Steer Your Success: Using Your Business Plan as a Sales & Marketing Compass

Hello and welcome to the show. I'm recording today's episode at home and the kids at home, you know, watching Space Jam or something like that. Wifey is home as well. So expect to hear some interruptions in the background if this is your first time tuning into the podcast. The goal of this show is very simple. It's free business education. So if you're concerned about those sorts of things, you are in the right place.

And if you get any value from the show, then please share, promote and talk about it so that family members and friends in Nigeria and abroad can benefit from the questions that we tackle. And if after we're done, you have any sales and marketing questions, then call SMS or WhatsApp me on 08064662140. The country code is +234 for those of you who are not Nigerian. Now today on the show, I want us to look at another business plan.

And yeah, I'm sure some of you are tired of this business plan reviews that we've been doing on the podcast. And I don't think it's something that's going to go away anytime soon because those of you who've been listening to the show for a while already know that I have a radio show on Radio Maria, 91.3 FM. And sometimes people hit me up. You know, they call on the show, they have a business plan, they're trying to raise finance,

they're trying to do this, they're trying to do that. What should they do? And so that is where a lot of this business plan reviews, business plan episodes are coming from. So today we're going to be looking at the business plan from Elijah Patrick who called in from Suleja and he had a proposal as he called, it turned out was a business plan. He's an agricultural business and he wanted to know I have this business plan, what am I

supposed to do with it? So you can see relevant question because there are lots of people who just go ahead and make a business plan and they wonder, now I'm here, what should I do with this thing? And that's because in this part of the world, you know, some people sell business plan writing, you know, as a service. So everybody just assumes, you know, if I'm going to get into business, I should have a business plan now.

So you draw it up and you don't quite know what you're supposed to use it for now, even though in this part of the world writing a business plan in itself has become a goal. Traditionally you only need a formal business plan if you are trying to raise finance. So if you're going to go to the bank, if you're going to go to microfinance bank, then you need a business plan because the person who is going to give you the money wants to see something in black and white to know how much are you trying to raise,

what business are you in, what are you trying to use it for, how quickly can you pay me back, all those sorts of things. So to raise finance formally, you would need a business plan. If you are in a formal setting, you know, maybe you're talking to a rich uncle or a rich auntie, you probably don't need a business plan. But if you're going to be making any formal case to get funding, that would be nice to have a business plan that's number one,

one. Number two, in my own opinion, the main reason why you should have a business plan is just to show yourself that you have 4 things through and also to have a road map that you can execute on because the business plan always has one section that has to deal with sales and marketing. And I think that that is the most pivotal, pivotal, sorry, excuse me, pivotal part of the of the business plan because is the part of the document that shows how am I going to make some naira and cobo.

And of course, if you're not making any naira and cobo, then what's the point of being in business in the 1st place? You might as well just wind everything up and keep this thing as a hobby. So yeah, that's the summary. That's the overarching answer about what to do with a business plan and why you need a business plan. But I'm not going to join all those people, especially those people who are in the business of writing business plans and helping you draw business plans.

I'm not going to join them and say that the business plan is absolutely essential. So for those of you who are trying to raise money, it is absolutely essential because the bank would like to see something. The microfinance bank would like to see something. If you're talking to a serious former investor, they would like to see something. Then let's see what else. But anyway, Chair, even if you've had a business plan drawn up and you didn't use it to raise finance, I mean, at the very least keep making reference to the sales and marketing section so that you can see, you know what wonderful ideas when you are coming up with the business.

At first, all the wonderful ideas that you thought you could use to raise finance for the sorry, not raise finance, get revenue, yes, get revenue from the business. So let's go into my first impressions when I was looking at Elijah Patrick's business plan. So my first impression was that his business plan was dated and it was time for a review. And yes, this is something that happens in Nigeria all the time. You're thinking about your business, you want to go into business.

And so you talk to somebody who draws all business plans, you guys sit down who strategize, you come up with some nice fancy document and you do all of that in 2023. But then you don't do anything. And then 2023 passes, 2024 passes 2025. It's OK, I am now, I'm serious. I want to take this business seriously and take that document and you want to start raising funds. But you forget that you actually made that document two or three years back.

