QuickBooks Online 2022, sales receipt or payment received at point of sale. Get ready because it's go time with QuickBooks Online 2022. Here we are in our Get Great Guitars practice file that we set up with a 30 day free trial. Holding down control, scrolling up just a bit to get to that 125% we're currently in the home page otherwise known as the Get Things Done page. In the business view as opposed to the accounting view, if you would like to change to the accounting view it's something that you can do by going to the cog up top and going down to the accounting view or switch to the accounting view down below. We're going to stay in the business view for now but we will be toggling back and forth either here or by jumping over to the sample file just to see where things are located in the two different views. Let's open some tabs up top. We can put some reports in by going to the tab, right clicking on it and duplicating it. I'm going to do that two more times. Tab up top, right clicking on it, duplicating it. Tab to the left, right clicking on it, duplicating it. As that is thinking I'm going to see where the reports are located in the accounting view which is fairly straightforward. It just says reports on the left hand side. That's where they're located. If we go on over to the business view still pretty easy but not quite as straightforward at least in the side menu because it's in the business overview of course and then in the reports we're going to be opening up our favorite two reports. That's going to be the balance sheet and the income statement starting with the balance sheet. Opening it up, closing the hamburger, closing range change 010122. That's 0101 222 1231 222. Run it and then we're going to go to the tab to the right and let's go into the business overview where the reports are located open. This time the P and L, the profit and loss, the income statement. Closing the hamburger, range change 0101 222 1231 222 and run it. One more time going to the tab to the right to get to that trial balance. An underappreciated report in my opinion. It's in the business overview as well. Easiest way to get to it is just to type in trial balance because that's what it's called. The trustee TB not tuberculosis. It's not a bad thing. It's not a disease. It shouldn't be at the bottom of the reports. It's a good report. So we're going to say this is 0101 222 1231 222 and run it. So there we have that. Now let's go back to the first tab. We're going to now imagine a situation where we're getting paid at the same point that we do the work. This would be more of a cash basis type of transaction. In other words, if I was to hit the dropdown up top, looking at the sales type of forms, when we make a sale on account, meaning we did work and are billing the client or invoicing the client and we expect to get paid in the future and a cruel type of transaction, we're then going to be entering the invoice. It's a cruel because there's a timing difference between when we get paid and when we do the work. If we do the work and get paid at the same time, then we can record it with a sales receipt. That's the report that QuickBooks would like us to be using on more of a cash basis method because the sales receipt like the invoice will still be using the items in order to record the sales by item which will give us the designation of which accounts will be affected and help us to track inventory items and so on. Also giving us sub reports, breaking out our income by both customer and by the items that we sold, whether those be service items or inventory items. However, most people when they think of a cash basis method are actually going a step further in part because of the new use and added use or increased use of bank feed technology these days and that they're relying completely on the bank and having the deposit come into the system from the bank then using the deposit form typically in the form of bank feeds but the use of a deposit form for that transaction, a deposit type transaction in order to record the sales. That is not only a cash basis method, that's stepping away further on the simplicity side to basically being reliant on the bank which might be perfectly fine for certain types of businesses. However, you want to note that if you're using that method, you are losing a little bit of detail in the method because you're not using the actual sales items or the sales forms which in the cash basis method would be a sales receipt and therefore you're not having the customer applied automatically although in some instances when you make the deposit you may still be able to add the customer. You can't really make the sub reports which are broken out by customer and by sales thing meaning service items or inventory items as easily if you just record your sales with the bank deposit. So we're going to imagine we're over here on the sales receipt and on the sales receipt most likely you can imagine like the typical scenario would be like at a cash register you would be recording in essence the sales receipt when you scan something into something at the grocery store or something like that it's basically a sales receipt type of transaction because the payment is being made at the same point in time the difference between the sales receipt and the invoice being that the increase goes to accounts receivable with the invoice the increase goes to some kind of cash either undeposited funds or whatever the new clearing account is called money to be deposited or something like that or it's going into the checking account. Okay so let's go ahead and open one up sales receipt and looks a lot like an invoice but it's a sales receipt and this is going to be putting in a string music we're going to make a new customer just on the fly we're flying and we're making a new customer at the same time and we're going to say there it is it's going to be a customer I'm not going to add any details just the generic customer this time string music. So tab in through we're going to say the date is going to be the 19th tab in through it's going to be the sales receipt number location that's going to help us out with our our sales tax the payment method I'm just going to stick with cash just to make it easy we're going to have the reference number and then again do we want to put it into cash being in the checking account in our case directly or do we want to put it into the clearing account which is called here payments to deposit which they changed fairly they changed from undeposited funds but the concept is the same it being a holding account we're going to use the payments to deposit the holding account which we will then use to make the deposit grouping deposits together in the format that we expect to see them on the bank statement note that when you're using a sales receipt or if you're in a cash register situation it's more likely that you're going to need to use some clearing account like undeposited funds or this payments to deposit because you're going to get multiple cash transactions most likely you're going to then walk to the bank and put them into the bank and when you do that you're going to group the cash together you're not going to make separate deposits that will match up to the separate sales that you made during the day therefore you want to make sure that when you put the information into your QuickBooks you put it in the same format as you expect it to be seen on the bank statements making the bank reconciliation as easy as possible so in other words if I was to go here this is my this is our flow chart so we're up here and this is the desktop flow chart but I think it's a good flow chart same names so it's just the accounting process we're in here you can imagine the cash register here where we are making the sales especially for making cash sales we might be making multiple different sales and then taking that money that we got and go into the bank at the end of the day depositing it into the bank therefore I don't want to record the money going directly into the checking account here because it will not match the same format that it will be on the bank I'll have to add up all my sales for the day when doing the bank reconciliation to tie out to the deposit that's not good that's tedious that'll make the bank reconciliation process difficult therefore what we want to do is group that together and undeposited funds then make the deposit in the same format as we expect to see it in the bank statement so that's what we'll do here so there it is what's this going to do we're going to then go down and say this we're going to sell an ELP an ELP which is our Epiphone Les Paul we'll sell three of those at 500 that's the sales price 1500 it's going to be a taxable item the bottom half looking a lot like an invoice down here and then when a GSB which is going to be our Gibson SB we're going to sell one of those at 777 it's also a taxable transaction what's going to happen when we record this we have the sales tax calculated down below let's first change the math on this I'm going to make this sales tax just a 5% sales tax to make it a generic sales tax item just for a generic problem so I'm going to go down and override you wouldn't normally do this in a transaction but to make it generic sales tax that's what we're going to do and I'm going to say they're going to say why I'm going to say other and just confirm and save and close so there it is okay so now we are at then this is going to increase the undeposited funds instead of accounts receivable that's where the difference is between the sales receipt and the invoice by the 2390-85 sales is going to increase by the 2277 similar to the invoice the difference like with the invoice is going to go to a payable account 11385 which you could think of a sales tax payable which they're going to put into whoever you are paying as the vendor they made an account for the California Board of you know tax collection or whatever it is called and then we're also going to have the inventory going down by an amount that's not on the actual sales receipt like with the invoice but driven by the items the system knows because we have a perpetual inventory system and we're going to have the cost of goods sold go up for that amount as well we'll also have this sub ledger for accounts receivable impacted not accounts receivable but for inventory which will break this information out by inventory item as well okay let's save it and close it and then check it out and see if that is indeed the case or if I'm lying over here let's go on or possibly mistaken are you mistaken about stuff let's go ahead and run it let's go to the balance sheet and run it and check it out so we're going to go down into the payments to deposit there it is let's go into it and then we've got then the sales receipt there's the sales receipt I told you so 2390 85 if I go into that that's going to be the bottom line of our sales receipt except it's going to try to change the taxes