Content marketing: What it is and how it can help your business stand out

Zach Wojtowicz:

What’s up everybody? Welcome to “The Building Code.” I’m Zach Wojtowicz.

Charley Burtwistle:

Very delayed intro there, and I’m Charley Burtwistle.

Zach Wojtowicz:

I looked at you, I thought it was obvious that you would …

Charley Burtwistle:

Oh, you wanted me to jump in?

Zach Wojtowicz:

… pick it up. Yeah, I was.

Charley Burtwistle:

Well, hey, we’re only 100 episodes in, so we still have time to kind of figure out the timing.

Zach Wojtowicz:

And one of these days, we’re going to nail it.

Charley Burtwistle:

Yeah, probably not, but day by day we get a little better and better. Today would be a good one to be really dialed in for because we have a very exciting guest. Cathern Strief is on the podcast. Welcome to “The Building Code.”

Cathern Strief:

Thank you. Happy to be here.

Charley Burtwistle:

And Cathern is, the reason we are so excited to have her is she used to be a Buildertrend employee, so she used to roam the grand halls of the Buildertrend office.

Zach Wojtowicz:

What is this, Hogwarts?

Charley Burtwistle:

Yeah.

Zach Wojtowicz:

The grand halls?

Charley Burtwistle:

I’d like to think so. Yeah. The one staircase we have moves every day, but she is back in the office. We’re very, very excited to have you here.

Cathern Strief:

Thank you.

Zach Wojtowicz:

Roll out the red carpet.

Charley Burtwistle:

Yeah, exactly. I don’t know.

Cathern Strief:

Yeah, Danielle greeted me at the door. I mean, it’s rolled out already.

Zach Wojtowicz:

Yeah, I was going to say, you guys, you haven’t maintained your friendship since you left, right?

Cathern Strief:

Yeah. It’s just been so hard to stay in touch with everyone …

Zach Wojtowicz:

Yeah.

Cathern Strief:

… every day.

Zach Wojtowicz:

Cathern is an absolute legend here. It’s exciting to see you back at Buildertrend.

Cathern Strief:

Yeah – thanks.

Charley Burtwistle:

And I think, the first ever former employee we’ve had on the podcast.

Cathern Strief:

Oh, my gosh. A claim to fame.

Charley Burtwistle:

We’ve had current employees, we’ve had customers, obviously. I don’t think we’ve ever had a former employee.

Zach Wojtowicz:

What a way to ring in the 201st episode.

Charley Burtwistle:

Yeah, absolutely. This is an exciting one. So, welcome to “The Building Code,” first time on “The Building Code.” Obviously, Zach and I know you very well. We have a packed sound booth here to listen to this exciting episode today. But for our listeners that don’t know you, can you give us a little bit of background?

Cathern Strief:

Yeah, yeah. Out of college, I worked at an ad agency for about a year, that’s where I fell in love with social media and blog writing. And about a year there, I saw a marketing opportunity here at Buildertrend that I just simply couldn’t resist. And a little bit of a funny story, my husband, now husband, is the whole reason that I knew about Buildertrend and even found the job listing. So shout out to him for a great six and a half years here.

Charley Burtwistle:

Yeah, a huge shout out to him.

Cathern Strief:

But yeah, I started at Buildertrend. I came on board really to just get a blog started. There was no blog.

Charley Burtwistle:

Wow.

Cathern Strief:

There wasn’t really a marketing team at the time, either.

Charley Burtwistle:

No podcast.

Cathern Strief:

No podcast. That wasn’t even on the radar.

Zach Wojtowicz:

Did we even have an Instagram or a Twitter?

Cathern Strief:

There was an Instagram, yes. Oh yeah, there were all the social platforms existing. I mean obviously, there’s platforms now that exist that didn’t exist then, but Buildertrend was everywhere. It was just a lot of assorted people helping with things. It was, all hands on deck situation, which is great.

Zach Wojtowicz:

The startup culture.

Cathern Strief:

Yes, totally, which is so fun and so special. But I came on board to start the blog and then I just really wormed my way into a bunch of other things. I was super nosy and got involved with email marketing, kind of helping the sales team develop that sort of thing. We didn’t have a lot of teammates in the marketing side. So, once I took over social, we started filling so many roles. We even moved offices in that time, a lot happened, a lot of growth. And eventually my role, once we started filling more needs and hiring awesome people who were in specialized roles, I took over the social and our influencers, in that kind of realm on the content marketing side. And I loved it, it was just such a great six and a half years and that’s how I met my now boss, Nick. He was an influencer for Buildertrend, and he just said one day, “Want to check out NS Builders?”

