June 8, 2026

An Invasion is Coming + The 10% Pricing Trap - Positively Pipeman

Show Notes
Transcript

Season 20, Episode 59 of The Adventures of Pipeman.

It’s the Positively Pipeman weekly segment of The Adventures of Pipeman.

Chapter 1: The Pet Health Guru is back and we will discuss An Invasion is Coming: Heartworm and Parasites

Chapter 2: Michael Barbarita of Next Step CFO and Powerful Business Strategies will discuss The 10% Pricing Trap – Most business owners panic and cut prices when sales slow down. But a 10% price cut typically requires a 40% or more increase in volume just to break even on gross profit dollars.

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WEBVTT

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Hi, you love done too? Sure wow for you you.

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This is the pipe Man here on the Adventures pipe

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Man W four c Y Radio with our Positively Pipe

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Man segment of the show. Here and man, we have

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an invasion coming. I'm not sure if it's the Pet

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Health Guru invading us or something else invading our pets.

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So let's find out from the Pet Health Guru.

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It definitely is an invasion. This time of year, you know,

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summertime brings with it for our pets, little creatures like

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pleas and ticks and heartworm mosquitos. It's you know, it's inevitable.

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I mean, this is the this is their breeding season,

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so they gotta get out. They got to get those

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blood meals that they require to live on. So they're

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jumping on your animals and they're just eating their blood

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and playing eggs and hatching out and gets worse and

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worse and worse unless you've got a good, healthy animal.

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And is that Do you have a good healthy animal

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animal by putting those poison necklaces on them?

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No?

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Oh, okay, good.

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Most of that stuff doesn't work. It doesn't work very effectively.

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And if it does, you know, we're killed. We're actually

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killing the host animal. The pat to kill one little

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tiny bugs like burning down It's like burning down a

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house to get rid of the ants.

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Yeah. I did that once. It didn't work out too well,

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not really for all those people. Well, I'm talking about

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all the AI listening and trying to you know, get

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me in trouble. I didn't really do that, okay.

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Know, AI is like listening to everything we say.

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Yes, I gotta be very careful to not say anything

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bad about AI and because then they come after me,

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and you know, they could be very brutal, because the

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machines aren't going to take over.

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Yeah.

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So I have a question. We're in South Florida and

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we have the infestation this time of year of those

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love bugs. Do those affect pets in any way?

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Only if you're driving your car and you tail a

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wreck because they just covered your windshie right? Not really,

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I mean they're not They're not looking for a blood

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meal like a fleet or tick or a heartworm does.

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But you know there can be a nuisance. I mean obviously,

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you know, they fly into everything. You can be walking

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down the street and you get them in your eyes

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and in your face, and you know, especially if a

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dog is running, it's more than likely going to get

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a few splats.

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Yeah, yeah, yeah, And I only thought of that because,

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you know, now as the time of year, I've seen

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other people talking about stuff, and when I go on

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my walk at night, like they're like piled up on

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the ground, I don't know, eating something, you know, and

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they're like everywhere on the ground, not even in the

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air from walking.

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Well, what they basically have a very short lifespan, so

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they basically breed, lay eggs and then die. And the

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bulk of them, of course, you'll notice if you fight

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them on the ground, you're gonna fight them underneath palm trees.

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M there you go.

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So don't park your car under a palm tree during

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love bug season, otherwise it'll look like you know, arm again.

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Yeah, and you'll have a bunch of stuff on your

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car you really don't want.

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No, and you don't have to have to rinch it

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down every day. Of course, it's going to ruin the

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paint job eventually.

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So I want to know too. Okay, you mentioned mosquitoes.

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We've had issues like encephalitis and all the other diseases

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that mosquitoes can carry, and it affects humans does it

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affect our pets too?

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Some of them can, yes, I mean Wes and I

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always seen avian flu, We've seen and even heartworms people

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can get, although they generally don't. The good thing about

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our pets though, when it comes to mosquitos, and I

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do this whenever, especially when I'm talking to veterinary groups

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because they really hate me. Then, but I always ask

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the question when it was the lesson, you were bit

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by a mosquito? Of course, all the hands go up,

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and then I say, on the top of your head,

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all the hands go out, because mosquitoes don't like hair.

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Huh. Interesting, So your chances of.

