CEOAFTERDARK

The Future of Drinking: How Collider Is Reinventing Beer Without Alcohol (ft. Henry Cooke)

George Kapernaros — Sun, 12 Oct 2025 20:18:59 +0100

In this episode, George Kapernaros sits down with Henry Cooke, founder of Collider — the mood-boosting, non-alcoholic beer infused with functional mushrooms and adaptogens.

Collider isn’t just another “healthy alternative” — it’s a science-backed beer experience designed to make you feel good without hangovers, empty calories, or compromise.
Henry shares his journey from co-founding his premium sparkling wine brand to launching Collider — a brand that’s already hit 7-figure revenue in under a year.

💡 What you’ll learn:

Why non-alcoholic drinks are the next big wellness trend
How adaptogens like Ashwagandha and Lion’s Mane affect your mood
The brand strategy behind Collider’s standout design
How to build a startup with real intentionality
What’s next for Collider (including expansion into the US 🍺)

From Billionaires to Seaweed: How Sachi Singh Is Building a Seaweed-Powered Wellness Revolution

George Kapernaros — Mon, 22 Sep 2025 10:49:05 +0100

In this episode, George Kapernaros sits down with Sachi Singh, founder of Rootless, to unpack her fascinating journey — from working with billionaires in philanthropy to launching a seaweed-powered brand that’s redefining women’s health.

You’ll learn how Sachi discovered seaweed as a powerful systems-level climate solution, why Rootless focuses on perimenopause & menopause, and how her community-driven crowdfunding approach attracted 65% first-time female investors.

🔑 Key Topics:

Why seaweed may be the most underutilized superfood for women’s health

How Rootless achieved 70%+ repeat purchase rates

Lessons from launching (and reworking) a wellness app

The future of regenerative supply chains & hormonal wellness

How naivety can be a founder’s superpower

If you’re a founder, health entrepreneur, or just curious about the intersection of climate, wellness, and consumer brands — you’ll love this conversation.

Holistic Email Marketing Explained: Strategy, AI & Customer-Centric Growth | Kath Pay

George Kapernaros — Tue, 09 Sep 2025 14:24:09 +0100

In this episode of the CEOAFTERDARK Podcast, George Kapernaros sits down with Kath Pay — one of the earliest pioneers of email marketing. With 27+ years of experience, Kath shares how she went from running a web design company in Australia to launching one of the first email marketing platforms, and why she still believes email is stronger than ever.

Kath explains what “holistic email marketing” really means, how to align strategy with business goals, and how to handle the constant pressure for revenue targets. We also explore her new Holistic Email Academy and discuss how AI is reshaping — but not replacing — the role of marketers.

If you’re in retention, CRM, or just curious about the future of email marketing, this episode is packed with timeless lessons and fresh insights.

Why Case Studies Are Your Agency’s #1 Growth Tool (Don’t Make This Mistake) Retention Clarity Gap #4

George Kapernaros — Fri, 29 Aug 2025 13:32:30 +0100

Most agencies undervalue case studies — and we were guilty of the same mistake. In this episode, George Kapernaros and Mo break down why case studies are your trust currency, how they directly impact your sales cycle, and why every single client engagement should lead to a documented success story.

You’ll learn:

Why not publishing case studies is “the most insane mistake” an agency can make

How case studies lower the effort needed to close new clients

The simple before & after framework that makes case studies persuasive

How to structure contracts so you can actually publish your work

Why you should create multiple case studies per client, not just one

What to do if you’re starting out and don’t have results yet

Whether you’re an agency owner, freelancer, or consultant — this episode will show you how to leverage your wins into future growth.

The Subscription Growth Playbook: Acquisition, Retention & Community Building | Matthew Holman

George Kapernaros — Wed, 27 Aug 2025 11:07:04 +0100

In this episode of The CEOAFTERDARK, I sit down with Matthew Holman – the founder of Subscription Prescription, to unpack what it really takes to build, scale, and retain a profitable subscription business.

We dive deep into:

-How to choose the right subscription tech stack (without bias)
-Why acquisition is the real driver of retention – and how to fix yours
-Proven onboarding flows that cut churn in half
-The art of testing subscription offers for maximum LTV
-Building engaged communities that power your brand long-term

Whether you’re running E-Commerce, SaaS, or subscription boxes, this conversation is loaded with actionable strategies you can implement today.

Timestamps:
00:00 Introduction to Subscription Wizardry
03:02 Navigating Subscription Technologies
05:58 The Importance of Acquisition in Subscriptions
09:00 Retention Strategies and Subscriber Engagement
11:59 Auditing Subscription Businesses
15:08 Testing Offers and Optimizing Retention
18:01 Building a Community Around Subscriptions
26:46 Future Aspirations in Subscription Consulting

Retention Clarity Gap #3 | The Future of Retention Marketing: Why Most Agencies Will Fail by 2025

George Kapernaros — Sun, 13 Jul 2025 22:21:46 +0100

Most retention agencies are stuck in 2020—still thinking retention means “send more emails.” In this episode of the Retention Clarity Gap podcast, Mo and George Kapernaros (Founder of Yocto) break down why this thinking is dead.

They unpack:
– Why production is no longer a moat (thanks to AI & platforms like Klaviyo)
– The collapse of “service market fit” for average agencies
– Why the real future of retention lies in strategic decision-making, not email volume
– How Yocto is scaling by hiring problem-solvers, not button-pushers
– What “Strategy Activation” means and why it’s replacing outdated audits
– The new model for high-retention, high-impact client relationships

If you're an eCom founder, marketer, or agency owner—this is your wake-up call.

🔥 Don’t forget to like, comment, and leave a review if this hit home.
🔔 Subscribe for more sharp takes on the future of retention.

▶ LinkedIn: https:/https://www.linkedin.com/company/george-kapernaros/

How Blake Imperl Built a Personal Brand & Scaled D2C SaaS Through Community & Content

George Kapernaros — Tue, 08 Jul 2025 10:27:05 +0100

In this episode of CEOAFTERDARK, George Kapernaros sits down with Blake Imperl – Head of Marketing at Digio and a true D2C SaaS insider. From his early days at Attentive and Wonderment to now driving growth at Digio, Blake has mastered the art of blending tactical marketing, authentic community-building, and personal brand development.

