- 5 weeks ago
Why do small businesses run out of stock or charge for shipping? This interactive session dives into the day-to-day logistics and challenges of inventory management and shipping for small brands. Entrepreneurs will share behind-the-scenes realities, and Festival-goers can ask questions about shipping delays, inventory choices, and what it takes to get products into their hands.
Category
🛠️
LifestyleTranscript
00:00I'm a proud founder in this New Voices family and I'm excited to bring up our next talk back panel all about inventory and the balancing act of it all so I know y'all know a lot about business I'm very excited about the people that's coming up on stage they will introduce themselves so y'all give it up for them as they come on up thanks give it up give it up give it up I thought she was gonna do a little dance with me can I get you back up here Arielle I don't know
00:30where's our DJ she's scared I am so pleased to see you here how many of you are entrepreneurs business owners or connected with businesses welcome back okay good good I'm so glad to know that we have a very special and also maybe a little uncomfortable conversation for you but it's to help you grow
00:59so before I invite out our panelists my ask because I really only have one this is what we call a talkback has anyone participated in a talkback before yes I see two heads nodding you were here yesterday what it means is that in addition to applauding we show our respect and engagement by asking questions
01:24thanks to the audience
01:27can I count on you to make sure these amazing entrepreneurs feel comfortable some are just a little bit nervous never done this before can you help us with that thank you thank you all right let's do it please put your hands together for Brittany Rowe of awkward games and Brooke Blacksher of health
01:29these amazing entrepreneurs feel comfortable.
01:32Some are just a little bit nervous, never done this before.
01:36Can you help us with that?
01:37Thank you, thank you.
01:40All right, let's do it.
01:42Please put your hands together
01:45for Brittany Rowe of Awkward Games
01:50and Brooke Blackshire of Health Atelier.
01:55Oh, come on now, you can clap better than that.
01:58It works better if you're on your feet too.
01:59That really makes them feel good.
02:02All right, I'll stand.
02:04Thank you, sister.
02:05Thank you, thank you.
02:07All right, ladies, please have a seat.
02:12Now, before we get into it,
02:13I want to further prepare you
02:15for what we're gonna dive into today.
02:17So these two tremendous entrepreneurs
02:20are wholly prepared to speak to each of you
02:24about the sexy topic of inventory and shipping.
02:31This probably doesn't sound that sexy and that's okay.
02:34Yeah.
02:35But listen, for businesses, this is like the Morse code.
02:40This is the secret that unlocks revenue,
02:45net revenue, efficiency, and continued business.
02:50Business.
02:51So, I'd like to invite both of these wonderful ladies
02:56to introduce themselves to you,
02:57their name, their business,
02:59what their business does,
03:01and why they're excited to be here today.
03:05Can we begin with you, please, Ms. Brooke?
03:08Yes, absolutely.
03:09So, hey, everybody.
03:10My name is Brooke Blackshire,
03:11and I am the founder of Health Atelier.
03:13We are a wellness company
03:15that's here to just change the narrative
03:16around greens and superfoods.
03:18We've actually created a vitamin D3 boosted greens powder
03:21that's really here to allow for inclusivity
03:24and just access to wellness,
03:26especially for communities of color and beyond.
03:29Myself being a caretaker for over 10 years
03:31and just seeing the struggles that my mom went through
03:33from diabetes through dialysis,
03:35like, and all the in-between,
03:37it really woke me up to know,
03:38like, we gotta do something different
03:39and we need to do something better.
03:41So, that's what I'm here to do.
03:42So, thank you for having me.
03:44Thank you, Brooke.
03:44I know you brought a sample with you.
03:46I did, I did.
03:47So, this is a sample of our essential greens powder,
03:5040 nutrient-dense ingredients,
03:52boosted with vitamin D3 and probiotics.
03:55I'm gonna go ahead and pass it around
03:56so y'all can take a look and see the ingredients.
03:59Please don't keep it.
04:00We would like everyone to be able to see.
04:05Hello, everyone.
04:06I'm so excited to be here at Essence Fest.
04:08My name is Brittany Rowe.
04:09I am the co-founder and CEO of Awkward Games.
04:11I make, yes, I make card games for Connection.
04:15I started this company in 2020
04:17and really wanted to help our people
04:19tell our stories, learn to be vulnerable
04:21and share space where we can just be joyful.
