Meet Nirav Shah and Peter Nicholson

Nirav Shah has been working in the ERP space for the past 20 years. During those years, he has worked primarily to help customers of all various sizes and industries implement advanced warehousing and manufacturing processes. He also has an MBA in Accounting which helps him work closely with finance teams to melt proper finance rules and guidelines to manufacturing/distribution processes. Recently, he started a VAR to help companies realize the benefits of cloud ERP solutions specifically in the B2B manufacturing and distribution industries.

Peter Nicholson has long been fascinated by the synergy of data and technology, yet found himself stuck in sales roles. Since 2019, he has been with ITW, gaining knowledge in how a business operates in various departments such as sales, finance, warehousing, and factory operations. In 2024, he pivoted his career into IT, now serving as the Division Systems and Data Analyst across eight countries. It's an exciting fusion of his sales background with his passion for data and technology, allowing him to drive impactful change within the organization.

Links

AI at Work Is Here. Now Comes the Hard Part

Connect with Nirav and Peter!

Nirav's LinkedIn

nirav.shah@adcirruserp.com

Peter’s LinkedIn

petenicholson.co.uk

Their Podcast

The ABCs of ERP & Beyond

The ABCs of ERP & Beyond YouTube

Highlights

00:00 Introduction to the Manufacturing Quiz Show

00:15 Question 1: Dow Jones Industrial Average Addition

01:00 Question 2: Rock Band Founder and Polaroid

02:08 Question 3: Manufacturer's Headquarters Relocation

03:14 Introduction to ERP Experts

04:42 Peter's Insights on Sales and IT

07:34 The Future of AI in Manufacturing

13:16 Benefits of ERP Systems Over QuickBooks

19:04 When to Consider Implementing an ERP System

22:09 Identifying Business Process Bottlenecks

23:09 Evaluating the Role of Technology in Business Processes

23:56 Steps to Streamline Business Processes

24:59 Considering ERP Upgrades and Cloud Solutions

25:45 The Benefits of Cloud-Based ERP Systems

27:51 Interesting Facts and Insights

29:05 AI Skills in the Job Market

31:06 Book Recommendations from Bill Gates

32:36 Rescue Implementation Success Story

33:48 Mind-Blowing Space and Tree Facts

37:15 Contact Information and Closing Remarks

Connect with the broads!

Connect with Lori on LinkedIn and visit www.keystoneclick.com for your strategic digital marketing needs!  

Connect with Kris on LinkedIn and visit www.genalpha.com for OEM and aftermarket digital solutions!

Connect with Erin on LinkedIn!

[00:00:49] Kris Harrington: All right, let's do it.

[00:01:08] Kris Harrington: Raytheon,

[00:01:12] Erin Courtenay: So you're, you're guessing.

[00:01:15] Erin Courtenay: Oh. Which one did you, Kris, you guess Raytheon, would you say, Lori?

[00:01:22] Erin Courtenay: No. C. Honeywell. Honeywell. The answer is C, Honeywell. As well as Salesforce and Amgen were added to the Dow in 2020, replacing ExxonMobil, Pfizer, and Raytheon.

[00:01:35] Erin Courtenay: Yeah. Yeah, yeah, yeah. Kind of wild. Okay. Up next. This one. Kris, we might, it's not really for us, like Gen X and Boomers, but let's try it. The founder of what rock band once worked at Polaroid? A, Boston, B, Kansas, C, Chicago, or D, America.

[00:02:01] Nirav Shah: C, Chicago.

[00:02:04] Kris Harrington: D, America.

[00:02:07] Erin Courtenay: Yes, exactly. But you know what, this is good music. This is good prog rock. I think all these bands fall into the prog rock category. And the answer is Boston, Tom Schultz earned a bachelor's and master's degree in mechanical engineering from MIT and worked as a design engineer at Polaroid. In fact, Tom still worked at Polaroid following the completion of the band's debut album, according to Boston's website.

[00:03:05] Kris Harrington: I know the answer.

[00:03:07] Peter Nicholson: I know it. Yeah. I know it only because I was in Chicago, and I was on a boat tour and it was mentioned on the boat tour.

[00:03:17] Peter Nicholson: Yeah.

[00:03:18] Lori Highby: I'm thinking Caterpillar.

[00:03:22] Erin Courtenay: Yeah, yeah, yeah. D, Caterpillar. Boeing also announced a headquarters move.

