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How does Alex Berman consistently get sales appointments and land deals with billion dollar brands? This week on The Inbound Success Podcast, Experiment27 Chairman Alex Berman pulls back the curtain on the email strategy he uses to close deals with Fortune 500 companies. From identifying your target audience, to developing an offer and writing cold emails, Alex goes into detail on his campaign blueprint and shares how both he and his clients have used it to win business. Highlights from my conversation with Alex include: If you want to get in front of big brands, Alex recommends that you start by identifying industries where you've had strong performance or a great track record. Then develop a "no brainer offer" for other businesses in that industry. Alex says that enterprise level companies want to see that you've done work with other companies of their size and in their industry. If you can nail those two things, then cracking into big companies becomes much easier. If you don't have a relevant track record, he suggests going after a smaller company in that industry and then gradually working your way up in company size.  Once you have identified the industry you are targeting and you have your no brainer offer, the next step is to build a landing page for it. Alex recommends creating four different variations of the landing page and testing to see which performs best. When it comes time to email the target audience, use a short subject line. Alex says "Quick question" performs best for him. The first sentence of the email is then a custom compliment aimed at the recipient (the emails are one-to-one). Alex has found that adding this in produces 10X the responses. That is then followed by a one sentence case study highlighting work you've done for a similar company in the same industry, and a pitch to meet with the recipient. Start by testing different subject lines with small audiences of 50 to 100 people to see which ones work best. The goal is to get a subject line that has an open rate of 80% or greater. Alex generally strives for a 4% meeting book rate (so, four meetings or every 100 emails sent). Alex likes to test different times for sending emails, but has found in general that Tuesday, Wednesday or Thursday at 10 am works best. The strategy that Alex uses works best for companies that sell a product or service valued at $1,000 or more. Below that, Alex says that a company is better off using Facebook ads. The biggest mistakes that companies make when implementing this strategy are outsourcing it, not customizing the emails correctly, and giving up too soon. It can take several tries at testing to land on a really powerful subject line and offer, and the best marketers are the ones that stick with it. Resources from this episode: Visit the Experiment27 website Subscribe to Alex Berman's YouTube channel Check out Alex's Email 10k course Listen to the podcast to get the details on Alex's email campaign blueprint and learn how to use it to close deals with your target prospects. Transcript Kathleen Booth (Host): Welcome back to the Inbound Success Podcast. I'm your host Kathleen Booth, and today my guest is Alex Berman who is the chairman of Experiment27. Welcome, Alex. Alex Berman (Guest): Thanks for having me, Kathleen. Alex and Kathleen recording this episode together . Kathleen: Yeah you know, I was intrigued to read your background and your profile. It talks about how you help clients get meetings with billion dollar brands. So like, land the big whales, if you will, and I'm really excited to talk to you about that, but before we dig into it, will you just give my listeners a little bit of background on who you are, what you do, and what Experiment27 is? About Alex Berman and Experiment27 Alex: Sure. So Experiment27 is part of a bigger holding company that I run. X27 does "done for you" lead generation. So we help companies match with billion dollar brands, but then we also have Email 10K which is of course where people it for it, or they can do it themselves following the course, and there's also consulting for advanced entrepreneurs, but we just kind of help them with lead generation. So basically, if it has something to do with lead generation in the business to business space, that is my specialty. We've been doing this for almost a decade now, and also I run a YouTube channel where we have I think over 28,000 subs, and all we do is post about free business to business sales training. Kathleen: Oh, I love it. And how did you get to be such an expert in lead gen? Alex: A lot of trial and error. It's the same thing that we talk about ... I mean, it's like any marketing channel where the first time you try lead gen, the first I tried it I tried it all wrong. I was spamming a lot of people. I didn't have the offer down, and what I learned is by sending in small batches and by customizing the messages, it allows you to get a lot more feedback quicker, and if you're able to get feedback quicker, you're able to improve the emails constantly. So the main thing that I teach is it's an iterative process of testing a campaign, sending it out there, seeing what the results are, improving it, and then getting a new list of leads that hasn't seen the previous campaign and testing that optimized campaign with email, and then continuing to improve that over and over again. And what that allows you to do is, one, you can get a bunch of sales with cold email which is really cool, but the other thing it does is it really strengthens your offer. So when you do use inbound, you use social media, you use YouTube like we do, it makes the offer that much more likely to convert. Designing Marketing Campaigns That Target Billion Dollar Brands Kathleen: Hm. So walk me through this. If I am a marketer, and I come to you, and I say, "I'm looking to reach people at these huge companies," the billion dollar brands that you talk about, those can be hard target markets to crack into. Walk me through your process from beginning to end if you're going to do this for me. Alex: Sure. So if you're an established company, the first thing I'm going to do is ask what case studies you have and what sort of companies you've worked with in the past. And from there, what I want to do is try to find patterns. So for instance, a lot of our clients are software as a service businesses or services businesses where, let's say, you had a good case study with a potato chip company like a consumer packaged goods company. Then what we're going to do is create an offer just around that company. I call it a no-brainer offer, and what we want to do is come