Value-First Commerce - Jan 21, 2026

[00:03] **Introduction** Bill Barlas: Good afternoon, LinkedIn friends, Value First Nation. Uh, we are back with our first episode of 2026, Value First Revenue with Mr. Zach Huston. How we doing, man?

[00:19] **Customer Agent and Assistants** Zach Huston: We are, we are doing really well. We're busy. We are excited for new year. We had a good last year. Things are, you know, looking bright. Uh, and we have lots of tools to play with here. I've been having a lot of fun with the uh, the customer agent and uh, just agents in general, assistants, trying to learn as much as I can, as fast as I can, updates are flying out. and uh, I've noticed uh, you know, an increase in interest too, just just from clients and prospective clients in um, you know, AI, um, you know, agent and assistant kind of focus, you know, data enrichment, that, you know, all the things kind of related to to Breeze that Breeze has to offer. Um, you know, people are people are raising hands and and asking more about that. So it's uh, it's exciting times. Zach Huston: And I get to hang out with you and I haven't seen you in forever and I feel like uh, I I was like this uh, like kind of like fat, depressed, Grizzly bear that crawled into a cave for a couple weeks over the holidays and and just like just crawled out of my cave and and uh, and Well, it's like you got some rest. Zach Huston: Yeah, well uh we're going to need it.

[01:58] **Breeze Intelligence Layer and Agents** Bill Barlas: Honestly, like we're about to this whole, I mean, this like you said, people are starting to ask right questions, um, and about data and unifying data and being able to leverage these tools like asking questions about Breeze. and that said, I I do I'm going to start adding this friendly PSA um, every time uh uh I'm talking about Breeze and HubAI like in the in the content um, because I think there's a a simple way to get your mind right without like getting bogged down into details and just overwhelming right away. So if we can and and we can maybe we can wordsmith this, you can help me, but the way that I like to present it is, you know, Breeze, right? Just that word, right? That's what it's this intelligence layer of Hubspot, right? It used to be very specific tools here, Breeze here, Breeze here, right? Now it's all like one layer, intelligence Hubspot. So connected to everything, right? Bill Barlas: Breeze credits is the thing that allows you to use some of the tools that like one of which we're going to touch on today, customer agent. Right? Bill Barlas: Um, uh still a lot of Breeze related tools that do not cost uh credits yet. Um, then we have Breeze enrichment, right? Related to data, right? Specifically and while like data agent is a thing, right? It it's it's handling data enrichment, um, but different, right? Bill Barlas: Agents in general are like imagine the rep on your team, right? Like it you want to put in it in a position to go and and do its thing, right? And get stuff done and get results, right? And it can do that. Uh it can do it even if you you don't give it the best of instructions, but like largely you put it in a position to be successful and then it will get like good results, right? Bill Barlas: Versus assistance will not move without your direction. Right. Right? Like can do some stuff on your behalf, like inside of Breeze assistant and customer assistance. Bill Barlas: But even when it suggests, which it does It's not going to take an action. Bill Barlas: that it can go away and go do those 10 records for you. Zach Huston: It's not going to do anything. Bill Barlas: If it doesn't do it inside of that chat, it it's not happening.

[05:18] **Data and Assistants Helping Review Larger Sets of Data** Zach Huston: Yeah, like think of it, it's like uh, you know, I have all this data and structured, unstructured data. I just I I have questions about it. Help me look for trends, help me look for anomalies, help me summarize things, help me prep for things. Um, you know, take large larger sets of of information and and basically just, you know, whittle it down for me so I can focus on what's important. You know, um and in the assistance, you know, yeah, go do a bunch of stuff in the background for me while I'm doing these other things and then some of it you're going to just go and do stuff and other things you're going to, you know, prepare for me to review a little bit more. Bill Barlas: Right. The agents you mean, right? Yeah. Bill Barlas: Yeah. So and then within the agents, like again, think about like custom objects and like in CRM versus native objects. So when you use and leverage company's contact deals, the native objects, there's a lot of superpowers like built into that as opposed to when you use a custom object, like not so much because it's built for the way you want it to work. Right.