04:23So, this is one of my card games here,
04:25Hella Awkward.
04:25It's conversation starters,
04:27140 really fun, spicy, funny questions
04:30to help you get to know friends better.
04:32And I'm just really excited to be here
04:34and tell you all about inventory and shipping.
04:36Yes, can we pass that around also?
04:40Thank you so much.
04:43You know you want this one.
04:45All right, take a look.
04:46Okay, so the way that we're gonna kick it off
04:49is with some questions.
04:51So, for those of you who are business owners,
04:53I'd love to hear directly from you
04:55what you might want to better understand
04:57from these entrepreneurs.
05:00Please do raise your hand if you have a question.
05:02Great, I see one.
05:04Did you see that?
05:08That was impressive, right?
05:11Thank you, thank you, ladies.
05:12So, as an actual consumer of family games
05:16and wellness, anything that's gonna make sure
05:20that we heal ourselves with what we put in our mouths,
05:22I noticed that for small businesses,
05:24it's not uncommon for their popular items
05:26to be out of stock, right?
05:28Whereas if I were to go on, you know, Amazon
05:30or whatever else, I usually can find different vendors.
05:34What do you wish we know as consumers
05:35around what might be the backstory
05:37to some of that out-of-stock circumstance
05:40that we experienced so that we remember
05:42and are reminded to hold on
05:44and maybe think through how we can support you better
05:46around inventory management?
05:48Yeah, that's a great question.
05:51Yeah, so when things go out of stock,
05:53so basically there's like a cycle
05:55of building out inventory.
05:57Typically it takes us about three to six months
06:01to get our inventory from start to finish.
06:04We currently manufacture our products in China
06:06and are looking at other options
06:08because as we all know,
06:09the Trump tariffs are happening.
06:11But three to six months is how long it takes
06:13for me to get my product produced
06:15and then put onto a boat
06:17and then shipped from China
06:18all the way to the United States
06:20and to clear customs in the United States
06:22and then go to my warehouse in Georgia
06:24and then get to my 3PL shipper
06:27so that I can then ship products to our customers.
06:29So it's a long process
06:30and obviously very costly
06:33because you have to pay all of those things up front
06:35to make sure that you have inventory
06:38continuously rolling out.
06:40So if something goes viral on TikTok
06:42and all of a sudden, boom,
06:43we've got no more product,
06:45I got to be thinking,
06:46oh, how do I get more product
06:47as quickly as possible into your all hands?
06:51And just to kind of piggyback on that too,
06:53as a small business,
06:54we launched last August.
06:55So very new to this
06:57but very excited about the opportunities
06:59and just seeing with the shipping,
07:01it can definitely take out time
07:03because for us,
07:03our product is manufactured in the US
07:05but there's a lot of ingredients.
07:07And so being that there's over 40 ingredients
07:08in the product,
07:09it can take eight to 12 weeks
07:10for our product to be made again
07:12to come back into process.
07:13So we have to make sure we're very mindful
07:15of like when we are getting low in stock,
07:17making sure that you have some type of SOP
07:19or like standard operating process
07:21just so that you can be like ahead of that trend,
07:23especially when you can't order a ton of inventory
07:26because you are funding the business yourself.
07:28I do have a question.
07:30I see that you have a question too.
07:31May I piggyback real quick off that
07:33just to make sure we unpack that further?
07:35That was so insightful.
07:37I recognize that the primary difference
07:39between both of your,
07:40well, maybe not the primary difference.
07:42There's a lot of differences
07:43but do your products have a shelf life?
07:46Is there a certain frame of a period of time
07:49where it is sellable
07:52and then when immediately whatever stock you have
07:54has to be pulled
07:56or no longer in circulation or production
07:58because of the age of the ingredients?
08:00Absolutely.
08:01And that's something to be very,
08:02very mindful and intentional about too
08:03when you're planning things out.
08:05Even just structuring like what events
08:06you're going to attend throughout the year
08:08because you want to make sure
08:09you are moving that product
08:10and not ending up sitting on a lot of inventory
08:12that's now expired
08:13and you can't provide it back to anyone.
08:15You can't sell it
08:16and it's basically dead items at that point.
08:18So it's very important to just be mindful
08:20and have some type of process in place
08:22because our product right now expires
08:24in 2026 of August.
08:26So it's like,
08:27what are we doing to get ahead of that?
