A Chat with Ilter Dumduz from Blys

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Ilter is a recognized leader in Australia’s tech ecosystem with a strong track record in product management & growth, and has been featured in Business Insider, TechCrunch and Startup Daily.  

Prior to Blys, Ilter held senior product roles at some of Australia’s most successful technology ventures such as Domain.com.au and Freelancer.com, and is currently a mentor at Founder Institute and co-organiser of one of Australia’s largest product meetups Product Hunt Sydney.

Watch our interview or read the transcript below:

Gen: Hi guys! My name's Gen George. I'm involved with Tamme, Like Minded Bitches, Skilld.com. You know, all the usual shenanigans. Today I'm here with Ilter from Blys and Ilter's gonna introduce himself and the Blys gang. Over to you.

Ilter: Hey Gen. Hey guys. My name is Ilter. I'm the founder and CEO of Blys. We're an on-demand massage booking platform based in here our office in Sydney, but we operate nationally. And yeah so we started the business just over a year ago, and going great [inaudible 00:00:37].

Gen: Yeah.
Ilter: I'm really looking forward to having me chat with Gen.
Gen: What's the business model?
Ilter: So, the business model ... It's a two-sided marketplace, and I guess to summarize, it's a bit like the Uber, but for massages. And that way, you know we have the platform sits in the middle. We have a... We are good?
Gen: Yeah, yes.
Ilter: We have clients on the one side. Whoever wants to get a professional massage delivered to their home or office, and on the other side we have qualified and vetted professional massage therapists. Basically, Blys just connects the two, and the service is delivered on demand and on-site and so we come to you and we bring everything with us. You know that's massage tables, towels, oil, music and that's basically how it works.
Gen: Very cool.
Ilter: So and we take a platform fee from every transaction much like Uber does.
Gen: Awesome.
Ilter: So, yeah.
Gen: And so how do you, I guess is it done through an app? Like how did you get started versus to kind of where you are today to kinda test this mobile app?
Ilter: Yeah, sure. Sure, so yeah currently we are on ... We have a native app on IOS and we have a website as well. When it first started it was just a website. It was very sorta put together very ... In a couple days really just to test the idea and see if we can't sort of validate the market and ...
Gen: How many massages did you receive [inaudible 00:02:12]
Ilter: I did that ... Well you know we did a bit of market research before we start, you know that ... While we were trying to identify the problem, you know I did get a number of massages myself and ...
Gen: Tough, tough market research. (laughing)
Ilter: Yeah, it was. It was. I never want it to end you know. Not for me, for the market here. Let me just get another massage. So yeah we been, as you know, just the other day, just put together something and I think we launched in 5 days. 
Gen: Wow.
Ilter: Yeah, it was very quick and we had our first booking on like 8 days after we launched, and I remember the first booking. It was actually ... It was a couples massage in the city in Sydney and that was two therapists at the same time and we only had two therapists at that time; and one of them was in Bomba and the other one was in Canterbury or you know like, somewhere. And, so I literally had to drive ... Like go and pick up the one, and then go and pick up the other one in Bomba and drive them to the city, just to you know...
Gen: Yeah, to make it happen. (laughing)
Ilter: To make it happen, you know? (laughing)
Gen: That's what you need to do, right? (laughing) Well at least you weren't setting up your own massage appointment.
Ilter: No, no. But yeah, it's ... We made it happen.
Gen: Yeah. That's fantastic.
Ilter: Luckily, I'm not available so .... (laughing)
Gen: If anyone wants to massage... (laughing).
So you know, you validated your product. You're kinda good at that. So what are the next steps? What did you kinda do to take it to the next level?
Ilter: Yeah sure, so again, it's just ... Well once we sort of proven that, you know, there is already a market out there. We knew that so we said mobile massage is not massage delivered to your home. It's not a new concept I guess but ...
Gen: It's the technology behind it. 
Ilter: Yeah, it's the technology behind it and what we made is, you know, we made the process a lot more streamlined.
Gen: Yep.
Ilter: You know all online, but also obviously on the supply side I guess, you know, therapy side you have hundreds and thousands of ... You know massage therapies, they have their own website and they're running their own business on a regular basis, most of them, which is great but for a client who doesn't have a massage therapist already, it's very difficult for them to find. You go to Google. You search for a massage therapist.
Gen: And figure out what's quality, what's not. 