on this so don't worry about that it was it was right and then it tried to change the tax but it's not going to save that change the tax the tax is now wrong because we changed it to the 5% and then I'm going to say do you want to leave without saving I'm not going to save the changes because they made a change that I didn't want to make so yes I'm leaving without changing and then I'm going to go back up top so be aware of that if you're doing the same practice problem it's going to cause problems but that's okay solving problems is what we do so then I'm going to say some statement or profit and loss and then in the sales line sales line we should have a sales receipt this goes up with the invoices and the sales receipts here broke it out into two lines these are going to be the amounts that we charged not including the sales tax so these amounts don't include the sales tax because the sales tax is going to and so again I'm not going to save the change because it tried to change the sales tax again so no quick books stop trying to mess me up man go into the first tab and then we're going to say that the other side is in the liability account for the California department so it's sales tax payable in other words but they put it in there by the vendor for whatever reason which is the people that are taking or forcing us to be their tax collecting arm and so there it is there so that is it on that one and then scrolling back up top we also know that the inventory is going to go down so inventory if we go up to that there's the inventory account going into the inventory account we can see that it is impacted by our new sales receipt here and it record these two amounts that aren't on the actual invoice why aren't they on the invoice because we sold because the invoice is going to the customer and we don't want it on the invoice but it's driven by the item the item knows what it should be and that's how it was able to record it on a perpetual inventory method close in that back out and I'm not going to save the changes quick books I'm not doing it stop asking stop asking just because you ask a hundred times and then the other side is going to be on the income statement it's going to be in the cost of the goods that are sold and then we got the sales receipt down here as well with those items scrolling back up the impact on the income statement is going to be the sales side going up by the amount we charged and then the cost of goods sold make it going up as well the difference being the impact on the net income we can also take it the sub ledger for the receivable so if I go up to the accounts receivable we impacted that let's make another report to do that go into the tab to the right right click and duplicate and then I'm going to make another report which is going to be the inventory valuation summary so let's go to the reports tab here and let's make another report closing up the hamburger and say this is called inventory valuation summary summary and there we have it so now this ties out we got the unit amounts and the dollar amounts for the thirty eight eight seven eight which should also tie it with on the trustee trial balance which it does next thing I just want to point out here is that if we look at the amount in this area the twenty two eight ninety eighty five if I go back to the first tab and we're going to make a deposit at some point in the future hitting the plus button I'm not going to do it now but if I hit the deposit form hit it I hit it right there and then we're going to say that see how the total ties out here and that's being increased by the payments everything that's in that was created with the received payment and the sales receipt forms are in here so that we can help us out to group those amounts okay closing that back out let's do it again this time just with service items so this will be easier this one will be even easier so we're going to say going to hit the plus button up top we're going to go to another sales receipt now I think I already added this customer but you might not have it yet so you might need to add it it's going to be Sam the guitar man so if you don't have that just simple add Sam the guitar man and then we're going to tap through this thing and it's going to be on the nineteenth so there it is and then the payment I'm just going to say cash again it's going to go into the payment it's not going to go into our checking account I'm just going to put it into the payment which is the undeposited funds and I'll deposit it later grouping it together as we do so we put our diagnostic things here so I'm going to say we have a diagnostic these are service items now what is a guitar diagnostic you don't know what a guitar that's like when you rotate the strings on it you rotate the strings so we're going to do ten of those again this is kind of generic apologize but we're going to do we're doing kind of a generic diagnostic on it it should not be a taxable item driven by the sales items as a non-taxable service item we're going to say for our default problems it should show up automatically if you choose to write sales options on your items list as we saw in prior presentations then we're going to have hourly service, hourly service number one hourly service number one I'm going to pick it is also a non-taxable item we're going to say that we got 15 of those and we're going to say 140 that's going to be 2400 and then we're going to pick one more and that's going to be the tuning the tuning support tuning support for the guitar which is spelled wrong that's what we're going to have here so it's going to be another service generic service item and we're going to say we have 12 of those at the 2400 so same kind of thing here except we're trying to show that we have service items as opposed to inventory items what's going to happen when we record this going to be much more straightforward it's just simply going to be an increase to the cash account of payments to deposited which is a clearing account instead of a checking account the other side then going to revenue to the service revenue account and we don't have any sales tax to deal with which is great we don't have any then items with relation to inventory or cost of goods sold much easier to do so let's save it and close it and then look at it save it and close it let's check it out this time with the trial balance getting used to the trial balance the underappreciated trial balance I appreciate you TB trial balance so we're going to say this is going to go in let's go into then the payment to deposit which we have now increased with this one Sam the guitar man there it is in the other side going back on over is simply going to be in the income statement accounts the balance sheet stops after the equity accounts and we're in the services so there it is right there that's the one scroll in down a bit there is the service items they posted the three items separately and that's it that's it if you don't have to deal with inventory or sales tax see how much easier that would be life should be easy but but no complication then we're going to go to the first tab and let's just take a look at where these customers if I went into the customer center which is in the get pay or pay area if you're in the accounting view it would be in the sales area and then customer tab up top in this view it's in the get paid area or pay area and then customers and then we did this we sold something to Sam the guitar man so you can check that out here so there we go the other way you can take a look at this as you can go up top I can say let's go up top and let's take a look at our transactions which are in our bookkeeping area if we want to look at it that way look at the transactions if we were in the accounting view we would be simply in the sales area looking at all transactions in that area so same stuff just different location we're going to go to the sales transactions this time we're looking at those cash based sales which are going to be using the sales receipt so let's change this to the sales receipt stuff and then status let's just say all and so there we go apply it out there's our two sales receipts one last thing want to point out here is that if I go to the tab to the right and let's make sure it's a fresh one in the accounts of the in the account of the payments to deposit 2870 85 that's the amount that should show up in our deposit area when we make a deposit form so if I go up top which will see in a future presentation and if I was to make the deposit then I can choose from the items that have been made with either the sales receipts or the payment forms after having issued an invoice and then this will help us to group that information taking it out of the clearing account and putting it into the checking account in the proper grouping that will match what is on the bank statements so let's go back on over to our trustee trial balance over here this is where we stand at this point in time we're standing on our two legs our debit leg and this is where we stand so you can check this out if you're matching up that's great if not try changing the date range it's often the date range issue let me run it again just to make sure it's fresh it's often date range issue and then you can drill down on the numbers and see if it's see if you can figure it out and we'll have the transaction detail reports at the end of the sections to further diagnose any differences


The world is constantly trying to get you to conform and just because the herd goes with something doesn't mean it's right. You find your own path and do and work in the way that suits you because eventually that's what will make you successful and will lead to a life of freedom and autonomy where you're not beholden to the you know the societal norms so that would be it and strive for self-reliance, strive for independence. That's that were the things I would say if I could tell my younger self some things that would be it and really just take your time just chill. There is no rush.


Recreational fishing is a major source of income and employment in the Caribbean, but climate change could threaten this industry. This study used a combination of research-based data and expert opinion to assess the potential effects of climate change on three popular recreational fish species in Belize and the Bahamas. Based on the results, all three species were found to be highly vulnerable to climate change, with bonefish being the most vulnerable due to its dependence on near-shore habitats. Experts also noted that tarpon and permit were less vulnerable than predicted by the research-based data, suggesting that they may be more adaptive to change in conditions. The study concluded that there is a need for increased collaboration between scientists, fishermen, and policymakers to develop strategies to protect these species from the effects of climate change. This article was authored by Gemma Carroll, Jacob Giurek, Jacob Giurek, and others.