Zach Wojtowicz:

He won your heart, won your heart.

Charley Burtwistle:

Yeah.

Zach Wojtowicz:

Poached her.

Cathern Strief:

Oh, yeah. And it’s just so fun to see things on the builder side. And I managed partnerships in one way and now I kind of get to do it on the other side. So, I’ve been there over a year now.

Charley Burtwistle:

I would say, you have the true Buildertrend success story, especially when you joined. It was, who can do this thing that we need done, and it doesn’t matter about your role or how long you’ve been here, where you’re at. It’s just the land of opportunity. And I mean, the marketing team was probably what, three or four people when you joined?

Cathern Strief:

At the time, it was me.

Charley Burtwistle:

Just you?

Cathern Strief:

Well, okay, that’s not true. Of course, there were people who helped with marketing when I started, but I was the only person who had marketing in their title.

Charley Burtwistle:

Right.

Cathern Strief:

And was hired for that, being the sole focus. In marketing, that’s a big bubble. I mean, there’s a lot of pieces in that. So, to only have a few people and for Buildertrend to see the success that they had at the time, with that limited of resources and people dedicating small amounts of their time, is so impressive. So, obviously I was like, “Yeah, I want to help because look at what you’ve done already and just imagine where you can go.” So, it was so fun to start the blog. Of course, it looks so much different and so much better now after years of evolution into what the blog is, what our social is. I mean, I say our because it’s hard not to.

Zach Wojtowicz:

Yeah. He may have stole your heart.

Charley Burtwistle:

Yeah.

Zach Wojtowicz:

But we’ll always be your first love. You can’t grow that. You can’t take that away.

Cathern Strief:

Well, I will always, always support Buildertrend. I loved my time here. So, yeah, it’s just, to be a part of that growth and to watch how things have changed, it’s just so fun.

Zach Wojtowicz:

Can we just have things about Nick on here and just roast him?

Cathern Strief:

No, I would never.

Zach Wojtowicz:

It’s like, he went on the pod to just …

Cathern Strief:

He’s the best.

Zach Wojtowicz:

… tear down NS Builders. He’s awesome.

Cathern Strief:

Yeah, he’s really great. He’s a really good boss.

Zach Wojtowicz:

Yeah. Well that’s what we brought you on to talk a little bit about.

Cathern Strief:

I’m trying to get brownie points here.

Charley Burtwistle:

Yeah, there you go.

Zach Wojtowicz:

He’s the best.

Cathern Strief:

Yep, he’s the best. Let me just list off all the great things about him.

Zach Wojtowicz:

That’s right. He is extremely impressive. I got to get to know him at the Contractor Coalitions, that sometimes you are not invited to. And it’s really awesome to watch Nick talk about his business and how important marketing is to that business and how he’s grown his brand. So, we brought you on today because we want to talk a little bit about how you grew up. You got your marketing chops at Buildertrend, and you took it to the big player in the construction space. What’s it like running a construction marketing brand?

Cathern Strief:

It’s honestly amazing. I obviously came to a team who once again, was doing incredibly impressive things. Nick is so driven, and the people he has surrounding him are equally as impressive, even on the construction side, content side, no matter what, he’s just surrounded himself with really, really, really awesome people. But I’ve had such a respect for home builders my entire life. My grandpa was a builder, so it’s always been part of our family, part of our history. But that respect deepened when I, obviously, worked here at Buildertrend because I got to know a bunch of our customers.

I formed relationships with people who were influencers. They’re just all, I mean, that’s just an industry of impressive people. They are so hardworking and so dedicated. They’re just impressive. So, to be on that side of things and work on the builder side is just so cool and so fun for me and very fulfilling. Working for Nick and a team like that, I mean, they’re just pushing boundaries of what builders can do, not only on the building front, but also on the marketing front. So, it’s just a very exhilarating team to be a part of. I’m literally never bored, ever.