Ilter: Exactly, you don't can't vet them. You don't know who was good, who was bad, so we just said look, you know the supply side is completely fragmented, which is typical for a marketplace like us. That's the primary problem we solved; fragmented supply sides, which causes friction on the demand side and now we just say okay I'm looking on this to do the vetting and find the right people and then create a brand that's trustworthy and then build a website and use the technology to streamline the booking process so hopefully people will like it. You know?
Gen: Yeah. Definitely.
Ilter: So that's sort of how it started and then we started to improve the technology ...
Gen: (laughing) Erica, she's actually a customer.
Ilter: Hi!
Gen: So her question is ... Thanks for joining us. Was there a reason you chose a web app versus a native and PS, I'm a customer.
Ilter: Hi Erica. Yeah, so we started with a web app only. To be honest it was you know small style, limited budget, limited funds. You always ... You have to be a realistic about your priorities.
Gen: Yeah, definitely.
Ilter: So we looked at, okay where should we start. Obviously, we already have the technical, I guess, skills in the team to build a web app.
Gen: Yep.
Ilter: So we quickly did that and now once we reached certain sort of scale and we had sort of revenue coming in, we thought okay cool, you know lets just, you know, have an app out there.
Gen: Yep.
Ilter: The main reason to have an app to be honest for us was ...
Gen: No building behind it all?
Ilter: Well, I mean mainly for distribution.
Gen: Yep.
Ilter: We wanted to be in the app store and people were for looking for us and asked do you have an app? And so to address that, and I guess and also to be in the app store, which is a fairly decent distribution channel. So we decided to have an app. We launched very small, very simple app and now you know we constantly every week are improving it, adding new features and so that's it. And an Android app will come soon. 
Gen: Fantastic. Awesome. So Erica any feedback on your experience with the app? (laughing) We'd love some live stuff here. So you know, getting to that point. Getting clients on board, you've got a real live thing here, how are you gonna attract investors to take it to the next level? Or have you taken on any investment to start with?
Ilter: Yeah, we've got a [inaudible 00:07:14] round earlier this year, which really helped us to take the business to the next level and that helps us to scale and launch in different cities. And invest in the technology ... Our website or our technology went through hundreds of iterations since we've launched.
Gen: Yeah, it's never quite finished right. (laughing)
Ilter: Yeah so that investment helped us to sort of speed up that process.
Gen: Yep.
Ilter: And ultimately, what that means is its better customer service and you know we can concentrate on the features that the customers have been asking for. But yeah, so that's what's been how we are using the funds and from here onwards, I guess we are kind of using our seed rounds. We are pretty much right in the thick of it. 
And what's attractive or the ... Or our strategy is always traction. You know once you show traction, you know ...
Gen: You've got customers...
Ilter: You've got customers, you've got revenue coming in and these customers are honestly people who just come and try once and never come back and you know we have very strong repeat booking.
Gen: Yeah, so you really focus on the next.
Ilter: Yeah, very much. Very much. I mean you know, those are the ... I guess points that are ... (laughing) Yeah those are exact ... Like you said ... So how quickly we are acquiring customers, what cost ...
Gen: Yep, what value. 
Ilter: At what rate we keep them, what's the right lifetime of those customers so they can look at all the sort of core sort of metrics. It's a very healthy business, which then again it sort of helps us with getting investments. 
Gen: Definitely. What are some of the ... Two-sided of the marketplaces, no matter what size they are around the world [inaudible 00:09:05] Uber to day one. I guess all startups have similar challenges for getting the right people, at the right place, at the right time. What are the three biggest challenges you've had at scaling a highly local double-sided market place?
Ilter: Yeah, I mean the biggest challenge has been ... Is the supply side.
Gen: Yep. 
Ilter: So we interview every therapist that we bring on board in person. 
Gen: Yep. 
Ilter: So we have city managers in every city that we operate in and these city managers are professional qualified massage therapists themselves.
Gen: So it's the bullshit test essentially.
Ilter: It's the bullshit test basically, you know. We always state in the application process all the therapists that they uphold their qualifications, they're insurance, they're ABM, all the documents we require and obviously we say we still do the [inaudible 00:09:52] test. So our city managers organize in-person interview. So obviously from a quality and trust point of view, this is very important. 
Gen: Of course.
Ilter: But obviously the challenge is then when you try to scale the business app fast, you know, then you're sort of limited by the number of people that you can meet in person.
Gen: Yes.
Ilter: But again, we're sorta getting better at that. You know, we are ...You know, our application and onboarding process have been fairly sort of [inaudible 00:10:25] and online. We still obviously have the in-person component.
Gen: Yep.
