Michael Wang (Aug 12, 2005 12:36:06 PM)
Good morning everyone!

moderator (Aug 12, 2005 12:36:07 PM)
AutoDealerDaily hosts these forums so that dealers can openly educate themselves on a chosen topic so that they can make educated and informed decisions regarding their dealership operations.

badhaircut (Aug 12, 2005 12:36:10 PM)
Hi

Rory-Blue Sky Mktg (Aug 12, 2005 12:36:24 PM)
Good morning/afternoon everyone.

moderator (Aug 12, 2005 12:36:36 PM)
Each session is sponsored to help keep our site free to all subscribers. Please consider our sponsors when you make your buying decisions.

joker (Aug 12, 2005 12:36:41 PM)
Hello

Sid (Aug 12, 2005 12:36:46 PM)
Hi all

moderator (Aug 12, 2005 12:36:53 PM)
Our First Sponsor today is BZ Results. A leader in multimedia web design that incorporates education, training and marketing for today's dealer. For more information about products or services call 610-933-5339.

moderator (Aug 12, 2005 12:37:06 PM)
Our Second Sponsor today is Blue Sky Marketing. Providing internet marketing services including special finance leads, and targeted direct mail programs. Blue Sky Marketing can be reached at http://www.blueskymarketing.com/sell-cars/ .

moderator (Aug 12, 2005 12:37:23 PM)
Our Last Sponsor today is Tidewater Motor Credit. Tidewater Motor Credit is a National Specialty Lender whose market niche is open chapter 7 customers. If you want to sell vehicles to Open Chapter 7 customers you need Tidewater. They can be reached by contacting Dedra or Chris at 800-535-4087 and ask for their Open Chapter 7 program guidelines.

moderator (Aug 12, 2005 12:37:43 PM)
Thank you all for joining us today. Our speaker today is Michael Wang, the Business & Customer Development Manager for Matt Blatt Auto Group.

moderator (Aug 12, 2005 12:37:57 PM)
Also joining us is Rory Holland of Blue Sky Marketing.

moderator (Aug 12, 2005 12:38:11 PM)
Good Morning Michael Good Morning Rory.

Michael Wang (Aug 12, 2005 12:38:19 PM)
Good morning!

Rory-Blue Sky Mktg (Aug 12, 2005 12:38:28 PM)
Good morning, glad to be here.

moderator (Aug 12, 2005 12:38:56 PM)
Michael, Many dealerships are already getting internet leads. What are you doing differently with them that generates the results that you are getting?

Michael Wang (Aug 12, 2005 12:39:35 PM)
We have a dedicated call center with four Customer Development Reps and myself the manager that treats every lead like an up in the showroom. Only difference is instead of selling the car, we sell the appointment. If an appointment is not made by the rep, the lead gets TO’d by me or my assistant manager before the customer even gets off the phone. The key is the getting the right leads and get the customer in the door!!!

badhaircut (Aug 12, 2005 12:40:07 PM)
Strong

badhaircut (Aug 12, 2005 12:40:33 PM)
how do you get that level commitment from a GM ?

james (Aug 12, 2005 12:41:31 PM)
Good morning

jeff_kershner (Aug 12, 2005 12:42:05 PM)
Are we starting here.

Michael Wang (Aug 12, 2005 12:42:42 PM)
Tell them to model after success. As we all know success leaves clues. Just find someone that's getting "Results" consistently and do what they do.

Michael Wang (Aug 12, 2005 12:43:10 PM)
When you can prove 100-130 additional deals at over $3000 average / copy, it's kind of hard not to be interested!

Sid (Aug 12, 2005 12:43:36 PM)
Where do you get your leads?

Rory-Blue Sky Mktg (Aug 12, 2005 12:43:40 PM)
Mike's and Matt Blatt's approach is critical to the success of any lead program. All leads must be followed up on as quickly as possible until the customer is reached for an appointment. The sales will follow and the GM will notice.

jeff_kershner (Aug 12, 2005 12:43:46 PM)
Michael, where are you getting your 3rd party leads from...sorry if you have already answered this.

Michael Wang (Aug 12, 2005 12:44:27 PM)
We get our best leads and results from Mailer leads like the ones we're getting from Blue Sky Marketing.

jeff_kershner (Aug 12, 2005 12:44:56 PM)
So are you getting leads from AutoUSA, Dealix?