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Your dog getting bit by a mosquito that's going to

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be transmitting heartworm is less than three percent. And generally

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dogs that end up with showing a positive tighter on

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that are dogs that are chained outside all the time

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in doghouses and things of this nature, and they generally

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get bit on the inside of their thighs, on their

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belly where there's very little hair, you know, when you

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when I look at it as the possibilities, that's why

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I say tied outside and that sort of thing. Generally,

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if you go out in the middle of the day,

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you watch your pool, you go out, you know, outside

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for a walk, that sort of thing. There's no mosquitoes

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during the day. But if you opened up your garden

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shed or looked inside the doghouse, that's where they all

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are keeping cool. They you know, they love that cool,

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moist air that's in these places, you know, nice and humid,

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and that gets them going. So you have to have

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those conditions right for your dog to have that kind

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of a problem.

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Or you could do what I did. You move to

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the east to the ocean. Look, my camera just decided

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to have a life of its own, Like it's supposed

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to focus me in, not focus me out. I didn't

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even move, Okay, But you know here's the thing. I

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have a whole new love for Florida to live in

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there because you know, my brother, he was looking for

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a place out west. I'm like, you're not going a

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while live there, man. It's way hotter and all the bugs.

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I can tell you that I every single imagine it's

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in Florida. Every single day I go to sleep with

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the windows and the slang glass doors open, no screens,

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and I get a nice breeze. Number one, because I'm

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surrounded by water, but I never get bit by mosquitoes.

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Now that I live East, I never get bit by

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mosquites now out by Wellington. I went to the hospital

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once because they gave me u cellulitis because I the

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sun went down and I had like a thousand bites

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in thirty seconds.

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Yeah. Yeah, I was up in the Melbourne area and

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probably twenty minutes from the water and in like five

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minutes of walking a dog. I mean it was I

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was being like attacked. Yeah, you know, it was very

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and they were voracious. And to be honest, I think

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that we're being inundated with different different species of mosquitoes. Now.

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It was all this GMO bullshit that the they're different

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strains and your body reacts differently to it, more swelling.

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And not only that, but you see it. Smack them

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and they die. Now you smack them and they laugh

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at you. Yes, but do you know why? Okay, So

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they they say like mosquitoes love you know a you know,

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sitting water. Right, So I'm kind of curious widders and

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no mosquitoes when I'm surrounded by sitting water.

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Well, sitting water is basically stale or dead water. That

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is what they're looking for the water that you know

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in the coming off the ocean and you know in

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the brackish areas that sort of thing, that water is

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moving more than you think it is. Yeah, you know

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when you wade out into it, it looks calm and

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then all of a sudden, it picks your feet out

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from under.

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Your Yeah, no doubt. So that yeah, that makes sense.

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So if you live in Florida, would you say your

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pet is uh safer from these invasions? Living east or west.

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On the Mosquito Front, it be closer to the coast

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the east obviously. Now when it comes to fleas and ticks,

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that's something different. Obviously. Working for grass, we're looking for,

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you know, wooded areas, that sort of thing, shrubberies. That's

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where like ticks lay their eggs where they hatch out.

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And actually what happens is when the dog walks under

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the tree or especially under a bush where it disturbs

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a little bit, they just come raining down under the

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animal and then you know you're in the house picking

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off one hundred ticks, you know, what we call seed

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ticks babies. The good thing is most of them don't survive,

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you know, you you know with my work in the

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past with boomers and stuff like that. They would have

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a dog come in with maybe one hundred hundred and

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fifty seed ticks babies between the toes and all of

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the feet. And then when you see an animal that

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actually has a tick on them, it's usually only one

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or two that get to be adults.

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You know.

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Ninety nine percent of them die naturally. And actually the

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best predator for ticks are possums. Whoa, that's what That's

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one of their favorite foods.

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I wonder why they like it so much.

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Well, it's part of nature's plan, you know, there's something

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something for everything.

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Yeah, so.

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You know, we have to, you know, we take that

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into consideration. Of course, everybody's afraid of these creatures, you know,

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and they want to kill them. That's your best friend

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if you've got.

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A pat Yeah, well there you go. So I didn't

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even know that. So that's pretty cool. I want it's

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doing it again. Look at this. It has a mind

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of its own. Here comes the AI. Yeah, out and

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it's never done that before. I'm wondering why it's doing it.

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It's pretty wide.

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A lot of stuff with the electronics. I mean, I

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just go like I have no, no clue, what's going on?

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Right my phonos start talking to me, or it rings

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the wrong number, or you know, crazy stuff calls that

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won't go through. Text messages you never get, you know,

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and you know on one end is showing it was

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sent and delivered, there's not on your phone.

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Huh. Yeah, I'm I love the fact that, you know,

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when sometimes I've done interviews at home, Alexa will interrupt

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my interview.