And so lots of things that you put in it out of date, lots of figures that you put in it out of date, lots of assumptions that you put in it out of date or have come to pass, you know, things like that. And of course, that's one of the problems with Elijah Patrick's business review. That's why a business plan. So if you're going to be one of these chaps or ladies who thinks you need a business plan, please, by all means, if you sit down with somebody, you strategize, you come up with,

you know, the document in 2023, I beg start running this play in 2023 currently when 2025 and this is March of 2025. So if earlier in the year you sat down with somebody, you guys come up with a business plan, what are you waiting for? If you completed this document in February of 2025, you know, it's much already like why are you wasting time? Begin start trying to validate this thing and see this why I tell people that the main thing you need to pay attention to is make sure you have the right idea.

The next question is, is this thing viable? Is it profitable? And then can I build a selling framework around it? So yes, you've said you've met the lawyer, you've registered the business name, you've called the branding person and you know, you come up with the logo and everything. You run out the business plan. So what are you waiting for? The next biggest questions are, is there demand for this sort of thing? Go into the market, start putting out sales motions, see if you can sell something, start interacting with the market,

start trying to validate these things, get going. There's no point in creating these documents and then waiting. So I was like, so I just went off and around. So The thing is date and time for was now time for the document to be reviewed for Elijah Patrick. Now also another reason why we have to review these things is because it makes a poor impression. If you have a business plan that you drop in 2023, you're trying to raise funds and it's 2025,

you're still carrying that document around. It gives the impression that even yourself, you didn't read this document, so you have to review the thing. Now. Luckily for Elijah, there are some things working in his favour because he has a certificate in EDT that is entrepreneurial development training and is a program that is administered by Smedan. Smedan is the small and medium scale Enterprise Development Authority.

Those of you who have been listening to the podcast for the last maybe two years or so, that should be a familiar name precisely because you should remember the thing that I did with them. I think that was their Lagos team, but that was an online thing. I can't remember what the theme of the program was. BS was organized by Smedan. So Alexa Patrick has an EDT certificate from Smedan in 2020. And that's sort of like a good thing because when you're looking for formal finance, it's it gives some people confidence to see that you're affiliated with certain kinds of bodies.

So that's like a vote of confidence. Then one thing that I liked in his business plan was that he was looking for a loan and that the loan was going to be collateralized by his equipment and assets. Now that's just a fancy way of saying this, that look, Mr. Financier, Mr. Bank, Mr. Whoever, I want to raise X amount of money from you. But when you, when you give me this money, we use this money, we'll buy some equipment, The equipment that we buy, the land that we buy, that is now going to be the collateral for the loan.

Collateral just means this is the thing that you will hold to make sure you get your money back. So that is a good way of ensuring whoever it is that is giving you the loan that look, you'll be paid back. Because even if worst case happens, I'm not able to give you this money back. All the machines sell it. Make your money back. The land that we bought, sell it, make your money back. The building that we rented, rent it or sell it, get your money back.

Oh, no, sorry. If you rented the land, if you rented the building, OK, No, you can't use OK, No, they can't make their money back on rent. OK, It would have to be purchased if you bought the building and sell the building, make your money back. So I thought that that was a good plan. Now, the reason why I said that that was good is because on radio Maria, lots of people have been calling in to ask me questions about Islamic finance or non interest finance.

And you know, this is a really thing to pay attention to because Islamic finance or non interest finance, whichever way you, you look at it, whichever name you like to call it, they have products that deal with these sorts of things where you acquire assets for the business. And then the assets for the business now serve as the collateral for the loan or the security for the loan. The thing that they can hold in case they don't get their money back so they can sell it and buy it back.

Then also another thing in his plan I thought was a good idea was because was that he was dropping money because lots of people can't drop with business plans and then they're using the business plan to raise the whole money 100%. So you're starting the business, you need like 30 M for the business and you want to raise the whole 30 M by yourself. Now Elijah Patrick did something real nice, which was I'm not going to go into specifics, you know, to protect his privacy,

but let me just throw up some some made-up figures. Instead of him just saying I need 30 M to start this business, please give me 30 M What he said was I need 30 M to start this business. I personally have been able to raise like 12. So I'm just looking for the balance of 18 to make this business work. So what I'm looking for is 18. Remember these figures are made-up. This is not exactly what was in his business proposal.

Now that's a good thing because it also gives investors confidence to show that you're not an anyhow anyhow kind of guy or they're just a lazy babe because you have done some work to raise some amount that is needed. The only thing you're looking for now is balance. And I thought that that was really, really good. So something to consider if you're also thinking of writing a business plan to raise finance. If you can raise something small, it gives confidence.