Really some very powerful stuff that is going on at GovPulse.us. We're next going to turn to Harlan Yu, who is to my left. Harlan is going to talk to us about FedThread.org, a project that he launched when he was at Princeton, and you're now part of the U.S. government. So you're here in your educational capacity, right? For the time being, yes. To briefly describe our site, FedThread.org, it's an online interface to view the Federal Register, similar to what the GovPulse guys did, but the idea is a lot simpler. It allows users to annotate the Federal Register in its documents at the paragraph level. So users can click on any paragraph of the register and leave a comment or note on any specific section, with the idea being that citizens will come to our site to discuss the merits of Federal rulemaking proceedings. The site also helps users find Federal Register documents using our full-text search engine, and then they can track the issues that they care about based on those search terms, using customizable RSS feeds or email notifications. And so the site was built by me and three fellow computer science graduate students at Princeton University last October, over the course of eight days from conception to release. And looking back, I'd say that there were three primary raw inputs that made this site possible. Lots of coffee, lots of Diet Coke, and the XML version of the Federal Register. Everyone knows about Moore's Law, where computational power is increasing and its price decreasing at exponential rates. But nearly as important as the GovPulse guys just alluded to, and at least in our realm and for our work, has been the trend and the availability of powerful open-source tools, web frameworks like Django and JavaScript libraries like jQuery, that make large-scale web development significantly easier, faster, cheaper, and more accessible to more people than ever before. We built FedThread.org using these tools and others, and then propped it up on a scalable web hosting infrastructure the day before we released. There was no large upfront investment in capital for either software or hardware. In fact, most of our limited resources were spent on our web designer, who took our bare site with the logic already built in and styled it beautifully to present our site in a way that was usable. These technological trends, the increased capabilities to present and visualize large amounts of data and put it up online, has changed the underlying assumption about how government should prioritize its IT investments as it tries to inform the public about what it does. And the digital federal register, in my opinion, is really a model for how modern open government is done right. They released their machine-participal XML first, and only after they did did they start building their Federal Register 2.0 project, which will be released next month. They also released their XML early, knowing full well that this dataset wasn't in perfect shape. But it was good enough for us to figure out all the pieces. And by putting the dataset through real use, we were able to provide them with substantive feedback about which improvements to the dataset would make our work and other developers' work easier. And now after these iterative improvements, they're building out the official Federal Register 2.0 project on the same XML that we're still using today. So rather than declaring that their own project is the one and only way to read the Federal Register online, they first created a level playing field where we could build FedThread.org with the bells and whistles that we thought were useful, simultaneous with the GovPulse team and the work of the GPO and NARA doing their work. And with features that government might not want to risk implementing or are prohibited from implementing themselves. Civic innovation, and indeed all innovation, is always about trial and error. It's more often than not about errors and then iterating to improve and fix these errors. And as it turns out, eight months after releasing FedThread, our site, our little site, that allows ordinary citizens to discuss government regulatory documents in their free time as shockingly not been the big hit that we all imagined. But that's okay. From government's point of view, this experiment cost them nothing other than putting out their XML version of the Federal Register early in their work cycle, which they're now using anyway for their own purposes. And it's provided a real-world lesson about how most users may or may not want to interface with the Federal Register. Now, as a tax-paying citizen, a lot of government enabled others to experiment than spending tens of thousands of dollars and a good part of a year on an RFP to build out an idea that might be the right answer, but perhaps to the wrong questions. And this is why the Law.gov movement is so appealing to me. The one thing that the private sector can't do and that only our government is able to do is to publish the raw data that underlies our democracy. Publishing raw data is a low-risk proposition and is an extremely efficient way of spending taxpayer dollars. And while publishing data the correct way in a useful manner in a way that's easy for developers is admittedly a lot of hard work, but we know how to do that right more or less in a way that can maximize and harness the creativity of civic innovators in order to bring government and its citizens closer together. Thanks.


For those of you who watch the podcast, you'll know who Josh is Josh is one of our co-hosts on the Linux cast the weekly podcast that we do and He has a problem. He distro hops a lot. So I challenged him to a six month Linux challenge. I told him to choose a distro for six months And I was very kind of sending during that conversation I have to admit and I basically flat out said that I don't believe he can do it He likes distro hopping. There's nothing wrong with it, but I was being you know a douche bag But anyways, I figured what's good for the goose is good for the gander So I decided that I'm going to do a six month Linux challenge Now it's not gonna be as hard for me because I'm not as big of a distro hopper as he is but to spice things up a little bit I asked him to choose or give me a list of distros to choose from where I will spend the next six months on my Daily driver computer actually using it. So he gave me six or seven options I ruled several of them out. I just there's no way I'm going to do them But I've chosen between two and you guys are gonna help me make that choice between those two So the two that I'm going to be choosing from to spend the next six months in our red core and open Sousa micro OS now these are two very interesting distributions one Based on gen two. So that should be entertaining if you guys choose that one the other one is a Immutable operating system based on open Sousa Honestly, if I were to choose one, that's the one that I'd probably choose the gentoo one kind of scares me So I know you mean people out there definitely going to choose the gentoo one But in the comment section below, which would you rather see me do red core OS for six months or micro OS for six months I will leave links to both of the websites for those distros so you can go check them out because they're either one or Distros that are very popular or well known So maybe you need to do some research to inform your vote So that's what I'm going to do and the reason why I'm making a video about it and such a short one is because I'm issuing This is a challenge to everyone who watches this video. I want you to choose a distro. It doesn't matter what distro it is and The only one I should I should say it doesn't matter what distros has to be a different distro than the one that you're currently on So those are you who've been using Ubuntu for the last 20 years and you can't come out to the front of the crowd and just say I win that's not how this works. You have to choose a different distro Find yourself a different distro than the one that you're currently on and use it for the next six months I'm going to create a channel in my discord server that we can chat about this challenge There in that discord server So if you guys are on my discord hop in there and we will have good conversations about our Experiences over the next six months now. Why am I doing this? Well first of all? I was goading Josh Obviously, that's the biggest reason but also I have a tendency to distro hop quite a lot I haven't recently I've been on fedora for eight months or so and Well, I needed a challenge So it seems like a good idea to kind of force myself to use something a little bit unusual for a good long period of time And make a few videos about it So like I said in the videos below choose between Redcore and open Susan micro s. Let me know which one you think I should do I Am thinking that I will very much likely, you know Follow those votes, so I'm not gonna Look at the votes like oh, I don't really like your guys a selection. Just go with the other one I don't think that I'll do that. So if but if it's close, I will be the final judge on it So anyways in the comment section below vote for which one you like see me do and I will install that on my main computer the one that I record and stuff on and I'll spend the next six months there So that's it for this video if you're going to take part in this six months challenge Let me know in the comment section below what distribution you're choosing and we'll have some fun with it So thanks everybody for watching. Thanks for your support on patreon patreon.com slash linuxcast Thanks to all my patrons. You guys are awesome I totally just did a completely wrong-ass ending to the video that I normally don't do this do it this way I'm apparently a noob complete not a noob Anyways, thanks everybody everybody for your support. Thanks everybody for watching. I'll see you next time Matt forget how to make videos It's only been like a day Anyways


When modern 3D printing was invented in the early 1980s, few could have predicted the influence it has today. At no other time in history has it been this easy to transform a sketch into the real thing, and while that feat has proven immensely useful for constructing complex machines, it is unlikely more meaningful anywhere else today than in the field of biomedicine. With the ability to churn out standard or custom prosthetics, devices, and even test models, the 3D printing of biomaterials is revolutionizing medical care. One of the greatest conveniences afforded by biomedical 3D printing is the ability to manufacture parts on demand. Common load-bearing prosthetics such as those for knee or hip replacements no longer have to be built in bulk and benched before use. Virtually stored print files can be called upon and processed into parts as soon as they are needed in the clinic, with the printing material and methods suited to the parts function and placement. There are electron beam or laser-assisted techniques for metals, extrusion methods for ceramics and polymers, and ink jetting and lithographic techniques for composites. Of course, custom jobs can just as easily be queued up. When physicians can't simply reach for their virtual shelves of standard parts, they can resort to gathering patient-specific data. Body scanning techniques such as CT or MRI can provide templates for drafting custom graphs such as for bone in the case of a complex fracture. Interestingly, one of the areas making the fastest gains in biomedical 3D printing is the manufacture of parts that will never find their way into anybody. As printing techniques have reached increasing levels of precision, they've evolved to the ability to produce hyper-realistic models of surgical sites. Butting surgeons need not be limited to 2D drawings or cadavers as they set out in their career. In season, veterans can safely interact with 3D-printed replications of areas that require an extra-delicate touch, such as a precariously situated tumor. Even as 3D printing has progressed beyond the predictions of its pioneers, many more applications are in the making. Some researchers, for example, are printing rudimentary parts with biological material or cell-loaded inks called bio-inks. Though much work remains to be done, 3D printing offers a promising future for biomedicine As the field continues to advance, new patient treatment options are expected to become available, allowing medical care to flourish in ways never thought possible. To find out more, read the article Clinical Significance of Three-Dimensional Printed Biomaterials and Biomedical Devices, published in the June 2019 issue of MRS Bulletin.


Thanks Kurt, after the Cowboys went up Thursday and today's Giant Seagulls game we should still have no idea who's any good in the NFC East.  The NFC East is hurting, who knows who's good? It's disconcerting. All we want is a little more consistency. Is a bird and left horses hurting? I just met a latitude for the NFC East. I'm ranching on all the fellas. Oh Terry, my sister asked me to give you a message.


