Episode Summary

In this Prime Talk Podcast Sponsored by GETIDA – Norm Farrar – Co-Founder of Private Label Legion talks about how he got Into selling on Amazon, also more information about his life’s journey.

About Norm Farrar of  Private Label Legion 

Entrepreneur and businessman Norman “The Beard Guy” Farrar stands at the forefront of the economic mega-machine known as Amazon Marketplace. As a leading expert with over 25 years of product sourcing, development, and branding expertise, Norm is an advisor to many and an inspiration to all.

As a creative innovator and brand strategist, Norm is highly adept at corporate transformation, business strategy, and driving brand growth. He is a decisive, results-focused leader who develops innovative approaches to balancing cost vs. return, generating organic site traffic, and customer loyalty for companies at various stages of growth.

As a nationally recognized speaker and thought leader, Norm has championed a variety of products and brands to generate sales of over $1 million in sales monthly.

Throughout his career, Norm has sold over 100 million dollars in sales between his products and services and the opportunities he has brokered for clients. Today, in addition to running a diverse catalog of companies including AMZ Club and PRReach (The world’s first video press release company), he focuses on guiding individual sellers, brands, and manufacturers to worldwide dominance on Amazon and top-earning sales sites.

With a work hard, play harder approach, Norm’s philosophy has always been to steer and direct his entrepreneurial footprint by owning each step of the development and procurement process. 

Find the Full Episode Below

Yoni Mazor 0:06
Hi everybody, welcome to another episode of prime talk today I’m excited to have a special guest. I’m finally having the legendary norm, Farrar. Norm is the co-founder of private label Legion, which is a leading e-commerce sales community. But he’s also doing many things. He’s also a podcast host of the popular e-commerce show called Lunch with the norm. And he also is involved with many other industry solutions, which we’re going to touch on more during the episode. In the meantime, Norm Welcome to the show.

Norm Farrar 0:33
Hey, thanks for having me.

Yoni Mazor 0:35
My pleasure. So today’s story and the episode are going to be all about you the story of Noah Farrar you’re going to share with us everything. And you know, where were you born? Where did you grow up? Where do you go to school? How did you begin your professional career station to station until we reached where you are today in the world of E-commerce. So without further ado, let’s jump right into it.

Norm Farrar 0:54
We don’t drop listeners.

Yoni Mazor 0:57
This is going to be a good one. There’s going to be an exam you know, I’m very excited because a lot to embody here and you know, it’s, there’s a lot to unpack. So

Norm Farrar 1:07
Go ahead. Okay, so where would you like me to start, sir?

Yoni Mazor 1:12
Early beginnings. Where were you born?

Norm Farrar 1:13
I was born in a small town outside of Montreal.

Yoni Mazor 1:18
That’s Canada. Right? So that’s Oh, yeah. Montreal, Montreal, Quebec. Yeah. Quebec, Canada, because I think it’s also Montreal somewhere in some states. But okay. So when you grew up your parents worked in industries and were involved with what kind of I was in my environment.

Norm Farrar 1:31
So in the beginning, my dad was in sales. So he was a sales guy. My mom was a stay-at-home mom at the time. And we lived in a place called Chambly Szombathely, Quebec, which is just on the south shore of Montreal.

Yoni Mazor 1:47
Sounds French, as a French name.

Norm Farrar 1:49
Yeah. Yeah. So, you know, my background is French English. So I lost it, though, because we did move in my younger years. But yeah, my dad at the beginning was like a sales commission. I think it was commissioned sales. But he ended up becoming a crazy serial entrepreneur. I mean, that’s the only way that you can

Yoni Mazor 2:15
Put in a nutshell, things he was involved with, you know, on the entrepreneurial side. Well,

Norm Farrar 2:19
One of the big things was going back to where I live, there was a factory there called Bennett’s and he ended up being the co-owner of benefits, and it employed about 1200 people. But during that period, he was involved with all sorts of other industries all week, mostly shoe-related. So he made all the and this is where I kind of got this he made all these parts that other shoe companies wouldn’t do. It was sort of the harder part or just the unsexy part of the shoe. So that’s kind of where I got my idea about just going after unsexy items. Those are the ones that you make your money on. So but he was involved with that he had a skate factory with an NHL hockey player, which I don’t know if anybody would know but that would be Gary Dorn. Hard. Hoffer him they had an extreme

Yoni Mazor 3:12
Skates as a ski that for skiing. Yeah, skates,

Norm Farrar 3:15
No skates for hockey. Got it. He had a company that was called ruse skates. And at the time, it was probably the best skate on the market. He was involved with tools and dyes like a guy making just a wide variety of different things, all that I mean, it was much diversified.

