Bryan Smith handles global sales for JLT Clamps, the blue line division of James L. Taylor Manufacturing, a company that has been building woodworking equipment since 1911. He manages all JLT product sales worldwide while the company’s other regional managers focus on larger automation systems and plant carriers.

Nate Wheeler is the host of the popular Manufacturing Insiders podcast. He also owns weCreate, a nationally recognized marketing agency that helps manufacturers grow, save money, and become more efficient.

In this episode of Manufacturing Insiders, Bryan Smith explains how having a product that practically sells itself changes everything about your sales approach. Instead of chasing leads and making cold calls, his customers often call with credit cards ready when they land the order that justifies the equipment purchase. Bryan breaks down how product quality transforms sales from hard selling into relationship building.

Bryan reveals why quick customer response beats aggressive follow-up every time. He shows how trade shows still generate hundreds of quality leads and explains what makes customers pay premium prices for American-made equipment. You’ll also learn how to handle high inquiry volumes without losing the personal touch that builds lasting relationships.

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Nate (00:01.506): Welcome to Manufacturing Insiders. Today I have Bryan Smith with me and he is with JLT Sales. They specialize in manufacturing products for woodworking and I’ll let Bryan talk a little bit more about that. Bryan’s got a lot of experience in the sales space and the company itself has a product that almost sells itself, but he finds some ways to amp it up a little bit more. So welcome to Manufacturing Insiders, Bryan.

Bryan Smith (00:29.26): Good morning. Thank you very much for having me.

Nate (00:31.73): Absolutely. So tell me a little bit about the company and what products are you promoting?

Bryan Smith (00:37.966): James L Taylor’s been incorporated since 1911, so we have a good legacy of products that have been developed since that time. We originally started with basic wood clamps, the old screw style, in northern New Jersey, and then it moved up into the Poughkeepsie area soon after. We’ve basically been in Poughkeepsie for over 80 some years and James Taylor has grown quite a bit. We were only known for being in factories for the longest time and our claim to fame is basically automating the chairback furniture business in the Carolinas and other places as well.

Bryan Smith (continued): That’s where it kind of started to grow. But the division that I work for specifically is JLT, which is JLT Clamps. That’s our quote unquote blue line, which is sold to small to medium sized shops. That started in the late 90s, 1990s, and it’s been going quite well.

Bryan Smith (continued): Originally, they thought they would run out of shops to sell to, but obviously that didn’t happen because it’s well built equipment. It’s built up in Poughkeepsie, so American made pretty much 100%. So it’s just been growing, changing. We’ve been adding stuff just to keep ahead of a growing shop.

Nate (02:14.69): We noticed last time we chatted that there’s kind of a cool connection. One of my existing customers, Allegheny Woodworks, makes hardwood doors. They’re on your customer list as well, right? So how long have you been doing sales with JLT?

Bryan Smith (02:34.318): I’ve been with James Taylor for five years now and previous to that I was selling them all their pneumatic components for about 20. So I’ve known the company for a long time and specifically more the buyer side, but we’ve been acquaintances for quite a long time.

Nate (02:52.214): And are you the sole sales arm in JLT or do you have a district or a zone?

Bryan Smith (03:03.008): No, I actually handle all the JLT clamps items for the entire world, I guess you would say. That leaves our four other regional sales managers to concentrate more. They still sell JLT, but they concentrate more on the Taylor line, which is our green line, our Cameron automation line, which is more of a gray color. And then we have a new one called the Ultimizers, which complements our Saws, which is in the Cameron hood, but we have four basic divisions under James L. Taylor Manufacturing.

Nate (03:35.894): So global. So how many countries are represented in that global market?

Bryan Smith (03:43.422): I’ve talked to probably a dozen or so, but Michael the owner has traveled to a lot of places before the internet was alive. So we have stuff around the world. I’m a little more specialized on the JLT side because we have plant carriers all over the world, which is kind of more common and I don’t really come across those as much. But the JLT stuff ends up as our biggest dealer is probably in the UK.

