A Family Legacy in Ice Cream, with Jon Snyder from il laboratorio del gelato in New York
From his grandfather's Carvel ice cream stand to the business he started at age 19 – and then sold – Jon Snyder's entire unconventional path has been leading him toward a career in gelato. Read more in the episode recap.
Dusty Weis:
Greetings innovators and welcome to Back of the Napkin, where we explore big journeys in the world of small business, with the personalities who make it happen.
Stephanie Davis:
This is where small business leaders can hear about unique ideas that have launched successful enterprises across America and meet entrepreneurs who aren't afraid to think differently. It's brought to you by SurePayroll where small business is their business. I'm Stephanie Davis from the SurePayroll team.
Dusty Weis:
And I'm Dusty Weis, a small business owner from the Midwest, and we are ready to dive into yet another episode of Back of the Napkin after season two, a parade of fascinating guests from around the country. What do you think Steph, feeling pretty good about how season two has turned out?
Stephanie Davis:
Absolutely. I've enjoyed talking to everyone and we've covered such a variety of topics and industries, and I've loved every minute of it. Today's guest also has a great story and a delicious product to talk about, and just like Hiran's, I'm going to end up hungry during this chat too.
Dusty Weis:
But before we keep going and dive into the episode, we would love it if you took a moment and subscribed to Back of the Napkin in your favorite podcast app. We would hate for you to miss any updates so take a minute to hit that button.
Stephanie Davis:
And if you enjoy the show, how about a five-star rating or even leave us a review to tell us what you liked and you might just be helping another entrepreneur like you find the bolt of inspiration they needed. All right. It's time to dive into today's episode. Dusty, thoughts on ice cream and gelato?
Dusty Weis:
I have many thoughts and they are all enthusiastic. Of course, being from Wisconsin, I take dairy products pretty seriously, but my wife and I also had the opportunity to take a trip to Italy a couple of years ago. She was actually pregnant with our son at the time, but she is a big gelato enthusiast and so she pretty much insisted that we went to at least two little Italian gelato shops every single day in every town that we visited so I can now claim some degree of expertise in the subject matter.
Stephanie Davis:
I love it and you're going to love what's in store for today. Jon Snyder owns Il Laboratorio Del Gelato in Lower Manhattan. He got his start in the gelato industry early in life because his grandfather owned a Carvel Ice Cream Store in New York City. Jon's parents took over and he worked there during summers throughout his childhood. When he was 19, he started his own gelato business, sold it, tried some other things and opened Il Laboratorio Del Gelato in 2002. Jon, thank you for joining us today.
Jon Snyder:
Thanks for having me.
Stephanie Davis:
It's pretty cool that you started your first business and it was a huge success at 19. What was that journey like?
Jon Snyder:
Well, it was not a huge success at 19. I often think of the naivete that a 19-year-old has that allowed me to continue with the adventure for as long as I did. If I had a little more smarts or experience, I might have called it quits after 6 or 12 months. When I went into that business, I honestly felt that I could do this for 12 months and I'd make some money and I'd be able to sell it and move on and do other things. I never thought of it as like a lifelong journey. My first company, which was the Ciao Bella Gelato Company, it was really, I think when you're that young, you think of things more over the course of months or a year or two as being a long time.
Jon Snyder:
So I started the company back in, it was 1984, 1983, 1984, and the interesting part about that company was I had very limited funds. I borrowed some money from family and friends and my grandmother loaned me like $5,000. I scrambled together about $25,000, which was really not enough money to start a good retail ice cream shop in New York City in Manhattan, which was the idea originally. So by default, the idea became, well, I really want to do this. How can I still do this with the limited funds. The idea pivoted quickly to, well, let's make it, let's get a kind of a crappy retail location. Let's still make great Italian style ice cream and let's sell to restaurants. So what was a looked at as a disadvantage in the very beginning of not having enough money and not doing what I originally wanted to do, which was just to have a great retail location, by default it became the real staying power of the company because retail shops kind of come and go and ice cream shops kind of come and go.
Jon Snyder:
It's a tough business in colder climates. Retail is about eight months of the year in cold climates, but wholesale is not. Restaurants serve ice cream 12 months of the year and they're very busy in November and December when there's lots of parties and so when restaurants are busy, which is just as busy, really, in the winter, it just made it a much less of a seasonal company and that really, I credit that as the staying power of that brand and that company. So what was looked at as a real disadvantage turned into what the company really became was a wholesale dynamo in New York City of serving restaurants in New York.