Yoni Mazor 3:37
Nice. Okay, so you grew up in that environment is very interesting and yourself when you were growing up. We also like, you know, trying to do business at an early age or trying to make money on the side and all these varieties of things and trying to make an extra buck.

Norm Farrar 3:50
Yeah, you know, I mean, as far back as I can remember, it was either I was funny because I was at an event just recently, and we were talking about, you know, people making 50 bucks for shoveling like a driveway. I remember going out there and it was you know if you got $2 you know, you were you’re happy and you know, doing the lawns and doing all the neighbor’s lawn. So that’s where you start you made your money. My dad, it was right at the beginning. You know if I had time off, I was working at the factory. So it was sweeping floors or if it was cleaning like the there was a wax build-up scraping the wax off. And this is my pet as was my pay. It was 10 cents an hour plus all the pop I could drink all the soda

Yoni Mazor 4:42
was that better than money when you’re growing up all this pop drink a pop or soda, guys? Yeah, they call it a kind of Bob. Okay, I think this is a very good, amazing framework for you growing up in this kind of environment. I was probably going to, that’s where a lot of the seeds are well planted for your character to be able to do so many things later on. During your career, so let’s touch you know, graduating high school and you know, going into higher education if at all.

Norm Farrar 5:05
Yeah, so I graduated I dropped out of high school. So I dropped out and ended up going back to high school. I met my wife in high school. So I still my wife, I think, but yeah, so, you know, we’ve been together for almost 40 years. So, yeah, we met when I went back to high school after I dropped out, but ended up coming back to high school because I caught TB. And I had to do tuberculosis. Yeah, yeah. So, wow, I was working. When I dropped out, I was working for my dad. And then I got that. And I couldn’t do anything. I, I couldn’t get payment from the government. I couldn’t get like, I lost a lot. I had my apartment. I mean, it was okay. Like I was living, okay. But I had to go to school or decided to go back to school because I wasn’t going to get paid anyways, I might as well go and do something. So I went back and met her and started to take school seriously because I never took school seriously at all. And got into it. And then I decided that I was going to go to film school. So I went to a place called Humber College, which is probably the best film school in Toronto. And for practical, so this is all through college and went to my last semester, and I did start a company there. I started my first company in high school. My first company was a rock promotion company with four guys. And we didn’t do much, but we had we were

Yoni Mazor 6:46
Just kind of Brady can promote ZZ Top just saying, yeah, there we go.

Norm Farrar 6:49
Yeah. So we almost, you know, did a few things. We did a few things. But it was nothing serious. But we hadn’t like we were able to incorporate a company. And we went through the whole process. So that kind of got my feet wet. Then when I was in college, I was with a buddy. And we paid her way, a good chunk of her way with our film production that we did getting some government contracts. So we worked with at the time, it was a children’s aid society. We had a couple of other small things. But yeah, it helped pay.

Yoni Mazor 7:23
Nice. So let’s start slapping the years on this. So what year was that? When you’re I guess

Norm Farrar 7:26
That was back in the 80s? Yeah,

Yoni Mazor 7:28
Early, which 8081 82?

Norm Farrar 7:31
In around there. Yeah.

Yoni Mazor 7:33
So that’s when you already kind of you launched a company and you just graduated out of film school you dropped

Norm Farrar 7:38
Out. So stupid. Well, I guess I wasn’t because it got me into a whole bunch of other things. But it was my last semester and I dropped out my last semester. And anyway, I dropped out. I started I had like, these two people approached me. I ended up working for this, this independent film guy who was doing commercial films, so I got to do everything. It was cool because we were doing General Motors training films. So we did about 23. And they were all on Laserdisc.

Yoni Mazor 8:14
Oh, wow. Laserdisc, the early 80s. Do you say?