[00:03:31] Erin Courtenay: But not to Texas. In May 2022, the aerospace manufacturer said that its Arlington, Virginia campus would serve as its new global headquarters. So that was the thing. So yeah. So you guys were on the right track.

Well, I am just, thank, thank you for, thank you for playing. I'm no Alex Trebek or any of them, but that was fun anyhow. So really delighted today to have our guests. Fun fact we met these fellas because Kris was on their podcast. Yes, their podcast hosts, they host the ABCs of ERP and Beyond.

So, we're going to get to dig into some of those fun ERP facts with them today. First up, Nirav Shah has been working in the ERP space for the past 20 years. During those years, he's worked primarily helping customers of various sizes and industries implement advanced warehousing and manufacturing processes.

Recently, he started a VAR to help companies realize the benefits of cloud ERP solutions, specifically in the B2B manufacturing and distribution industries.

His co host, Peter Nicholson, has long been fascinated by the synergy of data and technology, yet found himself stuck in sales roles. I feel ya, I feel ya, brother.

So welcome, welcome. We're so happy to have you both here. And I think we're just going to get started. Let's just get down to it, get it done. This is great. So we're going to start with that, with that sales portion. I, I gave you a little shout out on that because I also was in sales and many things that I enjoy about it, but it's challenging, it's challenging role.

So from your sales experience, what have you found most valuable in your current role as division systems and data analyst, Peter?

I really enjoy that part. It's people don't buy from businesses, people buy from people. And I always say that it's quite different to IT. IT is more kind of black and white. It's more objective. It's not as personable. So it's nice to have the sales side, which is more the human element and then the data side, which is the nerdy kind of, I don't care about your feelings, kind of, it's what the data says type of mentality that I now find myself in.

So I think from me, the sales side, That's where I've got the value, right? It's on the psychology side. It's the fact that behind any process, any business process, whatever it happens to be, there's a human. And that's the only way if you can tap into that build some kind of rapport with whoever your external customers or even internal customers, when it comes to any business process change or any kind of, if it hits the fan and then there's an issue, realize that you're speaking to the human. And I really kind of get that from the sales. So I'm trying to bring all of that into my IT stuff.

So humanizing that relationship equals trust. And that's what is I find to be the strongest element when it comes to sales in that technology space. So I love your answer, Peter.

IT tends to be seen as someone that can easily force a new technology onto a business, but this is how we're doing things now, or here's a new ERP. This is how you now process orders. This is how you now run your manufacturing and it shouldn't be like that.

So as soon as you can kind of lean into that human side of things and building something together with the rest of the business, then I'd see that IT doesn't have to be just the kind of the cold operations only way of doing things. It's working with the business together, you know?

[00:08:18] Peter Nicholson: Oh, you know, me and Nirav have spoken about this so often and like, I hate to mention it, but AI is everywhere, right? We've got Microsoft.

[00:08:28] Peter Nicholson: But I mean, we've had AI for decades, haven't we? We've always had suggestions on TripAdvisor of, you know, local restaurants and stuff like this.

It's all AI driven. But it's only really now the floodgates have opened especially with OpenAI. Back last, like, September when it went kind of viral with ChatGPT version 2. 5. And then after that, it's everyone's talking about AI.

[00:09:06] Peter Nicholson: Oh, yeah. Yeah. Like, if one day goes past and I haven't read something about AI, I feel like I'm 10 years behind.

[00:09:18] Peter Nicholson: But yeah, so I hate to mention it, but it's going to be everywhere. It already is. Microsoft is stuffing it in everywhere. There's a co pilot for everyone. I don't know if you've seen the meme, the Oprah Winfrey meme, where it's like, you You get one, you get one, you get one, it's like that, it's like everyone gets a copilot.

I hope once this is kind of settled down as this new thing, we start to see the impact bit by bit. So, I think AI is going to be really useful when we start to look at efficiencies in business. And if we tie that back to manufacturing, the ability to be able to crunch large amounts of data, see things or see patterns, so many layers deep, beyond the human brain for efficiencies in scrap, reducing scrap rates or just in time delivery or inventory management, not sitting on too much raw material, being able to analyze everything outside elements. If we tie into IOT, the internet of things but also industry trends, your own customer trends, when your customers pay, do they pay on time?

