If you’re thinking about outsourcing, you might wonder what part of your Amazon FBA business you should outsource first. Well, the easiest FBA job to outsource is the prepping, packing, and shipping of your inventory. Using a dedicated FBA prep, pack, and ship warehouse can be a game-changer and can free up so much more of your time for sourcing more profitable inventory.
In today’s podcast we’ll talk to Amanda Sheppard (of Brown Box Ninja Prep Center) about what FBA sellers need to know when outsourcing to a prep, pack, and ship warehouse. We’ll discuss best practices and what you need to look for in an Amazon FBA prep center.
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If you’re looking for a step-by-step process on how to finally turn part-time hours into a full-time income with Amazon, then check out our course, Next Level Amazon: Make a Full-Time Income With Only Part-Time Hours via Amazon FBA.
You see, sucessfully running an Amazon FBA business doesn’t just happen on accident. In fact, there are are six proven steps (one of them being outsourcing) to finally making a full-time income with only part-time hours via Amazon FBA. If you’re tired of not seeing the growth you expect in your Amazon business, then I highly recommend our book/video course, Next Level Amazon.
In Next Level Amazon, I outline everything you need to know in order to work less, but make more take-home pay. It’s a strategy that has helped so many people go from working 60-hour weeks just to make ends meet… to truly only working 20 or so hours each week, while still bringing home a full-time paycheck. Find out more here.
Announcer: Welcome to The Full-Time FBA Show.
Announcer: In each episode, it’s our goal to help you turn part-time hours into a full-time income, selling almost anything on Amazon.
Announcer: And now, your hosts of the show, Stephen and Rebecca Smotherman.
Rebecca: Hello, everyone, and welcome to this episode of The Full-Time FBA Show. We’re on episode 11, and we are carrying forward with the conversation that we started on the last episode about outsourcing.
Rebecca: If you didn’t listen to that one, you’re going to be sure to want to go back and listen to episode 10. we started off the conversation in that episode talking about why outsourcing is important, how it has helped our business, some of the ways that you can overcome any fears or hesitancy that you might have about outsourcing, and we give you some ideas of places to get started. And so, we really encourage you to go back and listen to that one.
Rebecca: But in this episode, we continue the conversation through an interview with Amanda Sheppard, who runs a prep, pack and ship warehouse, a service that she offers to FBA sellers. And it’s a really great conversation between her and Stephen, so we’re really excited to bring that interview to you.
Stephen: Yeah, so when looking back at our Amazon business, we started back in 2011 … Well, I started, as before you joined, and I was prepping and packing and shipping everything myself.
Stephen: And in 2015 I finally decided to take the jump to outsource to a local prep, pack and ship center. And man, that was awesome. It was so, so good having someone else take care of that.
Stephen: But sometime around last year they closed down and I had to find a new prep pack and ship company. And it was rough because, man, all this inventory was back in our house again, and I had to prep it and ship it myself. And man, I was so spoiled, having someone else take care of it for me.
Rebecca: It was not pretty. It was not pretty there for a while when we were having to do that again ourselves. It was really difficult.
Stephen: Yeah, not just the stuff being in our house, but even the mental energy of having that stuff and knowing that I had to get it done. And the faster I got it done, I got it out of the house, the faster it could sell.
Stephen: And yeah, I just … I looked like crazy for some new prep centers to hire. We actually hired two different prep centers. We have different reasons why we use each one, and that’s something that you might decide to do too.
Stephen: And so to give you an idea of what it’s like to outsource to a prep center and what their thought process is like and what they think you should know when it comes to outsourcing to a prep center, I talked to Amanda Sheppard from Brown Box Ninja, a prep center warehouse that really helps Amazon sellers. They help eBay sellers, they help a lot of other people too, but their specialty is Amazon sellers.
Stephen: And I’m literally looking forward to bringing this interview to you. So let’s not ramble anymore. Let’s get right to the interview with Amanda Sheppard from Brown Box Ninja.
Stephen: All right. Today we have on the phone, Amanda Sheppard from Brown Box Ninja. If you’ve not heard about Brown Box Ninja, it is a prep, pack and ship service that will help take your inventory, get it ready to send to Amazon, and send it there for you. It’s an awesome service that really saves a lot of time.
