Episode 15 Transcript | Timothy Garrick of Layton Construction

Peter Stevenson

Welcome to By Subject, a silicone slopes brand and marketing podcast. I’m your host Peter Stevenson. I’m here with my co host Alicia Smith, managing partner of agency. And our guest this week is Tim Garrick, VP of Marketing at Layton Construction.

Timothy Garrick

Welcome. Thanks for having me.

Alysha Smith

Good to have you.

Peter Stevenson

We have been communicating for a couple of months now about a specific yeah, yeah. But we’ll get to that in a minute. But I do want to sort of frame you up and tell everybody where you’re from and where you grew up and your sort of backstory.

Timothy Garrick

Sure. So I grew up in La. In the San Fernando Valley, a little place called Chatsworth. Okay. You ever seen the movie Once upon a Time in Hollywood?

Peter Stevenson

Yes.

Timothy Garrick

So, like, where the Manson gang was hanging out, that’s where I grew up. A few years later. I’m not that old, but yeah. So I grew up in an interesting part of the world, and I was a class clown in high school and elementary school. I took a break during middle school, during the awkward years. But then in high school, I retook that entitle of class clown. And a teacher once told me, you really should go into marketing because that’s where all the class clowns go. And I didn’t think about it at that time, but I think as I’ve reflected on that, I think I wonder if that was not in the back of my mind someplace that this is what class clowns do.

Peter Stevenson

That’s an unbelievable origin story. That’s amazing. Okay, so give me your best anecdote from being a class.

Timothy Garrick

Oh, my gosh. Jeez. I don’t know. It was always now they’ve just turned.

Alysha Smith

Into dad jokes, I’m guessing.

Timothy Garrick

Yeah, exactly. They were always dad jokes. But I try to get my son to do it because he’s got a really quick wit, but he’s not as confident as I’d like him to be. And I said, let it out. Even if you get in trouble, let it out. So it was a way for me to have confidence as a teenager, and humor has always been important to me, even now, as leading a team, humor is really important in leadership.

Peter Stevenson

That’s super interesting that you feel like being a class clown led you into marketing and led you into being a better leader. I want to dig into that in a little bit. Tell me a little bit about how you had this in the back of your mind. Did you go to college and think from the get go, I’m going to go into marketing?

Timothy Garrick

Well, no. So I first started wanted to be a weather guy on the no. Yeah. So, okay. I hope my kids don’t. I listened to Howard Stern when I was in high school a lot, and he used to joke that these news people, all they do is read other people’s words and they just look good on TV. And I thought, yeah, I could do. And so I started out going into broadcast journalism, and I was at Arizona State at the time, and they were at the I don’t know what’s happening, but they’re about to lose their accreditation, their journalism school. I don’t know if they did or not, but they did. So I transferred to a school called Drake University in Des Moines, Iowa, where I studied public relations. I was really naive. My brother had done it, and I thought, well, if he’s doing, I could do it. And I like people. And I didn’t realize what public relations really was. But I got into writing. I was very heavy on writing and the journalism style and campaigns, running a campaign. Des Moines, because of the Iowa caucuses, has a ton of political vibe, right? So being involved in that at Drake especially was really something that interested to me. But while I was there, there was an eight hour lab in graphic design as part of the curriculum for the major in public relations. And so I did this eight hour lab with the graphic design dean, or whoever she was, and I loved it. I fell right in love, and she’s like, you know, you should really change your major. I was like a half a semester away from graduating, not changing any major. But I fell in love with Photoshop and with Illustrator, and so I took that up as a hobby, and I paired that with my ability to write or my training in writing, to be able to put that in with the visual elements. And that really what kind of had me fall into the communication side of marketing when I graduated.

Peter Stevenson

There’s a story there of how you got from Arizona State to Drake. Is it a good story?

Timothy Garrick

No, it’s kind of know, I’m one of six kids, and I’ve kind of always learned from my older siblings. I’ve learned from the good and the bad. And my brother had gone there. His wife is from the Midwest. And so they ended up in Iowa. And when we were looking for schools, I was married at the time. My wife and I said, well, all right, we can go to UCLA or we can go to Drake. And we went to Drake. Price was right, and the program was a really good program for public relations.

Peter Stevenson

Yeah, I’m sure all that political work at the start was probably hugely influential in landing jobs and all of that stuff right out of college.