Norm Farrar 8:16
Yeah, they wear these clothes discs that people don’t probably don’t even remember, but it was like cutting edge at the time. And I got to sometimes, I was allowed to go out and shoot my own thing and brought out a, like an assistant. And we just set up and did shop. And most of the time, I was acting as sort of the second camera person, or just working as a PA. But I got my chops into it. Yes. Producer assistants, Assistant. Yeah. So I ran and grabbed coffee, you know, Assistant, I think, yeah, that’s exactly what just making sure everything was there on time and coordinating things. But it helped me multitask. And I’ve learned I was telling somebody else’s recently the story, but I learned one thing, and this is when I first met this company, the only reason I got that job is because of something I learned from one of the profs in film school, they said that if you ever get on a film, shoot, it is a non-union. If you get it on a film, shoot, the first thing that you do, even if you’re getting nothing is you buy the coffee. So every morning I bring in the coffee for everybody that the director and the producer, you know, we hit it off, and then I got a job offer that was I think better than I thought back at the time. And then it just led to other things that didn’t last very long because I didn’t like it. It wasn’t very action-packed. It was very boring.

Yoni Mazor 9:51
I guess it was an exception for you in terms of you know, career and job.

Norm Farrar 9:54
Next thing I went back I started working with my dad very briefly by If I ended up in the grandfather clock business, so yeah, I was I mean, I made grandfather clocks for Bolivar and other companies. So

Yoni Mazor 10:12
It’s a grandfather clock. What does that mean? The ones you hang on the wall? Oh, well,

Norm Farrar 10:15
Those yeah, those are mantel clocks. And you had the wall clocks. But these were all wood products, solid wood products. And the big grandfather clocks that would stand in the corner that would have the the

Yoni Mazor 10:27
Time was an American company based in New York City, I think in Queens. So we

Norm Farrar 10:33
Got a division. Yeah, the Canadian version of this. And then we had a couple of other large clients out. This is interesting, my dad decided that he was going to, he had this very large furniture. This is another company that had a large furniture company, and he decided that he was going to no longer get into it. So I bought, I bought the company from him to continue with the wood and kept the contracts, and ended up making grandfather clocks. Now, the unfortunate problem here was that was the time of Brian Mulroney where GST and not GST, but the NAFTA came through. So in one night, my complete business was wiped

Yoni Mazor 11:22
Out. Okay, let me go through this already in the 90s. And after I had the Clinton administration and all that, so back in the 80s, this is Reagan administration or bush?

Norm Farrar 11:32
I think it was like, let me think

Yoni Mazor 11:35
I know where they are. I’ll let you know about the NAFTA the North American free trade agreement. An agreement, right. So between Canada Mexico, US there’s the ability to create some cross-border, you know, the flow of goods. So how did it wipe you out, though? Yeah. What was the element?

Norm Farrar 11:50
Well, because there was a, we came down to one company, Howard Miller, Howard Miller is a very well-known furniture company that made grandfather clocks, but their shift their one shift, one shift, made more clocks than my clocks could make in a year. Oh, yeah. So but we had like, we were handmade clocks. It was solid woods, they were producing particleboard. But at the end of the day, people wanted a lower price. They could supply a lower price more diversified selection. So I lost

Yoni Mazor 12:28
So how did the NAFTA sugar anything because these

Norm Farrar 12:32
Are all in Canada now. They were free to trade.

Yoni Mazor 12:37
Everything got it. So you’re based in Canada, your competitor’s best in the US. Free Trade leveled the playing field. So now they can’t get taxed as much as they used to be by the Canadian government so they can penetrate the Canadian market and wipe you out? Yep. Got it. Okay, 90 cents overnight. Wow. Okay. Some drama. Some scars. Yeah. Okay. There we go. Okay, so this is what our mid-80s or late 80s?

Norm Farrar 13:00
Yeah, I’m not going to get my time right on this, but I would, I would think it’s probably mid

Yoni Mazor 13:06
The 80s. God. Okay, so what’s the next move for you?

Norm Farrar 13:09
Okay, so the next move was to get into the promotions business. So I got some training, I worked with a company for a very short period and just got to understand the promotions industry. And that was, you know, like, trinkets. They call it trinkets and trash for all the tchotchkes like coffee mugs and pens and all that stuff. Swag. Swag. Yeah, swag. Well, they call it bling or swag nowadays, right. But I ended up going into that field. And this is not a good story. This is a horrible story. But

Yoni Mazor 13:50
Because hopefully there are good lessons, but go ahead.

Norm Farrar 13:51
Oh, yeah, yeah. So I’m coming off of like, I’m, I’m coming off of the failure with the clock business. So you’re not happy about that. But you’re now you’re going into this other thing where there’s lots of money to be made. He’s just trying to figure out how to approach it where you can make more money, and got involved with this company. They approached me and said, hey, you know, would you like to come work with us. And because I was doing a lot of sales. So people knew I was doing a lot of sales, and this company approached me. And they asked me to become a partner. So I became a partner with them. But I was very naive. I didn’t, I didn’t have the business acumen that I’ve picked up now. So back then it was wow, they just want me to be a partner.

