Interviews | Video Podcast

Tinashe Guramatunhu King-Online CEO Interview | eCommerce Journey | GrowthStart Insights EP04

Tinashe Guramatunhu King-Online CEO Interview

In this episode of the GrowthStart Insights Podcast, Bernard loots will be interviewing the CEO and Founder of King Online, Tinashe Guramatunhu. is one of South Africa’s leading online niche health stores catering for Vegans to people with diabetes and other conditions.

Their vision is to improve access to over-the-counter healthcare products across Southern Africa, provide the best and most reputable customer service in their industry, provide exceptional customer service and to deliver orders in record time.

In the past year they have had incredible success:

  • 1 MILLION PAGE VIEWS From 280 000 unique users.
  • Maintained a 300 GOOGLE REVIEWS with a 4.9 Star rating.

We ask Tinashe about his ecommerce journey, how he has dealt with product failure and what made him start an Online/eCommerce Business in the first place.

Visit King Online for an amazing health product variety:

Bernard Loots: Hello and welcome to episode 4 of the GrowthStart Insights video podcast. In this episode, we’ve got with us the CEO of King Online Tinashe Guramatunhu. Welcome Tinashe.

Tinashe Guramatunhu: Hi Bernard how are you?

Bernard Loots: I’m good and you?

Tinashe Guramatunhu: Good good thank you for inviting me.

Bernard Loots: Thank you so much for joining us on this episode we really appreciate your input. I’ve got a couple of questions to ask you. So I’m hoping we’re not going to take too much of your time, but we really do appreciate your input. So should we kick it off.

I’m going to ask you the first question and then yeah we’ll just have a have a chat

Tinashe Guramatunhu: Sure yeah go for it.

Bernard Loots: Great so firstly Tinashe, if you can tell us a little bit about your e-commerce background and as well the current projects that you’re busy with.

Tinashe Guramatunhu: Sure, okay so I am the founder of a company called King Online. We’re a niche online e-commerce store and we sell a range of different products in the health space. The products range from vegan products to supplements, immune boosting supplements, natural hair products and a range of test kits. All in all we’ve got about two thousand plus products that we we stock in our range of products and I suppose what we really try to focus on is on customer service and on fast delivery.

Those are the two key pillars that we we focus on when it comes to our company.

Bernard Loots: All right Tinashe, if I can ask you when you first started out did you envision your e-commerce journey being at the point where you are now? So did you see it becoming this thing that you now call King Online or did you see something else when you first started out?

Tinashe Guramatunhu: No, so it’s a it’s an interesting story actually. When we started we, let me put it this way, we’ve pivoted so many times. I can’t even count the number on on my fingertips anymore. We started off King Online, actually we started off as King Condoms. We were a condom brand. We used to sell condoms when we started back in in 2012 which feels like a lifetime ago from where we are now.

That’s where we started the company was called King Condoms and we were one of the first people in South Africa to bring in a different style to condoms at the time. I had one day read a report that said that there weren’t enough supply of condoms in South Africa, but the demand was high and I thought it would be a pretty cool idea to start my own condom brand. From there it kind of snowballed into what you see now as King Online. Very much still in the healthcare space but but more towards a lifestyle type health products which is what we sell now. If I remember I could tell you a couple of stories.

The first the first one is when we started selling the condoms actually we had actually started by targeting universities. We would sell in and around the university areas, in spaza stores and all the small little tuck shops and around around university areas in the Johannesburg and Pretoria area. Over time what actually we realized is that um and this is i suppose one of the first lessons that we learned is that when you’re selling a product it’s all really about scale. Especially when it comes to a product to sort of the mid to lower end of the market and we failed. We failed miserably when it came to selling in the university market.

We then thought all right maybe, maybe what we needed is distribution. We needed scale so we started trying to sell our products in the townships. I remember I spent, I don’t know I can’t even count, but I spent countless Friday nights, Saturday nights, even Sunday nights, trying to sell condoms in the township areas. Although it was a very interesting period in my life, in which I learned quite a lot of lessons in that market, I learned also a couple of really interesting things. Around price sensitivity and around sort of what makes people actually want to buy your products.

From there we pivoted again into trying to get into the normal brick and mortar retailers. We found a couple of challenges there which included: not having enough marketing budgets and the normal things that a bigger companies would want for you in order to list just one product out of the range of products that they already have. Eventually over time we kind of pivoted into trying to do it ourselves and we landed online. When we landed online, we figured that you can sell a whole range of different products. It just doesn’t have to be one product and a lot of the products that we started with at the time were complementary products.