Stephen: And while we’re talking about outsourcing today, one of the easiest things you can outsource is your prep, pack and ship. You can have someone come into your house and do it for you, or you can hire a service like Amanda’s at Brown Box Ninja.
Stephen: Amanda, thanks for being here today. How are you doing?
Amanda: I’m doing well. Thank you for having me on. I’m really excited.
Stephen: Yeah, I’m really excited you’re here because I have talked with you in person about your prep center and what you do, and I just think it’s a fascinating thing and it can really help a lot of people.
Stephen: But for most people who do prep centers, and I know there’s over 50 of them in the United States, there’s a lot of prep centers. But most people who run prep centers were once selling on Amazon themselves, you know? Is that true of you as well?
Amanda: It is true. Yes, sir. I was selling on Amazon for about two years. My husband, who was my boyfriend at the time, is the one that introduced me to it, and we were selling on eBay and on Amazon. And that’s where I just gained my knowledge on how to run FBA and how you do your shipments and do your prepping. And I did that for about two years.
Amanda: And then we sold our business. And he started working for companies who were selling on Amazon and selling on eBay, and he was doing consulting to try to help them scale their business. And then right around that time, I started Brown Box Ninja. It just happened.
Stephen: Yeah, I love how things just kind of fall into place for some people. And I love hearing the origin stories of things like that.
Stephen: So what led you to open up a prep center? I mean, that’s a pretty big deal. You’ve got a big warehouse and everything, but what led you to open up a prep center to help people sell on Amazon?
Amanda: I was sitting at home, and I was just working on the computer. I was a stay-at-home mom at that time, and I needed something to do. And I was kind of helping with the consulting with the companies with their Amazon and their eBay accounts, and I was doing customer service for them.
Amanda: And one of my friends asked me, they said, “Hey, I want to send something to Amazon FBA and I have no clue what to do with it. Can you help me?” And I was like, “Sure, no problem. Come on over.” So I helped them do their first FBA shipment, and he gave me a couple bucks for it.
Amanda: And then a light bulb just went off. I was like, “There has to be service for this. There has to be something out there.” And I think I did like a little bit of Googling, and I was like, “You know, I really understand Amazon. I know the prepping part of it. I know all the backend.” And I was like, “Why not?” I created a website for the first time in my life. It was a horrible website, but I got it up and it worked. And I got my first customer and then I got my second customer and my third customer, and I was like, “Wow, this is really happening.”
Amanda: I started in my garage. I was at my house. I was doing packing. And I had boxes and I was getting pallet shipments in my garage. And I was just like, “This is a … My garage is apparently too small for this.”
Amanda: And I got my first warehouse, grew out of that after three months, and then that’s when we moved to the Hubbard location. And now we have a second location in Temple. And it seriously just … It seemed like it happened overnight, to be honest with you.
Stephen: So I can totally relate with the website looking horrible at the beginning. Fulltimefba.com looked really bad at the beginning. But you know what? Your site looks awesome now. How did you come up with the name Brown Box Ninja?
Amanda: My husband had it in his back pocket, to be honest with you. He just had it there, and he’s like, “We’re going to use this for something one day.”
Amanda: We weren’t really using that LLC. It was honestly just sitting there. And then when Brown Box Ninja really started to … Before I really went full blown with that, I was like, “Well, we got to have a name for it, you know?”
Amanda: And he was like, “Well, this is perfect. You ship in a brown box and you go really fast.” So it just … I was like, “That is perfect.” And then it just stuck, and so we call it BBN for short. But yeah, that’s what it was. It was just he had it and it was meant to be, I guess.
Stephen: Yeah, absolutely. I love that, the shipping in the brown box, the ninjas that work really fast.
Stephen: And also kind of behind the scenes, we’re talking about outsourcing in this episode. And one of the things that I love about having a prep center take care of prepping and shipping to Amazon for me is that from my perspective, you’re working behind the scenes, and you’re working efficiently, and you’re working fast, and you’re taking care of things. Which helps free up my time to be able to do other things, whether it’s other work-related things or if I’m just wanting to take a break from work altogether.
Stephen: And so, I think that’s the perfect name, Brown Box Ninja. Because yeah, y’all are ninjas and y’all are awesome.
Stephen: And of course also, if you ever see anybody talking about ninja tips or ninja secrets, since things like that they always use the word ninja to mean like really cool and effective. And so … And that’s y’all-
Stephen: Y’all are really cool and effective.