Dusty Weis:
John, you referred to it as naivete that as a young man at the age of 19, allowed you to go out and say, "Well, heck with it, I'm going to start my own business. How hard can it really be?" I know from my own entrepreneurial journey that you call it naivete, I like to call it uninformed bravery, but I almost feel like-
Jon Snyder:
That's the same thing.
Dusty Weis:
Yeah, you need to have some of that if you're actually going to take the risk that is starting your own business. How much of that was rooted in just sort of that indestructibility of youth, of being 19 years old and saying, "Oh, heck with it, I'll figure it out," versus how much of it was really, you really wanted to get out there and make ice cream and share your passion with the world?
Jon Snyder:
Yeah. Well, the big part of it was that, was this passion that I developed from a trip to Italy. I had grown up from the age of nine years old working in my family's Carvel Store in Westchester County and so I had this ice cream background. Every summer, that was my summer job from the age of nine, but then a trip to Italy just kind of wowed me with wow, what ice cream can be. Carvel, our Carvel was like an old-fashioned stand where we only served vanilla and chocolate, so two flavors. So you can imagine what a country like Italy with their the breadth and depth of ice cream variety and the uniqueness and interestingness of flavors, the impact it had on me and I was at a point when I was 18, I wasn't quite sure where my career path was going to be.
Jon Snyder:
I was a little bit unsettled on whether I was going to focus on my more of a scientific career or a business career. I just got wowed by this idea and nothing was going to stop me. I was just really passionate about it and I promised my folks that I would get back to school eventually, but I quit school for a period of time and the naivete came about, I think more, maybe someone with a little more experience or worldly wisdom might've put it to rest after a year or two or maybe even three, but I was working 7 days a week, long hours for three years. The first two years, for sure, without really paying myself anything. Luckily I had a really good roommate situation where my rent was really minimal and my expenses were pretty low and I was able to kind of get by.
Jon Snyder:
I think after year two, I started paying myself minimum wage, but there was, after around year three, there was certainly rumblings of this is, something's going on here. People are responding. People have responded positively from the beginning, but we were getting traction. We were getting accounts and restaurants, good restaurants in New York, that were interested in, it's just, we started from ground zero of not, I didn't know a chef, I didn't know a restaurateur so it was all cold calling and knocking on doors and that takes time when you're starting from zero, without any connections of any kind.
Stephanie Davis:
So after you started to see that success and make those connections and you did it for a couple of years, you decided to sell Ciao Bella. What led to that?
Jon Snyder:
Well, burnout is the word that I usually describe, I literally was those first, it was kind of almost a snowball effect. It was really important for me to, once you put in a year, two years, three years and you see some light and promise, it was important for me to follow that through and turn it into something that could be sustainable and valuable to someone else. I didn't want to just close up the doors and it took four years to build it into something that had some value, that you could really argue was a thing that could be sustained by somebody else. Yeah, I never thought I was going to be doing it for five, six years and it needed someone to take it to the next level.
Jon Snyder:
I took it to a certain level and we had about 60 restaurants in New York and I think we were doing, this was back in 1989 is when I sold it. We were doing about a quarter million dollars in sales annually. I was paying myself, I think I was paying myself like 50 grand that last year, which back then, and I'm 24 years old, it wasn't bad and I was pretty proud of that. I could have kept it and moved it forward to the next level, but I just never really meant to do it for that long. I promised my parents I'd go back to school and I always was a pretty studious person. That meant something to me as well, to get my degree. So I just think it was time to move on and do something else.
Jon Snyder:
I really didn't think I wanted to be defined as ice cream as part of what defined me. I was looking forward to other journeys and never, ever thought I would ever get back involved in ice cream. It was a really great experience, but time to move on. When I sold it, I signed a five-year non-compete and I used to tell people that if he had asked for a lifetime, no problem, I would have signed on the dotted line. It just was not something ever I could imagine going back into, but things happen.
Dusty Weis:
We'll get to that part in a second here, because we certainly want to hear how you came to found your new business, but I have to ask, how was it for you then going back to school, having taken that sort of non-traditional student route? I imagine that going to school, you were surrounded by a lot of people who were younger and didn't have the sort of experience, but for you to have founded a company when you were 19 years old and then sold that company, that's the kind of life experience that you can't about in the classroom.