Charley Burtwistle:

That’s awesome to hear. And I think it’s kind of similar to when you joined Buildertrend, it was kind of a growing function here. I can see a shift, even in the five years I’ve been at Buildertrend, of the home builder and remodeler and trade, the industry, the construction industry in general, kind of shifting more towards this digital first approach. Nick, obviously, has some stuff up and running as you’d previously mentioned, but I’m guessing a lot of our listeners out there are kind of in the same boat where they’re doing a little bit here and there. They’re trying to get it figured out. They’re trying to roll it out. Could you maybe speak a little bit around just what the importance of it is and what you’re trying to do? Obviously, a lot more goes into it than just posting on Instagram and writing blogs.

Cathern Strief:

Right.

Charley Burtwistle:

But why that’s important and why our listeners should really take a second and focus and figure out their kind of digital strategy?

Cathern Strief:

Right. And I think when we talk about the digital world and content marketing, I think what would be great for listeners, is even to just talk about, what is that, what is under the content marketing umbrella? I mean, we hear digital, we obviously know that that’s all going to exist on the internet, on the web, for the most part. But what really is content marketing? And of course, this definition kind of changes because new things get created all the time.

Charley Burtwistle:

Right.

Cathern Strief:

It’s an exhausting but cool industry to keep up with. But what I kind of consider to be under the content marketing umbrella would be podcast, obviously, blogs, email campaigns, e-books, case studies, courses, webinars, slide decks, video. And then of course, the big one is, obviously, social media, which also incorporates a ton of that stuff back into it.

Charley Burtwistle:

Right.

Cathern Strief:

So the list sounds exhausting, honestly. It’s tiring to even think about and talk about, and I know listeners probably think that it’s exhausting as well. But I think what people can really remember and to have peace of mind in this, is that we can’t do them all at one time. I mean, I don’t know many builders that have that robust of a team to be tackling all of this at one time.

Charley Burtwistle:

Right.

Cathern Strief:

So I think the importance is to narrow down what the platforms are, what items under that umbrella are going to make the biggest impact for your company, and what do you actually have the resources for? And I’m probably going to come back to this a lot because I can sit in a room with a bunch of builders and you can talk about all this stuff and you just see their eyes get this look in them, where they’re just sitting there so overwhelmed.

And I get it, it is overwhelming. I mean, as a person who works in this industry, I’m always having to learn about these new things and keep up. So, it’s exhausting on all sides, but remembering that you don’t have to do them all. You’re probably not going to break anything if you do try a new one at any time. It’s just a matter of dialing in and being really realistic with yourself, in the terms of what do we have the resources for? What will bring the biggest impact to our business? And start there and that’s just right.

Charley Burtwistle:

Right. Yeah, I think …

Cathern Strief:

One foot in front of the other, just start there.

Charley Burtwistle:

… yeah. Listening to you talk, the word that came to my mind, would be intentional.

Cathern Strief:

Yes.

Charley Burtwistle:

Just be really intentional about what you’re doing because I see a ton of people, and I won’t name names, but their last Instagram post was three or four years ago. It’s like, “Okay, are you going to do this or are you not going to do this?” Right? Or, “Do you have a blog post from two years ago and it was half written?” You don’t need to try to do everything.

Cathern Strief:

No, and it’s okay if you don’t. This is across the whole digital world, this doesn’t matter to the industry. You could be a person, you could be a business owner. It’s so hard not to feel that comparison game and that need to keep up with what other builders are doing. But at the end of the day, their main focus is to build homes, remodel, whatever, build. I mean, that’s your main focus. All of this other stuff is just obviously to help that, to supplement that and to draw attention to it and to potentially get more leads.

But as long as building is your main focus, and that’s okay to sometimes feel like you have to prioritize that over the digital side of things. But it’s the being intentional, honestly. It’s just, you don’t have to keep up with whatever everyone else is doing. There’s 20 different ways you can go about content marketing. Pick the three most important ones to you right now. And I think it’s great to have goals of what you will add if your team grows or if you gain more resources, maybe you hire a freelancer, maybe you hire a consultant, something. It’s great to have plans for what you want to add to that list, but it doesn’t have to be all 20 at one time and nor would anyone expect that from you.

And it’s better to do a couple things really well, than to try all of them and do them at 50% or less. And mostly these builders, too, they built such beautiful projects and that part, they’ve got dialed in, so they’re not used to, it’s just like you do that side so well, so you want to feel the same way about the digital side as well, the content side.

