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@clutterreductionjunkremoval5 ай бұрын
This episode felt much more realistic vs your standard "success story". He's in a great spot but not thriving like most people assume business owners are. I really enjoyed this one!
@Brodragon22254 ай бұрын
his main costs are workers and rent and electricity if we can make it cheap we are winners
@tagndash01Ай бұрын
Man, seriously! I owned and operated a dispensary in Oklahoma and everyone assumed I was just raking it in. I was barely scrapping by!
@clutterreductionjunkremovalАй бұрын
@@tagndash01 especially hard to understand if the business is doing well but doesn’t mean the owners are. Really have to scale to be making $$$. Once overhead goes up, owner pay goes down
@KevinBroce5 ай бұрын
I toured with Jake back in both our audio engineer days. This was living on a tour bus, working and an outside music festival 14+ hour days, something like 50 shows over 57 days, rain, shine, lighting, tornados, dust storms, in the middle of the summer. You can't fault his work ethic, passion or sense of humor. His business partner is cut from the same cloth. Just a couple solid dudes.
@startingtech39005 ай бұрын
Beast no wonder they needed 4 coffees per day how did they sleep?
@tagndash01Ай бұрын
That's awesome man! That definitely sounds like long hard work but there had to be some fun involved in that! Lol
@whymindsetmatters5 ай бұрын
There's no such thing as failure when you've accomplished the thing you set out to do. Even if it shuts down tomorrow you can look back and say I did that, and then do it again!
@UpFlip5 ай бұрын
Absolutely! We definitely need more of that positive mindset spreading around! 🙏
@beingemma5 ай бұрын
Ive been in the food space for 7 years. Yes, restaurants, coffee shops, etc have a low profit margins. This is why you will see franchise models pop up to expand the brand, but make some money without as much headache since the daily operations fall onto someone else.
@yogayoggie22093 ай бұрын
You know what, Jake by far is the most truthful guy who indeed sincerely wanna share. He will reach the success he wants one day. What a great chap.
@rccpromotions5 ай бұрын
Thank you so much for providing high quality interviews that look into detailed specifics and the mistakes that we can learn from. These are incredibly valuable 🤘
@AB-fq4mr5 ай бұрын
Makes me really grateful to work on my own. You have to deal with 68 workers and only take home 150k each after everything. Sometimes its just better to work by yourself from home. Less stress, same salary. Oh and I can live in the middle of nowhere and buy a cheap mansion, I dont have to be in the middle of an expensive city.
@jayrobelo98775 ай бұрын
To each their own, some find happiness in dealing with others and providing a livelihood for others. I believe it has to do with something more than just money/providing for a family at that point
@honor9lite13375 ай бұрын
For me, it's simply because I don't work for someone else. @@jayrobelo9877
@Freewithtwoe5 ай бұрын
What do you do
@startingtech39005 ай бұрын
Thats starting dude, he has so much upside
@jtcash445 ай бұрын
Having to not deal with people (staff) sounds like a dream. Dying to get out of my business. So over it.
@riffpad5 ай бұрын
Great advice. We are 6 months into a commercial venture from starting at home many years ago. It's tough, the first few months were hard but it's getting easier. I agree with the baseline of stress being a little higher, you learn how to take and avoid big hits as time goes on! Thank you
@UpFlip5 ай бұрын
You've made a great point! Tough beginnings often lay the groundwork for strong foundations.
@riffpad5 ай бұрын
@@UpFlip Thank you!
@CHEFPKR5 ай бұрын
I had anchorhead 5 times in 3 days over the weekend. Delicious coffee.
@UpFlip5 ай бұрын
Lucky guy! ☕
@startingtech39005 ай бұрын
LETS GOO BROOO
@harambeexpress5 ай бұрын
The other thing about bringing baking in house or at least not outsourcing to a big supplier is that as a consumer it makes me take the cafe more seriously (as they clearly care about quality). It also helps justify the relatively high cost of these items.
@downey416Toronto5 ай бұрын
he's a really cool guy.... 5% profit margin is wild especially with the cost of living so high now days
@UpFlip5 ай бұрын
Absolutely! That's why they're branching out into different ventures, so it would be lighter one day.
@surge3375 ай бұрын
As a coffee shop owner as well, this guy is the truth! 👏
@fvr123455 ай бұрын
Is it really a 5% profit margin?