[06:38] **Prospecting Agent: Helping Create Value and Asking the Right Questions** Bill Barlas: So as we talk about customer agent and prospecting agent and these these out of the box like really if you're already paying credits for it, agents, uh, they're built like to suit use cases, right? And that's what we're going to dig into today and that's like hopefully that's a helpful kind of to to think about, you know, when we talk about AI in Hubspot, there are these these different layers uh that at least we're at a point where more people are starting to ask about it. Zach Huston: Yeah, and the and the types of like questions that we're seeing and um the the types of projects that people are starting to talk, I think more about are are starting with the right questions. It's it's the data problems, it's the data inconsistencies, the data governance, you know, duplicates, uh merge rules, all these things that kind of bog down the system, uh, you know, making sure that you're getting good data in, keeping it clean and having methods to protect it. That, you know, I I I'm seeing people pay more attention to that and I'm thinking that we're going to see more and more of that because until you do that, all these cool capabilities are are, you know, more just toys a little bit, you know, learning tools versus things that are going to actually go out there and and add value, save time, um, and uh, you know, help help increase revenue, right? So it's like how do you uh, save time on administrative tasks and let people do more strategic things that are tied to revenue. Uh, how do you improve the the customer experience and get get uh context, you know, get people uh the information that they need. Zach Huston: Um, fast and accurately and uh, you know, get them that one step closer to solving the problem, getting the quote, whatever that is. Um, and and how do you do all this as well without having to necessarily increase head count. Right. Zach Huston: So that's the other thing. So there's there's really, I mean, I think uh there's there's just so a lot of value it would be kind of interesting to to really put together a case study and track that that ROI. Zach Huston: You know, um it's still a little fresh for for most folks, but I you know, I think you're going to start seeing some uh some some really interesting studies and Hubspot already has a lot of data out there in terms of resolution rate, for example, for the customer agent, right? It's pretty uh substantial. So um, I think the the the proof is there, it's just now, you know, getting the the process in place and getting all the knowledge in place and getting all the guard rails in place and testing it and you know, starting to to to get some feedback on that and iterating.

[09:45] **Time-Saving and Resolution Rates** Bill Barlas: Yeah. And I I I love that you highlighted like administrative tasks versus high value like activities, right? Because what we don't want and this is the the concern that I've seen play out, right? You focus on all the time savings, even stuff like resolution rates. Bill Barlas: It's like, okay, that's getting better. Uh, so are we really are we trying to resolve more tickets or do we want to prevent, you know, some tickets and like put our humans in a position because they have all the uh, they have the experience, they're touching the customer, right? Like they can provide ideas for doing creating more value, right? While these other tasks are different are are happening and that's as uh, I'm going to hammer this idea at least in Q1, probably through the whole year, like the the difference between AI native and using AI AI as a tool, right? If you just ask, if you just open up the assistant every day and help me write this email and maybe I can get more emails out today because I have this tool. Like that's not. Zach Huston: I get more so so emails out. Bill Barlas: Right? Instead of like, hey, let me, oh, this is our process every time. Let me put these dots together. Let's put an agent together. Now I don't have to worry about those emails. Maybe I'm reviewing them, right? Right. But in the meantime, uh, guess what happens real quick, you start doing more of that because there's lots of stuff that we've had to do for years that we know. Like maybe we don't really want to do that and there's all this other stuff we've been wanting to do. Let's go do that other stuff. Zach Huston: We tend to want to focus on the things that are are typically higher value anyways. Like most people don't want to log in every day and just be like, I got a whole shitload of admin work to do today, you know. Zach Huston: I mean, there are some people who are just like, yeah, leave me alone. Like I'm very happy just doing data entry. You know, sorry, you probably won't be doing a lot of that for very long. Um, but you know, yeah, like I when I think about, yeah, over my over my career, the just, you know, you always procrastinate on the administrative stuff. You tend to skip over it if you can. Um, you try to avoid it because you're like, I can't, you know, leadership is saying that I need to do these things and all this other stuff gets in the way of doing that. And I can't tell you how many jobs, right? That we've all worked at where that's the case, it seems to be more the norm, right? Um But uh yeah you know, then when you say, oh I get like two or three hours of focus time the to really like just like go deep into this problem and wow, that was great. That was like I feel accomplished. I I did, you know, I did it. I I have I I I got through it and now, you know, and I didn't have 6,000 other things that I had to do to, you know. So, Yeah. Um hopefully. Bill Barlas: Yeah the first the first belief of Value First is like get out of the way of the value. Right? Like we put so much in the way through these well-meant, you know, often systems and processes and control, right? And and now it's just we're we're in a different world and um we don't want you to miss out. Uh, and this does relate, you might be asking, and I'll I'll let you answer this, Zach, just to really like found at home, like why are we talking about the customer agent on the Value First Revenue show? I thought that was just for like help desk tickets.