Bryan Smith (continued): We have one in Australia that I speak to on and off and the one in the UK kind of tends to take care of Europe I guess in a way. They actually have some stock over there, which is nice, they fill a container. So we try to keep it open, cost is prohibitive sometimes on the freight. So they’ll get something that’s European made versus us, but we have presence there.

Nate (04:36.832): And what I’ve heard recently, which kind of surprised me, but China evidently has a huge woodworking market. Like they’re kind of in an architectural phase where they’re really liking solid wood, hardwood sort of furniture and accessories and things like that. I guess my assumption is they probably would manufacture their own clamps, but do you see any market there?

Bryan Smith (05:08.014): No, nothing’s ever shipped to China that I know of. We do have a clamp carrier that looks like ours that is made in China, so I’m not sure if maybe they’re… Yeah, it’s a long story, but there is one out there called the Quick, and it’s not a hidden thing. They’re around, I think his location is out on the West Coast state or something like that, but they look like ours so we get called sometimes because people kind of get them mixed up.

Nate (05:44.502): So tell me a little bit about your experience in doing sales for JLT. Have you noticed anything about their process that you were really impressed with? Other than just having a really good quality product, do you think that there’s anything JLT is doing or James Taylor’s doing that’s just really knocking it out of the park with sales? Because you guys are doing really well. You’re making a lot of sales, right?

Bryan Smith (06:16.076): Yes, we’ve been very blessed ever since I’ve been on since really pretty much when we had the pandemic issue. It’s going to be a thing in history. But basically, the way it rolled in was that we make a quality product. Our reputation is long standing. We’re such a senior seniority driven company that we actually get first pick of locations at the IWF show, so that’s how long we’ve been in business.

Bryan Smith (continued): We have the reputation built wonderfully with generations past and it’s kind of continued through with the family, the Burdis family. So it’s kind of a, I can’t say an easy sell, but we overbuild the product on purpose. We’re not without our issues, but basically it really sells itself and it’s very niche oriented.

Bryan Smith (07:12.384): So if you want to clamp the five piece door, that’s all it does. It’s not going to be like a pegboard machine where it does multiple things. It’s just a thing where a shop wants to get, but some shops don’t use them every day. So it’s kind of like a wishlist thing usually. But once a guy gets that order that says this is going to pay for the machine, they get it. They call you with a credit card and they want it now.

Bryan Smith (07:41.478): And so our sales model is to have our basic shop essentials, we call it, a drawer clamp, door clamp, and a panel clamp. The basic size is ready to ship so they can have it within a couple of days. That’s just plain and simple. It’s been working since that pandemic time where people weren’t going on vacation and they just put money into their house.

Bryan Smith (continued): The only thing I will say to add to this is that I’ve noticed a lot more feedback from some guys where since they’ve had to stay home, they actually built a shop out back of their house. And they started doing better with that than their regular job, and they enjoyed it more. And some guys were doing both. So it’s been interesting these last few years. So now I actually had to add a residential check mark on my leads so that I know where the product’s going, because it’s just easier for the delivery and stuff just to get it right from the start. It’s amazing how many guys are very talented in this country and world.

Nate (08:42.049): I mean, I’ve seen a lot of them pop up, even guys that are doing like those epoxy finished wood slab tables. I’ve seen somebody start a super successful handmade knife business, and then he bought a CNC machine and then he’s really killing it with that. But yeah, you did see a lot of that pop up, which I think is cool. I mean, not that there was really anything cool about that period of time, but it is kind of cool that it gave people a chance to unplug a little bit and maybe get back to their hobbies, whether it be hiking or doing something outdoors. So I think anything that forces people to do that is great, but certainly never want to see that sort of government oppression again.

Bryan Smith (09:32.674): Right. It worked well though. I have to say there’s some seriously talented people out there that are just, women too I mean, they just bring the art out and they’re making beautiful furniture, beds, tables. Cutting boards was a huge one. Just beautiful stuff.