Zach Wojtowicz:

I think one of the things too, that people forget is that, marketing isn’t just a sales tool.

Cathern Strief:

Right.

Zach Wojtowicz:

One thing I like about how Nick approaches his digital strategy, is it’s a lot of customer education.

Cathern Strief:

Education, big time.

Zach Wojtowicz:

And highlighting what he builds, the quality, the pride he takes, and he just loves talking about his work. And so that is marketing and he’s talked …

Cathern Strief:

Right and that’s the thing, what’s your goal? I mean, if you are a builder who has so much word of mouth, then take the ease off on the social side. Don’t worry about selling, utilize it as a portfolio, as a storybook. Tell the story that’s been in the back of your mind. Talk about your team. Talk about your involvement in organizations in the industry. You can focus on education, there’s so much other stuff that you can do on social and in your content, that has nothing to do with trying to book your next job.

And so, have fun with it, too. I think that’s the thing that people forget as well, is it feels, there’s so much pressure and it’s the keeping up. It’s the, “Oh, they do it this way, so we should try it. That seems to be working for them.” I can’t stress enough, that you as the business owner, whoever’s kind of forging this path of what your strategy is going to be on social, you need to be bought into it entirely. You need to be putting out content you really enjoy posting because if you don’t, and you aren’t all in on what you’re posting, you’re going to constantly be looking at it being like, “Is this really worth the time we’re spending on this?” You’re just going to have this doubt in your mind that it’s just not right. So, go back to the drawing board and think about, “Okay, maybe we want to go down the education path, we want to invest in that side. Or maybe we do just want to post pictures of our homes and keep it really simple and clean and just not overthink that side of things.”

And it doesn’t have to be everyone’s passion point either. Content is Nick’s passion point. It’s my passion point. It’s many builders I’ve met, passion point, but it’s not everyone’s, and that’s okay. Maybe the blog is for you. Maybe you’re more of a thoughtful person who wants to put pen to paper, but digitally and you just want to write about it, and that’s fine too. There’s a content marketing avenue out there for everyone, and you should be utilizing them. Like I said, don’t have to use all of them, but find the ones that are right for you with the right goals and just are full of content you actually enjoy. Because otherwise, what’s the point?

Zach Wojtowicz:

… yeah.

Cathern Strief:

I mean, you got to be bought in. And even if that means revisiting every couple months, it doesn’t always have to stay the same either. You’re not going to break anything. I mean, I’m sure builders have so much potential there. I mean, you’re not going to break anything. Try it out, test some things, see what works and go from there.

Zach Wojtowicz:

And I do think that right now, if you do put in the effort, there’s two things. One, the content engine rewards momentum …

Cathern Strief:

Totally.

Zach Wojtowicz:

… the more you produce, the more you’re going to get out of it.

Cathern Strief:

Consistency, for sure.

Zach Wojtowicz:

Right? And then the second thing is, in construction, you will stand out. You will be different if you take these investments.

Cathern Strief:

Right. Yes.

Zach Wojtowicz:

Because it isn’t normal to have a very active Instagram page that is pumping out content considerably. And so, someday it will be normal, I believe.

Cathern Strief:

Right. Yes. It’s literally in my notes, that’s a very important thing to remember, is that this is still a relatively untapped market for a lot.

Zach Wojtowicz:

Right.

Cathern Strief:

Of course, you’re thinking when you’re the one feeling like you’re not keeping up, you’re going to feel like, “Oh, everyone’s doing it. I’m just the only one not.” But that’s not the case. There are so many companies out there that are not tapping into this, and once again, that’s okay, maybe that’s just not a priority for right now. But if this is something you want to do, the time is now because it will pay off, and it will become a lot more common, especially the younger some of these companies get, it won’t be untapped forever. So, now is a very good time to jump in.

Charley Burtwistle:

What would you say to someone that’s a very prominent podcast host, and they don’t have any social media platforms, other than the LinkedIn that they haven’t …

Cathern Strief:

I knew this is where this was going.

Charley Burtwistle:

… updated in 10 years. Don’t you think that would be beneficial for not just the individual, but maybe the podcast, as a whole?

Cathern Strief:

Yeah. Yeah. Even if it was just LinkedIn that you stuck on, I think it could use a little update.

Charley Burtwistle:

Zach Wojtowicz does not have any social pages for our listeners out there.