Norm Farrar 14:37
Yay. And what I understood was that my portion of what was going on like there, they paid off their operating line, if I invested 25,000 bucks. So it would be even and we’d be able to go forward and invest in machinery and all this other stuff, embroidery machinery and, you know, screening machinery. Anyway. I’m driving in a car with one of the other three, there’s a fourth guy that still hadn’t put in his 25. And all of a sudden, I hear him talking about what they meant, we’re over the line. Our line was 425,000 bucks. And I’m just lost because he doesn’t realize that I just put in 25. And we’re supposed to be at breakeven. So he’s talking about, you know, what are we going to do? How are we going to meet payroll, blah, blah, and blah, blah, blah, blah, he hangs up? And then he looks and I just knew when he looked at me that something was up. So I sat down, I talked to these guys.

Norm Farrar 15:39
And they said don’t worry about it, we’ll work something out. Something’s going to happen. Don’t worry. And it turns out, I did have to worry. So I did. I didn’t tell my buddy, who at that time, I didn’t know at all. But I called him and said, don’t put your money in there. Either. This is a scam. Something’s happened here. So he didn’t say he was saved the 25 these guys have gone and taken all of their assets. And they’ve protected everything. So all their houses and cars. I hadn’t. So this is a joint agreement. All of a sudden, the banks came after me for 425,000 bucks.

Yoni Mazor 16:20
Oh, yeah. Okay, so let me get this straight. So these a bunch of partners, they, they had all their the essence of the company, when you came in, kind of all on you and you take the personal guarantee, what about all the liabilities of the company, while they washed himself out? And this is himself or the other corporation and you backing everything up? They’re off the hook. That’s a play that they did on you.

Norm Farrar 16:41
Yep, that’s exactly what I did. So I’m, I’m in my 20s. At that time, I’m thinking on paper, I’m worth a million-plus. So turns out that all this happens, now this happens. The day my wife gives birth to my first son. That’s when I find out about this. So it was not happy times, you know, with what we were, you know, just

Yoni Mazor 17:05
Hawaii was that let’s start to the year if you can, you should know the year. We’re there for this, Kelsey.

Norm Farrar 17:10
Well, yeah, this is 1991. Now, this is Hayden 1991. So it would have been October 1, 1991. Was it when I found out about this? And then what do you do? Well, bringing Hayden out of the hospital, in his carriage. On his first day out of the hospital, my car with my wife was going over to the lawyer’s office. That was day one. The first hour out of the hospital. It was such a shock. We were like, well, especially me. I was in Shell Shock. Like I had no experience. I was more in sales than anything. I trust these guys. So absolute shell shock. I didn’t know what to do. I thought life had ended. I did. I thought, right? No, we lost everything. Because I had to declare bankruptcy. I didn’t know how to handle it. Do you know? And so I had like everything. Everything a young guy would have that thought he had money. I leveraged myself to you know, it was I think it was within my means. But looking back at it, it was probably over-leveraged. Like I had two nice cars. I had a nice house I had I mean, you name it all

Yoni Mazor 18:28
The comfortable life as you knew it’s very comfortable. Yeah, we recalculate it and you have to kind of, you know, demote yourself and you’re with your standard of living, and this $400,000 worth of dead, they grabbed whatever they could and wiped you out to kind of, you know, really degrade yourself?

Norm Farrar 18:45
Oh, yeah. You know, you have to grasp that. And as alike, especially every entrepreneur has an ego. Even though I was a new entrepreneur, I still had a big ego, right?

Yoni Mazor 18:59
And OPI Yeah, they call.

Norm Farrar 19:01
That’s one thing that I see a lot of younger, or people that are just getting in and they have their first hit that some people you know, they get a little cocky. And it’s like, all right, be cocky, but just remember, it’s going to come back twice as hard when it’s the other way.

Yoni Mazor 19:19
Yeah. Okay, so what was the next step for you? What is the next move? After all the craziness declares a backup procedure, I assume. Okay. So that’s it. You are leaving.