Stephen: So I know not all prep centers offer the same services. But what are some of the main services that Brown Box Ninja offers when it comes to being able to take an inventory, prep it and send it to Amazon?
Amanda: Well, we obviously do the FBA part, which is all of that fun stuff. We also handle merchant. So if you can’t sell something on FBA, on Amazon, or if you sell on eBay or any other marketplace out there we can do your merchant fulfillment as well.
Amanda: This kind of comes in handy. We do run into scenarios every once in a while where a customer has every intention to send something to Amazon, but for whatever reason, by the time a customer ordered the product and by the time it arrived at us, it became hazmat or it got restricted, something happens to that product. And so now the customer has 300 of this unit and they don’t know what to do with it.
Amanda: Well, that service comes into handy because instead of them sending it back to the manufacturer or them keeping it in their garage, we offer, “Well, hey, does it sell on eBay? Can you use another outlet to get rid of this merchandise?” And so it stays at the warehouse with us, and then we convert it over to merchant, and then it goes out the door that way. So that’s kind of beneficial when things don’t go as planned.
Amanda: We also offer storage and for multiple reasons. Customers use storage for a whole bunch of different scenarios. Maybe they have a product that’s not selling on Amazon very well and now they’re getting hit with long-term storage fees. So our storage fees are cheaper than Amazon. So you can do a removal order, send it to us, and we’ll store it at our warehouse for you.
Amanda: Or you’re buying upfront from a wholesale manufacturer and you don’t want to send everything to Amazon right off the bat. You can keep that item here with us. And then when your product starts to get low, you can submit an FBA shipment, and then we will take your storage and turn it into FBA for you.
Stephen: That’s something that I found really helpful for me, because I’ve purchased from manufacturers and had some pallets sent to you. And sometimes they’ll send me 200 of an item and I’m like, “I’m not ready to send in 200 right now.” I’ll send in 50 now and pay a lot less storage fees by letting you store it and then later on send it in. So that’s really helped me out a lot.
Amanda: Absolutely. It’s beneficial all the way around. It saves you money in the long run, and that’s what’s important.
Amanda: We also handle returns. If you’re getting a lot of returns from Amazon, you can do a removal order and send them to us. And it’s pretty much just like any other process. We receive them, inspect them. We let you know if they can be resold as new or not or if they’re damaged and need to go in the trash. We can do that.
Amanda: And then also we do like odd-and-end projects. I get some weird requests sometimes. And so, pretty much, I mean, if it involves shipping or if it involves assembling or anything of that nature, we pretty much can do it. As long as it involves shipping. We do just relabeling. Like I said, we do assembling. We just do inspection.
Amanda: Some customers, they’ll order from China and they’ll send directly to Amazon, and they don’t have any third-party person do an initial inspection. And then they start getting a whole bunch of customer complaints.
Amanda: You know, “This item’s broken,” “It’s not coming with this item.” So what the customers do, they’ll do a removal order, they’ll send them to us. And we’ll go through and add the extra item that was missing or check to see what the damages were that the customers were complaining about, re-box them if we need to, and then send them back to Amazon.
Stephen: Yeah. And of course on your website, brownboxninja.com, you have all the services that you offer listed out there. And again, you’re open to hearing ideas and questions about other things that you can do. And that’s cool that y’all are flexible with those other type of requests.
Stephen: So when you said that you take care of FBA stuff, that includes polybagging and suffocation warning labels and all that kind of stuff, right?
Amanda: That and so much more, yes.
Amanda: We do the basic inspection. So we look over and make sure that there’s no cosmetic damages on the item.
Amanda: And then we make sure that it’s the item that you’re supposed to be getting. We compare that against what you told us we were supposed to get.
Amanda: And then once it’s ready for that to go out the door for Amazon, we bubble-wrap the items that need to be bubble-wrapped, you know, glass items and things of that nature.
Amanda: We use poly bags, stretch wrap. And then from time to time, depending on the actual product, we actually have to put it in retail boxes.
Amanda: And then, and actually, what we do is when we get a product … Because a lot of the times customers don’t … They’ve never seen the product that they’ve ordered before. They don’t know how it’s going to arrive. They don’t know what it looks like. And they might have the impression like, “Oh, they can just put this in a poly bag.” Well, with us being your prep center, we’re pretty much like your eyes.
