- 2 days ago
Successful entrepreneurs share lessons learned, advice and tips you can use to help you stand out and set your businesss apart from the rest.
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LifestyleTranscript
00:00One of the most amazing things about Essence Festival is its ability to bring thousands of
00:06black-owned businesses together in what we call the Essence Festival marketplace. Now, in this
00:12next conversation, we'll be hearing from four entrepreneurs who own their own local businesses
00:17and they'll speak about some of the things that they do to ensure that their businesses stand out
00:22and stay competitive. Here to kick off the conversation is Benny Ashburn, co-founder
00:27of Crown & Hops Brewing Company here in Inglewood. And I just learned that, I just learned a fun fact.
00:36I just learned, come on out, come on out. And I just learned a fun fact. It's the first black-owned
00:41brewery here in Inglewood, right? Out of Inglewood, California, Inglewood!
00:45So, so that, yes, yes, that is something to celebrate and be proud of. Give, give, give her a hand.
00:53Hello, hello, hello, hello. What's up, guys? As mentioned, I am Benny Ashburn. I am the CEO and
01:01co-founder of Crown & Hops Brewing Company, soon to be the first black-owned brewery to own a 14,000
01:08square foot restaurant and brew pub right off of Crenshaw in Manchester. Excited about that. And I'm
01:15really excited to be here today at the Essence Road to Fest. So first, are there any business owners
01:21in the audience? Any business? All right, all right. Well, one, shout out to you for being here
01:26and taking advantage of the resources and tools to help you be a successful business owner. So shout
01:31out to you for taking that first step. All right, guys. So today we're talking about how to stand out.
01:37How to stand out as a brand to be related to your customers and your consumers. And then how, as a
01:44customer, can you find a brand that stands out to you and makes you feel connected, right? That's what
01:50we're talking about today. I have two really amazing guests with me today that I'm about
01:55to introduce. Very excited. First, we have Jack Forbes. She's the owner of Canvas Malibu. Canvas
02:02Malibu is a concept that features lifestyle, community, art. She's created a really beautiful
02:09world that brings together and represents a diverse and inclusive collective of phenomenal artists
02:15in the contemporary art market. Jack, please join us.
02:20Hi.
02:20Hi.
02:23Yay.
02:25So nice to be able to hug people again. Yay.
02:28Next, we have Bronte Laurent. She is the CEO and founder of Par Bronte Laurent Women's Wear.
02:36She's created a phenomenal line that creates a space for women to feel comfortable,
02:42to feel confident, to feel rebellious, to feel sensual. Sign me up, like, right now. Please,
02:49Bronte, please join us. Hi.
02:53Yay.
02:54Hi.
02:55All right, ladies, let's sit.
02:57Sit.
02:58More importantly, I just want to give a shout out to my fellow HBCU alums.
03:03Yes.
03:03Any HBCU alums in the house? Yes.
03:05Yes.
03:06Cheers.
03:06Cheers.
03:07All right, ladies, so welcome. Thank you so much for being here.
03:10Thank you. Thank you for having us.
03:12Of course. So, okay, today we're talking about how to stand out, right? But let's be honest. We're
03:19black women. We are business owners, and we're fabulous. So we stand out no matter what.
03:24Yes, we stand out no matter what. So today, let's talk about how do we take that power,
03:30that authenticity, and put it into businesses that are successful and find ways to really connect with
03:37our consumers in a way that they feel comfortable and that they can relate, right? So when me and
03:43my business partner, Tio Hunter, first started Crowns and Hops Brewing Company, we were very
03:48intentional about driving racial equity and educating our community on ownership and what it means to own
03:58and be a strong supporter and be a strong supporter and contributor in business. As you both started your
04:04business, and Jack, we'll start with you, please explain some of the intentional steps you took to create a
04:11brand that really spoke to the community in that way.
04:15Hi. Well, thank you. I think it's really interesting that, especially in the creative field of art,
04:25so we started a business that was an art gallery and boutique. And we first just went and saw every
04:34boutique and went to galleries everywhere. And we said, how can we bring these two together to make a
04:42presentation that made sense? And we focused on the elements that were very similar to both, which is
04:49design aesthetic. And we said, let's just figure out a way to present this. So we had to be intentional about the
04:57art. Because oftentimes, the art is, you know, you see it in a restaurant, it's an afterthought, you see it
05:04someplace else, it's an afterthought. So from the design of the space, it had to be intentional that there were
05:11places where art would live and art and clothing or art and shoes could live together. And that people
05:19could visually see immediately and draw the concept, these two things have very much to do with each
05:25other. And it also came from a really amazing exhibition of Frank Gehry's work with a multitude of
05:35designers, showing the the co coordination between architectural design and fashion design. So we just had to be
05:45intentional from the actual structure in order to make the idea come forth.