We dive deep into:

How to build a powerful content-driven go-to-market engine

The underrated power of personal branding in B2B SaaS

Building communities before product-market fit

How Digio helps 2,000+ DTC brands turn zero- and first-party data into real personalization

Why most SaaS brands fail at content – and how to fix it

How to plug into the ecosystem fast as a new brand

This episode is packed with practical advice, real-world frameworks, and a candid look into how Blake's personal brand opened career doors – and built massive company equity along the way.

Retention Clarity Gap #2 | Selling Retention Up the Chain: From Data to Decisions

George Kapernaros — Sun, 15 Jun 2025 13:56:37 +0100

In this episode, Mo & George dive deep into one of the biggest challenges in retention marketing: how to communicate your impact to leadership, justify budget, and drive decisions with data.
If you've ever struggled to "sell" retention internally, this one's a must-listen.

🔍 Key Takeaways:

Revenue ≠ Impact. Speak the language of profit & margin.

Know who you're pitching to: finance, founders, creatives all think differently.

Frame your work around solving business problems, not showing reports.

The retention industry is changing fast. Stay sharp or get replaced by AI.

💼 We're hiring: Want to join Yocto? DM George on LinkedIn with what sets you apart. The bar is high, the opportunity even higher.

Book a Strategy Call with YOCTO:
https://calendly.com/george-kapernaros/socratic-interview

▶ LinkedIn: https:/https://www.linkedin.com/company/george-kapernaros/

Retention Clarity Gap #1 | Subscription Brands: Reduce Churn Without Discounts

George Kapernaros — Sun, 25 May 2025 00:14:12 +0100

In this deep dive conversation, Mo sits down with George Kapernaros to break down one of the most misunderstood topics in eCommerce: retention. But instead of just talking about email flows or post-purchase tips, George flips the script—arguing that retention starts at acquisition.

👉 Why your offer is the biggest retention lever
👉 How to make customers feel the value—not just see it
👉 Why habit formation matters more than your welcome flow
👉 Smart post-purchase tactics (that don’t rely on discounts)
👉 The real reason most brands lose customers (and how to fix it)

From building emotional brand connections to turning zero-party data into real personalization, George shares practical frameworks and examples from brands he's worked with—including how to stay top-of-mind without spamming.

This is a must-watch for DTC founders, email marketers, and anyone obsessed with LTV, CAC, and retention math that actually makes sense.

Book a Strategy Call with YOCTO:
https://calendly.com/george-kapernaros/socratic-interview

▶ LinkedIn: https:/https://www.linkedin.com/company/george-kapernaros/

How to Build a Media-Driven Brand in 2025! CEOAFTERDARK with John Roman

George Kapernaros — Tue, 20 May 2025 12:27:32 +0100

In this episode of CEOAFTERDARK, host George Kapernaros sits down with John Roman, the mastermind behind BattlBox, the outdoor subscription brand that became a media machine. John shares how he:

Scaled BattlBox into a DTC powerhouse
Sold it (at peak market conditions)
Built a Netflix show around the brand
Created a content engine where 60% of revenue comes from organic

From leveraging YouTube reviews in 2015 before influencer seeding was even a term, to scaling a full-time creator team and managing post-exit pitfalls—John breaks down what it really takes to build community, turn creators into cashflow, and why content is the real moat in DTC today.

Whether you’re a brand founder, marketer, or creator—this episode is a masterclass in strategic content and brand building.

E-Commerce and Content Creation Insights! CEOAFTERDARK with Lucy Jeffrey

George Kapernaros — Wed, 07 May 2025 16:06:38 +0100

E-Commerce & Content Creation Insights | CEOAFTERDARK with Lucy Jeffrey

In this episode of CEOAFTERDARK, we sit down with Lucy Jeffrey, founder of Bare Kind, to explore the real stories behind building a purpose-driven e-commerce brand and growing an authentic online presence.

From her entrepreneurial beginnings to navigating business with a life partner, Lucy shares honest insights into content creation, the power of storytelling, and why embracing experimentation over perfection is key to startup success.

🔔 Don’t forget to like, subscribe, and hit the bell to catch more unfiltered conversations with today’s boldest founders.

Leadership, Growth and Real Lessons – Janis Thomas Unfiltered

George Kapernaros — Sun, 04 May 2025 13:34:53 +0100

In this episode of CEOAFTERDARK, we sit down with the inspiring Janis Thomas, Marketing Director at Look Fabulous Forever, a beauty brand redefining aging. From her unique career path to the mission driving the brand, Janis opens up about authentic customer connection, mastering communication, and turning campaign failures into growth. We dive deep into empowering women in leadership, the art of negotiation, and what's next on the horizon for her career. A must-listen for anyone navigating leadership with heart, strategy, and resilience.

How Digioh Drives E-Commerce Growth Through Strategic Partnerships CEOAFTERDARK with Noah Rahimzadeh

George Kapernaros — Wed, 02 Apr 2025 15:13:04 +0100

In this in-depth conversation, we explore how Digioh, a leading Marketing Efficiency Platform, is helping e-commerce brands and agencies scale through smarter technology, strategic partnerships, and innovative marketing tactics.

From building high-impact collaborations to leveraging events for deeper connections, this episode uncovers the key elements of Digioh’s growth strategy. Whether you're a founder, marketer, agency owner, or growth strategist, you'll walk away with practical insights to apply in your own business.

We also discuss how Digioh brings real value to agency partners, the power of relationship-based growth, and what the future holds for brands that double down on strategic alliances.

Don't forget to like, comment, and subscribe for more content on e-commerce growth, SaaS strategies, and marketing partnerships!

SaaS Success & E-Commerce Growth – Jimmy Kim on CEOAFTERDARK

George Kapernaros — Wed, 19 Mar 2025 11:45:09 +0000

In this episode of the CEOAFTERDARK Podcast, we sit down with Jimmy Kim, a powerhouse in email marketing, SaaS, and e-commerce.

Jimmy shares his journey, insights on the power of networking, and how he built successful businesses in the digital space. We dive deep into the art of storytelling, team building, and the latest trends shaping e-commerce and email marketing. If you're an entrepreneur, marketer, or business owner looking to scale, this episode is packed with value!

💡 If you're an entrepreneur, founder, or brand strategist, this episode is packed with insights to help you scale and sustain growth in your business.

