What's going on, everybody? Welcome. Welcome to Monday morning. Where are we at? We're at the 7th of March, 2020. I wanna welcome everybody here. I wanna thank you for being here. I really appreciate you being here. And I want to encourage you to get involved. Today is kind of a technical training. I go everything from technical to motivation to just all kinds of different stuff. But today's a little bit more technical. So if you would please use that chat box and talk to me, okay? Don't let me get bored here myself. I don't wanna get bored here myself. Okay, I wanna talk to you guys. So make sure you use that chat box. That's super helpful when you do that. You can ask questions. You can tell me what your weather is. You can say hello to me. You can do whatever you want. But please, please, please use that chat box. That is so, so important. And I tell you, I've said this like a million times, but the more you get involved with this stuff, the better your chances of doing well, okay? So you gotta really get involved. You gotta be there. You gotta be present. You can't just kind of hang out in the shadows. And as far as participating, the first thing you can do is subscribe to the channel. Hit that subscribe button down there. Hit that red button. Turn it gray. And don't forget to give me a thumbs up also. Also, there's a bell. Once you subscribe, a bell is going to appear. I want you to ring it. Turn all bell notifications so you're notified each and every time I go live. I would really appreciate that. Today, we're gonna be talking about churn rate. Now, you either know about churn rate or you don't, okay? That's, there's only two ways you can be on churn rate. However, if you don't know about churn rate, if you have no idea what I'm talking about, you really wanna listen today because this can make you a lot of money. If you do know about churn rate, if you are somebody who, you know, has some subscriptions going, that type of thing, then make sure you listen to everything I'm telling you to take because it can save you a lot of money. What's Paul got to say today? Paul says it's a little cooler here today.  And hot springs warming to the 70s this week. I don't think, man, I don't think we're getting out of the 50s today, Paul. What are we doing today? What are we doing? Well, it says it's 42 now and we're gonna have a high of 54. But it was like 78 yesterday. So it's kind of weird. It's got that bouncing back and forth thing that, you know, it always does. Richard, what's going on, buddy? He says, Buena Diaz, Buena Diaz from Mexico. Good to see you here, buddy. He's got a nice relaxing picture there for everybody to enjoy. I've got it up on the screen now. So, you know, I guess before I really get into this churn rate thing, I ought to talk about it a little bit and kind of tell you guys about it. You know, if you don't know about it, I want to make sure that you do. I'd like to show you how to calculate it. But basically all it is, is the proportion of the customers who stop paying for a product or service during a given time period. So maybe it's how many stop every month. Okay, that's what most of us do is we'll calculate a monthly thing. It's actually the complete opposite of what a growth rate is. Okay, a growth rate is as you're building more and more customers. So it's different from that. It's really kind of easy to understand that trick, okay? Because it's a simple formula to calculate a churn rate that has some limitations and potential traps. But overall, if you use this formula, you're not going to have a problem. It's going to be pretty simple. So why are these churn rates so important? Why do they matter so much? Well, there's multiple reasons why keeping track of your churn rate and how it's working can help boost your marketing performance. But there's five main reasons, okay? And I want to go through those five main reasons real first. And you can write these down. You can come back and listen to this later on. But the first one is obvious. It directly affects your revenue. Churn rate is the decelerator of growth. It means your company is shrinking, okay? Not a good thing. But unlike growth rate, a certain percentage of churn is always going to be there, always going to be there. Let's say you had, you know, 100 people paying you every single month, okay? And they were all on credit cards because that's how we bill. And some of those credit cards became invalid during the month because, let's say the expiration date on the credit cards was no longer any good, okay? Let's say, of course, those people canceled that card because some of them got stolen and they had to get a new card. So you can see, even if everybody loves you to death and they think you're the greatest person in the world, you're always going to have a certain degree of churn rate. That's just going to happen. Let's see, what do you put in here? Richard said something about his weather here. Mexico has perfect weather, 70s of the day and 60s at night. That is some beautiful stuff, Richard. Beautiful stuff. How long are you down there? Are you staying for a while? I know you go back and forth a lot. You another sip. And this, was it next month? Yeah, next month, we're heading out to New Orleans. Booked my flight already. I've got it narrowed down to like 11 hotels. So I'm going to be in New Orleans for Easter weekend. Going to meet a friend from high school there who I've known, gosh, since we were 14 years old. So pretty long time. So that's what I'm going to be doing. All right, so let's get back to this thing. All right, obviously it affects you revenue. And next thing it is, it influences your word of mouth marketing. Word of mouth marketing is pretty important. I'm sure you subscribed to some type of product or service because somebody just told you about it. Maybe it was a meal planning kit or clothing thing or whatever it is. But that's pretty darn important stuff. Word of mouth marketing, if people are cancelling and somebody says to their friend, well, hey, I just canceled mine. They're like, yeah, I probably ought to cancel mine too. That can really snowball. So that's why it's a bad thing. Number three, it's an early indicator of bad news for your business, right? Because if your churn rate is super high, that means your business is going down. That's not what we want. The fourth thing is it's a customer lifetime value variable. And what I mean by that is every customer has a lifetime value. And as that churn rate gets higher and higher and higher, your lifetime value of your customer goes down. So that's something else you want to concern yourself with. And it's also a metric for performance forecast. How is your company going to grow? What's it going to do in the future? That's why it's important to know how to calculate this. Now, you may already have noticed that I've talked about churn rates in relationship to both customers and revenue, but there are two types of churn rates and it's everything you need to know about calculating them. Okay, so here we go. The first one is your customer churn formula. Customer churn formula. Let me see here. Paul is asking a question. Let me throw it up on the screen. He says, what did you say, Paul? He says, I'm sure word of mouth is a key to success of the channel. I personally recommended this to my circle and they love the content. Thank you so much, Paul. I appreciate that. And he's got another comment on here. Do you have a system to get them back once gone or just on new clients? We do and I'm gonna talk about a little bit of that today. Remind me if I don't cover that thoroughly enough but I am gonna cover that today. So let's talk about the formula first, okay? Now try to get this in your head and I think what I'm gonna do is I've got it on my screen here. I'm gonna copy and paste it and put it in the chat. All right, so this is your customer churn formula. Let me stick this over here real quick. I'm gonna paste it and hit chat, okay? Let's see here. And I've got some more comments. Guys, I appreciate your comments so much. It says, I will be in Mexico for two weeks. Cancun for one and Miami for one week. I'm making great smoked barbecue dishes like sea bass, chicken steak. Do a video, Richard, do a video. Get your channel going, buddy. I've got a bunch I've gotta edit so I'm probably gonna work on that today. I did put in the chat section, guys, what the churn rate formula is. I'll read it also and then we can kind of think about it. And it's basically customers lost during a period over customers at the start of a period times 100. That's your churn rate, okay? So that makes sense. Now, for example, let's say on the beginning of the month you had 1,000 active customers. And then at the end of the month, you lost 25 over, okay? So this means that your monthly churn rate is 2.5%, okay? That's how many you're losing. Now, the next thing we wanna look at is revenue churn rate. Revenue churn rate basically is revenue lost during a period over revenue at the start of a period times 100. So as you can see, it's basically the same formula, only variable different is what number you're putting in there. So let's say that you have $100,000, or excuse me, yeah, say $100,000 monthly recurring revenue. And this is not a big number, guys. I know a lot of you are like, oh my God, 100,000 a month. It's not a lot. It's not a lot. We've done 100,000 in a day before. And matter of fact, well over $100,000 in a day. We don't do that every day, but some days we do. So let's say your monthly recurring revenue at the start of the period is $100,000. And you manage to upgrade some of your existing customers from an additional, say $5,000 a month. You lose a few customers who've contributed to about $4,000 of your monthly revenue. And you notice $2,000 worth of downgrades. The revenue lost during the period is $1,000. This is that you lost $6,000 due to churn and downgraded customers. But you made $5,000 from customers who decided to upgrade. Your revenue churn rate for that period, therefore, is 1% of the formula. So let me, I'm gonna put this in the chat box too because I feel like I may lose some of you guys on this. It is a little complicated. It really isn't if you see it writing. So let me type this in here and I'm going to paste it right there. Okay, there we go. So that should be in the chat box now. Let's see. Yeah, I think I got all my comments in there. So I'm good to go on that. Feel free to put more comments in there, guys. I mean, this is not formal. If you got questions about anything you had to do to start running growing online businesses, please put that in there, okay? All right, so the next part I have is which churn rate to use. Which formula do you use? It really doesn't take a math genius to figure out that the customer churn rates usually different, okay? They are different. But I recommend you calculate both churn rates because they provide additional information. You know, your churn rate may be good but you're losing revenue, okay? Or your revenue may be going up but your churn rate's way too high. So you want to kind of look at both of them. They both have their limitations. The formula that works best when calculating churn rates on a monthly basis, I would say is the first one. You know, for longer periods of time you may want to look at your revenue. That could be very helpful. And now the next question. This is the question everybody's gonna ask. Let me get a sip here real quick. The big question is what's a good churn rate for your business, okay? What's a good churn rate? If you were to go to Google right now and you type in what's a good churn rate, you're gonna see anything from maybe 2% to 8% to be an acceptable churn rate. That's useless information for a metric where 1% difference could mean tons of money. On top of that, some of the resources don't even mention what type of churn over what period of time they're referring to. So are they talking about revenue? Are they talking about number of customers? That's not very helpful. So we do need a number. It's important to have something to anchor to to recognize instances return is a minor problem or if it's a major deal, okay? So fortunately, all we need to do is get more specific with Google queries, okay? So make a list of your competitors. Google their names in competition. I can't talk today. Google their names in combination with churn rate or retention rate and use the inverse metric.  