If it looks like you're just going cap in hand, cap in hand, you know, somehow. But if you're going and you'll be able to raise some small coins, you know, at least they'll say, well, the guy tries small, he's serious. You know, the baby has some skin in the game. That kind of thing gives people confidence. Then something I want to comment on again, it was part of the document that is called the sales forecast. And well, traditionally it's always there.

But here's the thing, sometimes people just put numbers. You just be putting numbers that I'm wondering, ah, all these numbers, you're putting millions and millions and millions as in from where? So that raises one important question. If you're going to come up with a sales forecast, it should have a basis. You should have some grounding in reality now for someone like Elisha Patrick, who had created the business plan and who has started running the business,

but who hadn't used the business plan to raise anything. My advice was him. For him was that his actual trading history between the beginning of the business and now, That is what you serve as the basis for the sales forecast. Because when you go there, somebody will be asking you, OK, you say, yeah, when you're going to make 5M, how are you going to make that 5 M? You now start stammering. It's not a good look, but if you say in year 1 we're going to make 5 M and they ask you how do you know you're going to make 5

MI say all that simple because we've been running this business for five years and in year 1, we made 800. In year 2, we did 1.4. In year 3, we're able to do 3 and in year 4, we're able to do, we're able to do 3.9. So based on the sales team that we have and if we raise this finance based on the equipment that we buy, based on people that we hire, we really think we can hit five. You know, that kind of thing will give somebody confidence because they are looking at something you can call an account, sorry, an accountant.

You can bring your Excel sheets, you can show your receipts, you can show your, you know, whatever. There's something you can show to say this is what we did last year. This is what we did this year. Therefore, God willing, we hope that next year we should be able to do that. Sorry about that. The neighbors just switched on their generator cause you know how it is now, never just doing their thing. And even though it rained yesterday in my own part of town in, in Abuja, of course the sun is out.

So it's really hot here. So you know, people have to do what they have to do. Where was I? So bottom line, sure. That part where it says sales forecast, just make sure that there's an actual basis for the sales forecast because especially if you're raising form of finance, I mean, think about it. Let's say I want to raise money from Dangote now and I carry a plan and I tell them what it OK, for this, my business idea, I

need like 1 billion. Then we go to the sales forecast section. Sorry, 1 moment. OK, phone call coming through. Just wanted to be sure it was not an emergency. So where was I? So I tell them which I need like 1 billion for this thing now. And then he opens to the sales forecast section and he's saying, OK, you say year one, this is how much you do in profit. Year 2 this how much you do, year three this how much you do.

He will not ask me why. And of course, nowadays A seasoned businessman. So if I start talking and I'm saying, MMM, of course you say, look, young man, just get out of my office. OK? Well, I hear he's a polite guy, so he might not be that rude and say get out of my office. But when I leave his office, I know for sure he's going to tell his PA. And I say, you see that young man Tavishima, never allow him into my office again.

Now is a waste of my time and then I'll be it. But then if I go and sit down with you, I need 1 billion. And he looks at sales forecast and it's OK. How Are you sure you can do 500 M in profits year 1700, year 2, blah blah blah. And I tell him that, oh, OK, that's because based on the money that me and my wife raised, plus one I got from Mumsy and plus one I got from people in the village, this is what we're able to do.

We're able to do like this. We're able to do like this. I got money from Co-op in here too. And this is how we're able to do. And then based on that, if you're able to drop this back that we're expecting from you confidently, we think we should be able to hit this and this and that and that. He look and he'll say, OK, maybe this young man has something. And yeah, and then hopefully he will tell his period. How you see that young man,

Terry Shima is a sharp guy. He's a correct guy. Next time he he comes here, make sure that he has an audience with me. So make sure the sales forecast, you're not just throwing up numbers. This part of the business plan. Do not just leave it up to the person who is a business plan writer to just start putting whatever numbers the person likes. This part of the business plan. Sit down with this person and you will need to have a very frank, realistic whatever.

Don't just put numbers that are going to look fantastic. Put numbers that have a basis in what you have been doing so far. Put realistic figures. Please be honest so when people ask you a question on that you will start saying I didn't prepare or my accountant said or something. You'll be able to confidently speak with a full chest to justify why you think you might be able to hit XYZ. But remember everybody knows that this is a plan.