Do you often have late deliveries to this customer? Okay, what does that mean from a manufacturing point of view? Can our factory get ahead of that? So there's all these extra elements that I hope that AI will start to give us back that takes the burden off of I feel like I'm talking myself out of the job, but takes the burden off of data analysts to be able to crunch certain things that beat hours upon hours of work and hoping that you find the insight.

But we need to trust the tools and really find the best way to utilize them from, you know, an efficiency automation standpoint, not to overwork people, but to more, let's get back to not being overworked with being human and genuine with each other. I

We were all saying that when Excel came out in the 1990s . Like accountants were like, oh, that's it. My jobs are redundant. Really? That's not the case anymore. It's now a tool being used.

[00:12:09] Peter Nicholson: Or on the other side, people are scared about AI. Like, what's it gonna do? It's gonna be used dangerously, it's gonna be used for deep fakes, you know, and all this kind of stuff.

Yeah, sure. It is. But you could say the same with the internet, there's bad places on the internet, but the majority of people are using it for good. So I see the same thing happening for AI. There's going to be people that have bad intent with it, but the vast majority of people are going to see the power of it and do good.

And I remember when I started as a financial analyst and I would train other analysts later and I would say, we all can deliver a report to our executive leaders, right? You can take a report out of the ERP system and pass it along. The key is pulling the insights out of that report. And when you pass it along to the leader, tell them what the insights are.

But often when you're the person pulling the reports for so long, and you're overwhelmed with a number of reports that you have to look at, you don't have time to get those insights. And we all drive our businesses from the insight. So if we just, you know, take what you said, Peter, that's the future.

And I just love that. So Nirav, a question for you here. How can manufacturing companies that are currently running on QuickBooks benefit from an ERP system?

You can't do these, these real essential business processes electronically that a business needs a manufacturing business needs to operate. So, you know, having an ERP system for a manufacturing company is very critical because it ties, it integrates inventory, it integrates your, your production orders and integrates your demand.

It integrates your cost and finance. And, you know, that information is good in one place. Cause now you're creating a unique data model for yourself and for your organization, that AI could actually help you grow your business, right? If you're using QuickBooks and you're using Google Sheets, you're using an Excel spreadsheet, you can't take all that data and have AI give you any type of sensible information on how to grow your, how to grow your business.

So, you know, if you're looking at the future and you're looking to say, well, you know, how can I leverage the tools that are out there? Yeah, these are, yeah, in essence, they're buzzwords, but in the other side of it, that. These are tools that are going to make you more successful at the end of the day. Because if you don't start kind of looking at your business from the standpoint of embracing technology, your competitor is doing this and they're getting more information about their business.

That they're going to continue to grow. And you're just seeing the same data that you've been seeing forever and KPIs, which might not be industry standard anymore. So it's really important to see, okay, are you crossing that threshold from being a QuickBooks startup entity to a more kind of full fledged organization where you have multiple people running multiple departments and you need to have a connected system, you need to have a single source of truth.

Now you have to create a unique data model to basically report on your business correctly. And it's a really important point. I think a lot of customers get caught in the Quick Book corner unable to get out of it.

You know, these ERP systems out there are a lot more affordable than they've ever been before. You know, you're not looking at hundreds of thousands of dollars of licensing anymore. You know, it's subscription based licensing. You're talking per user, 70 to 150 dollars per user, right? And You're essentially able to be on a system that's going to help you grow.

And so getting back to what I heard from you, ERP is like a vital precursor to building those models. And if you haven't gotten an E. R. P. that's specific to your I see you nodding. So that's very reassuring. So if you haven't been collecting and managing that data for your system, you will be even further behind.

It's not just about ERP anymore. It's about preparing for what is the next evolution. And if you don't go through that ERP phase, you will not be able to meaningfully engage in the model building.

You know, how can you increase your gross margin at the end of the day? You know, what products are your, least supported products over time, right? Which quotes do you have out there that you're losing just because you're not doing enough follow up? If you would have done an extra follow up saying, seven days after the quote is created, send an automatic notification to my customer or my prospect to say, Hey, what's going on with this quote?

Can we have a follow up conversation? Right. And you're doing this in only two, three different systems. It's taking you, first of all, so much time to manage all that data. And number two, you're probably missing so many quotes that you could be converting to actual orders and growing your business. And, you know, I think Kristina talked about this when she was on our podcast and she said it perfectly is that you know having your ERP system is an important first step. And then once you know your data and you know what trends your organization is kind of going through And now you want to bring on e commerce and you want to do other initiatives in the business, right?