Timothy Garrick

One of my best friends is now a state senator from Iowa and has been involved in politics and exposed to everybody you can think of. He’s friends with also not as well known, but Des Moines is home to Meredith Corporation, huge publisher of Good Housekeeping or whatever they published. And so the Drake’s Public Magazine School is one of the best in the country, or was at the so there was quite a bit of national prominence to a few things that Drake they still regularly have presidential debates there. When I was there, they brought Supreme Court justices over for symposiums and things. So Drake’s got a really outsized kind of reputation and presence because of those two things, politics and publishing.

Alysha Smith

I had no idea there was such thing as a magazine school.

Timothy Garrick

Yeah.

Alysha Smith

I didn’t even know that.

Timothy Garrick

They, you know, they all have the greatest internships. They work with Meredith Corporation.

Peter Stevenson

Okay, so you graduate and you fall in love with graphic design on your way out. So where’s the first job? What did that teach you?

Timothy Garrick

So moved back to Arizona and we had a young daughter, our first daughter at the time. And so I landed with a company that manufactures and sells garage doors, of all things. Amazing. Yeah. And I was the HR and marketing assistant or whatever my title was.

Peter Stevenson

That was a combined job.

Timothy Garrick

It was a combined job and really it was a communications internal, external comms. But it gave me the chance to I created a whole employee newspaper. I did the writing, did the layout. That was a lot of fun. I had free rein to do whatever I wanted. And then I also did the advertising and designed the advertising and had a lot of fun with they just let me do whatever I want. I couldn’t believe it. Like, wait, you give me an Illustrator license and I can do whatever I want.

Peter Stevenson

Were you planning the marketing too, or did they already know where they were going to be doing the marketing?

Timothy Garrick

Well, the marketing for them was really more just the advertising. The sales guys were out dealing with home builders in Arizona. Gangbusters in the guess it still is, but it was pretty easy to sell garage doors. Right. But on the consumer side of a small segment of the consumer side, we got to do mostly advertising and not much else.

Peter Stevenson

Yeah.

Alysha Smith

Do you find that in the marketers you’ve come across over the years? Do you find that you’re in the minority of marketers that have such an extensive creative background? Just thinking about some of the other guests that we’ve had on and they’re more a little more like analytical data and numbers and not as much leaning on their experience in design and photoshop, et cetera.

Timothy Garrick

I think this goes back to kind of the difference of the industries that I’ve been in, especially the last 20 years in the architecture, engineering, and construction world. Most marketers aren’t going to be analytical looking at the data. If you’re an architect, I worked for Ventress Architects in Denver about 20 years ago, you can count the number of clients on your hands and toes. And so you don’t need a lot of data. You need to know what’s important to them and you need to be able to resonate with the clients and tell the story and showcase the solutions to their problems that you have and so in our industry, the architecture, engineering, construction world, I’m going to call it AEC marketers tend to have those two skills, writing and visual. How do you draw somebody into a page or some content and then when they get there, make sure there’s something there. And so that’s what we look for, is somebody who’s got a combination of those skills.

Alysha Smith

Yeah, that makes sense. Modern eight. There was a period of time where we really specialized in the AEC industry. And they were, to be frank, like some of our favorite partners and clients to work with because we felt that we shared a similar point of view and wanting to create that emotion and really relying on the design and the aesthetics, but combined with the voice and the feelings that we wanted those clients to portray to their target audience.

Timothy Garrick

Yeah. And I think that you’re seeing the architecture side of things influencing the engineering.

Alysha Smith

Yeah.

Timothy Garrick

You think of a typical engineer and it’s not creative. Showy it’s not creative in the same way we think of creativity. And then construction is just but architecture has let out as these three elements have combined, where it used to be. You hire architect, you hire engineer, and you hire the builder. Now you hire them all at the same time. And so to win work, you’ve got to showcase the beauty of the architecture, the brilliance of the engineering, and the Pragmatism of the construction. How do you do that? All well, we’re still talking to humans, right. We’re still communicating with human beings. And showing all those things in a creative way has been key to the success of my career.

Alysha Smith

Yeah.

Peter Stevenson

So you start in garage doors. I do want to jump to when you made the leap into a real AEC firm.

Timothy Garrick

Yeah.

Peter Stevenson

When was that?