[13:10] **Net New Customers and Value First Nation** Zach Huston: You know, I mean, if you think about, I guess, if you think about revenue, it it doesn't necessarily mean like net new customers. And revenue means happy customers. Think if you go back to the flywheel, right? Let's let's let's increase that momentum there with happy customers. And happy customers mean that, you know, when I'm unhappy about something, something goes wrong, you know, getting getting a resolution makes me happy. Like I get it, things are going to happen. You know, what what I don't want is this to be too much work for me. I need it to be easy, it needs to be simple, I need this to, you know, be fixed. I need to go back onto this other these other thousand things I'm doing. So, so I think that, you know, customer service is very much so related to revenue. Um, there's a lot of revenue that comes from spare parts and warranties and service and installs and all these things uh, you know, and I'm just kind of talking more from a manufacturing mouth here, but, you know, you can you can look at that and translate it into upsales and cross sells and things like that for any industry. Um, and then uh, you know, the statistics, you know, keep on moving closer to the 100% in terms of um, you know, when people are ready to speak with a sales rep, you know, how far along in the buyer's journey are they before they want to engage with somebody? And the number keeps on pushing people further and further away from sales reps in the beginning of the process. Like we want to, we want to talk to sales at the end. We we've done all the research, we have all these questions, you know, there's access to information. Damn it, give it to us. Uh, I want to do my comparisons, I want to look at different vendors, I want to look at different options. Like I guide myself through the buyer's journey now. I don't need you to do it anymore. Okay? Get out of my way, right? But I really do need you when it comes time to like custom configurations and pricing, quotes and all this other kind of stuff. And so what sales rep wants to sit there and talk about, you know, a lot a lot of the minutia? Zach Huston: You know, and who wants to be there to support all these early buying decisions when you don't have to be anymore? And and quite frankly, nobody wants you to be anymore. So go focus on the other ship that matters and let, you know, let this customer agent now answer some questions for you as a prospective, you know, uh buyer or even an existing customer. Um Yeah. and this is one of those gaps like just the digital space has inherently like like the space that we come from, manufacturing, it's been like hard to crack for a lot of sales people because it's like it's there it like I I want to talk to you as a human and if we're in a chat, like I I remember showing use cases where I could have because I'm a digital native, like 45 minute direct messages going back and forth with LinkedIn, like on LinkedIn, that would end in a sale. And they still would not get on board with the value of of not asking that person who's happy to talk to you right there. Bill Barlas: Like, no, I gotta I just want to call him, right? Just give me the number, like like, no, they've chosen to talk to you right there. And like you like talk to them there and if it results in a sale like and we don't wrap our minds around that, like what are we doing? And that's what there's things like that we're seeing all over the place with AI just, okay, we get it, you want you want to be the drive around guy, like go like windshield time, all that stuff. We we need that too, but we need people are on in digital spaces and they expect these experiences. Zach Huston: Sure.

[16:58] **Detachment of Agent** Bill Barlas: So I I breathed a real sigh of relief last year when they detached customer agent from Service Hub, right? Zach Huston: Yeah, because it's not just for service, yeah. Bill Barlas: oh okay. So we have customers we can serve customers throughout the whole journey. Yeah. Bill Barlas: Okay, cool. Zach Huston: And I and I think that like that that the handoff is where it's kind of critical too because you have a lot of people who who you know, you have two sides of the coin. I I I I hate talking with a bunch of dumb asses who don't ever have the information and and I have to tell them 16 things the same time to five different people. You know, give me the AI agent, please. Zach Huston: And then the other side is like, oh, screw this. These AI agents are dumb. You know, it's like, I hate talking to a robot, give me a give me a real person. And um, you can't like predict what person that's going to be until they actually reach out to you. So I think, you know, having those, you know, uh mechanisms in place to to listen and understand, you know, when someone has a preference to say, hey, I want to talk to a real person. Boom, here's a real person. Okay? Um, if somebody wants to call in via phone, great. You can call in via phone. You want to send an it's like give them every channel that that's out there to communicate with you and then be ready to respond and have the agent tied into as many of them as possible and and then just again have the hand raise that says, okay, I I you you didn't you can't answer my question, I need a real person or or I said something that is indicative of like, oh there's really a there may be an opportunity that's close to revenue here. Like let's get you in touch with a sales rep because now they're going to come in and and do what they do really well and convert you right then and there into an opportunity. So I got some things, you go ahead.

