What's going on, everyone? Sam here with late in sports cards. You're up in 22, Bowman's Best Baseball Hobby, eight box full case break number 101. Pick your team style.  We were off a list of our names in our teams. You've got Brandon S. Marlins, Brian H. with the Blue Jays, Chris F. Pirates, Darren G. Royals, Edward P. Redsox, Eric R. with the Twins Rockies, Jack S. Rangers, Guardians, James L. Orioles, Cardinals, Jeff S. Tigers, Jeff M. with the Astros, Brewers, Mets, Padres, Nationals, White Sox, Phillies, and Giants. Jeff, thank you, as always. Johnny A. with the Dodgers, Joseph S. Cubs, Kareem A. Angels, Lee G. with the Braves, Mike D. Mariners and Reyes, Richard G. with the Athletics, Stephen H. Diamondbacks, Timothy M. Yankees, and Will Z. with the Reds. Let me see, is this all card ship? Beautiful, sounds good to me. I'm gonna go live on TikTok for this one here. Shawnee, Shawnee's there. Chris, I have not, I have not. I'm gonna say I have not yet. I think I will eventually. I heard that it's really good. I've heard, you're, my dad's, my dad I think started watching it. He said that it was really awesome. Right, 22 Bowman's best. Here we go. Let's see what we got, everybody. Let's say it's out, or it's just low. It's just annoying. Number one on Netflix TV shows. Wow. It's making noise. This guy's bugging out next to me here. All right, here we go. Mom, it's pulling Ellie. Ellie has a redemption in this. So we hit a redemption. M.J. Melendez and Badal Baruhan Refractor. We hit a redemption. That could be it. Four to go now on Mosaic PYT. Again, all teams are on sale. Simon, Juan, Elijah Green, O'Neil Cruz Refractor Rookie. This is just confirmed. This is all card ship again. Ooh, is that a Red? Ooh, a Red Lava. Red Lava, four of five. Roderick Arias for the Yankees. Dude, that is big time right there. Let's go. Yankees number seven prospect potential trade ship to add to a farm system if they are looking for pitching. Man, that is nasty. He's got the Yankees. That's gonna be Timothy M. Let's go, Timothy.  There he is, Tim's in. Let's go, Tim. Congrats, buddy. We're gonna get that into a mag for you, man. That is a massive, massive hit out of this. Tyler McGill to 250 and Ricardo Cabrera. Oh man, Tim, congrats, man. That thing is awesome. Big Arias fan myself. Air Jordan Walker. Jackson Churio. Oh, there's a great stick in this product I forgot about. That's Kumar Rocker Atomic. I wish you would've. I'll snag, I'll put the card stand on that one too. Royce Lewis there's Yankees Fernandez. That was a great first mini box for the Rockies. There is a little smudge on that. I'm gonna send an empty box and wrap it with Colorado. Lattie Jr. UFO in Orinado. So this will go with the Rockies right here. You just toss a sticker on that when you get a chance as well. Oh, I don't know. On the Arias. Just like a late sticker on the mag. Oh, cool. Come on, man. First day. Oh, feels like it. Oh, what's that? Look at this thing. Oh, it's a guy. It is J.C. Young, $2.99. Shohei and Joey Bottome. My guy that I have to sell on eBay now. The card is not bad. It's the surface is bad. So I feel like I'm just like, I'm just gonna sell and get another one. Luis Sano-Lacuna. Should I just give you all my PSA reject cards to sell on eBay? It's not a very, very quick process. Say, Rookie, there's a green Daniel Quiva 12 of 99 for the Rangers. I have a legit three. 99, Marcel Meyer. Oh my God, Simon Juan. Rejects. There you go, Tim. We can go ahead and look at it again. It's so bad. Oh yeah, we tend to be as competitive as we possibly can, Derek. Salvi Perez, there's fire, Shane Bottes. It's a fire card. I can't wait for you to rip on fanatics when you hit a fire card and we just put the fire. The fire thing coming down. There's Wanda Franco. That is gonna be pretty cool. You literally turned the screen into fire. That is Refractor Stanley Castillo going to the race. Nice one there, race. Later. Afunia, Ryan, De La Cruz. Donnie's got Ryan De La Cruz. Big Ryan De La Cruz fan.  I would say pretty much daily our pricing is updated. Like, it'll reflect both getting inexpensive and getting more expensive too, depending on. It's all dependent on the market. All dependent on market. Best baseball top rookie to pull right now. Probably Corbin Carroll, I would say, out of the new stuff. It's gonna be your top rookie. Wanda rookie, got 80 viewers here. Manny Machado and Brandon Marsh Refractor. No, we have Personals tonight, Puka. I think we have one in queue right now. We have one in queue. Seah, there's Jayce Young and Seah Refractor rookie. Now down to three to go. It's gonna be Green Auto Henry Davis, 86 and 99. There you go, Pirates. That's a good case, man. Grats all in that, Pirates. Very nice. Three Dentmers, two 99, Green Mini Diamonds for the Angels. Look at how many orders came in, dude. Shell in with a 10 box Tuesday spot. Dallas with two in fast break, Tim T with two in basketball. Paul with one in football 10 box. Nathaniel with some contender spots. Leon with a Chronicles buck spot. Paul with the Grizzlies and a fast break spot. And Chris with the Broncos and a fast break spot. So thank you all, unreal. Unreal, thank you all. There's an L.E. base. Baez, Earth to Marco, over, Earth to Marco, over. Salvi. Is that it? Yeah, that's it. That's what you were waiting for right there. I hope it's L.A. De La Cruz, Jose Miranda. That was a waste of like three seconds of my life, four seconds. I'll never get that back. Seah, there's Norhei Vera, base rookie auto for the White Sox, UFO, Ramos, Josh Lowe. I shouldn't have to listen to stuff. I know, baseball or basketball. We have basketball and football breaks available tonight. Do we have Google Pay? I don't know, actually. I don't think so, dude. I'd assume probably not. We take everything else, though. Mini diamonds, Aaron Judge, too, at 2.99 for the Yinx. Atomic Oscar, Colas, Royce Lewis, refractor rookie. Lawler, Acuña and Vakero, refractor for the Nats. O'Neil Cruz rookie, Vidal Bruhan. There's Gyro Paul Merez going to the Giant Space Rookie Auto. Purple, Cabrion Hayes to 2.50 and a Joshua Baez refractor for Cardinal. Ricardo Cabrera, fire! Mackenzie Gore, it's a fire card right there. Refractor, Ellie De La Cruz for the Reds. Colton Couser and Kumar Rocker. Down to just one team to go and Mosaic PYT is the Denver Nuggets. There's a Kumar Rocker, Perspective Royalty to 1.40. Nice one there for the Rangers. Joshua Baez, UFO and Albert Pujols refractor. On to the next one, here we go. Here we go again, TikTok, link is in the bio, latinsportscards.com.  We do not stop the stream when we start. We do on TikTok, we do not on YouTube and Twitch. Oh, come on. Oh, come on. There is gonna be 16 to go on Panini 1 football, everybody. 16 to go. Atomic Shohei, Bryce Harper. What's up, that guy, 88. Are you that guy? There's Kumar Rocker and Cabrion Hayes. Down to the, what's up, Edward? Edward. Baez, Rookie Auto, or Baez Prospect Auto at Del Amador for the Rockies. Nice one there. Kenny K with the Heat and Sons. That's what knocked us down to one thing, Kenny. There's Albert Pujols to 250. Dustin Harris prospect, refractor. Laula, that is Water O'Neil Cruz, Rookie. Elements of Excellence, Gavin Cross for the Royals. Bobby Whit Rookie, the Royals. Elijah Green, George Valera. Baez Auto, Jordani De Los Santos for the Pirates. Nice one there, Pirates doing well here. That's awesome. UFO Brady House and Juan Soto. Ah, playbook's not bad. Playbook's not bad. It has a more limited run of people that hardcore collect it. Depending on what, it really depends on what your view of booklets are, to be honest. Gary H becoming a member. What up, Gary? Gary. He's becoming a member, Gary. Gavin Cross, George Kirby, Atomic. Again, guys, if you do sign up for our YouTube membership program, a $1.99 a month gets you access to perks such as members only coupons that drop pretty frequently.  J-Rod, Bowman Masterpieces, Rookie. Gavin Cross, Tamar. That is Refractor, Daniel Vasquez. Prospect Auto for the Royals. Got a Jordan Lawler, $1.99 on the Teal Lava. The Bebex and Henry Davis Refractor. Lodolo, Water J-Rod Rookie. Nice one there. And a Samuel Munoz. The Dodgers Refractor. That is Atomic Fire, Shane Bos. That's a fire card. Jackson Holiday and Marcela Meyer. Baez Auto, Yosua Garcia going to the Phillies. Nice one there. Yosua, UFO, Blaze Jordan and Shane Bos. Bos. It's like a sheep. That's why it's Bos. Bos. Yeah. Oh, that's happening. There's, no, there's air. There's air crooked. That's what it is. Earth, fire, water and air. We're based out of Apopka, Florida. 