FBA Auditing & Reimbursements⎜ GETIDA ⎜ EP 219

Ryan Cramer: What's up everyone, welcome to my corner of the internet. I'm your host, Ryan Cramer and this is Crossover Commerce presented by PingPong Payments, the leading global payments' provider, helping sellers keep more of their hard earned money. Hey, what's up everyone, Ryan Cramer with Crossover Commerce coming at you with another great episode on Facebook, LinkedIn, YouTube or Twitter. This is my corner of the internet, where we bring the best and brightest in the Amazon and E- commerce space. If you're tuning in on any of those social platforms thanks for joining in today. If this is your first time, welcome, this is a great podcast where you're going to learn about the greatest minds and experts and thought leaders in the Amazon and E- commerce space. It touches on anything from shipping logistics to marketing and advertising your category listings, where you might be moving internationally, saving money, saving time, saving effort. We're all about bringing value on this podcast. That being said, every episode of Crossover Commerce is presented by PingPong Payments. PingPong Payments is a cross board payment solution helping you save your time, money, and effort, whether it's expanding internationally or just paying out your suppliers, your manufacturers, you're going to save time, money, and effort when it comes to paying out in localized currency. It's easy to do, it's free to sign up. All you have to do is just go to usa. pingpongx. com/ podcast to catch all of our past episodes, but also to sign up for free today. Just make sure you mention Crossover Commerce sent you. That being said, this is episode, I'm going to look back on my own notes real quick, 219. If you looked at the introduction or if you saw my note on LinkedIn, we don't actually have Yoni Mazor the CGO of GETIDA on today. That's okay. He lost his voice. So we don't want to talk to a hoarse guest. But we've upgraded or we've also enhanced our relation. I don't know what to say without offending somebody, but we've gotten another great mind here. A friend of the show who likes to come back onto the podcast. The CEO of GETIDA, Eytan, over at GETIDA, he's the CEO. And we talked about last time when he was joining and we talked about Prosper. I figured I can get him on today, and luckily he said yes, to talk a little bit about our initial topic. Let me pull it up here, what we titled the podcast episode, EPI auditing and reimbursements. And of course who better to do that than the CEO of GETIDA Eytan, over at GETIDA. Eytan, thank you so much for hopping on a short notice on Crossover Commerce. I can't unmute you unfortunately.

Eytan Wiener: Happy to be back here.

Ryan Cramer: Thank you. Thanks man. Appreciate it. Yeah, like you said, you're the hype man, you're the guy behind the scenes, we were just talking about this, On such a short notice. You decked out in the GETIDA swag, which looks so nice. I like the it's not a pullover, it's not a life preserver, well it's a vest?

Eytan Wiener: Yeah. Wait, this is our holiday vest gift thing, and maybe we'll have some Prosper for you too if you come to me at the right time. Yeah, it's cool.

Ryan Cramer: At the right time.

Eytan Wiener: I'm actually wearing it over a sweatshirt, so that's a little awkward but we got branding going so I guess we're good. Yeah.

Ryan Cramer: No, that's good. It's probably very cold where you guys are at, in New York, so I'm just thinking it's-

Eytan Wiener: Yeah, it's pretty cold.

Ryan Cramer: It's freezing. Yeah, it's cold here too. Hey, thanks for hopping on today. I know initially we're having on Yoni but you're the guy also that can talk on anything with auditing and reimbursements. If it's okay with you, do you mind just sharing a quick brief background of who you are and what you do there at GETIDA?

Eytan Wiener: Absolutely. So I am the CEO, as Ryan said. What do I do? A little of everything, trying to grow the company. I'm overseeing sales and marketing. I work on the tech side too, business development, maybe some investment areas, kind of a little of everything trying to grow. I've been here for a little over a year officially, and it's been an interesting, fun, wild ride in a good way, so that's a little nutshell about what I do every day.

Ryan Cramer: I didn't think the CEO was supposed to do product development. Well, I guess at you guys' scale. You guys are pretty big at this juncture. How big GETIDA at this point?

Eytan Wiener: Yeah, we have about 104 people.

Ryan Cramer: Holy smokes.