[19:04] **Customer Portal and Team Responsiveness** Bill Barlas: Yeah. Um, like you said something that ready to respond, right? That's why we're doing most of this stuff. Like it's been years now that like responsiveness and speed of response has matched or become more important than price. Zach Huston: That's always that's been a statistic that has just made me like just insane for so many years when you look at response rates and conversion rates and and how they're tied together. Especially with sales. First to respond gets the deal more often than not. You know, you responded in the first five minutes, you know, you were like wow, 100x, thousandx. I mean, I've seen numbers all over the place. But they're like, you know, it's wild. So why wouldn't you want to be jumping all over that shit? And a lot of it's because historically, I think a lot of sales reps are getting low quality leads. Right. Zach Huston: And so they jump on it and like, oh, that was a that was and then over time they're like, you know, you don't just you don't jump anymore. So that's the misalignment between marketing and sales, which is like, are these really ready for sales or not? So let's make sure that we get that ironed out too. Bill Barlas: Yeah. And that's why that's why we're doing this because even if it's just there to accept the request and then hand off to sales right away, like that's going to happen. But if you weren't there to capture the first request, we don't we don't get it. Sure. Bill Barlas: Right? Yep. Um so Yeah, how many times have you have you like called someone, busy, called the next number, they answered and it's like, oh, great, you just got my business, right? I sent you an I sent you a request on your website. You didn't respond to me, crickets. You know, it's like again, it's it's it's like that first impression if you if you if I feel that I can trust you because you've been responsive and helpful, then I I'm more likely to want to give you my business. Bill Barlas: Yeah. And as we dig in, I'd love for you to, you know, start taking us through your customer agent that we probably might spend, you know, more than one episode on this probably. Zach Huston: Oh, I think we have a lot of things to still set up and uncover here and we got some folks from the Hubspot calling team that we want to uh get involved. We have to schedule that still and then there's some and I I've been seeing actually just like a lot of um like just customer agent focused uh Hubspot admins and webinars and everyone's, you know, doing a really nice job trying to help um Well, they're building more they're building more capability into it. Bill Barlas: Again, it all comes back to like so if you can try to remember as we share this this really powerful resource that is sitting in your portal. And you you have at least 30 conversations for free if you're not using Breeze credits yet. Um like it it there's work and you got to get your data right like to set this up and the like the this the switch that I think companies have trouble making like is understanding the resources required to actually be responsive, right? Because we didn't have to build a system to support the number one reason, the number one important thing, which was price. Right? We didn't have to build a system. We could just have a really good salesperson and you could take that price down to zero if you wanted. If you really wanted that business and you could see opportunity, like I don't have to go any approvals. We can verbally manage the entire conversation, right? Now, like to be responsive, you have to have these systems like in place so you're not just sitting there waiting for the next like, you know, chat to open up. Uh, you're not sitting there like jumping up, hey, let's let's do you want to buy this, right? I don't know anything about you, but you're you're here. So here's a pitch. Zach Huston: Yeah.