05:51And it's important because you you sound like you were very clear on your mission.
05:54Yeah. And I think a lot of entrepreneurs need to understand that step one. Yes. What is your mission? Why are you
06:00doing this? And with every step you take as you build your business, it needs to continue to ladder
06:05into that. And just to make a point, like we would, we would be as they were building the design
06:12inside, and we would hear people talk about it, like, what is this? How are they? What is this? Like,
06:20people didn't get it. So there's these points where you're, where I was like, Oh, my God, what do we
06:26think to do? Or like, what are we doing? Why are we doing this? And again, going back to the mission,
06:32like, what is the point of doing this? And the mission can change, which is okay. But when you're
06:38starting, and you're building that from the point of inception, we have to be extremely clear, because
06:45there'll be many people that will question, they will say, this is a bad idea. Family members will say,
06:51what are you doing? You need to go get a job. But you know, we just have to stay, we have to stay
06:57strong. Yeah, you do. And then for you, Bronte, for the line that you've created, you know, as I
07:03mentioned earlier, it was important for you to create something that was comfortable and to make
07:07women feel really good about themselves. Tell me how you and your brand building were able to create
07:12those intentional steps to connect with your consumers in that way. Absolutely. For me as a woman,
07:18I always want to wear something that feels comfortable. So it was a no brainer when it
07:22came to my design process to create that structure for all women. Everything was carefully sought out
07:29from the materials I was picking. As you can see, I'm wearing one of my pieces right now, actually,
07:35and I work a lot with satin and silks. And you look fabulous. I just want to call it out.
07:40Thank you. But these materials feel good on the skin, and we know that. So I carefully sought out
07:48those materials and even the structure. I made sure I used an elastic band on each piece. I used
07:54a kimono silhouette. I used a slip silhouette. Things I knew was easily to slip on the woman's
07:58body and that would flow with the body as you walked or entered a space. And I also didn't want
08:04women to rush home and feel like I ate too many fries. I need to take this jacket or this blouse
08:08off or these pants off instantly, right? I went in to feel like I forgot to take my suit off when I
08:14came home. That's how comfortable and relaxed I feel, you know? And I think that mission is
08:19complete because most women reach out to me often and say, I fell asleep in your clothing
08:23last night. I didn't take it off. Great. I love that. And especially coming out of COVID, right?
08:29Now, we all now live in a world where comfort is our number one priority. And we realize that we can
08:34still present ourselves in a professional way and be comfortable. And I think you've been able to do
08:40that in your line is create. There is no separation anymore. We can be fabulous. We can be comfortable.
08:46We can be professional. We can do it all. I completely agree with that. And that's why we
08:51did so well during the pandemic, to be honest, because luxury, that wasn't huge, where comfortability
08:59and sustainability as well. My brand is a sustainable brand. And those two were not merging together in the
09:05luxury sector. So when I sought out to create my brand in 2017, that was what I was intentional
09:12about. And it's funny because during the pandemic, well, in 2018, everyone was just like, we need,
09:17you know, more dead stock materials in the clothing. We need to be more sustainable, fast fashion. It's
09:21killing the environment and so forth. And this is after I started my brand. And then the pandemic
09:26happens and everyone's like, we need comfortability now. And I'm like, great. I have all those things.