Cathern Strief:

I knew that was going to come up at some point. He’s over here talking about content marketing.

Zach Wojtowicz:

I love marketing. I’m just not a self-promoter.

Cathern Strief:

Yeah, that’s okay.

Zach Wojtowicz:

Yeah, everyone’s got their thing. That’s my brand.

Charley Burtwistle:

But if our podcast team had asked you maybe, to do it.

Cathern Strief:

Oh, no.

Zach Wojtowicz:

We’re airing out the dirty laundry. This is not about me, it’s about her.

Charley Burtwistle:

I’m sorry. I do have an actual question because I think Nick and yourself and NS as a whole, do such a good job, and everything you’re talking about, I’m sure are things that you’ve learned yourself. So, maybe you can give a little word of wisdom leading from the front. What are you guys being really intentional about right now? Or how do you kind of set your strategy as a whole? Obviously, you’re not just jumping in and posting as many things into many different areas as you can.

Cathern Strief:

Right. No, we stop and look and reflect a lot. And I think …

Zach Wojtowicz:

You should see the content calendar.

Cathern Strief:

… what’s so admirable about Nick, especially, is that he is just incredibly thoughtful about everything, and it does even teach me to be more so that way, it’s coming back to the word, intentional. And I think I almost even just forgot what your question was. But I think stepping back and reflecting often is really important because you can just really get into the wheel of where you’re just posting a bunch of stuff and then you’re like, “What is really the meaning of this?” Because especially if you’re hiring videographers, photographers, et cetera, you might have a lot of content coming your way, but what really is the end goal? And if there isn’t an end goal and you’re just kind of posting to post, I mean, you just have to think, “Well, what am I really doing for my audience here?”

Zach Wojtowicz:

Right.

Cathern Strief:

You can think about identifying your audience and thinking about what they would want and that just really needs to be at the forefront of your decisions. And not only your audience, but do you have partners that you might be answering to or do you have goals to have brand partners, and do you have goals to make more sales? And it’s just, all of that needs to be feeding into those overall goals and stepping back and reflecting, revisiting your content calendar if you have one, making a content calendar if you don’t have one, just being really, really intentional, is the best advice because it can happen before you know it.

If you’re just posting to post and you’re not really putting any thought and then before you know it, too, your social might feel a bit robotic. People are going to forget who the humans are behind your business, who the humans are behind your brand. I mean, you might realize, too, like, “Oh, my gosh. I haven’t even shown my face on social in a while. People are going to forget who we are.” And stuff like that, so it’s just taking moments to be really reflective of what you’re doing and why you’re doing it.

And re-shifting, if that means taking a week off from posting and shifting your video strategy, shifting your content calendar, do it. I mean, it’s one week off to potentially see a ton of benefit, and it’s worth it. I mean, I just think you don’t have to rush it. It’s just, take the time to figure out, “Here’s what we need to do and here’s why we need to make these changes.” And I’m just lucky to work with someone who’s really okay with that and being really intentional. It’s just refreshing.

Charley Burtwistle:

Yeah, absolutely. Another benefit that we haven’t hit on yet that I know Zach is huge on, and we were just talking about, is just the community aspect.

Cathern Strief:

Sure.

Charley Burtwistle:

If you see Nick walking into the International Builders’ Show or the Contractor Coalition, instantly has a circle of people to connect with and talk to. And most people we have on the podcast, I follow them on Instagram now and keep up with what they’re doing. But I feel like that’s something that people are always looking for, is what are peers out there doing? How can I connect with them? And I feel like having a social presence is a great way to start making those connections.

Cathern Strief:

Absolutely.

Charley Burtwistle:

And learning from other people and them learning from you and being able to share what you’re trying to do and getting that back and forth going, as well.

Cathern Strief:

That’s the thing, is even if you aren’t using it to connect with customers, you can connect with other builders and to see how the industry has changed so much over the years. I feel like when I first started at Buildertrend, there were a pretty limited amount of events in a year that builders really got to be together.

Charley Burtwistle:

Right.

Cathern Strief:

I mean, the International Builders’ Show is one, and that, of course, draws a great amount of people because it’s the international show, it’s once a year. Everyone can kind of remember that, and they all get together there. But besides that, I just felt like not only did we not see customers that often, but there just weren’t that many networking events for builders. I mean, maybe they were just in your town or just in your really small scale, where now I see so many builders. I mean, obviously, I’m going to talk about my favorite event, the Contractor Coalition Summit, but there’s events being started like that, that are by builders for builders, and there’s groups you can be a part of, and there’s so much more community, than ever.