Ilter: And it also helps us, beyond the sort of bull shit test, it also helps us to, I guess communicate our brand.
Gen: Yep, and your vision and your [crosstalk 00:10:39].
Ilter: And our company culture and our vision and our passion, most importantly.
Gen: Yep.
Ilter: You know, like the therapists that we meet in person, they leave that meeting all fired up and they totally understand what we're trying to do. You know they understand that for us the customer is ...
Gen: Number one.
Ilter: Number one. That's our true north, you know. You know we can't talk about all the sort of metrics here and how it's [inaudible 00:11:05] but ultimately it's the ... 
Gen: Yep.
Ilter: You know we ... That's the bullshit test that we are under. 
Gen: Yep.
Ilter: You know if you can't keep the customers happy and coming back, they have a great experience then I'm happy and that's success to me at this stage.
Gen: That's success to you. Yeah. That's awesome. Is there any learnings from marketplaces like the TaskRabbit, like the Uber's where they do physically have to check every single person ... That you guys are allowed to kind of skip half, you know, the time to get a better outcome hopefully?
Ilter: Yeah I mean to be honest ... Yeah I mean that's difficult thing for us. Again, it's a very personal experience. It's not I'm a TaskRabbit plumbing and stuff like that. I don't know it's, you know, the services are provided on site, so you still have to have some sort of vetting process. But for us, it's beyond that.
Gen: Yep.
Ilter: It's such a personal experience where there's literally a physical contact between your supply and demand.
Gen: Yep.
Ilter: And everyone, you know I mean ultimately, you know have someone coming into your home, so we need to keep the customers, our customers ... Give the customers that ...
Gen: That confidence.
Ilter: That confidence and the fact that we interview every therapist in person and that interview process takes for like ... Gosh, for like two hours and fairly rigorous about that. It's again, that's part of our promise so I don't know how to hack it basically.
Gen: Yeah. (laughing)
Ilter: And, I don't think so much about it to be honest. I think it's important that we do that.
Gen: Yeah.
Ilter: Yes its sort of, you know, makes it more difficult for us to scale a business but also, it adds a lot in terms of trust for the company. 
Gen: Yeah, definitely it makes perfect sense. So as a startup, you know, what is your advice to other startups who are trying to find investments? How do you present yourself? What should you be getting done before you do that? Who should you be approaching? It's a lot of decisions to make. What's your advice?
Ilter: I mean our strategy has always been about traction to be honest. Like...
Gen: Actions speak louder than words, right? Traction [crosstalk 00:13:04]
Ilter: You know obviously, my background obviously helps. I've been working in tech for 10 years and ...
Gen: Now you're just showing your age (laughing).
Ilter: Yeah. (laughing) So that also helps as well, but ya know. But ultimately like you know, that's also, you know, yes I have some credibility, yes as an online sort of product guy, but ultimately it all comes down to traction in my view.
So you know there's a market out there. We know that there's a market. You know, massages, there's an existing market out there so massages, and existing clothes, like retail, like bricks and mortar. Massage shops are retailers plus individuals doing mobile massages. 
But there's also, you know, we basically at the moment are targeting that market, but in the process we've also creating a new market where 80% of our customers have never had a home massage before. So obviously we just look at that and get excited and say, okay great we're creating the market here, creating the category in Australia.
So that's the sort of stuff that excites us, but my advice in terms of investing and stuff, I mean look, I mean ultimately it comes down to the hustle. Like you gotta show that.
Gen: Yep. 
Ilter: You know, it's, you know people always expect the big vision.
Gen: Yep.
Ilter: You know, to be honest in the very early days it's sometimes, like you know, I'm never requesting myself, what's that big vision? Do I really have that big vision, you know? And you sort of have a vision in the early days, but as you once you start ... And then six months, and a year, and that vision crystallizes and becomes so much clearer.
Gen: Yep.
Ilter: And now I realize looking back...
Gen: That's good. 
Ilter: Well I thought I had a vision in day one but now that vision is just so much bigger.
Gen: Huge. Yeah. 
Ilter: And also, like you know you always improve yourself what you can achieve and then you underestimate your ability to execute and then you over estimate the challenges in the market and then again after you ... I'm a lot more confident in our ability as a team and a business to what we can achieve. 
Gen: Yeah.
Ilter: But again, if you can show that to the investors also...
Gen: They buy into you as well as you ...
Ilter: Yeah, the hustle and again also the other thing is being able to achieve so much with such limited funds...
Gen: Yep.
Ilter: Also, kind of a plus.
Gen: A bit of respect.