[22:23] **The Digital Space vs. Competitive Advantage** Bill Barlas: Right? Like so doing this work, right? So important, but when you do it, like this whole world opens up and there's still lots of time for you to differentiate yourself and create a real competitive advantage like when you get this right. Zach Huston: Yeah. I think so. I really think that uh it's it's something that every company should be be focused on um, spending time on in 2026. Whether it's Hubspot or something else. I mean, I think uh obviously we're we're very biased towards Hubspot, but if it's not this, then it should be something something, right? To to keep up with the because things are also just evolving so quick. so um so yeah, I I I want to you know, take you through a little bit of the setup, talk a little bit about the agent, a few things that we, you know, need to kind of get into. but um there's there's some some new betas and there's some other areas that I haven't really fully built out yet that I think uh, probably not today, but those are some things that I think that combined that that we can we can come up with some some ways to to do this um and and and and and just merge our our skill sets together to to get it done. Um, and maybe even pull in uh, you know, someone like Nico because I think that he could be fun to to work on with some of these things too. Exactly. Um So uh in the service uh hub here, right? We have our customer agent and uh we can look here. um if I what's kind of nice too is um if we look at the performance of this these agents now, I have a little data in here, um but not a ton, but if we look at like the last like 90 days, we can see how many conversations it's handled, or how many they've it's resolved, the resolution rate now sitting at 54%, time to resolution, right? So it's like it gives us some really nice stats here. um that will help I think with the justification for investing more into these types of tools, right? So I think the first that first pilot program that you're running is okay, you know, a lot of times leadership I don't know, but then when you can show them like, well, hey, did you see that like 54% resolution rate, that means that that's like half the time we didn't have to even work, you know, that's pretty sweet. Bill Barlas: might be better than us too. Zach Huston: Yeah, yeah. I think that's going to be getting up to like, you know, closer to 100. Let's see. Bill Barlas: Right. And I think so this is a good example of it's a fast moving train, folks. And if you like haven't looked at customer agent in a while, like in a lot of AI, like in Hubspot and other places as it first started happening, it was fairly black boxy and it was hard to understand what's going on. Yeah. Bill Barlas: it's like, okay, not ready. They have done a ton of work to make it super transparent. Zach Huston: Like I didn't hit the set up any of this shit. it just like I just showed up and like, oh, here's your impact. I like, wow, this is awesome. Like I didn't have to build a report to do anything. I mean, just uh and it was kind of spot on to what I I need to show. Um now, obviously you can dig deeper as we go but at a high level it was like that's great. Um Cool. So uh I have an agent here that that we've built. So we're in the manage tab. This is uh Willie Bot. We have a fun uh Willie Wonka themed uh you know, kind of demo portal that we were working on here. Um, Willie Wonka is in all my client portals somewhere lurking. And so um, we've we've configured a handful of things already for this Wonka Factory company. So we've gone through our AI data sources and our brand voice and um, you know, we've added some, you know, products and service. So we we've already added some context uh in there and for, you know, anybody who kind of wants to make sure that they're you know, giving it some context, um, there's a few different ways to get there. but here in your settings, if you go to AI, you'll see that uh, we have that's uh, what's going on here? I don't have permission to edit my AI settings. What do you mean? This is my demo oh, okay. I think I changed my permissions, that's why. Never mind. Um but you you would normally have the right permissions. I I changed my stuff so I could uh respond to some of that uh IVR uh stuff. Um but anyways, you you would check all these on. Bill Barlas: make sure everything's on. Zach Huston: Yeah, luckily everything's on. Uh files data, be careful with that one, review it, make sure you know what it means before you turn it on, but you'll, you know, you'll need this uh most of the time. Uh, data sources and this what else talking about, your brand kit, uh, your company profile, your ideal customer profile, products and services, user profile, buyer profile, selling profile. You know, fill out as much of that information as you can, gives uh Hubspot a lot of good context about who you are. Bill Barlas: And those like buyer profile and and seller selling profiles those are new right? Zach Huston: new. fairly new. Yeah. Bill Barlas: So they're giving you all the tools. We're going to see some specific to customer agent here as well to really like make it sound like your business, right? So that it doesn't necessarily feel like a robot like right off the bat. Zach Huston: So here you can see I've chosen my brand voice because I already put some work into that. Uh, but you can choose, you know, different personalities if you'd like and I've heard, you know, witty is the one to probably just have some fun with but don't actually use. Um, okay, this is. Bill Barlas: Can we can we zoom in just a little bit? Zach Huston: Yeah, you want me to, sure. Bill Barlas: Yeah, there we go. That's that's good. Zach Huston: Better? Cool. Yeah, so um, yeah, the witty one here, just avoid that one. Have some fun with it but don't actually roll that one out. Uh, okay, so this is a new expression in beta. Um, I recently set this up here. Um we uh, oh, we need to publish these. See here. Okay. Um, so what we did here is uh we came up with a tone, so um, I'll give you guys a couple tips on this one. Uh response style, scripted responses, guard rails. Okay? Now, what I did is I just I wanted to GPT. I I threw in some prompts, you know, use whatever you want. I came up with some uh I fed it some of my other documents that I had for ICP and persona and like all these other kind of things that I've already started building in the background to support this fake Wonka factory co. And then once you put that in there, what's neat is you can um, paste it in there and then hit optimize and Hubspot actually does a pretty nice job here, optimizing your prompts for for basically um uh how they would prefer it to fit in, you know, in this model. And so this is kind of what it came up with. Um, we don't need to kind of review everything in here, but obviously like with anything else, the more detail and guidance you give things, more context, the better, okay?

