost in the tactics,
[06:51] SPEAKER_01: but to get really clear about what's the good you want to do in the world. And I don't say that to
[06:56] SPEAKER_01: mean we all need to have a global mission. I just mean what's your just cause? What's the thing
[07:01] SPEAKER_01: you care about as a side of your product or your service? Like as a human being. And then how can
[07:08] SPEAKER_01: you work that into your business? And what I'm learning is that people connect with people. So this
[07:15] SPEAKER_01: to go to go full circle is it's a slower, it's a longer, it's not a hockey stick overnight
[07:22] SPEAKER_01: method. But when people connect with people, if you become a real person for your company,
[07:30] SPEAKER_01: as a founder or as a leader within the organization, that all of a sudden the connections you make and
[07:37] SPEAKER_01: the the viral nest of your organization is going to catch fire and you're going to that word of
[07:44] SPEAKER_01: mouthpiece that we all desire that is the most powerful form of marketing and sales. All of the
[07:50] SPEAKER_01: sudden word of mouth becomes a real thing because people they're vying for you because you're the
[07:54] SPEAKER_01: underdog or they're vying before you because you're on this great quest going somewhere and we
[07:59] SPEAKER_01: all want to be part of that journey. So that was a really long winded way of saying that the
[08:04] SPEAKER_01: piece is what is your story and how can you tell it in a way that's going to connect human to human?
[08:11] SPEAKER_02: Well, if we had just this amount of time, I think the podcast would be very successful based on
[08:16] SPEAKER_02: what you just said. So good to be here all around. Well, as a CEO of millennia T, you know, tell us
[08:26] SPEAKER_02: tell us a bit about could we go to entrepreneurs and we'll cross the country or leaning in. Tell us a
[08:31] SPEAKER_02: bit about, you know, those those tips if you want to call them running a successful business from
[08:41] SPEAKER_02: the outside and it's always successful from the inside out. It's always sometimes there's the
[08:46] SPEAKER_02: whole in air. But the fact is is that there's still some some things that you would have experienced
[08:51] SPEAKER_02: along the journey in the last five years that have been very important to implementing or not
[08:56] SPEAKER_02: doing again in regards to your company. Can you talk about some of those? Yeah, so I think early on,
[09:05] SPEAKER_01: we think about the things that we all know, right? You need to have your values and your mission and
[09:11] SPEAKER_01: your big, harry audacious goals. And we all say those things, but then I think we get away from them
[09:17] SPEAKER_01: in the figuring out how to go to market strategy. Making sure you've got a product that is
[09:22] SPEAKER_01: resistant, scalable, or you've got a service that that works and checks the boxes. But
[09:28] SPEAKER_01: what I'm learning now that we're a little bit further into it is that I made decisions that
[09:36] SPEAKER_01: perhaps did not align fully with the values that I said I held in those early days because I was
[09:42] SPEAKER_01: trying to get somewhere and I was trying to follow a formula that I thought you needed to follow
[09:48] SPEAKER_01: in business. Now we're going back and we're like, no, no, no, company culture values, those things
[09:55] SPEAKER_01: that sound so slewfy. They actually, if you put them at the center, when you get off side of them,
[10:04] SPEAKER_01: and I think we all probably do. But as long as those are at the forefront of your decision making,
[10:10] SPEAKER_01: when you get off side of them, you realize it quickly. And then as soon as you realize that you're
[10:15] SPEAKER_01: like, oh, this decision, this hiring decision perhaps is off side with the culture that I have,
[10:22] SPEAKER_01: and I can see it's going to compromise the rest of my team fix it, fix it, fix it, or we are
[10:29] SPEAKER_01: partnering with this new supplier, but something feels off with that supplier because they need to be
[10:35] SPEAKER_01: a fit as well to the kind of company that you're building because these days, the entire supply chain
[10:41] SPEAKER_01: straight from your producer manufacturer, if you're in a product business, straight through to the
[10:47] SPEAKER_01: end consumer, have to be a fit. And I'm learning that it's okay not to be everything,
[10:54] SPEAKER_01: that everyone, that if you're living your authentic self as a business, you are going to be polarizing
[11:01] SPEAKER_01: to some people. And if you're not polarizing, if you're not off putting to a certain group of people,
[11:06] SPEAKER_01: then you're probably not, you're probably being trying to be too, too much of everything to everyone
[11:14] SPEAKER_01: instead of getting in your niche. And when you get in that niche, I think that's where you start
[11:18] SPEAKER_01: to see the real traction, and that's where your business takes off. How do you bring the message
[11:24] SPEAKER_02: of your values and your mission to your partners and to your staff, your teammates?
[11:32] SPEAKER_02: What's the strategy you use to make sure that it's just not words on paper?