Ilter: You know cause they look at this guy ... This team has achieved so much with so limited funds then I can't imagine what they could do if I gave them ... If I support them, you know. 
Gen: Definitely. So they say a leader in a startup is the one's whose position is super fun. What do you do as an individual, as a leader, to make sure that mental health is something that everyone needs to be conscious of.
Ilter: Yeah, I get massages every week. (laughing)
Gen: I'm in the wrong bloody business. (laughing) Jessica and Glenn, I hope you're watching we need to sort this out. 
Ilter: Yeah and well look ... That's an interesting topic actually. That's ... I can almost say that's probably been one of the biggest learnings for me since I started my own business is that ... The emotional challenge. You know, the sort of self damper comes and goes and like you know. And that sort of relentless, always looking for ... you achieve something and you don't even have time to celebrate, you just ... 
Gen: It doesn't feel like it helps cause there's always that (motioning upward)...
Ilter: Exactly cause there's always that next step upward. Okay well that's done.
Gen: Where am I going?
Ilter: But I still have these 10 things to do, so I think you ... Especially when you have a team, you know, people ... I think you need to make an effort to celebrate those small wins and that's therefore as well one of the things I'm sort of learning and learned. But again, ultimately people say it's about the journey as well as the destination.
Gen: Yeah.
Ilter: And I think that battle sort of resonates sort of strongly with me as well. You know, it's ... Luckily I have a team that supports me and believes in what we try to do here and you know in those times of like, you know, self doubt you know, it's just this high five for them to pick me up. And yeah great.
Gen: Get on with it.
Ilter: Yeah get on with it. We're actually doing really well, but yeah I think ... Yeah, the emotional thing it's hard to learn, but I don't think you can learn by reading. You just have to go out there and ... [crosstalk 00:17:44]
Gen: Yeah, it's interesting as well cause there's this perception as a leader you're supposed to be that person that goes, you know, do this, don't do this, how dare you, you know, be quite abrupt. So I guess that old school way of what a boss should look like. How did you figure out your leadership style and kind of what ... How it suits you and how you approach things?
Ilter: Yeah absolutely, I mean it's ... Look it's, situational really. It depends, you know, if you're ... I mean ultimately my approach is always, you know, inclusive, you know, flat hierarchy. 
Gen: Yep. 
Ilter: All that sort of stuff. 
Gen: And it's not just for everyone.
Ilter: I think, yeah. That's a confident approach.
Gen: You get a perk of massages (laughing).
Ilter: But you know I'm a firm believer of that, you know, inclusive sort of leadership, and that flat hierarchy ... Just really try to get people buy in on the vision and the mission, and as long as they have that fire in them and they follow and they'll go above and beyond.
Gen: They're curious to what...
Ilter: Yeah exactly, and they wanna see it through. And ...
Gen: Yeah, it sounds like you have a great culture. So how has that culture evolved over from day one versus where you are now. There's some bumps along the way so you kind of figure out what works and what doesn't. 
Ilter: Yeah absolutely. Yeah that's a ... You know we started in my garage so that was a different culture and ... But now we have a team here in Sydney and some distributor team. We have city managers and you know we sort of try to ... What we try to do is basically open ... You know full transparency and I always tell my team, guys you know ... Everything I know, you know. There's nothing that I really ... That I know that you don't. So I try to be super open, transparent, just keep everyone in the loop as to what's happening and the challenges we have and both as a sort of business and on a personal level as well. 
But again we try to, you know we have our sort of monthly, sort of gatherings as well so ... And the other thing is in a marketplace or business like us so you have the place against the team in the HQ but then you have hundreds of massage therapists and all the contractors, but you also, you want want them to feel part of the business. So I will hate them to think to see us or their job boring. [crosstalk 00:20:16].
Gen: Us against them kind of thing.
Ilter: You know it's really, they're a part of something really exciting. It's moving and we're really want to include them in this journey with us.
Gen: Definitely.
Ilter: So that's ... In every city we do, you know, happy hour and meetups and stuff like that and we have a very active Facebook community for our massage therapists, where we constantly communicate and ask for feedback. And, you know just checking how they're going and we try to I guess, create that sense of team and culture with our therapists as well as our sort of team in the office.
Gen: Yeah, that's fantastic. And you guys had some amazing traction today. So, you know are you hiring? Are you growing? How are you growing that team for support this traction?
Ilter: Yes, so we are ... Yeah, it's sort of a battle. You know who do we hire and is it a full time or a part-time? 