25, 30 minutes outside Orlando, Central Florida. We do have an in-person shop as well. Calrally. Ooh, nice. Oscar Colas, the 75 for the White Sox. We did stadium already, Gary. There's Global Impact, Benny Montgomery. CJ Abrams, should be, did I upload it? I think I did. Yeah, it's, it is uploaded to YouTube if you need the link for it, Gary. J-Rod, Montgomery Tyler McGill Refractor Rookie. Missed opportunity there. Oh, nice, here in Orange Park. There you go. Not too too far. Jeremy Pena. Daniel Vazquez, Base Prospect Auto for the Royals. Bloop is Royce Lewis to 150. True Bloop. And Matt Olson. Are you near Lakeland? What's up, 7-7? 7-7. Nice. About an hour away. That is Water, Jordan Lawler. And Gavin Sheets. George Valera. And Hunter Green. Yeah, this is a fun place to work, man. It's a lot of work. Don't get me wrong, a lot of work. Lot of long days, but it is a blast. I love it here, man. Got a gold lava auto. Chase the Lawder, 18 of 75. Nice one there for the Guardians. Chase the Lauda. Jeffrey M with a spot in. Fast break, Bobby Whit UFO and Freddie Freeman. Not currently at the moment, Noah. No bowman sapphire today, nay. We do have a lot of it still. We have been doing a lot of breaks of it as well. Do five boxers or full cases. Another spot coming in, thank you to, that was Ryan, Ryan T with a fast break spot. Juan Der Rookie. C. Hearn or C.J. Abrams and JD Martinez. You remember playing a pop gun baseball back in high school? That's where Frankie, that Frankie's from. Pop is nasty. Oh yeah, Hunter Green. There's Bones, James Wood. Valera and Simon Huan. Just the nuggets available guys in our PYT. Obviously Bones Highland will still be a rookie for the nuggets in that product. There's Daniel Quaibhup, base auto again. Dub Jimmy's dog, Jerry. O'Neil Cruz to 199, Rookie Teal Lava and Christian Hernandez, C. Hearn. Dustin Harris, Air, Air Wood right there. James Wood, Wander Refractor. Elliot Ramos, Kumar Rocker, Brian De La Cruz, Refractor Rookie for the Miami Marlins. Last pack here. It's base auto, Everson Artega for the Giants. Nice one there, Higante, Simon Huan and Rhonda Bacuna. Smack, what up. Smack, smack. Good day, mate. Good day, mate, is right. Again, TikTok, if you're watching, we are live on YouTube and Twitch, late in sports cards. We are live. I will be live all the way until potentially 2 a.m. tonight. So if you wanna hang out, watch some breaks. We do that seven days a week. This is the place to do it if you're a fan of watching and buying into and participating in breaks, for sure. CJ Abrams, that's a Mini Diamonds, Iliaris Montero to 299 for the Rockies, Atomic, Chris Bryant behind it. That is Jake Berger Refractor Rookie for the White Sox. That also in Tyler McGill, Elijah Green, Bowman Masterpieces, Perspective Royalties, Brooks Lee, Ryan Mountcastle on your refractor as well. On our green, that's a blue. Jordan Lawler to 150. There you go, Arizona. Nice one there, and their top prospect. Congrats on that one. Diamond Max, Jackson Holiday Purple to 250 as well. And Anthony Gutierrez. Cody M with a 10 box Tuesday football spot. Thank you, Cody. And all the 10 boxes today, I think football is the only one left, are very, very budget friendly this week. There's Aira Torkelson for the Tigers, Oscar Coloss and Manny Machado. Last pack of this mini box, Elliott Ramos. Bay Soto, Yonatan Classe, going to the Mariners. One of the big chases in 22 Bowman alongside Elly and James Wood. Gonna be Yonatan Classe, George Valera and Juan Yepez. There's some absolute studs that are gonna be in 22 Bowman Chrome, I think. There's this one kid, he's 17, for the Mariners. Got his name off the top of my head. And then this guy. Who's the kid that just started the first catching gig last night or something that would make it a big deal? Rodriguez or something? Andy? Yeah, Andy Rodriguez, yeah. He just got called. There's two prospects for the Pirates that got called up this week. Him and there's a pitcher, Quinn Priester. Yeah, dude, he started his first game. Yeah, dude. Last night, I guess. He's an at. They're gonna be very good. There's international, it's this guy. Felonin Celestin, he's gonna be nasty. 17 for the, what's their names? The Mariners. And then this kid is, he just turned 17. He was 16 when he played in spring training with the Padres, Ethan Salas, yeah. Aaron Judge, Albert Pujols, I think so. Corey Seeger. They were the battery last night for the Pirates. That's awesome. No, Montez is in 23 Bowman. He's nasty too, though. Alec Thomas, there's Jackson Holliday. I wanna say that great comment. Keep on being awesome, mate. Over and out, thank you. Yeah, Manuel Bonilla, he's nasty too. Priester got shelled. Yeah, thank you. Navy said Felon Celestin, yeah. Buy these boxes. Yeah, I bought these boxes. They're 500 grand apiece. Yeah, pretty cheap. Yeah. Yeah, Bonilla was awesome too. Marcello Meyer, base auto for the Red Sox. They're, I think, probably their top prospect at this point. I can't imagine everybody else is above him. Marc Johnson, Green Mini Diamonds, Jared Durand in 99, he's actually a stud. And Brooks Lee, Bonilla, Dallas Card, so nice. That's awesome, Nate. Yeah, Bonilla's good. He's one of the, he's in this year's Bowman. Earth to Bobby, over. Bison stop. Everybody's just out at that one. Spencer Trollkelson, atomic, global impact. Kevin Cross, Mike Trout. Yeah, Montez was in, Montez was in this past one. Yeah, Gabriel Gonzalez, he's another big time stud. J-Rod, that is another Jordan Lawler. Not bad on the water. 299, Elements of Excellence autos. Rats on that there, Diamond Bex. That is J-Rod and Rocky Devers. I know that Gabriel Gonzalez just jumped up into the top 100. He's at like 70 something, but he's nasty too. Jazzwinder with a spot in Mosaic. Steven with two spots and 10 box Tuesday football. That would be. Oh my God, dude, $9.2 million signing bonus for Skeens at the number one spot. That's record, because I think what's his face? Holiday was 8.9, I think last year, something like that. My on Jackson grounds, Key on Johnson. I know Key on Johnson for sure. Arias, there's Jeremy Durand and Wilson Trarra's face. I love, my prospect, I really am a big fan of his Samuel Munoz for the Dodgers. I like him a lot. That is Brooks Lee, nice one there on the base auto for the twins. Why Brooks Lee? What's up Christopher? Gabriel Arias, do 199. Christian Neal, Skeens gonna be caught, call up at this point. I know, my gosh, man. Say ah, Marsh, there's Eir, Jordan Alvarez, not Jordan, Francisco Alvarez and Pache. Oh, was Torkelson a little bit higher than Holiday? There's Atomic UFO, Ron Recunia, Chase Young and Jackson Winske, still though. I mean, like $9 million spent on this is unbelievable, bro. Josh Lowe, Refractor, Urabella and Hellace for the A's. UFO Pedro Pineda and Cal Raleigh Refractor, Big Dumber Rookie, yes sir, Mercedes, there's Tate's Global Impact, James Wood. Doing well, man, doing well, no complaints here. I have to say Chris, you're doing as well as well. Ellie Perspective Royalty, Christian Santana. Bassauto Stanley Castillo for the raise, nice one there, got a true blue, Jeremy Pena Rookie to 150. And Vladdy Jr. Torkelson, Water C.J. Abrams, J. Rod Refractor. And Tate's, Marcello Meyer and Petalonzo Refractor. His father, Guacamole. Guac. Bassauto Luis Gonzalez, gorgeous seg on that one for the Orioles. James Triantos and Jeremy Pena. Yeah, I agree with that. I agree with that, Chad. Yeah, Arias is gonna be Red Lava four or five for the Yankees, absolute stud. Yeah, I know, Holladay, still batting 314, dude. He's so good, he's a double A already. Jackson Holladay, he's like 19. He might get, he honestly might get called up next year. That's insane, insane thing to do, especially if the Orioles go on like a bit of a run. Bryce Elder, are you saying Eldridge or Elder? Elder is nice, too. There is Boba Shet, Elijah Green. Great on that staff for the Braves. I'm assuming you're talking about somebody different. Marcello Meyer and Yasser, I think you're Divine. Divine said beautiful pole on the Orioles. Denzer Guzman, nice one there. Bassauto for the Angels and Acunya 250 on the Lava Global Impact. J.C. Young. Yeah, Collier, I think Collier's gonna be a stud as well. There's Jose Miranda to 299. There's Air Henry, Henry Davis. Elements of Excellence, bass and bass. Torque, Grand, Brook Slee, Boba Shet. Boba Shet. I mean, Blue Auto, Zach Nito. Nice one there, Netto, I should say, 17 of 150. That is a Netto, Netto. That's what we'll just start doing on that one instead. UFO