Michael Wang (Aug 12, 2005 12:45:04 PM)
What's different with their leads are that the mailers they send out get follow-up pieces and also e-mails that make a big difference.

Michael Wang (Aug 12, 2005 12:45:48 PM)
The next best are internet generated leads... such as Driverloans.com, Carsdirect.com, Dealerlink.com, and Customer Funding.com.

jeff_kershner (Aug 12, 2005 12:46:12 PM)
So you deal with a lot of 2nd chance finance leads.

badhaircut (Aug 12, 2005 12:47:12 PM)
You approach is very strong off-the-line .... and i like the snail mail added --- but what about non-appointments - how do you maintain contact in the 1-6 week range ?

Michael Wang (Aug 12, 2005 12:49:15 PM)
There are plenty of leads available out there but there is a limited amount of time and people we have available to make calls. I want them calling the most effective and profitable calls possible. The 2nd chance finance leads are growing by the day. We close around 10% of the lead and getting stronger every month.

badhaircut (Aug 12, 2005 12:49:50 PM)
aaa-haaa .... that is what i guessed -)

Sid (Aug 12, 2005 12:50:09 PM)
So you prioritize your leads?

Michael Wang (Aug 12, 2005 12:52:17 PM)
There are two approaches... you can get a lot leads are call when they're hot and want to buy, or you can spend your time following up and following up and following up, and get 1/3 of the results. A phone call is a phone call. 70% of our deals are from leads within 3 days or less. 30% are results from our continuous follow-ups.

Michael Wang (Aug 12, 2005 12:52:56 PM)
Not the fresh ones. We don't pre-qualify anything. Just bring them in is our slogan!

Sethna (Aug 12, 2005 12:53:20 PM)
How is everyone.

Rory-Blue Sky Mktg (Aug 12, 2005 12:53:39 PM)
Good. Welcome.

Shawn (Aug 12, 2005 12:54:16 PM)
So Blue Sky doesn't provide internet leads.....How do they generate their leads?

Michael Wang (Aug 12, 2005 12:54:41 PM)
Blue Sky has mailer has internet leads as well.

Rory-Blue Sky Mktg (Aug 12, 2005 12:54:56 PM)
We provide both Internet and credit based direct mail.

Shawn (Aug 12, 2005 12:55:21 PM)
So does the Dealer pay for the Direct Mail or do they just pay for the Leads Generated.

Rory-Blue Sky Mktg (Aug 12, 2005 12:55:52 PM)
Internet leads are paid on a per lead basis and direct mail is paid per piece.

Michael Wang (Aug 12, 2005 12:57:35 PM)
A lot of lead providers are still doing the trial and error thing to see what works and what doesn't. Blue Sky really has it down to a science when it comes to how to generate the leads and their guards are already down by the time we call them....

Michael Wang (Aug 12, 2005 12:58:14 PM)
Set the appt, they show up, sells team does their thing. Boom, another tick on the sold column.

Michael Wang (Aug 12, 2005 12:59:05 PM)
Are there anyone here that is currently doing special finance leads?

Sid (Aug 12, 2005 12:59:21 PM)
How many leads are you getting a month and what is your conversion?

Michael Wang (Aug 12, 2005 1:00:17 PM)
Between 1000 and 1300 sometimes a little more if we're doing a promotion - 10% +-

joe nobody (Aug 12, 2005 1:03:25 PM)
Working ?

Rory-Blue Sky Mktg (Aug 12, 2005 1:03:30 PM)
Is anyone on the chat getting more than 10% conversion on their special finance leads?

joe nobody (Aug 12, 2005 1:03:54 PM)
We don't do special finance - upscale area.

Sid (Aug 12, 2005 1:04:23 PM)
Joe what do you do for leads?

joe nobody (Aug 12, 2005 1:04:33 PM)
Plus -- a nearby mega-dealer already saturates that market.

Michael Wang (Aug 12, 2005 1:05:34 PM)
Special finance leads or any other kind of lead is the same thing. Figuring out a way to get the people in the door.

Marc (Aug 12, 2005 1:05:46 PM)
Sorry I missed the beginning-which lead sources do you use Michael and how do you measure when it's time to get rid of one?

Michael Wang (Aug 12, 2005 1:06:07 PM)
Special finance leads if you have the right banks and the right inventory just gives you the most profit making opportunities.

Anna (Aug 12, 2005 1:06:20 PM)
You hear the good, bad and ugly about internet lead and lead providers. Rory and Michael from your standpoint what should someone look for when considering providers?