Norm Farrar 19:31
Yeah. So then after that, I had the guy that was involved with the 25,000 that I saved. It turned out that another door opened because I couldn’t do anything. I had seven years I couldn’t do anything with my credit. It was all gone. So we teamed up and we got a and this is a long story because there were a couple of glitches and hurdles over this period. But we got involved with the train it’s in the trash business again, you know, pens, key chains events. But we did one thing a little bit different. We looked, and we did research in the marketplace. And we noticed that there’s 16,000 people, companies, they’re two people operations at gross margins of 23%. And they had average sales of 300,000. Well, that kind of sucked. Because between the two of us, dividing that up is not a lot of money. Yeah.

Yoni Mazor 20:25
60 $70,000 divided by two entrepreneurs, it’s, it’s not a lot of money. Yeah, it’s not like a McDonald’s franchise, we can make a few million over time, right? So how

Norm Farrar 20:33
Do you figure this out? And what we decided to do was, first of all, and we talked to some of our, like, our main client, and the main client, like what we were always we were incredible at customer service. Our clients loved us, everything we did if it was good, bad, or ugly, we were on the phone with them. And that’s what they liked. So Hershey’s was our main client, one of our main clients at the time. And we needed to get funded. We had no I couldn’t get funding, he would have been struggling and didn’t want to take the risk. So Hershey’s, and if hajis is listening, I’m sorry, but this is what happened.

Yoni Mazor 21:12
They paid us versus Canada, or she’s in the US, or she’s us. Or sorry,

Norm Farrar 21:17
You. She’s Canada, and I got and they paid cod, or cash in advance for an order. And so it wasn’t a tonne of money. It was 15 grand. But that got us going. We got our product, it was a probably around 50% profit there, which gave us a little bit money going forward.

Yoni Mazor 21:38
I think they apologize as far as I checked her. She’s doing great. They’re printing money there. We love him. We still love you. Yeah, the chocolate is still sweet, you know?

Norm Farrar 21:48
So, so anyway, we were looking at perceived value. That was the very first thing you hear me talk about it all the time. Everything is perceived value, if I’m selling a $1 pen or this mug, you know if they’re selling it for three bucks, how can I get 450 for it. And it was simple. It had to be different, it had to look like there was quality, even though it was the same thing. So we would box or mugs and it would be custom cut. So you know the cup would fit right in. And when you got it, there’d be a little inspection sticker that said this was inspected for whatever we did, it was short. So I remember we did like a quarter-million shirts for one of the beer companies as a case stuffer. And we were sitting back there, like poly bagging and getting these all done and putting an inspection certificate in. Everybody on the team was working, day and night, day and night to get them out.

Norm Farrar 22:45
But at the end of the day, when you got this shirt, or when you got this mug or when you got this pen, everything was on it was what was our phrase on time every time exactly like you ordered it. And all of a sudden, instead of this 23% gross margin, we were getting 45% gross margins. And within months, we were in the millions in sales in every fortune 500 company and his mother wanted to be working with us. So we expanded. This got me into getting into systems. My partner didn’t want to get into systems I wanted to because we were experiencing hyper-growth. And I couldn’t keep up with it. We were it was day and night, you know, non-sleep. So I started creating systems and operations.

Norm Farrar 23:36
And then we also want it to behave to leverage what we’re doing and have more control on delivery. So we created more of a vertically integrated company where we bought the embroidery machines, we bought the screening operation, we bought a courier company at one point and the fulfillment and all within Ontario or Toronto, at least, we’re able to turn things around. We had a beautiful office, other people in the promo industry were kind of dingy. For the most part, it was dingy or very low level, we were professional. And we also got involved with events and all sorts of other things. So we were working at a lot higher level than most promo companies at that time. And it paid off.

Yoni Mazor 24:25
Nice. Yeah, you guys put the extra touch, the extra effort you experienced was differentiated with that touch, you know, the extra touches you guys put into it and that, you know, you know, further boost that skill that you guys were able to create virtually integrated makes you even more of a beast of a master. Okay, so what was the next move? What was the next step?