08:31Hi.
08:32So I have a question specifically
08:33about the card games.
08:36How has your process
08:38for shipping and inventory evolved
08:40since you started till now?
08:43And what are some of the things
08:44that you learned along the way
08:45that you could ship?
08:47Yeah, that's great.
08:49When we first started
08:50basically looking for a manufacturer,
08:52we went on Alibaba,
08:54if you all know that website.
08:55I was messaging a billion different types
08:57of manufacturers
08:58and trying to find one that would work.
09:00I also was simultaneously
09:01reaching out to other card game makers
09:03to see if anyone would be willing
09:05to offer me advice as well
09:08or their manufacturer.
09:09Thankfully, someone did
09:11and we ended up finding our manufacturer.
09:13We no longer work with them
09:15because we have since scaled.
09:16Now we're in mass retail,
09:18so we have to be able to handle
09:19much larger quantities of items.
09:22But now what we're doing
09:24is working with a manufacturer
09:25that can scale with us,
09:27that can handle six figures worth of units
09:29and that we trust to make sure
09:31that that process is,
09:33there's continuity with it, right?
09:35Like now we're in Target,
09:36we're in Walmart,
09:37we have to make sure
09:38that our products
09:39have a certain standard.
09:40Sorry, I'm very proud of you.
09:42Can we please give her
09:44a round of applause
09:44for expanding her business
09:47to Target, Walmart, commercialization?
09:50Yes.
09:51She said continuity?
09:53Yes.
09:54Please continue.
09:55Just want to celebrate you.
09:56Thank you so much.
09:57Appreciate it.
09:58So that is the biggest change
09:59is working with a manufacturer
10:00that we could trust
10:01to make sure to handle
10:02our retail partners.
10:04When we first started,
10:05it was just us selling on our website
10:06and we only were ordering
10:08maybe a thousand units.
10:09Now we're ordering a hundred thousand units.
10:11So we have to be mindful of that.
10:13And then what are the things
10:15I would say?
10:17I think when you're finding
10:18a manufacturer,
10:19I would see their space
10:22and understand,
10:24like if you can get videos,
10:26you know,
10:26we talk to them a lot
10:27through like WhatsApp
10:28at the beginning stages
10:29because a lot of them
10:30are overseas.
10:31So make sure you get
10:32face-to-face time
10:34as much as possible
10:35if you're not able
10:36to actually travel there
10:37to see the places,
10:38but get videos,
10:39you know,
10:40get on the FaceTime chat
10:42with them
10:42so you can see
10:43what the space looks like
10:44and make sure it's good.
10:47Do you want to move on
10:48or do you want to keep going?
10:49Oh, no, you're right.
10:52Hi,
10:52my question is specific
10:54for Brooke
10:54just because your items
10:56are more perishable.
10:58Sorry.
10:59I was asking a question
11:00for Brooke
11:01because your items
11:02are more perishable.
11:03The first thing is
11:04in terms of your cadence
11:05between inventory
11:06and shipping
11:07to consumers,
11:08like what are some
11:10strategies and methods
11:11you use
11:11when it comes to
11:12just keeping the perishable
11:13items in mind?
11:15And then in addition
11:16to that,
11:17especially starting off,
11:19how did you
11:19determine inventory?
11:22Yeah, absolutely.
11:22Thank you for that question.
11:24So when it came to,
11:25I'll start with
11:25the second question first,
11:27determining the inventory.
11:28For me,
11:29I'm a bootstrap
11:29self-funded business,
11:30so we have to be
11:32really mindful
11:32of our budget
11:33because it's all
11:34coming from our pockets.
11:35And so for me,
11:36it was figuring out
11:37what makes sense,
11:38what can we want to afford,
11:39but also not putting
11:40ourselves out there
11:41too much where,
11:42again,
11:42now we're at a loss
11:43because we're just starting,
11:44we're introducing
11:45a whole new product
11:46to a community
11:47that isn't always
11:48putting our health
11:48and wealth first,
11:49right?
11:49So it's kind of
11:50a whole new perspective.
11:52So we really wanted
11:53to take the time
11:54to just say,
11:55let's start small.
11:55We wanted to find
11:56a manufacturer
11:57that allowed us
11:57to have a lower MOQ
11:59because a lot of times
12:02the manufacturers
12:03within the wellness space
12:04when you're doing
12:04like a product
12:05as far as like
12:05a supplement or a powder,
12:06they want you to have
12:07a very high order quantity.