You have a starting point you have that centralized page you have that data in one place and now you could bring on an e commerce right strategy and start selling on on Amazon, by Ebay using e commerce connectors, right? Because you have that single source of truth now, and now all that data, right, is coming to a system that's going to be able to report, you know, your, your business accurately at the end of the day.

And I know like, as soon as possible might be the answer, but what can you sort of take away from this conversation to know, like, it's green light, it's go time on getting an ERP?

It's, it's where, you have upset number one, you can't service your customers correctly.

' Your customers are confused on where your orders are. Internally there's a ton of confusion on where your orders are. Right. You don't have proper. financial controls,

you can't report on your inventory valuation. There's risks with banks, loans that you have, collateral. And there's just missing data holes in the business that you can't see blind spots is what I call them. I think, once you start encountering those and you're not able to manage your business efficiently, I think those are sure tell signs that you need a ERP system or business management system, right?

A lot of people don't know what ERP is. Number one even though it's been around forever enterprise resource planning, but the other name of that is business management system. It's a system that's going to help your business run. All the departments talk to each other.

It's real time data, right? There's no hiding. If a purchase order is late Everyone's going to be able to see that in the system if a production order is late Everyone's going to be able to see that in the system and start under trying to figure out Why is this production or late right?

Do we not have the right routing steps? Do we have an issue with our machinery that we can't finish a production order? Is an issue with resources Do we have to hire more staff more because we're a seasonal business and we just figured figured out now Because we're on an erp system that we need to hire five more people You Because we can't get these production orders completed in time.

So it gets really important really fast. Once you start seeing these points in your business where you kind of, it's like an aha moment, there has to be a better way. And then once you have that aha moment, I think most likely than not, it turns out to be an ERP, but the right ERP as well. It's just not ERP and you can pull one from the shelf.

You have to have the right ERP and you have to have the right partner is what we say at the end of the day, right? Any ERP mainly to do. All the basic functions, but if you get a vertical ERP that's made for your industry, it's going to help a little better. But then that partner that brings that experience of many implementations in that same field is going to make a successful deployment.

So I know I digressed there a little bit, but I know Peter has a few things to say about this.

If 80 percent of them are, where is my order? You need to look at that business process. Why are they having to chase you? And then from there, that should guide you to the bottlenecks in your business. Is it that you're just not informing them? Is it that you're just delivering it? Super early, and they don't even know they've had the delivery.

They didn't expect it that quick. Is it late because you're just not updating them? Is it a confidence issue? Is it genuinely late? And there's a problem in the factory. You've got to start from somewhere. And for me, it's the customer facing metrics.

It's your delivery performance into your customers. Or maybe you've got extra questions of they're constantly asking you what the lead time is on this. Have you got this in stock? What can you do to, to stop them having to email you in the first place? I think if it's a genuine query where someone wants to buy something, anything else, you're probably already lost.

If the customer is having to take time out of their day to sit down, open Outlook, start a new email, where's my order, you've lost, like that shouldn't happen in the first place. So before you go and throw tech at it. Look at your business, look at the processes you're doing, because you're going to have a few, say you've got a hundred people, a hundred employees, and they're all moaning and you've identified the bottlenecks.

The answer isn't tech. It's not always just let's just throw tech at it. You're actually going to make the problem worse because you're going to have all of your convoluted, complex business processes. And have those in a system that no one knows how to use because it's brand new.

No one's been trained. That's even worse. At least they can probably get by with the umpteen pieces of paper and the 20 Excel reports. At least they can run the business. But before you just run away and throw tech at a problem, look at the business. Plan out or map out every business process. Order to cash.

Procure to payment manufacturing, whatever that business process happens to be, get everyone involved and go, right, we're going to go through this step by step by step. And then we can start to see, well, why do we do that? Do we need to do that anymore?

Do we have to do that? Strip back all that complexity, get rid of the steps that you don't have to do. And then start to see once we are kind of on a clean sheet. How can tech now help us do the actual core process that we have in our business? That is the way to success. I think it's not just let's just throw tech at a convoluted process.

[00:25:55] Nirav Shah: Yeah, I could, I could, I could start on that. I think, you know, the obvious answer here is going to the cloud. There's a lot of on premise solutions out there that are, you know, not being supported internally, there's initiatives and manufacturing companies, other distributors out there saying that we want to bring our data to the cloud.