Nate (09:55.458): So with your experience in your previous job, I kind of want to hear, you’ve been in sales for a long time, I kind of want to hear from the lens of a salesperson who’s listening to this. What do you think is the most important thing a salesperson can do when they’re representing a product?

Bryan Smith (10:23.534): Know it well enough to not get yourself in trouble. That’s kind of funny, but the biggest thing is to know enough to make sure that you can convey yourself as a confident person. And then the other side of it is that I provide, this might not answer your question well, but I provide customer service that is just very quick. I respond very quickly and I get told all the time how much they appreciate that.

Bryan Smith (continued): They’re not waiting for answers. If they’re looking for a product, I kind of stop what I’m doing and I go look and stuff like that. If something’s late or whatever. But customer service is the biggest part. That’s the way my parents taught me. Make sure you take care of the small business, the big business, whatever. No matter if it’s a small little bag of fittings all the way up to a big order, just make sure you don’t forget anyone. That’s the simplest thing I could say.

Nate (11:22.226): I think that makes a lot of sense. I think the caveat to that is the more busy you get, and I experienced this in my own business, the more busy you get, the more inquiries you get, the more difficult it becomes to provide that level of customer service. So how do you navigate that?

Bryan Smith (11:42.158): I guess it’s just about trying to be efficient. If I get a really long string of leads, sometimes what I’ll have to do is instead of actually entering, this might be a long answer, but instead of entering the address into the system and all that good stuff because I’m a little slow, not the best typer and all that, basically I’ll just send a generic email just to get them started and ask them. This happens when I come back from IWF. I get so many leads that I can’t do them all.

Bryan Smith (12:11.534): So long story short, I’ll just send them an email and say, hey, if you want a more formal quote, fire back and we’ll keep this conversation going. But all I’ll do is get them a general note. I’m so happy I met you or came to the show. Send them a spec sheet on what they were looking for, just to plant a seed. And then you just throw a little water on each time. If you have time to follow up, which I really don’t usually, you kind of just make sure that they get at least started.

Bryan Smith (12:40.654): Because most customers are, these guys are usually pretty smart. They’ll plan ahead for almost a year, six months. They’ll know they got this coming down the pipe and they just want to get the information as quickly as possible. They don’t want me calling them. I’ll be honest with you, a lot of them say don’t call, just email me in their notes, so I understand that and I don’t want to be hassled either.

Bryan Smith (continued): But it’s a pretty simple decision because like I said, our machines are very specialized and they fit where they fit. Resale value’s good on them when they’re used and so these guys know they’re pretty much gonna get their money back on their investment if they do change or get bigger or expand or whatever. So I have to say it’s pretty nice doing that, but if the housing market slows then we slow, so there’s a lot of factors there and I’ve been very fortunate not to have to deal with that yet.

Nate (13:45.714): Right. Yeah, I wonder, the housing market has been slow in the past couple of years because the prices are astronomical. I know so many people that are looking for a house, but they’re like, we just can’t afford anything right now. I wonder what’s going to change in the next year or so here. Do you have any kind of speculation about whether the tariffs or interest rates or any of that might have an impact on the housing market?

Bryan Smith (14:16.494): You know, it looks good. I mean, I’m still having a great month. But that affects some of our bigger machines, which is not the stuff that I sell because our larger machines are a little slow right now, but they just come in waves depending on what the market’s doing. But overall, people need to keep their houses up so a lot of these guys are doing built-ins, they’re doing benches, they’re doing entertainment centers, they’re doing cutting boards.

Bryan Smith (continued): And I just know I can’t even tell you how many customers call me and they’re doing two, three hundred doors a day. That’s a lot of kitchens and that’s one company in the country. So there’s still, people are still putting money into their house. But maybe those people like you said are looking for a house, some people are deciding to stay.

Bryan Smith (continued): People are keeping their cars longer. I know that’s a different topic, but they’re staying in their houses and they’re making the best of it and just putting money into the house because you’re usually going to get it back. So it’s almost a win-win in a way. You can beat your money a little bit if the interest rates are bad, but if people are getting paid in a way they’re going to want to, is it better sitting in the bank making half percent or are you going to put it in your house and enjoy something nice? My wife and I talk about it all the time. It’s just hard to decide.

