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After years of working in the corporate world, Mo Sloan saw a need. Online ordering systems that were available to restaurants had a glaring problem. They do not integrate with the restaurant’s current point-of-sale systems. This causes many restaurants to forego offering any sort of online ordering, even though the demand is very high.

Mo set out to create a solution: EZ-Chow. The company found early traction and is growing fast.

Entrepreneurs like Mo are a great example of how the “Third Wave” of growth of the Internet is happening. Specifically, people like Mo with industry experience are spotting problems and creating solutions with current technology.

Learn how Mo saw the opportunity, how he got started, and where EZ-Chow is headed in this MetroStart podcast interview.

 

Transcript (Machine transcribed so please forgive the many typos.)

Hey everybody. Welcome to the MetroStart podcast. This is Alan Grosheider and on this podcast I interview local people that are involved in our startup community to learn a little bit more about how they got started and how we can all work together to improve our startup community. And today I’m interviewing Mo Sloan, he’s the founder and CEO of EZ- Chow. It’s a company that gives restaurants a better way to run their online ordering and delivery solutions. I’ve been hearing a lot more and more about Mo and his company and seeing him around a little bit more. In fact, I just saw him speak yesterday at venture connectors, so I’m excited to learn a little bit more about your company.

Mo, thanks for coming on. Oh, it’s great. Thank you for having me. I appreciate the opportunity to talk about EZ-Chow.

Yeah, I’m excited to learn more about guys like you that aren’t, you know, a 20 year old with a Hoodie that people kind of expect to be startup guys. You know, you’re a guy that has experienced in an industry and saw a great idea while you were working in the corporate world and, and then went out and made it happen. So I, I think that’s going to be kind of, it kind of fits Steve Case’s vision for the third wave of the Internet. I think it’s going to be a really important part of the startup world in the future. So, um, yeah, I I’m, I’m excited to learn a little bit more how you got started.

Okay. Yeah, yeah. You’re, you’re, you’re right. I mean we are, we are very different than, um, then your typical probably start up, um, entrepreneur. Um, I do have lots of experience, uh, which in my opinion is a good thing and I never, I didn’t wake up one day, I was like, Hey, I want to be entreprenuer, hey, I want to do a startup.

It was more of this gradual, gradual shift for me as my career progressed and got to the point where I realized, um, there was a glass ceiling and um, my ideas, it could be of great value, but I wouldn’t necessarily benefit proportionally to the idea. Right. So, uh, started looking around and, and was working at Humana at the time and, and realize that one of the solutions that I was, oh, an architect on a was a very poorly written solution, um, but was generating tons of cash for the person that looked at solutions. So I was like, well, if they can do it in this code is substandard, then I should be able to do that with well written code. And it was just a matter of kind of leaning on some of the experiences I had in the past. Finding something that I can do that wasn’t necessarily, um, okay, well it wasn’t necessarily a large, uh, okay.

Okay. Well, the cost of entry, the barrier entry was he, so that’s kind of like kind of stumbled upon what I was doing, what I’ve been doing. Because for example, logistics businesses, you kind of have to have a lot of money to start up. You can have a lot of money invested getting that health insurance goes without saying. So banking goes with Elsa, I can’t wait into my restaurant tech experience. It was like, Hey, I could probably, yeah. Yeah. And I think that’s a good way to describe how somebody who’s in corporate would move into being an entrepreneur. It’s when you’re there, there, I think there are so many solutions that uh, that software thing, so many things that software could do to improve efficiency in so many different businesses that you know, hasn’t been jumped on yet. People, the, the big, big crazy things like Uber and airbnb and Facebook, you know, those things have already been done, but now there’s just, just thousands and thousands and thousands of little things that can be done to make the world more efficient using software that nobody’s tackled yet.

So if you see the idea, chances are you could be pretty successful in it. And like you said, it doesn’t, you don’t have to, it doesn’t have to be $100 billion company in order for you to make money. It can be something that you just see an idea and get it started and chip away at it. So, right, right. Yeah, I didn’t, well, believe me just our discussions are, this isn’t a lifestyle business, right? This, this we have, we have um, thoughts and our goal is to make this into a 500 million, 1,000,000,010 billion market capitalization, a company. So, so, uh, so we, we have those ideas. Ah, but you’re right, it’s um, there, there’s, there’s opportunities in the SMB a market and we want to capitalize upon those opportunities. Quickbooks is a good example. I talked about that in some of our best, some of the pitches I give to our investors, you know, quickbooks, we want to be the quick books for them.