Nobody expects that everything works 100% of the time. So nobody's going to give you unrealistic expectations around these things. Which is why it's OK to put honest figures and, you know, trying to shoot your shot then OK, Another part of the document that I found really interesting and I think some of us should consider because too many people. I'll put it anyway. Another section. Let me just go on straight. He came to the part of sales strategy.

Now you see why I say the business plan is an important document, because when you sit down with the person to draw up your business plan, you guys discuss some ideas about how we're going to sell and you put it down on paper. And after you do that, sometimes you forget, but then you can refer to the document and see that, OK, when I was sitting down with the consultant, these are the things that we discussed. So in his document, part of their sales strategy was we're going to do forwards and futures contracts.

Now this is just a fancy way of saying they were going to be selling because the business that Elisha Patrick wants to be involved in this selling sesame seeds. They were going to be selling sesame seeds before the time of the harvest. In other words, they were going to enter into relationships and agreements with processors, other people and tell them that look, I have a farm. It is also so and so Hector Hectares, this is how many heads of plants that were we are farming.

And because of this, we expect that the harvest should be this, this and that that that. So based on that, if you pay us now, we should be able to deliver XYZ quantity of sesame, XYZ quantity of sesame during harvest time. So the advantage of that is that, you know, it makes the cash flow position easier be able to collect money now to finance the business instead of waiting until they harvest before they sell. So you can see now that when Elijah Patrick was drawing up the business plan with the consultant, they sat down and they come up with some some ideas.

So you can see that this part of the document that says sales and marketing actually is the best, the sweetest part of the document. So even if you don't do anything at all with your business plan, from time to time you sit down, you and your business partner open it, go to that section that says sales and marketing and start looking at the wonderful ideas and strategies that in the planning stage you guys wrote down.

Because it's possible that you guys came up with a bunch of stuff, maybe like 5-6 ideas. And to be honest, since the business started like five years ago, you guys have only tried one. It's not a bad idea to look at our document and say in the beginning what were our assumptions, what did we think, what did we execute on, which one did we try, which one didn't work, which one can we improve upon? So that is the sweetest part of the document, sales strategy,

sales and marketing strategy, you know market access, go to market plan, whatever it is that it is called, that is the sweeter part of the document. Then there was a part of the document that had to deal with labor requirements and costs. And I see the reason why I say we should make sure our thing is up to date because for him the business plan was prepared in 2020. The time that he called in on the radio show was 2025 S

Definitely the numbers that you put there for rent and machines is definitely out of date because between 2020 and 2025, a couple of things happened in Nigeria. Nigeria went into, we started going through hyperinflation, you know, with a cash crunch and then cashless economy policy and then increase in fewer rates when balloting book haven and anything. So I mean, cost of living just but everything was going up, up, up, up, up.

So hyperinflation and it was an interesting time. It still is an interesting time because currently I'm listening to I'm still, we're still living through it. But you know, you read about things in business books, you know, when you are in secondary school studying economics and stuff like that. So it's really interesting to live out these sorts of things. Especially since when we were younger, there was a time that under can't remember this guy, I

think was Zimbabwe under in Zimbabwe under this guy with a funny mustache that looked like Hitler. Anyway, they had they went through hyperinflation as well. So, you know, we in Nigeria, we've gone through ours not as bad as theirs, but you know, we've been through ours anyway. But what I'm just trying to say is that keep your document up to date because you know, times change. You make your business plan in 2025 and now you're in 2027, you know, things change, things become more expensive, things become more cheaper.

You have to adjust those figures because they will have a bearing on how on the plan. Then of course, one thing that was missing, he did not include a financial request. That's a part of the document where we say this is how much money I need. So you know, what people do is they raise the business plan and it's kind of implied that I'm looking for money, but you need to put that section, that paragraph that makes a very clear request.

This is how much I need, this is when I need it for. This is how it's going to be used. This is how we're going to pay you back, you know, stuff like that. Just a brief section. It has to be there because think about it from a sales perspective. If you go and talk to somebody, you put call to action, then what are you doing? If you don't show up and have a conversation with someone, there's no call to action, There's no agreed upon next steps.