Pregnancy test kits for example, apple cider vinegar, weight loss stuff and then and then it pretty much snowballed into into what we have now which is which is a pretty robust online niche health store.

Bernard Loots: That’s great, so I kind of hear what you’re saying. It sounds to me like the first thing that got you into e-commerce in the first place, is you saw that opportunity in the condo market. If you can maybe tell us more about if there were any other reasons that made you look at e-commerce in the first place or did you have this idea, firstly as a business. Get a product that has an opportunity to it and then put that in stores and then the e-commerce came after?

Tinashe Guramatunhu: Yeah so I mean i almost kind of see e-commerce as an enabler and it’s a channel in which you can get a lot of your your products or your services out to a much broader market in a more cost effective manner. What it really starts with is a vision. If you have a vision as to what product or what service that you want to do and you’ve got a business model around it. This is how I buy stuff and this is how I sell it and this is what I make in between and this is and and. eCommerce is the platform in which you put your products for the world to see, view and buy and if you’ve got something that people want and you provide generally a good service, then people will buy your product.

Bernard Loots: I heard you talking a lot about scale. Has that been one of your biggest challenges in this whole journey of yours?

Tinashe Guramatunhu: Yes, absolutely. I think all businesses have the issue with scale and actually all businesses, especially when they’re product based like our business. To a certain extent we’re product and service, because we’ve got the really really really good customer service and the delivery. When it comes to products, if you’re selling a product you need to get your product or you want to get your product into as many hands as possible. What that essentially means, is that you have to position yourself in a way in which you have to scale your business and that’s one of the key challenges that a lot of people face.

Especially when they’re starting out because at some point in time it actually requires a lot of capital in order for you to do it. Depending on your distribution model, depending on whether you need space to warehouse your products and all of that and how much it costs you to actually buy some of the supplies that you want. You have to then put in a bunch of cash in there, but at the same time you don’t want to put so much cash in when your customer bases are growing. That’s not really at the time where you can sell a million products.

It comes over time and it’s a time thing really, but but your scale is is where I think everybody wants to get to. There are steps that you need to follow in order to get to that scale.

Bernard Loots: I hear what you were saying and you were talking about capital as well. Having 2 000 products, those are quite big milestones. For a lot of people that is kind of an objection for them not to get into an online business, not to get into e-commerce. So how did you get to that point, having 2 000 products, because I’m assuming that it hasn’t happened overnight and then how also did you deal with the capital that you had to put in while being very small and that scale not being there?

Tinashe Guramatunhu: Yeah, so let me start by saying that on our platform we’ve got a number of different suppliers and a number of suppliers are actually from people who have one product and people who have five products and people who have close to 200 products just from one supplier. I suppose what I’m trying to say is that there are people out there who who actually have a profitable good running business with one or two products and that’s because they’ve really honed in on a niche.

Some are doing something that nobody else is doing and their products are well known in the market, because they’ve got good marketing and good coverage all over the place and it’s really working. So you can do it with one product, but you’d have to be very specific about what that product is and you have to be very intentional around the marketing around that product. Or you could do it very similar to what we’re doing, which is essentially a platform where a lot of products related to the health space can be listed and then make sure that they’ve got this great customer service and good delivery that’s underpinning your products being sold. Wherever or wherever they’re going to their customers. I think you can do both.

It’s just a matter of um uh figuring out really what your marketing strategy is. What the business model and plan is.

Bernard Loots: My next question. What would you say is the biggest problem that you had or biggest obstacle that you’ve had in this time?

Tinashe Guramatunhu: Biggest obstacle, that’s a difficult question because there are obstacles on every turn and each obstacle is different. You almost have to internally come to the conclusion that you will face a number of different obstacles that need to be solved in a different innovative way or you might have to do something completely radical or whatever the case is. So that will happen but if I were to pinpoint a challenge that we probably had and maybe if I look at at the beginning it was really around marketing.

Knowing exactly how to market our products and how we kind of figure that out or what needs to happen in a case like that. Where marketing is one of your biggest challenges is that you need to understand your customer, you need to know your customers. Really, really know what it is that they want or what it is that they need and then figure out a way in which you can provide that for them in a way that’s cost effective for both you and them. Then you know everything will work out.