Online, digital ordering, starting with restaurants. But we can easily scale into retail and another opportunity or we want to be like Shopify. Shopify is a very good comparison. Or, uh, I’m salesforce, so they all, uh, they, they serve, yes, they serve large enterprise organizations, but they also can serve SMBs. And in the age of the Internet and the age of everything would be in digital. You as a small business owner, you need to rely on technology regardless of what your product product is. And so we, so that market is underserved right now. We’re tackling the restaurant space in that market, but we have ideas on other things. In fact, I’m going to have to wonder if you’d been phone tapped at me. That’d be good. Yeah, no, I’m just kidding. But, but some of the things that you mentioned because you know, we, we, yeah, we realized that F and B market is just underserved from a technical perspective in its entirety. Yeah. And I think I just had a conversation with somebody recently that, um, w we talked about the fact that Louisville could be

a leader in that because you, you, you really don’t have to have a huge [inaudible] uh, you know, a huge group of programmers in one place in order to implement an idea these days. There are programmers everywhere and everybody can work remotely. So, uh, the more we’re able to just take ideas and figure out how to implement them and teach other people how to do the same thing, I think, you know, we, we could be a leader in a software as a service and software based companies.

Oh yes, I agree completely. In fact, I’m going to give a plug to a company we’ve been working with as provided offshore contractor or near shore contractor contractors. There’s for a scholar Lulo salt and there are local local, um, [inaudible] Carmody a little based company.

Um, and that, you know, op that provides it assistance and, and everything. So we were looking to bringing on a developer, um, okay. No affordable cost because we’re, we are bootstrapped up to this point. So, um, they were, they were able to assist us in, in getting, uh, uh, okay. The nearshore developer to provide some development assistance. So the, back to your, your point being very true. Like you don’t have to have developers in a, it’s location are concentrated in a small, in an area to be did to write software. You just have to have people who are technical and knowledgeable enough to direct those efforts to maybe, you have to write some of, some of it’s your own, you know, and I understand that that may be hard to do if you’re not a technical founder, but I guess I’m speaking more to the technical founders out there that you may need to start writing that code on your own, begin the process. And then once you begin the process and then you’ve got it laid out, then you can maybe give it to a more junior developers say, here, take it. I want you to do this. Just follow these steps and, and do these mechanisms, et cetera. And, and now you can scale it and have more people work on your project that you may have been the one to start it. But yes, it comes back to nurturing the talent we have in the sea of Lowville from a technical leadership perspective, not to have brain drain, not to see our technical talent, software development talent leads the city, go to Nashville, Cincinnati in Annapolis, or even Chicago, Boston, Austin, you know, San Francisco of course. So it starts there and uh, hopefully we can be one of the first companies to, uh, to, to realize that dream or our goal is to be the exact target of, of, of the city of Lowell.

So, well that I would love to see that happen. I know I’ve heard lots of stories about how they sold for $2 billion in Indianapolis and it just just turned into hundreds of startup companies because of people that made money off of that. So I’ve, I’d love to see that happen. Yeah. So let’s kind of talk a little bit about your, like, just quickly, I know we don’t have a whole lot of time today, but you’re background weight. You grew up

in Louisville. What were, were you entrepreneurial as a kid? Yeah, no. Yeah, I grew up in Louisville. Um, the question, I was at a, um, a meeting not too long ago was asked, okay, what’s the question? Everybody asks and we’ll go. And I thought it was going to be, you know, are you the cars stay at or cats fan? He was like, it was like, no, what high school did you go through? I was like, oh, you’re right. That is true. Sorry. I W I grew up in that mostly in the Okolona area. I guess that’s where we call home. Um, I, I went to various schools, but I graduated from manual high school. That was my Alma Mater, uh, when to you avail for a brief period and, and didn’t, oh, really? Um, just some life things happen and continue down their path. But, um, I’ve always written code.