[30:19] **Optimize Button and Workflow Power Up** Bill Barlas: Yeah. And I'd say like on top of that, just click the optimize button at least one time. Yeah. To understand what is doing because no matter how good you are at AI outside of Hubspot, inside of Hubspot is a different environment, different infrastructure and I love the fact that Hubspot's giving us those optimize buttons because it's not just like, you know, this optimizing prompts because we don't think you're good at prompting. No, it's optimizing for for what we've intended this thing to do and that was the first thought that went through my head. I'm like, they put this button here because they're like, well, if you put it in this type of format and context like it will come out really well for you. And I was like, this is great because the way that I would come up with this, uh, you know, these this this additional information is going to be different the way that you're going to do it and going to be the different someone else and you know, we may not break it out here with, you know, style and rules and reference and examples and all, you know, and so this this added a bunch of stuff and and really helped. so I would encourage you to try that. uh but also copy what you had in there, make sure you because because once they, yeah, once you once you say okay, there's no back button, so. Yeah. And that's where like we start to talk about all these layers and all these different, you know, uh like collaborative apps inside of Hubspot. It's like just because it's it optimizes it here, doesn't mean you should go use it in the Breeze assistant or that like it's different, right? So that's where they have made it as easy as possible to probably create some, you know, some cannon like documentation, right? This is how the business operates, but then I can just put it over here, click optimize like let's see. Zach Huston: Here's an example, right? So this is, you know, as I'm building more thing and I have stuff scattered other places too. But it's like um, you know, it's kind of hard for you to maybe see, but we have like a bunch of Willie Wonka quotes and we have uh, a bunch of FAQs I still need to add to my knowledge base. So we have our branding, our ICP, our personas, we have our product spec sheets, we have uh our our service and support programs overview. So it's like these are a lot of the and we're going to get into this um, you know, here and the in our content sources next. but you know, having all that stuff available, not only can I add it to Hubspot as, you know, as files to to read and reference, but also as I need to create other resources that will be used for other AI to I can just take a couple of those documents and throw them and remix it and add and expand and do things and now I have something for this next thing, right? So it was very easy for me to throw, you know, create this expression based on all the other documentation that we, you know, have in there. And it took me a matter of minutes, right? Yeah. Zach Huston: I also want to point out here for the calling team when we get to talk to them, I just see email and messaging here. So I'm wondering, you know, uh, are we going to have different expressions for for for calls, you know, like let's say that the uh, the customer on the other line is being just so unreasonable and they drop an F bomb and say something really negative about us. Like, are we allowed to raise our voice? Are we allowed to get person, you know, a little little snippy with them and give them a little tude, you know, fire it back. I don't know. We'll see. Um so the next thing here, content sources, this is important. I actually this put my project on hold for a while. Um, I don't know if anyone else has struggled with this, but when I converted my knowledge base over from the legacy knowledge base to the new knowledge base, like everything broke. I went through a bunch of uh support hours with Hubspot. I think it has to do possibly with the fact that I have a demo account, which is different than a lot of other people's accounts, but I I don't know. So I'm not I don't I don't know anything really about any any other issues, but it took a while and now we're back. So, what we ended up doing is uh, we had we have a whole bunch of of knowledge based articles in here that uh are on a variety of topics, um, support and warranty, um, pricing, customizations, um, we have things like uh, kind of quick uh install things, like just basically, you know, a lot of the common questions you would get as a candy equipment manufacturer. So I'll give everyone that context, right? We we manufacture candy equipment and uh here if we want to we can go to uh Wonka what was it? uh Rock Bakery. There we go. I just to give a little more context here. We have our uh Wonka Factory co website. So this will be part of our demo here as well. So we make things like fizz lifting drink carbonation machines and uh golden goose egg sorting robots. Um uh what else we have? Hard uh candy lines for things like the ever everlasting gobstoppers, uh gum extruders for the three course dinner gum, uh lible wallpaper printers. Those are one of