Amanda: I mean, you’re relying on us to tell you what it is that you got. So if an item comes across our table, if polybagging is not going to cut it, if bubble-wrapping is not going to cut it, we will reach out to you and let you know like, “Hey, this product is very fragile. It’s packaged this way. And in order for it to arrive safely to Amazon and then arrive safely to the customer who’s purchasing the product, we think it would be better if we put it in a retail box.” And then we leave that up to the customer to decide what they want to do. We’ll provide pictures, if necessary. Beeause ultimately it’s that customer’s account. We’ll do pretty much what they need to do. But we’ll always bring up recommendations if we think what our basic process should be, if it doesn’t [inaudible 00:13:43] guidelines.
Amanda: So we really look at that with our customers. We’re your eyes. So we’re going to do what’s best for you and what’s best for your product.
Stephen: Right. And I’ve experienced that with y’all as well. Because I would get some messages saying, “We got this in. There’s this number of items that are new. And there’s other ones, I know you ordered them as new, but they came in and we’d probably sell them as ‘like new.’ And this one, we would probably sell as a ‘very good condition.'”
Stephen: And y’all have been spot-on, really well, doing a good job of letting me know when I do get some damaged inventory and hey, if it’s still profitable to sell it as ‘like new,’ I like to do that sometimes rather than having to deal with returning it to the store I bought it from or the manufacturer that I purchased via wholesale. And so, y’all do a really good job with that.
Amanda: Thank you.
Stephen: So besides that, so what do you think are like the best benefits of using a prep center to outsource all the prep, pack and ship and type of stuff. What do you think are the top benefits for people using y’all?
Amanda: Well, as far as business-wise goes, I believe that you’re able to focus more on other aspects of the business.
Amanda: If a customer’s done prepping themselves, they understand what it’s like to have tape guns everywhere. And when you run out of poly bags and having to make sure that you reorder on that and you reorder on bubble wrap.
Amanda: And the prepping part can be very time-consuming. And when you’re spending more of your time doing that part of the business, the other aspects of the business come secondhand, maybe. And being as far as like sourcing product and checking on your Amazon account, doing your profit margins, finding out what your stock is on Amazon, do you need to send any more? And do you need to order any? Because we understand if you’re running low on Amazon and when that quantity hit zero, your listing pretty much has to start all over again.
Amanda: So you have to be on top and make sure that once your inventory is running low that you need to send another round of product in.
Amanda: And when you’re trying to do the whole business by yourself, something always is going to take the beyond the back burner.
Amanda: And so why not source it out to a prep center that that’s all they do, is just do the prepping? Because no one is going to look at your profit margins the way that you would or … Know they have virtual assistants and things like that out there. But I would say get rid of the one that takes the most time-consuming part from you first. And I think that would be the prepping part.
Stephen: Yeah, I agree. And you know, before I found y’all to take care of my prep … Because we send stuff, our online arbitrage stuff, to y’all. We’ll drop off our retail arbitrage stuff with y’all and … But there was a time when a prep center that I used that was close by to me shut down. And so for the span of two months, we went back to prepping and shipping our inventory again, just my wife and I. And we were like, “Oh my gosh, I can’t. I just don’t want to do this. It is like the worst use of my time.”
Stephen: And there might be some people who think, “Man, I can’t afford to outsource to a prep center.” And our thinking now is we can’t afford not to. I mean, not only does it save the time, saves us money because we’re able to use our time better spent doing other things that are more profitable, but it helps our sanity levels by not having all this inventory and all these supplies all over the house, everywhere and not going to Amazon.
Stephen: But you know what? I think actually using a prep center helps me get stuff out of the house even faster. I’ll do retail arbitrage and then I might take a week or so before I finally to get around to sending it in because I’m so busy with life. But if I’m able to drop it off somewhere or send my online arbitrage stuff somewhere else, it just frees up my life so much easier.
Amanda: Absolutely, yeah, yeah. On a personal level, that comes with the business. But on a personal level too, like, I mean, you could be at the Bahamas, you know?
Stephen: Mm-hmm (affirmative).
Amanda: On the beach. And all you have to do is just order online, “Hey, I want this product to go to Brown Box Ninja,” and you don’t have to worry about anything. You don’t have to be at home waiting for your packages to get delivered or wait for UPS to come and pick them up. You already know that that part of it is taken care of.