[11:37] SPEAKER_01: So I think if we've done a good job of that, then when we're going out and looking for staff
[11:46] SPEAKER_01: and they're applying, we're going to give them something that's going to tell them about our company,
[11:52] SPEAKER_01: so that when they read that document, because that document's like our vision, it talks about what
[11:58] SPEAKER_01: we stand for, it talks about where we're going, it paints a picture of the future. And when they apply
[12:03] SPEAKER_01: for a job, and we send that back to them, they're either going to see themselves in our company and
[12:09] SPEAKER_01: be a hell yes, or they're going to read that and be like, oh, oh no, and it's going to turn them
[12:15] SPEAKER_01: right off. And so that's okay. And that's okay. And that's the thing is all okay. It's not about
[12:23] SPEAKER_01: liking or disliking, it's that you're just not a fit for everyone, and that's just fine.
[12:30] SPEAKER_01: And so the part of clearly communicating who you are, what you believe in, and painting a picture
[12:37] SPEAKER_01: of the future that you're headed toward, will attract or repel people before they start with you.
[12:45] SPEAKER_01: The other part that has worked really well for us is our people that we have, if you're in the
[12:50] SPEAKER_01: early stages, your small team, then your own staff are going to live a certain, they're going to live
[12:57] SPEAKER_01: your brand online. And so when you scope me out on LinkedIn or on social media, as well as the
[13:03] SPEAKER_01: rest of my team, because it's clear who works for us, you're going to get a real sense of whether
[13:07] SPEAKER_01: you fit or not. And the other thing that we do is we don't suggest it's not just me who makes
[13:13] SPEAKER_01: hiring decisions. It's other people so that I believe they should see the value, see your values
[13:23] SPEAKER_01: in real life as soon as they walk into your space, if it's a physical space. And if it's not,
[13:30] SPEAKER_01: it should be really clear when you jump on a call, my team's going to look different than other
[13:34] SPEAKER_02: teams just because of the tone that we have. So, do you with your team, do you help them
[13:43] SPEAKER_02: write their LinkedIn profile as an example, or do you say go write it and then let me check it out.
[13:50] SPEAKER_01: No, so neither of those, neither of those, because if I've brought on the right people,
[13:59] SPEAKER_01: I'm going to read theirs and I'm going to want to feel something from that and be like, oh, Becca,
[14:03] SPEAKER_01: I love that. Let me apply it because I believe fully that what she's putting out on social is going
[14:10] SPEAKER_01: to be aligned with what we are. So, I don't even need to check it. That's so cool. That's so cool.
[14:18] SPEAKER_02: I'll be your team now. From Unsolved Mysteries to unexplained phenomena,
[14:23] SPEAKER_00: from comedy goal to relationship fails, Amazon Music's got the most ad free top podcasts,
[14:28] SPEAKER_00: included with Prime. Download the Amazon Music app today.
[14:35] SPEAKER_02: We're eight. Nice. Nice stuff.
[14:38] SPEAKER_02: Eight today. Nice size. Nice size. All based out of St. John and Brunswick, by the way,
[14:42] SPEAKER_02: ladies and gentlemen, for those people who are wondering where in the great region of Atlanta, Canada,
[14:47] SPEAKER_02: that Lenny is based in, based out of St. John doing the world, to see, that's awesome stuff.
[14:54] SPEAKER_02: Talk about, if we could, Tracy, let's talk about your online sales strategy
[15:02] SPEAKER_02: and your distributors or your partnership strategy. Let's dive into that one first.
[15:06] SPEAKER_02: First thing, because you're into the Sylvie's stores, how did you get that to happen for other
[15:12] SPEAKER_02: people that are leaning in and saying, okay, how do you make that happen? Yeah, yeah. So, if you're in
[15:17] SPEAKER_01: the C.P.G. or the Food and Beverage game, then getting big account is something that doesn't happen
[15:31] SPEAKER_01: that you have the right distributor partner because an account like Sylvie's or an account like
[15:37] SPEAKER_01: Loblaws, your big guys and account like full food, they have preferred distributors that they
[15:42] SPEAKER_01: want to work with. So, making sure that you've got the right partner that links in well with who
[15:46] SPEAKER_01: they like to do business with is part of it. In my safe sales broker, which is an external sales
[15:55] SPEAKER_01: agent that speaks on behalf of your company, the reason you have one of those is they know that
[16:00] SPEAKER_01: buyers really well and buyers are like, they're like protected in big grocery and retail and I
[16:07] SPEAKER_01: expected some other industries. They're not super active in public spaces and they they hide their
[16:14] SPEAKER_01: tags when they're at trade shows because everyone wants to like, yes, them and pitch them all the time.