Harper and George Kirby. I think you approved that one. Right? I'm not talking to you right now. After the whole Earth thing. Yeah. Oh, that one I've been doing for a while. We just haven't ripped this in a minute. I hate it. Fernando Tauti's Global Impact Garrett Cole, Shohei Refractor for the Angels. Stocking up the Sapphire color. Nice, there you go, Chad. Yeah, he's a stud for sure. Coloss and Jaren Durant Refractor, rookie. Oh, Eldridge, got you, Eldridge. CJ Abrams, Tyler Whitaker. It's gonna be your base auto for the Astros. Nice one, Houston. Purple of Valera, 250, and Chris Bryant. Conor Green, Water Volpe, nice in there. I remember the first box of this this year. I opened it, pulled an auto of Volpe in that. Crokelson, I think he's, that's the only auto he has. Nester Cortez pulled the super of that. Oh, yeah. Yeah. There's Global Impact Petalanzo on the Atomic. Yeah, it's Marge Johnson, MJ. What's up? No, it's autoed already. It's the auto superfactor version of that, yeah. Brian Hayes, there's Dorel Hernandez for the Orioles. Nice one there. Hello, Sab. Sab, what up? There's Vecchero and Anthony Rizzo. That guy will probably get a yellow card. Well, more likely, roommates will. Drippy. Drippy. And guys, just the Nugget's still available at 50, 54 bucks. After that, I think we're sold out all the way until Chronicles football, unless Mosaic fast break. Nope, Mosaic fast break sold out. Chase Dolander, got a beast pitcher. Yeah, there were some great, there were some great pitchers that came out of this draft for sure. Burger, Peña, Atomic of Torque, Miguel Cabrera Refractor. 16 to go on Penini one guys, Penini one football. Pick your team. Two, 10 bucks, half casers. Jack's Nalade, okay, that's. Chase the Lauder, nice one there. Chase the Lauder with Chase the Lauder. Bass auto for the Guardians, do you like that one? To 199, Dustin Harris, Joe Bryan Refractor, you sure? 100% positive, everything inside of me. Bryan, he's to 299, nice one there. For the Pirates, Air James Wood and Ryan Reckley. Trout, Brooks Lee, Montgomery, Ziko Tovar, made his debut. That is Refractor, Jo Swark Garcia. Let's go into the Phillies. Christian Santana, UFO and Radhika Arias. Last many bucks, two more autos to go for this break guys. We'll do a quick recap and then we'll be on our way into our next breaks. Got Finest coming up, then a Finest Tribute mixer and then Tribute. So a little bit of each. Some of the newer baseball products for 23. Global Impact, Miggy, Jordan Lawler Refractor. That is James Wood, Masterpieces. George Valera, Mackenzie Gore Refractor. Oh yeah, 23 Top Scrum Checklist is loaded. We got a gold coming up here. Starting off with the base thought of Eddie's Leonard. That'll be going to the Dodgers, last team taken. Gold, Brian De La Cruz Rookie, 25 of 50. Nice one there for the Marlins. Congrats, Marlins. Edward P with the Jags and Bills in number 26. Thank you, Edward. Steven H, picking up a couple of Chronicles teams for tomorrow and Edward E picking up the Nuggets. Thank you, Edward. Selling this out on our Mosaic Break, Francisco Lindor. Thanks, Edward. Edward. See if we can pull you up Big Bones Highland. That'd be awesome. Gold Bones Highland Rookie. There's a Bobby Whit Lindor, Earth to Jackson. Over, Earth to Jackson, Cheerio. Bobby Whit Refractor. Still looking for your disappointment all the time. It just makes it worth it. I can't look at you because you stare at me. Bobby Whit Scrooge Rocker and J-Ram. They creeped out. Get scared. Our last pack here. Good luck, O'Neill Cruz. Base Auto is Roger Gauria. That's very nice to go with your red. Tim, hitting the first and last auto of the break. Same guy. Absolute stud for the Yankees. Roger Arias. Aaron Judge, UFO, and Reed Detmer. Still a quick recap here, everybody. Very, very good break overall.  We've got Roger Arias. Eddie's Leonard. Josar Garcia, Chase De Lauder. Dorrell Hernandez. Tyler Whitaker. Denzer Guzman. Luis Gonzalez. It's Stanley Castillo. Yura Bellaneles. Brooks Lee. Marcelo Meyer. Jonathan Classe. Averson Artega. Daniel Cueva. Daniel Vazquez. Josar Garcia. Daniel Vazquez. Jordani De Los Santos. That is Adele Amador. Kumar Rocker to 140. Jiro Paul Maris. Norhei Vera. Stanley Castillo. Yankeel Fernandez. Blue Zac Neto to 150. Blue Jordan Lawler to 150. Green Daniel Cueva to 99. Green Henry Davis to 99. Jordan Lawler. Elements of Excellence to 99. On the insert. Gold Lava to 75. Chase De Lauder. And then a red. Lava. Four of five. Roderick Arias for the Yankees. Tim destroyed that one. That is awesome. That'll do it for the break guys. Thanks again for the film. Coming up next is Finest.


Guys, today I've got a great one for you. It's going to be the best cold call script in the country. This is going to be advanced cold calling for anybody that's sitting in a dealership this winter that's thinking, man, I need some more sales. I'm going to give you, here's the test, here's the answers to the test. I'm going to give you the script to use. All that I ask you to do is chill out, watch the whole video because I'm going to drop some bombs on you and show you how to literally pick up the phone. A, go to your internet department, go and grab out of your CRM a customer list of people that have purchased from your store two years ago and back. So if it's 2020 January, I want you to go to 2018 in January and ask, hey, I need a list. I don't care what month it is from anybody and everybody that's bought in our store two years ago, I'm going to give you how to take that customer, make them want to buy from you and do it quick. Okay?  I'm going to give you a three-way script, not only to keep them on the phone but also how to get them interested in one of three things. Now listen, when we do cold calling, what is the purpose and the goal of a cold call? It's to get them to bite. Okay? Listen, the cell can't be closed until the cells opened. So your job as a salesman is to start opening up the cell from a candidate that isn't in the market but you're going to create them to want to be in the market. Whose job is it to create the interest? Yours. And if you create the interest, what happens? Then they have desire and then they take action. So let me share this with you. First of all, I'm going to run a fast script with you and A, if you want the paper script on this, do me a favor. Send me a text message<PHONE_NUMBER>.<PHONE_NUMBER>. I got the whole paper script on this. Shoot me a text. I'll send it over to you.  Rock and roll. But I just kind of wrote down some notes that I'm going to follow. I know this on my heart. It's tattooed. I use it all the time. If your store doesn't want to or you don't want to use all three of these, hey, just grab one or two of them. That's fine. But the script works 100% of the time and it converts customers like I've never seen. If you make 10 cold call phone calls and you were to get a hold of 10 people, seven of them would be interested in this. And I'll tell you, those odds, man, that's crazy. Okay? So here's what we're going to do. We're going to start out with the advanced cold calling script. First of all, number one, when we call them, right when they pick up the phone, you always want to talk about, like, familiarity. You want to talk to them like you already know them.  