Nate (15:48.576): Yeah, so it sounds like you guys are kind of diversified. So like one segment of the business might be down, another one might be up. Yeah, that’s great. That’s really smooth.

Bryan Smith (15:56.984): Correct. JLT was, like I said, a surprise because they thought they were going to just run out of people to sell to. But it’s been very fortunate to the point where now our door clamp can turn into something that’s larger, that can convert into a larger output machine. Panel clamps can turn into a, we call it the foot in the door product. Our sales guys could start with JLT with a panel clamp.

Bryan Smith (continued): Before you know it, the guys buy a full-blown rotisserie or clamp carrier. And the companies love that we can take the clamps from the panel clamp and change the back plates and throw them right into a rotisserie. And it saves them money. It saves them a ton of money. So everything’s expandable. Like our clamp carriers, you can add sections to it and upgrade the front ends and all that kind of good stuff to make it more automated.

Bryan Smith (continued): It’s pretty cool. I have to say they’ve been trying to think of every option to help a shop grow and stay with us. So that’s kind of a good model to have, I guess, but they’ve been very smart figuring that stuff out.

Nate (17:15.424): Yeah. Before you mentioned kind of having that really good product knowledge in order to be an effective salesperson, which I completely agree with. So when you add a product to the product line or maybe even when you were coming on board, did you need to use these products where they’re like, all right, go down in the shop? I want you to actually use these, see how they work and all of that so that way you have a really good understanding and can sell it to the customer.

Bryan Smith (17:51.436): It’s a combination, but honestly, Nate, most of the time we have a cool cabinet shop down the street. We call them up and say, hey, I got something for you to try. And then you roll down there. I picked up a door clamp that was one of our prototypes. And boy, that thing was like welded and bolted together. I brought it back, but they gave us some really good feedback. We have some other people literally spread out through the country, big, small, medium, and they’re always willing to try stuff. It’s really kind of fun.

Nate (18:25.152): That’s really smart, yeah. To kind of have that partner shop that you can go try things out with and yeah, that’s really smart.

Bryan Smith (18:31.257): Yeah. I mean, some of them, I’ll be honest with you, because it’s a second generation family now that owns them, but there are some serious friends that have business with us. They’re like literally friends. They get invited to go to big events with them. There’s some seriously strong customers that we have that have been with us for a long generation. There’s third generation people, fourth generation, I think sometimes. There’s a long legacy on some of these companies.

Nate (19:03.638): Yeah, I mean, I love that. I’m the same way in my business. I’m actually friends with a lot of my customers as well. I like to work with people that I like, you know, that I agree with.

Bryan Smith (19:14.499): No, yeah, exactly. Yeah, it’s fun.

Nate (19:19.298): So you have a lot of success at these trade shows, generating massive lead lists from them. I would assume that’s not the case for every company that goes to a trade show. In fact, I know that that’s not the case for every company that goes to a trade show. What’s the difference?

Bryan Smith (19:37.251): Well, I’ll probably start with, from what I was told with one of the salesmen that retired recently about a year ago, he told me that before the internet trade shows were the bomb. He was going to one every month. Actually even Michael recently told me, the owner, Michael Burdis, that he used to travel the world to show off our products because there was no other way to show them.

Bryan Smith (20:08.93): So long story short, there’s only a couple big shows that are still holding ground. I have one this year that’s in Las Vegas, the AWF show. But the big four, we call them the big four, pulled out of that show already. So that show seems to be dying, but I’m not going to say that. Don’t take my word for that. But we’re still going, but we’re shrinking down our booth. We’ll still make a presence. But the big show is the IWF in Atlanta in July, and that’s every other year.

Bryan Smith (20:38.69): But the guys still like to come out and touch the stuff. It’s one of those industries where you need to touch it. But to go back to what our retired salesman told me was basically a lot of those shows just died off or a dealer is just gonna do something called an open house. That’s what they’re really been calling. And that’s for like a lot of local people. So we’ll get invited to those sparingly. And there’s a few that I still do that are still worthwhile.