Unlocking Growth: Overcoming Brand Plateaus | CEOAFTERDARK Podcast with Rose Hamilton

George Kapernaros — Sun, 02 Mar 2025 13:45:43 +0000

In this episode of CEOAFTERDARK, we sit down with Rose Hamilton, Founder & CEO of Compass Rose Ventures, to dive deep into the challenges and opportunities in the health and wellness industry.

What you'll learn:
How Rose started her journey in wellness and entrepreneurship
The key role of a holistic approach in brand success
What typically holds brands back from growth
How to overcome plateaus and take your brand to the next level
Turning expert recommendations into real action
The power of community-building through media

How to Scale an Agency & SaaS Business – Insights from Jakob Gerzen (More Conversions)

George Kapernaros — Mon, 17 Feb 2025 19:46:13 +0000

How to Scale an Agency & SaaS Business – Insights from Jakob Gerzen (More Conversions)

In this deep-dive conversation, we sit down with Jakob Gerzen, founder of More Conversions, to uncover the secrets behind scaling both an agency and a SaaS business. Whether you're a freelancer looking to start your agency, an agency owner considering a SaaS model, or just curious about the future of remote and hybrid work, this episode is packed with insights you don’t want to miss!

What You’ll Learn in This Episode:

✅ How Jakob transitioned from freelancer to agency owner
✅ The challenges & benefits of hybrid and remote work
✅ How to build a software company alongside an agency
✅ Agency vs. SaaS – which business model is right for you?
✅ The biggest mistakes brands make with data (and how to avoid them)
✅ How to engage and train clients effectively
✅ Why creativity is a game-changer in marketing
✅ Key advice for aspiring agency owners and entrepreneurs

How Chloë Thomas Built a Media Empire from E-Commerce Expertise! CEOAFTERDARK Podcast

George Kapernaros — Thu, 06 Feb 2025 19:37:30 +0000

Welcome to another episode of CEOAFTERDARK, where we dive deep with industry leaders on business, strategy, and success. Today, we’re joined by Chloë Thomas—bestselling author, award-winning podcaster, and e-commerce marketing expert with 20+ years in the industry!

In this episode, we cover:
✅ How Chloë went from e-commerce consultant to building a thriving media brand
✅ The secrets to growing a successful podcast and attracting sponsors
✅ Why most agencies struggle and how to transition into content creation
✅ The power of automation & data democratization for e-commerce brands
✅ Behind-the-scenes of running a media business and monetizing content

Chloë shares her insider strategies on content creation, audience growth, and sponsorships—must-know insights for anyone looking to scale a podcast, YouTube channel, or media brand!

Mastering E-Commerce Retention in 2025 with Thomas Lalas | CEOAFTERDARK Podcast

George Kapernaros — Fri, 24 Jan 2025 18:26:44 +0000

Unlock the Secrets to Retention Marketing Success in 2025!

In this must-watch episode of the CEOAFTERDARK Podcast, we sit down with Thomas Lalas, to uncover cutting-edge strategies that will revolutionize how you engage with customers and build lasting relationships. Whether you're an industry veteran or just starting out, Thomas's actionable insights will help you navigate the evolving digital landscape, boost customer loyalty, and maximize lifetime value.

Agency Growth and Scaling Insights with Patrick Scherr (Y1 Digital) | CEOAFTERDARK Podcast

George Kapernaros — Tue, 14 Jan 2025 11:31:44 +0000

In this episode of the CEOAFTERDARK Podcast, host George Kapernaros sits down with Patrick Scherr, the visionary founder of Y1, to discuss the strategies, challenges, and triumphs of scaling a thriving agency.

🚀 What You’ll Learn in This Episode:

Patrick’s unique journey to building Y1 and scaling it to success
Key insights into growing and managing an agency team effectively
Tips for maintaining culture and alignment during rapid growth
The systems and processes Y1 leverages to streamline operations
How to stay innovative and ahead in a competitive industry
This conversation is packed with actionable advice for entrepreneurs, agency owners, and anyone looking to elevate their business to the next level. Whether you’re scaling your agency or just getting started, Patrick shares golden nuggets of wisdom that will inspire and motivate you.

Let us know in the comments what your biggest takeaway from this episode is! 👇

Revolutionizing Dog Nutrition: Inside Hello Bello with Stephan Freh

George Kapernaros — Fri, 06 Dec 2024 19:00:00 +0000

Join George Kapernaros as he sits down with with Stephan Freh, co-founder of Hello Bello, to delve into the intricacies of managing business challenges and cofounder dynamics. Stephan shares his insights on balancing entrepreneurial stressors, the importance of probability-based decision-making, and maintaining a healthy, complementary partnership with co-founders.

Get a glimpse into the resilience tested by setbacks like an office fire and how innovation and collaboration with tech partners have propelled Hello Bello forward. Stephan discusses the joys and struggles of creating personalized, human-grade dog food and navigating the bustling pet tech industry.

Timestamps:
00:00 Introduction
03:25 Bankers transition to managing client family offices.
09:41 Simple dog care provided by configurator questions.
12:14 Complex business with limited funding; outsourced production.
16:12 Plan exit strategies early to prevent messiness.
19:14 Optimism and analysis crucial for startup success.
21:21 Partnerships formed naturally, sustaining long-term collaboration.
26:00 Tech-driven pet food with innovative partnerships.
29:37 Tough circumstances manageable; avoid multiple simultaneous challenges.

Guest Link:
https://www.linkedin.com/in/stephan-freh/

Don’t miss out on Stephan’s invaluable advice for startup success and fostering positive cofounder relationships. Tune in to glean actionable insights and be inspired by Stephan Freh’s journey! Lastly, reach out to George if you have a fascinating business story to share!

Secrets to Scaling with Direct Mail with Gabriel Loftus

George Kapernaros — Thu, 21 Nov 2024 19:00:00 +0000

Join George Kapernaros as he sits down with Gabriel Loftus, co-founder of Paperrun and former Meta product management lead. Gabriel shares an engrossing metaphor of hunting game to explain targeting businesses, emphasizing that early-stage B2B companies should focus on "deer" (medium businesses) for a balanced and effective approach. We also discuss the importance of an Ideal Customer Profile (ICP) to target the right market.