KJ (Aug 12, 2005 1:06:45 PM)
What is the % of bad leads?

Michael Wang (Aug 12, 2005 1:07:08 PM)
I use Blue Sky for most of my mailer leads. And I have several internet lead providers like DealerLink.com, customerfunding.com, carsdirect.com, and driverloans.com

joe nobody (Aug 12, 2005 1:07:55 PM)
I find about 20% junk in regular 3rd party leads.

Rory-Blue Sky Mktg (Aug 12, 2005 1:08:36 PM)
Most lead providers claim to have quality leads, but I recommend dealers always ask how they generate their leads, what's the process for follow-up and handoff to the dealer and does the provider have automotive dealership experience.

Michael Wang (Aug 12, 2005 1:08:40 PM)
References. Find out if the leads are working for other dealers with similar processes. A lot of times people will take advice from a dealer that doesn't call their leads for days and wonders why they have such a terrible conversion rate.

Marc (Aug 12, 2005 1:09:01 PM)
Can you share closing percentages of any of those providers? who is the best and who is lowest?

Michael Wang (Aug 12, 2005 1:09:38 PM)
20% for us are everything from dups, to bad #'s, or just looking to re-fi... more from some providers less from others.

joe nobody (Aug 12, 2005 1:09:56 PM)
Are there still dealers with such poor response protocols?

Sid (Aug 12, 2005 1:11:07 PM)
Rory, what is important when asking how they generate leads. What ways are better than others?

Michael Wang (Aug 12, 2005 1:11:38 PM)
My best one is Blue Sky @ 13% sale to lead ratio and my worst is auto finance @ 2.1% who just got bought out by carsdirect.com. We'll see how it works out.

Rory-Blue Sky Mktg (Aug 12, 2005 1:11:51 PM)
Search engine tends to generate the best leads, organic leads from optimized sites and controlling customer intent.

Rory-Blue Sky Mktg (Aug 12, 2005 1:12:19 PM)
Be cautious of providers that buy/sell leads on the open market and deliver them to you. Creates too much confusion with applicants and causes lower conversion rates.

Sid (Aug 12, 2005 1:12:42 PM)
What do you mean buy/sell on the open market?

joe nobody (Aug 12, 2005 1:12:51 PM)
I prefer to grow my own from the website as much as possible

Rory-Blue Sky Mktg (Aug 12, 2005 1:12:52 PM)
Its difficult to control "intent" to make sure people are in the market for financing to purchase a new vehicle from a participating dealer.

Rory-Blue Sky Mktg (Aug 12, 2005 1:13:49 PM)
Some providers buy leads but don't generate there own and those leads tend to convert at a lower rate than ones generated specifically on provider sites: such as blueskyautoloans.com

Sid (Aug 12, 2005 1:14:55 PM)
oh ok, well how do you know if they do that, will they tell you?

Rory-Blue Sky Mktg (Aug 12, 2005 1:15:48 PM)
Most providers won't tell you, but working with companies with good reputations that provider training and explain there programs well is a good indicator of the type of lead quality you'll receive.

Michael Wang (Aug 12, 2005 1:16:02 PM)
Regardless of which lead provider you choose, if you have the wrong people handling the leads, all the money spent is going in the trash.

Rory-Blue Sky Mktg (Aug 12, 2005 1:16:14 PM)
Good point Michael.

Michael Wang (Aug 12, 2005 1:16:28 PM)
I recommend having specialist that are specially training to handle objections and to set the appointment to handle all leads.

Rory-Blue Sky Mktg (Aug 12, 2005 1:16:42 PM)
It all comes down to how you work the leads.

Michael Wang (Aug 12, 2005 1:17:00 PM)
Start off with just one or two people. Have them do nothing but make appointments...

Michael Wang (Aug 12, 2005 1:17:11 PM)
Well can't my sales guys do that you ask?

masonmc (Aug 12, 2005 1:18:06 PM)
What do those 2 people do the rest of the time?

Michael Wang (Aug 12, 2005 1:18:16 PM)
Sales guys are too quick to pre-qualify and pre-judge on whether a person can/will buy a car or not. Forget giving them a credit app, they'll judge just by the way someone drives on the lot. They can't help it, it's their nature.

Michael Wang (Aug 12, 2005 1:18:34 PM)
Have enough leads to keep them busy or have them call back the unsold showroom traffic.