Bryan Smith (continued): We’re very strong with the Amish community, so that’s a show that we definitely attend because they want to see it because you need to be in person with them. And so we obviously cater to that. So it’s just a matter of, like I said, the guys would come to the big Atlanta show and they want to see what the latest and greatest is, and then they’ll plant a seed with us or with everybody with the CNC machines or the molders, routers, whatever edge banders, and then they’ll start a relationship.

Bryan Smith (22:04.93): And then a lot of times Nate, you’ll click because they won’t be talking to you on the phone or an email because you don’t know what I look like or who I am on my email. So at a show they’re like my gosh it’s so nice to meet you, I talked to you many times and wow this is great, you’re bigger than I thought you were, and I’m joking. But stuff like that.

So it’s nice and you joke around and you can get a little personal about it. And you gotta have a little bit of gift to gab. I mean, that sounds like an old school kind of saying, but I enjoy the shows. They were overwhelming at first. I know what to expect now, but the IWF show is definitely busy. My goodness gracious. It is wall to wall people. So that is some show.

Nate (22:31.564): So you think that a lot of the leads that you’re getting from the show are kind of people that have already been aware of you, but now they actually get to see your face, talk to you a little bit. Or are they new people? Like, I’m just kind of trying to feel out, how do you draw attention to yourself in these shows? Like, say you’re a company that has a great product and this is, you’re going to be going to your first show. What do you need to do?

Bryan Smith (23:01.068): To be honest with you, we don’t really chase anybody down. We just advertise with an email blast that we’re going. We’re on the vendor list, and then it lists what you have. So behind the scenes, the show does the promotion of you, where you’re going to be. We try to get on the main aisle. A lot of times, people see us because you get on the list. From what customers are telling me, they make a hit list because it’s such a big show. They’ll say they have x amount of money.

Bryan Smith (continued): And they say, this is where I’m going to go. My goals are to shop this year. And so they’ll stop and see those specifically and then wander around on what else they’re looking to do or upgrade their shop equipment. So that’s how the show goes. Because that way they can go see three or four CNC machines. I’m just using that as another example. And go through demos with each one of them.

Because the regional sales guys, versus me, I’ll just show a quick JLT, which is usually five, ten minutes. I can demo it or whatever. But some of the other stuff we have takes time. They’ll make appointments with customers and then they’ll spend time with them. And then that’s where it grows from there. Some of the big projects, they’ll take years to develop. I’m sure you’ve been down that road where they’ve talked on and off for a year or two and then they’re finally ready to do it or whatever. JLT is a completely different animal.

Bryan Smith (24:27.746): Just because of the size of the purchase. It’s more or less, I’m planning ahead. I got a big order of doors coming. I need a door clamp now. Let’s go, like I said before. It’s just a totally different animal. But there’s some guys that’ll take time, because they don’t like to take credit out and stuff, which I understand. But I always tell them, I’m here. Not going to hassle you. Call me when you’re ready.

Nate (24:49.152): Yeah, definitely a low pressure sales kind of setup you guys have. I just forgot the question I was going to ask you. What’s the price point of the products?

Bryan Smith (25:02.068): Usually my average sale is about $6,000.

Nate (25:04.98): And like how many door clamps are we talking?

Bryan Smith (25:10.318): It depends on the month, but transaction wise, I’ll sell 20 to 25 machines a month, something like that of varying stuff. Some take longer to make, some we have, some we don’t.

Nate (25:28.674): And so if somebody does that average $6,000 purchase, what kind of throughput can they do with their door manufacturing?

Bryan Smith (25:42.358): That’s a funny question because I was actually pretty amazed. With a door clamp, the 26 by 62, which will make your normal size cabinet doors, sorry, I was pointing to my kitchen. But basically, if you have a guy that’s pinning a door, which is basically building the door backwards and then gluing it and then putting nails in it, without leaving it sitting in the clamp, you could do over a hundred a day if you have the parts.