Gen: And when do you hire as well? [crosstalk 00:21:16]
Ilter: Exactly, exactly so I guess that's also just understanding your strengths and weaknesses so you know obviously I feel like, you know, we, you know we're in a position where at a stage where we now, we started bringing in the experts into the business rather than us just trying to do everything. 
Gen: People, everything. (laughing)
Ilter: Yeah, yeah. Exactly. (laughing)
Gen: He's the best expert we hired. (laughing)
Ilter: [inaudible 00:21:43]
Gen: Can you do this? Is it illegal? (laughing) You're gonna wonder what startup founders search history is? Is this [inaudible 00:21:55] (laughing).
Ilter: Am I going to jail? (laughing) But yeah, so ... So yeah, we basic like you know, marketing and growth is obviously an area where I've had, you know, experience in [inaudible 00:22:12] but now we've reached the point where, like okay, this is kind of beyond me and to allow us to take the business from this level to the next, we really need to bring a specialist. So we are currently looking for the Head of Growth kind of role. 
Gen: So if anyone's looking. You can apply! (laughing)
Ilter: You know, it's basically a sort of growth marketers, performance marketing basically. We have almost exclusively concentrate on online channels. We do get offline partnerships but that's not our main focus just because I can't quantify it.
Gen: Yes, especially at this stage though. You're better off getting the actual metrics. Fine tuning your economics and then ...
Ilter: Yeah, pretty much. Pretty much. So, well yeah, look now we've added an awesome Head of Operations recently so ... And that's been a game changer.
Gen: Game changer. Yeah.
Ilter: Seriously, I ...
Gen: Isn't it amazing?
Ilter: You know they tell me like, how did you guys manage to do all this with ...
Gen: With none of this. (laughing)
Ilter: Yes, you know. Which is like really, again, it's quite incredible the difference it makes like ... You know, it just allowed us to sort of ... Our focus has been sort of just like this in the business and sort of funnel vision. So like okay cool, someone at that caliber with great sort of motivational skills take sort of all that stuff away from me. You go, okay now I can really just sit down with Jen and chat about stuff. (laughing)
Gen: Well thank you. (laughing) He's charging me for this by the way. No (laughing). So then, you know, as you kind of put all these systems in place so that you can keep scaling your business, how do you as a leader keep evolving, keep learning, keep figuring out ... Cause you know even for us even the OnShift days we didn't know what expertise you needed to be required or for what you wanna wear or what those things are until .. [inaudible 00:24:25] there's someone whose doing it. 
Whatever startups that you're people. What are you doing to kind of keeping your eyes open to where you need to be next?
Ilter: Yeah, also for us my main sort of inspiration comes from the other founders around me. And in particular people who are same stage or just like on step up. So we are here, we work off the sharing hub. This is an excellent coworking space. I share the office with a couple of other awesome startups, like Mad Paws. Shout out to Mad Paws, they are the awesome dog sitting marketplace or pet sitting marketplace. And Spacer.com and it's Mike. You probably know him. 
Again, you know there's a [inaudible 00:25:08] next door. Guys like here and Zoom too is here. And you know [inaudible 00:25:12] with these guys and if I have any sort of challenges I sort of go to them and say hey ...
Gen: Help. (laughing)
Ilter: Help. How did you guys solve this problem? And also they're also in two-sided marketplaces so fairly similar challenges, so they sort of help me or if they can't help they can introduce me to someone that could help. So that's been again, a huge sort of positive thing for us as a business and for me as the founder as well.
That's been the main thing. I still sort of read a lot about sort of our sector and technology and what's happening and how the challenges ... From sort of how to scale marketplaces. 
Gen: And what do you think about advi ... Sorry, do you have an advisory board or a board and what are your thoughts?
Ilter: I have a group of advisors, so we'll have a board once we do our next round. We thought it would probably just be premature to have a board at this stage. When you know, we're solving some fundamental problems, it beat the product so you we just have to be able to make decisions like super fast and ... But I do have a group of advisors, which I regularly speak with.
Gen: Sound board things off of. 
Ilter: Yeah absolutely, which has again been very helpful. And I sort of try to choose my advisors from sort of different ...
Gen: Depending on your challenge, right?
Ilter: Yeah sort of a different set of skills and that's been really helpful as well so ... But yeah, you know ... 
Gen: That's awesome.
Ilter: Yeah I'm learning more ...[inaudible 00:27:00] You know it's incredible.
Gen: Yeah, definitely. And so you know for your next steps going global, is that on the horizon? How will you approach that?
Ilter: Yeah, so ...