Gabriel offers a fascinating comparison of the learning experiences from running a company versus working at Meta, shedding light on the unique challenges of each. He reveals Paperrun's roadmap, focusing on customer feedback and incremental growth, while also sharing best practices for direct mail campaigns. His team's creative services and transparent approach aim to simplify and enhance the effectiveness of direct mail for ecommerce brands.

Timestamps:
00:00 Introduction
04:28 Workplace mentor simplifies growth with crayons.
09:16 Test marketing impact with patient observation period.
11:00 Direct mail lifecycle varies, not immediate results.
14:08 Quick, eye-catching designs pass brief attention test.
17:25 Focus: Customer satisfaction drives sustainable growth strategy.
21:31 Targeting e-commerce brands for effective service delivery.
23:59 Learn from others' experience for success.
26:28 Helping ecommerce brands grow profitably and happily.

Guest Link:
https://www.linkedin.com/in/gabrielloftus/

Tune in to hear more about Gabriel's innovative strategies and the ethos behind Paperrun, along with practical tips you can apply to your own business. Don’t miss this insightful conversation sprinkled with hands-on advice for tackling the B2B landscape effectively! Lastly, reach out to George if you have a fascinating business story to share!

From Oil Engineer to Multi-Million Impact: A CEO’s Journey with Krish Himmatramka

George Kapernaros — Thu, 07 Nov 2024 19:00:00 +0000

Join George Kapernaros as he sits down with Krish Himmatramka, founder, and CEO of Do Amore, a company revolutionizing engagement and wedding rings with a mission to provide clean water to developing countries. Krish shares his journey from oil and gas engineer to social entrepreneur, highlighting his commitment to making a life-changing impact through each ring sold.

Krish delves into the intricacies of their business model, including ethical sourcing and tracking the direct impact of their sales. He also reflects on the highs and lows of building a socially impactful business and offers valuable advice for aspiring entrepreneurs aiming to make a difference.

Timestamps:
00:00 Introduction
03:12 Water easy to access, inspires action consideration.
09:06 First water well visit in Ethiopia, impactful.
12:23 Transition from wedding rings to milestone jewelry.
13:43 Emphasizing intimacy and authenticity as business grows.
16:52 Started Domo Mori with $18,000 capital investment.
20:09 Focus on ethical, sustainable products, spreading awareness.
24:18 Influencing industry's ethical awareness and standards.

Guest Link:
https://www.linkedin.com/in/himmatramka/

Tune in to hear Krish's inspiring story and learn how you, too, can be a part of this impactful journey. Don't miss this chance to understand how meaningful social impact can be seamlessly integrated into a successful business. Lastly, reach out to George if you have a fascinating business story to share!

How to Turn Clicks into Cash: Expert Tips on Revenue Optimization with Will Laurenson

George Kapernaros — Thu, 24 Oct 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Will Laurenson, the CEO of Customers Who Click. Will shares his journey from running multiple brands to consolidating under a single name for better brand coherence. He delves into the challenges of working with development teams and the critical role of customer insights, influencing his shift from traditional ad campaigns to conversion rate optimization (CRO).

Will discusses the transition from in-office to remote work during the pandemic, and the significance of networking and building a community in the ecommerce space. He highlights their unique approach to CRO, not just enhancing conversion rates but optimizing overall customer revenue. Insights into effective business strategies, the importance of early delegation, and avoiding pitfalls provide valuable lessons for entrepreneurs.

Timestamps:
00:00 Introduction
05:50 Marketing focus overlooked understanding customer needs.
06:35 Challenges with dev team, researched user feedback, improved pages.
12:11 Networking is frequent, but not always effective.
15:31 Proactively identify Klaviyo improvement opportunities and assist.
18:15 Hesitation to spend money delayed business growth.
21:16 Outsource tasks to reduce mental burden.
24:31 Tests should impact revenue by providing insights.
25:43 Business was formerly called Monkey Blocks.

Guest Link:
https://www.linkedin.com/in/willlaurenson/

Tune in to learn about Will’s experiences with startups, how he broadened his client base, and his advice on effective business management. This episode is packed with actionable insights to help you grow and optimize your business. Listen now and elevate your CRO game! Lastly, reach out to George if you have a fascinating business story to share!

The No-VC Funding Blueprint for Explosive Business Growth with Alexej Pikovsky

George Kapernaros — Thu, 03 Oct 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Alexej Pikovsky, CEO of Alphawell Group, to discuss his journey from finance to entrepreneurship. Alexej shares insights into his ventures, including an SEO and PPC agency that evolved from a CBD marketplace and a booming e-commerce scented candles brand. His entrepreneurial success is rooted in leveraging his finance experience for business growth and optimization.

Alexej highlights the transformative power of private communities like OnDeck and Hampton, crediting them for vital networking and learning opportunities. He also outlines practical strategies for scaling businesses without VC funding, emphasizing patience, trial and error, and creative financing.

Timestamps:
00:00 Introduction
03:08 Pivot from CBD marketplace to SEO agency.
07:33 Learned scaling brands; pursued acquisitions amid market opportunity.
11:44 Balance ad spend between Amazon and direct sales.
15:28 Inventory cash conversion cycle reduced to one month.
18:17 Brand has 3 Amazon experts, separate agency team.
21:37 Stopped acquisitions; focused on omnichannel brand growth.
23:54 Communities and networks essential for career success.
26:11 Joining Dynamite Circle improved my business efficiency.

Guest Link:
https://www.linkedin.com/in/alexej-pikovsky-9743701/

Tune in to hear Alexej’s valuable advice and inspiring journey, and apply these insights to propel your own entrepreneurial endeavors! Lastly, reach out to George if you have a fascinating business story to share!

From Specialist to Manager In A Rapid Growth Tech Company with Danas Kurlavicius

George Kapernaros — Thu, 19 Sep 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Danas Kurlavicius, head of email and CRM marketing at Kilo Health. They dive into Danas' journey from an operator to a manager overseeing a massively successful team in a flourishing company. Danas shares his role's evolving dynamics, the challenges of delegation, and his dedication to impactful email marketing strategies.

Danas and George candidly discuss the trials and triumphs of transitioning into leadership, the importance of testing in email marketing, and the pitfalls of personalization for the sake of it. Danas also emphasizes the importance of work-life balance and the need to take breaks to enhance productivity and mental well-being.