At different stages we’ve had different challenges. At the beginning it was really around the marketing and marketing still is something that’s very very vital. It’s key to our business and key to where we are now, but if we were to move forward a bit and move into sort of where we are now with quite a big product range and we’ve got awesome customers that support us all the time, I think the challenge now is really around getting the customer to stay with you over a much longer period of time.

Yes, you can offer the great customer services and great delivery, but your customers grow and as they grow you need to grow with them, so it’s constant. Now the challenge is figuring out where have they grown, in what have they grown into and how can you grow out of that growth. So that’s that and it’s exciting and it’s interesting to be part of actually.

Bernard Loots: If I had to list it down in order that you kind of built this business. I would say, cool ,number one we’re gonna first look for that opportunity and find that product with a big enough market to actually sell to. The second thing is obviously doing proper research and making sure that your audience are actually interested and that you have a big enough audience to actually be able to scale and make it worthwhile.

My next question would be what was the biggest skill that you’ve learned in this time in the e-commerce industry?

Tinashe Guramatunhu: Funny enough the biggest skill is is not the tech skills. The tech skills are things that you can get other people to do for you or or you can learn, but it doesn’t really take that much to learn. The biggest skill is around people.

Yeah it’s about dealing with people. It’s about how to talk to people and how to react to certain situations. You know you get an angry customer and the customer might be angry for no reason or it might be a misunderstanding and you’ve kind of have to know how to talk to them in a way that sort of placates whatever is happening at the time.

I may for example need to talk to staff and understand where they are in their lives and understand why someone’s having a bad day. Do you even understand why someone’s having a good day. Suppliers, same thing. Everything in e-commerce or in business in my view, is all about people and that’s the key that really unlocks a lot actually.

So just to your point, the second point that you mentioned around the different steps that you’ve gone to get there. Man I wish that someone like you had told me about this much earlier. Actually because I feel like I did it the other way around.

It’s it really is about identifying the opportunity, doing a little bit of research around it and then sort of getting into it, but I think I went about it in the other way around. Just got into it and then the research sort of came later when we started looking at the data analysis, the data that we have now. Knowing what markets to get into, we got into it with the wrong product at the wrong time. So you know that’s because of a lack of research that was done. We did research but it wasn’t at that level that really identifies the market and so forth.

So if I could redo it again I’d definitely do it the other way around, but at the same time I appreciate how the lessons that I learned and how I went through it. It really helped cutting our teeth and now we kind of really know what we’re doing.

Bernard Loots: I personally feel that it’s one of the biggest mistakes that people make. Everybody has that thing that they think people are going to be interested in and it’s it’s not necessarily that way around. So it’s really super important to actually do that research and do that groundwork so that you are sure that you’re not firstly, going to waste money and put money into something that’s not going to sell.

The amount of time that you must have put in in the last how many years into this thing and have that be for the wrong product. If you can make that informed decision before even starting out or that’s the first thing on your list to do your chances of success are just going to be so much higher.

The next question Tinashe, you entered a lot of incubators and competitions and things like that in the e-commerce space. Would you say that for a new startup, is that something valuable, did you learn lessons out of that, should somebody put their focus in that or rather do the focus on doing that market research and seeing more detail about that customer?

Tinashe Guramatunhu: Yeah yeah, great question. I do think it’s important to go through incubators or programs that help you and give you a step up and so forth. The reason why most people should go into it, is not necessarily so that they can access funding at the end of it. It’s actually to learn how other people are doing and what they’re doing. The greatest thing I think about incubation, incubator programs and that is that you actually get to interact with a lot of different people who’ve also got their own ideas and they’re at different stages of their own growth and that kind of gives you a sense of where you are as well.

When you talk to people who are in the same journey as you, maybe at the same space, same stage or not. You get to learn and that’s how you grow. I like them for those purposes and also it’s a it’s a good way for you to market and to start nurturing relationships with people that, you never know, 10 years later the line you’re still in contact with them. They might even help you then, but but I do think that a lot of people get into incubation programs, because they think that this is the place where my business is gonna be transformed into something that works and then once once the business is up and running then the incubator is going to give me access to cash or whatever.

That’s not really or how incubators work. They are there to create an environment where you can communicate with other people, who are for lack of a better word, like-minded. Then it’s up to you to nurture those relationships over time.