Eytan Wiener: Yeah. A bunch in the US, some overseas. I kind of wanted to go deep and understand all the different processes, so I spent a lot of time in sales, marketing, whatever. Now I'm trying to, I guess, move back a little. I'm not a CEO MBA train, I ran an Amazon business. I helped find the Prosper shows we spoke about last time, so I know a thing or two, but software and service business is different, so I'm just learning and humbly trying to hire people who know more than me in different areas and scale that. But to do that, I need to understand the details. So I'm trying to balance in between both. Now we get to a good point where I'm able to step back and do higher level biz stuff, which is what I want to do, but there's always different things that come up. So that's kind of an overview.

Ryan Cramer: Since the last time we talked, that was gosh, summer of 2021, which seems like a while ago, and again, you've already been there a year, which is fantastic to see how fast things move, what's been new since we talked with you last? Obviously you went to Q3, Q4. Is that a big time of year for GETIDA, or is it more like Q1 that's really the time when, lots of sales happen in Q4, you guys kind of audit everything and really do your magic there?

Eytan Wiener: Yeah, so our team grew a lot, maybe almost double, but to your point, there is some seasonality to claims or volume, because if there's lots of Amazon sales in Q4, then you're auditing it in Q1 or Q2, somewhat seasonal. A lot of sellers are busy on their business in Q4. So they maybe don't want to sign up with us or don't have the time even though it's kind of easy, it takes a few minutes and they maybe think it's harder than it is. So not that much seasonality per se, but lots of, I guess, development since Prosper. We spoke before Prosper, right?

Ryan Cramer: Yeah. We spoke, gosh right before, that would've been June, mid June. Right before, yeah.

Eytan Wiener: I mean since then obviously we boarded a lot more clients, a lot more team marketing, sales, development. We're working on some other type of software tools that are related to what we do, been to a lot of shows and events, physical, virtual, different travel rides between different pandemic waves and we're just ready to launch crazy travel schedule for March, which is exciting.

Ryan Cramer: I know.

Eytan Wiener: Which is, I don't know, 5, 6, 8 events.

Ryan Cramer: I was going to say-

Eytan Wiener: So that's cool.

Ryan Cramer: You guys sponsor, this is not a joke, I would think honestly too, you guys sponsor so many different things, but it brings a lot of value, I'm assuming for the people who are there. Whether it be in person shows or I was checking with your CMO, Rob Stanley, I was just like, he came back from a seller cruise that just got finished. Now he's off today to Austin for a million dollar seller event. There's so many events going on. So how you guys pick and choose which ones to go to?

Eytan Wiener: Yeah, that's a good question. So as we spoke, whether the audience knows or not, what we do, which we could talk about is strategic and helpful and value. So it's not that hard to sell someone free money, but it's not so easy to obtain and do. So, whatever we sponsor our event at, whether it costs X or Y, as long as we could see return on investment, by signing up one, two, three, 10 sellers, whatever size it does make sense because the model covers that so to speak. As opposed to other businesses where let's say it's a fixed amount or a longterm contract, you can't really quantify so much the ROI on ad spend or marketing spend. And we're getting better at that. So makes sense to sponsor every event or any event. No, we don't have any seed or even series A investment. I invested a bit into the company, but really it's kind of organic growth and real reassignment of funds. So we try to sponsor whatever we can if we see an ROI. That's a very rough answer.

Ryan Cramer: Yeah, it makes sense. I think because how your services and products are set up, there's no downside, and that's why I think-

Eytan Wiener: So obviously ROI that's the common marketing or business answer. How do you quantify it? Sometimes you lose a little until you gain. So as you see, we're just trying to brand it all over for better or worse, so people see that we're legitimate and that there because we want to educate it. So as much as we're auditing... Which is a lot in aggregate, maybe it's five, 10% of the entire Amazon market.

Ryan Cramer: Really?

Eytan Wiener: So how do you reach the 90 plus percent, whether they're in China or Europe or some guy in Nebraska that doesn't know about Prosper or about you? We spoke about this last time. So my mission is or our mission is to educate the world and sellers, whether they're the Nikes or Joe's Shoes that they should use our service because we could help both in the same way, and that's pretty cool. It's a bit of a tall task, but if I could just educate everyone about it... Again, most sellers don't know this is a thing, let alone there's a company that does it, that you could even tell Amazon that they're wrong. So it's just education. We've done a good job at like saturating this Amazon world that you're in, and that's great and we'll continue to because there's always more people, but there's so many more people that don't know you or I exist that need help, so how do you reach them? We can have a whole podcast about that and that's what I'm trying to figure out. So let's go to other types of shows, other markets which have Fortune 500 companies, other countries.