09:31Oh, good. Funny you should say that. Hear me show you my entire line. Yeah, exactly. So Jack,
09:36question for you. Canvas Malibu is a very unique concept, right? And you've been doing this for a
09:43while. Has it been about 10? About 16 years. 16 years. Okay. But it's evolved. It's evolved to Jack
09:49Forbes Gallery and the Voto Art Collective. So when you first started, what were some of the roadblocks
09:56I think that you had? Because I can imagine there weren't a lot of examples in that space. And
10:01even being in the Malibu area alone and being a black woman and just creating this diverse business,
10:06what were some of those challenges for you? Well, there's, I think there's a lot of challenges,
10:13but there's nothing that we can't overcome. And I think as black women, we have a tendency to make
10:18it work by hook or by crook. And there is first funding challenges. And that's the real. Black
10:27women are opening more small businesses than any other sector. That includes white men and white
10:34women. So, but the interesting thing on the flip side, we are the least funded out of all of those
10:42sectors. So I would say the first thing is like funding. So when we went to, and this is the
10:49interesting story that I always like to tell really quickly, but we went to the owner of the space that
10:57we are housed in. And we said, we want to, you know, do this thing and it's creative and it's cool. And
11:03the first thing he wanted to know was what are the numbers? See, and I think we often think about,
11:10oh, this is creative and it's cool. But when you're talking to a business, a gentleman that may
11:16own the property, or you're going to look for funding, they want to see projections. They want
11:23to see when are you going to go into profit. They want to see how long you'll need money to fund the
11:30business cash flows. They want to see those things. And I think that is the most, one of the most
11:35important things that we have a tendency because when we have an idea, it's exciting. But when you
11:42want to go get money, it's about the feasibility of that idea and how it can be funded. So I think
11:48that was one of the biggest challenges. And, you know, it's like right now, it's still a challenge
11:54is finding the right people to work with you. You know, I had the worst day ever yesterday and I was
12:00like, it's so funny. I'm coming to do a business panel and I'm just like, forget it. I just don't
12:05want to do this anymore because trying to find people that can support you with the like-minded
12:11idea is one of the biggest challenges as well. So, yeah. And I think that's why it's so important
12:18as a business to find a way to stand out, right? Because even for us at Crowns and House, we started
12:23seven years ago and we started an entire craft beer brand on social media. And if it wasn't for the
12:29community and our consumers, or even before we had products, the community is who helped us build
12:36the brand because we were connecting with them in a way and speaking to them in a way that no one was
12:41doing it before. So, Bronte, this question is for you as we talk about the importance, right,
12:47of standing out and connecting with your audience. How do you convey in your marketing and your social
12:53media, your storytelling and your brand narrative of that comfortability, of that confidence?
13:01How do you do that and connect to your audience in a way that you feel is authentic to yourself,
13:07but then also is a business tactic as well? Because I think that we have to find a balance of both.
13:12Absolutely. Well, I am a woman who's making clothing for women. So, it comes naturally to me, right?
13:21I definitely, as far as visually showcasing that on my website and my social media,
13:27I definitely seek out female models because my majority of my customers are women.
13:32And those models, that's actually strategic as well. I think of models that can effortlessly exude that
13:40confidence, that setsiness, that flirtatious, that fun, that charismatic vibe. And I seek these models
13:49and set days and shoot days are so important to me because that's the days that my designs are actually
13:55coming to life now, right? So, these models, I always say, how do you feel once you put on the clothing?
14:01And they're always like, I feel comfortable. This is fun. This feels so good. And they're
14:04spinning around the studio and I'm always capturing those moments with them. I just tell them to be
14:10yourself. I capture those moments. And I think me just capturing them in their truest essence and in
14:15their element and in their zone, it's definitely coming out when you look at my clothing on my
14:20website and social media platform. Nice. And Jack, same question for you too, because what you're doing
14:25speaks to so many different verticals in the space. So, how have you identified creatively
14:32and a way to share that story where people have an opportunity to connect and all of that, but still
14:38understand fundamentally this is a bigger brand and a bigger message? So, how do you do that?
14:44Okay. I have to, a confession. I'm terrible at social media. I'm so bad.
14:49That's okay because you also know how to hire people to help you do these things.