Good evening, everybody. If you're watching this in a lifetime, it is 7 p.m. Eastern time here. We are thrilled to have you joining us this evening for the Vermont Pitch Challenge Entrepreneurial Exchange. My name is Brooke Willette. I use she, her pronouns. I'm a senior admissions counselor at the University of Vermont and thrilled to be here with Marco from the UVM Arc program. Marco, I'll let you explain all of the acronyms and everything since I always butcher the name and I trust you to do it a lot more. Just wanted to hop on and thank you all for being here. I know that for some of us in the Northeast, it's a pretty snowy, windy evening. So I appreciate you taking the time out of your day whenever you're watching this to engage with us. Throughout this webinar, if you have any questions or is it Q&A feature, please feel free to put those questions in there and I will make sure that Marco gets them so that we can answer all of those questions for you. Just a reminder for some things coming up, the application, the long elated application for the Vermont Pitch Challenge opens this month in just a couple of days. So next Monday, the 15th, that application will open. You are welcome to submit your applications in teams of one, two, or three. All of our rubrics and submission guides and rules and all of that can be found on our website. If you just Google, UVM, Vermont Pitch Challenge, easiest way to find it, I find, make sure you're signing up for the interest form if you haven't already. Sign up for the remaining webinars. We have two more coming up. So we're really excited about those. You can watch all of the recordings from the past ones and really take a look at everything that we have to offer through this challenge. So that you have it on your radar, I know that spring is really busy for our high school students. The in-person final event reminder, that's for our five finalist teams, that is going to be hosted on April 4th. So Thursday, so we just want you to kind of be aware of that timeline. We will be letting finalists know in February. All of our teams will receive some feedback as well. So you'll be able to see all of the feedback regardless of the outcome and all of that. We're excited to see what you have. And I think that Marco will be able to share a lot of really wonderful tips and tricks for you to use for your upcoming application and eventually the live pitch as he goes and talks about really creating a compelling pitch and really marketing yourself in that way.  So Marco, I'm going to turn it over to you and take it away. Thank you so much, Brooke. I'm going to go ahead and get started here. I just wanted to start with a brief intro. So my name is Marco Caliandro. I'm a senior here at the University of Vermont.  So a little bit of background. I joined UVM as a transfer student actually in the first semester of my junior year. And it was there that I joined as a team member. And the program itself takes undergraduate students and it pairs them with technologies and professors who have invented those technologies and gives that student an opportunity to actually step into the role of commercializing it and helping bring an invention to market. So basically we're paid interns who find a market and get real world entrepreneurial experience working out of UVM as well as various co-working spaces in the Burlington area, such as the Vermont Center for Emerging Technologies and Hula Lakeside. So definitely check out ARC, the acronym is ARC or the Academic Research Commercialization Program. If that is something you're interested in and you want to get started with something like that during your time in college. So without further ado, I'm going to get started with my presentation. So how to create a compelling and successful pitch. Now, what is a pitch? A pitch is really something that you're going to use in various capacities. In this presentation, I want to go over a pitch deck which is a way of presenting to investors. That's not the only context where a pitch may be useful but it's the one I'm most familiar with and it's something I've gotten a lot of experience with thus far in the ARC program. So please feel free to reach out with any questions during this, I'd be happy to stop and take it or we can save it for the end with a Q&A. So without further ado, my favorite part of commercialization and what I think is most important in a pitch is customer discovery. So what is customer discovery? So customer discovery is finding the reason your product should exist within the market and it sounds really simple, but who has the problem? How are they currently solving it? And how is your solution either cheaper, better, faster or all three? That's really what it comes down to. A lot of times, inventors and entrepreneurs focus extremely heavily on their technology and that's great or whatever it is if it's a technology, if it's a piece of clothing but they don't actually know who their customers are, what their behavior looks like and if they would buy this thing. Now, obviously you may be at a place where you're not even close to thinking about your customer, but you should be. This is really the backbone of what makes a great pitch is knowing your customer because that helps you better understand the problem. So I'm gonna show you a pitch deck I made with a few of my team members last semester. I thought it really gave some importance. I thought it was just a great pitch overall and I would like to highlight some aspects of it that I think would be helpful for you all to know. So this was Recovery AI. This was a product I worked on, a little bit of a quick background. It was a knee sleeve that could estimate how much loading was going onto your knee. So this was something that wasn't currently offered in the market and this was our problem opportunity. So this is knowing the problem and this should be a simple way to make the audience or whoever you're speaking to immediately have an emotional reaction. So you want those people to really have a personal connection. So for example, if you were solving mail loneliness, that's something that's on the rise. It leads to a lot of chronic issues personally and within society. That was something that you wanted to solve. You would need to make people really feel why that's a problem. So let's say we're using that as an example. You want to have statistics about health and life outcome disparities and what does prolonged isolation cause? What is that harm? So for this specific product, we focused on prolonged injury of anyone, athletes, just people with knees, vague data, so current methods of tracking were really not working and then unpredictable payments. So there was a lot of issues on the medical side and with insurance. And this was our problem opportunity, right? We had a technology that could measure knee data. That's what we had. And then this is the problem that we thought we could solve with that technology and we validated what we thought we could solve through customer discovery. And what you want to have after your problem opportunity and making the audience feel like this is really something that has not been properly addressed. You want to make it clear how you are going to fill that hole, that market need and fix that problem. So for our example, it was defective recovery, the right data and decreasing financial risk, but that could really go for any product, right? Let's say you were making, I don't know, for example, a new method of hasty or blueberry pancakes, right? Seems a little bit silly, but your problem would be that current blueberry pancakes don't have your secret ingredient and therefore can't provide the best possible customer or consumer experience. Your value proposition is really where you talk about how your blueberries taste, right? Why is it different? What are you doing that is solving that problem that nobody else is doing? So you want to go from your value proposition straight into your problem opportunity, straight into your value proposition because that's going to allow you to really hone in and make people at the start of your presentation feel like you have what it takes to solve this chronic or societal issue. The next thing is you really want to dive into your underlying magic. So if it's a product, these are the features and this is what no one else does. So in this example, we focused on muscle loading, range of motion, joint loading. That's what we had to offer and we had this niecesly with these specific algorithms. That's what we had. Wasn't necessarily the prettiest picture but it's what we had at the time. And this is something that's going to evolve and change over time. Something about making pitch decks, pitching is it just takes practice. Repeated practice, repeated iterations, it's not always going to look pretty but this is really where you want to show what you bring to the table. So it's important to note you're not starting with your product, you're starting with the problem. Then you start with how you're going to solve the problem. Then you move on to what you're actually offering. So you have a title slide, problem opportunity, value proposition, now you're getting to your product. A lot of people think you need to start with your product but that's actually not compelling. People don't want your product unless they understand why they need it. The next thing you need is a viable business model. So a business model is how you're going to make money and it doesn't need to be exactly what you'll end up doing but do some market research, figure out where the dollars are coming from and how they're going to come back to you. How are you going to capture that value? So in this example, we had someone send a customer, they would send their specific knee sleeve, excuse me, a patient would have money coming into their pockets initially from, excuse me, sorry I'm getting another call here. A patient has a problem, right? So they're sending knees, I'm going to slow myself down here, I'm running into a problem right now. I'm a little nervous, confidence is one of my key points but the business model. So in this example, you have a PT practice and over here on the right, you have a patient, right? And then in the middle is your PT practice on the left, you have your subscription, that's us. Those dollars you see moving back here, that is our company. So we identify the PT practice is our middleman, that's how dollars are going to move. Most people don't have enough money to actually spend on physical therapy products. So a business model is really where you are going to have multiple streams of revenue that's attractive to investors. We weren't just buying sleeves, we were using reimbursement from CPT codes and we were also having upfront sales of the sleeve itself. So if you can have more than one stream of revenue, that's really attractive to investors but you're really showing how money is made. I didn't do a great job of describing the slide. So definitely let me know if you have questions about a business model. The general idea overall is you're mapping out where the dollars are coming from and where they're going. Now we're going to move into market sizing. Market sizing is something that can seem a bit intimidating if you don't have a financial background but that's completely fine. Something that you can start out with that's really, really easy is your TAM and your SAM.  