It's actually gonna show up and you're gonna find that stuff. You could get some specific numbers. If you've publicly traded companies on your list, chances are you're gonna get more numbers from people like them because they have to release all their information. So now we wanna talk about ways to decrease churn rate, okay? This seems to be a misconception that churn happens after somebody becomes your customer. No, you can influence your churn rate at all stages of the marketing funnel.  So let's look at that. What can we do? The first thing you can do is collect feedback from churn customers. You know, the people who left your list, you can ask them, why do they leave your list? Why did they quit paying you? Why are they no longer customers of yours? By talking to them, you can get some real insights. The next thing you can do, number two is fix your position in the market, okay? Your target market should perceive your brand. They should understand your brand. It's an intended brand image. What are you doing with your brand image to keep people on your list? Positioning allows you to differentiate from your competitors and in some cases, even influence how the target market perceives your competitors. You can use tools like Ahrefs, which I like a lot, and we use Ahrefs, I would suggest that. Make sure you target the right audience. The next thing is make sure you do target the right audience. Some customer segments churn more than others. You know, you saw the contrast between what Cloudflare with a 36% churn and Fastly that had a 0.7% churn. In an ideal world, you'd be spending most of your resources on reaching audiences that allow for product market fit, okay? But it doesn't always work that way. All right. Number four, use better sales and have better customer service experiences, okay? The experience you have with your customer facing staff makes a big difference. We get support tickets almost every single day and I get Mary to answer them and Jessica answers them and Phillip answers them and Jenny answers them and Billy answers them. And a lot of people are in there answering these tickets. So we don't really have a situation where we say, well, one person, when they get around to it will answer that ticket. We do it immediately, okay? If I see it and I'm walking through the mall and I see one on my phone that pops up, I'm gonna answer it right then, okay? And we all do the same thing. So what you need to do is in combination with that, you do need to have some guidelines or standard operating procedures that you're gonna adhere to to make sure that customers get handled. Next thing you could do to actually increase your signups which is gonna lower your turn rate is to offer something free, some type of free version of your product, some freemiums we call those, okay? There's still subscription based but the first month maybe they get free or the first week maybe they get free as a trial version before they get charged. So that can be very helpful for you. Next thing you can do is you can improve how you onboard your new customers, okay? Once they sign up for something, what do you do? Do you make them happy? Are you helping them out? Are you making them want to stay in your ecosystem? Are they gonna want to keep paying? What are you doing to onboard people?  We want to make them feel good. We want to make them feel like they're part of the family, okay? So your onboarding is something I think you need to look at. Next thing I want to tell you you should do is provide great product education resources. I know with our courses, I usually have an explainer video that will walk them through the course that will show them where they need to go next and how they need to consume the information and what they need to do to get the most out of that information. That's very important that you do that. You make them feel like they're part of something by doing that. The more complex your product is, the more you should prioritize this education process in your marketing and communications. Generally the prospects that we have are pretty happy, okay? They like what they're getting. But you want to make sure you're using the right tools to do that, to make sure you are making them feel good about everything that they're doing. So important, maybe you have a newsletter, maybe you have a monthly thing. Maybe you give them like in Cartra, you can give them stars or prizes as they complete different levels of the courses and that makes them encouraged to continue to move on and do more. Know what's the next thing you can do? Well, this is a good one. How about improving your product? Okay, now our canned meats at our survival food company, I really can't improve that product. It is what it is, okay? We make a canned meat. But courses, we could keep those updated. We could put new videos in there. We could add new content to those courses. We could do stuff like that. You can have the best product in the world, but there will always be a huge list of features and improvements that you can work on. Getting a new customer who assesses that you have the best product for them is great, but that favorite opinion can change in months and years if you come to reset or excuse me, if you're resting on what your product originally was. I mean, if I just look at my marketing software that I used, I mean, I originally used constant contact. I wouldn't use constant contact for anything now. Not that it's a bad platform, but it doesn't do a quarter of what I need things done. I used MailChimp, I used Aweber, I used Infusionsoft, which is now key. And now I use Cartra, and I highly recommend Cartra. If you don't have Cartra, there will be a link to Cartra. If you're doing any marketing online, you wanna check out Cartra. That'll be in the description below this video after I'm done. Once it's actually published and it's not live. During the live, you can't see the description, so just you understand that, but it will be there. So you wanna keep improving your product. The best ways to keep improving your product, of course, are collect and evaluate customer feedback. That's really important. Ask what people are feeling about your product. Do they like your product? Is it useful to them? And guys, keep those comments coming. I noticed your comments slowed down. Don't be slowing down, keep the comments coming. The next thing you can do is monitor what the market wants on social media, forums, industry events. What are people complaining about? What are people liking? Does some other competitor out there have some things, some benefits that you don't have? Can you add those to your product? Can you have some benefits they don't have? What could you do? The next thing you can do is consult with experts using the product. Sit down with them and say, hey, you're using my software for XYZ. What is it that you would like to see added to this product? You can do that. Did you see my question above? Let's see here. Let me see here, Richard. Let me go back to these real quick. I apologize when they're coming in. Let's see here. I have a person. Okay, I have a person that used to manage my email campaign with Aweber MailChimp but lost in the pandemic. You lost the person or you lost your list. I'm not quite sure what you're saying there. Let me know what you're saying there and I'll be happy to help you out with that, Richard. Okay. Yeah, just clarify on there what you meant by that. And Aweber's not bad. MailChimp's, meh. I really recommend Partra. I really do, because you can do so much more with it. You can automate so many more things if you can with those two platforms. Not that they're bad, but just not as good. All right, let me get to sit here and then once you answer that, Richard, I'll come back to that. All right, so the next thing we're gonna talk about here and the last thing probably is tracking through net promoter score. What's your net promoter score? Well, remember that point about the influence of churn rates on your income and all that stuff. NPS is a best proxy for improving both churn and your income on a monthly basis. NPS represents customer satisfaction and loyalty based on how likely they are to recommend your product and services to other people. So you wanna monitor this, okay? So you surely are gonna encounter many NPS surveys already. Often they look like they're gonna send you a survey and it says, I don't know, Billy, how likely are you to recommend our company to a friend or colleague and you're gonna score one to 10? Are you doing those with your product? You should, okay? NPS scales are very, very important. The score the user selects dictates whether they're a detractor, passive or promoter, okay? They're gonna fall into one of those three categories. So, and that depends on where they are on the scale, okay? So let's say you've got a one to 10 scale and one being, you know, you're terrible and 10 being the best thing in the world, one through about six are gonna be detractors. They're gonna be hurting overall your company, okay? A seven, eight is gonna be more passive, okay? Nine, 10 are gonna be promoters. People are gonna be talking about your product services out there and let me see if Richard got his question and put back in here. Let's see here, I think he did. Should I hire somebody new or should I take the time to learn how to run my own campaigns? That's a great question and my answer is both. My answer is both. I don't like to have anybody, I run my own campaigns. That's not to say that you shouldn't have somebody run campaigns because you can, but I would say even if you're gonna hire somebody, you need to know how to do these things because the thing is you can't manage what you don't know, right? You can't manage what you don't know. If somebody says, yeah, I wrote some great emails and I didn't get any response, you don't know if they wrote great emails or not, so I think it's super important that what you do is you learn this stuff and actually do it some yourself and if you have any specific questions on that Richard, I'll be happy to answer those for you, but I think it's so, so important that you understand anything that you hire out to somebody. Now, with that having been said, I have some coding done on my site and I don't know that coding. I'm not gonna tell you I do know the coding. However, I know the general process of what they need to do. I just am not gonna spend my time doing coding, this is not gonna happen, but I think you need to learn every process of your business. I really, really do. I think the person that is on top of all that is gonna be a whole lot easier to manage people and once you learn it, you can certainly manage people better and you'll also know if you're paying the right amount. I had another question just pop up here. I like Brunson's products, but I find it difficult to just place on an order because of too many upsells. Yeah, I know what you're saying. Russell Brunson does a lot of upsells. I have an associate that does 19 upsells. 