Timestamps:
00:00 Introduction
03:25 Started solo, needed more people over time.
09:08 Kilo excels at focusing on impactful results.
12:34 Offering a free gift led to worse results.
13:24 Fewer choices prevent decision fatigue and overwhelm.
17:40 Unprepared integration caused stress and employee turnover.
21:34 Balance work and leisure to live fully.
24:13 Take breaks to manage stressful situations effectively.
26:19 Thanks, Danas. Appreciate your time and input.

Guest Link:
https://www.linkedin.com/in/danaskurlavicius/

Tune in for a wealth of insights on email marketing, leadership, and balancing work stress. Don’t forget to subscribe to CEOAFTERDARK for more inspiring stories and practical advice from industry leaders like Danas! Lastly, reach out to George if you have a fascinating business story to share!

From Business Split to Success: The Ultimate Custom Suit Startup Story with Andy Fine

George Kapernaros — Thu, 05 Sep 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Andy Fine, the owner of Sartoro, a premium custom suit brand offering bespoke experiences online. They delve into Andy's journey from dabbling in e-commerce to setting up a manufacturing facility in Vietnam. Andy shares challenges faced during the pandemic, particularly with a contract manufacturing partner, and the abrupt split that led to setting up his own facility.

Andy discusses strategies Sartoro employs to maintain quality and affordable prices, emphasizing fit over fabric. He also reveals exciting plans for expanding their product range with celebrity jewelry designer Neil Lane. Through hard work and adaptability, Andy has grown Sartoro while balancing international manufacturing dynamics.

Timestamps:
00:00 Introduction
03:14 Produced in China, then moved to Vietnam.
06:52 Found partner for manufacturing operations in Vietnam.
10:41 Wife struggled to understand business during pandemic.
15:46 Prepared for self-sufficient manufacturing before 2023.
18:33 Cheap, fast suit making lacks quality, longevity.
22:11 High-quality, affordable fabrics for custom clothing.
23:05 Big partnership with Neil Lane for suits.
28:21 Dabbled in ecommerce while traveling the world.
29:33 Initial investment in Sartoro led to success.

Guest Link:
https://www.linkedin.com/in/andrewfine/

Don’t miss this episode filled with insightful entrepreneurial advice! Listen now to learn more about overcoming business challenges and leveraging technology for success. Find Sartoro at Sartoro.co and follow them on Instagram and Facebook for the latest updates. Lastly, reach out to George if you have a fascinating business story to share!

Turning Food Into Medicine With Silicon Valley Entrepreneur Ari Tulla

George Kapernaros — Thu, 22 Aug 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Ari Tulla, a seasoned entrepreneur who has made remarkable strides in the health tech industry. Ari shares his journey from Nokia to founding companies like Better Doctor, Quest Analytics, and Elo Health, emphasizing the transformative potential of personalized nutrition and "smart" nutrition products.

Ari dives deep into Elo's mission to turn food into medicine, discussing the development of personalized nutrition solutions like 3D-printed gummy vitamins and customized protein powders. He also sheds light on the impact of lifestyle changes on life expectancy and offers his views on modern health interventions like Ozempic.

Timestamps:
00:00 Introduction

05:45 Healthy lifestyle choices can offer significant lifespan.

08:48 US healthcare spending causing significant global impact.

12:00 Elo creates nutrition products to support medication.

14:34 Early experiences in tech change Finland drastically.

16:42 Startup success is uncertain, but aim high.

21:10 Grateful for your personal, passionate business insights.

26:22 Elo works with partners, expanding product reach.

27:23 Thanks Ari for the insightful discussion.

Guest Link:
https://www.linkedin.com/in/aritulla/

Tune in to hear Ari's heartfelt story, driven by his wife’s health challenges, which inspired his shift to health tech. Lastly, reach out to George if you have a fascinating business story to share!

Building a Million-Dollar Brand: The Story Behind Pyra with Sam Moore

George Kapernaros — Thu, 01 Aug 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Sam Moore, a former pro freestyle skier turned designer and founder of the fashion brand, Pyra. Sam shares his entrepreneurial journey from his roots in New Zealand and his love for the outdoors to creating a unique brand that combines technical sportswear with streetwear fashion.

Sam dives deep into the challenges and strategies behind successfully launching an apparel brand in a competitive market. He talks about the importance of having a distinct brand identity, understanding your target audience, and leveraging social media and retail partnerships for growth.

Timestamps:

00:00 Introduction

03:44 Entrepreneur's journey from retail to outdoor fashion.

07:07 Careful brand planning achieves market differentiation and recognition.

11:56 Research brand niche for quicker market penetration.

15:52 Building community, creating content, partnering for growth.

19:22 Expand product range, open retail stores, international expansion.

21:02 Founder and CEO focus on brand vision.

23:23 Believe in yourself, keep going, never stop learning.

Guest Link:

https://www.linkedin.com/in/sam-moore-2a93b632/

Get inspired by Sam's creative vision and learn valuable insights about building a brand from the ground up. Don't miss out on his expert advice and tips for aspiring entrepreneurs! Lastly, reach out to George if you have a fascinating business story to share!

Inside Smyle: The Future of Sustainable Oral Care is Here with Roger Nefkens

George Kapernaros — Thu, 18 Jul 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Roger Nefkens, Founder of Smyle, an innovative oral care brand known for its sustainable toothpaste tabs. Roger dives into Smyle's mission to tackle the plastic and ingredient issues in traditional oral care products, their unique approach, and how they transformed industry practices over the past four years.

Roger also shares insights on the challenges they faced, the importance of a complementary co-founder team, and strategies for sustainable business practices.

Timestamps:

00:00 Introduction

04:48 Inspired by plastic pollution, started sustainable company.

07:19 Ocean Cleanup project shifts focus to rivers.

10:10 Utilizing ads and social media for visibility.

15:03 Colleagues unavailable, container issue, found solution eventually.

18:49 Integrating sustainability in business is essential.

19:21 Quick access, but consider environmental impact too.

22:25 Cleanest, biggest billboards set world record.

Guest Link:

https://www.linkedin.com/in/rogernefkens/

Don't miss out on this fascinating conversation about innovation and sustainability in oral care! Tune in to learn more about Smyle's game-changing products and Roger's tips for launching a successful, eco-friendly brand. Lastly, reach out to George if you have a fascinating business story to share!