What would the person say? The person will say, let me think about it, I will call you later and we all know that when somebody says, let me think about it, the next thing that will happen is ghost mode. The person is not answering your phone again. So business plan aside, there is no sales interaction, customer interaction that you should be having that you don't put call to action. Call to action just means agreed next steps.

What are we going to do next? What am I expecting from you? What are you expecting from me? What are we going to do to move this thing forward? You should not be talking to anybody and not put any call to action, any next clear steps. If not, the other person will say let me think about it, let me talk to my wife, let me consider my pastor, drop it with my PA. My PA will call you back while I'm coming. I'm on my way to Saudi Arabia for Hajj.

When I come back from Hajj, we'll talk again. You know all kinds of excuse before you know it. Ghost mode. So please, everything, whether it's business plan or or not, every single time you're talking to somebody, don't leave this meeting without both of you agreeing that this is the next step or this is what you, Sir, you will do next or this is what me, I will do next to move things forward, Please. Very, very, very important.

So those are just my initial thoughts on looking at Elijah Patrick's business plan. Then since he's in the Agri space and was going to use it to raise finance, I wanted to be more valuable. So I went ahead and did some research about programs, avenues that he could raise finance. So I was able to find from the CBN, the CBN is the Central Bank of Nigeria that is our highest bank in the land, the one that regulates all the other banks and determines government policy when it comes to money.

So the CBN has an anchor borrowers program that is a program as at the date of this recording, just in case you're listening to this podcast whatever 10 years from now. So please just take it as good practice. And whenever you hear anything from somebody on the TV, on the radio or on the podcast, always do your own research and and verify because it's possible that at the time you're listening to this podcast, some of these programs are no longer in existence or they have been significantly modified.

So the Central Bank of Nigeria has an anchor borrowers program. And the idea behind the anchors borrowers program is this. Now they're going to get people who are smallholders small. When they say you're a smallholder, it's not an insult. It just means that the plot of land that you have is small, your farm is small, the harvest that you're producing is small. You know, that's just what it means. Nobody's insulting when they call you a smallholder.

OK. So I was going to connect smallholders like Elijah to reputable processors, processors who are big. The machine that they have is big, the farmland that they have is big, The storage houses that they have is big, the processing facilities that they have is big. And then for the purpose of that act, according to those people anchors, so the anchor, the big person in the community is going to be hooked up to the small,

small, small people that now provides What's it called now uptake. And that's what they call it uptake. It now provides uptake for the bigger guys. In other words, you have guaranteed places where you're going to get your your supplies from. So if I am the anchor and I have maybe 5000 hectares of farmland, I don't know if that's big or small. And then I have maybe 50 processors in my factory. I'm not sure if that's big or small, but I'm just saying that compared to other people in the environment, what I have is big is boku is plenty and then I

have small small other people there. I am the uncle other people in the community that I can be buying sesame from. You know, I buy 100 bags from this person, 200 bags from this person, 10 bags from this person join everything together. You can see that all of us, you know who are supporting ourselves while keeping the economy going me the fact that I'm there is guaranteed uptake for them. They know that any which ratio badassi bad these guys over there without big farm with all those machines, worst case scenario, he will buy our own produce.

And then me also know that look, worst case scenario, no matter how things go on my own farm, there are all these guys around that I can be buying stuff from. So that is part of the anchors program just to hook up smallholders with reputable processors. Please remember, again, it's not an insult because some of you look at the document and say reputable processors, does that mean I am disreputable? No, that's not what it means.

They're just saying, look, we have to call it something. They're just saying that you, you're a small holder, your farm is small, your harvest is small, your machines are small. Let's hook you up with someone who is big, then let's see what else. OK, those also CBN also has a commercial agricultural credit scheme where they subsidized credit for processors. So what that means is you're a processor, you want to raise money, go and raise the money.

By the time you raise the money will now subsidized small subsidized just means that they will took something for you so they will support you small. So they're not really giving you the money. It's just that you raise the money will shock your hands small. So that's the whole idea you know, and then Nigerians living now in 2025, of course, you know what subsidy means since part of the reason why why in hyperinflation it's precisely because we've gotten rid of the fuel subsidy.