Ryan Cramer: That's an interesting point too because obviously we're so close. It seems like you're everywhere, but that's because we all work in the services world and I think that's a good thing. But it's fascinating to hear that you say maybe only 10 to 20% market saturation that you're servicing, which makes me think GETIDA is good for not just third party sellers. But you brought up a good point, you guys work with 1P sellers. Correct? Is that true or is that a different animal to tackle?

Eytan Wiener: That's not true because we don't offer that service.

Ryan Cramer: Just wanted to be clear on that.

Eytan Wiener: Yeah. We have partners that do it. It's a good question. I wasn't referring to big sellers like 1P. So as you know, 1Ps are Amazon retail, where you sell products to Amazon and they fulfill. It used to be 80, 90% of the market, now it's less than 30.

Ryan Cramer: It's not a lot, yeah.

Eytan Wiener: Or maybe, and it's usually the Apples and Nikes of the world for various reasons. Or food companies that have heavy shipping. There's certain reasons why it makes sense. The problem with 1P is that to audit it, since there's no API, that's dynamic. It's not scalable. So the way GETIDA is we have an Amazon authorized app store approved API and we were audited by Deloitte and we understand that we have a lot of data, that it's really important and holy and we take it seriously. For a vendor, for whatever reason, they don't have such a robust API. So I would literally have to log into hundreds, thousands, 10,000 accounts to download reports, which is doable, but not nearly as is how we do it. We do it with data, API and software, then we have a servicing filing cases that are ex Amazon that know the game. Again, doable for a vendor, but it's a smaller diminishing market with much more labor where it's like, what's the point of focusing on that? Now, do I want to offer it to people who ask, because I have a lot of clients who ask, sure. And maybe we will partner or figure it out because it's definitely something I think about a lot, but I don't see why it makes so much sense to double down on versus other opportunities that we're encountering.

Ryan Cramer: Absolutely. Well, you had some people that were... Carlos Alvarez, a friend I'm assuming, of you guys in GETIDA. He's like, "I was looking for something to watch before my our son's parent teacher meeting." Carlos, thank you for tuning in. And obviously Rob crushing on online seller cruise, which is a fantastic event. I heard it went off without a hitch and I think it's such a cool event. Like you said, going into to that with that Eytan, I think that there's so many different things that you said market saturation of how do you focus on that 80 to 90% that you guys don't service? So what's that philosophy of... Is that at events? What's that reach out look like of a service like you guys?

Eytan Wiener: Since you're market your ideas, but-

Ryan Cramer: I have a lot.

Eytan Wiener: I'm thinking about going to any trade show, any trade show, like the dog show, the gun, show the food show, whether you walk the floor and you approach people, because they're probably selling on Amazon, maybe they don't really want to be pitched, but that's another story, or you exhibit at a wholesale show and probably half the room could be your client. That's virgin territory for Amazon service. I see some types of Helium 10s or others exhibiting there because they have that approach

Ryan Cramer: Well, it's a beginner market yeah, you don't know who's ever going to come.

Eytan Wiener: Yeah, beginner market. I don't know, let's say I went with you. Let's say you and I PingPong and GETIDA went to the furniture. No, that's a tough category. We went to CES. Okay, we're going to CES. Everyone knows CES, big electronic shop. I used to go there for, I don't know, 10, 15 years. Now we opened a booth. It'll be a little weird and different, but it's refreshing because people see... How many TVs can you see? All of a sudden, you have a really good slogan about payments or international commerce or PingPong or reimbursements and free money for GETIDA, and people ask questions, I guarantee it would show an ROI on our spend on the show. Now, that's just having a booth. What if we walked around each vendor strategically and didn't really sell them because both of our services are actually beneficial. You're helping them save money. You're selling a service or a contract that's hard and no one really wants to be sold. But if you could strategically say like, " Hey, I'm just helping you save money and streamline," that's often easier as you know, and I'm sure there's nuances to that. So that's something I think about and we're starting to do it. Like let's just go to any show, any country and see the ROI. That's a big idea/ task, but you got to start somewhere. That's one idea I have as far as market. Again, there's also people that never go to shows. How do you reach these sellers in the middle of nowhere? Online, targeting, mailers. Or what if we went through different in countries? Europe has over whatever million plus sellers. Very different demographic and style of seller there, and they don't know we exist. Because I speak to these people when we close them and they're like, " What?" And I have to reassure them or translate it's open market. So takes time and travel and effort, but the good news is that in the US, there's plenty of growth, so it's almost like where do you start? But I like to have an initiative where we're building initiatives in hiring and scaling to reach many other channels, I should say.