Anna (Aug 12, 2005 1:18:52 PM)
Michael how did you find your people and how much training do they go through before making calls?

joe nobody (Aug 12, 2005 1:19:32 PM)
Great question.

Michael Wang (Aug 12, 2005 1:19:37 PM)
The key is response time and being able to eliminate the customer fears whether it's price, availability, interest rate, or whether tey can get approved.

joe nobody (Aug 12, 2005 1:19:55 PM)
How much training ?

Michael Wang (Aug 12, 2005 1:20:54 PM)
My people have all had previous call center experience. They're use to being on the phones and after a few days of mentorship from a senior rep and a understanding of what we're trying to accomplish they're allowed on the phones with me close by.

Michael Wang (Aug 12, 2005 1:21:41 PM)
There really isn't too much training needed if you have safety nets. There is me for to's, a lost lead manager that listens all calls for quality control and missed opps.

Michael Wang (Aug 12, 2005 1:22:57 PM)
Very simple concept. For us is getting customers to understand that no matter how bad your credit is, we have a program to help. Come in and sit down with a credit specialist so we can figure out the different options that are available. What time is good for you, right now or later on this afternoon?

Anna (Aug 12, 2005 1:23:42 PM)
Once the appointment is set. What happens?

Michael Wang (Aug 12, 2005 1:24:23 PM)
We put the appointment in the computer and the sales desks at both dealerships knows that the appointment is schedule and the notes corresponding to that customer.

Lonnie (Aug 12, 2005 1:24:24 PM)
How do you listen to the calls? Listening on phone or in the same room?

Michael Wang (Aug 12, 2005 1:25:15 PM)
We also call to confirm, very important. Even more we have a manager confirm and to answer any other questions before they get off the phone.

Michael Wang (Aug 12, 2005 1:26:17 PM)
We have who's calling for incoming calls. Sometimes it's difficult to contact people so they call back after the messages.

Michael Wang (Aug 12, 2005 1:26:51 PM)
The out going ones we're right there for and we can also listening in on the call from the other phones.

Michael Wang (Aug 12, 2005 1:27:41 PM)
The other important factor contributed to conversion rate is how the customers are handled after they come in.

Michael Wang (Aug 12, 2005 1:28:39 PM)
The sales managers, salesperson, can't be saying things like "they'll tell you whatever you want to hear so you'll just come in". then tell them that there is nothing we can do for you unless you have 5000 down.

joe nobody (Aug 12, 2005 1:29:11 PM)
yes --- this is all great --- but in all due respect ....... appointment-setting ... treating lead like ups ... telemarketing process .... listening-in ..... confirmation ..... that's great .... but that's all just call-center skills .... it isn't really lead management that needs to be maintained for many weeks

Michael Wang (Aug 12, 2005 1:29:27 PM)
Buying is emotional and even if on their apps they only make 1300/mo and have a 500 score, if they want it bad enough, they'll find someone to help them.

Michael Wang (Aug 12, 2005 1:30:56 PM)
Joe what exactly is your question?

joe nobody (Aug 12, 2005 1:33:11 PM)
I know that school of thought regarding "striking while the iron is hot" .. and agree that is is ideal to treat customers with that approach .... I am just not hearing how you maintain a long - steady - push for the slower laners

joe nobody (Aug 12, 2005 1:34:29 PM)
I guess what I am saying is ... romancing is often required before an appointment will be made

Sid (Aug 12, 2005 1:35:11 PM)
So how do you save grace with the appointments that come in and can't buy and get angry that they wasted time and effort coming in when the dealership already had their info?

Michael Wang (Aug 12, 2005 1:35:25 PM)
You're right. With conventional, I want to buy a Lexus ES330 for $1000 under invoice type of leads.

Michael Wang (Aug 12, 2005 1:36:05 PM)
We always help them come up with a plan to help them get a vehicle.

Michael Wang (Aug 12, 2005 1:37:24 PM)
We have a partner (co-signer) program to help people not only get a vehicle, but to help re-establish their credit. We have a $1500 down program (in house) type financing through our own bank.

joe nobody (Aug 12, 2005 1:37:57 PM)
you have great tools to work with.

Anna (Aug 12, 2005 1:38:20 PM)
Michael when you have a new lead provider approach you or you see an advertisement for a new provider what things do you look for when deciding if they are right for you? I know you mentioned dealer referrals but what else?

joe nobody (Aug 12, 2005 1:39:03 PM)
I like a free trial to test the leads.