19 upsells, 19, did you hear me, 19? I usually do two or three maybe and you know, there's an argument to be made on both sides of the stock. If people are still buying, he's still selling stuff. So everybody's different and some people may love that Paul and some people maybe totally turned off and not buy anything because of it. I think overall, he must be making money because if he wasn't, he wouldn't be doing it. So upsell thing, really that's up to you what you wanna do there. But once you surveyed your customers and you figured out what's going on, most types of software that manage these surveys for you will also calculate the NPS. Generally speaking, an NPS score above 70 is considered exceptionally good but always check, you know, benchmarks for your industry and all that because it could be entirely different. Improving your NPS will most likely decrease your churn and vice versa. Do note the tactics for achieving these objectives are interchangeable. NPS is just another method for tracking your progress and gaining more insight. That's it, okay? So overall, your churn rate is so important guys. I do wanna mention a tactic that can decrease your churn rate but will most likely hurt your brand and reputation in the long run. You wanna hear about that? And it's making your subscriptions more difficult to cancel. That's up to you and I'm not saying I practice these things but I do wanna share everything with you. I would not do this. Make your signup and cancellation process clear and frictionless. I don't want somebody to feel stuck with one of my products but I know a lot of companies do that and they make it very difficult to get out of subscription. I remember this a certain percentage of churn rate is completely fine and natural. Don't obsess over the metric if you're already doing well against industry benchmarks. So if you have any other parting questions guys, I want to make sure I answer those. I see a couple popping in now. See here, Richard says in the past, I would write the emails and they would send and add new clients to my list. So I did manage the content and they handle the logistics to send out to my list. Richard, man buddy, if you're already write the emails, what I would suggest is that you write a series of welcome emails and then whatever cells you have and put those into a funnel in Cartra and our, excuse me, email sequence in Cartra. And then when new people come in and when I say new people, let's say a new person gets added to your list and you've tagged them as new customer or real estate download or whatever it is, they start in that funnel. They start in the welcome and then they go into all the upsells. If you use that tagging system in Cartra, this is all automated. You probably don't need to hire anybody because it's set up to where it starts sending emails once they've been added to the list or once they've been added to the sequence. And you don't have to do that. You don't have to have anybody else start sending them out. It will automatically do it for you.  Let's say you're marketing, I don't know, 10 steps to buy repossessed properties. I know you're in that. 10 steps to buy repossessed properties. And let's say they buy that report from you and there's six emails that sell the report to them and they keep hammering them until they buy the report. Let's say they buy it on the second email. Cartra will actually take them out of that sequence and not send them any more emails if they buy that product and send them to another sequence and maybe have some other product you want to sell. So I would really suggest if that's all you're doing, if you're writing the emails, you just have somebody else set them up, send them out. I wouldn't do it. I would automate it all through Cartra and that way you can set that up and that could be sitting there for years as long as it works for you. How often do you survey your customers? Not that often anymore, Paul. I really don't. And reason being is my customers are so friggin' loyal in a survival food company. And I tell you, I've got my own biases about surveys. I won't do any surveys whatsoever, ever, never. I don't care if the service is great or bad or whatever it is, I don't do surveys. And I've let that and I probably shouldn't. I've let that bleed into what I do with my customers because I figure they won't do it either, which is probably totally wrong. I probably should do more surveys, is the answer for you on that one. Okay, I'll be honest. What days are you going to be on this week? I missed the Friday or Saturday live, if there was one. I am definitely doing Monday and Wednesday and I'm still vacillating, do I do Friday or Saturday? Last week, I did Saturday, this past weekend, I did do Saturday. And I'm still trying to figure out if Friday or Saturday is better. So I don't know. It's definitely gonna be Monday, Wednesday and I'll send you an email, you're on my list, I'm sure. So it'll be either Friday or Saturday also. Let's see here, that's good. I often forgot to stay consistent with my email frequencies. Yeah, see, if you set this up, Richard, in Cartra, you don't have to worry about it. It's kind of like, you can do things like, let's say you have an email sequence where you're selling 10 steps to buy foreclosure properties. Okay, let's say that's what you're doing and it's $50 or whatever it is. And you have a sequence of five emails that go out over four days. Okay, you have two emails on your last day. And that goes out and then it's set up to where if somebody buys it, then those emails stop. Okay, pretty cool. And then that person gets tagged that they bought that particular product. You could then automatically send them to another sequence that you have where you're selling a $200 product on renovating properties or whatever it was. So then it's gonna send them to that sequence. But let's say they went through that first sequence, that $50 how to buy foreclosed properties and they didn't buy it, okay? Now, let's stop for a second. The reason they didn't buy it, we don't know what it is. We don't know if it's that they didn't have $50, okay? We don't know if it's that they weren't interested. We don't know if they were intentionally trying to buy it and their kid walked in the room and they totally forgot about it. We don't know why they didn't buy it. So the shame is that that email that would go out to them and let's say they're tagged as new customer, okay? That's the trigger, new customer is the trigger. So if we customize this to where the tag, the trigger is new customer, okay? And they've got that tag and then it goes through the sequence and they don't buy. What I like to do at the end of the sequence, let's say a month afterwards, I can have it where that tag expires of going through that sequence. Let's say you've got a tag that says they've completed the sequence, non-buyer of the sequence. What I do is I make that tag expire so that a month or two later, that sequence starts all over again and starts sending out to them because they didn't buy, okay? So you can use expiring tags in Carter, which is a really cool option because you scoop up all those people that have been through a sequence that didn't buy from you and a month or two later, you send them out the email again. And now maybe they have $50. Now maybe they're not being interrupted. Now maybe they're serious about it. So that's why I like these automations is because I don't have to remember to do stuff. It reminds me, okay? Should I call or email my clients that are disengaged from the pandemic? It's about 400 people. I don't know what your relationship is with them. In other words, have you talked to them on the phone before? Is that something you've done? You know, it's really weird, like if I were to just call one of my customers out of the blue and say, hey, you wanna buy some survival food, they've been on my list for over 10 years, they'd be like, what are you doing calling me? But if I had a relationship where we had like a phone center and we were calling them up and selling them survival food on a regular basis, it would seem quite normal. So that's up to you. I think emails are always appropriate. I think people expect to get emails from businesses. Maybe not their friends and family all the time. I don't get that many emails from friends and family, but I expect to get them from businesses, from doctor's appointments, from all that stuff. So I think emails are always important. And the cool thing about CARTRA is if they don't open or engage after a period of time, they blacklist them and you can just remove them from your list, which is what you wanna do. Does CARTRA have any training on how to use it? It does, but I also have a lot of training on my channel on how to use CARTRA. So if you just go to my channel and type in CARTRA in the search box, you're gonna find a lot of training on that. And guys, I really appreciate the questions. These are very, very helpful. I do appreciate you putting those in there. Let's see, what other ideas do you think prevent current? Wait, what other ideas do you think prevent current? Hmm, I don't know what that means. Do you think running contests or any loyalty program are worth the time? Yes, and we've just added a loyalty program to Survival K Food where they get points and they can use those for future purposes. And you can get software that does this for you. We bought some software and I had it installed. It was pretty expensive, but overall it calculates everything and they can always log into your account and when they're checking out and they're logged in, they can actually see their loyalty points. And that reminds me I wanna do a video on that. Thank you for reminding me on that. Good advice today, thanks Richard. Okay, thank you, I appreciate it. Hope everyone has a great weekend. Got the UPS guy at the door, cheers again. We always have the UPS guy at the door. Why do you even open it? We don't open it. I help them over the phone during consultations. I would definitely call them in. I would say, hey, just checking in on you. I've got some stuff I wanna tell you about, some new stuff, I got a freebie I'd like to give you. Come up with some 10 step freebie, 20 step freebie that you can email them. And maybe you wanna offer them, if they were paying you for consultations, maybe you wanna offer them a 15 minute get back up to speed type thing. We'll give you 15 minutes of consultation to help you get back up to speed after the pandemic and show you what's really working right now, I would definitely do that then. So if you've built that relationship, that would be great to do that. It really would, it would be very, very helpful. And I would suggest you doing that. Guys, great session today. You guys have been awesome. I really appreciate you being here. I so appreciate you putting comments in there and talking to me. I'll be all lonesome if I didn't have you. So put all that stuff in there. Don't forget to subscribe to the channel if you would do that. Give me a thumbs up. That thumbs up means more than you realize. I don't know how they calculate it, but that thumbs up thing means so, so much. So if you would hit that thumbs up, I would appreciate it. Don't forget for your benefit is to ring that bell. Turn on all bell notifications so you're notified each and every time I go live. Richard just gave me a thank you. I appreciate that, Richard. Very nice of you. Guys, you're awesome. And don't forget also, if you wanna put in that chat section or even if it's not live in the comments section, some subject matter you'd like to see me go over, maybe it's Cartra. Maybe you want me to teach you some stuff on Cartra. I'll be happy to do that. So please, please, please put that in there and I'll be happy to help you with that. I want you guys have a great day. Make sure you treat everybody kindly. Sometimes it's very hard to do. Some people, some people make it difficult to be kind to them and I know it. And those are the very people that need your kindness because something's going on in their world. I mean, right now our world is in a jumble, okay? And it normally is for a portion of the population all the time. So keep that in mind. Somebody cuts you off on the road. Maybe something happened to them. Maybe they're sick. Maybe they're hurrying to get home because their kid fell down. Whatever it is, try to understand that their actions may not represent who they are. So just be kind to people. Be kind to your customers. Take care of your customers. Understand they are your lifeblood. You guys are my lifeblood, okay? My living comes from online. Cold calling for new clients or cold emailing would be a good topic. Okay, I'll do that. You can't really cold email because that's a violation of the Can't Spam Act. So you're not allowed to email somebody if they haven't given you permission to email them. I will tell you that. So don't do that. You will lose your account, whether it's MailChimp or Aweber or Cartra, whoever it is, if they catch you doing that. So you don't want to do that. You don't want to say, I got a bunch of these emails and I'm just gonna email people. Don't do it. Don't do it. You gotta get them to opt in. And you can do that with a simple ad on YouTube or something like that. Guys, thank you so much for being here. I really appreciate it. You guys are awesome. And I'm gonna see you on Wednesday. Talk to you real soon.