So for this, we were looking into the sports market and we looked up fitness trackers within the professional sports market. We found actually through doing that that we didn't need to be as specific as fitness trackers. We could just look up sports market global and we found that that was a $90 billion market. That is your total addressable market. Those are all the dollars that can be captured from the market you wanna enter. Now obviously you're not gonna make all those $90 billion so you need to move into your SAM. Your SAM is your serviceable addressable market and these are actually gonna be guesses.  So we took our total addressable market and we took roughly 1% of that, 1-2%. It was not a lot but we thought we could reasonably capture that. Now sometimes you'll also do a SAM which is a serviceable obtainable market and you'll make an even smaller number but that's really not necessary for most pitch decks. If anyone has any questions about SAM or TAM, let me know but this is a really standard, this is an industry standard. Now some things that are helpful to include are also customer findings if you have done any customer discovery but really your market sizing is the majority of what should be on the slide. Your market comparison is where you're gonna show competitive advantage. So for our company, Recovery AI, we chose four metrics that we thought we could really perform on. So we chose joint loading, metrics, remote patient monitoring, portability and range of motion. Those are four things that we thought we had nailed down that the industry didn't. We then did market research. Market research is just getting on a computer, finding other companies doing what you're doing and seeing what they can bring to the table. So it's really not that complicated. I was doing a knee sleeve so I searched for other knee or joint monitoring companies but you can do this for any venture. Let's say you're doing ketchup, right? You're going into the condiment market.   It may seem a little bit silly but this is where you're really gonna show how you stand out from the competition and it's great to make a graph like this and to keep a running list of other companies because your market comparison is also a list of your competitors. These are the people who are gonna make it hard for you to compete and there are also people who may end up being partners. Partway through this journey with this specific venture we ended up pivoting away from trying to become our own company and entering into a potential licensing deal. So we actually ended up entering into a potential deal with me on tech who we identified as a competitor from day one. So your competitors and your partners may end up being the same people so that's why it's really important to know them like the back of your hand. Now we're gonna move into financial projections and this one can seem really the most outputting to anyone that doesn't have a financial background, right? You don't have a product, you're not in the market and you've never done this before. How are you supposed to know how much money you're gonna make? The truth is you don't, it's going to be a guess but the more educated you can make your guess and the more you can back up that educated guess the more you can actually show evidence of where you're at least getting these numbers is actually going to really, really increase your investor's perception of your technology. Now for this pitch conference, it's not investors, right? It's judges but still these are great skills to know and having financial projections can actually make you stand up from others who might not have them. So the way we calculated these is a little bit complicated. What we did was we basically searched up basic prices for textiles and that was it, right? We took those prices, we took those costs and then we estimated what our price would be for the product and we gave ourselves a reasonable amount of growth and we looked at what our increase in profit would be if we were to reach scale. So scale is another big thing. The way your product is gonna become cheaper and more affordable is by increasing your number of customers. So in your financial projections, you can use what you have from your market size. You can take those numbers and say, okay, we're gonna reach 1% of our total addressable market and here's how we're gonna get there and you can lay out year by year exactly how you're gonna get those dollars to accumulate. So financial projections really seem complicated but when you break it down, if you look at expenses, you've got wages, right? That's something you can calculate. How much are we gonna pay the CEO? This isn't up and running company so we just need a CEO. Let's say it's $60,000 a year, that's fine. If we're gonna have R&D, how much is that gonna cost? Well, you can look at similar products, learn how did their product get developed? What were their costs like? A lot of times you can end up just calling a company and saying, hey, can I speak to someone there who's knowledgeable about the history of the company? Do you know about this company? Do you know who I can speak to? And that brings us back to customer discovery, right? Customer discovery is really the bread and butter of a pitch because customers are the business. So if you can get to know your customers as soon as possible.  So it really doesn't have to be too complicated. Who are you? What do you do? And that's it. You can talk about your background a little bit that can sometimes help, but really we just wanna have those faces and those titles. And then your thank you slide. So it's important to have contact information at the end of your pitch deck. So that investors or judges or anyone viewing your pitch can reach out to you. I wanna go over a few important do's and don'ts. So some do's that I would say is just practice making a 10 minute pitch. Even if you don't understand 90% of what I just said to you, go online, look at how to make a 10 minute pitch, put in each slide and just go through it in your bedroom, to your parents, to your brother, your sister, it doesn't matter. Just practice doing a 10 minute pitch and start selling. A lot of times the practice is actually gonna get you to figure out what it is you need to sell your product or to sell your idea. One thing that you definitely should not do is wait till you have a finished product to get to know your customers. As soon as you know what you wanna do, start reaching out to people. The worst thing that can happen is to hang up on you. So let's say you have a nap that is going to increase efficiency of transit somehow. Maybe it's a ride sharing app. Call Uber, see who you can talk to there even if it sounds really intimidating and you can't get a hold of the CEO. Call the customer service line, call an info line, send an email, start talking to the people doing what you wanna do now even if what you're doing is slightly different. Also just remember that your customers care most about how your product fixes their problem. This is something I've had to work on extensively and it's really hard to break out of this habit but you need to remember that generally people buy things because it alleviates a problem in their life. Even if it's a good thing usually, it iterates and it's better than something else that was worse. So it can be kind of a negative approach but for this example we used back with our pitch, right? We had a problem opportunity. Human suffering and loss of money is extremely simple and it's really easy to get behind that. Prolonged injury, vague data tracking and unpredictable payments that are bad for the consumer and for the patient. You really need to hone in on what the problem is and how you can fix it. Something that you absolutely should do as well is seek the help of those with more experience. As you can tell, I'm young, I'm still figuring out. You heard me fumble a little bit earlier in this presentation and that's the name of the game. You're gonna make mistakes and you're going to need to figure out how you can improve from those that have already done it and have already been through it. So this can be resources at your school, resources at UVM. Even if you're not a student, there are a number of professors especially if you are really professional and really kind in your outreach who will be willing to talk with any student who's interested in entrepreneurship. And those are things you can research online if you just search up UVM entrepreneurship professor. Worst thing that could happen is they don't respond. And then remember that no matter how far along you are just practice, just practice getting up and running through your pitch, running through what you're gonna say. This is extremely, extremely important and it's something you really, really can't do enough. One thing I do wanna do one more time, I do wanna go back a little bit. I just fumbled so poorly, so badly when I was talking about business model. I was just feeling a wave of nervousness but an example that I did wanna give was ours. So we had a sleeve and we had a customer but we didn't really know how they were gonna purchase it and if they would spend the money and we figured that actually our product was too expensive for the average person.  So we had the PT practice act as a middleman. We identified that insurance payments are another source of revenue that we could tap into. So we have the patient here on the right experience in chronic pain and we said we're gonna send them that knee sleeve and that knee sleeve is coming from the PT practice. So the PT practice is our customer. They are the ones buying, not the patient. So we are marketing to the PT practice. So we sell our sleeves to the PT practice. The PT practice gives the sleeves to the patient and then the patient gives their money back to the PT practice whether they pay out of pocket or they have insurance, right? So we came in and we added another payment option which actually increased our revenue streams. So now we are actually getting money from the PT practice and we're also getting money directly if we sell this product online. And that's something that you really, really, really need to figure out is who's buying this and who's paying for it. And if you're worried about people being able to pay for it, think about how someone else could pay for it for them. So yeah, I did run through this pretty, pretty quickly but I really wanna open this up as much as I can for questions, for Q&A. I really am best on the spot and I wanna see if anyone has any questions or things that they are struggling with when creating a pitch. Yeah, so we have a couple of questions in the chat for you Marco. I'll kinda start and read them off. The first one says, did you start this process by thinking about the solution first or the problem? Yeah, absolutely a great question. So I'm kind of in a unique situation with the ARC program where we're paired with technologies and then we're tasked to find a market for that. So I actually have to start with the solution and then find the problem, which is a little bit difficult. If you already have a product in mind, I don't really recommend that you then go and find a problem. I think it is gonna be easier if you're someone in that situation to stick with the product you have. That being said, if you have an idea and you're not fully sure of it, you can always pivot. So let's say you do have an idea, but you're not sure there's a market for it. First thing you can do is you can research if there's similar products. Second thing you can do is you can just do customer discovery. You can just start reaching out to people and seeing if there is a need for it. But to answer your question, do you think about the solution first or the problem? I would say in general, start out by thinking about the problem. Nine times out of 10, that is what is gonna make people purchase. That's what makes people buy. So yeah, Madeline, I don't know if you're able to share a little bit more about what it is, your situation specifically. But yeah, definitely think about both, but the problem is most important. Yeah, I would love to know a little more, but no worries. Are the business models created like a flowchart? Business models created like a flowchart. I'm not entirely sure what you mean by that question. Are you able to provide a little more clarity? So I'll do my best to answer. So there's not one way of presenting a business model. So we have this way of sort of visualizing our business model. I don't think it's perfect. Oh, sorry. Is this an example of business model you provided or similar to other business models? Yes, so this is an example of a business model, but you can visualize your business model however you want. So if you have multiple streams of revenue, it can be helpful to use arrows. But yeah, you can really visualize your business model however you want. The main two things you wanna make clear are where is the money going and where is the product going? Who is the money going to and who is the product going to and who most importantly is paying for all of it and where are there dollars along that process? Is the buyer immediately connected to the consumer or is there a middleman like the PT practice in this example? Awesome, thanks so much, Marco. We do have another question from McKenna. McKenna asks, I have my problem and product idea. What should my first step be?  