Yeah, I just wanted to, you get a dial tone. They're done with you. Listen, talk to them like they're your buddy. Okay? So what happens when I call somebody? Do I sound like a telemarketer? No, when I negotiate car deals, do you think that I sound like a car salesman? Absolutely not. I talked to customers like I'm an investor, like I'm their advisor. Okay? Then they trust me to spend their money with me. Listen, they've dealt with the car salesman before. I don't sound like one. So do you know what? They pass go and do business with me on the spot where when you sound like a car salesman, guess what? They'll tell you know and walk away. You need to sound like who somebody that they like talking to on the phone. So that needs to be somebody they have familiarity with. So calling them. Hey, let's just say I'm calling Barbara. Hey, Robert, what's going on? How you doing? That's how I start my cold. Listen, and you may say, Andy, that don't sound professional. Listen, professional people get hung up on people that are their friends don't get hung up on. Think about it. What is it that you want? You want to get interest. How are you going to get interest? You're going to have to sound like somebody that they don't want to hang up on. Okay? So watch this. Hey, how are you doing, Barbara? Look, this is Andy. I just want to talk to you for a quick sec. Familiarity. How you been? What's going on? Whatever it is you say, just come out of the gate, find something you feel comfortable with. Hey, Barbara, what's going on? This is Andy. How's your day going? Whatever it is, just come out of the gate with something you feel comfortable with, like you were calling your buddy. That's rule number one. Part of this script is when I say, Hey, how are you? I'm basically telling you, you fill in the gap here, talk to them and greet them like you already know them. Hey, Tom, what's going on? This is Andy. How you doing today? I'm doing great. Who is this? I'm glad you asked. And guess what? Now I'll go into line two, which is going to be this. This is Andy from ABC Motors. I know you're probably busy, so I'll make this quick. Is that okay with you? What do you think they're going to say? No? No, they're going to say, sure. It's always the answer they give. Right? Follow me. This is Andy from ABC Motors. I know you're probably busy. You're basically telling them, I know that you don't want to talk to me. I know you're probably busy. This is only going to take a second, okay? And they're going to say, okay, I'm going to tell you this. You get them on the phone and you roll with this quick. Hey, Bob, what's going on? This is Andy. How's your day? Man, my day is okay. Who is this? Hey, this is Andy from ABC Motors. I know you're probably busy, so I'll make this quick. Is that okay with you? Sure. Hey, this is Andy from the Chevy House down the street. This is going to be quick. Are you okay if I make this fast? Whatever it is, you want to have it very prepared in a way that you feel comfortable with it. But it's got to be on these guidelines. Now, now let's get to the good stuff. The first two sentences, it isn't so you could be a second-rated version of me. So you can be a first-rated version of yourself. But you have to sound familiarity, right? You have to sound like they're familiar with you. And then two, you got to say these words that, yeah, this is me. And then number one, I know you're busy. So I'm going to make this quick. Is that cool with you? They're going to say, yeah, then you're going to rock and roll. We're going to three now. This is where it gets fun. And this is where you can start hooking them. Okay? Awesome. The reason for me calling is that three things just happened today. And I wanted to reach out to you as one of our valued customers to let you in on it. The first is, now watch. Did you see that? Did I pause? No.  Look, I've got something for our valued customers. Let me explain to you what it is. The first, and you're right here, rates are dropping. Look, let me tell you this, rates are dropping better than ever. I don't care if they're high or low rates are dropping. Do I know what kind of rate they got on their last car? I don't need to know. I make a simple statement. Rates are dropping. Now, what do you do from there? It's simple. You give them an example of somebody that dropped their payment and that did business with you. Your goal is here is to fish. Okay? So number one, hey, listen, Johnny, rates are dropping. Let me explain what that means. Tammy, Miss Tammy came in here last night, right? She bought a car from us three years ago, just like you did. Long story short, she didn't want to buy another vehicle. She just wanted to refinance hers, keep driving the same car she has now and have a lower payment. So she came back in. Guess what happened? We refinanced the car for her. We lowered the payment $100. She's on her way home. Listen, that may be what you're interested in. Secondly, right, our used inventories low. What that means is let us buy yours, go home in a newer or brand new vehicle with maybe, watch the word maybe, even lower payments, but definitely more warranty so that your cost of ownership will be way less. That way each year you'll save money. Listen, so secondly, look, here's what we want you to do. We want you to sell us your car, buy a new car with more warranty and probably maybe even get a lower payment. And guess what? That's what we're doing. Number three is simple. Maybe we have some maintenance stuff that needs to be done in your car.   Cindy's got 48,000 miles. I'm like, Cindy, look, you're driving out of you got 48,000 miles. I know the maintenance thing on out East. You're getting into that zone where it's time to start spending money. Let me ask you this. What if I took your car gave you top dollar for right? Allowed you to trade into a newer vehicle under full warranty. You didn't have to fix any of that stuff. I potentially maybe could even lower your payment and you didn't have a first payment due for three months from now. So through the holidays, you could save big. Would that be something you're interested in? So Cindy, here's what I'm asking you, right? It's real simple. 80% of our customers what do people like to do what everyone else is doing? Social proof clothes. Cindy, listen, 80% of our customers are passing go and rocking and rolling. This is what I want to ask you, right? Which one of these are you most interested in? Would you be interested in just refinancing your car, keeping the same? Would you be interested right and train your vehicle in getting a newer vehicle with lower lower miles, full warranty, maybe a brand new car, maybe lowering your payments or maybe you got some cost of ownership issues that you have to fix. Maybe the last time you're in your service station, the guy said you needed tires on it, right? Guess what? Don't spend that money. Don't. I'm still going to give you top dollars in spite of any of that being done. And guess what? I'll take care of it. Which one of these are you most interested in? All they have to do is say one word. I like to refinance the lower payment thing. Awesome. So what you're telling me is love to get a lower payment, right? Yeah. Okay, cool. So this is real simple. I'm slam this morning, but I've got some availability in the afternoon. When is going to be the best time for you to come in? Everybody's taken advantage of this. So we got to move quickly like why the GMs, the management staff and everybody is putting all the money in these trades, right? There's going to be a time where they're going to stop. So now why they're hungry and their bellies are, you know, really just hungry to earn business and make deals. You need to decide when you can make it. And I mean like not tomorrow, not the next day, but like tonight. Okay, and here's what I'll tell you. No matter what choice they pick, the deal is is that now there's genuine interest. You went and you took a customer that was literally not interested in buying a car. And you pointed out some things that gets their mind moving. Okay, why do you think there's commercials on TV? There's commercials on TV to get people in the market to want to buy something that that cell phone, right? Free cell phones $49 a month come down to AT&T. What do you think happens with those people? Well, they go down. They end up leaving with the $1,000 iPhone and a 250 a month iPhone payment. Your goal is you want them to get emotional. You want them to come into the store and find something they fall in love with and make a deal with them. And here's the beautiful thing.  Listen, I'm going to make another video how to handle that person. It's easy. But this person, are they in the market? No. Have they been internet shopping? No. Are you getting the chance to really set up the sale and do a good job? Maybe make yourself some good money and take care of a customer? Yes. Cold calling is where it's at. These people have already spent money in your store. They're dying to do it again. Listen, this advanced cold call script is sick. It will help you so much. Send me a text. Let me send you the cold call script.  And guess what? Remember, two years are older list. That's what this is made for. It'll kill it in the business and seven out of 10 will show interest and convert probably five of them will set an appointment with you. And I bet two or three will buy. Well, so that means this. If you could get a hold of 30 people a day on a cold call script, you would sell nine cars. And if you don't believe it, you're right. It won't happen. But if you do believe it, I promise you this. I didn't make the most money selling cars per year, not pulling stuff like this off. Why everyone else is staring out the window hoping for a good year. You can assure it. Have a great day guys.