14:52So, I, um, and it's funny because a friend of mine, Mott Sailor, she's my partner in Boto Art
14:59Collective. She was like, Jack, just don't make it so arduous. Just post, post, post. But I think,
15:06you know, it goes back to, I used to do television before I, um, I, um, did what I'm doing now and I
15:15work with Suzanne DePass and she's like an amazing producer. And she said to me that, that, you know,
15:21it was a very, it's a thing that stuck in my mind about everything. She said, Jack, people don't really
15:28buy product. They buy the story or the personality attached to that product. So, I always know that it's
15:35important. Like, yes, you could, it's just, for instance, you can put a piece of clothing or you
15:41could put a piece of art up on social media. But when I put two of my clients in front of that piece
15:48of art, it gets far more circulation than it does if I just put that piece of art or if I just, you
15:56know, show a piece of clothing, far more circulation. And then also I think what's important too is like
16:03with Boto Art Collective, as we were building it and we were building the space out, as we were
16:09getting the artists, as we were talking to the artists, they arrive on this, you start telling
16:14this story that people become invested in and they just want to see it unfold and they want to see it
16:19unfold. Then they want to see it flourish and they want to see it grow. And then they become a part of
16:23the story as well. I think with, when we built Crowns and Hops and when you look on our beer products
16:29and our cans, me and Tio were very intentional about designing artwork that feels like something
16:37you would want to be a part of. Right now we're actually releasing our Juneteenth can that's coming
16:43out next week. And the image on the can is the first recorded image of slaves after, you know,
16:49Juneteenth. And you're going to see that in Trader Joe's and you're going to see that on Whole Foods.
16:54And when you scan the QR code on the back, it takes you to a video that explains to you what
16:59Juneteenth is. And I think it's that kind of messaging that we have to be very intentional about
17:06when we connect with our consumers and we build our brand. It has to be bigger than us and it has to be
17:11bigger than just the products themselves. Last question before we get into Q&A.
17:17In terms of building equity for your business, how have you been able to consistently share that
17:28message with your community to understand that investing in you and being a part of your story
17:33is not just buying your products, but you're investing in what you're building for the larger
17:39community, for the larger market? We at Crowns and Hops did equity crowdfunding. We're the first
17:45Black-owned Brewery to raise over a million dollars in equity crowdfunding, offering our community an
17:50opportunity to own a piece of our business. How have you consistently shared that messaging? And I'll
17:55ask both of you that with your customers.
17:59I think because I do a couple of different, especially let's talk about the art world. For me,
18:07it was important. I was seeing where our community was being neglected in terms of we're making a lot of
18:19beautiful art, but our collectors are not being addressed in a respectful manner. They're not being
18:26given equity in terms of sitting at the table to purchase the work. So I felt that, you know,
18:33I kind of shifted into hyperspace. Like my job is to make sure that artwork that is produced by our
18:44community is put in the hands of collectors of our community so we can build community wealth through
18:52our art, right? So that became my message. And I get a lot of aha moments. I'm like, oh, that's what I
19:02want to do. And that's okay. Like, cause it can shift. Like you said, like the Juneteenth, what
19:08you're talking about doing with a beer can is educating a lot of people. Like it's not only
19:16black people that shop at Trader Joe's, right? So I think that those things, like when I feel,
19:22when I feel fired up by a mission, I'm just, you know, I'm constantly, and it also focuses me.
19:30It's like, I'm like a torpedo. I'm going to make sure. And, and when I have discussions with
19:36white galleries, when I have discussions with artists, I'm like, this is our mission.
19:41We are going to make sure that, and it's not that I don't have white art or artists by white people.
19:49It is that I am still specific to understanding that I also need to make sure my community is taken
19:55care of. Bronte, same question for you with, with power Bronte Laurent. How does, how do you connect
20:00consistently to make sure the community feels connected to who you are and what you're doing?
20:07Absolutely. Um, for me, I like to go back as we talked about earlier, we all graded from HBCUs.
20:14Yes. Um, that's an easy one for me to go back to, always back to my community at my school first.
20:19Um, also in the luxury black, um, fashion world, um, there's not a lot of us, you know, I even
20:27starting my line was hard because I didn't see people that looked like me. Right. Um, so for me,
20:34it's always going back to community and, and just showing face, to be honest, right. I'm showing
20:38them that, Hey, I've entered this door. Right. And that's, that's been huge for the community. And
20:43I've also made sure I've hired black women who want to enter the fashion space. And I also have
20:50artisans. I'm building jobs for artisans actually. And right now it's Ghana. Um, yeah. So we, we just
20:56started working in Ghana two years ago actually. Um, and I'm building space for them as well to just
21:01kind of open more jobs for artisans out there. And here in my community, like I said, right now,
21:06it's just internships and assistance, but also we do offer workshops for people in our community.