Are you able to share a little bit about what type of product is? Is it a product or is it a service? And are they able to hop on the mic? It looks like McKenna says product. Okay, awesome. Okay, yeah, so could you say it again? You have a product, you have an idea. Yeah, so it looks like McKenna has a product and the idea and problem, what should their first step be? Awesome, okay, so I would say your first step should be to reach out to folks who have that problem or who you think have that problem. So take that problem, start thinking about who's experiencing this. It's probably more than one person, right? Is it, let's stick with the example I was using of knee sleeves since we're on that topic. Is it soccer players? What type of soccer players is it? Is it women's soccer players? Is it men's soccer players? Who has more injuries on average? I would absolutely start out with reaching out to those folks and recording what happens in those conversations. So ask for permission, say is it okay if I record this interview and just ask for a quick 15 minute informational interview? Because after you do that, you're gonna have evidence to back up your product and your solution. After you have a little bit of clarity from customer discovery, and customer discovery is not the only method if you're intimidated by it. You can also just go online and start looking at people who have this problem. What are the other ways that they're solving this problem? And after that, I would say to start with building a pitch deck. I know on the website for this conference they listed how to build a 10 slide pitch deck. That'll tell you much better than I can. But I would just go through the process of building a pitch deck because for this competition, you're presenting to win the prize, right? You don't have to meet some kind of sales quota. So I would get started on your pitch deck and get started pitching. And with any questions that come up along the way, just ask. Awesome, thank you so much. We'll give it a couple, a little bit longer. If there are any other questions, anything you would like to know, kind of while I chat at you a little more, we can keep that open in case you have anything else for Marco. I know that sometimes questions come up later. I know that sometimes we think of things as soon as we get off the webinars. So if anything comes up, you are welcome to email us. You're welcome to give the admissions office a call, whatever's gonna be easiest. And I can make sure to connect with Marco to get any questions answered from the presentation. Oh, I'll pause because it looks like we have another question for you Marco. It says, I have a problem and a service idea to offer about lack of knowledge in that field. Do you know what I can do while I get the knowledge? Oh, that's a good question. Yeah, I mean, first of all, like it's absolutely so fine to not know anything. The nature of entrepreneurship is that we are learning as we go. So it's totally normal to not have knowledge in that field. And while you get the knowledge, I would just work on creating your value proposition, right? So maybe you're not entirely sure of what your problem opportunity is, but just start guessing. Guess about the problem opportunity. What do you know? The nature of all this is it's gonna be educated guesses and you learn incrementally more and you refine those guesses. So it's okay, it's not really lying because you're not selling anything yet to anyone to just make a guess and present it as a statement. So you don't know a lot about that field, but you do know what the problem is. So guess about what you don't know about that field. And while you're making those guesses and while you're building your pitch deck, reach out to folks who might have the answer so that you can fill in on the stuff that you missed or the stuff that you miswrote or misstated, but don't wait until you know everything to act like you know everything, right? Like just start using what you do know and building a pitch deck based on those assumptions and that knowledge and just work on getting it. Honestly, that would be my main piece of advice is guess until you get it. One other thing is I am pretty busy but please feel free to reach out to me directly. Here's my email. I can't promise that I'll be able to answer everything immediately on time, but this is something I'm really passionate about and I'm happy to help out. Obviously still learning myself and I just wanna grow this entrepreneurial community and I think it's really great that everybody here has made a decision to make a difference and to step into a role that's really intimidating. This is a big task everyone is taking on. Since my service is a course and I need information and a team develop the course. Oh, I see, okay, okay. That makes a lot of sense. So it seems like the thing you need is a development team. So that's not something you can exactly buy off of Amazon but to seriously answer your question with that information that's okay, you can get money to do development. If you really hone in on what your idea is and what you think the problem is an investor may tell you, you know what? I wanna fund this idea. I'm gonna give you money so that you can actually do research and hire a research team, right? Like don't let anything stop you. Since your service is a course and you need information get that information but it seems like you have a key assumption or something that you know you could provide even though you don't have all the information. Stick with that, build on it and guess a little bit as you go and fill in those cracks if you can. Yeah, what great advice Marco, thank you for sharing all of this. I think another thing that's really great for you all of and I hope that you will kind of keep this in the back of your mind is that we recognize that you all are still in high school. We recognize that you are incredibly busy. I also recognize that it's a really incredible time for you all. You have the gift of having what feels like absolutely no time and also so much time. I talk to my students all the time when we're working through the admissions process for college about, you know this is really the opportunity for you to kind of step into your own and really start saying, you know what is it that I'm looking for and what is it that I really want to contribute and kind of share with the world? And sometimes that idea is going to be flushed out. Sometimes you come into college knowing exactly what you want to study and you stick with it.  Sometimes you don't. Sometimes you come in undecided. Sometimes you transfer. Sometimes you realize, wow I had no idea that I love this or I had no idea that I knew so much about this and I think that that's what's really cool about the Vermont Pitch Challenge is you really have the opportunity to kind of get your feet wet in this world of entrepreneurship. You have incredible resources and mentors in Marco and the incredible students and speakers that we've had. So I don't want you all to get nervous or scared that maybe you don't have the answers right off. You know, we're not expecting you to send us any sort of final product or Amazon link or anything in the mail or email certainly you can if you have it but you don't have to, right? This can be the very beginning stages. You know, UVM would love to be kind of your starting point for reading about you in Forbes Monday or something like that. So some incredible magazines and things we love to see what our students are up to and we love to help you where we can. So don't let it intimidate you. This should be fun a little bit. It should maybe feel a little crazy and exciting but I think ultimately this is gonna give you an opportunity to explore this idea of innovation and entrepreneurship in a really unique and exciting way. Yeah, are you allowed to know who the judges are? Yes, you absolutely are. We are so excited to announce that our judges are actually going to be current UVM students who are members of our entrepreneurship club as well as the leadership team who have been working on the Vermont Pitch Challenge. So there's a kind of committee of folks who are doing this. We want you to be able to see and kind of mirror exactly what these pitch competitions look like when you get to us. So it was really important for us to have that student voice. So we have worked with a large number of students to create the rubric. You can see exactly what you're going to be judged on and what the criteria are on the website. So you can see exactly what the rubric is, how many points you get for including your name and your hometown on your presentation. So you can see exactly what the benchmarks are.  So we're gonna keep the same judging cohort or try and keep the same based on schedules and everything like that throughout the whole thing to allow for consistency. But we wanted you to see exactly what the judges see. So you have access to the rubric, it's a PDF. You're welcome to print it out and use that as your guidelines as well. Fantastic, well, I don't wanna keep you all. So I'll stay on for a couple of minute or so seconds if you would like in case anything comes up. Thank you again, Marco for doing this. This is incredible. I know you're wrapping up your winter break. So thank you. We're excited to have you back on campus on Tuesday, which is great. You've got Marco's email in there. If you need to get ahold of us here at the Vermont Pitch Challenge, the email is vismvermont, tismvermont at vtpitch, rather, at uvm.edu. You're also welcome to email me directly. It's brook.willett at comcast.net is the one that you can use to get in touch with me for things like this or brook.willett at uvm.edu. Both of them sync to the same inbox. So feel free to reach out. We encourage you to do so. Thank you all for spending your evenings or whenever you're watching this with us and have a great rest of your day. Thank you so much.


