Sept. 22, 2025

Bundling and Packaging

One of the components of a compelling offer that increases average dollars per sale

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Hi, you have done to the censure.

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Wow for you your.

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Yo. It's a pipe man, It's movacal Monday and our

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positively pipe Man segment and we have again our resume

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expert on business that is going to share some powerful

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business strategies with us. So let's welcome to the show,

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Michael Barbarita. How are you?

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Thank thank you Dan. Great to be here. So today's

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segment is not something that business owners missed out on

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again as as it's most of the strategies that we

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talked about, and that is packaging and bundling services together. Now,

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one of the five components that make an offer compelling

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is packaging and bundling because there's a perception of value

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when you package things together. When I was in the

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ski business, eat retail business, everybody packaged skis bindings and

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boots and I'm sorry, skis bindings and poles. Sometimes skis bindings,

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boots and poles, but mostly sk skis bindings and poles.

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What we've done, what we did in addition to that

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because and the reason why the industry always did that

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is because there's a perception of value when you put

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things together. So what we did is we extended that

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out to many different areas of the business. We had

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packages with skis, boots I'm sorry, skis, bindings, poles, and

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access to certain accessories like goggles, so that everything would

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be together. We did it with multiple scenarios. And one

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of the most successful things we did that nobody did

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even after we it was successful, which I can't believe,

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is we took the most popular ski graphics from the

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best selling skis and we went to the clothing department

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and we matched up those graphics with a sweater, a parker,

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a pant and hat, four component clothing package and they

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flew out the door because once again the perception of value.

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And yes, if you added up the components, okay, it

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would be more expensive individually if you bought it Ola Cot,

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but only by a fraction.

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It wasn't like, oh my god.

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And what we ended up doing is because the customers

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stood away from the Ola coat because they wanted to

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buy the package as we increased the average dollar per

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sale of the customer.

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And it worked famously.

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And so business owners need to understand what they can

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package and bundle together so that they could give a

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better perception of value and make their offer more compelling

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and so uh, it was. It was a great way

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to show the customer more value, and it was a

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creative way of packaging more products.

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Uh, And we did it.

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We did it in accessories too, with sunglasses goggle combinations,

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and so it was it was it was and and

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goggle glove combinations. Those those things were incredibly valuable and

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they flew out the door. And despite the success of it,

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nobody copied it. And that's what's so amazing to me, right,

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and we can have that success that that nobody copied

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it because you know, when you're in the retail business,

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you know exactly where your competitors are doing your shop

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their stores, right, and you know exactly what the competitors

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are doing, and you know, you see what the customer

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traffic is like, you see what customers are attracted to.

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And despite all that, competitors never packaged clothing ever.

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Ever. Wow, it was unbelievable.

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Well, what's amazing you're talking about retail because before I

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was in this business, before I was in the financial business,

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I was in retail for ten years since I was young,

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in the pool and spa business and patio furniture as well,

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And so I remember I worked at Displace Heroes. I

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had been around for sixty years, and they gave you

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this book to sell with. The book was for pricing,

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and people would come to buy a pool as an example,

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and you tell them how much the pool was, how

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much the filter was, how much this was, how much

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it was like ten different items. And see, this is

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why I talk about packaging all the time, because people

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love to get a deal, and they perceive a package

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is a deal, and they need all this stuff anyway,

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even you know you reference in one of the other

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episodes about McDonald's. Not many people know this, but when

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you buy a value meal at McDonald's, which is package,

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it's anymore than if you bought it all separately.

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I know. I don't usually recommend.

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That, right, you know, but like, but people will buy it.

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And even the people I know that, I tell them, listen,

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just buy it separately. You're paying the same price.

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Nah.

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Because they also want it to be easy. They don't

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want to be overcomplicated. And so what would happen is

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I was always, out of nine stores, the number one

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pool salesperson have the whole chain, because I was the

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only one that did something that nobody else was doing. Again,

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blew my mind that even my competitors on the sales

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floor weren't doing it. But I just decided, you know what,

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I'm not gonna do this nickel and diming stuff because

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I don't like when it's happened to me. And that's

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what it is. When you say, well, if you want this,

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and if you want this, it's just nickel and diamond,

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it turns people off. It's more for them to think about,

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it's more for them to say no to so many

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myriad of reasons why it's not a good idea. And

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I just used to say to them, Okay, if you

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want to pool with everything, it's this. And what I

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did was I created my own packages that also included

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the highest commission the best of everything, you know, and

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that goes back to one of your previous episodes. It

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allowed me to downsell, you know. So whatever package I

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gave them was too much for them or they didn't

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need certain things, I could say, well we could do

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this type of thing, but it was still a package.