I'm gonna put a group on up and a cam here. This could work, but make a big move up and then go. It's too easy today. Let this rally and then maybe we can get 10, 15, 20 cents out of it. Good luck everyone. 360, 360, 360, 365. Let's say for all I still, okay. This isn't really at all. All right, a cam looks good too. Okay, let's do 40 by 55, 40 by 50. Oh shoot, I didn't get it. Here, here, you can get it right now. It didn't move that much. Get it, get it, get it. 55, take it right now. Take it right now. It's not too late. I thought I was gonna collapse. You can do it right here. 55 group on here. And there goes a cam too. You can do a cam as well. Here, if you didn't get the group on, you could do it. Shoot, I almost didn't there for a second. I wanted it to rally, but it didn't. Here, you can do it right in here. Here, let's see where we're going with it. This a cam set up too. 325, here a group on. Yeah, I'm gonna be very conservative today. If it gets down to 330, I'm gonna take half out. And then I'll go look at a cam and we'll just ride the rest down. This should be the high of the day in the stock. Here it goes. If it doesn't break 330, I'm gonna get out of half. Don't wonder if we should just take it all off. It goes there. Here, let's just wait. Okay, a cam's going, but may back up here for a setup. Market is not doing anything yet. All right, group on. If you didn't get it, you could do it here. You could do it here with a stop at 55. Is it just money today, people? What did the craze do? Nope. Oh, I'm glad we picked what we did. Here, a cam's going. A cam's going on a group on. So I wanted an easy day. It's what I'm getting here. You could have done the a cam. I didn't give you the exact numbers though, but I saw that it was working. Here, group on. Let's just see if it breaks 30. If it does, we'll hold it and I'll just get out of it. This ended up working, but I just wanted an easy day. You could have done a cam though. So 33 was a low. I just may not set up again, this may just fall. Did anyone do a cam? 53 is the first target. Actually, I didn't put them in the room, but that's what it was. So group on was a nice gap. This was my favorite gap. I just didn't know if it'd have a big move, but I wanted an easy day, which we definitely got here. So 330, 325, 320, 315, 310, $3 would be a dream target for this. Let's see where a cam went. 5310, 5311. Not a small stop in that, but it did set up well. Okay, group on, here we go. Through the low and see where it goes. Time of the day is 9.35. And maybe I'll call a trade in the a cam. Like it's red, not doing anything. Group on, a cam. I don't know, this may not back up. This may just keep going. Okay, who did what? Who's in the group home with me and looks nice? I wanted an easy today. It was a personal preference. Here it goes, group on. A cam worked though too. Here, here, do, do, do, do, do, do, do. Everyone's in group on, good. Here we go. Spies trying to hold, here's our knot. Every penny is a baby. 33. You could almost even just put an order out to fill you at 330. Here, here we go. Let's see if it breaks it though if it doesn't, I'm taking it. Then I'll go to a cam, but I probably, I don't think I'm doing a second trade, but I'll look at it, because it's really enough. Here it goes. Here, group on. Looks like it's gonna break that. Alright, it's just not doing it yet. There, I'm out. I'm out, I took it. I'm out, I'm out letting it bounce back to 35. There, oh shoot. You can do whatever you want. You can play this all day. I don't think it goes over the high. It really could go to three. I thought it was gonna break 30, I waited forever. All right, let's look at this. Here, a cam you can do it. If you want to, it is late in the entry, but still plenty of target. Style would have to be 53.95. Here, wait, wait. This may push back up. 53.95 is a stop if you want to do a cam. It's set up in here. This looks good. It's only 10 cents away from the secondary entry in here though. You're out, plus 501. Mays off to great start. Thanks, Melissa, you're welcome. Here, a cam if you want it. Stop, 53.95. It's 15 cents into the entry already, but it's, I mean, the target's 52 on this. This could drop another dollar very easily. I'm gonna sit tight. I wanted an easy day. That's exactly what I got doing the Groupon, but this looks good. Here it goes. A cam breaking the low. And here, this is gonna break 30. I thought it was two minutes ago. I didn't want it to bounce back up near the entry, but it looks fine. And it's trying to go. And in fact, if you're still in it, I would put a tight, tight, tight stop at like 37. So there's a cam. So who did both? Anyone? Debots did both. Let's look at the realistic targets for these. 52.50. 52.75. 52.50. 52.50. A cam. Here, it's backing up. There it is. There's Groupon. 3.25 is the next target. I just lost patience, but.  Doot, doot, doot. 3.25. And I hit out of it seriously, unless you really believe it's going to $3.00. Anna's in the A cam. Big fudges in the A cam, okay. Look at the nice bar on Groupon. This is a nice bar for the stock. It's too bad the first bar was a little big. Wish this first bar would have been slightly smaller, but here it goes. All right, let's look at everything else. This looks crappy. It's trying to break. This, I'm so glad we didn't do. This, I don't know what to make of that one. Groupon worked. We did it. A cam is gonna go again. Just question of when. 53.03, 53. I like this other than the move at it, but it absolutely should not go over this area here. So if it is gonna break 53, it should not go over this area here, which I don't think it does, but let's just look. Oh, why is it 52 this morning? I missed that. Okay, is anyone still in Groupon? Anyone still in this thing? Let's get back on track here to consistency, which we pretty much did yesterday. Let's look at AMD. Journey Woman came in due to bad zero out. Good job. Wow. This had a massive move in the afternoon. Wow. I didn't even look at that sucker. Did anyone do that on the 15 minute? Woo, look at this one here. Ay-ya-ya. That was a huge move. Two of you had a problem getting that short in the morning. You could have done that in the afternoon if you had fixed the issue. Did anybody do that 15 minute on AMD? So can't call any options trades in this because this isn't really lower. So that's a bust. Let's look at these. Now, AMD did you do yesterday? I'm saying in the afternoon. Let's take a Google. ACAM? Or I'll go back and look at it. Oh, look at this here. Wow. I wanna look at something in this Google, but it probably costs $1 million. Here, let me look at it right now quick. Just hold, hold, sit tight people. I wanna look at an option trade in this Google, but it probably costs a million dollars. Well, let me look at it. Just hang loose and then I'll look at ACAM. If it took you out, just be still.