The stage is set for an explosion because that's what ovulation is. We now have this mature follicle. The granulosa cells are madly producing fluid that's filling the antrum. The antrum is getting bigger and the pressure is building. So there are two things that we need to keep track of. First of all, we need to keep track of this secondary oocyte. There's a billion pens around here. We need to keep track of the secondary oocyte because only unless it gets fertilized is it going to finish meiosis and actually be an ovum. Only if it's fertilized. So we've got to keep track of that and whether or not we get fertilized. But we also have to keep track of this mature follicle. The mature follicle is going to become something else. So let's follow it through. Let's say ovulation occurs. And when ovulation occurs, the explosion happens. And what comes out is actually my secondary oocyte and the zona pollucida, which is around the outer edge. That's not a bad view. And corona radiata. All that stuff comes out with the egg, with the secondary oocyte. So now it's out. Where is it? That's a question we need to answer right now. What happens to my follicle? It's another question we need to answer right now.  What happens to a balloon when it pops? It totally turns into like a deflated balloon. And that's what this ends up looking like. It ends up looking like this is all my deflated balloon part. And these are all the granulosa cells that kind of deflated around it. But you also have the fecal cells that are all deflated around it. And you end up with this thing that actually turns into a glandular structure called the corpus luteum. I drew it as big as my mature follicle and I'm regretting that right now because it's smaller, it popped. But I tried to draw it looking kind of floppy and moppy. That's my corpus luteum. The corpus luteum is a player. It's going to continue to produce hormones that will keep the baby alive should we make one. I'm very interested in making one. Well, uh, I mean, okay. I don't even want to know the answer to that question. So pretend like I didn't even ask it. But now what we have to do is go find out what happens to this egg, this secondary oocyte that has now been exploded where? Well, the plot thickens because check it out. This is my ovary. This is a corpus luteum right there. These are like little follicles that are growing. When explosion happens, the secondary oocyte gets exploded out into your peritoneal cavity. Seriously? Look, there is a space right here. This is your fallopian tube. The fallopian tube, the end of the fallopian tube has all these little fringes on it called fimbriae. And the fimbriae are covered with cells that have cilia on them. And the fimbriae literally, and these cells literally create waves in the fluid of the peritoneal cavity saying, come this way, they create like currents so that the ovulated egg gets caught in the currents and travels in through the fimbriae into the uterine tube or the fallopian tube. And now the egg is no longer in the secondary oocyte is no longer in your peritoneal cavity. That would be a disaster. And that's in the fallopian tube. Look at who the fallopian tube is connected to. Run-a-na-na-na-na-na. This is the uterus. The uterus, let's just take a minute to say a little something about the uterus because that thing, I mean, I've never seen my own uterus but I've seen a cadaver uterus, one in my life too maybe. And I'm not kidding you, the uterus is this big. It's like the size of a walnut which is absolutely mind blowing. Like, come on. Every month you think about the drama that happens because of our uterus, like the cramping and the pain and from something that's this big.  Like, I was gigantic. I mean, let me just say that again. I was gigantic. And yet the uterus is this size. It definitely stretches when you have a parasite living in there but it's kind of mind blowing. So our secondary oocyte is now chilling in the fallopian tubes and takes a couple days for something to bounce, the oocyte to bounce down the fallopian tubes. I have to tell you something else that's absolutely shocking and this will lead us into the next section. A secondary oocyte that got exploded into the fallopian tube will live for 24 hours. That's it. So if our friends, the sperm army, the herd, the 200 to 500 million spermorama, the team who's swimming through, if they don't get up there in 24 hours, the ovum, the secondary oocyte dies, done. Game over, no baby this month. Everybody ever get pregnant? Well, the fellow sperm team has some strategies to assist in this process so let's talk about that next because we now have a secondary oocyte waiting for sperm. So we better go back to the fellas and figure out how their sperm get out.


Welcome to JSA TV and JSA Podcasts, the newsroom for telecom and data center professionals. I'm Barb Mitchell, coming to you today from PTC 2022 in beautiful Honolulu. Joining me today is Dan Thomas, SVP of Sales for Atlas Edge. Dan, thanks so much for joining us. Thank you. Appreciate having you. Yeah. How's it going so far at PTC? Good. I'm extremely pleased this event's going ahead. I know we'll talk about it a little bit, but it's just nice to see everyone back here. Yeah, so great to be back in person, isn't it? And I know that we're all hoping it's the start of the future of being back in person. But I understand it's been a big week for you. Aside from being here in person, you've also had a launch event during PTC. Tell us all about that. We actually founded the company back in September last year. That's always tough in the respective. You're doing it from behind a desk with teams. But with the event going on and having the ability to see people in person, and the timing was perfect, we chose to launch the company in the respect of having an event yesterday evening and brought together over 100 people from the industry. And back to this ability to see people face to face, it was just wonderful to connect with a lot of the industry that we've seen remotely for the last two years. And actually to do that face to face was great. So really successful event. Yeah, sounds great and great turnout. And yeah, congratulations on that. So for those of our viewers who don't know, tell us a little bit more about Atlas Edge. Atlas Edge, so we're building what we feel is Europe's leading edge platform. And from an overview standpoint, this will cover data center infrastructure all across Europe. And the difference in that is as we form the company, and there's probably four key areas that I would talk about that are I think are critical to how we've developed and really how we build the company in terms of what we're doing across Europe. So one is we have a joint venture which are our two shareholders to form the company, so Digital Bridge and Liberty Global. And that executive team actually stood up the leadership team in Atlas Edge. And amongst the leadership team, over a hundred years experience in the industry. So really brought together a lot of the, what I would call thought leaders from the industry in their respective areas. And then the infrastructure that we have, which has been contributed by Liberty Global, we've done a few acquisitions over the last few months, really gives us a mix of a huge number of locations and also time to market, which is meeting customer demand, which we're seeing is moving very quickly. And I know that Edge is something that's, it's obviously been, we've been talking about it for quite some time, but why now? Why is it more important now than ever? Well, I think I would look at it probably from one lens, which is as you've seen the industry develop and you've seen significant amount of data center capacity come up and supporting customer demand, that those have been in established markets and from a European perspective, they've been in established well-known markets across that geography. What we're now seeing is real customer demand that goes further in terms of Edge infrastructure. So it's been, I'm sure it's been talked about for many years in terms of how they solve that. But that's how we're looking at it in terms of what we're building from an infrastructure perspective, but also the demand that we're seeing today. So an all-star team coming together and the right industry background and expertise and all of the things in play, really targeting an opportunity that's primed and ready to be solved for and acted on. So all of that's great. What do you see ahead, thinking about all of that and how you're gonna pull all that together? What does 2022 look like? Busy. That's a good thing. Yes, a very good thing. So it will be a few different areas. From an industry perspective, and we talk about this, I think there was a panel yesterday where we covered a similar topic, but the industry's done a very good job of scaling up. So building bigger in existing locations. And how we look at this from an Edge standpoint is scaling out. So building smaller amounts of capacity but in far more locations. And that's really our view as we look at this year and a measure of success is building that portfolio out in terms of the different assets that we have, but also really landing that customer demand that we're seeing at the moment. And that's also a proof of how we're seeing the Edge market develop in terms of infrastructure and customer demand. And so you've been busy this week meeting, aside from your event, but meeting customers and potential customers. Is there, talk to us a little bit about who that ideal customer is or who you're sort of targeting and any examples, any use cases maybe you can share? So there are probably a few different areas that we'll focus on as a company. I think you'll see the larger technology companies or hyperscalers look to deploy Edge infrastructure. And that's certainly part of the conversations as we come to this event that we welcome to have. But actually as you look at the conversation we also have back in Europe, you're seeing a wave of enterprise demand. And these are use cases that we referenced today that are in retail sector, that are looking at multiple locations in a given country. If you rewind 10 years ago, which is where the cloud infrastructure market was where one country in Europe would solve the whole theater that changed over the last decade where you've got companies now in 11 countries. That evolution is now happening at the country level in terms of being more granular where you're looking at potentially 10 different locations in a given country. And you multiply that across Europe and you're looking at north of 100 locations. And those use cases as we start to roll out our infrastructure in the UK, which is where we'll start this and then move across continental Europe. In the retail sector, we're seeing and there are public references to it. So you're seeing companies like Tesco's. So Grocery Store, my British way of, they are deploying infrastructure as far as the petrol stations across multiple different locations in a given country. And as you see the companies doing that kind of granular infrastructure, there is a demand there that you can then house that in far more data centers in a given country. So there's some really fascinating use cases. Fascinating was the word I was gonna use actually. Thanks for joining us. We really appreciate it. Thank you for having me. And thank you viewers for tuning in to JSA TV and JSA podcasts. Happy networking.