@mg-united218911 күн бұрын
@@fvr12345Lies
@iamanovercomer32535 ай бұрын
As someone who is starting a coffee business, 95% of people have no clue on the coffee they drink ❗️ You get what you pay for......coffee on store shelves is pure garbage. ( farmers are NOT getting paid fairly and coffee is NOT quality coffee) ......specialty coffee is true coffee ❗️
@akemegbebu78075 ай бұрын
Where can I learn about coffee? I'm interested in importing and roasting and selling...
@UpFlip5 ай бұрын
Quality comes with a price, especially when you're paying for top-notch equipment like they use in coffee shops.
@MatthewHall-p5uАй бұрын
As a coffee grower in Costa Rica, I agree with you 100%, 95% of people that drink coffee don't know what good coffee taste like
@deanwhite698013 күн бұрын
Really grounded guy, honest and sincere .A very inteligent Man, I wish you continued success, love from the UK❤
@pj99023 ай бұрын
Attention, his salary disclosure is only for irs audit purposes. I promise u he gets more than that via profit distributions which is legally taxed at a much lower rate due to it not being “actual and recurring rate” salary. Business comes with stress but also perks for that stress. Also he can offset his income with many legal tax write offs . All that while providing employment and hence additional tax revenue for the state. Or u can just worry about urself and no one else and work a single job from home as a techie and make 100k. One benefits only one person while the other serves an entire community with services and jobs. This is why the tax code was written to benefit and encourage small business development. Because at the end of the day businesses do “more”.
@ChalkboardMom5 ай бұрын
I REALLY loved this one! So relatable, realistic, open, and packed with hope in this unstable economy. Thank you!
@UpFlip5 ай бұрын
Thanks for watching and supporting our channel! ☺️
@EcomCarl4 ай бұрын
Jake's story at Anchorhead is a fantastic example of how agility and strategic cost management can fuel rapid business growth. It's a reminder that sometimes, the simplest cost-saving measures, like switching to a cheaper milk, can significantly boost the bottom line without compromising quality. ☕
@UpFlip4 ай бұрын
A friendly reminder not to overlook the little details!
@halams377217 күн бұрын
he has 5% net margin, what cost management are you talking about?
@sutats5 ай бұрын
Great spisode. So much insight. Just do it and keep trying.
@makaelyrois69395 күн бұрын
Such a great interview, video is so helpful with smart questions and concise intelligent, explanitory answers. Kudos Jake for your accomplishments!! thanks for sharing!
@GregStenson5 ай бұрын
I love Anchorhead. Every time I visit Seattle I always book a hotel near their downtown location purposely so I can stop by for a daily cup or two
@balance32015 ай бұрын
Most people would have given up on the work involved. Kudos to these guys.
@UpFlip5 ай бұрын
That's why starting a business that aligns with your passion is crucial. It helps ensure that challenges like these won't deter you from moving forward. 🔥
@aadams58644 ай бұрын
That was gold. Thank you for covering their story!
@UpFlip4 ай бұрын
Glad you enjoyed it!
@watsonlow224 ай бұрын
I really enjoyed this one,He's humble and very real about everything
@thuvarakan25 ай бұрын
congrats on the 1 million subs, been here from the start :)
@UpFlip5 ай бұрын
Thank you! We truly appreciate your support! 🙏
@plokkum5 ай бұрын
With a 5% margin, this really has to be your biggest -hobby- passion. Good for him, though! Thanks for the grounded insights.
@UpFlip5 ай бұрын
When starting out, it's crucial not to be solely driven by money. Passion should always come first!
@fvr123455 ай бұрын
@@UpFlipHow many plumbers, janitors, window washers, etc…. had passion?
@favoriteemail29 күн бұрын
Yeah, but I don't think he said how much he's paying himself, how much debt they are paying off and how much is being invested back in the business. Profit margin would be calculated after all of that.
@ChonchoMiyantDaGr85 ай бұрын
Definitely Taking The Gems In This Vid💯🔥
@aryaa.64873 ай бұрын
that is the beauty of America. You can scale so fast
@CanalOtro4 ай бұрын
Awesome story, very cool brand. Was shocked by those margins though.