Hi, Mr. Chabaks, I'm Fenghua Li from WQ, I'm in Shenzhen now. Nice, and you have for example right here some smart sunglasses that can get the shade turned on with touching, right? Yes, those are our liquid crystal film based switchable sunglasses and it has attracted a lot of interest in the market. And we can make small films and large films from sunglasses to automotive switchable glazing window and also logicize for an architectural window for the buildings. All right, and Ethan, hi. So, especially for the automotive, the dies only. I'm switching over to the other video you have that showing, what is the show here? It's showing some big buildings. It's from California City of Valley. Yeah, good to see you. So what Dr. Li means by dazzling is that it's not that you touch the glasses, they're actually automatic. So you see these guys, they're driving and the LC material can work in the car. You see that it's automatically tints the window, which is super awesome. Right now it's either your windows are very dark tinted or they're not, you see here it's completely adaptive. So you can have that an automotive market, you just flip a switch somewhere and boom, it becomes dark? Exactly, exactly. And this is not something where there's some metallic stuff happening in a window that takes a minute, right? It's just instant. You click LCD based, right? Exactly, like you see this guy now he's putting on these glasses and you don't even need to touch anything. There's no switch as it senses light, it can switch in under 0.1 seconds. So you might have seen other types of glasses that take up to a minute. These are instantaneous switching, very smooth switching. So how's it going in terms of the sunglasses market, the automotive market and the buildings? Are you planning to cover whole buildings? Is it already happening? Yeah, so I think the building market is a major one. And that's something I think, Dr. Lee, you're probably focusing more on in China. They have more capability with all the new buildings to implement this type of thing. Yes, let me answer the question. That's our plan. All right. Yeah, so it's your plan to cover the whole building with a switch, dark, not dark. And it's just LCD. And how's the visibility through the window, the technology, compared to normal shade, compared to normal sunglasses? Is there no difference in terms of the optics and the visibility? Hopefully the sun comes through. So there's no, there's no haze. There's no like, you know, like milkiness or haze. It's very clear. Like you could see in the video when you turn it on. Yes, actually that's our advantage. The optical performance is great. Yeah, can you hear me? Yeah. Yeah, we hear you in the parliament. It looks like it's coming 10 seconds in late, the sound to you.  It doesn't matter if we talk a little bit over each other. I was trying to talk. I don't know if you can hear me. Yeah, it's cool. Yeah, and Ethan, you can fill out. Okay. All right. So let me introduce our smart DEMI liquid crystal films. We can utilize those films into multiple industries from the sunglasses to the automotive, and also to the building architecture window, especially for the automotive. The diesel when driving is very severe issue. It's dangerous. It's distracting. It makes the driver very tired. So glazing automotive industry is the largest known utility area in the car to date. So with the desire of making the automotive, the driving step more easy. So there's a big demand to make the window more smart. And right now for the four electrical car, the sunroof, there's a trend. The sunroof does not have a blocking board. So some of the sun heat will go through the sunroof, makes the car very hot, which requires a new technology to help the all electrical car become more heat efficient. So our liquid crystal films are perfectly fit to the switchable sunroof. We can block the majority of the sun heat and also have the capability to switch the window, the sunroof window from very dark, less than 0.5% in terms of the transmittance to more than 30% in the invisible light transmittance. So we can park the car in the parking lot without electric voltage applied and the car still keeps it very cool. And when you're driving or you're driving the evening, you can open the window just by a click and then you can control the glass very clear. So smart dimming is a perfect demand for our liquid crystal films. And since 1980s, there are lots of smart technology for the dimming tried in the automotive industry. But those solutions are mostly based on the EC technologies, which is called electrochromic. And those technologies were already more than 30 years. And this EC technology has very severe drawbacks. It has a very dark blue color. The switch speed is quite slow. It takes more than 10 minutes or at least for large window, more than 30 minutes. And the optical appearance is OK, but they cannot achieve very dark state. It's very difficult to achieve less than 1% in terms of the transmittance. And the price is huge, more than $2,000 per square meter. And the industry has another technology called SPD, suspended particle device, which is a little bit better. But it also has a very deep blue color. When you see through the wind, the sunroof window, the entire sky in the dark state will be blueish. The cloud will be blueish. Everything is blueish. And it takes high voltage, more than 100 volts to switch the glass window based on SPD technology. The automotive industry is trying to look for new technology to get rid of all those drawbacks. And WQ developed the new switchable liquid crystal film technology for automotive industry, which is, right now I think it's perfectly fit for the glass window, for the sunroof, for the side window, for the windshield. For the sunroof, you have a new feature, less than 0.1 seconds to switch the glass window. And the color is totally neutral, neutral gray, perfectly to fit the passenger demand. The sky is very clear. There's not much haze, less than 1% haze. And the price is much lower in the electrochromic than the SPD technologies. And the other thing is the liquid crystal can do normally clear and normally dark. Without the voltage, the glass can be dark, also can be clear. And so for the sunroof, we choose normally dark. Without voltage holding, the window will be just dark. It doesn't consume any power. For the windshield, you need to feel safe. So without the power, the glass will be very clear, is safe. So at any circumstances, it will not affect the driving. So that's very important for the safety concern. And then for side window, you have to have very good color, very good speed. And you have a large dynamic range for the transmittance range from 10% to 55%. And you also can block the heat from the sun. And so the entire automotive industry is trying to make this trend as quick as possible. So the question for us is how long we can provide the product to the automotive glass companies. And also how expensive was the price for the glass. And it's going to be a big market for us. And our task right now is to build as many as possible production lines with a larger size to make films for the entire industry. We can equip our suitable liquid crystal film window to all kinds of car for luxury to meet the range to low cost or electrical cost for the near future. Nice. I wonder are you able to integrate it easily and a windshield on the car because it's going to be the top part only, right? Or it's not the whole windshield. And it's just like the part that could be like where you usually flip this thing down the sun cover in the car, right? And it's easy to integrate it nicely so it doesn't interfere at all with visibility in a normal mode compared to when you switch it on. And if I understand correctly, it's bi-stable as you say. Once it's switched on, does zero power need it to stay on? No, no, no. We are definitely not bi-stable. You can choose normally clear or either normally clear or normally dark. You can only choose one of those. For windshield, you definitely will choose normally clear at zero voltage, the window will be clear. So your question about how it can fit the irregular shape of the car window, especially for the large windshield and also sunroof. That's actually our advantage for our liquid crystal films because it's flexible and we developed a new technology to fit the film into two curved glasses. And it could be cylindrical shape, also could be 3D spherical shape or irregular curved shape. And we developed the nomination technology for our customers. And right now we are working quite a few large company in the automotive glass industry and make a demo car and plan for the new cars. So right now we think that's the trend. We are going to provide more films to our customers. And Martin, you just joined here. Hi, maybe you want to introduce yourself and maybe talk about something also. Right here I'm seeing it looks like it has more than one color. You can kind of have something that looks a little bit more blue and then switch to something red and then goes back to clear or how does it work? Okay, first let me introduce myself. I'm Martin Heinfelner. I'm with VQ since over a year. I'm representing Europe businesses and I've been to this industry since almost 10 years working on switchable solutions. And to try to jump into this multi-color solutions. I just would like to outline the feedback we get from the industries, especially from those who have evaluated a lot of those switchable technologies. They come back to me and tell me, look, this is really what we want. This is the first solution which we really want to present to our customers, especially from the automotive industry, is regarding this multi-color switchable solution. This is something on top which other solutions cannot do as well. For instance, if you take an electrochromic solution, first thing, it switches very slow. And the second thing is you're restricted and limited to one color. Here you have the chance to work on a pinkish color, greenish, blueish, anthracite and so on. So you have quite a large variation capability. And this also produces some fun factor. For instance, you do have some sunglasses, switchable sunglasses, which are switching in the same color as the car glasses are dimmed. So, you know, you can create a lot of new things and create defensive stuff, which generate some new emotional life with the up-to-now non-functional area we do have on the windows and the cars, as Van Gogh and Lee said at the beginning. So we see some large potential to completely change the market to get something new that we make functions out of a thing where we're just looking through transparently up-to-now. We get something more on that. So here I have one of your photos. It talks about 0.1 seconds switch time. So when it's fully sunny, you have one mode. When it's cloudy, you have another mode. Could you like have sunglasses that are more what you have an option to do blackish and then brownish and then maybe pinkish and then be like the star of the show where you kind of like push something and you have all these different colors, or is that maybe not necessary? Yeah, let me answer this, please. Martin, yes, let me answer this question. We also developed a new technology. Can switch color range from different colors from colorless to other colors. You can do from red, purple to blue, even to green, brown, and you can choose any color you want. It's continuously switching. It's also low voltage, very low haze. It's perfect for the sunglasses industry. And we are planning to launch those new products in the near future. And we also want to apply those technologies to the near-sighted glasses product. So because especially in China, there are more than 90% of the college students are near-sighted. And we have a huge demand from the market. People request those switcher color switch darkness capability to the glasses, to the near-sighted glasses. And we also made some prototypes, and then we're going to launch those near-sighted switcher colors, switcher darkness product, maybe the second half of 2021. We are based in Shenzhen and we have an entire glasses industry behind us. We are going to work with big players in this industry. We're trying to make very cool products, very cool glasses to the market. So we're trying to make very fancy designs, very fancy designs, very fancy shapes, and you can switch colors. Especially for the young girls, when they do selfie, they want to have their glasses with different colors, match their different colors for clothing. It's going to be very exciting for the customers. And it's also very exciting for us. So these glasses need power, right? Do you need to charge them? Right. The