Right. That’s not really gonna Start. I did well, it wasn’t necessarily entrepreneur on, I did participate in some way. I think that probably honestly the mind back in the day where I was problem solving and that was more of my entrepreneurial, if anything was you can consider that was it was problem solving. Like how to I’m have a problem, how do I solve the problem? Right. So, okay. Um, that’s how I got started. That’s w that’s what code writing code is about is problem solving, um, making decisions, et Cetera. Uh, so, uh, I started when I was a kid, I started running a bulletin board system, um, VBS system back then before the Internet and stuff. I would do this part time. And so I’ve always been involved with computers [inaudible] and then that, um, you, so you got into the corporate world from there. Yeah. I started working at Republic Bank as a computer operator, uh, got into the corporate world and started, um, uh, it was like, oh, this kind of is some of the stuff I used to do when I was just a kid just typed in, banging out code on my commodore 64, one 28.

So, uh, so I started, you know, working there and getting acclimated to the corporate world cetera. And then they had an opening for a program or position for their, you tell her user interface software that they were using it proprietary. I’m with the company but uh, it was a junior program position. I was like, yeah, I’ll pause for that. [inaudible] that got that position. I started doing stuff with that and then I was working at ups at the same time cause I was younger. I can manage two different jobs the same time. And I was, um, since I was working at ups, I applied for some internal positions there as a programmer. Um, and utilizing my experience with a pope bank. Um, it got, got me in the door at ups and then ups and grew that. And then that experience started allowed me to get a job at Papa John’s where I got the restaurant a experience.

And then from there I went to Humana, um, and everything. So the whole, the whole point of the stories is how I got started in my career is very similar to how I got started in the startup. Right. It was just like I dip my toe into it with entry level and, and basically learned on the fly and learned, okay, this is what I need to do. This is, you know, this is, I don’t want to have it. I didn’t even have a degree in code. My degree is in a cis or anything like that. It’s actually business ministration now. But um, yeah, it’s about, it’s about small wins. Start getting that, putting it off, getting started with an idea and just going at it and going at it and then refining it and, and getting better and being, being receptive to criticism, constructive criticism.

Okay. Not taking, yeah. As a startup, as a founder, it’s, it feels like it’s your baby. Right? Especially in my case where no, I work 80 hours a week, 80 hour weeks, so feels it is my baby. But at the same time, yeah, sometimes you need to be told, hey, your baby’s got a, some broken teeth or your baby needs some surgery or something. And you have to understand that and be, take that and then listen and improve upon it is see what they’re saying and then go back to the, go back, refine it and just a feedback loop. So yeah, that, that would be my, that would be my advice. That’s kind of how I got started.

I think that’s an interesting point that entrepreneurs, I think you have to have that, um, Steve jobs sort of delusional belief in yourself and what you’re doing that really is unwavering, but at the same time, enough, you shrink your ego enough that you can take constructive criticism. It’s a fine line.

Right? It is. You’re, you’re 100% right. And I, and, and I never really thought it thought of it like that. Yeah. But you know, you’ve got to be, and you’ve got to play two roles and, and you have to be able to continued down a path, believe in yourself, believe in the product, bet on yourself enough. But at the same time, you also have to listen and be willing to accept some feedback in order to improve upon your product. So that’s how I’ve term that’s our interpreted is not yes. The, the general, the idea we have, I know it’s going to be successful. There’s no doubt in my mind when, when I talk to investors today, it’s not a, it’s not a matter of risk, right. Because we’ve kind of eliminated all the risks. We got customers, we, we, we can’t keep up with the customers we have because we don’t have the manpower in place. So I know that I’m not, there’s not good concerned about that. The risk to me is can we scale fast enough to be where we need to, where we could be? Right. Yeah. The risk of not taking the opportunity to me is the risk. And so, um, but yeah, you just have to, you just have to keep driving and working and um, and believe in yourself. And when things get bad, uh, you always get knocked down. You just got to get back to go.

Okay. So how did you get started? What was the first step you had? Did you had the idea while you were at Papa John’s or, yeah. Yeah, that’s, I haven’t really mentioned that. How I got started was, okay, yes, I was at Humana and well, is it liking my role? Realize kind of as a Mitch earlier that you know, hey, I see some subsidated code and the person is making me, yes, two, three person company over here is making millions of dollars off of this code. And, and I was like, there’s no really future. I don’t know. There’s longterm future. I’m going to hit a ceiling and I don’t, I don’t want to deal with the corporate politics, all this stuff. So, so I was like, what can I do? I actually have actually started with something another in another space. But I quickly realized a, I wasn’t an expert in that other space.