@JoshHitti15 күн бұрын
Anchorhead rocks! Really loved this episode
@UpFlip14 күн бұрын
Thank you! ✨
@sortamaybe4 ай бұрын
2 minutes in and I know the secret, BE THE FIRST IN YOUR MARKET and dominate, stay consistent and soak up all the luck you can!
@UpFlip4 ай бұрын
Don't forget to stick around till the end-there are more golden nuggets waiting for you! 😉
@tiahknoxstoriestoldphenome853616 күн бұрын
Thank you. This helped me a lot, I got some good re-affirmed words which I am implementing. JUST DO IT, if it works great, if not do it again or do something else… I am opening my coffee shop November 2024 and this is September 😂😂😂😂My anxiety has had me hospitalized so now I have accepted that, it’s ok. IF IT WORKS, good! If not then we try again!!!! I cannot ki myself 😂😂😂
@blackhistoryonsteroids81965 ай бұрын
Love how he accepted his failures.
@UpFlip5 ай бұрын
Taking that first step is always the most important! 🙏
@jackglassmusic1514Ай бұрын
A coffee shop that has its own bakery is always going to go down well!
@UpFlipАй бұрын
A coffee shop with its own bakery is a winning combination. Freshly baked treats paired with great coffee make for a perfect experience. ☕
@BizBob25 ай бұрын
We love the start up videos. Ones like this are so inspiring.
@UpFlip5 ай бұрын
Glad to hear! Hope he inspired you to kickstart your own business venture! 🔥
@Avatar711Wizard4 ай бұрын
'Cause everyone should get into hospo and coffee roasting right now. Rents are cheap, cost of goods are cheap. Margins are great. Plenty of skilled staff around that don't cost that much. Not many bakery's around either. Everyone should go for it.
@wendyshoowaiching416117 күн бұрын
A good coffee. 1. Condensed Milk. 2. Carnation Milk. My Cup just simple. 1. Sugar (2 Tsp) 2. Full cream milk powder (Nestle Everyday) 2 Tbsp. 3. Creamer (2 Tbsp). Coffee must come with a good cake. I love what secret recepi (Malaysia) cake. Their cakes lines best. Their carrot cake with cheese toppings. I love fruit cake, portugese egg tarts, calzone pizza, toast butter with 2 half boiled eggs on top (Malaysians style), curry puffs....a tradition spegethi with signature made tomato sauce
@UpFlip17 күн бұрын
Thanks for sharing this recipe! 🙌
@jedimasterham22 ай бұрын
My wife and I were the first to can cold brew in the state. Bottles are good too.
@SelinnaguzАй бұрын
What's the name ??
@BlackWidowRazors4 ай бұрын
JUST GET UP AND DO IT - THATS THE TRUTH
@dannywelbeck88005 ай бұрын
This whole ep is so awesome and wholesome, love it. Imma start my own coffee shop in 2025
@UpFlip5 ай бұрын
That's fantastic news! We wish you nothing but the best! 💪
@dannywelbeck88005 ай бұрын
@@UpFlip many thanks! And thank you too for what you do ❤️
@topcoffeebar4 ай бұрын
Fantastic story!
@Mathewmartialart5 ай бұрын
or just buy the cups unprinted, buy a printing machine, and save a lot of money
@UpFlip5 ай бұрын
That's certainly one approach!
@shift_crew5 ай бұрын
Congrats on 1mil 🔥
@dxk24664 ай бұрын
Is it milk..and he didn't answered..theirs something to hide or why someone can't tell if it's milk or not?
@craig_drummondАй бұрын
Curious, is the 5% profit margin before or after paying himself? Is that before or after paying his investor 40% Was that number only from the three shops or does that include the wholesale roastery as well?
@adamneusbaum3749Ай бұрын
I Loved that Starbucks slam.!!
@RedCymbals5 ай бұрын
Love this episode - so cool! Have you done one on a musical instrument manufacturer?
@UpFlip5 ай бұрын
Not yet, but that sounds like an amazing idea! Any recommendations?
@RedCymbals5 ай бұрын
Vertical Drum Co in Eugene Oregon are a drum maker that we work with and admire for their incredible drums as well as growth and tenacity. Josh started making drums during COVID when his professional photography work stopped. We are also a cymbal brand based in Melbourne Australia. We make cymbals in Istanbul Turkey and sell them worldwide. Our mission is to use cymbals to promote positive mental health by running drumming events and encourage people to play the drums together to gain confidence and overcome mental health concerns such as anxiety and depression. We be in Oregon in May doing a drummer’s hangout with Vertical Drum Co.