Ryan Cramer: Well, you brought up such a good point that not everyone goes to a trade show. Not everyone goes to these events. My first one, in person, will be actually Prosper here in less than a month. So just because of opportunity or for reason. Like in the last two years people may not have gone to events or three years or they just gone to Amazon or whatever that looks like. You said, people are coming and going into the market. They just might not hit you at that one time where you're at an event, but then the next time that next year they might catch up with you guys and say, " Oh my gosh, that would've saved me tens of thousands of dollars in auditing."

Eytan Wiener: How does your company do that? How do you reach yeah. Non engaged sellers? Is that something you think about? I'm curious what you think about it.

Ryan Cramer: Yeah. That's the thing. So for financial services, which we both are in different capacities, you have to look at the FinTech side or the financial side of how do you service businesses that are not just in the E- commerce world but that may be in a B2B world of currency, paying out their employees in different currencies? You start to think of mindsets of maybe I'm paying out my supplier and manufacturer, that's a whole different company. It doesn't have to be on E- commerce, it can be just in general, if Home Depot plays out suppliers and manufactures all over the world so where does that business get done? It happens at CES, it happens at FinTech or a financial-

Eytan Wiener: But the majority of PingPong is E- commerce I assume.

Ryan Cramer: Yes, 100%, yeah. So-

Eytan Wiener: Right. But you guys are actually a little more broad. I mean we're working on it, but it could be Shopify, it could be anything. It's just money exchange. That's even more-

Ryan Cramer: We have a lot more.

Eytan Wiener: Auditing Amazon FBA and again, we're working on other services. Actually this problem for you is even a bigger one. It's like everyone's game. Anyone's selling online, buying from China or Asia or Mexico, that's the new world especially with COVID. So I'm sure you're seeing that.

Ryan Cramer: A lot. Yeah. And showing that value to people obviously of, why does that matter because I do it this way versus not... You have to probably teach people, it does matter because you just basically do math for people of, " Hey, what's the percentage that you're on average saving people at scale," and things like that.

Eytan Wiener: I just sent a wire transfer to a foreign country for an investment that I made and it took me two days to do it.

Ryan Cramer: Trying to figure it out.

Eytan Wiener: It's a joke. I have a rep at the bank and at the go and show my this and give them like my blood, and then it got flagged and I'm like, " What?" And that's not normal in this world, but it's such an old school wire technology that with PingPong type tools or other banks I've used, yeah, maybe it's not an investment, but still why should that be hard?

Ryan Cramer: Yeah. I mean-

Eytan Wiener: People use crypto. In four seconds, they send$ 4 billion to 27 countries and I have to go to the bank and sign pages, come back, that's-

Ryan Cramer: You have to do it in person. Yeah. That's so-

Eytan Wiener: So if you educate people that there is another way, they don't even know to know, but once you tell them it's game changer, you have them.

Ryan Cramer: Absolutely.

Eytan Wiener: It's a hard task because it's moving fast but it's definitely going there. And I think the banks just can't pivot fast enough because they're so old school.

Ryan Cramer: Yeah. The ecosystems and structures of which... Opening up a bank account in person is not, it's not thinking about-

Eytan Wiener: Opening the account took me another two days. And I have other accounts with them. And then funding it and then wiring it is like, it's just not worth the time.

Ryan Cramer: Just a pain. Exactly. Well, all of that being said, what's kind of the mission, or I guess, as you're educating people, as you're gaining market share in that regards, what's the number one thing that people just are confused at or they just didn't realize that this was an option that you had control over? And I say control over because everyone can sift through all the notions, the comings and goings and transactions on Amazon. You guys do such a good job of, with tools and services and technology, to be able to scan and flag discrepancies. People don't have that time in order to do that. So what's been the biggest eyeopener for people? Is it on just lost inventory, is it on you were owed one thing and you didn't get paid the full out? What's that biggest learning?