Thank you for coming to this parallel discussion session. My name is Tony Bartlett, I'm the Forestry Research Program Manager for Australian Centre for International Agricultural Research. We've got six speakers this afternoon, and then hopefully we'll have a little bit of discussion. We originally planned for a two-hour session, now we have 90 minutes, so I've got all of these speakers. We had a discussion last night to try to shorten the talk of it, so this discussion. But we will run for six presentations first and then have discussion, otherwise it's very difficult if a lot of questions come up in one topic only. So just briefly, so that some of you I know understand what ACR is, but ACR has been operating as part of the Australian Aid Initiative for the last 30 years, working on collaborative research in partner countries in the Asia-Pacific region and beyond, primarily in Asia-Pacific region. The Forestry Program is one of 14 programs, and we operate in 12 countries, and quite a number of those are in Asia and some more in Pacific, and we will be in Africa. So we basically do research in all areas of forestry, and the priorities for the research are determined in consultation with the partner countries. And a fair part of what we do focuses on smallholder forestry, but right through the value chain up to policy. Jeff, you have to turn the next slide please. You can see there are two results from some of our work, one from Indonesia and one from Vietnam that show very high cost-benefit ratios from the results of this long-term research collaboration. So that demonstrates very clearly why it's a very good investment to do this type of forest research, and how it can pay a lot of dividends to both the economies of those countries and the smallholders. But one important message, and you'll see from the presentations that we have a variety of types of research that we've been supporting that I think is quite important in a conference like this, is to understand that there isn't just one area of research that you can do to make all this work, even in the concept of integrated sustainable land states. You have to have a lot of different interventions so that you address all the issues. And then of course there's the issue of getting the research results out to all the stakeholders who need to understand it. So I'm not going to take any more time. I'm going to introduce our speakers one by one. The first speaker is Dr. Jim Rejecto from ICRAF. And to save time, I'm not even going to tell you about the background, so I'll just let each of them to do a little bit about some of the research that they've been involving. And in some cases they're also standing in for some other colleagues from other ACR funded projects just to share the breadth of the research that they've been involving. Over to you, Jim. Thank you, Tony. Yeah, I'm Jim Rejecto. I work with ICRAF. And I'm going to share some of the activities, forest research activities that have occurred in both Indonesia and Vietnam. The Indonesian work I've been involved with personally in Vietnam work is some of our other colleagues who are up here. Also, just to give you a snapshot, I want to make sure that as they realize this is not really just an ICRAF set of projects, but there's a bunch of different players in the hands of stakeholders involved with this research. So I guess the first thing, and this goes through all the presentations here, is that we've got to remember that small holders are key producers of timber in 1904 products. So timber in 1904 products are focuses of the ACR research portfolio that Tony just shared with you. But for farmers, teak trees are more trustworthy than vents. So it's growing on their land, they can harvest it when they want. They have basically four types of teak growing systems. Some of them might be like a monoculture woodlot. Other systems are mixed with fruit species, mixed with other timbers, even to the point of home gardens. So for the most part, farmers prefer them in systems because it reduces their risk. They diversify the crop production, products for the farm. And it's also very important that they see a sustainable environment as being an important thing. So sustainable landscapes as we're talking about at this conference. And important thing is to remember that they go by a blue-toed system, so they cut the trees when they need them. They're not trying to maximize the yield. And that's very important, it's their safety. They also know that they need to improve their management. There are some points down there about it. So the next thing, we wanted to look at what are the typical farmers of cultural systems. How do they regenerate their system? How do they manage the trees? And we found out that the majority of germ plants on the farm is just what they can get their hands on. They don't think about high quality seedlings or seed. You can see at the bottom only 12% use improved germ plants. Same thing for pruning. 65% of farmers prune their trees, but they prune them to harvest firewood. They don't prune the branches close to the trunk like they should. They leave some to its degree of the quality of the plant. Same thing with vending. 57% of the farmers claim that they've been in their tea stands. But in reality, they're harvesting usually the biggest trees. So this is this genetic process, right? They're actually decreasing the quality of their skin instead of pruning them. And in general, they don't manage to improve production. They don't manage to improve growth. So in general, we can say that the sort of existing farmer of cultural practices are leading to a system that's overstocked, slow growing, low quality, low productive. We discussed this with farmers that the farmers pretty much agree that these are the things that they want to do. So what does that mean? A lot of the hybridicaceous comes from cutting hedges. So if the hedge is very old, the germplasm that comes from there starts getting old as well. So the growth rate decreases and the form decreases. There's some questions there at the bottom too. Those are circled. Those are future research objectives, right? So how can we maximize growth? Key messages. Okay. Cutting right to the chase, the last slide. So small holders are key producers of timber and non-timber forest products. Their systems are very good. They're very sustainable in a landscape sense, in an environmental sense. Okay. That's important to remember. They're very good at supporting small holder livelihoods. They're also very important at supporting industrial timber, but also say the macroeconomy, right?  So we need to develop a participative research agenda, which includes farmers' concerns, government concerns, and other stakeholders to address the real needs of the small holders on the farm, which can guide investment in research and development activities. So thank you very much. Well done. Thanks very much, Jim, and for keeping to time. That's excellent. Okay. The next speaker is Dr. Daniel Mendham from CSIRO. Thanks, Tony. Okay. So following on in the rush theme, given the time cutbacks, just a little bit of background. I'm sure we're all aware that Indonesia and a lot of countries, I think most countries in Southeast Asia, got pretty ambitious plans to increase both the area and the productivity of their forest plantations. And the reasons are pretty clear that forest plantations are good for regional development and wealth creation, and also to support the development of sustainable feedstock for downstream processing. And the key to all this is that profitable yields are, you know, essential for keeping growers interested in growing plantations because there are lots of competing options out there. And in fact, in some of the research that we've done, we've found that farmers have a track record of not actually achieving optimal yields. So there's some communication problems there. Okay. Thanks, Jack. And coming along stream alongside that, there's some key threats to what I'm calling the profitability of short rotation plantations. So there's some biophysical problems. Pathogens are becoming more prevalent. And it looks like some sort of active management strategy is likely to involve a change of species there. Again, I've made the point there that small holders have a track record of lower productivity. Is that because they have a less intensive management strategy or is there a lack of information for them to deal with optimizing their productivity? And again, they've got alternative land uses which they can adopt if they feel that that would be better suited to their land. And so we really need to provide them with a better value proposition in order for them to grow plantations. So I'm just going to delve into a few snapshots based on three projects that I've had a little bit of involvement with. There are obviously plenty more. Tony gave an overview there and then there's a strong history of projects with a high benefit-cost ratio. So I think ACO can be pretty proud of their record there. Next slide, Jack. So just go back one. Is there something missing there? There should be a table. The table hasn't come through in the translation. But in some of the work that we've been doing in Indonesia, it's become pretty clear to us that in fact wherever you go in the world that the plantation productivity can vary dramatically from site to site and even within a given site there can be huge variation in productivity.  Some very interesting work that we've done with Mahroof Nuruddin looking at the relationships between soil characteristics and plantation productivity shows that there are some sort of key diagnostic indicators of plantation productivity that we can help farmers to understand the sort of productive potential that they may get on their plantations. And you can just imagine that there's a nice table there explaining all those characteristics of sites that are highly productive and sites that are not. Typically it's soils with sites that have deep soils and good drainage is critical to getting highly productive plantations. Moving along to soil log management in Vietnam another project that we've been involved in. I think Jim just showed us some of the results from that but we're really trying to understand the optimal stocking density and soil nutrition for a case of hybrid production because there's a huge demand there for good quality soil logs for the emerging furniture industry that currently has to import a lot of timber and on the other hand there's a lot of case of hybrid plantations that are growing but they're not growing they're planted at very high stocking and they're not growing very well for producing soil logs. But as that project showed there's quite a few risks that we need to manage quite intensively. So disease is one, wind susceptibility is another and the long rotations also cause problems with or not problems they play around with the economics so that for farmers it can cause cash flow problems. Okay so the third project I'm going to talk about is the sustainability project and this was, is there one before that Jack? Yes. This study was conducted just recently by Chris Harwood in Sudan and Nambia and it's a review of the biophysical sustainability of short rotation acacia and eucalypt plantations in southeast Asia. They went to, they visited a heap of companies and extracted lots of information from in Vietnam, Indonesia, China and a few other countries and they looked at whether there was any evidence for a problem with sustainability of plantations and in fact the example here that is from Indonesia shows and this is replicated across the data set it shows that between the first and second rotation there's no evidence of any decline in productivity and if you go to the next slide Jack. So yeah they found that there's no evidence of systemic sustainability issues that in order to keep growing productivity growers do have to have an adaptive management style so that to overcome disease threats or to tailor their approach but that's no different to agriculture and agriculture has managed to increase productivity year on year. However there are still some examples of poor practice like site management, soil preparation and weed control which could be done better. So there are pockets of problems but overall there's no systemic problems with sustainability of these plantations. So moving on to the social science aspects of these projects it's pretty clear that the small hold of farmers are the target beneficiaries and forestry is a pretty valuable part of the farm enterprise for a lot of farmers. In Indonesia a lot of companies have an outgrow scheme and that can be a very good mechanism to improve the livelihoods of communities and farmers in very poorly serviced areas and when it works well it allows for a very short adoption pathway so that any new technology or new productivity improvements can be easily