Return-Path: Delivered-To: andrew@sterlingcal.com Received: from reseller401.webserversystems.com by reseller401.webserversystems.com with LMTP id yNAsF+hg1GcziAEAchKAPA (envelope-from ) for ; Fri, 14 Mar 2025 12:01:28 -0500 Return-path: Envelope-to: andrew@sterlingcal.com Delivery-date: Fri, 14 Mar 2025 12:01:28 -0500 Received: from o172.ptr2130.mail.beehiiv.com ([159.183.140.149]:14888) by reseller401.webserversystems.com with esmtps (TLS1.2) tls TLS_ECDHE_RSA_WITH_AES_128_GCM_SHA256 (Exim 4.98.1) (envelope-from ) id 1tt8PX-00000000RwE-2ei1 for andrew@sterlingcal.com; Fri, 14 Mar 2025 12:01:28 -0500 DKIM-Signature: v=1; a=rsa-sha256; c=relaxed/relaxed; d=mail.beehiiv.com; h=content-type:from:mime-version:subject:reply-to:list-unsubscribe: list-unsubscribe-post:to:cc:content-type:from:subject:to; s=s1; bh=mmk6g2pgBp912t4MqR7+mF66INGwnW8Vld2DZkiXJk8=; b=EbEyV3c43rI/sI8sij+MIWhHG8N/muiywuVhZMF8I1t5nE/pcSDGqdAzuLkXV0qCvsTk 29dPNRcS6yXXbUE0JgBAb1DqipM/7gozXum6b8Mgij7ADmhCAcZtrBm6SH7yrDq01V6s2N R9X8wZTRP9F/gXaSpOiMJvZnxR6IcSGmqlMs4cUiI5dsiQ6VxrVZwf8n2KDIUYi3jDwRQa 2omVJS0VcPuSQqFLwAB/Yxi40tgZzWEiAtv1EU2wficRsuUsaAiiEqxRtGHGmnicyNQR2N PVaLP7GbHxUNB7C9YTAx1Cane/xVylcwwq0Ezn6MOhC+akm2dnt+hS7Y8+CvcJ7w== Received: by recvd-784ff9f57d-h6nz9 with SMTP id recvd-784ff9f57d-h6nz9-1-67D460C8-CF 2025-03-14 17:00:56.634201752 +0000 UTC m=+3804525.804691764 Received: from NDAyMzQxODk (unknown) by geopod-ismtpd-18 (SG) with HTTP id 2Xp3qRxlT7-iu6kQY-0x5A Fri, 14 Mar 2025 17:00:56.575 +0000 (UTC) Content-Type: multipart/alternative; boundary=93ea54884ac4e74e558cd387d4d0e5aed0e00cf288efba34f95eb7324f7c Date: Fri, 14 Mar 2025 17:01:16 +0000 (UTC) From: Collin Stewart Mime-Version: 1.0 Message-ID: <2Xp3qRxlT7-iu6kQY-0x5A@geopod-ismtpd-18> Subject: my conference playbook Reply-To: Collin Stewart Feedback-ID: =?us-ascii?Q?cc58b290-e0c4-473c-ac36-f472a0beb24f=3Anewsletter=3A3c5b97ff-00a9-?= =?us-ascii?Q?4acc-916d-c137bca24b1d=3A23270855726497d?= List-Unsubscribe: =?us-ascii?Q?=3Cmailto=3A3c5b97ff-00a9-4acc-916d-c137bca24b1d+1d17dc26-c1df-44e?= =?us-ascii?Q?0-812a-883b6ad5b6bc+cc58b290-e0c4-473c-?= =?us-ascii?Q?ac36-f472a0beb24f=40unsub=2Ebeehiiv=2Ecom=3E=2C?= =?us-ascii?Q?_=3Chttps=3A=2F=2Ffoundersedition=2Eco=2Funsubscribe=2FeyJ0eXAiOiJKV1QiLCJhbG?= =?us-ascii?Q?ciOiJIUzI1NiJ9=2EeyJzdWJzY3JpYmVyX2lkIjoi?= =?us-ascii?Q?MWQxN2RjMjYtYzFkZi00NGUwLTgxMmEtODgzYjZ?= =?us-ascii?Q?hZDViNmJjIiwicG9zdF9pZCI6ImNjNThiMjkwLW?= =?us-ascii?Q?UwYzQtNDczYy1hYzM2LWY0NzJhMGJlYjI0ZiIsI?= =?us-ascii?Q?mxhc3RfcmVzb3VyY2VfZ3VpZCI6IlBvc3Q6Y2M1?= =?us-ascii?Q?OGIyOTAtZTBjNC00NzNjLWFjMzYtZjQ3MmEwYmV?= =?us-ascii?Q?iMjRmIn0=2E4LSWumUcbiLcWSInDHDZaB2kFVn3Lj?= =?us-ascii?Q?g0ATfRtvwMrpg=3E?= List-Unsubscribe-Post: List-Unsubscribe=One-Click sId: 3c5b97ff-00a9-4acc-916d-c137bca24b1d x-beehiiv-ids: =?us-ascii?Q?{=22account=5Fname=22=3A=22https=3A=2F=2Ffoundersedition=2Eco=2F=22=2C=22campaign=5Fid=22=3A=22c?= =?us-ascii?Q?c58b290-e0c4-473c-ac36-f472a0beb24f=22=2C=22c?= =?us-ascii?Q?ategory=22=3A=22newsletter=22=2C=22email=5Fgenerated=5F?= =?us-ascii?Q?at=22=3A1741971656=2C=22user=5Fid=22=3A=223c5b97ff-00a9?= =?us-ascii?Q?-4acc-916d-c137bca24b1d=22}?= x-beehiiv-type: newsletter x-list-id: 3c5b97ff-00a9-4acc-916d-c137bca24b1d x-list-owner: x-newsletter: https://foundersedition.co/p/conference-playbook x-newsletter-id: https://foundersedition.co/ x-newsletter-signup: https://foundersedition.co/subscribe X-SG-EID: =?us-ascii?Q?u001=2E7ozyt+tmjDsHnEocxX8pymFA2v5OOh2V4Pdr6hGVjZo99sLHT4OeEg7as?= =?us-ascii?Q?oEFtQzIa0qAOkk1QezFA4qrCcff9558yNK8x6zQ?