majority of customers request manual control. In the beginning, we only provide an automatic solution. But it turns out the majority of the customers, they try to show off the function just by controlling the sunglasses or the glasses lack. You can control the lens by manual function. And it will be cool when you have something to be controlled. So those glasses unfortunately will have to be charged in the evening every few days. But it's a cool product. People can survive with charging. But the good thing is when they're using it, the cool product is a very fancy way to show off yourself. It would be crazy if your sunglasses could charge with the sun and then keep charged somehow. They had a little solar panel on the side, maybe. Well, the current ones work this way. Like, you see this one here, the sensor here, the photonic sensor. So you don't need any kind of battery here. So when the sun hits it, it's getting dark. And then you can just basically, if I block off the sensor, it will change that brightness there. But you see, these ones have no, these are the current model, they have no battery at all. Nice. So it has integrated light sensor, integrated solar charge and just work forever. That's right. So that one has no need for charging. I have a battle demo. Go ahead. I have a battle demo. Can you see me? Yeah. Yes. Can you see me? The resolution is low. Yeah, it's a little bit low resolution. But let's see if you can stay steady, then maybe it'll adapt and increase. So with the sun, they go dark. Yeah. And when the sun goes away, it goes clear. See? Yeah. It's automatic. Is there a way to switch it manually or it has to be automatic with the sun? The light sensor. We can do it manually. So our new product will all be all you create with a manual function. You can control. And this one, this one is a mirror. Our customer wants to have a mirror type sunglasses. This mirror can be switched. Wow. How do you switch? Switch use this. So you can switch and use it just a manual control. Just apply voltage. And in this side, there's no mirror. Can you see? No mirror. Nice. And this side, you see mirror. So you can switch when you want to show your eyes to people. Right. That's a cool trick to have. You know, like there's all these amazing cars. I'm thinking like smart cars and, you know, like colorful style. All the cars want to be different. And it would be so refreshing to have the options to choose your mood and say, I'm in a pink mood right now and the sunroof becomes pink. And maybe you say I'm in a blue mood and it becomes blue or something like that. Depending on where you're driving, you could choose maybe. Yeah, I think we're going to demonstrate this demo car in Shenzhen with the window can change color from based on your mood. You can be purple. You can be blue. You can be red. You can be green. Black. Any color you want. Yeah, black. Also black. And then it would be a, and how, how is the degree of transparency? Can you have like 80, 50% transparency? How do you choose? Or is it opaque? Is there an option to be completely opaque? For opaque, you have to combine with other stuff, other films. But in the beginning, just color changing and with limited light transmittance. But I mean, for the color change, it only useful for side windows, right? For side window, you achieve 10% to 50%. That's good enough. So it might be that's one of the colors is more opaque than the other. When you have multiple colors. You talk about opaque means you don't want to people see you in the car, right? Or I mean like blocking out the sun completely or just blocking half of it or still being able to see through or not being able to see at all. That function, I think only, only required in the sunroof. So the sunroof block basically almost 90, 99% of the sunlight, the sun heat. But for side window, you don't have to block 90% of the sunlight. 10% goes through is fine. There's one comment here. Interesting. We'd like to check samples and discuss regarding how we can integrate with our product. How does it work with the potential partners and distributors, customers? They can buy already some stuff, some samples in the market right now. They just go on Amazon or something like that. Or how do they talk with you about doing the next gen, the next stuff? Right now we are focusing on the front market. We're actually working with automotive glass companies and with OEMs in Europe and in Asia. We have a very limited resource for the aftermarket and we only do demo cars. We have our representative in Silicon Valley, California, so they can contact Eastern. If they are in Europe, then they can contact our president in Europe, Dr. Martin Heinfeller. And we can collaborate together. But right now the demand is huge. We are making new production lines, trying to fulfill the demand from the industry, especially for the sunroofs. Right now the big demand is from the sunroof. And for color, side window, we have a few customers already made samples, so which color? Nice. And I guess another huge market is potentially these, right? There's all these people going around skiing and snowboarding and they want to have a switchable ski glasses, ski goggles. And you have those. Yeah, we actually got samples of some of the top snowboarders and skiers out here. And they went in Tahoe and they absolutely loved it. Because right now, if you want to get, you know, block out certain sort of conditions, they have one for, if it's overcast, they have one for if it's super bright, you have a purple pair. People have just different pairs of ski goggles. And now these professional skiers, snowboarders or just regular folks can have one, you know, ski goggle that's completely adaptive and it changes the skiing experience. Nice. Do you see like, for example, when they ski in very sunny conditions is one way. And when it's over clouded, over what you call it, semi cloud or fully cloudy, or if it's getting dark at night, they want to be clear and not change their glasses. Exactly. One of the issues and Dr. Lee mentioned before is the dazzling light. You know, if you're if you're flying over something and the sun just hits you right in the eyes, it'll dazzle you. It's a problem. And since these can react so quickly, you don't you don't run into that problem and you're actually safer. And also the build quality just for, you know, a pair of skiing goggles is very nice, wicking away the sweat. I mean, in general, just as a pair of ski goggles as well, they're very good. And here's the question. So we will see these glasses this year in the States. Right now. You can get them on Amazon. Yeah. You can get those in Amazon already. Nice. But can you can you get the one that's in this video right here that she's wearing? Yes. Yes. Available. It's already in the market. And this is what you know. I'm going to give you a link with a 30% off coupon for your viewers. Nice. We'll put that right here on the description after the live stream is over. We'll update the description with all the links that people can buy the ones that are available right now. But it's also a fascinating to hear where's the what's the roadmap and all the potential things that you're going to bring this technology to in the future. Because this how about in Europe? Is it available easily in Europe? Is it also Amazon or? We are not launching this in Europe yet. But maybe next month we are going to set it up in Amazon Europe. Nice. Then the happy toast can buy one in Germany next month. Maybe. Yes. You can count on Martin. Martin can arrange the sunglasses for you. The beauty of this new technology in the ski goggles and sunglasses. It has a stepless light switch function. So depending on the light condition from the sun. Sometimes it's very bright. Sometimes it's just cloudy. Sometimes it's very dark. And our goggles or sunglasses will just take the perfect lighting. Ideal lighting for your device, for your device, for the ski goggles and also the sunglasses. Because sometimes you just in the perfect lighting, you don't want to be very dark. You don't want to be very bright.  Because it gives you constant lighting. That's the beauty of these new technologies. And here's one comment just saying like this is the next TikTok wave incoming. Is it going to be one of these trendy things where people are going to show off that they have the coolest sunglasses or they have the coolest car. I wonder this idea of having multiple colors, for example, and changing the mood in the office. Let's say in all the office windows going pink at 4 p.m. and everybody's like, oh yeah, it's soon at 6 p.m. and it could go or something like that. Or it's Friday night, Friday evening, right? People love when it's Friday. It's different than when it's Monday. Yeah, somebody's battery is 80%. Yeah, it's awesome. Yeah, so what's the price difference in making multiple colors? What's the bomb difference? What's the price difference when you do the multiple color options? Or is it in theory potentially, is it affordable or do you have some prices? How would you say? Because for the color changing technology, it's not very mature. We only take this technology to the sunglasses market at least this year. And next year we are going to launch it into the automotive. So right now we don't have an exact number for the price, but the ballpark number for the price. It should be a little bit more expensive than the regular lighter changing, switchable glass film, but it's in the same range. A little more expensive, but not that crazy. How reliable is it going to be? Because these Boeing Dreamliders, they're really awesome. They have the, I guess, the electrochromic or what do you call it, the one that switch it, I think it takes like a minute. When you push the button and it takes a minute or something. Oh, many minutes, but it's very cool, right? And I guess if they put it in a Boeing, it means it's reliable for 10, 20 years, right? Or maybe more. Can you guarantee your technology is as reliable and as long life and it's not going to start, stop switching after a few hundreds of times or thousands of times or something? It's a good question for automotive industry. It's similar to the Boeing Dreamliner. For automotive industry, the product has to, at least, stay for more than 10 years. And so we did a lot of research, a lot of development. The product is very reliable. We took a lot of tests, like ball drop tests, like high-low temperature tests, like all those, some simulation tests. You park the car, although the whole year, you never change anything. It's the windows still working perfectly. And the sunlight still can be fully blocked for the sunroof. It's very tough to meet all those requirements, but I believe our product can be very reliable. And I already drive a car for almost one and a half year in Shenzhen. And my colleague, Martin, drives a car in Europe, survived in the winter, very cold temperature, minus 20 degrees C. In Shenzhen, every day it's like 33 degrees C in the outdoor. And never a problem. The technology is very reliable. And we are going to put those technologies to most of the car. Basically, every single car can have a chance to test these new technologies. Nice. Because it's really an advantage if you have less bulky things in the car. You don't need to have this physical thing that you cover your sunroof with. And you can just remove that. And so that removes the cost of that. The weight, the space, you have more space for your head than the car, right? If you don't have that thing, you can get up closer to the window just in case. That's an important factor, because you can save some three centimeters, a little bit more than an inch. And this is something very much appreciated and desired in the automotive industry. Because the countdown, especially car makers, like for the sports cars makers, they count every millimeter. They can save some space there in this area. They're happy with that. And it's important in terms of the mileage, even. I can't imagine how far you might go more. But even if you get to like, I don't know, half a mile more, maybe not. But I mean, especially electric cars, every gram matters nearly in the car. Exactly, exactly. That's correct. And as you said, those bulky manual shaders are not at all appreciated. And you know, you get disconnected with the outside. This is a psychological thing. If you remain connected with the outside world, then it gives you a different feeling. If you get to a feeling you're still there. While when you have a manual shader or something opaque, you don't see the outside world anymore. You feel something as somehow like being in a cage locked in. So this is what we can bypass with our solution. And if to the clients, not