Mom & CEO: How to Dominate Business AND Parenting Like a Pro with Natasa Vihar

George Kapernaros — Thu, 27 Jun 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Natasa Vihar, CEO of Inlight Agency, to explore her journey in the marketing and business consulting world. Natasa shares valuable insights on the importance of a focused strategy in Facebook and Google advertising, the evolution of her agency, and her belief in the personalized approach to client needs. She passionately describes her career path, the inception of Inlight, and the challenge of balancing motherhood and professional life.

The conversation dives deep into the negative connotations associated with marketing agencies and how Inlight differentiates itself by valuing personal relationships and ensuring quality work. Natasa opens up about her experiences, the importance of efficient time management, and how motherhood has reinforced her commitment to her career. She emphasizes that success stems from understanding individual needs and fostering learning environments within her team.

Timestamps:
00:00 Introduction
04:12 Choosing a strong leader is crucial for growth.
09:03 Providing support for various customer project sizes.
12:09 Feeling of wanting to do things better.
16:30 Having a child leads to greater commitment.
18:08 Employees waste time, affecting efficiency and productivity.
22:11 Flexible work hours, focused work, and support.
24:01 Business owners aim for efficiency, balancing productivity.
29:56 Questioning life, studying law, seeking meaning.
33:06 Express your feelings and opinions openly and authentically.
34:19 Challenges shape you, choices reflect inner turmoil.
37:39 Team values energy, believes in transformational potential.

Guest Link:
https://www.linkedin.com/in/natasavihar/

Tune in to hear how Natasa transformed her vision into a thriving agency that champions personal growth and client success. Lastly, reach out to George if you have a fascinating business story to share!

From Intern to Managing Director of an 8-Figure Nutrition Brand with Otto Mouton

George Kapernaros — Thu, 13 Jun 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Otto Mouton, Managing Director of Jimmy Joy to discuss nutrition, product development, and the dynamic world of ecommerce. Otto delves into the company's journey from launching nutritionally complete meals to rebranding and overcoming major setbacks. He also reflects on his gaming career and its influence on his professional path.
Navigating challenges such as supply chain issues and inflation, Otto emphasizes the importance of customer feedback, innovative marketing, and team resilience in driving the company's success. The episode offers insights into the balance of freedom and guidance that fuels Jimmy Joy's vibrant culture.

Timestamps:
00:00 Introduction
05:56 Growth from commercial officer to managing director.
07:25 Prefers start-up environment, dislikes corporate life.
12:45 Great product with high AOV enabled scaling.
14:46 Good nutrition leads to energy and satiety.
16:52 Customer feedback methods help improve product quality.
21:27 Flavor development process: testing, feasibility, and rotation.
25:56 Oats production affected by European war, inflation.
29:42 Comparing relaxed company culture to rigid industry norms.
33:45 Focusing on proven supplements, planning future product expansion.
37:26 Jimmy Joy rebranded to Plenny due to feedback.

Guest Link:
https://www.linkedin.com/in/otto-mouton-2508158b/

Tune in to learn more about the fascinating behind-the-scenes stories and the future plans of Jimmy Joy. Don't miss Otto's valuable advice and inspiring experiences. Whether you're a budding entrepreneur or a devoted Jimmy Joy fan, this episode is packed with wisdom and excitement! Lastly, reach out to George if you have a fascinating business story to share!

Inner Work, Outer Impact: A Journey to Impactful Entrepreneurship with Thomas Jakel

George Kapernaros — Thu, 30 May 2024 19:00:00 +0100

Join George Kapernaros as he sits down with serial entrepreneur Thomas Jakel, known for his impactful ventures and mindset shifts. Thomas shares his journey from profit-focused business to distributing good, highlighting a transformative experience with inner work.

He emphasizes the power of changing beliefs and behaviors, leading to impactful projects in social entrepreneurship, ecological sanitation, and mental health coaching.

Timestamps:
00:00 Introduction
03:55 Empowering youth through entrepreneurship and virtual assistance.
09:18 Desire for impactful work led to entrepreneurship.
11:36 Learning from experience, helping others, international travels.
15:27 Transition from teaching workshops; seeking broader impact.
16:34 Visited social impact hubs, heard inspiring story.
19:42 Admire and amplify existing ideas for innovation.
22:27 Abundance mindset leads to business and freedom.
26:24 Learning empathy and nonviolent communication transformed me.
31:05 Byron Katie's school transformed my daily practice.
35:06 Reactions to thoughts shape personal perspective and actions.
38:33 Changing thinking leads to easier behavior change.

Guest Link:
https://www.linkedin.com/in/thomas-jakel/

Ready to dive into a world of entrepreneurship and personal development? Tune in for a transformative narrative that challenges traditional business norms and empowers listeners to create positive change in their lives and communities. Lastly, reach out to George if you have a fascinating business story to share!

Entrepreneurship and Mental Health: Insights from a 3x Founder with Matteo Grassi

George Kapernaros — Thu, 16 May 2024 19:00:00 +0100

Join George Kapernaros as he sits down with Matteo Grassi, a seasoned entrepreneur with over 20 years of experience. Matteo shares his rollercoaster journey through the tech and e-commerce worlds, detailing the highs and lows, and the personal and professional challenges he faced, especially highlighting his venture into an AI-powered tool aimed at supporting mental health.
Matteo's candid discussion about the importance of balancing mental well-being with entrepreneurial success offers a fresh perspective on what it means to be truly successful in business and in life.

Timestamps:
00:00 Introduction
04:22 Shopify founder started with friends' help. Early struggles.
07:27 Shopify Plus job brought stress, led to departure.
12:06 Discussion about business setup and timing in Estonia.
15:00 Customizing post-purchase experience with visual builder.
15:47 Merchants prefer alternative to rigid Shopify. Timing ideal for drop shippers to adopt.
19:11 Launched WhatsApp bot powered by AI to answer.
23:44 Started series of video content on bipolar.
27:16 Success and wealth: a personal and lonely journey.
31:22 Passion for helping people led to psychology.
34:42 Struggle between financial success and personal happiness.
38:07 Work smart, grow business without mental sacrifice.
39:21 Advising from personal mistakes, no reading books.

Guest Link:
https://www.linkedin.com/in/matteowastaken/

Tune in to learn from Matteo's vast experiences and understand why prioritizing mental health and personal values is crucial in the entrepreneurial journey. Lastly, reach out to George if you have a fascinating business story to share!