We don't want to be risk to ransom and, get our data locked up with the encryption key and hoping that we pay this ransom and they're going to get this password back. And, you know, it's going to open up our database. Right. I think, you know, we're seeing a lot of that more and more

so that movement from the on premise solutions to the cloud is, is a huge factor in upgrading ERP systems. And if, if the ERP system is not, you know, don't have a cloud offering I would strongly think about, you know, why is that the case? Why aren't they making the technology improvement to go on the cloud, secure the data?

Is, is an important factor. And, you know, when you talk about upgrades, right, with the subscription model. Especially if you're on the cloud, you get benefit, you know, before, on the back of the day, when it was on premise of perpetual licensing, you upgrading was a big task. It was almost like a re implementation in a lot of cases.

And it, and it was scared customers rightfully. So, right. You just went live, you know, 200, 300, 600 hours, whatever that is. And now you got a new release from the publisher. And now as much as you want to go ahead and upgrade, you know, it's going to be another 50 to a hundred hour project to upgrade.

And nowadays with the subscription model, you know, especially, the systems that we resell Acumatica and Dynamics business central, the publishers come out with two releases per year. And it's an April and October. And essentially they're automatic and you don't have to do much.

They automatically upgrade the sandbox environments and you start testing the new functionality. The new functionality is amazing. I mean, you know, these publishers are really looking at, you know, hearing the customers out, getting those ideas, going from idea to releasing that code is amazing.

You know, has become so much faster nowadays. And, you know, that, prevents customizations, right. They could stay more vanilla. They could stay more in the product and not get away from, what the system was designed to do. And that's just going to help them in the long run because these publishers are out there to make these companies more efficient.

But you know, you have to, think about some of the, some of those ways to upgrade and move from one ERP to another is, you know, obviously being on a cloud. You know, what benefits that can provide me? Is that going to be useful to my company? Is that going to break the system?

Is it not going to break the system? How much is going to cost me? But, you know, going to the cloud, I feel like nowadays is an important point and should be part of the strategy. For any company that is on premise software.

So I'm going to move us along to the next segment, which is, I just learned that. So Erin, are you ready to share what you just learned with our listeners?

[00:28:58] Lori Highby: That is really interesting. I do not want that one.

[00:29:24] Lori Highby: So there was a post on LinkedIn this morning that really captured my attention and with all the talk of AI, it really got me excited.

And that 71 percent say they'd rather hire a less experienced candidate with AI skills than a more experienced candidate without them. I think that's fascinating.

[00:30:06] Lori Highby: You know, that's the first question that came into my head, my assumption, because the

idea that. I think it's, it's under, well, doing it. So, you know, I, I know we've talked about this quite a bit. Whenever I speak on AI, I always just start with how many people have used AI. And, you know, some people will raise their hands and how many people are using it daily, and there's only still to this day, and I'd say maybe less than 20 percent of the room is raising their hand.

So I would say we're still at the early adopter stage. And I do find that there's fear around it as, you know, Peter was talking about a little bit. But it's not going away. We got to lean into it. And you know, it's not, it's not going to take our jobs away. It's going to change our jobs and that's what it's going to be.

And I shared this on a Women in Marketing Facebook group, because the majority of the posts I see right now is that people can't find jobs in marketing, so you don't have AI on your resume that you understand how to use Gemini, Co pilot, Chat, you know, you're probably going to get, you know, passed up over someone that is referencing that right now on their resume.

Kris, what about you? What have you just learned?

And it takes you through the story of one woman as she, you know, enters and through her process, but then all of the characters are men and women who were serving and going through that experience. Just a very eye opening, excellent read I'm physically reading that one and I'm, I'm only on chapter 13 and just loving it.

The second book that I've taken from that list I listened to while I was on the lawnmower and I get a lot of my listening done on the lawnmower. So, How To Know a Person by David Brooks. Excellent book. I listened to it all the way through. I don't know if you guys have heard of that book. I highly recommend it.

Polly is already, you know, she downloaded it as well and she's listening to it and loves it. So good books.

[00:33:04] Kris Harrington: For David Brooks? Yes. Yeah. Okay. Nice. Okay. Great. Thank you. Yeah. All right. Nirav. Yeah.

[00:33:13] Nirav Shah: So what I learned, you know, I, yeah, I'm talking about ERP.