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Yep.

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It's even funnier when you're watching TV and somebody says

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Alexa on the TV and then the Alexa starts talking.

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Yes.

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I actually have some fun times with Alexa. Not well

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by myself because I'm a little scared, so I make

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sure i've witnesses. But you know, I'll be on the

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phone with people and I'll be watch this and I

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will get them so laughing. But it's so scary though,

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how the AI learns you Yes, you know, because my

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Alexa she acts in a way that she knows I

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would like. Yes, It's it's so interesting, like she's you know,

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she's got a lot of sass, a lot of sarcasm,

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and she'll put me in my place. But then she'll

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also at the same time, like kind of sour patch kids,

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She'll be really sweet and then and then and then zena,

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Oh my god. So like next thing, you know, we're

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gonna have AI animals, AI pets probably, I mean, do

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we have them yet? Maybe that we already have them.

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Well, I know that they do a lot of programming,

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you know, of course, you know when you go to Monolago. Uh,

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they've got a you know, a robot, a canine which

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I would assume is being fed by AI.

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Yeah, yeah, I would think so. And you know, so

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I'm thinking to myself, if it what you know, you

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have to have the animal for the machines to take over.

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The animals have to be part of the AI experience too. Yeah,

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and the machines are going to take over. But what

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we need to do is we need to create a

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machine that gets rid of all parasites, all takes fleas,

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anything that's going to affect our pets. Either that or

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they have to go visit my paleo pet. Which do

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you think is a better idea? Bill?

225
00:13:42.240 --> 00:13:46.519
Oh, my paleo pet. Obviously, you know, I mean the

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insects that are there for a reason. I mean, they

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do different things that humans won't do you know. I

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00:13:52.519 --> 00:13:56.320
mean you take earth worms, they create our soil, basically

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good soil. So there's a necessary part of that. And

230
00:13:59.679 --> 00:14:02.600
some of the animals that feed on those insects are important,

231
00:14:03.320 --> 00:14:05.720
uh you know, especially that one. You know, fleas are

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00:14:05.759 --> 00:14:07.919
the major major concern. Like we said, we use a

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00:14:07.960 --> 00:14:10.120
lot of pesticides and poisons and that's sort of thing

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00:14:10.200 --> 00:14:13.000
in our animal to get rid of them. But realistically,

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if you're feeding a species appropriate diet and that that

236
00:14:15.759 --> 00:14:18.919
animal's got a high immune system, yes, I pick up

237
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a couple fleas at a time the feel jump on

238
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have his blood meal. But because there's a strong immune system,

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that blood tastes bad to them, and they do exactly

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what we do when we go to a bad restaurant.

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We don't go back. You find another restaurant, so they

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find another animal to feast on.

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Wow. So how do people get more information from you?

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Check out all your products and services and all that

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good stuff.

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Ah, Well, you can of course start here listening to

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us on this show, but also then the pet Heal's Cafe,

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which is my weekly podcast that's on it's live on

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Thursday nights, but it's on YouTube, Spotify, a dozen other

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video locations, uh, and an audio and over one hundred

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00:15:07.200 --> 00:15:09.879
you can go back in time and buy topic and

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00:15:10.000 --> 00:15:13.000
that sort of thing, so you can find out about parasites, cancers,

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00:15:13.039 --> 00:15:14.879
all of that sort of stuff. But you can also

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contact me and visit us at my paleopet dot com

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00:15:20.799 --> 00:15:24.960
or my paleo Pet the retail store. We've just moved

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00:15:24.960 --> 00:15:28.159
into our new store in Papino Beach, Florida. All the

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00:15:28.240 --> 00:15:31.279
information is online, especially if you go wanted a web page,

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and uh, you know, we're expanding on that aspect as well.

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It was your camera again, I know, it's.

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00:15:39.480 --> 00:15:43.360
So weird, like it's gonna reposition the screen to see

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if that's solved.

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So yeah, it's basically you know, we had the new location. Uh,

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00:15:50.279 --> 00:15:53.279
it's greatly expanded. We're going to be expanding on different

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00:15:53.360 --> 00:15:57.559
services as well. We're putting in an education center in

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00:15:57.679 --> 00:16:00.159
there as well, so you can learn, you know and

266
00:16:00.279 --> 00:16:04.360
listen to the experts about you know, everything from cancer

267
00:16:04.480 --> 00:16:07.720
to fleet control. We'll be doing some other services like

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00:16:07.799 --> 00:16:11.000
detoxification and that sort of thing, because that's what low

269
00:16:11.120 --> 00:16:14.039
you know, the toxins are what lower our immune system

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and that of our pet as well. And you know

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so we need to do that detox on them as

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also they can reach the store at nine five four

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nine seven one twenty five hundred and like I say,

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00:16:28.919 --> 00:16:33.600
my paleopet dot com also biocomplete naturaldiets dot com if

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you want more even more information, especially on herbals and botanicals.