= =?us-ascii?Q?0aLhxDCyAuB9kgcSLas3IIKR+fvCUJBB7WTWYvp?= =?us-ascii?Q?tOuE+9Z8xJ2ZTeQ2vXgK8MMijgyYGWM73ZE3V2V?= =?us-ascii?Q?tqzXBgx165wWSX6wwhjYQSpk9sPqxhtVqRx0eIB?= =?us-ascii?Q?rerP1VpzEyG18ZfzQsZhCasqBGpPPxWLGtKAwfF?= =?us-ascii?Q?Fni3K0TtmGeeMeDnsbXkXtwrZph67YyFQDMKW+l?= =?us-ascii?Q?VWK5L+H4=3D?= X-SG-ID: =?us-ascii?Q?u001=2ESdBcvi+Evd=2FbQef8eZF3BpTL9BgbK5wfSJMJGMsmprAVgeiC8iaV7rEmQ?= =?us-ascii?Q?+cYi2k7K9MuGfL2iPvgKzWIMvbwIT8YmhdKGOw3?= =?us-ascii?Q?mneCfiv6+pU99vppqMuCYIOhU0p+s12i5avKXpk?= =?us-ascii?Q?RRZOk7TfqAXWmDKNT4Y2KQQ+jjN2q1JNDE5ZZe5?= =?us-ascii?Q?RZ=2FZMy79yQz4TXI=2FH=2FAOC+8k97cp0Q4DqusgWmt?= =?us-ascii?Q?tDB4m4Geel0ZehWduFKdlMyl2VoJT9VacZEc4i0?= =?us-ascii?Q?rckADtTKVtonupI+gigyomRnVg=3D=3D?= To: "andrew@sterlingcal.com" X-Entity-ID: u001.RuZ2+X9IBGtjUb8qq3teHQ== X-Spam-Status: No, score=-3.3 X-Spam-Score: -32 X-Spam-Bar: --- X-Spam-Flag: NO --93ea54884ac4e74e558cd387d4d0e5aed0e00cf288efba34f95eb7324f7c Content-Transfer-Encoding: quoted-printable Content-Type: text/plain; charset=utf-8 Mime-Version: 1.0 Hello Andrew,=20 _**Book update**__: We just received a review from _**_Mark Roberge_**_, __= Co-Founder @ Stage 2 Capital, Founding CRO @HubSpot & Author of Best Seller= "The Sales Acceleration Formula":_ "Too many founders mistake early revenue for product-market fit and scale b= efore they=E2=80=99re ready. The Terrifying Art of Finding Customers gives = founders a disciplined approach to proving demand, testing go-to-market fit= , and knowing when to scale. Essential reading for any founder navigating e= arly-stage growth." _**tl;dr**__ _ * _Conferences don=E2=80=99t have to be a money pit that only generate =E2= =80=98good vibes=E2=80=99_ * _To remind yourself to ask the right questions, print =E2=80=98are we a f= it=E2=80=99 cards on postcard stock and take them to your next conference_ * _Run pre/during/post outbound campaigns to maximize your investment _ ### The Secret to Getting ROI from Your Conference Sponsorship Today=E2=80=99s post is another one of those _I=E2=80=99ve had this convers= ation 3x this week and need to get my thoughts down on paper_ posts. I=E2= =80=99ve written about this before on our company blog but wanted to clean = the posts up before I shared them. If you=E2=80=99re going to any conferenc= es this year, as attendees or sponsors, this post will have something for y= ou.=20 We sponsored SaaStr, the biggest SaaS conference in San Francisco, from its= first year until 2021. Initially, we were a young company excited just to = be in the room=E2=80=94our booth presence was mostly about brand awareness.= But as our business matured and budgets tightened, our CFO started asking = tough questions about ROI. Embarrassingly, we didn=E2=80=99t have very good= answers. #### The Trap of Quantity Over Quality At SaaStr 2016, our strategy was all about quantity. We scanned over 300 ba= dges, had gimmicks like hiring a fortune teller to attract booth visitors, = hosted book signings, and gave away hundreds of copies of _From Impossible = to Inevitable_. The booth buzzed with activity, but when it came to results= , we closed exactly zero deals. Our mistake? We focused on volume without paying attention to the quality o= f the conversations or the strength of our follow-ups. We naively assumed b= adge scans would effortlessly convert into meetings the next week. They did= n't. After some painful reflection, we concluded our failure was due to thr= ee big issues: * Our booth location wasn't strategic. * Our follow-up process was weak. * Our conversations lacked depth and direction (in short, they sucked!). The breakthrough realization was simple: chasing quantity made us overlook = quality. We felt the rush of the crowd but left with a big hole in our pock= et and a csv of emails that never turned into much.