Bryan Smith (26:11.798): Now, the smaller shops don’t like pinning much anymore. It kind of comes in waves. A lot of guys call pinning cheap. I don’t want to offend anybody, but a more quality door wouldn’t be pinned. So they’ll have to leave it in the clamp for about, depending on humidity, maybe a half hour. And then they can take it back out and load another one. So you could figure out by math how long that’s going to take.

Nate (26:41.77): And you’re just putting one door in this machine at a time.

Bryan Smith (26:47.022): You could, the small one tends to be one door or if it’s a smaller door you could usually double up like height wise. You could do it a whole bunch of different ways.

Nate (26:58.06): Well, it’s clamping in a square. It’s clamping all sides of it.

Bryan Smith (27:02.262): Right, so you really can’t stack them on top of each other. They have to be from top down or side depending on which way the style is getting pushed into the rail. And then we have bigger ones, we have a double door which is kind of cool. You can do two doors at one time and then the center bar comes out.

Bryan Smith (continued): So you take the two pins out and you lift it out and then you can do a taller like pantry sized door, which is like up to 96 inches tall in there. So our claim to fame is like quick changeover. I was using that example of the cabinet shop near us up in Poughkeepsie, and they do theirs by job. All the doors and stuff are on a cart.

Bryan Smith (28:00.142): So the guy wheels the cart over, and then he’ll build multiple size doors. So our claim to fame is making a door that’s 12 inches or 18 inches and then you can go jump right up to a 30 inch door with just pulling a pin and rolling it over and clicking it back in and then clamping. It’s awesome. It’s so fast. And they love it. They love being able to go that fast.

Nate (28:18.754): Yeah, I’m still trying to picture all this in my head, but I almost picture you’re using the machine to do the initial clamping, but then it’d be cool if like it had a removable part that you could take that door out, set it aside, put the clamp back in and do a new door. You know what I’m saying? So that way you’re not waiting that half hour. You’re just instantly moving.

Bryan Smith (28:46.286): Yeah, there’s some guys that’ll do, like I was mentioning a panel clamp that has clamps on it. Some guys will do doors in that panel clamp, because you can do them all, a lot of them at the same time. The problem is that the panel clamp doesn’t square the door automatically. So what guys will do is, you’re on the right track though, if they’ll make them about an eighth inch big.

Bryan Smith (continued): Then they’ll take them and square them on a saw. And so some guys like doing it that way too. And they find that it works that way too. And just so you know, there’s also a glue that’ll dry in a minute. They say it’s so fast you can’t get it together fast enough. Most guys don’t do that.

Nate (29:28.928): That’s, which, yeah, I would kind of expect that that sort of innovation would be there, yeah.

Bryan Smith (29:35.054): I heard Franklin makes one I think it’s called Assembly 72 or something and they said if you’re not careful you could almost drop a part on the floor by accident and pick it up and it’s already hard and you’re like oh god just throw it away. They said it’s so fast but they say it’s good glue if you’re doing something repetitive that you really got to do fast. I don’t know but there’s some good glue out there. We’re Titebond Two people, that’s what we always tell people if they call, but there’s others out there.

Nate (30:04.63): So other than kind of the trade shows in your normal sales process, is there anything else that you feel has made you successful as a salesperson? Anything from a managerial side of things or from an organizational side of things, any tools that you’re using? I know I just threw a lot at you, but just anything that comes to mind.

Bryan Smith (30:33.742): So you’re saying sales tools to help me sell?

Nate (30:38.314): Yeah, just anything that makes you more efficient, anything that makes you a better salesperson that you think other people might think would be cool.

Bryan Smith (30:50.734): Not really. I’ve been kind of a lone ranger for a while because I was on a straight commission job before I got this one. This one’s like a hybrid commission based thing. It’s just trying to get your efficiency good to use your time efficiently so you’re kind of not wasting your time.