only about your feeling, it gives, let's say, an enhanced way of life that you appreciate your surrounding with the ideal dim light. I love the smart car and the Swatch Mercedes partnership. And they have the sunroof that I've seen that it's always dark because somehow it's too complicated to add the slider. So then it has to be dark all the time. And it's a little bit of a shame to not have the option to have a clear roof when you want it and then make it dark when you want to be protected from the sun. So have the option to go back and forward. It's a huge difference if people could have that instead of just having to forever be dark or forever have to use a slider that that scratches the top of your head in a little car. Exactly. I had that in my car when my kids were young. I decided to have all black windows wherever possible. It's good when you're exposed to a severe sunlight, but it doesn't make fun in the dark because you actually don't see anything outside. And when you back your car, you don't see properly what's behind. So you need cameras in your cars without the roof and work and so on. So, you know, dimming the light is always not only giving a better feeling. It's also regarding safety and a key factor. Is there any way to have a slider turn thing where you can go more and more and more dark, less and less and less dark, you know, like, or does it have to be fully switchable? No, you can dim it, you know, in gray levels. Upon your demand, you can do stepless dimming. This is one of our slogans that we are working on stepless dimming solutions, which others cannot do in the same way as we can do. Possibly you see something with electrochromic, but you wait eternities until it's switched and then it's switching very slow, the larger the surface is. So, you know, it's not useful for the users because you don't have a haptic response that you see immediately what's happening there. And we do have solutions to that. We are presenting this and selling it already to our clients. And the most important argument is safety, right? If you drive with the sun in your face, that's really bad. You don't see the cars coming. You see this one image where the driver is driving like this, and it's still that they like this, that you sometimes have to drive like this. And we are having solutions which are now evaluated, which are doing exactly what you need for that to create higher safety. I think it's going to be a crazy world when the cars are self-driving. Everybody's been waiting for 10 years and they're supposed to come. And Ethan, maybe your friends in the Silicon Valley, you can tell them to hurry up. But I'm joking. And in China also, maybe they'll come first, I guess. But these self-driving cars, maybe you want to, let's say when they work, you want to switch to cinema mode and then dark. And you want to watch this movie. You're in a car. You're not even looking out anymore. And you can maybe have the mirror part if you're like, let's say you're famous. And you don't want people to see you in the car. Then it's mirror, right? For them, they don't see anything inside. I guess a technology sounds like all these things are potentially part of that. Maybe it could be. Yeah, we do have patented solutions for all the applications you were just bringing up, which is really essential for the future that you can combine, for instance, an OLED screen with a window and thus make it useful as, let's say, a large video home. Nice. All right. So that's a lot of work for you. It's all cut out, right? In the future, you have a whole bunch of stuff to do.  Are there any buildings like this in Shenzhen already? Not yet. Our large-sized film will be ready in the early next year. And then we can equip our liquid crystal films to the glass windows first in China. So we are very excited to do this because of the carbon neutrality, the new trend for the government. We have to reduce the energy consumption. So this technology to reduce the solar heat in the summer and create a better office space, better home is perfect for reducing this public consumption. And it says right here in your video, it says retrofitting the window. So you don't even need to change the whole window. How do you do that? Do you add another layer on top of the window? Yes, for the architectural window market, we're going to just do the retrofitting. We apply the film on the glass. So you already have the building, everything there, the glass window is already used for over 10 years, 20 years. We can just clean the glass window and put our liquid crystal films on top of it. And we're going to put some solar cells on the side. And then you can manually control the light transmittance of the window and make a smaller control of the entire building. What's the percentage potential power saving on power consumption of the air-conditioned systems in the big building when your technology is integrated? Are you able to say, hey, use our technology, you save 10%, 20% or what can you say? We did some rough calculation. If the entire building is equipped with our liquid crystal films, presumably the power consumption for air-conditioning will be reduced roughly 30%. That's 30%, that's huge. It becomes in a territory where the government says it's mandated technology. Everybody in the EU is talking about green tech. It's the most important thing, green tech, green tech, everybody is talking about it. So they need to put their money where their slogans are, right? Just to make it happen, buy it, right? Exactly. The best approach is to just reduce power consumption and then use that saving to equip the window with liquid crystal films. And not only save the power and then also you get a better environment to work in the office. You have more space to work in the office buildings and you have a better living room in your home, in your mansion, in your seaside house. And it's just perfect for everybody. Wherever there's a glass, our liquid crystal film can have some applications. Is there any kind of science in terms of wearing sunglasses actually healthier for you when it's very sunny? Because you want to protect your vision, protect your eyes and I guess it has maybe some, maybe it's not so natural. The cavemen didn't really go out in the sunlight and look up in the sun, right? I don't know if that makes any sense to say that. And then you also, when it gets cloudy and stuff, if it's too dark, maybe also your eyes are working too hard to try to see through the sunglasses. So you need them to become clear. Maybe that's also healthy. Right. The common sense told us our human beings are more used to the dark light environment. And so we think, especially in the sun, the UV light, the blue wavelengths will damage our eyes. So at least the small sunglasses will protect all those blue wavelengths and also UV wavelengths to damage our eyes. And also it gives you a better feeling in the bright sunlight environment. In the very bright sunlight, people are not comfortable. Right now we have a huge, huge request from the industry. Some customers from Japan request a baby crib, make the baby sleep even more comfortable.  And there's a lot of applications you cannot imagine in the future. I guess it influences a lot the mood of humans. Like sometimes people say when you're about to go to sleep, you have to be more in the darkness. And when you wake up, you have to be more in the light. So you could have your windows instead of shades, instead of going and closing the shades before you go to sleep. And then in the morning, they should automatically be bright because then you want to wake up. And there's a whole this switching going on and it would be connected with the AI, the IoT and the smart home. And maybe Ethan, you can talk about this demo in the video there. Are you going around the Silicon Valley and talking with all these tech companies and saying, hey, the tech is available? Yeah, absolutely. Well, I mean, we just recently launched on Amazon. I think people are really loving it. These ones, these sort of more sports model are great for volleyball, baseball, any kind of, you know, sporting or hiking is really good. If you can imagine when you're walking, you're going under the tree branches and the sun just keeps kind of hitting you in the eyes and they can just adapt and switch. Also, the new version we have the Bluetooth connected glasses are wonderful because for me, I like them better than any kind of AirPods because you just put on these glasses. They already have the light switching, they're adaptive. But then you get a call, you just take the call and you don't have any weird things in your ears or big thing, you know, AirPods can fall out. They're just so great for, you know, taking calls, listening to music, and they also, you know, carry the light blocking technology. Are those the ones, the Bluetooth ones? Yeah, exactly. So you could see there, these ones have a battery, you can just charge them with these two charges. And then, you know, this video is a little bit long, but if you're able to go forward a bit, you'll see I charge them up, I take them outside and they work just like that. Yeah, there's the switching right there and you don't have to put anything in your ear. See, Dr. Lee is wearing them right now. They just kind of shoot the audio right into your ears. So it's got the sound integrated? Yeah, it's like a little slit so you don't have to put anything in your ears, it's just right there on the stock. Dr. Lee, could you go to the side so they could see how it looks from the side? Is it like the bone technology, what do you call it, going to the bone to do the sound? No, it's more like directional audio. Yeah, right there. Isn't that cool? No, not that. It's great. It goes right into your ear. And then the microphone is, because you see here, this video I did, I took all the audio through the glasses and I was outside, you know, the wind is blowing and the microphone picks it up perfectly. It's just like seamless effortless calling, amazing. Nice. So you can consider adding more and more smart stuff to the smart glasses. Could you even consider integrating your tech in combination with micro-display like a Google Glass? Because one of the things when you have the Google Glass is that you have to choose if you want to be with shades, without the shades. Maybe you could use your tech to make it, like, have the different modes and even potentially the different colors, but also have a micro-display in front and have all these other stuff. I guess potentially you could consider that. Dr. Lee, that's a good question for... Yeah, I think you're mute, Ethan. A little bit of lag. Yeah, we really work with some clients, mostly they are doing their AR devices and our... Can you hear me? Yes. Yeah, we hear you. Please go ahead. Sorry, there's just a 10-second light to Shenzhen, I think. The satellites are slow, but please continue. Yes, now I can hear. So the AR industry, they're trying to look for a... All right. So the AR industry is trying to find a solution for the lens to intelligently to block the background lighting or control the background lighting. So they combine our liquid crystal films onto the lens so they can locally to block the strong light and make the entire background is controllable. So you have a better virtual display in your eyesight. So right now we are working on quite a few AR clients. They will work on this. It's one way to do that. Can you explain a little bit more where that comes in in the AR application? Like where do you need to switch? Where do you need to make things darker or brighter or more transparent, less transparent in the AR application? I'm thinking like the glasses are... You're supposed to see what you're doing, but there's an area where the AR micro-display is maybe... And it's not covering the whole vision potentially. Or maybe it is a bigger and bigger part of the vision, but maybe you can describe a little bit more. Because for a virtual display in the vision, you want to show some display. Sometimes the background is very light, very bright, and that's not a very good view for the user. So you want to make the background darker or can be totally not affecting your display content. So they put our liquids or films onto the lens and can control the background darkness. So the user of the AR device can see a better display in the entire lens. So I guess in general, in this kind of technology, the key is match production. The key is getting to something that's great cost, that all your customers want to buy. All the partners that make cars want to buy. It's a no-brainer. It just needs to be really in mass volumes and stuff like that. Are you getting there? You know how you're going to get there? You have the whole thing planned out and you have the factories ready? Maybe you can make big quantities? Yes. It's not our main application. We focus on the automotive window market. We also the architectural building window and also the regular sunglasses and nearsighted glasses. Also our e-writer for the classroom may make a larger size of the riding board to replace the chalkboard. And AR devices is not our main application market. But we are able to work with them and provide our solution to the customers. Maybe you can show your riding board. Do you have it right there? Is it using CH LCD technology? Yes. We use course direct liquid crystal technologies to ride. Let me see. Right here. You can just use anything to ride. I can use my sunglasses to ride. It's very easy to ride. It's a bi-stable display. You can easily erase just a click of a button. It has a huge potential to replace the chalkboard in the classroom. And right now we are mass production those products. Right now we only have one color. We also have a partial erase. It's also a big market. Right now it has some customers in China in the classroom. Because 90% of the customers in China still use a chalkboard no matter how developed the city is. Basically in the classroom people will use three boards. In the middle is a small TV. It has a touch function. But on each side, left and right, use chalkboard. Our liquid crystal is trying to replace the chalkboard on the left and on the right. This is the typical setup in the Chinese classroom. We try to replace all those chalkboards in 10 years in China. It's a huge market. Is there a chance to do the color steric LCD technology with more white and black? Or maybe even the black and white combination? It's very challenging. We found a color-reddy board. So you can have all the colors. Not only red, green and blue. We have all the colors.  