B, the, uh, the, the willingness to spend money was less [inaudible] technology wasn’t even to there. They hadn’t as an or as a space. They hadn’t got to the point where technology, they needed the technology, right? But restaurants, restaurants were, and are, I reached out to boom, buys a pizza because I liked their pizza and I was like, Hey, you know, I wouldn’t to your side, but you can’t order online. Why is that? And they, they responded back to me. Uh, Judy boombox, Juliet, totally pub Junee, Palo Vino wife of Tony Pablito, which was the owner of boombox, responded back to me. It was like, Hey, we need all on order, but we needed integrated into our, um, into our micros point of sale. And because of that, my experience of Papa John’s like, yeah, I can see why you would need ordering, integrate into your point of sale.

That’s kind of a note. Okay. No brighter. So that is what prompted me to get started. Um, ironically enough, I try that, I’ve tried that approach from a lead generation perspective Oh, several times. Um, since it’s not nearly as been as successful as as that. Um, is that a pro is the first time. So sorry about that. So I’m not 100%. Is that a lot of luck involved too? Because I’m not sure I’ll be sitting here talking to you. If Judy didn’t respond back, I might be like, oh, maybe this idea is a bad idea. Well that’s interesting. It seems like a big step between, so you, you, you sort of got confirmation of the idea from, from her and then how do you go about building a working or getting to the working product that, that you can roll out? Sure. Yeah. Yeah. So I got confirmation, you know, it was like, all right, well this is a problem and they need some help with salute.

They need a solution. So a bag, that’s when I leaned on my technical experience. That’s why I leaned on my technical knowledge is like, okay, I wanted to continue to write code on the side anyway because these are the ones that run in code at Humana’s. I wanted to keep my code writing skills, um, pretty well up to and and updated. So just I would base, I use what my experience and knowledge that I have from Papa John’s, okay, here’s what they want in an ordering application, here’s what they need in order application. And then I would get feedback from them. I would make sure that we were on the right path and, and I would get feedback from them and they was, so they actually suggested a couple of features, a throttling or a dynamic wait times. They, they just kind of, they just helped with that because they were giving me requirements that they had for their product, which is wow.

Which is what I wasn’t necessarily a business expert in the restaurant industry. They were the business experts, but I was the technical expert. So if, if, if they could adequately explain what they were looking to do from a business perspective, I could, I could translate that into technical requirements and make that work technically so that, that’s how it got started. And they were like, well, we actually want to go live with Joe with Ella’s hot chicken for our first, for the first location. So I made a couple of tweaks and changes and when, when we went live with Joella in November, 2015 of course, or bugs, we found bugs that, you know, we, we did some testing but we didn’t find all the bugs. And then we found some bugs in about a week of there after. And then we fixed those real quick and got them going and then they opened up the next location.

Alexa, then maybe a little bit in like January, 2016 um, oh yeah, January, 2016 and then we’ve been kind of growing since there. So we started, the Joel is now has eight locations. They sold it to a hospitality group here in Lowville, but now we, and we’ve grown with them along with other concepts. We have a, we’re working with Mark’s feed store for example, we have six, all six of their locations that we do online ordering for them. So, so it almost started out like a custom solution for boom Baas right. Um, is that what you said? Very, very much. Very much. And my expert, he’s, and knowledge, his skillset and all that maybe was like, well let me struck this for such a way that it, because dynamic, let me make this so I can plug, boom, Ba Zan, but I can plug someone else here and I can plug someone else said.

And so, um, it’s a more what we call in the tech world, a multitenant solution. So that’s what I did. Uh, now at the end of the day, they’re all, all of our sites, all rights and applications are, are different. Very, are variations of each other too. No, it very much w we’ve got a, if you imagined a car, we, we’ve got different. Um, and then we pulled parts off the shelf and put it all together and we can change the body and all that. But that’s probably the best analogy. But yeah, so it’s a custom solution built around each, uh, restaurants own unique brand because that’s what that is what we are here for is to help the restaurant get their own direct ordering. Right. So then you, so you kinda did it, you say initially was doing it part time while you were still working and um, yeah.