Norm Farrar 24:43
Well, the next one is one of my greatest moments, I think because I was able to I always tell people to take advantage of an opportunity, whether you can do it or not. I mean, just take advantage and figure it out. So I was at a large, like a fortune five company we were, we had a contract. And we were in their office. And I was down like in multiple offices, we had our facilities. So that was another thing we did, we’d go into the fortune five, open up an office. Well, I’d flown down to California and everybody was ticked off. They were just like, scowling in the purchasing department. So, you know, I went out to lunch with the purchase VP of purchasing, he was from

Yoni Mazor 25:30
Worth mentioning company, or not,

Norm Farrar 25:32
I’d rather not go I got. But anyway, the I, I went up to lunch with the guy. And he was telling me that the reason for all of this happening was because they were their non-contractors were pissed off that it was they were getting paid within 240 days, and they thought they’d get paid in 30 or 60 days. So they were ticked. So it just so happened, I hit it at that time, where everybody was calling, and they were all just it set everybody’s mood up to be horrible. So during the lunch, I’m sitting there going, I’m a contract I like I’m I am one of your contractors, I get paid 30 days at midnight. Why don’t you let me be your purchasing department for non-contracted suppliers? I’ll take the heat,

Yoni Mazor 26:30
All on, hold on, let me get this straight. So you have a client, you go to, you know, get a flight to California to meet them, you have lunch. And you see everybody’s kind of grumpy. And the reason is that some suppliers are paying 30 days, some others or non-contractors, they pay them 200 days and. So they’re creating all this friction. So you see that he’s saying you pay me 30 days, let me take care of the rest. So basically, you’re they’re going to go to all that they want to source goes through you, they pay you in 30 days, you take care of all the rest.

Norm Farrar 26:57
So all the meal was, let me do that. So he’s kind of intrigued, and I said, you pay me 30 days on the diet. I’ll pay them in 90 days. So I get to play with the money that’s in the bank, and we’re talking millions and millions and millions of dollars. So I get that 30 days, or that 6090 Day spread. Plus give me 5% and 5% 5% of the invoice. Wow, that’s you. And so it didn’t happen that day. But within weeks, I was this fortune five hundred, none or purchasing department for non-contracted suppliers.

Yoni Mazor 27:38
But what was the benefit for them if they already were able to extend them for 20 days Plaza got

Norm Farrar 27:43
All these people were off of the purchasing departments back so they could do their job and deal with the contracted suppliers and not take the heat. All these non-contracted suppliers ended up loving me, because I was paying them and they knew in 90 days, they would get paid because I would pay them on the. so. This lead

Yoni Mazor 28:03
To inefficiency the on your client-side is that inability to handle this at scale, their biggest scrambling, or the whole Oh, it

Norm Farrar 28:11
Was probably for them, it was probably just they weren’t contracted, they were going to play a few games, you know to leverage the cash that’s in the bank for them. But it was causing a tonne of friction. So it was probably a lot cheaper for the company to give me a few points on those than to have and I’m not talking that off. I’m talking about every location around North America. So

Yoni Mazor 28:40
The advantage for them now basically they made a bad business decision, you know, to put all together and scramble it and have different terms with everybody and, and all that labor, all that aggravation. It’s causing them a lot of time and money, right? Just saying enough of all that you were the one year to go demo to you facilitate everything now they can focus on whatever they need to do to run the business.

Norm Farrar 28:59
Yep. And I mean, the cash that came in and went out was crazy. I remember at the time. This is back in the 90s again, but just flying down the highway, they needed tickets a tonne of tech quarter-million dollars’ worth of tickets to the masters. And I had to call my bank because I had to happen right away. She says golf, right? The Golf. Yeah. And so I had to call them and I said look, I need any bridge financing for just a few days. I need a quarter of a million dollars. I’ve got to get this out today. And I was in my car when all this happened with one of those big brick phones. And anyway, as they did it like it was I didn’t sign anything. They just did it. Because the money was just flying through nowadays would never happen. It would never happen back then. My relationship with one of the larger banks, but a smaller bank where I was living. I just had that reputation that you know, everything was and I had, like the funds in the bank Think back this up, it’s all cash liquidity was abundance and you know, before it, okay, so that was kind of a peak moment for you having the irregular promotional business but, you know, being able to score big with this, you know, with this entity and facilitating their buying needs. Okay, what’s next?

Norm Farrar 30:17
You? Well, this gets me, this ends up getting me into EECOM because they call me into the office one day back in the 90s. And they said, hey, you know, we’ve heard about this, we want to take this pan or this mug, and we want to put our logo on it. And we want to have this the dealer on, you know, either one side or the other side. So it’s simple nowadays, but back then nobody could put up this Co-Op sort of site, right? I didn’t even know, I knew nothing about the internet. I knew nothing at all about it. But some of the guys, I was paying in those 90 days were happy with me,

Yoni Mazor 30:58
Guess what? They know, they made

Norm Farrar 31:00
The site. They launched the site, and I got paid, which and then I paid them. That was my start. Other companies saw what we were doing. And now they were calling us. Wow, I saw what you did with this company.

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