I just feel like that has increased so much over the years and it’s the same with social. I mean, people talk to each other there. It’s not just a platform, there are people having full on conversations about how they run their business in DMs. You’re having serious conversations, forming really great relationships, friendships, business relationships, in this way. So, to not be on social, that’s what you’re missing out on too. I mean, yeah, there’s just so much potential for so much transparency across the industry now, that it’d be a shame if you didn’t hop on social every now and again. Even if the whole content calendar thing isn’t for you right now, at least be on there as a presence enough to connect with other builders because it’s just a missed opportunity, if not.

Zach Wojtowicz:

We are running out of time. But before we let you go, Cathern, I do want to ask, which one do you think has the biggest benefit? If you could pick one content, vertical or creative area, where do you guys see the biggest return?

Cathern Strief:

Okay, so for me, for social platforms, I’m going to say, Instagram, from a business standpoint. LinkedIn is really great from a personal standpoint. But Instagram is incredibly visual. It probably has, I feel like the lowest barrier to entry to create a profile. It’s on your phone. It literally takes minutes, maybe even seconds if you’re a really fast typer, and you know what you want your username to be in everything. But to set up that profile, it’s just so simple. And that is definitely a place where I feel like people are really good at having one-to-one conversations, if that’s what you’re interested in.

And it’s so simple to post videos and photos. It’s schedules now. I mean, there’s been improvements, didn’t always do that. It was really frustrating before to schedule, but you can do so much on there. So, for social platforms, I’m going to say, Instagram. If I was choosing a different avenue, maybe something on your website, I would probably say, a blog or a newsletter or both, potentially, if you can have your blog lead to your newsletter. I feel like they’re going through a phase again, where they’re becoming more prominent because there’s a lot of stories to be told. There’s a lot of valuable content to be put in there. And, obviously, it’s great for SEO. It’s a great thing to have on your website. So, yeah, I would say those are the tops.

Charley Burtwistle:

What I love about that, and Zach asked the question in a slightly different way than I was going to, I was going to say, if you were to advise a new kind of business, where the right place to start is, what would you say? But the fact that Instagram is kind of the best of both, right? Lowest barrier to entry and potentially the highest reward, seems like a win-win.

Cathern Strief:

Yeah, or if you haven’t posted in years, it’s the easiest to get back to it. No one’s expecting you to announce your comeback, or you don’t have to make this big …

Charley Burtwistle:

That’d be sweet though.

Cathern Strief:

… ordeal. It would be sweet and if that’s what you want to do, I’m all for it. But there’s no crazy tie to this timeline or anything like that where you feel like, “Oh, my gosh. Everyone’s going to notice that I haven’t posted for years.” And it’s just whether you’re just joining or whether you’re revamping or revising your strategy, whatever stage you are, I would still just say, Instagram, it’s the most successful from what I’ve seen for people. And a lot of brands are on there, it’s full of people. Yeah.

Charley Burtwistle:

Love it. That’s a hot tip for our listeners out there. Get the gram, right? Yeah, Zach, or get a gram, period.

Cathern Strief:

Yeah, yeah, for you, that is the tip.

Zach Wojtowicz:

Yeah, I’m sure the people, the listeners are dying from my take on what restaurant I’m eating at this weekend. All right, everybody. Cathern, thank you so much for coming on “The Building Code.” It was great to see you.

Cathern Strief:

Thank you, guys.

Zach Wojtowicz:

The first Buildertrend alumni, back in the studio. You’re always welcome back.

Charley Burtwistle:

Absolutely. I was going to say, you mentioned the term SEO at the end of there.

Zach Wojtowicz:

Oh, my gosh.

Charley Burtwistle:

I feel like we need to do a whole another episode, just around that.

Zach Wojtowicz:

Just around SEO.

Cathern Strief:

You could, you could have multiple episodes on that.

Charley Burtwistle:

Well, there you go. We got you back on. Thank you so much for coming in. It was great to have you back in the halls. And I think that about does it for us.

Zach Wojtowicz:

I’m Zach Wojtowicz.

Charley Burtwistle:

And I’m Charley Burtwistle. We’ll see you next time.