You were writing all the code yourself. Yes, yes. I wrote all the code myself, myself up until I want to say, um, oh, I want to say maybe, uh Huh. Late 2017, something like that. Yeah. So yes, I was doing everything myself. Um, and that from a coding perspective and then, um, but that’s how, that’s how we were able to save money from not and not needing investors was the ability to, for me to write the code. And so now you’re [inaudible] so the next phase is to, to maybe bring on some investors and start just accelerating your KPI, maybe add your programming staff and just accelerate your bandwidth. Right, right. Like this, this, um, we are in a seed round of fundraising. W the whole purpose of what we’re trying to do is, um, from a fundraising standpoint is talent acquisition, right? Getting the talent in place from a development perspective as well as a marketing sales force perspective to grow and scale this company quickly.

Yeah. Um, and, and they, the opportunity exists. It’s imperative that we, that we seize upon it. And that’s where we’re looking at mess where we’re fundraising for. How, so now that you’re digging into the fundraising world is what’s, what are your thoughts on our, on fundraising in our area? Um, disappointing. MMM. MMM. Oh, I think there’s, I think, uh, there’s a lot now that are now in it and see it. I think there’s a lot of opportunity here. I know Patrick a Hinshaw. Oh, he’s done a great job so far with trying to build up the arms from Newark community and he’s done. He’s done wonderful with that. Ah, now we need, we need someone to do something, but on the funding side, it’s a shame that it’s a, it’s a shame that I had to go to, for example, I just presented at a, a bluegrass angels BG.

It’s common for twos BGA shame. We don’t have something similar here in Louisville, uh, to, to, to, to offer, to offer Louisville startups. Right. I mean, W W I’ll go, I’ll go to Mars as the [inaudible] get money, but I would like to be able to keep it here. We’re working. Yeah. We’re in due diligence with elevate ventures, which is the old based over Indiana. Uh, so yeah. So it’s just, it’s just, it’s a shame we don’t have anything locally, but I would clarify this point. Part of the reasons we’re working hard and per Margo [inaudible] personal going on this is once we get to the point where we can, there, we can realize an exit, um, is to, is to, it’s to see is to bring that opportunity back to Louisville, um, help other people. If we get up the ladder when we get up the ladder, how about other people get up the as well.

Yeah. And, and, and I know you’re so busy out, I don’t know if you’ve had a chance to really dig into what we’re, what I’m doing with metro start, but the, that’s exactly what we’re trying to do is create a little bit better way to get more people involved in angel investing in our area because we should have a significant number of, of potential angel investors, people who are accredited investors in our community. If you look at the statistics, you know, there should be a, a pretty big number of accredited investors and I th I would guess that they very, very small percentage percentage of them have actually invested in startups. And the, the whole thing we’re trying to do with metro start is there. I’ve found a way and ended up raising capital for my own company, a company called Bluetooth 22 that, um, we used a, a new, a fairly new type of SCC filing called a regulation d five oh six C, um, and it lets you publicly raise capital and you can raise it, you know, if you use the right type of agreement, which I’ve used a safe agreement, you can, uh, bring in lots of small investors and sort of pool them all into one bucket.

And so I, what I’m trying to build with metro start is as a huge database of a micro angel investors that would invest as little as a thousand dollars in, in a startup. But if you’ve got a thousand people to invest $1,000, you’d have 1 million bucks. And that’s a, you know, that’s long term what I’m shooting for. Initially, I’m trying to just train entrepreneurs how to use that particular type of, uh, uh, re, uh, regulation d five or six C sec filing and how, how much power that gives you and being able to publicly raise capital from accredited investors. So,

yeah. Yeah. I’ll, I’ll saw something about that when I was looking at the, there’s a, Oh man, there’s like a crowd there. There’s a crowd funding mechanism,

four

investors. Um, not like Kickstarter, but it was more gear. I can’t remember what if I’ll look for it and I’ll send you that information to let you know about it. But I love your idea. I think it’s a great idea. Um, our, our goal is to hopefully

be able to attribute to that, right? Yeah. And because that’s okay.

That’s how you grow. Well, you don’t really grow wealth by working for someone. You can only really grow wealth by owning something and creating something

[inaudible]

at least first generational wealth. Right? So that’s where we’re trying to,

yeah, and I think it, you know, the, the, the idea is if you look at the statistics of angel investors that actually make money, it’s people that have invested in multiple startups and to, you know, in, as you’re seeing now, when you get into the startup community, it’s just very rare that angel investors in our community

pool together and invest significantly in a startup. It’s really hard to find that right combination of people that, that will sort of jump on board and help you make it happen. So, um,

you know, I, I think, um, that’s gonna really, it’ll try and to figure out a way to get people to spread the risk and lots and lots of people invest in startups and really help our startup community. So, yeah. No, I agree. So in any way I could do to help support that or please let me know, I think, uh, uh, it’s, it’s imperative that we, we all help each other. Um, yeah. And, um, so anything else, I guess, if anything else you see in our startup community that could be improved? Hm. A dope, that’s a tough question for me to answer because where we’re at as a startup, right? We’re, we’re so busy that, um, we, I’m, I’m not, I’m not sure because from our perspective where we’re at, no, I don’t see anything. They can help us necessarily help us necessarily. We’re from where we’re at this perspective in the, in the, um, perspective of a startup ecosystem.