Jon Snyder:
Yeah, I was older because I'd just finished pretty much one year of undergraduate school so I had to catch up. What it did get me is I went right back into, I got into Columbia University and still wasn't really sure what I wanted to do with myself. I think this is a relatively common experience of entrepreneurs who sell their business, there was a period of, let's say at least a year, there was a real loss, it was like giving up your child for adoption I can only equate it with, I mean, maybe not as severe, but it felt like that. It felt like I was, I mean, it was my life. I really did work 12-14 hour days for five and a half years, and I thought I wanted out and I thought I was moving on to bigger and better things.
Jon Snyder:
I got into Columbia Business School as an undergraduate student. They had an accelerated program for that they accepted juniors into the business school and then after you finished half of the business program, the MBA program, they give you your undergraduate degree and then you finish up and you get your master's. So I got into that accelerated program and I credit my experience with that so that was helpful. Then all of a sudden, as I'm in the business school, there's a lot of older students and I wasn't so much the odd man out anymore.
Jon Snyder:
Entrepreneurs, it was kind of a new thing. It wasn't like it is today where they even have an entrepreneurial program, that didn't exist, this is what, 20 or 30 years, almost 30, oh my God. Almost 30 years ago. The flourishing of entrepreneurship on college campuses and the respect that entrepreneurs have in universities and in business schools is a very different thing now than it was back then. So I still had to find my footing in where was my journey going to land from that experience at business school.
Dusty Weis:
Well, the stage was set for an epic comeback story so cue the part in the movie where you peel the sunglasses off, LL Cool J comes on and you walk into the sunset. We're going to get to that part of the story in just a second when we continue the conversation with Jon Snyder from Il Laboratorio Del Gelato but first, we need to check in with the SurePayroll bulletin.
Stephanie Davis:
This is SurePayroll's Back of the Napkin Podcast, where entrepreneurs share the stories of their big journeys in small business. I'm Stephanie Davis.
Dusty Weis:
And I'm Dusty Weis and we are talking to Jon Snyder, owner of Il Laboratorio Del Gelato in New York and before we dive back into your story here, Jon, we want to do what we call fast five. This is five quick questions to get to know you a little bit better, first and foremost, pretty no-brainer question but what is your absolute favorite gelato flavor?
Jon Snyder:
Oh, it's a question I rarely answer. We make over 300 flavors at our facility and they've all been created by me so it's like asking who your favorite child, and the honest truth is it depends on the day, the mood. I am a chocolate lover. It's probably why we have almost 20 varieties of chocolate and there is a chocolate Kahlua is one of my very favorites so that'll be the one.
Stephanie Davis:
What is one of your recent small wins?
Jon Snyder:
Oh, recent, I'm going to just call it for the last pandemic as recent, we've been holding our ground. We're down 60%, 65% from what we were doing in better days, but that 30, 35-40%, I kind of call it a win. It could have been a lot worse than that. I have entrepreneurial friends who were closed up and doing nothing because it's affected them and I call 35-40% in this environment a win.
Dusty Weis:
Anybody keeping their doors open, even if those doors are figurative at this point, that is a huge win so my hats off to you for that. When things finally calm down with the pandemic a little bit and we're allowed to travel, what's the first place that you're going?
Jon Snyder:
Oh, wow. Probably Seattle. I have a cousin out there and haven't been there in 15 years. My partner's never been and he has expressed a strong, strong desire to get there and that's high on the list.
Stephanie Davis:
If you could only eat one meal for the rest of your life, what would it be?
Jon Snyder:
Oh, probably has to be pizza, I'm a bit of a pizza snob. When I find the good stuff, there's nothing really quite like it.
Dusty Weis:
I'm sensing a recurring theme in the ties to Italy here, but if you could have superpowers, what would you choose?
Jon Snyder:
Probably flying. Always had a real strong affinity to flight and I wanted to be a pilot in my younger days. That's one of those what would I be if I could be anything else and [inaudible 00:17:31] a pilot or astronaut, that kind of stuff really, really is cool to me.