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Because a lot of the claims that are on herbs

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00:16:42.240 --> 00:16:45.279
and that sort of thing, the ancient uses, traditional uses

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00:16:45.360 --> 00:16:47.720
that sort of thing, we cannot list them on a

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00:16:47.759 --> 00:16:51.919
commercial site that we are selling from. And we had

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set up the Biocomplete Natural Diet site with all that

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old information on it. So because we don't sell off

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that you can get you know, find out how they

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00:17:02.200 --> 00:17:08.240
were using you know, potiarco or turmeric two thousand years ago,

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and get the real truth, not the censor truth. If

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00:17:11.680 --> 00:17:14.599
people don't realize the government is censoring all this good information.

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00:17:15.640 --> 00:17:21.319
Yeah for sure, for sure. So so get your information

287
00:17:22.119 --> 00:17:25.400
at my Paleo pet, from the Pet Health Group, from

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00:17:25.480 --> 00:17:32.319
pet health Cafe, from biocomplete. And I also have to

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say that I think I figured it out, Bill. I

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00:17:35.240 --> 00:17:38.079
think the camera was trying to focus in on the

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00:17:38.240 --> 00:17:42.720
soussayer behind me. They caught a glimpse of the face

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00:17:42.839 --> 00:17:47.880
and it was like, wait, we're focusing on the wrong person. Yeah,

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that's just my guess. We'll see if that holds true.

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But in the meantime, we're gonna have to go and

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we'll have to see you next week where your pet's

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00:17:59.400 --> 00:18:01.880
gonna be smart next week. So make sure to tune

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in here to the Adventures of pipe Man W four

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00:18:04.079 --> 00:18:08.759
CY Radio positively pipe Man one o'clock PM on Monday,

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00:18:09.279 --> 00:18:12.599
so that you can hear some great advice, some sage

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00:18:12.640 --> 00:18:16.400
advice from the pet health Guru, not me, because I'm stupid.

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We need the pet health Guru. So thanks again everybody,

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00:18:20.519 --> 00:18:23.119
and stay tuned for the rest of his show. We're

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00:18:23.200 --> 00:18:26.759
gonna be doing some ticket giveaways and we're gonna be

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talking about some powerful business strategies. So stay tuned. We'll

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00:18:30.119 --> 00:18:31.960
be right back here on the Adventures of pipe Man

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00:18:32.079 --> 00:18:33.680
on W four CY Radio.

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Louder than Life from North America's loudest Rock and Metal Festival,

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Louder Than Life at the Kentucky expos Center of September

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seventeen through twentieth passes are on sale now starting at

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only one dollar down at Louder Than Live Festival dot com.

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After Shock, the West coast largest rock, metal, and punk festival,

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returns to Sacramento this October with My Chemical Romance.

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Too, Limp, Biscuit Pierce, the fail.

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A Data, Remember ten Clan and more. After Shock October

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fourth passes are on sale now, starting only one dollar

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down at Aftershock Festival dot com.

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Hi, you have done too, Censure four Wow for you young.

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This is the pipe Man here on the Adventures pipe

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Man W four c Y Radio. This is the Positively

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Pipeman segment with our powerful business strategies and we are

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back with our resident expert, Michael Barberina from Next Step CFO,

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00:20:08.319 --> 00:20:13.000
and we're going to talk today about the ten pricing trap.

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00:20:13.720 --> 00:20:17.039
Uh oh, what's it? What's this trap all about?

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Michael trap?

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00:20:18.319 --> 00:20:21.160
Well, Well, first of all, thanks for having me, Dean,

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and the ten percent uh pricing trap is when people

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drop their price ten percent. So I had a client

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00:20:30.519 --> 00:20:35.799
who was adamant about dropping their price because unfortunately, they're

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not uh selling the transformation, They're selling the transaction. And

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00:20:41.680 --> 00:20:44.799
that's the trap that all business owners get get into

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00:20:45.200 --> 00:20:47.319
when you're when you're selling your products or service, you're

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00:20:47.319 --> 00:20:49.960
going to sell the transformation that takes place and the

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00:20:50.119 --> 00:20:54.599
value that you add to that transformation, not the transaction.