=20 #### Enter the AWAF (Are We A Fit?) Card For SaaStr 2017, we completely flipped our approach. We strategically chose= our booth location near companies that attracted our ideal customers, we f= orgot swag altogether and joked that our giveaway was a great conversation,= and most importantly, introduced our AWAF (Are We A Fit?) cards. The AWAF cards distilled our qualification process into a straightforward c= hecklist across four key areas: * **Team:** Company size, team composition, growth goals. * **Results:** Current outbound strategy effectiveness. * **Customers:** Assessing if the company had achieved product-market fit= =E2=80=94offering resources if they weren=E2=80=99t quite ready. * **Targeting:** Geographic focus, maturity of their product/company. The magic of these cards was in their simplicity. It reminded every one of = us that we were standing at the booth to have a good sales conversation wit= h prospects. In a casual in person setting like a conference, it=E2=80=99s = way to easy to forget that you=E2=80=99re there to sell. I=E2=80=99ve been = selling most my life and on numerous occasions have watched myself ramble o= n about something unrelated to a prime prospect.=20 The cards were the perfect reminder of our purpose.=20 My ask to the team was, whenever you=E2=80=99re having a conversation that = might go somewhere, pull a card out and start taking notes. That was all. W= e also doubled commissions for meetings booked at the conference which prov= ided a nice incentive to keep the team motivated.=20 Interestingly, whenever our team began jotting down notes on the cards, pro= spects would reposition themselves so they could see the card and start hel= ping our team answer the questions. There are few things better than a pros= pect telling you why they're a good fit. Here=E2=80=99s a shot of the team = working the booth: View image: (https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,forma= t=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/00802554-5674-4= dac-bf06-643fa8cfbb81/image.png?t=3D1741921814) Caption:=20 The results were dramatic: * Badge scans dropped from 327 to just 67, but lead quality soared. * We completed 32 AWAF cards with clear, booked next steps. * Closed over $200,000 in new business within 60 days post-event, vastly ou= tperforming our initial $50,000 goal. More importantly, the shift transformed our team's mindset. Our goal at the= booth became about having meaningful conversations=E2=80=94not scanning ba= dges or handing out swag. As I emphasize in [_The Terrifying Art of Finding= Customers_](https://www.amazon.com/Terrifying-Art-Finding-Customers-Sleep-= Deprived), the best way to move a deal forward is a deep understanding of y= our customer, and these structured conversations ensured we were talking to= the right people about the right things.=20 Here=E2=80=99s a shot of the card itself: View image: (https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,forma= t=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/6941c553-f886-4= cff-ad85-6bcc5aea876d/CleanShot_2025-03-13_at_20.12.07.png?t=3D1741921949) Caption:=20 _Pro-tip_: One of our most effective booth engagement strategies was placin= g inexpensive anti-fatigue kitchen mats in front of our reps. Anytime someo= ne slowed down, we invited them over for a "relaxing stand." At only $30 ea= ch, these mats encouraged people to pause just long enough to spark a conve= rsation.