Dusty Weis:
A lot of that going around here lately in this podcast but coming back to your journey as an entrepreneur here, having already run a gelato business once and having left it because of burnout, as you went into the process of launching Il Laboratorio Del Gelato and setting up your second gelato business, what were some of the challenges that you faced and how did you go about making it different from the first time around? What lessons did you apply from your first entrepreneurial journey into doing it again?
Jon Snyder:
The first thing that I was sure I needed to do was to properly utilize media. The first time around nothing, that it was simply cold calling and getting the word out by knocking on doors and it was a pretty big part of the reason for doing it. I knew that there was a really good story there, that I'm not sure in Wisconsin, but on the East Coast, Carvel has a lot of fans and it's a brand from the '40s and '50s and '60s, and people have really fond memories of Carvel who have grown up in this area and the whole story from the Carvel and my grandparents and working there and Ciao Bella. I just thought it was going to be a really cool, well-received story. So I hired a PR firm immediately, and I was careful about it because I was using my savings. I didn't have any partners or any ... I didn't want to take on any debt.
Jon Snyder:
So I was careful with my money but I did hire a PR firm to get the word out. It was just a three-month hire because I kind of thought that's all it would take and that did really work out very, very well. The woman I hired, she would give speaking tours about media and public relations and a few years after I opened, she would tell me that she would often bring up my story as being one where all the stars aligned in terms of public relations. It was a great product, the timing was perfect and it just sold really and was received really, really well. The New York Times wrote a full-page article about myself, basically, because it had pictures of the Carvel and it had pictures of me in Ciao Bella.
Jon Snyder:
The whole story was a full page and you can't buy that kind of thing. When the New York Times does that kind of stuff, there's often a snowball effect and there was, and for the first, I'd say the first three to four to five years of my company, we were in some sort of media, local, national or international, like pretty much every week. The story sold really well, better than I would ever have thought. So the PR thing that I knew I wanted to get out in the beginning was really important to me and it was a big success.
Jon Snyder:
The other initial stuff was the product. I had followed Ciao Bella over the years and I'd also, 12 years later is when I started this new brand, I had traveled a lot around the world in those years and I really felt that my own palette had matured to a significant degree that I could create something that was better than what I'd created before. So that was exciting to me to be able to put out a product that I knew was going to be superior to what I put out before, which was well-received before. So those two things were really, really, really important.
Dusty Weis:
You had mentioned also that burnout played a significant role in your eventual departure from Ciao Bella. Even before the pandemic, burnout with careers has been kind of a hot topic in professional circles now, I see it a lot in my LinkedIn feed. How have you found success in reducing and preventing burnout the second time around?
Jon Snyder:
Yeah. There's aspects of it that I haven't been able to entirely get away from, because I think it's almost a personality thing that I thrive on my work. The company became very successful right out of the gate. I wouldn't say financially necessarily was happening from day one. That certainly took a year or two for it to be strongly in a great financial position, only a year or two. It was really so well received that it was just impossible not to be excited to go to work every day and to put in long hours again. I was living alone and I just had a lot of time on my hands and I sunk right back into this venture. I think the success helped.
Jon Snyder:
Ciao Bella was not financially successful, especially in the beginning, so I was putting in all this time and energy and for no reward or the possibility of no reward, the real possibility of no reward so that's been probably the hardest part of my company, which is now we're going on 19 years, is finding balance and forcing myself to have balance and to get away and to hire and to delegate. How I do it is I tend to try to get myself in a situation where I'm forced to get away from work and I bought a house. It was kind of a dream of mine for a long time and about seven years ago, I bought a house up in Upper Westchester.
Jon Snyder:
A big part of it was, well, if I buy the house, then I'll see how much money I'm spending on this house and I'll go to the house because I'll be upset if I don't go to the house and I'm wasting money on this house so that helped. Getting married and having two children, you get forced to, you got to, you can't go to work every day. You got to spend some time at home or come home early. So I tend to work a little bit backwards like that, like I find stuff that will force me not to work and then I follow that, if that makes sense.
Dusty Weis:
Yeah, yeah, no, certainly having a couple of kids similar in age to your own, I know that sometimes you don't get a choice. Sometimes you're just not working and while it's stressful in the moment, that's probably a part of a healthy balance as well.
Stephanie Davis:
So for those who don't know, what's the difference between gelato and regular ice cream?