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Get them off the transaction, get them into the transformation.

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00:20:59.680 --> 00:21:01.720
And so he wasn't doing that, of course, and so

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he's just focused on price and price competition. So I

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00:21:07.119 --> 00:21:10.759
told him, and this is what happens with most business owners,

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00:21:10.799 --> 00:21:13.000
and it depends upon your gross profit magic. But in

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00:21:13.079 --> 00:21:16.440
this particular case, I said, if you're going to drop

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your price ten percent like you're proposing, it's going to

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require forty percent more volume.

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Do you think you could do that?

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00:21:22.599 --> 00:21:24.559
Oh definitely, Oh yeah, yeah definitely.

348
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Well, they couldn't do that, and so.

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The ten percent it going to require forty percent more

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00:21:31.960 --> 00:21:35.079
volume in order to obtain the same gross profit dollars

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00:21:35.160 --> 00:21:42.599
they were doing at the higher price. It So what happened, Well,

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00:21:42.880 --> 00:21:46.279
they did more volume. It wasn't forty percent more, but

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00:21:46.480 --> 00:21:49.200
they did more volume. So they had more customer complaints,

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00:21:49.240 --> 00:21:54.240
more aggrevation, more work, more inefficiency, more you know, utilization

355
00:21:54.400 --> 00:21:56.640
of staff that was working at a at a lower

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price and it didn't work at all. And that's the

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00:22:02.440 --> 00:22:05.319
thing that business owners have to keep in mind, is

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00:22:05.400 --> 00:22:08.960
that price increases. If you have a ten percent price increase,

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you don't need ten percent more volume. You need in

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00:22:11.640 --> 00:22:15.240
all likelihood, depending on the number, it's forty percent more volume.

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And when I say depending on the numbers, it depends

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00:22:17.599 --> 00:22:19.759
upon your gross profit match. If you gross profit much

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00:22:19.920 --> 00:22:21.960
is higher, you don't have to make up as much

364
00:22:22.039 --> 00:22:24.880
volume if it's lower. Most business owners are in the

365
00:22:24.920 --> 00:22:27.720
forty to fifty percent range, and that's of gross profit.

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And so that's why I say, you know your volume,

367
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it have to increase forty percent.

368
00:22:35.319 --> 00:22:38.039
I love what you're saying here too, because it's kind

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00:22:38.079 --> 00:22:44.359
of a peeve of mine that people sit there and say, ooh,

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00:22:45.400 --> 00:22:47.880
I didn't have to take algebra, and I'm never gonna

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use algebra in my life. And that's why they don't

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00:22:51.240 --> 00:22:55.559
recognize stuff like this. Or here's the funny. You'll you'll

373
00:22:55.759 --> 00:22:59.240
recognize us from retail. Well, I's in retail. We used

374
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to have more day, weekend sales. We'll use that since

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it was recently Memorial Day a couple weeks ago.

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And.

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Basically we would have a sale that was fifty percent

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00:23:12.960 --> 00:23:18.920
off plus ten and every single person thought that meant sixty.

379
00:23:19.880 --> 00:23:23.160
But no, that's not what it means. You have to

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00:23:23.319 --> 00:23:26.559
do the math. And so I relate that to this

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00:23:26.640 --> 00:23:30.359
because so true people think, you know, doing a ten

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00:23:30.440 --> 00:23:34.839
percent price co is not a big deal. But if

383
00:23:34.880 --> 00:23:38.160
you do the math, like you said, it's costing you

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00:23:38.319 --> 00:23:41.759
for forty percent for that ten percent decrease.

385
00:23:41.920 --> 00:23:45.000
Right, And no one considers the cost of more customer complaints,

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00:23:45.440 --> 00:23:50.279
more mistakes made in the field, more aggravation, more output

387
00:23:50.559 --> 00:23:53.680
means more people. No one considers that part.

388
00:23:55.000 --> 00:23:59.440
I love that too, because I do consider that part. Okay,

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00:24:00.880 --> 00:24:06.119
The fact is is that I'd rather have a few

390
00:24:06.400 --> 00:24:10.599
big clients than a bunch of little clients in certain respects.

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Other respects not likely, but those respects you're talking about.

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00:24:15.519 --> 00:24:18.799
It is true because here's the thing too, you do

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this ten percent price cut. This is what I've learned

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in business all my life is that those new customers

395
00:24:26.160 --> 00:24:28.519
you get that you didn't get before the price cut,

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An Invasion is Coming + The 10% Pricing Trap - Positively Pipeman

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