Timothy Garrick

So that was 2006. I moved to Denver. Our daughter suffered from asthma and we living in Arizona. Air quality was terrible, and we went on vacation to Denver and she had no problems at all. She was maybe three or four at the time. And so we moved to Denver and I got a job with Ventris architects at the time, actually Ventress Bradburn, which is interesting because I came there as they were rebranding. Bradburn had retired, and so I got to focus a little bit on the rebranding and just to Fentris architects. Fentris designs airport terminals, museums. They did the Denver airport that is probably the most iconic in the US. That they designed, but airports all over the world. And it was a really cool experience. Got to work very closely with Kurt Fentress, who’s probably as good or better businessman than he is an architect. And he’s a very good architect, but I learned a lot from him on the business side and marketing side in that.

Peter Stevenson

So I’d love to hear some of the things that you feel like helped you in this space because it is a different space in the marketing world than a demand gen or some of these other pay per click type of things that a lot of other marketers are doing. You mentioned earlier that it is like shaking hands and that emotional appeal. So I’d love to hear some of those things that you learned from him. But then before we get too far into it, I do want to kind of have you frame up what a marketer does in the AEC world because it is totally different.

Timothy Garrick

Yeah. So you need to know the primary marketing function in the AEC world is proposals, writing and developing proposals. If you have business developers the way Layton does, they’re out creating the relationships, working with the clients or prospective clients to understand what their needs are, what their challenges are, as they want to build a 20 million or 300 million dollar project, right? Right. What are they worried about? What keeps them up at night? So that’s not necessarily the marketer’s job to know that. So our job is really to be a continuation of that client experience. We call it the client journey at Layton. We call it the Layton experience. You meet a business developer at Layton, you’re going to have an experience and as they develop that relationship, you’re going to come to the office, you’re going to go on adventures or activities or events and various touch points with our business developer and the executives in our company. And then at some point the client will issue a request for proposal. And typically that’s where marketing gets most engaged and where we’re putting together that proposal. Now we want to be the continuation, if not kind of an uptick in that experience. So it’s got to be high quality, it’s got to resonate with the reader who then has to make a decision. Marketing is really about validating the decisions, positioning the company and the client to say I want to choose Layton because of this experience, I felt I trust them. Right. You don’t just pick anybody for 100 million dollar project. Right. Your career as a client could hangs in the balance, right. If it goes wrong. And so you’ve really got to trust the company that you’re going with. And the proposal is a way to say to help them justify that decision. So it’s got to have the content in there that speaks to them because oh, they understand what I’m worried about and they’ve got solutions and communicating that back so that when they go, the client says, I’m going to choose Layton and here’s why, here’s the document proof. They feel good about that and they feel confident about that.

Alysha Smith

So when it gets to you to write the proposal or to help write it, you really have a thorough understanding of those pain points. And you’ve already been thinking about the solutions to make them feel, to your point, validated in their selection of you.

Timothy Garrick

Ideally, right? That’s a simple explanation. Of course, we want to get further to the left in that experience with social media drops and all these little drips that reinforce that decision and make you feel good about and build that trust in Layton or whoever. We’re I’m curious.

Alysha Smith

When you say social media, what does that look like for, you know, any construction or anybody in that AEC industry? Is it different than what you see for a tech company or what’s your focus or your purpose?

Timothy Garrick

Yeah, I think it comes back to it’s thought leadership. If you’re an architect, it’s creativity. It’s how do you meld form and function and still give me a functional library? And that’s also a beautiful one. And so it’s showcasing the creativity for engineering. It’s thought leadership. What are you doing on the cutting edge of I worked for an environmental engineer between the architect and Layton. What are you doing in the wastewater treatment world? That’s solving my problems with landfills, filling up with biowaste. Right, well, we’ve got subject matter experts with PhDs. And so it’s sharing the thought leadership. And in construction, it’s kind of a combination of those things. It’s thought leadership on budget, on schedule, on supply chain issues, as well as just competency, just exploring and showcasing our vast portfolio that we can do stadiums, but we can also do multifamily housing. We call it using a weapon of mass communication as a sniper tool. Right. Because like I said, there are few clients. We can count them on our fingers and toes and we need to communicate with them with a broad brush.

Alysha Smith

Do you have a channel, a preferred channel that you feel like is appropriate for construction?

Timothy Garrick

Yeah, LinkedIn.

Alysha Smith

LinkedIn?

Timothy Garrick

Yeah, we’re on LinkedIn and whatever Twitter is these days. But LinkedIn is the one that we’re dealing with and we’re concerned with most.