=20 _Second pro-tip_: bring envelopes and give every sales rep four of them wit= h the following labels: fresh cards, booked meetings, follow-up action, & n= o follow up. Before you file the card, take a picture of it next to the per= son=E2=80=99s badge (with their permission) so you have their info and a ba= ckup.=20 #### Leveraging Outbound To squeeze even more ROI from conferences, we later learned to layer strate= gic outbound campaigns into our event strategy. Here are the three differen= t campaigns we like to run: **Pre-event campaign**=20 Target ideal attendees ahead of time. Scrape previous attendee lists, spons= or lists, and speaker lists, find your target prospects at those organizati= ons and reach out to see if they=E2=80=99ll be there. These are your standa= rd =E2=80=9Cmeet me at the booth=E2=80=9D type emails.=20 If we can=E2=80=99t get a good list, we=E2=80=99ll reach out to high value = targets we suspect might be there to offer personalized experiences like pr= ivate dinners or exclusive events to secure high-quality meetings. Our last= SaaStr we hosted a revenue leader meetup just outside the venue, the bill = was less than $1k and it enabled us to have some quality time to connect wi= th prospects in a quieter setting. These are great events to invite prospec= ts to before and during the event.=20 **During-event campaign**=20 Manage scheduled meetings, engage actively on social media, and respond imm= ediately to attendee interactions. We also make a point of filtering the pe= ople we engage with and inviting the top prospects to any events we=E2=80= =99re hosting.=20 **Post-event campaign** We=E2=80=99ll follow-up rigorously with leads that engaged pre-event or at = the booth via AWAF cards but haven't yet booked a meeting. Don=E2=80=99t le= t hot leads cool off. The beauty of outbound-driven strategies? You don=E2=80=99t even need a boo= th to be successful. With the right preparation, outbound efforts alone can= yield substantial ROI.=20 #### Quality > Quantity (duh!) * Quality always beats quantity when it comes to events, it seems obvious n= ow but it wasn=E2=80=99t when we first started going. * Structured conversations, guided by tools like AWAF cards, create stronge= r, more actionable leads. * Establishing clear next steps immediately boosts follow-up conversion rat= es. I love the AWAF cards. They=E2=80=99re simple and help me remember to follo= w the sales best practices I know but sometimes forget when I=E2=80=99m sel= ling in person.=20 Got a conference coming up? Hit me up and I=E2=80=99ll share the illustrato= r file with you so you can make one for yourself.=20 Happy conferencing, Collin=20 PS - if you=E2=80=99re still reading and want to help me test out the new c= ommunity platform hit reply and let me know.=20 =E2=80=94=E2=80=94=E2=80=94 You are reading a plain text version of this post. For the best experience,= copy and paste this link in your browser to view the post online: https://foundersedition.co/p/conference-playbook --93ea54884ac4e74e558cd387d4d0e5aed0e00cf288efba34f95eb7324f7c Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset=utf-8 Mime-Version: 1.0 my conference playbook
<= td align=3D"center" valign=3D"top" style=3D"border:0px solid #FFFFFF;border= -radius:10px;background-color:#FFFFFF;" class=3D"c">