@600DoubleRR5 ай бұрын
So let me get this straight, your profit margins are 5% on 5.6 million a year roughly, so you're netting around 280k, split between you and your partner that's 140k each, which isn't bad but holy shit this seems like a ton of risk and work and hassle. Hope it works for this guy but not sure this is a business I would want to get into unless you're able to scale it into the 100s of millions in gross rev. Really seems like a headache. Again not knocking this guy at all, it's cool regardless, Im sure if he scales it it'll make it all worth it.
@UpFlip5 ай бұрын
They're very conscious of their margins, which is why they're scaling up. It's clear they're not just in it for the money; they genuinely love what they do. 😉
@600DoubleRR5 ай бұрын
@@UpFlip Yeah no thats cool. Again not knocking them at all. This is a really interesting one regardless.
@whatwhat90045 ай бұрын
If 40% of that $5.6 million is going to their investors then their take home pay is probably a bit lower than that.
@600DoubleRR5 ай бұрын
@@whatwhat9004 Yea thats a good point. Business ain't easy.
@Abel-z9eАй бұрын
Could be 5% after paying themselves as employees
@LarryGipson965 ай бұрын
5%. Man that’s rough. I haven’t been to one of their shops. Spent 13 years in seattle. Love it. Hard to believe what it’s become with the homelessness.
@SoulQs11113 ай бұрын
Very cool episode This guy is a rock star, literally 🏆
@UpFlip3 ай бұрын
Appreciate the support! ☺️
@KiyaArrigo2 ай бұрын
You got to remember that he lives in the coffee capitol, it is very saturated in Seattle. Coffee is abundant and hard to be unique his 5% makes sense for how saturated
@UpFlip2 ай бұрын
You've got great point!
@Eric-qh7isАй бұрын
This motivates me. Thanks
@UpFlipАй бұрын
Glad to hear it! 💪 Thanks for letting us know-it’s awesome to inspire you!
@g0ttesh4nd5 ай бұрын
Pure gold!
@UpFlip5 ай бұрын
Hope he inspired you to kickstart your own business venture!
@grischawillrich5905 ай бұрын
What brewing machine is it for the V60 at minute 3:24?
@wendyshoowaiching41615 ай бұрын
Best Milk For Coffee is Nestle Everyday (Full Cream Milk Powder). Any hot beverages adding desire amount according to individual's preferences
@RogueCylon4 ай бұрын
It’s why I would never ever buy coffee from a shop that doesn’t use proper fresh milk. I’ve made my own with organic milk and sometimes a half and half mix. Never ever powder.
@DJ_BROBOT29 күн бұрын
I know the pandemic hit them hard because they closed a shop near me in the burbs during it....I miss that location
@PauloMzima5 ай бұрын
Great one, thanks for this..
@Wideolink4 ай бұрын
$50,000 profit approximate per location. not too shabby.
@SirLuLzDalot5 ай бұрын
Great interview, thank you for sharing
@chronicmango5 ай бұрын
JAKE! Love Anchorhead.
@UpFlip5 ай бұрын
Glad to see an OG!
@SergeiSudakov5 ай бұрын
5% only? How come. profit margin on a cup of coffee is generally estimated to be around 60% to 70%.
@UpFlip5 ай бұрын
We'd love to learn about the regions where a cup of coffee generates 60-70% profit margin!
@josephs40442 ай бұрын
It's actually 90% profit on every cup of coffee you sell, if you just consider material cost. And then comes the overheads, salary, rent, which easy up all your profit.
@des76383 ай бұрын
great! THANK YOU
@thestig5605 ай бұрын
Fine, I'll subscribe
@UpFlip5 ай бұрын
Thank you, it means a lot 🙏
@DejaBond5 ай бұрын
I love your videos so much
@UpFlip5 ай бұрын
Thank you! That's music to our ears! 🎶
@DejaBond5 ай бұрын
Soon I'll be on this show!@@UpFlip
@halams377217 күн бұрын
Without looking at financials, I can tell you COGS are way too high for this business. Yes you can reduce costs by bringing things in house (bakery) but you need to have enough scale to start compounding returns above fixed costs (kitchen equipment) - I doubt you are generating enough bakery revenue to make any profit on this portion. Next think is going to be amortization - this is a massive coffee shop and $350K reno is HUGE. Im going to assume EBITDA is ~$600K, so ~$1.5M value of the business. At 5% net margin, if he matched the 16 listings in Canada I see showing SDE margins of 26% (geo median), he could 4-5x the value. Prob at $0 or less FCF so need to do this anyways before expanding any more (look at the risk of no one showing up to a given shop). Given equity was sold earlier on as well, prob very little value for the founder unless this is done.