50+ Businesses Later, He Knows A Thing Or Two About Growth with Eimantas Miksys

George Kapernaros — Thu, 02 May 2024 19:00:00 +0100

Join George Kapernaros as he dives into the entrepreneurial journey of Eimantas Miksys, from humble beginnings to becoming a business savant. Miksys shares invaluable insights on project development, embracing positive impacts, and the power of a strong company culture. We uncover the significance of curiosity, creativity, and learning from failures, as Eimantas reflects on pivotal experiences that shaped his successful career.

With candid anecdotes, Eimantas emphasizes the importance of staying open, humble, and the role of disciplined endurance sports in fostering a productive mindset. He offers a unique perspective on personal growth and the lean methodology.

Timestamps:
00:00 Introduction
03:47 Startup failures, daily routine and love for YouTube.
07:49 Early ventures included cleaning and cherry picking.
12:52 Celebrating opportunities, creating luck, and embracing accidents.
14:13 Only 3 teams participated, everyone won.
17:33 Met with colleagues, shared ideas, impacted change.
22:12 Successful instant sales, project scaling challenges.
24:42 Trust trained gut feeling for business decisions.
29:53 Selecting 100 people, now favor 50.
34:03 Desire for shortcuts hinders growth and learning.
36:51 Lessons: curiosity drives creativity, motivation, and entrepreneurship.
40:52 Overcoming challenges, mental toughness, and self-discipline.
43:31 Balanced approach to weight loss and exploration.
47:01 Strive to stay open and inspire others.

Guest Link:
https://www.linkedin.com/in/eimantasmiksys/

Want to learn how to navigate the entrepreneur's path with ingenuity and resilience? Tune in and absorb the wisdom that's transformed over 50 ventures into triumphs. Lastly, reach out to George if you have a fascinating business story to share!

From Neuroscience to COO to CEO: Startup Struggles & Triumphs with Erika Zeigyte

George Kapernaros — Thu, 18 Apr 2024 19:00:00 +0100

Join George Kapernaros as he sits down with chats with neuroscientist-turned-entrepreneur Erika Zeigyte about her dynamic journey from neuroscience to spearheading a digital marketing agency and founding an innovative e-commerce brand.

They discuss the intricacies of scaling an agency, initiating a staffing firm, and launching a hair care product line, 'Sassy Scalp.' Vital entrepreneurship lessons emerge as they touch on the criticality of sleep, self-care, and maintaining a strong company culture.

Timestamps:
00:00 Introduction
05:12 Rapid career growth through learning and networking.
07:52 Respect opinions, support ambitions, prepare for transitions.
11:39 Delegate, automate to free up time, ecommerce.
15:06 Personal growth through overcoming various challenges.
16:59 Struggling with sleep in Spain for months.
21:02 Establishing routines and good habits for sleep.
22:25 Taking care of yourself is crucial for success.
27:47 Advice for hiring based on perspective and vision.
31:27 Startups require flexibility and diverse contribution.
34:01 Company culture reflects founder, influences how people work.
35:39 Startup employees seek growth, success, and reward.

Guest Link:
https://www.linkedin.com/in/erika-zeigyte/

Tune in to discover how Erika's personal experiences shaped her leadership style and helped her prioritize mental wellness in business. Don't forget to share your thoughts with us and join the ride through riveting entrepreneurial stories! Lastly, reach out to George if you have a fascinating business story to share!

Big Shoe Brands Hate Him: The Man Who Turned Down Sharks with Steven Sashen

George Kapernaros — Thu, 28 Mar 2024 19:00:00 +0000

Join George Kapernaros as he sits down with Steven Sashen, the creative force behind Xero Shoes. Steven shares his eclectic journey from stand-up comic to footwear innovator, revealing how personal challenges with traditional shoes led him to rediscover the benefits of barefoot running.

A heartening chat unfolds about Sashen's company, which sprouted from a simple sandal design to an international brand, emphasizing the importance of customer feedback and fortunate encounters in the industry.

00:00 Introduction
03:16 Footwear shapes form; barefoot running improves form.
08:20 Customizable sandals led to ready-to-wear shoes.
10:13 DIY sandal kit changed lives through shoe design.
13:51 News media overhyped shoe injury reduction claim.
17:57 Incorrect footwear weakens foot muscles and joints.
22:01 Creating curiosity, questioning beliefs, and promoting change.
24:55 Optimistic outlook, setbacks, frustration, and disappointment.
27:49 Equity crowdfunding opened investment to non-accredited investors.
31:17 Growing interest in minimalist shoes and optimism.
36:02 Validate your product and be realistic.
38:07 Move on from unattainable experiences and perceptions.
41:51 Robert confronts Kevin’s unimpressive business offer.

Guest Link:
https://www.linkedin.com/in/sashen/

Ready to be inspired by an entrepreneur's path forged from passion to international success? Tune in and unearth how a dash of luck and heaps of dedication can turn an idea into a movement. Don't forget to share your thoughts with us and join the ride through riveting entrepreneurial stories! Lastly, reach out to George if you have a fascinating business story to share!

LVMH Veteran Gives Masterclass In E-Com Luxury Branding with Alexandre Luna

George Kapernaros — Fri, 15 Mar 2024 19:00:00 +0000

Join George Kapernaros as he delves into the world of luxury and premium branding with digital marketing maestro Alexandre Luna VP of Digital and Strategic Commerce at Evereden. They share invaluable strategies for customer retention and acquisition sans discounts, focusing on brand integrity and creative marketing outreach.

With George's experienced queries and Alexandre's experience with luxury brands like Louis Vuitton this episode is a treasure trove of knowledge. The duo unpacks a compelling backdrop for discussions on brand identity, premium product positioning, and the delicate balance between aggressive growth targets and brand value.

Timestamps:
00:00 Introduction
05:50 Luxury purchases about product, history, and feeling
09:24 Status, ego, and perception of luxury products
13:16 Commonalities and luxury vs. premium brand differences
14:02 Quality over name: premium versus luxury products
18:03 Importance of premium skincare for family's health
21:04 Efficient acquisition, brand-ad alignment, and good ROAS
26:46 Listen to customers; use their words in marketing
29:15 Open, honest communication fosters accountability and collaboration
31:47 Embrace technical work to understand future team
34:07 Exploring diverse experiences leads to professional growth
38:01 Balance outside work enhances professional performance

Guest Link:
LinkedIN: https://www.linkedin.com/in/alexandreluna-digital-marketing/

Connect with Alexandre on LinkedIn for a direct line to his profound expertise, and don't miss out on George's offer for a free email and SMS program audit - reach out on LinkedIn for this rare opportunity! Lastly, don't forget to reach out to George if you have a fascinating business story to share!