Wendy, that's for a podcast episode for another day. Oh, sorry, forgive me my notes just flew away. Let me see, where was I? OK, I was at commercial agriculture. OK. Then there's also another one, the Agri Business Small and Medium Scale Enterprise Investment Scheme. Some of you might say Kai, these acronyms are long, but unfortunately that's just how it is in Niger. We don't do short acronyms. Everything has to be long, long,

long. I mean like C Smith and SMEDAN, you know, nothing small, everything big. So we always have plenty of acronyms. So yes, the Agri Business, Small and Medium Enterprise Investment Scheme. So now you remember that part where I said in Elijah's business plan, he said they want to raise the loan and then the collateral for the loan, the security for the loan, the way that the money will be paid back. Worst case scenario is that the land that they will buy, the equipment and buildings and everything that they will buy will be the collateral.

So that worst case scenario if things don't work out, you don't drop the money, you don't want to sell all these things and get your money back, at least you won't lose too much. So this scheme now the Agri business small and medium scale Enterprise Investment scheme, it was being implemented in two phases. The phase that I was interested in is the one that is non interests, yes, the non interest or the Islamic finance one,

Islamic finance or non interest version. So that version of the program was compliant with Islamic finance. So what that means there is that this money that you're receiving is not going to accrue any interest. And of course, if you've been listening to my Radio Maria show or even on the podcast a few times I've spoken about Islamic financing or non interest financing, They do have those products, excuse me, where you acquire things on hire purchase or you acquire assets and the assets serve as the, excuse me,

the assets serve as the security for the loan. So this kind of thing now makes a lot of sense that since it's already in his business plan and since is the kind of thing that he's anticipating. And since you don't have to be a Muslim to access Islamic finance or non interest finance, you can carry these your documents, carry all these your paper and start chasing people in NERASAL was is being administered with NERASAL.

That is NIRSAL. So forgive me, I'm tired of cramming acronyms. So just one check NIRSAL Microfinance bank so you find out what that means. So you can now go and approach near South to access the Agri business small and medium scale Enterprise Investment scheme. So it makes perfect sense. So that's why I was happy to see that part in his business plan to show that truly, truly when he made his business plan, he didn't just pay somebody money and say, Oh yeah, go on, come up with a business plan.

You know, they sat down, they thought things true and they came up with a couple of ideas. I'm truly, truly, truly, I say on TV, if you must pay somebody for a business plan, that is the way to go about it. Don't just pay somebody and say give me a business plan. That's what kind of rubbish that you don't know inside there. And then when you're in front of the investor and they ask you small question, you'll be saying no, that's not the way to go.

Sit down with the person. The person will start asking a couple of questions. Who are you? What's your business about? What's your vision? Where are you going? How much have you sold? Are you going to make money? What do you need for the business to you know they'll be asking you a question upon question upon question and I know you'll be tired of answering questions, but The thing is they needed to write that business plan.

In fact, I'm telling you wholeheartedly, if you go and tell somebody do business plan for me, the person says why your money is 200K. If the person did not ask you a single question, run from that person because the person wants to just collect your money and the person will put rubbish in your business plan. Well, it's not as if it's rubbish. It's just that the person is going to write down what you do not know, what you don't understand and what you cannot justify.

So the person that you should go with to drop your business plan precisely is the person who is asking you questions to the point where you're tired because the person actually needs all that information to drop it in the document. So that when that business plan is done, it reflects your intentions, it inflects your wishes, it has your assumptions, it has your goals, it has your aspirations. So there's the kind of thing that you can stand anywhere,

whether you're applying for CBN loan or microfinance bank loan or whether you go to Dangote to ask for money, you'll be able to talk confidently about what's in that document because you you're just speaking what's in your mind. The person who wrote the business plan, he just did his best or she did her best to reflect what is in your mind into that document. So that's all for today. There probably will be more business plan episodes in the future because I didn't expect it.

But since I started that radio show, people have been calling in. I have a business plan, I have a business plan, I have a business plan. So expect to hear more business plan episodes in the future. But the most important thing is this. Even if you don't like business plans or whatever, The thing is, all the questions that we're tackling on our show on Radio Maria and I will tackle over here, questions from other people, even if it doesn't directly relate to your own context, you can always learn one or two things, Sha, that will help improve our businesses now or improve whatever business that we're going to get into in the future, especially since we're always looking at things from a sales and business development perspective over here on the show.

So that's all for today. Remember, if you've got any sales or marketing questions, you can call SMS or WhatsApp me on 08064662140. The config code is +234. For those of you who are not Nigerian, thank you very much for your time and attention. I'll catch you guys at the next episode.