Stephen: Right, right. So I just said a minute ago about how some people will think, “I can’t afford to outsource to a prep.” That’s one thing that stops them. And of course we say, “You can’t afford not to.”
Stephen: But some other people have other things that might stop them or cause them to be worried about outsourcing to a prep center. And one person, they might think, “I’m worried about outsourcing my prep to a prep center, because they’re going to see what inventory that I sell and they’re going to go out there and find it and sell it too.” What do you say to people who are worried about stuff like that?
Amanda: At Brown Box Ninja, it’s all about integrity. That I think that’s a valid concern. I mean, I would, if anybody … I mean, you’re pretty much exposing your Amazon business to someone else.
Amanda: And I would all go back to integrity. You have to develop a relationship with your prep center. You have to get to know them.
Amanda: I would do a trial run with the prep center. Send 50 items. See how their process goes. See how they interact with you. You have to be comfortable with the person that you’re choosing to do this because I would think that that’s a legitimate concern.
Amanda: But at Brown box Ninja, that is not an issue here. I stress integrity each and every day. I’m interviewing new Ninjas today, and that’s one of the first questions I ask, is “What does integrity mean to you?” Because that’s a lot here. We really value that. That’s 100% zero tolerance. You have to have integrity to work here.
Stephen: Right. And I can sense that just with the transparency that y’all have when it comes to communication. I really appreciate the communications that I get and the updates that I get via email and, every once in a while, a phone call to get some clarification on things.
Stephen: But yeah, the integrity, I can totally sense that and have experienced it as well.
Stephen: Another concern people might have is that, “Because this is my Amazon account, if they send the wrong items to the wrong fulfillment center, or they forget to put a suffocation warning label on, or there’s so many things that Amazon’s rules when it comes to prepping and sending to Amazon, what if they don’t follow these rules very well and my account gets dinged because of a mistake that they made?” What do you have to say to people who are worried about that?
Amanda: Again, that’s another legitimate concern. I mean, depending on how you want to scale your Amazon, sometimes that’s your baby. You built it. That’s what you’re making your life to be. That’s what your career is.
Amanda: That’s the same way I was when I started Brown Box Ninja. When I hired my first employee and like, “Oh my gosh, they’re not going to do the way that I want it to be done. How am I going to know that they’re going to do it right?”
Amanda: And I go back to doing that trial run. Do the trial run. Do 50, 100 items, something small. Learn their process. Be open to communication. Communicate with them. Communication goes both ways.
Amanda: We strive to have a 100% accuracy here. Have we made mistakes? Unfortunately we have, but we have not had a mistake that has caused someone’s Amazon account to be shut down.
Amanda: And that’s one of the benefits of me being a previous seller, as I know what mistakes, what can happen and how that can impact an Amazon account.
Amanda: And so when my Ninjas are trained, they are trained to know that these are the no-nos. We don’t do these things. And then I explain to them why.
Amanda: And we understand that this is your business and that what we do on our job, how it can negatively impact someone else’s Amazon account.
Amanda: And so we strive for a 100% accuracy. Have we put the wrong label on the one wrong product? Unfortunately, yes, we have. Luckily it’s just been onesies and twosies. Not very much at all.
Amanda: What we do is, if we’re able to catch that error ahead of time, we contact the customer and let them know, “Hey, there might’ve been a potential labeling error, please do a removal order, send it back to us. We’ll take care of it at no charge with you.”
Amanda: But other than that, in the three years that I’ve been in business, I can honestly say maybe a small handful have we made a mistake. Because we are human, we do make mistakes. We are processing hundreds and thousands of items at a time.
Amanda: Our process here is that after we finish each customer, everybody has to go take a five-minute walk around the building and do jumping jacks. They have to do something to clear their mind from that order and start on the next customer’s order. Because each customer’s order is completely different than the other one.
Amanda: It’s not just putting it in a bag and labeling. There’s so much mental focus that has to go into that. And so, they are to clear their minds after every order and just give their undivided, 100% attention on that one particular customer that they’re working on.
Stephen: Yeah, I love hearing that. I love hearing about how the the whole clearing of the mind and getting a mind break and being able to refocus on the next customer. I think it’s huge.