[16:21] SPEAKER_01: And so that's the benefit of a broker is usually they spent the time to create those connections and
[16:27] SPEAKER_01: to make those relationships. They know the game usually better than the brand owner. So that's
[16:31] SPEAKER_01: a tactic to get into groceries or sometimes you just luck out and I believe fully is luck. I think
[16:40] SPEAKER_01: that Lady Luck shows up with preparation meets opportunity and so there are times where you're
[16:46] SPEAKER_01: just going to pick up the phone, you're going to call someone and you're going to get through or
[16:50] SPEAKER_01: they're going to find you through another connection. And so I really do think that connections and
[16:55] SPEAKER_01: using a tool like LinkedIn to build your network and your professional relationships is really valuable.
[17:03] SPEAKER_01: And then if you swap to the online side, so we do 80% of our business comes in the retail space,
[17:12] SPEAKER_01: the wholesale, the distributor sales and then about 20% of our business is online. Online is a
[17:17] SPEAKER_01: challenge for companies that are temperature sensitive. We are we're a frozen product but super
[17:22] SPEAKER_01: valuable because that's how you get your direct line into the consumer. That's how you learn
[17:28] SPEAKER_01: about your artisan demographic. That's how you figure out who's the person who's going to be an
[17:33] SPEAKER_01: everyday consumer of my product or service and how can I learn about them? How can I figure out
[17:40] SPEAKER_01: what's important to them? How can I get feedback from them? We did over the last three or four
[17:45] SPEAKER_01: months. We did over 400 interviews directly with customers to learn and to get through.
[17:52] SPEAKER_01: And you can only do that when you've got a line into your customer, i.e. an e-commerce sale and
[17:58] SPEAKER_01: that's where you can make the that's where you can go and above to surprise and delight consumers.
[18:03] SPEAKER_01: I think surprise and delight in the process. Everyone has a certain expectation of how purchasing
[18:07] SPEAKER_01: online will go. And so I think my friend, Gare Maxwell, who we're doing a project with, he's the
[18:13] SPEAKER_01: author of Big Little Legends, great great resource. He says when everyone digs, you zag. If you have a
[18:20] SPEAKER_01: certain expectation of how it's going to go online, let's find a way to surprise and delight you
[18:25] SPEAKER_01: and to give you something extra personal, which is going to create a word of mouth experience. So
[18:32] SPEAKER_01: you're going to want to tell people about this neat experience that you had with a brand such as
[18:37] SPEAKER_02: ours or any others. Very interesting. That's very interesting. I'm a big big fan of that
[18:43] SPEAKER_02: is egg when everybody else digs and so so it's good for Gare. I don't know if he thought it was
[18:49] SPEAKER_02: first or me, but as long as it's getting used, that's the main thing right? I don't
[18:54] SPEAKER_01: live it. I feel like I've heard you say that before. I know. So when you say it, I'm like, no,
[19:00] SPEAKER_01: he doesn't say it. He doesn't say that. I say that. That's yours. I take it back. That was just my
[19:05] SPEAKER_02: most recent reference. Gare's a good man. He says as long as it's being used, that's the key.
[19:11] SPEAKER_02: Is it so there's so much truth behind that. So talk a bit about the next five years for
[19:18] SPEAKER_02: millennia based on the same John. And if you can talk a bit about how you, you know, what's your
[19:25] SPEAKER_02: what's your overall impression of doing business in Atlanta, Canada? That would be great too.
[19:30] SPEAKER_02: But yeah, what's the next best stuff for you folks? So interesting that you mentioned that. I just
[19:36] SPEAKER_01: happen to have some little bottles here that just happened to be in the front of me because we
[19:41] SPEAKER_01: produced them yesterday. So for us, we are in a phase of innovation. So frozen edible tea
[19:48] SPEAKER_01: cubes is my primary product. Now we're looking at how can we still do something super novel and new,
[19:57] SPEAKER_01: but expand on it, collaborate with other companies. So this company, Super Fruit Peoray,
[20:02] SPEAKER_01: another Atlantic Canadian company based in Montague, T.E.I of all places. Over, over, healthy products.
[20:11] SPEAKER_01: So looking at other super food companies who have really cool missions and direct lines into
[20:18] SPEAKER_01: consumers that are interesting to us, taking frozen tea and showcasing it in different ways that
[20:25] SPEAKER_01: still add value and increased convenience is good for us, certainly in terms of geography. So the
[20:31] SPEAKER_01: two big ones are products extension. So growing our innovation and the second one is new new
[20:38] SPEAKER_01: geographies and a sales channel. So expanding we have plans to be in the US in the coming months.