Jon Snyder:
All right. That's the question that I get asked a lot and I've had some interesting arguments even about that question. It brings out some debate and some ferocity in some people. To me and I've been doing this a long time so I do think that my voice, I have a relevant point of view on this question is that gelato is just the Italian word for ice cream and it's almost a nonsensical question. You would never ever ask me, what's the difference between cheese and formaggio, which is the Italian word for cheese. There's not just one ice cream in Italy. It's all called gelato because they speak Italian and there's not just one ice cream in America, and it's all called ice cream because we speak English.
Jon Snyder:
You go from region to region in Italy and from the South to the North, in the South and Sicily, ice creams tend to be very icy. They traditionally don't use eggs as they do more in the North, more milk, less cream. That's a factor of geography, it's hotter so something more ice milky, it's more refreshing than something heavier with more milk, cream, butterfat. It's also a factor of wealth, that the South has traditionally been, in the past especially, more poorer so they couldn't afford the eggs and the cream to put into ice cream. When you find the good stuff in Italy, there's nothing like it because they really can, I really believe they really know what they're doing when they're trying, but you can find some really commercial, terrible ice cream in Italy. It's not unheard of it. It's all over the place. It's on every street corner. There's some pretty bad stuff, but there's some pretty amazing stuff too. So, it's all called gelato.
Jon Snyder:
That said, I always have to start with that because that's my little education about what is gelato? Traditionally, Italians have used more milk and less cream in their ice creams than traditionally Americans have, so ice creams have less butterfat. Also another genius of Italian ice cream is their machinery. They kind of invented this slow churning machinery that doesn't whip a lot of air into their ice creams. So you have this lower butterfat, less heavy product that has a great texture because there's not a lot of air in it. It doesn't taste very whipped up and airy. It keeps a really great dense consistency and that is what enamored me into Italian ice cream is that you can kind of eat a lot of it without getting full.
Jon Snyder:
You can have only so much of Häagen-Dazs. It's heavy, but the lower butterfat ice creams, if you find them made properly with less air so the creamy texture is still there, but there still have a lightness to them, that, and the really added benefit of that is flavor. Butterfat butter can really mask flavor so that's another genius thing of Italians with ice cream is that the flavor can really come through of whatever that flavor may be, whether it's chocolate or fruits or nuts, so it's not being masked by the butter that cream can add.
Dusty Weis:
I like that answer a lot because it surprised me because I was expecting the pure science answer and what I got was the emotional cultural answer first, and then the science answer. So that was a lot of fun for me but as I confessed earlier, when my wife and I were in Italy, we went from Rome to Florence and kind of all over the Tuscan countryside and every little town we stopped and we got gelato and like you said, you noticed that even in Italy, there's a noticeable spectrum. I can't say I ever had bad gelato. That would be a stretch, but there's mediocre gelato. Most of it is good and then there's the really good, just nose above the rest kind of gelato. What is it that raises a gelato above the rest of the pack?
Jon Snyder:
Yeah. I just got to disagree with you. There is bad gelato. There's really bad gelato.
Dusty Weis:
I didn't find it.
Jon Snyder:
It's like any food product or any product. It's about the care that that chef or that person puts into it. There's plenty of people out there that, doing it for the wrong reason or, and they don't really care about necessarily the temperature, the quality of the ingredients. It's quality of ingredients and it's the manufacturer and it's difficult to not put air into ice cream. Cream wants to take on air. We, at my company, we actually put a lot of stress on our machinery to try to not let the air get in which is straining on our motors because you have to get it really cold. If the product is really cold, it won't take on air.
Jon Snyder:
So it takes effort and ingredients, just really good cream, really good fruit, a good high percentage. Our sorbets, which are the non-dairy of what we do and we do a lot of it, pretty much any fruit you can think of, we turn into a sorbet, they're 90% fresh fruit and a little bit of water and a little bit of sugar. It's a really simple way to make sorbet, but it's really expensive because it's such a high percentage and could we do it at 85%? Could we do 80, 75, 70, 60, 50, 40, yes, you can do all that. Water is very cheap. It's not going to be as good.
Jon Snyder:
So it's having the pallet to understand that this is the best way to do it and caring and look, I'm also in the enviable position of we have a lot of clients. It's easier for me, maybe not so many right now, but in better days, it's easy for me to not cut corners, having an established business and because it's expensive to do it the right way and to get the really good chocolate and vanilla is so expensive and fruits can be very expensive but it's really that, it's quality ingredients.