White and black also is possible. Not only you can write, you can also display the writing in the past. So it's a new TV, it's a new display technology. Because the current TFT LCD has a backlight on the back. When the teacher writes on the TV in front of the TV very closely, the eye of the teacher will be affected. And the teacher will feel very tired after 10 minutes writing in front of the TV. So the new technology will be a reflective display. It will be full-color. And it's going to be more healthy to the teacher, to the user. So that's also a new trend in the education market to replace all the electronic devices for the industry. Is that also CH LCD or something else as a secret? Yes, it will be still based on color steric liquid crystal technology. They still use liquid crystal films. And the technology is more advanced than the ink technology. Because ink technology has a drawback. They only provide the black and white display. For colorful display, the brightness, the color saturation is very low. It's not that colorful. But for liquid crystal, CHLC based four-color display, the color is very vivid, very saturated. It's perfect for the classroom. Because in China, the government trying to avoid all the electronic devices in the classroom. To make the teaching environment more healthy. And the students have a lower rate of being nearsighted. But all the CHLCDs I've seen are always black with a greenish color. I hope you can find some power. You got a charge, maybe. That has a greenish on black. Is there any chance that you can, like you're saying full color is going to happen.  Does that mean that with CHLCD you'll be able to bring up any content you want digitally. Without having to like draw it in, you know, like right now is you draw the green stuff. And then you can delete it. But it would be possible to just display anything you want. Exactly. It will be a ready border with this function. There's a four-color display with more than 1000 colors. It's basically the same LCD display. You can show the four-color content. The only drawback is when you show the video. The video is very slow. And it's not a regular video type of display. It doesn't have a high frame rate. It's not high frame rate, right? Right, right. Very low refresher rate. Like one per second or you can say anything? You have to switch the entire screen. So just a page by page. So it's not going to be a good video type of display. One thing that... It's okay to have those. One thing that's important is when you write on a big board that your writing is not too small. So the kid at the back of the room can see what you're writing. You can just use a bigger pen and then it makes a bigger line. Right, right now the writing board just works like that. When you use a small tip, then the line will be very narrow. When you use a big, big tip, then you will have bigger trace. So when I just touch, it will be very, very narrow. But when you use bigger force, it's going to be a bigger line. So those are the hockey board for coaching. Nice. It's very popular in Europe. The thing that I really want to see on all of these CH LCD boards, even the smaller ones and the bigger ones, is for sure to have recording on all of them. Because let's say you have kids making amazing drawings and they push the button, it's gone. That's horrible. I want to record it forever, right? So do you have a way to record all these forever? And how do you record? Is it a smart pen or what do you use to record? Do you add another sensor on the screen too? We already have those type of smart writing boards. So you can save all your writings. The technology to create the recording could be different technologies. We can use the magnetic-electric technology. You have a smaller pen. The pen does not have to charge. And the writing is beautiful. The trace is very beautiful. Then you also have, like, we have a new partner. They are using the smart dots combined with a camera pen. The pen can recognize all your writings compared with the dot background, with the dot field. And it's a lower cost, but the trace is also beautiful. So those are the two main technologies for writing recording. So we are making those products. And also you can use IR Touching. But IR Touching, the problem is the writing recording, the trace is not very smart. The trace is not as perfect as your writing. But for the magnetic-electric type, the writing is beautiful. Just exactly the same as your writing on the board. Is it something similar to a Wacom Touch possible? Or is it one of those that you described? Or is it not one of those? Yes, exactly. The first step is actually first developed by Wacom. They are using magnetic type. But the drawback for that is a little more expensive. It can only work in the small tablet, small size. For a large size, more than 20 inch, you have to think about other technologies with a lower cost. And so you can totally record on the big school ones. You'll be able to record on all those. Right. For the school writing boards to replace the chalkboard, we run out using IR Touch because the cost is the lowest. The recording is not that bad. You can use smart software to make good corrections for the writing trace. It's good enough for the current demand, current spec from the education hardware companies. In terms of the films required to do the CH LCD and to do the switchable sunroofs in the cars, is it completely different? Or is both is LCD and potentially the same factory partners are making both? Or is the films are similar or not really? We combine different partners and combine different technologies together. We only focus on making films and nominate our film to the board and make the final product by combining all the technologies. All right. So thanks a lot. Thanks, Ethan, Martin. Thanks. Is there anything that we didn't cover in the interview that you think we should have talked about? I would just want to tell people that we just launched on Amazon. So if you're in the US, go to the WeQ store on Amazon and check out the glasses since they're ready now and I'll give you the link you can post. Nice. I'll do that. I'm looking forward to the smart cars and with all the partnerships you're doing in the car business and maybe the aftermarket. I see that, for example, smart cars have an aftermarket sunroof thing where people can just order the special sunroof and maybe they could order one with your tech and some kind of website that would be available to just switch it in their existing cars. Maybe that makes sense. I don't know. That'd be cool to see all this stuff coming. What do you think of Martin for the aftermarket? Oh, Martin, you're mute. It looks like you're mute. It sounds like maybe your sound kind of went... Yeah, I can't hear you, Martin. I can't hear you anyway. Yeah, maybe you can reconnect if you want, Martin. Yeah, so that's just a little idea. I don't know about the aftermarket or building in with the partners, what you're planning, but it's going to be interesting. My opinion for the aftermarket is very challenging. The Warium is not big. The customer feedback is not easy to feel satisfied. So it's not our focus, and we focus on the front market. Focus on working with automotive glass companies and also OEM customers. Nice, that's awesome. All right, so thanks a lot, and thanks for talking about all this technology, and it really could change the world. If we see this everywhere... Thank you. If you become like the big standard everybody wants to have, it's going to be thousands of kilometers by thousands of kilometers of film that you'll be shipping, right? If you become like the one that everybody wants to have. Yeah, right now we already like use every month more than 50,000 square meter films every month. So it's a lot of films we are making. So we are planning to construct a lot more production line in the near future. We are trying to make the production capability bigger to fulfill all the demand from the industry. Even some small demand in terms of the bigger market for the entire world. Even for the sunglasses, it's going to take a lot of production for us. Imagine how many people in this world are near-sighted. They need a solution in the outdoor. They want indoor high transmittance, outdoor switch to dark transmittance to make the glasses more smart. How about aftermarket for glasses? Does that make sense? I keep asking about aftermarket, but some kind of thing you add on top of the glasses. I don't think so. Yeah, I don't think so. For glasses aftermarket, it's not to make sense because everybody wants to buy a new pair. It's going to be new design, new fancy fashion one. Every year the sunglasses are changing for the trend. People want to have multiple sunglasses in their hands. It's going to be a consumer product. It's going to be available very soon for everybody. Martin, I think we can hear you now. I can hear you. Thanks a lot. Thanks everybody. Thank you very much. Thank you. Thanks everybody for watching. I think we just reached the feature film length. 74 minutes. I think it's good. She needs to be 76. Thanks a lot. Thanks everybody.


Hello and welcome to the session. The given question says the hc-philsyme of two polynomials px and qx are 2x-1 and 6x-q plus 25x-square minus 24x plus 5 respectively if px is equal to 2x-square plus 9x-5 determine qx. Let's start with the solution and we are given a polynomial px which is equal to 2x-square plus 9x-5 and we have to find the other polynomial qx such that lcm of x and qx is given to us as 6x-q plus 25x-square minus 24x plus 5 and hcf px and qx is equal to 2x-1 and we have to find the polynomial qx. Now we know that the product of polynomial px and qx is equal to the product of the lcm and hcf so this implies qx is equal to lcm into hcf divided by px. Let's now put the values of lcm hcf as 6x-q plus 25x-square minus 24x plus 5 hcf is 2x-1 whole divided by px which is 2x-square plus 9x-5. Now let us factorize the denominator first. The denominator is 9x-5 this can be written as 2x-square plus 10x minus x-5 by splitting the middle term. Now taking 2x common from the first two terms and minus 1 common from the last two terms we have 2x into x plus 5 minus 1 into x plus 5 and this is equal to 2x minus 1 into x plus 5. So here the denominator on factorizing we get 2x-1 into x plus 5 and in the numerator we have 6x-q plus 25x-square minus 24x plus 5 into 2x-1 and now 2x-1 is the common factor. So we have 6x-q plus 25x-square minus 24x plus 5 whole divided by x plus 5. Now x plus 5 is a factor of the numerator therefore it can be written as x plus 5 into 6x-square minus 5x plus 1 whole divided by x plus 5. Now on canceling x plus 5 with x plus 5 we have 6x-square minus 5x plus 1 and this is the polynomial qx. Hence our answer is qx is 6x-square minus 5x plus 1. So this completes the session by intake care.