Hi, I'm Mary D from DAV, and I'm here with Marianne Smith, an Air Force Reserve veteran who was a flight medic for about 10 years, who's now on the front line fighting the COVID pandemic as a nurse. Marianne, can you tell me a little bit about your service and kind of what brought you into it, and what made you want to be a flight medic? Sure. I joined the Air Force in 1991. I wanted to fly, and my recruiter said that I could be a medic on a plane, so, and that would, I could fly a ride on a C-130, so I said, great. I became a flight medic. I really enjoyed it, got through the world and learned a great career. Yeah, it kind of opened the door for your interest into the medical world, right? Yes, absolutely. So, when you were getting out, I know it's kind of a challenging time for people when we go from, you know, military service to civilian. What was that time like for you, and did you know right away that you wanted to stay in the medical field? Oh yeah, absolutely. I had a lot of mentors in the military, nurses, who I think still friends with. Yeah, I wanted to be a nurse. I wanted to continue my career. I went to LPN, RN, BSN. This fall, I'm going to start my master's degree. So, how did you come across DAB, and how did DAB help you get there? When I got out of the military, I needed medical, I needed some resources like my military records, some other, you know, my discharge papers, just little things I needed help with. A friend of mine said that I should go to the DAB, and there's people there that can help me get some things that I needed. I found a gentleman who was really helpful, hooked me up with the VA, got me my benefits, all my paperwork I needed, also got me my resources to help me out with school, got to, that's how I ended up going through to get my nursing degree, and got me some other resources like groups and networks that I could stay socially connected with other veterans. So, that kicks us to today. Now we're going through this unprecedented COVID-19 pandemic that's affecting people all across the world. Our country is in self-distancing, quarantine, phasing back to normal, all these things that we've never dealt with in our time. So, what does that look like for you as a nurse on the front line of all of this? Unpredictable, unsure what's going to happen, taking it day by day, step by step, doing the best we can. How do you think your military experience prepared you for this? It's given me a lot of skills, prepared me with survival skills, leadership skills, good training, a lot of good training. We've learned how to prepare, I think, just knowing that you can get through anything. Well, and you were talking a little bit earlier about how it's kind of helped you with your fellow nurses, kind of encouraging them to just focus on the job and keep going no matter how hard it seems, how long the days are, that kind of thing.  You come together a lot more in hard times. I think the military teaches you that, to do the teamwork. You don't see that so much like, I'd like to see a lot more of that. You know, you work in your own cubicles in the civilian world and in the military, it's teamwork, do or die.  And so I think we're seeing a lot more of that now. So now that things are starting to reopen, we're going into, you know, we hear a lot about phases, phase one, phase two, different states, taking different actions, different things are allowed. You know, people kind of are starting to forget or maybe think it's over, but you don't think it's over. You think we should still be taking the necessary precautions, correct? Absolutely. And what does that look like for you? What advice do you give people, maybe your patients, your friends and family, who are starting to kind of get back out, reaching for a new normal, if you will, out into the world? I think we should go real slow. I think we should remember to think about things before we decide to do them, take steps, you know, use our good hygiene and precautions as we would and go very slow. I mean, it's not open yet. We need to remember what happened, not to forget. What would you say to any other service members, especially the ones near and dear to your heart in the medical field, who are getting out and going into the civilian sector? What advice would you have for them? Remember your loved ones, you know. We all have older parents, you know, we have children, older parents, we have brothers and sisters and patients that we have to think about. We have to also remember that we have responsibilities as nurses, as caregivers, that we need to put them as a priority. Their health is important. It's our job to protect them and that we should be careful. And we should be careful for ourselves and put ourselves first. Is there anything else that you would like to add?  I'll be time for fun later.  You know, it can wait.  Well, thank you for everything that you're doing. You know, it's great to talk to somebody who's there every day, who's putting on the protective equipment and facing this head-on. So thank you sincerely for that and to all the nurses and doctors and the front-line workers who are taking care of this because, yeah, it's been a couple of months now. People might, you know, start getting lax in their protective measures and things, but we might be phasing back. But like you said, phase back slowly. Yeah, absolutely. Well, thank you, Marion. And I hope you have a good day. And again, thank you for everything you're doing. Thank you so much.


Hey guys, how are you doing? This is your boy Rich from RichTVLive and you too can join the club at richpakesdaily.com where you can learn how to win and trade. Hi, how are you doing today? I'm your host, Rich, and we have a RichTVLive with our very special guest, the COO of Coin Analyst, Andrew Sasma. How are you doing today, Andrew? I am doing fantastic, Rich. Thanks for having me and my company on today. I'm excited to have you on the show. Very excited about the sector that you're in and I have some questions for you. So first and foremost, this week you released news that you were expanding into the NFT space by adding NFTs into your Insights platform. How do you see this fitting into your product offering? Yes, we were actually really excited to put this press release out this week. NFTs are, you know, while in 2021 they exploded onto the scene, you know, I gotta say that I think they still have a long ways to go and we are very excited to be able to use our sentiment analysis and our Insights platform to be able to help people research and to get a better understanding of the NFT ecosystem and as well as the NFTs that they may hold themselves personally. The other point that I'd like to make about it is it really opens up what we are referring to as the passion economy. I can't exactly say that we coined that phrase. It's been around for a little while now but it's an exciting time for individuals and artists and others who want to take control of their own destiny, if you will. I absolutely love NFTs. I love DeFi. I would say those two sectors within the cryptocurrency space are two of the hottest sectors in the world right now. That's how fast they are growing. So in saying that you mentioned the passion economy, it is a term heard more and more. What is it exactly? So to best describe it, it is an economic system for people who are following their passion. So in many ways it's the influencers, it's the people who now are actually jumping into the NFT space and the artists who before were undiscovered or in some cases obviously some very amazing artists who had already blown up Banksy, for example, have done some NFT work or are getting into it soon. But what it really does is it allows for all individuals to be able to control, like I said, their own destiny. A perfect example of that would be a musician which is what we referenced in our press release. They've long been tied to their record label. That's pretty typical in the industry. If it's somebody who's made it or is up and coming, oftentimes they'll sign dozens of artists just to get that one that makes it. This way now with NFTs in the space, it's going to allow musicians to be able to take control. They can put out their own albums. They can put out their own individual songs. They're singles and they can actually do it in a manner using NFTs, which puts them in total control. We've definitely seen that start to come on the scene here in the last six months or so and we were really expecting big things in 2022 and beyond. Fantastic. Now what sets Coin Analyst apart from other crypto platforms research solutions in the space? We really like to refer to ourselves as the Bloomberg for crypto, but I'd actually even take it a step further and now say we're the Bloomberg for digital assets because you can no longer just say that crypto is the main function of blockchain. We're now seeing DeFi explode. We're seeing NFTs on blockchain, so it creates that transparency. That's first and foremost what sets us apart. We're really aiming to be that Bloomberg. The second one is we've created a number of indicators and some of those indicators while they exist on other platforms, we have the years of data to back it up because we've been in business since 2018. We weathered the crypto winter that so many people failed to make it through. Some of our indicators buzz, which is essentially a social media news indicator. There is a correlation between when news rises, I don't have to say it obviously, but when news rises on a particular coin, there's going to be a correlation in price. Positive news is going to push it up. Negative news is going to push it down, but you can definitely see the correlation over time as it's going up that something is about to happen. That also plays into the sentiment, which I mentioned, the positive or the negative. We combine those together and we do have a sentiment indicator as well, which really helps give you an understanding as to whether the market is currently bearish or bullish. We have two others that I'd like to quickly mention. One we're actually really excited about and we're building it out right now is called scam detection. We've all been in the space for a while and we've all been scammed, but the current way we have it set up is that it actually detects sentiment and other values over time. Once it gets to a certain threshold, it actually will send out a signal saying this might be a scam or everything is pointing in that direction, so really keep an eye on it. But we're actually going to take it deeper and we're actually going to go to the blockchain level and be able to monitor it and monitor the contracts and everything else so that hopefully we can speed that process up. I know that a lot of the scams happen within the first 24 hours of a deal or the first week or so. Those we're not going to probably be able to capture, but we're going to continue to try and hone that indicator in and over time hopefully be able to improve that signal even more. And then the last one I want to mention is our forecast. We have a forecast indicator which uses machine learning, uses artificial intelligence, combined with all of the data that we're gathering from across just thousands of sources on the internet. And what we're able to do then is combine all of that data and create an indicator or a forecast indicator that suggests whether the token, the coin is going to go up or down in the next 12 to 24 hours. And we've got that actually hitting at about a 55 to 70% correct rate right now. So 55 to 70% of the time it is actually spot on whether Bitcoin or Ethereum for example are going to go down or up in the next 12 to 24 hours. And that's really exciting too because as you know, much like the record industry, like I said, they'll throw 10 contracts out there and one will hit. Well, traders are very similar. They'll throw money at a whole bunch of different projects and hope that one of them hits. If they