Michael Wang (Aug 12, 2005 1:39:14 PM)
We have 25-30 customer a month come back the second time around and buy when they couldn't buy the first time. Treating them right is the key...

joe nobody (Aug 12, 2005 1:40:23 PM)
Treating them right is always the key.

Michael Wang (Aug 12, 2005 1:40:31 PM)
Like Rory said finding out how their leads are generated is very important. The last thing you need is to consistently field leads that want 0% boat loans :)

Rory-Blue Sky Mktg (Aug 12, 2005 1:41:39 PM)
Working with providers that understand your business is important. More than just leads, but training and support to help you sell more cars.

Michael Wang (Aug 12, 2005 1:41:54 PM)
Whether they can buy right now or not. We all know that we should treat customers right, but in actually most sales people when they find out about their credit, or down payment situations, they treat them like a waste of time.

joe nobody (Aug 12, 2005 1:42:27 PM)
Exactly

Sid (Aug 12, 2005 1:42:38 PM)
What about territories and exclusivity?

joe nobody (Aug 12, 2005 1:42:57 PM)
One of my main problems is salesmen mis-handling my appointments.

joe nobody (Aug 12, 2005 1:43:41 PM)
They like my email - they like my calls - and then they get the bums rush by a salesman.

Michael Wang (Aug 12, 2005 1:45:08 PM)
Some lead providers are exclusive as they are more expensive. Some lead providers like customerfunding.com share their leads with up to 4 dealers. All depends are how your guys handle the leads. I'll be willing to bet that the guys I'm competing with are having salespeople call and just go for the appointment. We tell them what we're different and find out a what they're hoping to accomplish. Understanding their goals is what gets us the appointment.

nitkowski (Aug 12, 2005 1:46:17 PM)
Sorry I am late. is it too late to ask how blue sky gets its leads?

Anna (Aug 12, 2005 1:46:37 PM)
Rory would tell you it is never to late. Go ahead Rory.

Michael Wang (Aug 12, 2005 1:46:38 PM)
Two parts to the process, getting them in, and then handling them properly when they get there. Sounds like you have to talk to the sales manager and only allow certain sales people to handle your appointments.

joe nobody (Aug 12, 2005 1:46:57 PM)
LOL

joe nobody (Aug 12, 2005 1:47:15 PM)
stores hire inexperience help by the truckload

Michael Wang (Aug 12, 2005 1:47:35 PM)
Or better yet, we have the customers ask for a sales manager. that sales manager sits down with the customer before the sales person, and explains how the process works.

joe nobody (Aug 12, 2005 1:47:40 PM)
NO EXPERIENCE NECESSARY - WE WILL TRAIN

joe nobody (Aug 12, 2005 1:47:48 PM)
Right

Michael Wang (Aug 12, 2005 1:47:50 PM)
Most upscale stores don't do that.

joe nobody (Aug 12, 2005 1:48:14 PM)
They all think they are upscale because they have a nice building.

Rory-Blue Sky Mktg (Aug 12, 2005 1:48:52 PM)
Regarding lead generation, we generate our leads mainly from search engines and more than 100,000 keywords and phrases and also have an extensive network of the top auto related sites and portals that we work with.

Michael Wang (Aug 12, 2005 1:49:13 PM)
Is anyone running into any other challenges pertaining to leads, providers, call centers, etc.?

joe nobody (Aug 12, 2005 1:50:19 PM)
Every step of the process is a different challenge .... the floor salesmen attitude is just a big one to overcome.

Greg Goebel (Aug 12, 2005 1:50:41 PM)
Michael - loaded question to ask with me here! :-) Rory, are you able to offer market exclusivity to your dealers, or at least lead exclusivity?

Rory-Blue Sky Mktg (Aug 12, 2005 1:51:13 PM)
All of our dealers get exclusive leads and we do offer exclusive territories with direct mail as well.

Michael Wang (Aug 12, 2005 1:51:57 PM)
Ask away Greg

Greg Goebel (Aug 12, 2005 1:52:09 PM)
Rory, that is excellent. I have a lot of clients that are continually complaining about getting double dipped.

Rory-Blue Sky Mktg (Aug 12, 2005 1:52:39 PM)
Yes, I hear that too often. We don't double dip, just exclusive leads here.