deployed to the farmers but a lot of the work that we're doing now is finding that there's a need for probably some improvements to those schemes to retain the incentives for farmers to continue to be engaged with the outgrower schemes. Just go back Jack, what did I miss there? So social science is a pretty important aspect of our projects in trying to understand how we can best deliver our scientific outputs to farmers and the social situation is different in almost every situation and location that we come to so that's something that we've got to deal with as well, that variability. Okay, so just in summary these ACR projects that we've been working on, I think they provide a pretty valuable mechanism to both push the frontier of science and also make sure that the work that we do is of practical benefit to farmers but it's not just the farmers that benefit. There's also lots of other downstream benefits to communities in terms of increased wealth in regional areas and that's it. Thanks very much, Daniel. Well done. Came in in 30 seconds under so that's excellent. Set the pace for everyone else. Okay, Dr. Dedi Rohati is the next speaker from Foda, seconded to C4. Thank you, Tony. Good afternoon, ladies and gentlemen. After James and Daniel talk about the production system, the biophysical aspect of the plantations, I want to bring you to some social aspect and economic point of view of the small holders plantations. I think this is the main creation is the plantation is an attractive business to farmers, to small holders because this morning our president stated that we have planned four billion trees that's including I think planted by small holders but again the question is are they planted because they believe that it is a good business? Yes, in terms of demand, timber is increasing while the natural forest production is decreasing. There are a lot of potential from small holders. Also a lot of support from governments, distributing seedlings for examples, establishing nurseries everywhere. And also it's also very much related with human factors because people have long experience on cultivating timber in Indonesia, particularly in some part in Java. But still we are looking that there are some evidence that small holders planting with traditional practices as Jim stated, they are still relying on natural regeneration for example, they do not really manage the plantation for commercial purpose. So I'm looking what are behind this small holders behavior. Next, so these key findings mainly based on some completed and ongoing projects thanks to Asia who has funded a lot of these activities. First, completed project in 2012. It is mainly dealing with the civic culture aspect, microfinance and the marketing. The second one is with different models of community-based commercial plantations in particular the value chains. And also I took some lessons from different case studies. Next. I don't want to talk a bit about the methodology but of course you can ask me in the discussions. But first I would like to draw the perspective of small holders in timber plantations. If we are saying that small holders planting timber with all of their effort, maybe we have to look at this graph. And the share contribution in terms of incomes from timber if joined together. This is the case in Gunungkidu on tick small holders plantations. That's about 15% of the income structures. So it tells you something that timber is not the main source of income for small holders point of view. Still the majority is other non-farm activities. 60% they are generated from labor, go to the cities looking for job, etc. And all together the farming system is about 40%. That's including food crops. Next. But it doesn't mean that it is not important because farmers tend to diversify the income. So 15% is high according to farmer structure. Here the graph how farmers in Gunungkidu allocate their land. We can see across the land ownership. So even with very small land ownership they still allocate their land for woodlots for planting timbers. So it indicates that planting timbers is also important. As Jim said, it is a saving account for small holders because when they need money they can cut the trees. So about 10% of the land allocated for planting. So that's important. The next slide. We can see from the existing systems farmers applied tabang butu. Tabang butu is they cut timber when they need money. To some extent it is good because it's sustained. It's natural selected felling system. But on the other hand it also weakening the bargaining power of farmers when they are selling timber. Because when they are selling timber they do not care about the value of the timber itself, but they care about the money that they need. So they tend to become a price taker. And also you can see from the pictures they not really much put attention on how to improve the quality. Laid pruning for example or thinning. It's very difficult to convince farmers to thin. Although it could be many reasons. But still today knowledge it is not understood or not agree why should thin their timber because they have planted in a difficult effort. So also small holders has a lot of concern from the regulations because they have to get the permits from governments if they want to harvest in some area particularly in the outside of Japan. And if they want to transport timber they also need to get the transport documents. So those are some constraints that maybe may contribute to current behavior of farmers on planting timbers. Next, if you are looking at the value chain analysis from the study we can see that there are a big difference of price of small holder timber. For example it starts from 500,000 to 5 millions depending on the quality. But most of the small holders timber lies on the lower price. It's less than 1 million. So it again reflects the lower quality of the timber that produced by small holders. Next, if you are looking about the markets, marketing chains we can see the difference also between the marketing chains in Java where farmers have a better infrastructure and outside Java. Here for example in Ngunungidu we have farmers have a lot of options to sell their timber. They have a lot of middlemen in the village. They have a lot of industries that they go to sell their timber. But different for example in Zumbawa they still rely on few middlemen so that's again weakening their bargaining power. Next. So I think there are a lot of farmers are rational so they will invest their money in planting timber if they see the positive response for markets. So if they see a lot of barriers then they will allocate their resource to another business. So this is some of the key lessons from our studies. First I think what we have to do is to improve farmers market orientations. Even in Java for example where market is more developed farmers still have to strengthen their market orientations. So what we have tried is bring farmers to saw mills saw by themselves about the different price of different qualities. And then they already, it seems that they already okay this is good for them. And then we are trying to link between the qualities and the management practice about how the impact of pruning for example to the quality and then to the price. So those knowledge need to be feed to the farmers. And again the second I think government need to strengthen government and also the development agencies need to strengthen the collective marketing because currently most of farmers selling timber individually. So from the point of view of economic scale also it's difficult to get more profits if they can collect. As example in some cases like in Konamis Latin they got collected and they get satisfied and the timber price is increased dramatically. So if we can imitate that kind of mechanism maybe timber become more lucrative business for small holders. And in some observations that in the project that women has the ability to negotiate the prices and ability to have the collectors come to their homes and take the products and sell it to the market. We have the plant oils and also sugar products edible mushrooms, we have the vegetable tree, we have the forest honey, we have stimulants potential aphrodisiacs, yes we do have that and we also have basket trees for handicrafts we have dyes and also furniture. And we have also a range of spices goat meat and milk, we have silk, we have timber, bamboo and aromatics. If you see the products, the pictures of the products from the left you see the stimulants you have the palm sugar in the middle and next to that is the briquettes and also the aromatics. The briquettes and aromatics are taken from the middle hills in Nepal. Next. And how do we go about that? How do we actually obtain those? We decided to think through this quite a number of times in previous projects where participatory approach is important where we do participatory rapid market appraisal and it's basically designed to analyse the existing value chain from farm gates to consumers and the role of actors in adding value and their bargaining power to capture the end user part. And this can subsequently be used to raise awareness with farmers about the importance of market information and guide intervention that aims at improving the efficiency of marketing systems and generating benefits for participants. Next. And this is actually my last slide. The farmers may be having difficulties in actually knowing how to conduct a very basic market research but this comes back to a question whether farmers should be successful being an entrepreneur or just being farmers as cultivators. And one of the things that raises within the observations conducted in those projects is that should the farmers need to know how to do market targeting, segmenting and also differentiating? Should they be involved in product development? Should they do market testing as in participatory market testing? And should farmers think about the following questions before implementing market development? One is, is my product profitable? Will it require the introduction of new or modified products? This morning you heard that the president mentioned green economy. Also Peter Holmgren mentioned the green economy. But what does it mean by green economy? You have defined green economy into three things. First is how to do with the poverty eradication. The second one is something related to you. It's sustainable production and also sustainable consumption. Not only to produce, but you guess how to consume the timber in natural resources. And the third one is protecting and managing natural resources. Next please. This is still our president, the president of Indonesia of course. I think I quoted two years ago. He mentioned that we know the problems. We know the problems. Everybody knows the problem. Also we know the solutions actually. So the president that we saw this morning knows the solutions. But he mentioned it's difficult to achieve and we must act now. I think the question is everybody needs someone else to solve the problem. And it is you will be part of the problem, not to be part of the solution. So the question is how then research can contribute to the action. And then our third, in the ACR, we call it research for development. In the CGR consortium, we call it research for impact. And in C4 and FORDA and IPB, call it action research. What we mean by action research is understanding the problem and changing the behavior happen at the same time. Not understanding the problem and then proprietary combination and take five years to change. No. Action research being understanding the problem and changing behavior of the people, of the stakeholders happen at the same time. This is what we call it action research. And why value change? Now we are talking about the value change because a simple globalized trade. So the producer can be in different location and integrated into a global value change. And you know, linking to global value change can provide opportunity to improve the income. So it's very, very nice if you can insert yourself to the global value change. And also now, today, the SME, even you are small. Even you are the producer with only five workers. They are not the local players. They can be a global players. So even they are small, they can be a global players. I saw in CEPARA, so one mother with five workers, they export to Timor-Leste, they export to Egypt. So you know, even they are small, they can be a global players to insert to the global value change. Next please. So talking about furniture, this is the total trade of wooden furniture is 74 billion. And in ASEAN, there are three big players in Indonesia with 2% of the share. Malaysia 3% and Vietnam is the biggest player in Southeast Asia with 5% share of the global wooden furniture trade. It's CEPARA. Now we talk about CEPARA. CEPARA is located in the center of Java. It's 10% of the Indonesian export coming from CEPARA. Now they export 120 million dollars annually and comprise 12,000 businesses and proceed 0.9 million cubic meters. And also the economy of furniture in CEPARA almost 1 billion, 1 billion. 