Stephanie Davis:
All right. So in 19 years, you've done a lot and the majority of your business has focused on wholesale. You have a few retail locations. Do you have any plans on expanding or anything else you're looking to try?
Jon Snyder:
The next six months or so, we'll focus on getting ourselves out of our situation of like we all are trying to get back to some kind of normalcy and I'm confident, very confident, that that will happen. It's going to be an exciting time also because you know, the decimation of the New York restaurant scene and the sadness of that is hopefully going to be, what's going to replace that is an excitement about what the rebirth of it, that's got to happen. It will happen and so new people in the scene and chefs who are moving around and opening their own places and so there's going to be a lot of exciting stories and a lot of excitement in the restaurant business in New York and that's really going to be my main focus.
Jon Snyder:
In 19 years and especially because of all the media attention, I've been asked many times to franchise and I've always said, "No." I've been very happy with focusing on my New York establishment, and I've always responded to people who've come to me with wanting a franchise that if you want to, I'm much more excited for you if you open your own place and put your own name on it. I'm more than happy to give advice and I've given a lot of advice over the years and I have two employees that opened their own shops, one in San Francisco, one in Atlanta, over these years. But this past year, a couple of people came to me and I said, "Yes," because it just kind of was the right time to do something maybe a little different to pivot a little.
Jon Snyder:
We signed an agreement with a couple in Shanghai, and they're committed to opening a shop there by, if not the end of this year, by early next year. They're going to be training how to make the products in New York. So that's exciting and they're going to use my name. It'll be Il Laboratorio Shanghai. I'm sure they probably another way to say it in Mandarin, but, and then I just moved to Montclair, New Jersey personally a month ago and we closed on the house in December.
Jon Snyder:
Within three days of closing, I got an email from a gentleman who lives in Montclair. He was very excited about the idea of opening a franchise in Montclair, New Jersey. Total coincidence, and kind of crazy. We've had a bunch of meetings, we've talked and we signed an agreement and he'll be opening in about a month, about two miles from my house. So it'll enable me to keep an eye on it and he'll be using the name. He won't be making the product there. We'll be delivering to him, but that's exciting to have a few of these kinds of ventures in the back pocket.
Dusty Weis:
Congratulations to you on that. That's really exciting and certainly, after a year of COVID lockdowns, it's really exciting to hear about a business making plans to expand and succeed. Like a lot of folks, I think that we are all just really excited for the time when things start getting back to normal, the shots go into arms and we get our arms around this pandemic. So we wish you nothing but big success here in what I think everybody is hoping is going to be a wild and active summer out of doors, with the people that we know and love and haven't gotten to see for a really long time. So Jon Snyder, the owner of Il Laboratorio Del Gelato. That's all the time that we have for today but Jon, thank you so much for joining us on this episode of Back of the Napkin.
Stephanie Davis:
I said the same thing after we finished talking to Hiran about Naansense, but I always enjoy talking about food and uncovering a great small business story in the process is also great. Well, I don't have any gelato nearby. I might need to go get some ice cream. What about you Dusty? Do you scream for ice cream?
Dusty Weis:
We have many, many options in the wonderful land of dairy that is Wisconsin so maybe a little Babcock, maybe a little bit of Cedar Crest, but being a tried and true Wisconsinite, I also do need to point out that never once in the course of this conversation did frozen custard come up and that is a whole new unexplored world of frozen dairy dessert goodness.
Stephanie Davis:
Please make sure that you're subscribed in your favorite podcast app and if you enjoyed the show, leave us a five star rating or even a review. We would love to hear from you about any ideas you have for small business owners who we should be featuring on the show.
Dusty Weis:
Back of the Napkin is brought to you by SurePayroll, from easy online payroll to 401k support and award-winning customer service, SurePayroll has been serving the payroll and business needs of small businesses for more than 20 years.
Stephanie Davis:
Here on Back of the Napkin, in addition to co-hosting, I'm executive producing. Co-producers are Dave Pappa and Carrie Straights and our production partners are Podcamp Media-
Dusty Weis:
Where we provide branded podcast production services for businesses, our editor and producer is Larry Kilgore III. So thanks for tuning into Back of the Napkin, I'm Dusty Weis.
Stephanie Davis:
And I'm Stephanie Davis.