@MrWnw13 күн бұрын
Bro could you put this in simple language? 😅 You seem like a knowledgeable person and I'm interested to know, I just don't understand these terms
@halams37729 күн бұрын
@@MrWnw focus on the top expenses (divide each expense by revenue to see which one eats it the most) and set your target margins based on other coffee shops you can find information on (Starbucks, public business listings, etc.). This is a good start. Do you have a coffee shop / business?
@MrWnw8 күн бұрын
@@halams3772 I see, thanks a lot for your explanation and asking! I want to open na chocolate shop, but the hight of starting expenses and rent keep me scared. And forcing me to make it more like a coffee shop with momre regular flow of customers. You for sure run 2 or more shops
@halams37722 күн бұрын
@@MrWnw you don’t need a store to start selling, you could start online or sell out of your house to avoid any rent; if you lower your upfront costs then you lower your risk
@domainsshop4 ай бұрын
22.27 WOW
@-pagebooklipraly83524 ай бұрын
thank you for this perfect chanel
@FasiuddinSajjad-c8x5 ай бұрын
Idk which one is best video quality or shop design😅
@UpFlip5 ай бұрын
Their shop design is absolutely dope!
@FasiuddinSajjad-c8x5 ай бұрын
@@UpFlip absolutely
@TalesOfTrillions4 ай бұрын
Who knew milk could be the unsung hero of a multi-million dollar business? 😄
@yonasmisghina82615 ай бұрын
Is 6M gross or net ?
@JetsentJ4 ай бұрын
Interviewer always has backhanded comments “it’s not that big” Last video : “you aren’t a millionaire yet”
@ErnDogg2095 ай бұрын
Sounds like i need to get a building and charge a business rent.
@UpFlip5 ай бұрын
That's just one of many strategies out there! 😉
@UpFlip5 ай бұрын
That's just one of many strategies out there! 😉
@blackopsrocks4 күн бұрын
You got screwed hard on your build out cost but did good on your equipment costs.
@studiolut5 ай бұрын
His advide was the best. Just do and if it fails is not gonna be the end of the world
@UpFlip5 ай бұрын
When fear of failure doesn't hold you back, you're ready to conquer the world!
@DoctorOfProduct5 ай бұрын
Great video. Can I ask why your profit margins are so low despite doing so much in-house? Common industry benchmark suggests coffee shops aim for a profit margin of 15% to 25% on their sales, and 4%-6.8% on the lower end. I'd like to see you beat the industry average 🙂Do you have a very high CAC or cost of goods? I'd like to know what you've tried to increase your margins. End-of-day pricing on baked goods, "coffee flight" tastings, 6 and 12-pack pastries, etc.?
@UpFlip5 ай бұрын
That's an interesting question. We're curious too-could you share which countries are included in the data? Here in the US, industry margins typically hover around 10%, so reaching 12% is considered higher than usual.
@RJG86X4 ай бұрын
Summary, pioneered the retail sale of cold brew coffee.
@NarutoUzumaki-fy6fo5 ай бұрын
KZbin show me more channels like this
@Melinda_Ross4 ай бұрын
Nice video
@UpFlip4 ай бұрын
Thanks for watching and supporting our channel! ☺️
@javamochafrap4 ай бұрын
whats their NET?
@UpFlip4 ай бұрын
Be sure to watch the whole video so you don't miss any info! 😉
@alex98b6275 ай бұрын
$360,000 to build a cafe is sooo cheap!!
@PizzaMike5 ай бұрын
Wish I could grow my hair out like that.
@UpFlip5 ай бұрын
Isn't it just gorgeous?
@craigfuqua45194 ай бұрын
5% profit margin on coffee? Hmmm…
@niikolfulАй бұрын
Please set up shop in Houston. Don't sleep on Houston.