12:10And I'm talking
12:10like 5,000,
12:1210,000,
12:12and it's a huge amount
12:14where you're investing
12:14now $45,000
12:16and I'm like,
12:16from who?
12:17Because I don't have that,
12:18you know,
12:19but you're trying
12:19to start something.
12:20So just figuring out
12:21like what small steps
12:23you can take,
12:24whether it's even starting
12:25with like 500
12:26and then being able
12:27to order 1,000
12:27and then getting
12:28to that 5,000 mark,
12:29but starting somewhere.
12:31So figuring out
12:31what's comfortable for you.
12:33And then as far
12:34as the shipping,
12:35I'm very consistent
12:36on one,
12:37communicating to my customer
12:38three days
12:38is going to be
12:39shipped out to you.
12:40We keep everything
12:40in a cool climate
12:41controlled environment.
12:42And so we try
12:43to just get it
12:43to you as quickly
12:44as possible.
12:44So we try
12:45to source
12:46the best couriers
12:47to get us
12:48the quickest shipping.
12:49And if we have
12:49to eat the cost
12:50a little bit,
12:51we try not to
12:51because, again,
12:52that's a hit
12:52to our business.
12:53But we don't want
12:54to have to charge
12:54our customers
12:55for it either
12:55to make sure
12:56you get the product
12:56in enough time.
12:57So it's just being
12:58mindful of all
12:59of those aspects.
13:00Brooke,
13:01I appreciate
13:01that you used
13:02a term that perhaps
13:03not everyone knows.
13:04MOQ,
13:05can you break
13:05that down, please?
13:06Yes,
13:06that's the minimum
13:06order quantity
13:07as far as what
13:08they require
13:08for you to order
13:09from them.
13:12How you doing,
13:13ladies?
13:14So I'm also
13:15a small business owner
13:16and I sell my book
13:18and products
13:18and all this stuff
13:19and I'm like,
13:19great,
13:20but I get tired.
13:21And how do y'all
13:22find balance
13:23to make sure
13:23that you keep
13:24the job going
13:24and that you're successful?
13:26What do you do?
13:29And so just to make
13:30sure the question was,
13:31how do you kind of
13:31keep going
13:32and make sure
13:33we're successful
13:33with working our job?
13:35How do you find balance
13:36and make sure
13:36that you have the stamina
13:37to continue?
13:38He's an entrepreneur
13:39as well
13:40and he's tired.
13:42Yeah,
13:43I'm right there
13:43with you.
13:44I'm tired a lot
13:45because, again,
13:46we have my 9 to 5,
13:48you know,
13:48that I work
13:48in corporate
13:48tech America
13:49so it's a lot there,
13:51you know,
13:51and then also
13:52running your business
13:53and for me,
13:53it's just about
13:54prioritizing my time
13:55so I can start
13:57just by even getting
13:58up at 5 a.m.
13:59and just getting
13:59a walk-in
14:00where no one's
14:00asking me questions,
14:02no one needs me
14:02to respond to an email.
14:04It's just time for me
14:05and just to be able
14:06to kind of start
14:06that day off that way
14:07and just finding time
14:09to do the task
14:10so it doesn't feel
14:11so daunting.
14:12So if I need
14:12to answer emails,
14:13let me block off
14:1440 minutes to do that,
14:15you know,
14:16and then whatever
14:16tasks you have
14:17just so that you
14:18don't feel so overwhelmed
14:19and overworked
14:20because I feel that a lot
14:21and you want to be able
14:22to keep going.
14:23So hopefully that helps
14:24a little.
14:25Absolutely.
14:26I think finding hobbies
14:28outside of business
14:29is like the key for me.
14:31I've started running
14:32and I know people
14:33think it's crazy
14:34but I'm obsessed with it
14:35and it makes me
14:36just feel so stress relieved.
14:38Even if I'm having
14:39some, you know,
14:40big shift with business,
14:42I can go on a run
14:43and it just clears
14:44my mind so well.
14:44So I would say
14:45find some sort of hobby
14:46that you're not monetizing,
14:47it's not a side hustle,
14:49it's just something
14:49that you do for fun
14:50for yourself
14:51that you can just have time
14:52to just loose off
14:54and breathe
14:54and not think about business.