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And people don't really necessarily always want to know all

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the details of what they're getting. So I had packages

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with Dee filters. But then I could down sell them

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to a sand filter, you know, which would be less money,

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and they don't really know the difference and all that stuff,

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and they don't really want to know most of them,

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you know. And then they just want to know they're

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getting a good deal. They want to know they're getting

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everything that they need in the package, and they'll buy

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the whole package and in turn end up spending more

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because what also happens, as you know, is they'll start

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asking what they could do without, and they'll start taking

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things off. If you nicke on diamond, well do I

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really need to filter? You know, you know, and they

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will literally ask a question like that, which is silly,

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but that's what people do when you nicke on diamond

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like that, and they can't figure the math out in

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their head, you know, so they'd rather just know, here's

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what I'm spending, here's what I'm getting. And because of that,

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like they like Labor Day, which is one of the

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biggest sale days in the year, okay, or or or

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Black Friday, people were lined out out the door and

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other salespeople would be sitting there with people for like

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an hour because they had to explain what all the

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different things is and while they were with those people

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for an hour. It took me five minutes to sell

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the pool because instead of saying, well, if you want

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this filter and you want this and you want I'd say,

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here it is, here's the pool comes with everything. You

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don't need anything else, and basically write it up. And

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I would. Where other salespeople would sell two three pools

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a day because they didn't even have time to talk

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to other customers, I would sell seventeen. Oh wow, so there,

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because I would just line people up packages you said, literally,

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line people up. Oh okay, whoever wants a pool, come

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over here, you know, and pitch them all. Here's what

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we got. Pick size comes.

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With everything, you know, unbelievable.

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So to your point, yeah, and to your point about convenience,

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who does it really well is the Chinese restaurants at lunch.

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They have the number one, the number two, the number three,

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those are all packages.

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It's all of it.

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It's so simple, all of the number five. Okay, the

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but on a pad and that's it. You know, talk

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about simplicity. To your point about packages, they are simple,

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right yeah.

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And I'm the same way a Chinese restaurants. Sometimes I'll

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buy the combo just because of the perceived value, even

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though I don't want everything in it, or like Japanese

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restaurants for lunch, I love when they have the Beno

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boxes and I may not want everything in it, but

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it's like, Okay, that looks like a full meal and

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I get a variety and I get everything.

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Right, unbelievable. Well, you're making me hungry.

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Yeah, I know me too.

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So uh.

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You know, we went over something that the benefits of

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packaging and bundling today.

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But there's a lot more information again well.

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And I definitely want them to get it because I've

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dealt with you for quite a while and you could

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be immense help to anybody listening to this or anybody

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they know. And you know, we touched the surface with

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this subject. There's so much more to know. How do

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people get more information about this? How do they discover

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your your secret book interview?

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Yes, promotion?

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How do they reach out to you? Michael?

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So they go to next step CFO dot net. They

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can download our book for free, but also they can

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ask for a book interview, which will which I promised

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you'll learn business and financial strategies that your competition isn't doing.

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Just go to NEXTSTEPCFO dot Net, forward slash contact, fill

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out the contact for, put in the message sent or

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book and the message box booking TB or you just

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want to talk and talk about CFO services or strategic invitation,

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how we go about it, be happy to talk to

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you about that as well.

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Well. Once again, a wealth of information, wealth of help

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for business owners and even people that are just working

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at a company. Like I was saying before, I wasn't

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the owner, I was a salesperson. This information given to

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me at that point in time would be immenseful, like

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so helpful and again made me make a lot of

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money because of it. This type of information. So everybody

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reach out to Michael. He's amazing. Next step CFO. They

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will get you to the next step and the next level.

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And thank you once again Michael for being on the

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Adventures Pipeman positively Pipeman's.

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Second thank you for having me tea.

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Thank you you're listening to the Adventures of Pipemin on

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w for c u I Radio.