21:12Um, I am new here to Los Angeles, but it was in Brooklyn prior to that. So, you know, I'm still,
21:17I'm learning my community here and that's really important. But for the most part, our work has
21:20been done in Brooklyn. That's amazing. And I think it's important that we talk about how
21:25we're building jobs and creating more opportunities because it doesn't stop with us. We have to then
21:31pay it forward. Right. That's part of how we build. So we're going to open it up to some Q and A.
21:37Okay. Hope we got some questions in the audience. Yes. Anybody, anybody, let's see any questions for
21:43our lovely panelists coming up. Don't be shy. I know business is exciting. This is, this business
21:50is, I mean, I'm excited and you got to be passionate about what you do because if you're not, it's very
21:55hard to wake up every day and do it because being an entrepreneur, it can be very difficult. We
21:59literally just talked about that. Okay. First question. Hello. Well, firstly, it's a pleasure to meet you
22:05all. So my question is, how do you know when you're ready to make the transition from
22:10working a nine to five job and then transitioning to being an entrepreneur full time?
22:15Oh, I think that's a hard question. Yes. Because it's totally where you're at in your life. You
22:21know, an entrepreneur is you're doing it by yourself when you're starting. You have to keep
22:25that in mind. Right. So I think that's going to be different for every individual. For me, I just
22:30knew. I knew I was ready to stop. I knew that this is, I was passionate about this. I was rushing
22:36home from work every day just to go and create a design or work and collaborate with other designers.
22:41So for me, when it got to the point where I was rushing home from work just to work at this,
22:46I knew it was time for me to make that leap. And that's what I did. And I think for me, it was,
22:51um, I was, I'm, I've had the, um, I've had the luck or, or the beauty of doing what I love doing,
23:01whether it was in television or now what I do. But I got to a point where my husband said to me at,
23:09at one point, he said, you put in 14 hour days for this company. What if you put those 14 hour days
23:17into yourself? And I was like, that's right. My, my work weeks were like 75 hours. And I thought
23:28about that. I'm like, okay, Jack, this is, and that, and it was just something, as you said,
23:34inside of me that said, I'm not doing this anymore for someone else. I'm going to do this for myself
23:38and I'm going to bet on myself. And every time I come to a point in my business, I said, I'd rather,
23:45I would rather bet on myself than bet on somebody else's suggestion. I'd rather fall on the sword of
23:53my suggestion or my thought than somebody else's. I will say too, even, even when I, we stopped doing
24:00everything, uh, and working for other people, which for us, honestly, because there was two of us,
24:05it was, it was a financial thing when we were making money to sustain ourselves is, is when we decided
24:10to do it, um, full time. But I do find even now as an entrepreneur, I do take on projects, right?
24:17Because there's a level of being trapped in this space where you're only doing that one thing,
24:23where you sometimes feel like you're not expanding your knowledge and you're not growing. And
24:28collaboration is one of the most important parts of being an entrepreneur. So when I take these other
24:33projects, it allows me an opportunity to see how is someone else doing it? How, who, what are they
24:39doing? How, you know, how can we work together? What's a different perspective that keeps me
24:44sharp? Cause listen, I'm getting old, so I can't do what the young kids do, but it allows you to be
24:51present in other spaces, which only makes you stronger as an entrepreneur. So I think to your
24:55original point, it really needs to be what works for you. What's your bandwidth? Because being an
25:01entrepreneur is less about anything other than time. Do you have the time to be an entrepreneur?
25:11So thank you. Oh, thank you so much. Thank you. Thank you. All right. Next question.
25:19Hey ladies, my name is Dynasty. Thank you so much for everything that you've given us so far.
25:23Um, my question is, or my request is if you have any advice or any tips that you can share for us
25:30regarding just showing up fully wherever we are, showing up fully, advocating for ourselves
25:36confidently and boldly. Um, it's an area that I'm growing in and I'm excited about that, but I'm still
25:41on a journey and I know some of us are probably on that path too. And I often find myself in
25:47conversations with my girls who are also doing or have done really amazing things. And we find ourselves
25:51prefacing it like not to sound cocky, but when I did this or not to sound arrogant, but, or feeling
25:57like we got to think about the way we present it to other people. Because as women, it's like,
26:02if you say things a certain ways, like, Oh, she thinks she all that or she, you know, so not getting
26:06caught up in that and really speaking to what you've done, owning your resume, sharing your path
26:12fully and in a confident way without shrinking. Any tips on that?