Greg Goebel (Aug 12, 2005 1:53:06 PM)
Michael - getting in here late, I missed all the other questions you previously answered...how to you handle the incoming lead process in your store...it is slaughtered in most.

Greg Goebel (Aug 12, 2005 1:53:45 PM)
Rory, I don't mean to put you on the spot, but what do you charge for your leads?

Rory-Blue Sky Mktg (Aug 12, 2005 1:54:01 PM)
We charge $25.

Greg Goebel (Aug 12, 2005 1:54:35 PM)
Are you able to filter the leads - rid dealers of certain beacon scores or income (lack of) levels?

Rory-Blue Sky Mktg (Aug 12, 2005 1:55:25 PM)
Yes, we offer filters for income, time on job etc. and plan to offer beacon score filters in the next few months.

Greg Goebel (Aug 12, 2005 1:56:04 PM)
Again, excellent.

Michael Wang (Aug 12, 2005 1:56:09 PM)
The lead gets a call by one of my four reps within 1-10 minutes of the incoming leads. We tell them about our dealership and what we can do to help, then set the appt. If they not successful after 2 or 3 tries, they TO to me or my asst manager. Most of the times they appt, and then manager's confirmation.

Greg Goebel (Aug 12, 2005 1:56:34 PM)
Good process.

Michael Wang (Aug 12, 2005 1:56:37 PM)
After then appt is made, the biggest job is making sure they show.

Rory-Blue Sky Mktg (Aug 12, 2005 1:56:58 PM)
Greg, just to clarify - we heavily validate all leads before the dealer receives them, removing duplicates, bogus etc. Dealers won't receive bad leads from blueSky and we have a Lead Quality Guarantee to back every lead.

Michael Wang (Aug 12, 2005 1:57:06 PM)
No show calls 1 hour after the appt is missed then followed up with for 2 more days. Then we'll try back in a week.

Greg Goebel (Aug 12, 2005 1:57:36 PM)
Michael - you are calling BEFORE the e-mail back to the customer, correct?

Michael Wang (Aug 12, 2005 1:58:08 PM)
The e-mail is an auto responder that is sent immediately with info to contact us. we call right after that.

Greg Goebel (Aug 12, 2005 1:59:20 PM)
Rory, I just got back from lunch, and had a minute or two prior to my next training call. Thanks for the info, and I have heard very good things from my clients about your leads and cost per sale - which is ultimately what counts. Michael, thanks for sharing your insight.

Michael Wang (Aug 12, 2005 1:59:36 PM)
Take care Greg

Rory-Blue Sky Mktg (Aug 12, 2005 1:59:50 PM)
Thanks Greg.

Michael Wang (Aug 12, 2005 2:00:26 PM)
If anyone has any questions after this session, you're welcome to e-mail me at mikewangusa@hotmail.com

moderator (Aug 12, 2005 2:00:53 PM)
Our First Sponsor today is BZ Results. A leader in multimedia web design that incorporates education, training and marketing for today's dealer. For more information about products or services call 610-933-5339.

moderator (Aug 12, 2005 2:01:05 PM)
Our Second Sponsor today is Blue Sky Marketing. Providing internet marketing services including special finance leads, and targeted direct mail programs. Blue Sky Marketing can be reached at http://www.blueskymarketing.com/sell-cars/ .

Rory-Blue Sky Mktg (Aug 12, 2005 2:01:06 PM)
Feel free to contact me as well at rholland@blueskymg.com

moderator (Aug 12, 2005 2:01:26 PM)
Our Last Sponsor today is Tidewater Motor Credit. Tidewater Motor Credit is a National Specialty Lender whose market niche is open chapter 7 customers. If you want to sell vehicles to Open Chapter 7 customers you need Tidewater. They can be reached by contacting Dedra or Chris at 800-535-4087 and ask for their Open Chapter 7 program guidelines.

moderator (Aug 12, 2005 2:01:46 PM)
Thank Michael and Rory for answering questions today.

Rory-Blue Sky Mktg (Aug 12, 2005 2:02:06 PM)
Your welcome. My pleasure. Hope everyone has a great weekend.

Michael Wang (Aug 12, 2005 2:02:09 PM)
Thanks for being here my friend! Blue Sky rocks!

Michael Wang (Aug 12, 2005 2:02:22 PM)
Anytime

Michael Wang (Aug 12, 2005 2:03:21 PM)
Any other last minute questions?