[20:45] SPEAKER_01: I'm in Philadelphia in the coming weeks at the big health food show there. And so finding out the best
[20:54] SPEAKER_01: market to take our innovation and scale it in a new geography. We have great distribution,
[20:59] SPEAKER_01: great partners in Canada now. So that's the next step. And just continuing to tell the story
[21:08] SPEAKER_01: so I'm not out to sort of fix some big global problem. There is no health crisis that I'm trying to
[21:16] SPEAKER_01: like avert. I want to, for my reason for being is I want to family by family person by person,
[21:26] SPEAKER_01: human being by human being, impact people's way, lives in a way that makes them feel more energetic.
[21:35] SPEAKER_01: Have more energy field better because of what they've put in their body so that they can have better
[21:41] SPEAKER_01: moments and by having better moments they can connect more meaningfully with the people to do
[21:47] SPEAKER_01: the things that are important to them. And so just continuing to get the word out and tell the story
[21:52] SPEAKER_01: and do business with incredible people. We have partners in Sri Lanka. We source from the
[21:57] SPEAKER_01: mountains in central Sri Lanka and there's this incredible farmers cooperative led by a woman,
[22:03] SPEAKER_01: which is in that part of the world that's going through an economic crisis like they never
[22:08] SPEAKER_01: have before. Like there's some pretty special things there. And so meeting amazing people,
[22:13] SPEAKER_01: getting to learn from them. I see myself as a bit of a tutor. I'm not an expert. And I'm not a
[22:21] SPEAKER_01: student in that I want to meet incredible people. I want to learn what they have to teach me. And
[22:25] SPEAKER_01: then I want to share it because why I'm going to absorb it better. And do there's so much goodness
[22:30] SPEAKER_01: to be able to create and communities in which to share it. Yeah, that's so cool. I love the
[22:39] SPEAKER_02: the community piece. And let's bring it down to a smaller community. What do you and your family
[22:43] SPEAKER_01: talk about around the kitchen table? Oh my gosh. So right now we talk about
[22:50] SPEAKER_01: the summer and how we want the summer to come back and we wish it were longer.
[22:54] SPEAKER_01: Um, we're just like everyone else. We are diving into what are the what's the weekly schedule
[23:02] SPEAKER_01: look like? What extra curriculars look like? We've got a 15 year old and it's 12 almost 12 year old.
[23:08] SPEAKER_01: So we're very much on with our teenager figuring out what are you curious about? What are the
[23:15] SPEAKER_01: things that you can start to get involved in to develop some passion? Our son is very much
[23:20] SPEAKER_01: into these. So we spend a lot of time talking about these and these wax and honey
[23:26] SPEAKER_01: around the table. So that's so cool. I don't know. I don't know how good an answer that is.
[23:32] SPEAKER_02: But that's what comes up here. That's the answer. It's stuff that's important to the family.
[23:36] SPEAKER_02: You're still doing the customer service business, even with your kids. And that's pretty cool stuff.
[23:41] SPEAKER_02: Always. Well Tracy, this has been an amazing conversation. Thank you so much for being on the
[23:46] SPEAKER_02: Canada's podcast today. Can you just give us, you know, what is what is the website address to
[23:52] SPEAKER_02: get a hold of millennia? And also how do people hang out with you? Yeah, for sure. So my company
[23:58] SPEAKER_01: website is triple w dot millennia t dot com. So m i l l e n n i a e a dot com. Um, my cell phone
[24:08] SPEAKER_01: is 506 8660049. I say that not to be funny, but people have been so good with giving me their time.
[24:20] SPEAKER_01: And, you know, entrepreneurs, helping entrepreneurs. If anyone ever needs to pick up the phone
[24:25] SPEAKER_01: and have a quick conversation, that's how you get me. And I'm Tracy dot ballot millennia t dot com.
[24:30] SPEAKER_02: That's so beautiful. Thank you so much, Tracy. It's a real privilege to continue to have the
[24:35] SPEAKER_02: opportunity to talk to you. And yeah, if you could just hold on for just a quick second at the end,
[24:41] SPEAKER_02: I just got one or two things I got to get from you. So everybody, this is Tracy Bell. She's the
[24:45] SPEAKER_02: co-founder and CEO of millennia t and just run an amazing story. So you're building the story,
[24:53] SPEAKER_02: you're telling it. And actually now you're starting to, I'm saying, shine, the rough edges so we can
[25:00] SPEAKER_02: all better understand it and the story that you're on. So thank you for everything you're doing
[25:04] SPEAKER_02: in our community and to for health and all those kinds of wonderful things. And we'll look forward
[25:11] SPEAKER_02: to the next time. Thanks for the good duty to rivers. Thank you. Bye everyone.