Bernard Loots: If I would put it down and wanted to give somebody advice about actually going to incubator. It would probably be a good suggestion to have done as much groundwork on your business as possible. Have a working model, before you hit that incubator and then as Tinashe mentioned, take those lessons that you can get from other entrepreneurs. Talk about their products. Hear about the pitfalls and mistakes that they’ve made, just to get the most amount of value out of that.

Instead of just going in there and hoping that somebody’s actually going to help you make this thing successful and you might get some money from it, which most of the time does not happen.

Another question for you Tinashe, we were talking earlier a little bit about failure. So for myself I feel that every time that I fail, I learn such a big lesson and it just better equips you for your next step or your next move. What was your biggest failure and what was the lesson that you learned out of it?

Tinashe Guramatunhu: I think there’s a saying there’s a saying that goes that says, you learn the biggest lessons from failure or something along those lines. Anyway that’s very very true. Although now when I look back at it, starting off with like a condom brand for example .I would I think if I look it back at it now. It’s one of the biggest failures from from a product perspective, but at the same time what it did is that lessons that came out of it is around product placement. Around marketing and around what are the right channels to put your product on and so forth.

So I’m actually grateful for that experience of trying to get a condom brand launched, because it taught me some of the lessons that are now proving to be quite critical for for the success that we have now in King Online.

Bernard Loots: Absolutely I mean you would never have you know known that it wouldn’t have worked if you never did it right?

Tinashe Guramatunhu: Right, you had at the end of the day and I said this is the piece of advice that I give to every single person that I speak to who’s sort of either on this journey or wants to know how the journey works. Just do it, just do it because you you will learn on the way. Don’t expect to do it the first time around. Like a Mark Zuckerberg, maybe he got it right the first time. I highly doubt it, but you know there aren’t that many Mark Zuckerberg’s around.

So you kind of have to think to yourself, what happens along this journey and how many people tried to get to that stage. There are a lot of them and some people failed and then they stopped and they quit and then they left and a couple of guys who haven’t. Like the Jeff Bezos guys for example. Guys who’ve continuously innovated and become the best at a specific thing. Then you have a whole bunch of cash in front of them and then they spread their wings.

That came about through a lot of different failures when they were just selling books and learning how it worked and so forth. So my my general advice to anyone who wants to go into business is just do it.

Bernard Loots: Yeah that was going to be one of my questions and a fantastic answer. The next question that I’ve got for you, we were talking about failure and I think this is just such a big thing along with your advice. The biggest thing that you can do is not quit and with that goes consistency, but it is very very difficult. Especially from an emotional point of view. How do you deal with all this failure? How did you deal with the times that you actually felt, hey I failed? And what is the thing that actually made you keep going?

Tinashe Guramatunhu: That’s a great question. I mean failure is real. Failure can get you to a point where you become severely depressed. I think I even went through a phase of getting into like I’m depressed. I don’t know what to do this thing. I keep trying this thing and it keeps failing. Is it me or am I not cut out for this. It happens and it’s actually part of the journey. By the time you get out of it, you’re actually a much stronger person.

You kind of have to. I do think that a lot of people who start a business go through that process and the way to cope with it. I was talking to a group of my friends who were also sort of entrepreneurs. They do their own thing and they’re own different businesses and we had this conversation about, how do you deal with it. A lot of them said that maybe it’s not I don’t know if it’s the right thing to say, but you just get on with it.

You know literally just get on with it. You will get depressed, you will fail, you will do this and that, but that is part of the journey and you kind of have to just get on with it. Other people I know, they believe it depends on your upbringing and where you came from. If you’ve got a really strong support group. If you’ve got a wife for example, that’s a great way in which to to stay off depression or feelings of anxiety on the business. If you’ve got a really good family community, stick around people like that. People who give you energy and make you happy. That will help in your journey. If you don’t have that, get on with it, get on with it.

I don’t know if that’s a particularly good advice, but that’s sort of the feeling that I’ve got from everybody I’ve spoken to. That’s how they’ve dealt with it and it’s almost like saying bottle it up, keep it in and and keep going. It is important to let it out and that really works very well. If you’ve got a good strong base of people who you trust and can confide in and work with.