14:57You need a moment.
15:00Hi.
15:01You all are definitely
15:02inspiring
15:03and I wanted you
15:05to know that.
15:06I'm an entrepreneur
15:07over and over
15:09four years in.
15:11One of the things
15:12that I think is critical
15:13is our back office operations
15:15and so I'm getting into now,
15:18I was a service firm
15:20so now I'm going into product
15:21and so my question is
15:24what system are you using
15:27to manage your inventory?
15:33Great question.
15:34That's a good question.
15:35So I work with a distributor
15:36and I work with them
15:38basically in every single month
15:39we look at all of the inventory
15:41that we have everywhere, right?
15:42Our retailers
15:43and their warehouse
15:44that I have in my place,
15:45that I have in my third party shipper
15:47and then we forecast
15:49throughout basically the year.
15:51So we look every month,
15:52what are we doing ourselves?
15:54How much are we thinking
15:55we're going to do next month?
15:56You know,
15:56if there's specific sales going on,
15:58like for instance,
15:59Prime Day is coming up.
16:00So we're thinking,
16:00okay, we'll probably do more
16:01in sales for Prime Day.
16:03Okay, for Q4,
16:04what are we going to be doing?
16:05Let's look at last year.
16:06So we kind of look at the forecasting
16:07and try to get data around that
16:09so that we can have
16:10the proper inventory numbers
16:12and then we just have spreadsheets
16:13essentially that we can all
16:14keep track of
16:15and look through.
16:17Yes.
16:19Spreadsheets.
16:19Okay.
16:20All right.
16:20Spreadsheets on spreadsheets.
16:23Let's talk, Brooke.
16:24Do you have another?
16:25Yeah, definitely.
16:25I'm right there with her
16:26because just starting it out,
16:28I didn't know where to start.
16:29I was kind of figuring out
16:30like what do I need?
16:31What tools?
16:32So I started off with QuickBooks.
16:33It was super helpful.
16:35I think with my platform
16:36with Shopify,
16:36they do a really good job
16:37as helping you like
16:38manage your inventory
16:39and things like that.
16:40So like just use
16:41the resources you have.
16:42They'll give you the information
16:43if you look for it
16:44and just go out seeking
16:45like look at YouTube videos,
16:47find best practices
16:48from other businesses
16:48that are doing like it well,
16:50like we're doing
16:51what you want to do
16:52and take from that
16:52what you can
16:53that applies to your business.
16:54I think that's really helped
16:56and using like Excel,
16:57I hate it,
16:57but I did have to learn it.
16:59So take you in a free
17:00online LinkedIn learning class,
17:02just get the essential skill
17:04and then it will really help you
17:05as far as like
17:06the organizational aspect
17:07of the inventory management.
17:09I appreciate both of your answers.
17:11I really appreciate Brooke
17:12that you made mention to
17:14I drew a blank,
17:17but in addition to Excel,
17:18it sounds like one of the platforms
17:19you use Shopify.
17:21It has an inventory management system.
17:24There is relatively robust
17:25inventory management software
17:26that are also considered
17:28client relationship management databases
17:30that I encourage that you use.
17:32The cost is minimal
17:33and it will help operationalize
17:35and track in addition
17:37to business partners
17:38and it will audit
17:42the records of your business partners.
17:46Earlier, Brittany,
17:47when you were talking about
17:48making sure that you stayed engaged
17:50with business partners
17:51and had full eyes
17:53on their facility
17:53and their warehouses,
17:55being able to audit
17:56their performance management,
17:58turnaround time,
17:59and everything that they're doing
18:01is just as critical.
18:02I know we have another question here
18:05and then one more over here.
18:07Hello, how are you?
18:10My question is dealing
18:11with inventory and taxes.
18:17When you're doing your taxes,
18:19when you count the inventory,
18:20you have an on hand and strap
18:22or when you have audit for,
18:25how do you do that
18:26at the end of the year?
18:32I'm going to go ahead
18:36and repeat that question.
18:37Please hold me accountable
18:38if I'm saying it wrong.
18:40Her question was related
18:41to inventory management
18:43and consolidating that information
18:44for tax purposes
18:46at the end of the year,
18:47which can be incredibly complicated
18:49at times.
18:51It's very complicated.
18:52Thankfully, I don't handle it as much.