Stephen: And I really appreciate … I mean, you just talked about integrity being big and you’re here saying, “Yes, we’ve made mistakes before.” And so, I appreciate that. You could have just said, “Oh, we’ve been … We’ve done perfectly.” But everybody knows people make mistakes-
Stephen: And here’s the deal. Amazon knows that people make mistakes. And so, if your prep center makes a mistake, Amazon understands that. It’s those who have consistent mistakes are the ones-
Stephen: That are really going to get their account hurt, yeah.
Amanda: Absolutely. Yes.
Stephen: So when you get an inventory load, you get some online arbitrage boxes dropped off or you get a pallet dropped off or whatever, what is the turnaround like? How long does it take usually from when it’s delivered to when it’s on its way to Amazon?
Amanda: We have a two-step process here. We have the check-in process, and then we have the where it actually gets processed and goes out the door for Amazon.
Amanda: The check-in process is 24 hours or next business day. So all of the inventory that gets delivered today is going to be checked in by tomorrow, end of business day.
Amanda: And then we can’t start working the Amazon FBA orders until the customer submits the plans to us and lets us know that they’re ready to go out. So the timeframe for that is also 24 hours or next business day.
Amanda: But it also depends on what time the email is sent. Like, for example, if someone emails at 6:00 PM, we technically don’t get it until the next business day when someone will receive it. And then so the 24 hours starts from the day that we reply back to you and let you know that your order is going to go out the door. But our turnaround timeframe is typically next business day.
Stephen: Right. And that’s really good, just seeing the speed that y’all take. It’s like once things are in your hands and it’s your turn to do something, y’all go really fast. And I appreciate that.
Stephen: There’s a lot of other prep centers in the United States. I would guess 40 or 50 that try to get themselves out there and advertise and things like that. There might be even more on a smaller scale. And so when people are looking for a prep center, it’s important to understand their turnaround and what their rules are and their processes and stuff like that.
Stephen: I’ve asked Amanda to help give us a glimpse into what it’s like at Brown Box Ninja and I totally recommend them. You can find out more about them at brownboxninja.com, and they’re really, really awesome.
Stephen: Well, Amanda, thank you so much for hanging out with me today and answering these questions.
Stephen: Again, everyone who’s listening, brownboxninja.com. There’s a lot of information there. I use multiple prep centers and Brown Box Ninja’s in Texas, but there’s ones all over the United States that you can look into.
Stephen: I appreciate you, Amanda, helping us get a glimpse into what it’s like there in Brown Box Ninja.
Amanda: Absolutely. Thank you for having me on. I appreciate it.
Rebecca: Well, thank you for listening to this episode of The Full-Time FBA Show. If you would like to see links or any notes from this episode, to any of the things that Stephen and Amanda were talking about, be sure to visit the show notes on our website. You can find that at fulltimefba.com/11. That’s the number 11. And there you’ll find everything that you need to know from this show.
Stephen: And if you found this episode to be helpful, totally leave us a review. If you go to fulltimefba.com/leaveareview, that’ll help us out in a lot of different ways, let us reach more people and help more people. And it puts a smile on our face. And guess what? We read every single review and even post some on social media, because hey, that’s fun to do too.
Stephen: In our next episode we are going to be talking to Dan Meadors of The Wholesale Formula. And this is the guy that first got me started with selling wholesale items on Amazon. And I asked him to come help us help you walk you through what you need to do to get started with selling wholesale items on Amazon.
Stephen: There’s a lot of questions people have. There’s a lot of problems people have when they first get started. We’re going to tackle those big problems, how to overcome them and how to succeed with starting to sell wholesale items on Amazon. I’m really excited about that interview and can’t wait to bring it to you very soon.
Stephen: So be sure that you’re subscribed to the podcast and that you don’t miss out on any of our episodes, because they are all here to help you turn part-time hours into a full-time income. And I have got to tell you, getting wholesale accounts is probably one of the best ways to turn part-time hours into a full-time income. So we’re going to talk about that next week.
Stephen: That’s it for today. Thanks again for joining us. We’ll see you on the next episode of The Full-Time FBA Show.
Rebecca: See you. I mean, we won’t really see you because it’s a podcast. But hope you hear us next time here.
Stephen: Hear you? No, that doesn’t work either.
Rebecca: Okay. Anyway. Bye.
Stephen: We’re done. See you next time.
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