March 14, 2025   |   Read Onli= ne

my conference playbook

=
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<= td style=3D"padding-bottom:12px;padding-left:37px;padding-right:27px;paddin= g-top:12px;" class=3D"ee">

  • Conferences don=E2=80=99t have to be a money pit that only gene= rate =E2=80=98good vibes=E2=80=99

  • To remind yourself = to ask the right questions, print =E2=80=98are we a fit=E2=80=99 cards on p= ostcard stock and take them to your next conference

  • R= un pre/during/post outbound campaigns to maximize your investment

<= td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;wo= rd-break:break-word;">

Today=E2=80=99s post is another one of those I=E2=80=99ve had this conversation 3x t= his week and need to get my thoughts down on paper posts. I=E2=80=99ve written about this before on = our company blog but wanted to clean the posts up before I shared them. If = you=E2=80=99re going to any conferences this year, as attendees or sponsors= , this post will have something for you.

= <= tr>

  • Badge scans dropped from 327 to just 67, but lead quality soared.

  • We completed 32 AWAF cards with clear, booked next steps.

  • Closed over $200,000 in new business within 60 days post-event, = vastly outperforming our initial $50,000 goal.

=

Hello Andre= w,

Book update: We just received a review fr= om Mark Roberge= , Co-Founder @ Stage 2 Capital, Founding CRO= @HubSpot & Author of Best Seller "The Sales Acceleration Formula"= ;:

"Too many founders mi= stake early revenue for product-market fit and scale before they=E2=80=99re= ready. The Terrifying Art of Finding Customers gives founders a discipline= d approach to proving demand, testing go-to-market fit, and knowing when to= scale. Essential reading for any founder navigating early-stage growth.&qu= ot;

tl;dr=C2=A0

The Secret= to Getting ROI from Your Conference Sponsorship

We sponsored SaaStr, the biggest SaaS conference in San Francisco,= from its first year until 2021. Initially, we were a young company excited= just to be in the room=E2=80=94our booth presence was mostly about brand a= wareness. But as our business matured and budgets tightened, our CFO starte= d asking tough questions about ROI. Embarrassingly, we didn=E2=80=99t have = very good answers.

The T= rap of Quantity Over Quality

At = SaaStr 2016, our strategy was all about quantity. We scanned over 300 badge= s, had gimmicks like hiring a fortune teller to attract booth visitors, hos= ted book signings, and gave away hundreds of copies of From Impossible to Inevitable. The booth buzzed with activity, but wh= en it came to results, we closed exactly zero deals.

Our mistake? We focused on volume without paying attent= ion to the quality of the conversations or the strength of our follow-ups. = We naively assumed badge scans would effortlessly convert into meetings the= next week. They didn't. After some painful reflection, we concluded ou= r failure was due to three big issues:

Ou= r booth location wasn't strategic.

  • Our follow-up process= was weak.

  • Our conversations lacked depth and direction (i= n short, they sucked!).

    • The breakthrough realization was simple: chasing quantity made us = overlook quality. We felt the rush of the crowd but left with a big hole in= our pocket and a csv of emails that never turned into much.

    = Enter the AWAF (Are We A Fit?) Card<= /span>

    For SaaStr 2017, we completely f= lipped our approach. We strategically chose our booth location near compani= es that attracted our ideal customers, we forgot swag altogether and joked = that our giveaway was a great conversation, and most importantly, introduce= d our AWAF (Are We A Fit?) cards.

    The AWAF cards distilled our qualification process into a straightforward = checklist across four key areas:

    • Team:= Company size, team compo= sition, growth goals.

    • Results: Current outbound strategy effectiveness.

      =

    • Customers: Assess= ing if the company had achieved product-market fit=E2=80=94offering resourc= es if they weren=E2=80=99t quite ready.

    • Targeting: Geographic focus, maturity of t= heir product/company.