But yeah, I think, I think we’re trying, we’re making efforts. Um, the more networking of this we can have. The, the more, um, opportunities to talk amongst each other, um, we can have is, is, is a good thing. So anything we can do to kind of increase that, ah, also increased the awareness of that, that, you know, there’s tech startups out here that are trying to grow so that people know who it was. Like, Hey, because you might ask some people w who have some income to invest, maybe they’re not a, uh, I’m a certified investor or, or anything like that. But they may have 10, 15, $20,000 that they’re looking to invest. And maybe not necessarily just the stock market. So, um, you know, it just like people know that we’re out here through efforts such as yours. I think it is probably the, uh, is probably a good thing.

Yeah. I think a lot more awareness in our, uh, about the need for angel investors. Cause, um, you know, there’s a segment, some people in our startup community, and you may have heard people say this is like, well, really good startups usually get all the capital they need. And I think, I don’t think that’s true. I think it’s, it’s still very difficult and mean in your case, you’re, you’re, you’ve got revenue, you’ve got traction, you’ve got proven, um, a proven growth and, and you, in fact, you have so much growth that the only reason you need money is to maintain that, to be able to, to hire the people, to keep up with your growth. And it’s still hard to raise capital, Brian. Yeah. Yup, Yup. You’re right. It’s, yeah, yeah. It, you know, I hear you here and maybe this just doesn’t happen in the Midwest or in Kentucky or the Ohio Valley, but you hear people who have ideas on a Napkin who get funding, you know, for $1 million or whatever.

And we, I don’t see that he, because in, in, in our situation, even with revenue, it’s still a, well, it’s like, well, you know, I don’t know. And to me it’s like, like I said earlier, I think we’ve eliminated all, I believe we eliminated all the risks because we really, we, we w we, we are profitable. We just, we just don’t make enough money to, we just don’t make enough profit in order to grow. That’s what we need for is that, is that a capital infusion to, to, to expand quickly so that we can, what dams are pennies into the black box that we were built and get out five, 10, 15, $20. Well, and then one more thing and I’ll, and I’ll let you go. So I’m tied in. Metro start now has, has gotten tied into a group in Michigan that’s putting together a, a huge fund, um, something like a hundred million dollars and that will be accessible through metro start.

So at some point we can, I hope, hopefully it happens pretty quickly. I can talk to you about that. I, I may be able to introduce you to some people, so, yeah, that’d be great. That’d be wonderful. Okay. Well anything else you want to share before I let you go? No, no. I appreciate the opportunity to speak with you. I guess to all the um, entreprenuers up there or uh, or people thinking about becoming entrepreneurs is, uh, it sounds cliche, but boom, don’t give up on your dream. Believe in yourself. Yeah. And keep and keep working hard and um, you’ll get the break that you need and take advantage of that opportunity. So, well, I like a lot of what you said there about, you know, just chip, you just, you just take one piece and you just do it. You don’t hesitate, you do it.

And then you put the next piece in place and the next piece in place, and I’m sure you’ve had mornings where you woke up or like, and kind of thought, well what the hell was I thinking? But you kind of have to work through that, you know, and that might have been this morning for me. So yeah, this is, yeah, it’s the, the payoff isn’t now the payoff is three years. The pay off isn’t necessary. Five years mile hole hope is that I can be retired or doing what I want to do about, okay. The my early fifties which is about 10 to 12 years away. So that’s what the, it’s the long game and you just have to continue to play it. Well, I appreciate it. Again, [inaudible] coming on and enjoyed. Learn a little bit more about you and easy chow, and I know you’re going to be successful, so keep going. Thank you, sir. I appreciate it. Definitely. We appreciate the opportunity to speak to your listeners. All right. Thanks Mo.

Thank you.

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