@brasilsoccer05 ай бұрын
5% profit margin that’s it wow that’s a whole Lotta work and liability and labor and headache for just 5%😮😮😮
@ibrarali39745 ай бұрын
Is it milk? I'm not gonna tell you😂😂
@xrayded50374 ай бұрын
That’s crazy small margins.. I did 2 mill last year I net more than him and have way less going on… life is short man make as much as you want and pick your customers…
@dorethawright81463 ай бұрын
you have a cafe? Did you net 2 mil?
@josephs40442 ай бұрын
And you have the time to watch this and post comments here!
@SheraliErmatov-dj9yj4 ай бұрын
Ok
@alexforget5 ай бұрын
5% meaning you would need 2 000 000$ to get a 100K return per year? You churn a lot stuff, money, salaries and hassle for that!
@iamanovercomer32535 ай бұрын
If you love what you do, it's not work.....life has its challenges no matter what.....so if you got to work to live, it's better to have your own business than working a job ( Just Over Broke) ❗️
@gnome20245 ай бұрын
Seriously. I make far more than that with passive high yield dividends and a simple sector rotation strategy that does 5% profit a month. Hell no way Im working my ass off to deal with dozens of low IQ employees and government bureaucracy.
@fvr123455 ай бұрын
@@iamanovercomer3253For $100k you’re better off with a 9 to 5. You have benefits, a regular schedule, and aren’t responsible to all of your employees
@Cali4rniadreaming2 күн бұрын
noway is only 5% across the board some stuff he makes a lot more @@fvr12345
@Zommi2 ай бұрын
I kinda need to know if the owner knows Peter McKinnon lol
@UpFlip2 ай бұрын
You can reach out to him through his website! Link's in the description ☺️
@caphillres3 ай бұрын
Hint: Wilcox milk
@RogueCylon4 ай бұрын
“Is it milk?” Owner - “I’m not going to tell you” then laughs Me - not a chance I will try your coffee drinks
@millersharp54433 ай бұрын
Leveraging a half-mil $$$ just seems far too risky. I'd like to do like Dave Ramsey says and let my business grow at the speed of cash.
@UpFlip3 ай бұрын
We totally get where you're coming from! 🔥
@EmilyGloeggler79845 ай бұрын
He basically said he won’t tell what’s in his products - that’s shady.
@LogoBallers5 ай бұрын
Because he wants to protect his uniqueness factor?
@javiercoronel11694 ай бұрын
You're like 20 yrs old ? Lol
@RogueCylon4 ай бұрын
Totally agree. Customer have a right to know how something is made.
@surebrecdnuoh27743 ай бұрын
1:24 🤔
@LaurieArnold-b6d13 күн бұрын
Rodriguez Cynthia Walker Donna Johnson Edward
@nanngg7863 ай бұрын
5 percent too low
@Ryan-kr4bq2 ай бұрын
REALLY curious what sh*t he’s using instead of milk. Not cool for the consumers health. But hey MILLYUN DOLLA YO! 🤑🤑🤑 And “even if somebody smelled it they don’t know where it was coming from”. Sounds like really successful honest business all round!
@BBoyBFit2 ай бұрын
If his most popular drink is Honey bunches of oats, its probably oat milk, or something along those lines.
@eci19075 ай бұрын
its a good business model but i wonder why our how you guys convince your investors with such low profit margins ??
@UpFlip5 ай бұрын
That's the power of a solid business plan! 😉
@PaulShively5 ай бұрын
5% on five million... I guess if you're paying yourself a couple of hundred thousand a year, before you count profit, that's worth doing. Otherwise variations could mean losing money and going out of business. If 5% is real, that needs fixed. Super cool business though
@UpFlip5 ай бұрын
In this industry, loving what you do comes before anything else. Without that passion, it's hard to truly justify its worth, especially when it comes to the money aspect.
@PaulShively5 ай бұрын
@@UpFlip I agree, but that's a frightening margin. Personally, I don't think I could love being there. They definitely should lean into whatever is most profitable.
@UpFlip5 ай бұрын
Join us for the long-awaited launch of UpFlip Academy, happening this month. Reserve your spot now: www.upflip.com/academy
@SolowSports5 ай бұрын
We should do a video together :)) We are quite one of a kind and would be different that the businesses you show currently 😀