0.8 billion economy of CEPARA. It's about 26% of their economy. And you know, even the decision to buy furniture made by women, as there is here, it's not by men. If you guys work together to furniture store with your wife, decision to buy which furniture even you pay the furniture, still made by women. And also what we call it value change analysis and survey including gender study. Next, please. This is the result of the furniture value change. Here's small scale producers here that we concern and see in the top as a market and the bottom as wood producer and also farmers. You see why we arrange from top to bottom to down because the power the value change any forest product is located at the buyer. It's buyer driven value change. So if they want to improve their income there's the small scale producer, they have to move up not only becoming, not only become good furniture producers but also become sellers, become traders, become retailers, even become brokers of furniture. This is the only way how to improve their income. So they call it the first scenario of moving up. The second one is green product. We talk a lot in CHOPARA about the SVLK, about the certification. So see the value change is not only understanding the income distribution understanding of the power distribution but how to do it with the value change with the existing value change. So that's why in CHOPARA we develop several scenarios and we act based on that scenario. First we have moving up make the local producer as a going to be a seller. So the producer in CHOPARA they went to New Delhi to Mumbai to sell their furniture to participate in the trade exhibition. Also they went to Guangzhou, China also to sell to participate in the trade exhibition. So as you know they at the time we were there actually they are producer but now they are also good in selling their furniture. Next please. So the second one is how to collect the association how to improve their bargaining power is to associate themselves. And also collaborating there. So we are there not just talking but we planted planted thick there. This is a June Jati Ungol Nusantara to just all of thick with 9 meter height and 10 centimeter diameter. Also we work together with Pabupati to sustain the impact to produce district regulation. Next please. This is the main impact so as we have a very very clear impact that the furniture producer has improved their income. Those who join the association has improved their income. The second one is this is the certificate of SVLK now they produce the green furniture. So you have to buy green furniture to participate in the green economy. And also they now be part of decision making process in government because they have association that are very very strong in the local district. Next one. The lesson to be learned is this land study is a key to and get stakeholders at the beginning value change analysis comprehend the distribution of income and power action research is the most important. Can make difference on the ground and work at policy level is necessary if you want to sustain the impact. Next please. This is my last present slide Tony. We are working on the preliminary study we are talking a lot about landscape approach. This is our understanding. Landscape compress of natural forest, planted forest, agriculture forest and non-vegetable land. But there is a pressure of course from agriculture planted forest to the natural forest. And the planted forest they produce something there is a lot flow from planted forest to the industry to the market. It's product flow in the left but also money flow. How to invest actually how the money coming from selling the timber can be invested in the landscape. So it's very important to do research for the landscape and also investing the landscape is on the money flow as well as multi stakeholder approach. So action research is multi stakeholder approach. And we understand how the money flow we can find mechanism to invest the landscape based on the debt money. Thank you. Thanks Tony. From the biophysical and also from the technical part of small practice and also from the marketing and value change. My works I'm going to present under the title understanding policy framework to facilitate smaller productions and integrated marketing of timber and NTFPs in Indonesia. NTFPs stand for non timber forest products and this is the ongoing research as part of the project as mentioned by Aulia the development of timber and non timber forest product under integrated production and marketing system and we just finishing the first year just finishing the preliminary assessment in the first years and we are going to start the second year. So this works is conducted by C4 my name is Ani Adiwinata Nawir I'm part of the forest and livelihood research team in C4 and we have collaborators from WF and also from the district government of Zumbawa and also the university in three research sites and we are going to start next. So our study or our research works is actually responding to the underlying reasons that are related to the policy that are constraining small holders to have more cost effective productions and also integrated marketing of both timber and non timber forest products. So within that context we have regulated system and this is because in Indonesia there are different forest classifications that defining the degree of access given to the community and secondly because there are a lot of overlapping policy and regression frameworks particularly produced under the regional autonomy government system and as part of the work we map out different policies using this metrics both for timber and non timber forest product if you can see at the left column there and we map out of the policy across from production system at the farm level management and also at the landscape level and then after that in the marketing change as well as in the processing stages and also you can see within this metric we are identifying policy and legislations at the national level we also try to understand how is the process in translating this policy into the regulations that are implemented at the local level or at the district level so particularly we are interested why how the process actually affecting the small holder practices on the ground so before we start we kind of try to frame our self in our analysis what do we mean by integrated timber and non timber forest product management because that's actually the title of our project and the main goal is to have this more integrated timber and non timber forest product management and there are four important components of this integrated management which is the the complementary income portfolio at the household level coming from the optimizations of timber and non timber forest production system and this is supported by more cost effective value change this is the components that my colleague Aulia is leading and eventually all of these components will improve the management at the landscape level for all of these components should be facilitated by affordable policy and regulation frameworks so next so what do we mean by affordable policy and regulation frameworks so we adopted the definitions that it would be the policy instruments that increase the cooperative advantage of small scale forestry management practices so therefore it would stimulate investment and its establishment and management of the small order practices so there are three components in the affordable policy and regulation framework that we try to use the framework in our analysis that the process should be resulted from a participatory process take into account inputs from stakeholders that are affected in the implementations and should be tailored to the process. The first one because we talk a lot about the transaction cost so I think the should be clear from the beginning before the policy being implemented or being drafted what will be the benefit and risk that are predicted and how manageable this transaction cost can be taken into account in small-holder decisions when they are trying to implement it. So in our first year works we focusing in the preliminary assessments in mapping out what are the constraints in relation to the policy and regulations so we kind of highlight that actually the livelihood strategy implemented at the local level is driven by the forestry policy and regulations at the national level and how there's been translated to the local population affecting their practice in the forest area. So next. So as part of the policy analysis because we even start the policy analysis we have to clearly understand what is the livelihood strategy being implemented by local people. So we try to identify what would be the household income portfolio this is just give you an example in the forest area. So in the forest area we have to identify where is Nusa Tenggara and is Nusa Tenggara. On timber forest product are more important than timber in their livelihood strategy. And for example the first two picture there you can see even though there is a landscape of the forest in how first state or in managing for commercial purposes while the NTFP are quite advanced. And also in Nusa Tenggara is the similar cases even is more or less intensive than practices in West Nusa Tenggara. So why are the reasons behind this can explain in the next slide. So in Nusa Tenggara it is quite complicated so I use a lot of animation so I would like to ask Jack for helping to do a lot of enter. So basically in West and East Nusa Tenggara at the bottom there you can see that people manage their own perfectly own lands close to their village but in their neighboring area of the watersheds and it's kind of important as the water catchment area. So there are neighboring with the protected forest in Zumbawa and our nature reserve in East Nusa Tenggara. So next. So okay because of this function of the forest so the policy is really strictly regulating their access to utilize the forest so therefore they have to do kind of less intensive extractive of non timber forest products. And importantly I just mentioned that customary norms and rules are more important in day to day practices instead of this policy being applied. And next. So from privately owned lands it's coming from their area is also limited timber use as I mentioned earlier. This is because there are two policy being applied. The timber management permits that are derived by the local government and also the mechanism for verifying timber legality that's derived from by the ministry of forestry. So those are two applied on the ground so that's why people are not really you know want to do it. Next. And while the focus of this policy are at the management level so at the transporting and marketing they are regulated locally based on a national policy and also is applied for next for the non timber forest product. Benefited from this panel and I see so many potential for research area in the future and also have some comment or some other topic. So about the benefit of the small holder anybody exploring about the environmental service from the small holder. Second one anybody trying to also get some idea about benefit cost analysis of the small holder. And the last one I need also I mean I want to make a comparative study with maybe other country with regard to policy of small holder in Thailand. What is very interesting is that there is different regulation about timber tree depend on species, native species or non-native species. In Thailand native species are very much regulated because they are also found in state forest. But in Thailand if non-native species not so much regulation they are not threatening the state forest. I think the Bang Buthu they cut only few trees for they needed because they are thinking about the environment. So inherently they are not speaking that I am environmentalist but they are keeping they maintain the environment. Some of the storytelling from the farmers they said that now the wells are get the waters again before it is dried. So I think that's interesting. The second benefit cost analysis for small holders it is very challenging. I have tried that. I have tried in South Kalimantan I have tried in Gurung Kidul and the reason because farmers it's difficult to have a very long time horizon. For growing tick we need at least 25 years. So there are too much assumptions and in the reality sometimes farmers maybe 0 income. In fact they are failing for example if the harvest is failed they lost all the money. So instead of of course I also calculated the BCAA and the result is yes it is feasible in terms of economically but it not necessarily I mean I forgot it is not necessarily competitive to other business