Peter Stevenson

Yeah, we did a project at Modern Eight a couple of years back for Stanley Black and were they have a tech spinoff that is in that space. And part of the problem that they had was that in the construction world, so much of it is who you know, and they were trying to find ways to help employers find employees. And it really was like a text message chain is how people were finding these jobs at that point. And so the goal was to help bring it from text messaging into a formalized place that you found people on LinkedIn and all that stuff. And it’s been interesting over the last five or six years, the more I’ve seen construction, the AC industry move to LinkedIn from text messages or emails or whatever, have you seen that across the industry that LinkedIn is where the AC industry is landing?

Timothy Garrick

I think by just and I don’t even know how really deep it is. I think we find that a lot of our clients have no presence on LinkedIn, and there’s still a lot of skepticism about the value of social media in our industry. And certainly within our company, as the newer, younger generation comes up into leadership, they see that value. But again, it’s more of the subliminal. There’s Layton. Oh, there’s Layton. Okay. And you continue to see that I can trust this company to build my project. So it’s kind of still evolving media for it’s.

Peter Stevenson

Also, there’s not like a tried and true playbook in the AC industry, in social media and in some of these places. Right. Everybody’s testing a bunch of things and throwing stuff at the wall and hoping it fits. Right.

Timothy Garrick

And that’s what we’ve been trying to do. We’ve been trying to take from other industries and apply it to what we’re trying to do and see what sticks and see how effective is it. And we measure that. Again, not by we do measure by reach or clicks or whatever, the easiest thing. But really, when we hear a client say, yeah, I saw your post about studio work, we want those two guys that were on there, we want them on our job. And so it’s really about the one person. And that’s why I say we use it like a sniper tool to get to a very few select people. Yeah.

Alysha Smith

Are you seeing a lot of your peers or competitors using LinkedIn as a.

Timothy Garrick

Marketing you know, nobody’s, I think, standing out. We’re all kind of doing the same be I want to do more. We’ve hired our social media manager from the Phoenix Suns to, again, take something from another industry and apply it here. But we can’t push the envelope too far. Right. Because we still have to be professional. We still have got a mature brand to maintain and without getting losing the fact that we’re builders, we’re not trying to change the world, we’re trying to build it.

Peter Stevenson

One thing we said we’d talk about, but then we didn’t get to it, is you were talking about some early things you learned in Denver.

Timothy Garrick

Yeah.

Peter Stevenson

So tell me some things. I’m curious how you talked about the business and the know, combining those two things early on in your yeah, so.

Timothy Garrick

Early on, I was very much involved in just making a proposal or other collateral look good. Right. Museum. If we’re going after a museum in Boston, for example, we would want to make their proposal to look like a magazine, like a high end, very well curated magazine, because we know that the clients are getting dozens of these proposals and they all look the same. They’re terrible. And then when you go in and read them, they all say the same things. This is the A team. You’re going to get the A Team. And we understand in 2008 or so, the state of California was going to build five or six new state courthouses all throughout the state. And Kurt Fentress says, I want to win one of those, which is ridiculous. There’s plenty of architects in California, so I thought it was pretty bold to say, yeah, this architecture firm from Denver is going to go win a state courthouse and they like to keep the money in state. Right. And so we identified three of the five or six that we were going to pursue, and he sent me and another architect, an architect, to a week long symposium at Harvard, where the decision makers from the state of California were putting on a conference about what’s important in the new American courtroom and courthouse. What are the important design elements? And my job was there to listen. What are the hot button issues? What are they thinking about? These are the decision makers, what do they want to see in our proposal? And then also to network and get to know them. Sure. And the architects was there to do the same thing. And so then we came back and we worked on those three proposals and we hit those things hard. Right. We hit the message. It was all about messaging. And we shortlisted for all three of them and won one of the projects, which is again, ridiculous considering the big name brand architects that were also pursuing it. A little firm in Denver won one. And so I learned at that point how important the messaging was. You’re going to get a dozen of these, they’ve really got to stick out and they’ve got to speak to you just like any marketing piece. Right. And that changed my mindset to not just from making things pretty, slapping lipstick on a pig, to putting something in there that’s really important.

Peter Stevenson

And do you find that that’s stayed with you, that saying, okay, I need to spend the time to get the information I need ahead of time, is going to allow us to win these projects?

Timothy Garrick

Absolutely. The marketer needs to have a very good understanding of architecture, of engineering. How do you build a building? What are the logistics? What are the problems that you’re facing? Not only that, the cultural elements of the client. So, for example, we had a client that was very interested in having a diverse construction team, not just a bunch of old white guys, which has dominated the industry, right. We knew that, or we should have known that that was important to them. And we’ve submitted a team of old white guys. And we didn’t shortlist, we didn’t get the sooner we know these things and what’s important to them, marketing can be involved in the strategy and say, wait a minute, look at our team here. It’s not diverse. Or the client said that this is a big issue, it’s a small job site, for example, where are we going to stage our stuff? We’re not addressing that. Right. And so we need to be part of the strategy and then the message.