Bernard Loots: I absolutely agree there with you. I think it’s so important to have those people that are positive. You don’t want to be stressed out, you know this product isn’t working or my marketing campaign isn’t doing as it’s supposed to and you surround yourself with somebody that is negative about it. Oh yeah, I knew that would never have worked, you should have listened to me. You don’t want those kind of people around. You really want to have that support system, like you were saying very very important.

Tinashe Guramatunhu: Yeah, what I tried to do is have people in my life that have positive energy. There is no space for negative energy here. If you’ve got negative energy I’m sorry you’re not sticking around for too long here, because everything in life in general, it’s all about positive energy. That’s where get whatever it is that you get in order to do what you want to do. It all comes from positive energy. You absolutely want to surround yourself with as much positive energy as possible.

Bernard Loots: Now Tinashe, you have some audacious goals set up for King Online. Can you tell us a bit more about that?

Tinashe Guramatunhu: Yeah, sure, no problem. What we think we are and what what I think we are, in fact no, no we don’t say what we think or what I think. What King Online is, is it’s a niche online health product store and we provide a range of different products for communities of people who want products that you cannot find in multiple places. When we talk about natural hair for example, there are not a lot of places that have natural hair products that don’t have any chemicals that can hurt your hair. You’ve got we’ve got a whole range of supplements that are vegan friendly. We’ve got a range of test kits for example, even HIV test kits that people can do home testing and we try to plug into all these communities.

Find out what they need and see how we can get these products or whatever services that they need in the most efficient manner, with great customer service. I think one of the things that’s really solely missing, especially in South Africa is customer service. We pride ourselves on that. So if I look five years from now and I say well where do I want to see King Online five years from now. I want to see us as being one of the, in fact I want to see us being the best niche online health store in sub-Saharan Africa.

I see us sort of spreading our wings and making sure that we’ve got really really good market share in the South African area and then seeing if we can get into other areas and offering the same benefits all in all other areas. You know people, people are the same everywhere. Everybody needs the products that we we offer, so we we’re wanting to bring a lot of happiness to a lot of people in a lot of communities.

Bernard Loots: That’s fantastic Tinashe, I just think your your whole business model was so fantastic. There’s not a lot of companies, especially in the healthcare space that, even though you’ve got 2 000 plus products, you have still niched down. You know to those specific places, so you’ve got the the vegans and people with diabetes and you have all these specific products. So in this group of products you’ve got various niches that you have specially selected those products for. I think that’s very very important that again that you just target that customer properly and to know who you are selling to and what you are selling to them and that there is actually an interest for it.

Okay so, I want you to tell us a little bit about your team. Firstly how did it grow? Did you do things by yourself from the start? At which point did you decide to actually get an employee? Then how many employees have you got currently and what do they all do?

Tinashe Guramatunhu: Great question. So let me start by saying that I have got the most awesome employees in the world. They’re just phenomenal and and it’s just great to work with every single one of them. I think what the key was, is everyone’s actually understands the vision. They understand where we’re trying to go and they believe in it and it’s awesome to see. If somebody has to stay up until six, seven o’clock, nobody’s gonna complain about it. They actually do it because they understand exactly where we’re trying to go with this and I think that’s important. Whatever it is that you have on your team, they absolutely have to understand your vision.

At the same time you need to articulate it a thousand times to them until they understand it. When they agree with it, then they see it and they’re like okay cool this is where we’re going. So yeah so that’s I think the first thing to mention. You really have to have people who want to understand what you’re trying to do and actually who you can trust, because I think trust is one of the most important things that comes to you. As you grow you’re gonna let go of a lot of responsibilities that you used to do yourself, so for example I used to do deliveries.

In fact when we started off as King Online, we worked out of a garage. You won’t believe us, I used to live in a flat and we turned the garage where my car used to be, into our warehouse. We got to a point where the orders were so many that we needed more space. I didn’t have money to rent office space so we just basically turned the garage into a warehouse. Eventually the warehouse got too small and then we got into like a bigger warehouse and that’s how it works. It works slowly.

It doesn’t, it didn’t happen overnight. We were in a garage for the greater part of two years. To give you an idea of how long you want to get out for before the the products got to a point where, okay cool guys I think we’re making enough cash flow and we’ve our catalog is too big. We need a proper warehouse, now it’s time to scale. Now it’s the scale right, so it’s very important for people to understand that this thing about scaling is not something that happens within a month or even a year.