From CEO to Intern to CMO of America's #1 Femtech Brand with Katherine Sakovich

George Kapernaros — Thu, 29 Feb 2024 19:00:00 +0000

Join George Kapernaros as he delves into the personal and professional journey of Katherine Sakovich, CMO at Miracare. They explore her transition from leading a creative agency to impacting women's health through Femtech and beyond. The conversation also touches on overcoming challenges like adapting to new markets and Sakovich's hands-on approach to marketing.

This episode isn't just Sakovich's story; it's brimming with insights on marketing, product development, and the power of mission-driven work in the fast-paced world of teeming startups.

Timestamps:
00:00 Introduction
06:03 Fear of new challenges led to growth.
09:48 Transition from finance to mission-driven consumer focus.
14:16 Fortunate to have a needed product, successful marketing.
16:49 Easy urine-based test to understand your cycle.
19:45 Challenges of advertising on platforms increased costs.
24:32 Efficient government-like system saves time and adapts.
28:36 Using OKRs to drive motivation and alignment.
32:22 Passionate about helping others; pursuing advertising dream.
34:53 Living in San Francisco: tech, nature, creativity
38:30 London accelerator supports fintech founders, promotes collaboration.
41:00 Employees: journal helps communication and sense of accomplishment.
43:44 Realization of radical responsibility and agency.

Guest Link:
LinkedIN: https://www.linkedin.com/in/sakovich-katherine/

Keen on learning from a trailblazing CMO and absorbing invaluable industry knowledge? Tune in to this must-listen episode, and don't forget to reach out to George if you have a fascinating business story to share!

Ex-Googler Reveals All: Key Lessons After Spending 150M On Google with Jorge De La Puente

George Kapernaros — Thu, 15 Feb 2024 19:00:00 +0000

Join George Kapernaros as he interviews Jorge De La Puente on the intricacies of structuring Google Ads campaigns and navigating the world of e-commerce strategies. Jorge emphasizes the importance of coaching and mentorship for new entrepreneurs and highlights the daily challenges of entrepreneurship.

Furthermore, he sheds light on the significance of building self-confidence, acquiring sales skills, and the benefits of networking with successful individuals.

Timestamps:
00:00 Introduction
04:08 Learned about online business, marketing, started companies.
06:46 Left high-level job at company for autonomy.
10:25 Learning from brands, mastering acquisition, self-entrepreneurship.
12:52 Starting a brand increases customer value.
18:12 Structure fixed weekly meetings with marketing, finance.
20:10 Agency aims to be selective and profitable.
22:58 Profitable first sale, unique Google Ads funnel.
28:08 Understanding sales, management, and hiring top talent.
30:13 Spending time with others influences your interests.
34:11 Get coaching before starting an ecommerce brand.
36:35 Starting workouts helped manage stress and self-confidence.
40:03 Business leaders with stories.

Guest Link:
LinkedIN: https://www.linkedin.com/in/jorge-de-la-puente-alvarez-45244b17

Tune in as George and Jorge share their insights on starting a business, the complexities of entrepreneurship, and the value of embracing failure as a stepping stone to success. Get ready to gain a deeper understanding of e-commerce, performance marketing, and Google Ads from Jorge De La Puente, and uncover valuable tips for navigating the world of entrepreneurship.

Beyond Boundaries: Entrepreneurship, Endurance, and Community Transformation with Bastian Kröhnert-Ferron

George Kapernaros — Thu, 01 Feb 2024 19:00:00 +0000

Join George Kapernaros as he sits down with Bastian Kröhnert-Ferron, the innovative mind behind Mammutmarsch. Explore the story of Mammutmarsch, a series of extreme hiking events that push the limits of both body and mind. From discussions on business innovation to the transformative nature of Mammutmarsch, this episode offers valuable insights for entrepreneurs and adventurers alike.

Timestamps:
00:00 Introduction
05:38 Always aspired to be an entrepreneur, studied business.
09:48 Overwhelmed with inquiries, built service with freelancers.
12:57 Starting Mammutmarsch: From doubt to success with 17 attendees.
14:46 Focus on creating massive value for success.
17:30 Supportive community pushes individuals to their limits.
21:07 Emotions and storytelling are crucial to branding.
25:35 All content is created authentically in-house.
28:08 Real-time responsiveness shows community care and intentionality.
30:22 Adapting campaign based on user response.
35:35 Organizing large events involves permits, logistics, planning.
39:21 Stress and burnout led to sleepless nights.
42:22 Intense, transformative experience with community and nature.
43:29 1980 not ideal for remote work launch.
48:46 Parents' concern may hold you back.

Guest Links:
Facebook: https://www.facebook.com/kroehnert/
Instagram: https://www.instagram.com/kitaitravels/channel/
LinkedIn: https://www.linkedin.com/in/bastian-kr%C3%B6hnert-ferron-b9ba11145/

Ready to take the plunge into the world of extreme experiences and entrepreneurial innovation? Tune in and gain firsthand wisdom from Bastian Kröhnert-Ferron. Send in your queries and experiences to become part of the conversation. Remember, the journey to success is best experienced when shared.

CEOAFTERDARK | Trailer

George Kapernaros — Thu, 25 Jan 2024 12:08:09 +0000

Ever wonder what drives a CEO when nobody's watching? Every Thursday, tune into the CEOAFTERDARK podcast to hear a raw conversation with a hyper-successful business owner. Your host, George Kapernaros, is the CEO of YOCTO, a leading e-commerce CRM agency. Now, he's focused on getting to know these leaders as real people.

We're talking about the ups and downs they don't usually share. You'll hear about their personal challenges, their big wins, and everything in between. It's not just about their successes, but also the tough times and what keeps them going.

This podcast is perfect for anyone curious about what it takes to run a successful online business. Whether you're dreaming of starting your own company, already running one, or just love a good success story, these chats are for you.

So, grab your headphones and join us on CEOAFTERDARK. It's where the real stories of e-commerce leaders come to light – the stuff they only talk about after hours.