18:54My grandfather's an accountant
18:55and helps me with that.
18:56So that is nice.
18:57But yes, we do have to send him
18:58our inventory basically that we have.
19:01We keep track of it every month
19:02and then at the end of the year,
19:03we send it to him
19:04because we have to know
19:04how much cash we have.
19:05So our inventory is basically
19:07like a cash asset to our company.
19:09So that is reported on our taxes
19:11and then that, you know,
19:13I don't know all the tax codes.
19:14But yes, we do have to report it
19:16and it is a part of our taxes
19:17every single year.
19:20Yes, I operate.
19:26I'm the director
19:27of a small business development center.
19:29And one of the things
19:30that we have a problem
19:31with our clients
19:32is getting them to hire people
19:33to help them.
19:34So how do you scale up
19:36to hire people
19:37and making sure
19:38that you're hiring people
19:39who can help you in your business
19:40and not holding your business hostage,
19:43so to speak?
19:45Yeah, so we haven't hired
19:47anyone full time.
19:48We basically have worked
19:48with contractors
19:49who have helped support us
19:51kind of different projects,
19:52essentially.
19:53But primarily,
19:55it's just the things
19:55that I'm not good at
19:56or things that I don't want to do
19:57is what I try to focus on.
20:00So it's just being honest
20:01about what your strengths
20:02and weaknesses are
20:03and then saying,
20:04how much can I afford
20:06and having a budget
20:07that is like really strict
20:08and looking for talent
20:09that is either willing
20:10to help you.
20:11I would say,
20:11look at your network,
20:12look at your friends
20:13because your friends
20:14have things that they can do
20:15and make sure that,
20:16you know,
20:17if you can't pay them now,
20:18maybe you can pay them later.
20:19Maybe they can grow with you.
20:21They'll support you
20:21until you have a budget
20:23that you can then bring in
20:24like outside talent.
20:26But my friends
20:27have helped me a lot.
20:27They've been my models
20:28for my website.
20:29They have gone to events
20:31like this
20:31and basically help.
20:32My husband's here
20:33helping right now,
20:34you know,
20:34like he's doing my content for me.
20:36I'm not paying him any money.
20:37So yeah,
20:38I would say start where you can
20:40and then you can grow
20:41and scale
20:41as you make more revenue.
20:43You know,
20:43we can hire people
20:44that are contractors
20:45and then you can offer them
20:46part-time
20:47and then you can offer them
20:48full-time as you grow.
20:50Now we are officially
20:51out of time,
20:52but I would really love
20:54to hear your insights
20:55related to that question.
20:57Yeah,
20:57I think just to kind of
20:58wrap it up
20:59and just like a plus one
21:00to what she said,
21:01it's really about
21:01finding a contractor.
21:03I've used like Fiverr,
21:04for example,
21:05and finding contractors
21:06that fit what you're looking for
21:07and you actually like
21:08what they're doing
21:09because sometimes
21:09they're also looking
21:10for an opportunity.
21:11So you may not need
21:12to go with the highest
21:13price person on there.
21:14Just really look at
21:15the quality of their work
21:16and then grow with them
21:18because that could be
21:18a really great relationship
21:19to foster.
21:20So that's what I would
21:20add to that.
21:21Excellent.
21:22Thank you both ladies.
21:23The final sprinkle
21:25that I would put on that
21:27would just be
21:27understanding the objective
21:29and the desired outcome
21:30of your business,
21:32prioritizing which areas
21:33of assistance
21:34are most critical
21:35for you to function
21:36at a high enough level
21:37to draw in that revenue.
21:39For production
21:41and retail-based businesses,
21:43it might be inventory management,
21:46it might be financial tracking,
21:49bookkeeping, accounting,
21:50but I really appreciate
21:52what you both said
21:53about leveraging
21:53the resources around you,
21:56you know,
21:56diving deep
21:57and expanding
21:57your own knowledge.
21:58In the beginning,
22:00CEOs really wear
22:01every single hat
22:03and to be clear,
22:05you ladies are both CEOs,
22:07CFOs,
22:08COOs,
22:10CIOs,
22:11and I could keep going
22:12but I'm already tired.
22:13So,
22:14if you could please
22:15get up on your feet
22:16and give these incredible leaders
22:18a round of applause
22:19because their feedback
22:21is worth money.
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