Eytan Wiener: That's a good question. I want to try to give you some examples to make it a little more vivid. But I had a client that was a really large supplement type company for a specific disorder or medical condition. Not FDA approved, one of these supplements things, but supposedly it really works. Very popular, nine figures plus revenue, Shopify, just getting it to Amazon. Crazy growth and a little more corporatey in that because they're just really big, but they're still a startup in nature, at heart. So they're just shipping left and right and crazy growth. They don't know what's going on. So someone reached out to me on LinkedIn. They paid to message me because they weren't in my message yet. I never had that. It's like, " Hi, can you please help me?"

Ryan Cramer: It's like a collect to call? Yeah.

Eytan Wiener: Yeah. And I was like, " Wow, you paid to reach me? I'm so special. I feel so special." And she sweet. I actually knew who she was from a different company or one of her friends. And she's like, " Eytan, I'm the Amazon person here. We're growing like gangbusters. I can't reconcile a report, we're getting all these investors coming in, we don't know what the hell's going on. Can you help me?" I'm like, " What do you need?" She's like, " We need to understand inbound discrepancies. We ship all stuff to Amazon. They don't have it. It doesn't add up to our NetSuite or our system. And we need to know dimensions," and all this stuff. And I was like, " It's your lucky day?" She's like, " What do you mean?" I was like, " I have all this for you. I will do it for you. I will not charge you a penny. And if we're successful, we'll charge a percent, which is our model." And not to take credit because I didn't build this company, but it took a little time, but we got them almost a million dollars back in almost three months. Granted they had some messy processes that most don't.

Ryan Cramer: Yeah. I mean-

Eytan Wiener: But not only did we do that, and she was super thrilled, but she was able to get reports and data to her compliance team and her investors that reconciled everything. So she was super stressed that she would never figure this out. And I was like, "You came to the right place." So we could work with strategic accounts and 8, 9, 10 figures because it's the same data whether you're selling 10 units or 10 million. We're able to scale that. And that was a very good feeling. So I said to her, I was like, " You should ask for a raise because that's a lot of money for the company."

Ryan Cramer: It's a freaking million dollars, yeah.

Eytan Wiener: And she joked. I'm like, " No, you really should." So whether you're contributing X to the bottom line that they never would've gotten, you should benefit from it. I don't know whether she did or not. But I bring that story, it's just like one of those things where like they had no idea that they could have. They probably wrote her off anyways, they're making money hand over fist. But with a small integration, we were able to do this very successfully. Now, I'm sure that there are many companies of that nature, that problem. So that's just one example I like to give or that's very fresh for me because I just-

Ryan Cramer: Yeah, you just talked to them.

Eytan Wiener: I saw this report and it was amazing and she's on cloud nine. So, companies with even more complex issues or aggregators with complicated systems... We just built, you asked me about GETIDA on the sales side, but on the dev side, the whole portal for document flow. So if you ship to Amazon and there's a shortage, usually they'll ask for proof of purchase and proof of delivery documents data. So we built out lots of tools where we can enable you to make those documents or sign those documents or we could integrate with your LTL carriers or UPS to get them. So 60, 70% of the auditing we could do without your help. You just set it up and forget it kind of. But the 30, 40, we need you. So some people just don't want to do it or they're lazy or both. But if I could integrate it at step one and be ahead of it, then even before I need it, I'll have it. And that's what we're starting to do and reach out to clients. So we talk about clients we don't have, but even the clients we do have, we could probably double our output by communication, portal, customer success, and we're hiring for that and we're building that out. It's very next level, it's very cool.

Ryan Cramer: That's so cool.

Eytan Wiener: She was one of the first to benefit from that, but it worked amazingly so I'm proud of that.

Ryan Cramer: Do you guys ever fear that you leave money on the table for clients? Is that a constant fear that you and the team are looking at of, " Oh man, we might have been able to get$ 100,000 or something like that?"