26:17That's a good question. That's a really good question. Especially as a black woman, that is a,
26:22we are always feeling like we have to shrink ourselves. So Jack, we'll start with you.
26:26Oh my God. Because I feel like you got a lot, she's got a lot of thoughts.
26:30That was a good question, love. It's interesting because, um, so sometimes I sell works that are
26:40very expensive and sometimes not so expensive. So I, I had this, this time where I was selling,
26:48I sold a close to a million dollar work and, um, one that was a hundred thousand and then a hundred
26:56thousand. And my husband at the time, so I would sell and then I keep going, sell, keep going. And my
27:02husband said to me, you never celebrate. And I never posted this million dollar work that I sold
27:10because I don't know it was something. And this is, this is getting honest with you. And I know my
27:15husband's like looking above, like I felt like I didn't want to brag, but my counterparts,
27:26they will brag, they will boast. So I started to look at my, my victories as celebration.
27:37And my friend Ingrid Best said it to me. She said, we have to celebrate. We have to celebrate.
27:43So even if it's something small, just celebrate, you know, just say, yeah, I did that. Oh, this is
27:50like celebrating your car, like scream out, but celebrate because I think that's where it starts.
27:56We feel like we can do something and then we got to keep going. Like, it's just like a trudge,
28:01trudge, trudge instead of taking a moment and celebrating because our male counterparts,
28:10they talk about themselves all day long, what they've done, how many times they did it and look
28:15at my accomplishments. But I don't know. And, and we have to overcome that psychologically. It's a
28:22problem. Definitely. It's a problem. So celebrate. Bronte?
28:27Bronte? To your point, I, I agree with you. Yes, celebrate, celebrate yourself.
28:33And with that celebration, give yourself grace, right? Because we constantly put pressure on
28:38ourselves. Me as a designer, I'm constantly under the pressure to put out a collection
28:43for the spring summer and the fall winter. And I used to allow that to give me like so much anxiety,
28:49right? And over time, I found that I'm going to put out a collection when I'm ready. And my supporters
28:55really appreciated that because you can see the efforts that went behind it when I put it out when
28:59I was ready for that. And that for myself, that was the biggest celebration when I can drop a collection
29:05any time of the year when I feel like it. And people, people appreciated it. They loved it. And
29:09they took that in. So like move at your own pace, give yourself grace. And again, celebrate yourself,
29:13as Jack said. Great. Thank you.
29:15One thing I will add to that too, is as you do talk about yourself, ask yourself, why are you saying it?
29:23Right? Are you saying it because you're trying to prove something? Or are you saying it because
29:29you're proud of what you've done? Right? Because everything we do and how we communicate people
29:35radiates. And that's how it's often perceived. So in knowing your intent for talking about yourself,
29:43I think will also dictate how it's perceived. And I think that's the most, you know, you don't want to
29:48be bragging too much, but people need to know. But I think practice makes perfect. We need to
29:53practice bragging. We need to practice. We need to show up for ourselves. So thank you.
29:59Thank you so much. Of course. Thank you. So ladies, I think this concludes this amazing panel. Thank
30:05you both so much for joining us today at our Essence Road to Fest. Please share with us how we can find
30:12you, follow you, purchase, be consumers. Bronte, start with you. Absolutely. I'm an e-commerce site.
30:18So you can find me at parbronte-laurent.com. And my social media is parbronte-laurent as well. It's
30:25named after myself, guys, if you didn't notice. So Bronte-laurent, if you look me up, you'll find me
30:28there. Thank you. And Jack? Okay, I got a list. Jackforbesgallery.com. And that's my IG as well.
30:38Canvas Malibu is the boutique, canvasmalibu.com. And Boutou Art Collective. So it's B-O-T-H-O,
30:47artcollective.com. And it's the same for IG as well. But if we start at Jack, it's listed in your
30:53bio, all the other links? I think so. Okay, good. That's a good place to start. Social media.
30:57You have a lot of information to share. Pick the one and list it. And for me to find Crowns and Hops
31:04Brewing Company, it's at C-R-O-W-N-S and H-O-P-S. You can also go to our website,
31:12crownsandhops.com, and type in our beer locator to find a retailer close to you to purchase our
31:17products. But ladies, thank you so much for being here. Thank you. Cheers. And now we're
31:23going to turn it over to DJ Don. Peace to take us out.
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