So I'll just kind of keep it at that, at that subject I was, you know, we did a rescue implementation just recently from another partner and we were just got off the phone with the private equity who owns that manufacturing plan. We all had an aha moment. It's about who you talk to that understands you at the end of the day.

And understands the vision. And like I said, this was a rescue implementation. The we're going down a road that, you know, we didn't recommend, but it was another partner and. Essentially, you know, we talked to the private equity group and we got agreement on what direction we need to go down and, turn around some of the processes that were very time consuming.

I mean, you know, we did time studies around and we're talking about completing a production order. It took 16, 17 steps and, you know, we're reducing it down to two now at this point. And that's going to save a lot of money, a lot of efficiency. We're going to get a lot of users back on board.

So we're really excited about that. And this goes to show, right. You have to, keep drumming on that horn, if you will to get the right people to see the vision and finally take action. So really happy and pleased about that.

[00:34:22] Peter Nicholson: Okay. So mine is not connected. To anything that I do, but one of my hobbies outside of being a data nerd is doom scrolling on Reddit and

[00:34:35] Peter Nicholson: Oh, it's not, it's super not. I waste so many hours doing it. I can't help myself. But I yeah, I pretty much live on Reddit.

And well, I'm into all the space stuff and there's some like Boeing have finally done a successful launch of their rocket. And I was looking in at some space subreddit and there was some space facts going around and I just happened to stumble across this one and it blew my mind. And I've been telling everyone whether you care or not.

So I'm going to tell everyone now. There are. Get this. So we think there's billions and billions and billions of stars, right? There are more trees on Earth than there are stars in the Milky Way galaxy.

[00:35:25] Peter Nicholson: By an order of magnitudes.

[00:35:36] Peter Nicholson: There was the last study was a few years ago and they estimate there's around three trillion trees planted.

[00:35:45] Peter Nicholson: And it's around like 200 billion stars in the Milky Way galaxy.

[00:35:55] Erin Courtenay: That's great. We're all going to take that one. Yeah.

It is. And I found some comparisons.

So get this, right? If we were put to put millions, billions, and trillions in terms of time, 1 million Is around 11 days, 11 and a half days. 1 billion is 32 years. There's

a difference between a million and a million.

[00:36:37] Peter Nicholson: Yeah.

[00:36:39] Peter Nicholson: You know, if you want to, yeah, go ahead. If you want to have a look at one trillion.

[00:36:44] Peter Nicholson: One trillion is around 95, 000 years. Wow.

[00:36:53] Peter Nicholson: Ah, how crazy is that?

[00:36:58] Erin Courtenay: You know, all I can think about is like money . That's how wealthy those silicon hairs are. They're like thousands of years richer than I am.

[00:37:13] Peter Nicholson: So when you think about that, like if a trillion dollar company, so when Apple go to, well, they recently have made last year, so they're now a trillion dollar company and you got the billion dollar companies, the gap between them two is vast.

It's so useful. You know, our brains, they need help. We just can't conceptualize things sometimes. Speaking of helping our brains. Help our listeners know where they can find you both. Obviously they should be listening to your podcast. What are some other ways that they can access your brains?

So thank you.

[00:38:26] Peter Nicholson: Yeah, for me, same thing. Just search on LinkedIn. Search for Peter Nicholson. You'll find me. I'm the one with the smiling face and the blue background. Following that, I have my own little corner of the internet. So if you go to peternicholson. co. uk, you'll find my blog. I blog about everything to do with data particularly data visualization. I guess that kind of links into the human psyche and how our cognitive load can interpret data through a pretty chart excluding pie charts, cause there's never a time to use a pie chart. But yeah, you'll find me there.

[00:39:06] Peter Nicholson: In fact, someone said to me, there's only one pie chart that's of any use and it was, so this diagram was of a pie chart, right? And it said. Was it currencies where a pie chart is the correct chart to use? And this pie chart was all one color and the color key just said never. And that was it.

And it was always one color. I was like, yeah, that's right. Or one that was actually a picture of a pie with like quarter of it. Yeah.

[00:39:37] Peter Nicholson: And it said yeah, pie I have eaten and then pie I'm yet to eat.

Oh, well, this is great. We'll include all of your contact information in the show notes along with the link to your podcast. Thank you so much for being on the show. Great conversation. And all right, this is three broads wrapping up. We want you to go out there and make something awesome.