    The magic of these cards was in their simplicity. It reminded every on= e of us that we were standing at the booth to have a good sales conversatio= n with prospects. In a casual in person setting like a conference, it=E2=80= =99s way to easy to forget that you=E2=80=99re there to sell. I=E2=80=99ve = been selling most my life and on numerous occasions have watched myself ram= ble on about something unrelated to a prime prospect.

    The cards were the perfect reminder of our purpose. <= /span>

    My ask to the team was, whenever = you=E2=80=99re having a conversation that might go somewhere, pull a card o= ut and start taking notes. That was all. We also doubled commissions for me= etings booked at the conference which provided a nice incentive to keep the= team motivated.

    Interestingly= , whenever our team began jotting down notes on the cards, prospects would = reposition themselves so they could see the card and start helping our team= answer the questions. There are few things better than a prospect telling = you why they're a good fit. Here=E2=80=99s a shot of the team working t= he booth:

    =
    3D""

    The results were dramatic:

    More importantly, the shift transformed our t= eam's mindset. Our goal at the booth became about having meaningful con= versations=E2=80=94not scanning badges or handing out swag. As I emphasize = in The Terrifying Art of Finding Customers, the best way t= o move a deal forward is a deep understanding of your customer, and these s= tructured conversations ensured we were talking to the right people about t= he right things.

    Here=E2=80=99= s a shot of the card itself:

    3D""

    Pro-t= ip: One of our most effec= tive booth engagement strategies was placing inexpensive anti-fatigue kitch= en mats in front of our reps. Anytime someone slowed down, we invited them = over for a "relaxing stand." At only $30 each, these mats encoura= ged people to pause just long enough to spark a conversation.

    Second pro-tip: bring envelopes and give every sales rep four of th= em with the following labels: fresh cards, booked meetings, follow-up actio= n, & no follow up. Before you file the card, take a picture of it next to t= he person=E2=80=99s badge (with their permission) so you have their info an= d a backup.

    Leveraging Outbound

    To squeeze even more ROI from confe= rences, we later learned to layer strategic outbound campaigns into our eve= nt strategy. Here are the three different campaigns we like to run:<= /p>

    Pre-event campaign=C2=A0

    Target ideal attendees ahead of time. Scrape previous attendee lists, = sponsor lists, and speaker lists, find your target prospects at those organ= izations and reach out to see if they=E2=80=99ll be there. These are your s= tandard =E2=80=9Cmeet me at the booth=E2=80=9D type emails.

    If we can=E2=80=99t get a good list, we=E2=80= =99ll reach out to high value targets we suspect might be there to offer pe= rsonalized experiences like private dinners or exclusive events to secure h= igh-quality meetings. Our last SaaStr we hosted a revenue leader meetup jus= t outside the venue, the bill was less than $1k and it enabled us to have s= ome quality time to connect with prospects in a quieter setting. These are = great events to invite prospects to before and during the event.

    During-event campaign=C2=A0

    Manage scheduled meetings, engage actively on social media, and respo= nd immediately to attendee interactions. We also make a point of filtering = the people we engage with and inviting the top prospects to any events we= =E2=80=99re hosting.

    Post-eve= nt campaign

    We=E2=80=99ll fol= low-up rigorously with leads that engaged pre-event or at the booth via AWA= F cards but haven't yet booked a meeting. Don=E2=80=99t let hot leads c= ool off.

    The beauty of outbound-d= riven strategies? You don=E2=80=99t even need a booth to be successful. Wit= h the right preparation, outbound efforts alone can yield substantial ROI. =

    = Quality > Quantity (duh!)<= /h4>

    • Quality always beats quantity when it comes to = events, it seems obvious now but it wasn=E2=80=99t when we first started go= ing.

    • Structured conversations, guided by tools like AWAF car= ds, create stronger, more actionable leads.

    • Establishing cle= ar next steps immediately boosts follow-up conversion rates.

    I love the AWAF cards. They=E2= =80=99re simple and help me remember to follow the sales best practices I k= now but sometimes forget when I=E2=80=99m selling in person.

    Got a conference coming up? Hit me up and I=E2= =80=99ll share the illustrator file with you so you can make one for yourse= lf.

    Happy conferencing,

    Collin

    PS - if you=E2=80=99re still reading and want to help me test out = the new community platform hit reply and let me know.

    3D"yt"3D"in"
     

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