Peter Stevenson

In developing that message, are you finding that you are? I guess one of my big questions is, I know there’s been a real transition from price based awarding of contracts to value based in this industry. Have you seen a change in the way that people are going after these projects? The way that your proposals are being written, the way that people are teaming up with architects and engineers and construction companies together to then bid as a value based proposition?

Timothy Garrick

Absolutely.

Peter Stevenson

So what’s the big change for a company like Layton then in that value based proposition?

Timothy Garrick

Well, in the last 20 years, design, build where the owner would hire the architect and the builder in one contract and they’re paired together and they work together. The builder becomes part of the consultant rather than a contractor. We are now a consultant. So we consult on constructibility and budget right at the beginning, as they’re designing, we can kind of see the price go along, and then you can adjust rather than have a design. Oh, this is over bid on it’s over budget. Go back to the drawing boards, cut this cut, and then you end up with a building you hate and you’ve spent a fortune on. The builder becomes, like I said, a consultant throughout and can consult on the cost of materials, the cost of labor and the constructability. And that becomes really important in the messaging that we have throughout in any channel.

Peter Stevenson

What has been the things that you as a marketer are leaning on for latent construction to win value based projects now versus pricing before? Like are you leaning more into brand? Are you leaning more into thinking about the safety aspects, all that kind of stuff? How are you leaning into value based projects and winning those?

Timothy Garrick

When we’re at our best, we’re leaning into the very specific concerns of the individual client. And yes, those tend to be related to budget and schedule. But why? And so that’s what I train to marketers to ask is the five whys don’t settle with, well, they’ve got to be on budget. Well why? Well, because the Olympics are happening and they need the building. Why? And ultimately it comes down to often the individuals are making the decision they want to look good. And so if we make our clients look good and can show them how we’ve done that in the past, then we’re going to continue to work. And by the way, the best business development is done on the projects, right? Yeah. And so something like 80% of Layton’s clients are repeat clients.

Peter Stevenson

Sure.

Timothy Garrick

And so eventually maybe marketing is totally phased out. We have a sister company that has no marketing department at all. All their business development is done on the job.

Peter Stevenson

That’s actually a great segue into something I wanted to ask is where do you think the AEC industry and marketing is going in the next five mean everything is topsy turvy. So where is the marketing going in this industry?

Timothy Garrick

I have this debate regularly with my team, with my team leaders and my conclusion is that it’s not going anywhere. It’s always going to come down to relationship again. We’re talking about big money on the public side. If we’re talking about careers. When you’re using taxpayer money or ratepayer money to build a library or a new water treatment plant, if it goes bad, that’s bad for you politically and bad for your career. And so the client’s always going to choose the people they trust. Yeah. The tools might change. AI is going to change the way we share a message, perhaps, or the rate at which we can put things out. It’s just a tool to build those relationships of trust, which I don’t see changing. But let me answer your question a little bit differently. I worked in the Middle East for six years with a multinational engineering firm. And where engineering was a commodity, we had the Dubai Rapid Transit Authority literally would send all the engineers an RFP and say, sign the last page with your it. That’s it. Because it was all like you said, it wasn’t qualitative based on quality, it was based on low price. Right. And so you’ll see that pendulum swing from time to time, especially now as money becomes more expensive, as the interest rates continue to go up, our clients are going to say, well, can I go with this other contractor because they’re cheaper. And what happened? The pendulum will swing that way where they’ll go low cost, low cost, low cost, and then they’ll find that it didn’t get the quality at all and it’s going to swing back over to, you know what, it’s worth it to pay for a company like Layton?

Peter Stevenson

Half a percent. Really?

Timothy Garrick

Exactly.

Peter Stevenson

Yeah.

Timothy Garrick

And the dollars add up. Right, sure.

Peter Stevenson

Yeah.

Timothy Garrick

Sorry, I don’t know if that answers your question, but we see that pendulum swing as interest rates change in our industry.

Alysha Smith

Yeah, makes sense.

Peter Stevenson

You mentioned that you have a sister company that doesn’t have a marketing arm. So do you think that that’s not the future then?