hit 40%, they're happy. So if we're hitting 50 to 70% in our prediction model in our forecasting, I think that's just a really positive development and something that traders and investors alike can really use. I agree with you. We love the tools that you guys are bringing to the table. We love technology. What are the main drivers of demand for coin analysts in the future? Well, we're hoping that actually it becomes the one-stop shop for crypto research. You know, we've got not only do we have products, but we've also got, we've got some additional things that I'd like to touch on here in just a couple of minutes as I talk about the products. So we're developing our insights platform to be that one-stop place. In addition, we're looking to grow both organically and through acquisition. So we're going to have that one-two punch because we believe we've got a whole bunch of products that can create a well-rounded ecosphere for the user. But we also know that there are other people who are smarter than us that are creating products that may just necessarily, you know, they may need the platform in order to really get them out there. So our eyes and ears are always open. Is your company impacted by rising or falling crypto prices? That is a great question. And I know that, you know, in the traditional stock markets, those that are in the crypto industry that are publicly trading oftentimes ebb and flow based on the price of Bitcoin. But we actually look at ourselves as more as a software company or a content company. So we're rather agnostic when it comes to cryptocurrency as a whole. We should be more judged on our software as opposed to the price of Bitcoin or Ethereum or other coins going up or down, the market as a whole going up or down. So like I said, we like to consider ourselves very agnostic when it comes to the correlation there. Now you recently announced the partnership with Yieldster. What are the implications for this partnership? And can it be scaled up or expanded to other partners as well? It absolutely can. And that is, you know, an exciting opportunity for us. It's the first of hopefully a number of partnerships where we can, you know, work together and see growth and positive impact for both companies. One of the things with Yieldster is we actually do have a product called Copy Trading, which our amazing traders have been doing a fantastic job up rough man, 50 plus percent for the year. But the remarkable thing about that is that we have very little drawdown. So we're never going 100 percent all in. In fact, we actually, the most we've ever gone in on one position is 12 percent. So we're all about making sure that we're taking care of giving correct signals so that people who are using our product are safe, because that's very important for us. So with regards to our Yieldster and Copy Trading product, Yieldster has vaults in place. And one of the nice things about those vaults is they also have the licensing and everything else that's already in place so that we can look to expand beyond Germany with our product. So that is one of the big things that we're looking forward to with the partnership. Additionally, they are talking to us about providing some analytical research. What better way to get the coin analyst name out there than to have it coin analyst approved by our analysts in-house. And then they're also looking at how they can implement our insights platform as well. That sounds great. I can't wait to see it all unfold and evolve. You have two main sources of revenue, subscription revenue and copy trading, which you just touched on a bit. Can you talk a little bit about those two main sources of revenue? Absolutely. Actually, I'd actually like to take a moment here. We put out a press release late last week talking about our market newsletter, which is a monthly newsletter. So we now have what we believe to be three revenue streams. Real quick on that market newsletter, that we started in April of 2020 and it had an exclusivity for the last year and a half plus. But we've now been able to move forward and open that up. So actually, as of December 1st, it is now available to the public. Great. One of the really exciting things about that is we just follow a handful of coins. We include a new recommendation every month. From inception in April of 2020, it is up over 1,100%. Wow. And I was just running numbers this morning from January. So basically from December 31st of 2020 to October 31st, it was up 560%. So it's been doing fantastic. And we're really excited to be able to get that out into the public for people who are just trying to learn about crypto because we do a really fantastic job of explaining what it is that you're purchasing or going into a great deal into Bitcoin, for example, or Ethereum with charts for the month and talking about what may have moved it up or down during the month. And we update this monthly. And like I said, we also include one new coin every month. I think the biggest home run we've had so far back in February, we actually covered chilies, if you're familiar with that. From the point of introducing it to now, it's up over 2,000%. Wow, done. So yeah, exciting for us. So that's, I wanted to touch base on that. And then I'm going to circle back now and talk about our insights platform real quick. Our insights platform is our research platform. And that is our big data, artificial intelligence, infused product where we go out and we collect data from all kinds of sources throughout the internet. You've got your social media, your news sites, we can YouTube. I mean, you name it, we're pulling that data in and we're crunching it. And what we're able to then do is to put it into a nice way for the individual user to be able to research and to be able to understand all of that information. I like to say we're wading through the noise to get to that relevant information. So we've got the insights platform, but beyond that, we've got a mobile app that we're working on right now. That's going to be a freemium version app. We're hoping to have that launched here in Q1 of 22. That is hopefully going to be for many an on ramp into the crypto space. We're going to be providing relevant information on probably the top 20 coins or so so that people can get their feet wet and start to understand what cryptocurrency is all about. It'll have some basic charting. It'll have news. It'll have some of our indicators as well. So we believe that it's going to be a good on ramp for people who are just getting into crypto and are wanting to learn more. And what's really neat about that is we believe that it's also going to be that on ramp to then our insights platform, which is a full blown research platform desktop. And hopefully we'll be able to also have that enhanced for like tablet use. I think we'll see about the phone. That one's going to be a little bit more tricky because it's going to be so much information. I don't know about you, but my tired old eyes sometimes struggle looking at those tiny little charts and things like that. But we're really excited about getting our insights platform. We've got it right now. It's available. But we have extensive development going underway to really improve the user interface. So we're calling that insights 2.0. And finally, we have a terminal product. And that is really exciting for people like myself who like to trade and hopefully traders in general. It's going to be a full blown terminal, but it's also then going to have all of our insights directly in there. So no longer do you have to keep going out from web page to web page to, you know, looking at this site to gathering information over here to going to ether scan to find out more about a particular project, etc. We're looking to blend it all in together. And then on top of that, we're looking to also connect it into exchanges so that you would actually be able to trade within the terminal itself. That's still under development. I'm expecting that to be late Q1 that probably version one will be late Q1 and then we'll be expanding it as we go forward. The last thing I'd love to mention as far as what we've got going on is we're actually also developing Coin Analyst Academy. And one of the things that we've heard from so many people is that, you know, we don't know where to begin. And so we're actually looking to create some courses for people to start to understand and learn the basics. But we're also going to take it all the way up to intermediate and advanced trading strategies as well. So look for that in the first half of 2022. Wow, you guys got a lot going on. I'm excited to see this grow and we've watched a lot of cryptocurrency stocks absolutely explode over the last couple of years, especially ones that are doing what you guys do. But it seems like you guys are doing a little bit of everything. So from that perspective, I feel like you guys are quite unique, a one-stop shop, if you will. And in saying that, we've got a lot of investors here and traders that watch Rich TV Live from all over the world, many of which love stocks and cryptocurrencies. And you guys kind of encompass both. So what catalyst can investors look forward to over the next six months? Well, first and foremost, we're going to continue to work on that revenue generation with our copy trading and our newsletter. We've already got those two streams in place with insights as we get that rolled out in the first quarter, that's going to become another revenue stream. So we're looking to ramp our revenue up here in 2022. Who doesn't want to see that as a stock investor, right? Absolutely. We've also got some additional products yet to be launched that we're working internally on, if that wasn't already enough that I told you about. But we're really excited to create that entire ecosphere for people. And then the last two pieces that I'd like to mention are partnerships. We feel those are integral. And we're constantly looking for potential partners so that we can work together and integrate both products, both platforms, whatever it may be. Some of the different partnerships that we're talking to and looking for are exchanges, our DeFi platforms. Anybody who could potentially benefit from using our products is a potential partner for us. And at the same time, we're looking for a partner or partners that can help us enhance our product as well. And so that leads me to my last piece, which is we're also looking to grow through acquisition. Now, I must remind everyone that Rich TV Live is strictly for information and education purposes. Please do your due diligence, do your research before you invest in anything we talk about or discuss here on Rich TV Live. Consult a financial advisor and always remember that past performance is not always an indication of future results. Now, in saying that, I do believe this is a company that isn't one of the hottest sectors in the world. I do believe because it's relatively new that it's undervalued, underproper, underappreciated, underexposed, needs a lot of eyeballs. And I believe we can help doing that. So in saying that, I want to thank the COO of Coin Analyst for joining us today, Andrew Sazma. Thank you for joining us today, Andrew. Rich, thanks so much for having me. I've really enjoyed our time together today. Always a pleasure. And I'd love to invite you back in the future if you have any big breaking news or anything we want to discuss.  Thank you for watching, everybody. We've told you guys this before. We're bringing the winners and we bring them to you first. If you're not winning, you're probably not watching. Thank you for watching, everybody. If you liked the video, smash the like button, comment down below, share the video everywhere, and subscribe if you're alive. This is Rich from Rich TV Live with Andrew Sazma, the COO of Coin Analyst, saying, have a nice day, everybody. COYX is the symbol in Canada. Thank you for watching. We'll talk to you soon.