It could take years for you to get to a point where you’re not moving to the next level. Important, but when it comes to the staff actually. Right now we have a staff complement of about 10. All working in different positions. We’ve got guys who focus specifically on marketing and very awesome, very good at what they do. Then we’ve got guys who work in the warehouse, who do the picking and the packing. The customer service as well, absolutely fantastic at what they do. They’ve been answering so many calls.

I think they’re better at answering calls than I am now. All the stuff that I used to do before. Then we’ve got the delivery team as well ,which goes out and does our own delivery. So we’ve got our own in-house delivery, because we want to control the customer journey and how the customer is presented with our products and the speed of the delivery. In order for you to do that, you’ve got to control some parts of your logistics, which is what we’ve done. Again created deliveries in Johannesburg South Africa avoiding the back of the hand type of thing. You need guys who you know you can trust with vehicles on the road and you know the guys are going to be safe and they know what they’re doing and they know how to also speak to customers.

That’s essentially how our company is pretty much broken down and I think you’ll see a lot of e-commerce companies, well when they start to scale, you start to see that type of breakdown as well. These are the core departments or divisions that you have and then and then you just create skills around that as well.

Bernard Loots: So a question there Tinashe. If we had to break it down so we were speaking about not having your own product necessarily, do you think there’s an advantage to having your own specific product, having a single product that you’re pushing to a niche or trying to get that 2 000 or 10 000 products like what I see most big players are doing? If you look at online marketplaces, it seems like the big trend for the companies that really grow big is to have hundreds and hundreds of products.

Tinashe Guramatunhu: Yeah, I keep saying, you know Mrs. Balls chutney. You know they don’t have a thousand products. They’ve only got a couple, a handful. Five or six products max. Those five or six products are doing really really well. That’s because they’ve kind of figured out there’s a niche in the source marketing and this is the taste and the flavor that people want. We’re going to double down on that and make sure we’re the best at it. Lo and behold they’re selling millions and millions of Mrs. Balls products.

You don’t, I don’t think you you have to have a thousand products or even 100 products. You just have to identify what space you want to play in and make sure you’re either the best in that space or you’re working towards being the best in that space. Basically how I see it happening whether you’re selling 2 000 products or whether you’re selling 10 000 products or million products or even two products, make sure whatever space that you’re playing in, that you’ve correctly identified what they need. How to service that market and that’s I think the most important thing.

It doesn’t really matter if you’ve got a thousand products, if you’ve got 10 products, or one product. It’s about identifying what that niche is and doubling down on that.

Bernard Loots: I think you’re 100 percent right there. Again talking about that initial research that you need to do to make sure that you are in the right space, very very important. I feel like having multiple products or not selling your own product versus selling your own product also has its own advantages and disadvantages. As an example I think about having your own product means more control. You can tweak that product the way that you need and it’s very difficult to do if you’re selling someone else’s product. You say, hey I think your product needs to change a little bit, people aren’t going to be very happy with you.

Tinashe Guramatunhu: Yeah, yeah. In our case we’re in a bit of a fortunate position that we’ve identified a niche and also at the same time we we operate almost as a service. The service element for us is is the customer service and the delivery and how great the customer service is, how fast the delivery is. That’s what has helped us to to become different within this niche space. That we understand and we know that people want great customer service and we know that people expect their products to be delivered in a timeless manner. We’ve kind of been able to get that right over time.

For us it’s a bit of a mixture between being in the niche space with the service element attached to it. Then we’ve got a bunch of great suppliers as well who bring these niche products to us and we’re able to take some of the take some work off their hands that they would have had to do. When it came to you know doing deliveries or answering customer calls, we’ll do that and then they can focus on marketing the brand. That’s part of what we, where we find ourselves in. Actually so yeah, it’s been working, so that’s good.

Bernard Loots: Tinashe, I think that is all we have time for. Thank you so much for joining us. We really appreciate it and we really hope to have you on the podcast again.

Tinashe Guramatunhu: Yeah, I’m happy to to contribute as much as possible, I think you’re doing an absolutely fantastic job. Just get in the game and that’s really it. You’ve just got to do it. Whatever it is that you put your mind to. Nobody’s gonna do it for you and if you don’t do it somebody else is gonna do it. You kind of have to get on your horse and keep going. Make no mistake there will be bumps along the road and you will fall, just don’t forget to get up or have a friend who can pick you up and make sure you keep going.

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