Timothy Garrick

No, I kind of say that in jest. And I like to poke at marketing in this industry. I regularly have existential crises. Sure. Right. Because they say, well, what value are we bringing? Right. And it always comes back to that experience. I said, at some point, marketing is involved in this part of experience with the client. And ideally, we’re more and more involved in events, not just the proposal, but even after a project is done, what are we doing to promote the client’s project to make them look good? So, for example, we’re building a high rise in Phoenix and the client really wants to showcase this project. And so we’re collaborating to add that type of value in social media through video. We have in house video where we can showcase the client’s project. To them that adds value because they’re getting some attention to their project. And so we’re trying to drive demand for. Our services so that it’s not just, well, we don’t need marketing because the client’s just going to negotiate with us.

Peter Stevenson

Right.

Timothy Garrick

Well, there’s more to it than that.

Alysha Smith

We find that, too. There’s no way that an AI is going to understand the pain points or really understand what the client needs without the human interaction and then the ability to really speak to someone. And again, to your point, like, build those relationships. That’s not going to go away.

Timothy Garrick

No.

Alysha Smith

That can’t be replaced.

Timothy Garrick

No, exactly. Especially not when you’re dealing with big seven, eight, nine figures. Right, right.

Alysha Smith

Exactly.

Timothy Garrick

Right.

Alysha Smith

So just one of our last questions that we like to ask in terms of wrapping up is if you could offer some advice in your years of marketing prowess, what would that be?

Timothy Garrick

Or one piece of advice, stay curious. Even if you’re in a boring industry like the EC. And I say that in Jeff, too, because I think it’s really interesting. But there’s a lot of complacency, and we regularly get content from our competitors, and we see a lot of complacency, and we look at it and say not to copy it, but say, well, we can’t do that anymore. Yeah. So stay curious. Pull in the best ideas from other industries and apply it to this one so that it’s kind of innovative in this industry, even though somebody else has been doing it.

Alysha Smith

Hire someone from the Phoenix.

Timothy Garrick

Hire somebody from the NBA and from the NFL. We’ve done that. Bring in fresh ideas.

Alysha Smith

Unique.

Timothy Garrick

Yeah.

Peter Stevenson

Okay. And final question that we ask every week is give the people some places they should go eat or drink in this great state of ours.

Alysha Smith

Or in your neighborhood.

Timothy Garrick

Yeah. No, I was thinking about this. Tacos Lopez.

Peter Stevenson

If you get where is that?

Timothy Garrick

That’s in West Jordan, I think, on 70 eigth.

Peter Stevenson

Okay.

Timothy Garrick

Near Redwood. Okay. You go there, and if you get the Al Pastor, the vampiro, you’re sitting.

Peter Stevenson

Pretty or in a taco, like corn or flour.

Timothy Garrick

What’s the corn flour? You need to know a little bit of Spanish to order there.

Alysha Smith

Pineapple.

Timothy Garrick

It comes with pineapple.

Peter Stevenson

Is it on a spit?

Timothy Garrick

It’s on a spit. They’ve got on a spit, yeah. And then schwarma at International Market on 72nd and State Street. Okay. It’s a grocery store that caters to Middle Easterners. They’re run by Iraqi and Syrian or Jordanian and really authentic Middle Eastern food there.

Peter Stevenson

It’s that green sign, right?

Timothy Garrick

It’s that green sign. Yeah. It’s in Arabic and English, but they’ve got a little cafe or the shwarma. The schwarma. Get the chicken schwarma with everything on it. Don’t ask questions.

Alysha Smith

Don’t try I wouldn’t know how to substitutions.

Timothy Garrick

Yeah, don’t no substitutions. Just whatever, everything they have. If she says, do you want? Yes, I want it. It’s really good, good stuff. And they’ve got very authentic Middle Eastern sweets there, too. Desserts. If you walk into that store, you’ll feel like you’re walking right into a grocery store in abu Dhabi or school. Yeah, it’s cool.

Peter Stevenson

That’s amazing. Just up the street I’ve gone to I’ve eaten at the Chinese supermarket on like 35th and state, but I need to go to way more of these foreign markets hidden gems. They’re amazing. Yeah, for sure. I am dying to go there now. I’m salivating.

Timothy Garrick

Yeah, you should go.

Peter Stevenson

Yeah, I’m going to go today.

Timothy Garrick

All right.

Peter Stevenson

Hey, thank you so much, Tim, and appreciate it. And we’ll see you all here in two weeks.

Timothy Garrick

Thanks.

Peter Stevenson

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