Gen: From our little island down under. (laughing)
Ilter: Yeah back to what I was saying, you know, the vision in day one and the vision now ... I think that's ... Yeah, when we first started we were like, okay cool, look let's try to start in Sydney and then go in Melbourne maybe it was Burns and then that vision sort of just evolved.
Gen: Now you're [inaudible 00:27:32]. It's huge.
Ilter: Yeah so we're launching in Perth towards second of this month, which may as well officially be a national business so that's our sort of last major city and now we'll do five others cities in Australia. But after that, definitely international so we are looking for obviously New Zealand and other sort of major cities in the APEC sort of region or Southeast Asia or Singapore, Hong Kong, and ... 
Gen: Is that more just cause it's close to home, or have you approached this in a certain way to choose these places?
Ilter: Yeah, you know, we've done some research into those markets and I know a couple people who are so public who will know about this ...
Gen: This markets ... Yeah.
Ilter: This markets as well, but also yes that's also a part of thing as well. It's sort of like you know sort of same time you know ... Timeline. You know it's close to us. But yeah, definitely we have plans to do that, we just have to sort of get the product and the technology at a level where we can sort of ...
Gen: Handle that.
Ilter: Exactly.
Gen: Definitely.
Ilter: But you know, getting there.
Gen: That's awesome. Very exciting things ahead. 
Ilter: Yeah, yeah, very much so. Very much so.
Gen: So if anyone wants to follow you, what can you help with to the startup community. What can you help with to the startup community? If they wanted to reach out, what can they come to you for?
Ilter: Yeah, absolutely, you know, so my e-mail ... Any questions or anything you can just e-mail me at ilter@getblys.com.au. You know I'm always just happy to ...
Gen: Chat about.
Ilter: Chat about or just catch up and bounce back some ideas.
Gen: Now that you have a team that lets you do it. (laughing)
Ilter: Yeah, absolutely. And also again, like collaborate as well. I'm always open to ... For collaborations.
Gen: Partnerships are important.
Ilter: Yeah, partnerships, collaborations with ... You know, we don't really look at the size of the business that much to people. We look at the brand and if they're a good fit, but yeah definitely for that, either B2B or consumer level partnerships. Yeah definitely hit me up.
Gen: Yeah, awesome. Question I ask everyone: If you could have a super power what would it be?
Ilter: If I wanted to have one?
Gen: Want or if you could have one.
Ilter: Yeah [inaudible 00:30:01] okay. Oh, Jesus, okay. 
Gen: It's a hard one, right?
Ilter: Yeah, I'd love to be able to read people's minds. (laughing)
Gen: That leaves nothing to the imagination right? (laughing)
Ilter: No, okay. That's not good. I don't know. Maybe ... I don't know.
Gen: It could be read minds. 
Ilter: Read minds? Yeah. Read minds?
Gen: [crosstalk 00:30:26] Yeah, that's fine. You can be whatever you want. 
Ilter: Maybe like start close proximity so it's not too like ...
Gen: Yeah you wanna turn that off ...
Ilter: Yeah maybe something like that. 
Gen: That's awesome. So people want to get behind go blyss ... I should say Getblyss how do they [inaudible 00:30:42]? (laughing)
Ilter: Yeah, yeah. Look, you know definitely, just like our Instagram and obviously follow us on social media. 
Gen: Tell your friends. It's a great Mother's Day gift, father's Day gift.
Ilter: Yeah absolutely. Absolutely. And if you want to give it a go ... Try the service ... And just use code friends and I'll get you $20 off. 
Gen: Friends? Perfect.
Ilter: Simple right? (laughing)
Gen: This is gonna go viral now. (laughing)
Ilter: Yeah, yeah. Friends, simple as that. Just type in friends at checkout and they'll give you $20 off. 
Gen: Thank you. Appreciate it. 
Ilter: You know, just give us a try. And if you have tried, please give us your feedback. You probably would have received an e-mail from me if you tried us asking for feedback. I am ...
Gen: Be brutal. 
Ilter: Yeah, just be brutal. I have the toughest, you know, skin. Thickest skin. So yeah just wanna basically build an awesome service across Australia. We have a long way to go, but you know ...
Gen: But we all do.
Ilter: You know we're on the right path I think.
Gen: Very exciting. Well thank you very much for your time. Thanks for coming on.
Ilter: Thanks. Alright, thanks.
Gen: And everyone, we'll see you next time. 
Ilter: Thanks guys.
Gen: Thanks very much. Have a good week! 
Ilter: Cheers.