Eytan Wiener: Yeah, I think it's our fiduciary and ethical responsibility to do the best we can. So if I email you or I message you or I call you nine times and you don't give me the data, there's only so much I can do. But as long as I know I did and I gave you the effort or the opportunity, I do what I can for you and then what I can't do without your help, I reach out to you, that's all I can do. So now we have a portal where you can drag and upload and integrate, so it's easier. All the more reason why there's no excuses to not comply. But I feel bad when they don't. And I can actually show people like, " Hey Ryan, since we last ordered your account..." Or even send the message like, " There's 12 grand up for grabs. It's going to expire in a week." You'd be surprised that a lot of people don't even reply to that. I don't know why, because it's super low hanging. I wouldn't send that if it wasn't. But another thing I learned is there's a lot of, this is a bit not awkward, this is a bit political, but a lot of companies, people, feel like if they disclose this that they did something wrong. So if you show your boss that GETIDA got you back 200 grand, he'll be like, " What the hell's wrong with you?" That's not the case. We're just able to do it at scale because we have data and visibility that no one has. So sometimes people think it makes them look bad and it's really awkward. So I've encountered that also. It's like, who's the decision maker? Internal, especially with these bigger companies, internal company drama and accountability. So that's okay, I've dealt with that before in other businesses. But I try to poignantly explain to them why that's really not what's happening here. Sometimes it works, sometimes it doesn't and that's a shame, but that does happen for sure.

Ryan Cramer: Oh my gosh. That is stressful and obviously it's not everyone's... Is it a lot of... And I'm going to say if you had to break it down, is it more user input or is it more Amazon side you guys have to deal with in that regards of, I know it depends but on a consistent basis, is it more user error where you guys are recouping for them? Like you said, it's not that person's fault. Or could it be their fault? Does that make sense? I'm trying to get to the bottom of it.

Eytan Wiener: Yeah. No, a lot of times it's Amazon error. There's always a margin of error, that one percent, two percent, whatever it may be. But within our client base, some people like just customers, they just ship very sloppily or not best practice, or they have fragile items or different countries have more loss. So it's really variable, but it's both. There's Amazon error, there's a client causing the Amazon error, but there's always a reckoning. That's what we try to kind of plow through and elucidate.

Ryan Cramer: Great. Like you said, that three month window, that's a sweet spot where you guys are working within, correct? With reimbursements and-

Eytan Wiener: So you can go back 18 months for many reimbursements. Some are nine, six months, some are three months. But again, if you haven't done it well, or even if you have, we can go back 18 months and show what we can do. So if you're doing it in house or you think you're doing a good job or you're not sure, don't worry, I won't tell your boss. I could do no, say, " Hey Ryan, I could also get you this amount." It's not going to conflict. It's just going to be additive. And you'll only let's say pay a success fee, no agreements, no commitments. Why would you not do that? Usually people may not sign up or even leave, which is rare because they just don't get that. But really there's no reason not to do it. It could be additive, it could be complimentary, it could be a cleanup, it could be customizable. Let's say you just want to do inbound claims, you don't want us to touch that, that's fine, we're very flexible. So that's something I try to also educate people about.

Ryan Cramer: Interesting. So with going into 2022, obviously we talked about seasonality, but engaging with those customers, what is your hope to happen this year? What's the goal and expectations for you as the leader and the tech guy, the support guy, if you will, or anything like that? I know you have to go soon. So what's going to be that mission for you?

Eytan Wiener: Kind of what I said. I want to just increase the market share, number one. Educate, elucidate, and I want to work on other tools like this inbound tool and service that we have, and this pick impact tool and other like SaaS related stuff that we are working to build for our many clients and that's complimentary. Not out of our lane now advertising, none of that, but focus on financial technology, visibility, profitability, cost recovery, shipping. We have some things up our sleeve that maybe we'll show some Prosper, maybe we'll show some-

Ryan Cramer: There you go.

Eytan Wiener: ...Q3. But a lot of development and expenditure towards those efforts.

Ryan Cramer: I appreciate that. Well, thanks so much for hopping on today. I know you're a busy guy so thanks for spending just half an hour or so with us.

Eytan Wiener: No, it's fine. Thank you for having me.

Ryan Cramer: We'll see you in person here at Prosper here shortly. But thanks so much Eytan of GETIDA.

Eytan Wiener: Thank you.

Ryan Cramer: Yeah, absolutely. And then thank you everyone else for hopping on another episode of Crossover Commerce. This is episode 219 of my corner of the internet called Crossover Commerce. We're bringing the best and brightest in the Amazon E- commerce space. Thanks to the team over GETIDA for hopping on and making this just another great episode, we love having them. If you have more information, just go to getida. com, check it out. It's free to sign up. Partners of PingPong, partners of lots of different people, but check them out. Again, not a lot of people are taking advantage of the service that they have to offer. So that being said, I'm Ryan Cramer, this is Crossover Commerce. We'll catch you guys next time on another episode. Take care.