Bryan Smith (continued): There’s definitely an organizational concept to selling, being organized and making sure your time is spent selling and not chasing. I don’t know if that makes sense if I’m trying to convey my thought process correctly, but I’ve been, the five years like I mentioned, it really hasn’t been very slow for me to have to sit down and thankfully call people and all that stuff, which really is hard. If they’re not gonna buy they’re really not gonna buy something like mine.

Bryan Smith (31:47.64): Like I said, the bigger projects are more of a follow-up. Let’s keep things moving, stay in front of them and all that. But the one thing I did notice about woodworkers is they really like to know what the new next gadget is like I mentioned about shows. And so we’re trying to do more email blasts to keep them up. Like we just came out with new clamps, some of the guys are cool. You get that whole reaction and so we’re trying to keep that in front of people.

Bryan Smith (32:44.014): There are people that don’t like the email blasts, like it’s a waste of my time, but a lot of those guys like to see that stuff, so I try to put that information in my quotes. And the other thing I will say is in the woodworking business, they love to see a video of how it works. Because if you don’t have the show to rely on yet or whatever, they’ll come and play with that at the show. But they love to watch YouTube videos.

Bryan Smith (continued): Oh my gosh, like in action. That is 100%. I totally forgot to mention that. But they love to see what it’s going to do. You could tell them it’ll clamp the five piece door 100 a day or whatever.

Bryan Smith (33:14.048): If you send them a video of a guy loading it and seeing how easy it is and changing it, forget it. I love it. I forgot to mention it, sorry.

Nate (33:19.166): It’s sold. Yeah. So you guys have a pretty strong YouTube channel?

Bryan Smith (33:24.346): We do not. We kind of did, but they’re all old. We just haven’t had time to get back. We have a new marketing guy, so we’re hoping to kind of redo a lot of those because we’re falling behind and even the music’s getting kind of hokey. Yeah, it’s just kind of tough. But that’s another one where I will say, and the shorter the better, you know how it is with Instagram reels.

Bryan Smith (33:52.492): I will say the shorter the better and they can get it quick, move on. And I’m sure you probably know that too. Attention span is not there with the, as we change.

Nate (34:03.616): Yeah. I mean, it sounds like you guys are doing great. You got it all figured out for the most part. You know, the one thing I noticed just kind of looking at what you got from the website side of things, because that’s kind of my area of expertise. And you already said you guys are getting more leads than you know what to do with, but you certainly could get more leads if you did think about search engine optimization a little bit.

Nate (continued): Because there’s just not really a lot of that on the website. Just getting in front of people who might not already know about your product, but are Googling terms like door clamps and things like that. So just something to think about. If you want any other info on that, feel free to reach out to me.

Bryan Smith (34:52.526): Yeah, I have to get you hooked up with Steve, our marketing guy.

Nate (34:55.584): Yeah, I definitely could give them some tips that I think would help quite a bit.

Bryan Smith (34:59.788): Yeah, that might help because I think you might have corresponded with him a little bit. And he’s like I said, he’s been there only a few months, but we needed someone to take it over because we wear a lot of hats there.

Nate (35:14.658): Sure. Well, hey, I appreciate your time today on the podcast and I think that your experience is definitely going to be valuable to some of our listeners and I appreciate everything that you shared about what’s working for you guys. Obviously nobody can replicate the 1911 start, but there are some other things certainly people could take home.

Bryan Smith (35:39.936): Yeah, no, thank you very much for having me. Yeah, it’s a pleasure to work at Taylor. I enjoy selling something that you can be confident about. And I can’t say that enough. And I can never say I know everything about everything. But it is a good product to sell. And I can feel good about sending it to a guy. And it’s going to do what it’s supposed to do. Yeah, definitely.

Nate (36:05.536): Yeah, and that’s great for a salesperson. I mean, if you can trust the product that you’re selling, that’s no better feeling, no easier sale. All right, well, hey, thanks a lot for joining, and look forward to chatting with you in the near future here.

Bryan Smith (36:20.49): Awesome, thank you very much for having me. Take care.

Nate (36:22.22): Thanks, Bryan.