up with an offer that is so good that people can't say no. For instance, for lead generation which is what I sell, it might be something like we're gonna book ten meetings in the next week with people in your ideal customer base, or we're going to give you the money back. Something like that is what we really want to nail down in an ideal situation, and you could do it across ditches like video production we help some people. Usually it's coming up with either a video idea that they like or their money back or coming up with a list of what the video is going to be like bullet points, an outline. From there, once you have the no-brainer offer, it's writing that in a way that highlights the case study, and we could talk about this in a second what to actually put in that email because it's very similar to what we put in Facebook ads when we do that too. But once you have that no-brainer offer and you frame it in a way that is extremely niche specific, then you test it in the market and see what they say. What I've found is with enterprise companies, what they want to see is ... they want to see you've done work with the companies of their size, and they want to see that you've done work with companies that are very similar, as similar as possible, to them. If you can nail those two things, then you're all set to scale the enterprise. If not, I would not approach someone like a Fortune 500 but instead go after people that are $5+ million in revenue, and then try to get one of those smaller case studies that you can then leverage to get these large enterprises. How To Get Started Kathleen: Okay, so that was going to be my question which is, obviously everybody's got to start somewhere. So, it sounds like what you're saying is you start within the same industry or product service, vertical, but you just start with a smaller firm. Correct? Alex: Exactly. So one mistake that a lot of companies make, even big enterprises, is they don't have marketing that's specific for one vertical. So for instance, let's say you're running a software as a service business and you're crushing it with live events, and you're also crushing it with CPG, or you're also crushing it with retail. They will be sending all three of those customers to the exact same funnel, they exact same website. So one of the things that we focus on is not only separating the marketing, so we'll have three different websites for each of those, or one different website for each one of those verticals. Kathleen: A full website, not just a landing page? Alex: Well, a landing page is basically a website. Kathleen: Or a microsite, a microsite. Okay. Alex: It's like a microsite, it's a one or two page site. Usually it's just a headline, some kind of testimonial, some case studies, and then the contact form. Maybe a breakdown of the services. But yeah, and then it's not just coming up with that, but it's coming up with three or four of those options and then testing all four in the market, seeing which one gets the best response, and then only at that point doubling and tripling down on the marketing. Because a lot of entrepreneurs, they have a theory for what their customer looks like, or they have a theory, even if they've been running a business 10-15 years, they kind of know who their customers are, but they actually haven't done a real analysis and figured out one, who are the customers that will be most successful when using this, and then two, who are the customers that I actually make the most money from? And it's cool to do that analysis and then also compare it to which one of these offers actually gets people to buy most often, and then hopefully you find an overlap there. If not, you need to do more research. Developing An Email Outreach Strategy Kathleen: Okay, so you craft the offer, you develop your case study, and then you're sending ... it sounds like you're starting with an initial email. Is that right? Alex: Yeah. It's normally a short email. We can breakdown what the email says if you want. Kathleen: Yeah, let's do it. I love to get as specific as possible. Alex: Okay. So the first thing that I like to test is the subject line. Normally I'll just say if people are writing their first email from scratch, I would say just go with "quick question" because I've sent over 2 million emails now, and that one still outperforms cross niche. So the highest chance to get an open rate is with "quick question." So sending that as a subject line's good. Then what we do is the first sentence of the email is a custom compliment towards the person's business, and this is not something you can outsource, this is not something that you can kind of fake, especially at the enterprise level. It needs to be a custom compliment, and it sounds something like, "Hey Kathleen, really love your Inbound Success Podcast. Long time listener. Love the interview you did with Alex Berman." Just something like that. Or if it's someone at Sony like, "Hey," director of marketing name, "congrats on the Q4 growth. Loved the latest earnings report." You know, just something that's very specific to their business, and what that does is it gets them to keep reading the next part which is the one sentence case study which usually goes like ... Let's say you are talking to Sony, and you worked with ... Who's a competitor to Sony? Like Hitachi. So that custom compliment. So, "Hey, I really love what you're doing with Sony. Love the Q4 growth. We just wrapped a project with Hitachi where we optimized their entire backend, and we were able to generate a 14% increase in," I don't know like new user engagement or whatever you guys did. "We'd love to do the same for Sony. Are you around for a quick call later this week? Let me know, and I can send over a couple times." Kathleen: You know, and I can serve as a testimonial to the fact that this approach works because all right, I'm going to actually read the email that you sent pitching me for the podcast which totally follows your formula. So the subject line was "Huge fan," and you said, "Hey, Kathleen. Just listened to your interview with Sangram Vajre from Terminus, and I was really impressed with the idea of using AI to fit data and automatically build landing pages and ABM campaigns for prospects." That was the initial compliment line, and then you said, "It would be incredible to come on your show as a guest. I run a YouTube channel with over 23,000 subscribers and have been on more than 100 podcasts including," and then you listed some out. So totally following the format you just described which is awesome. I love that you practice what you preach, and it worked, and I got back to you and said, "Yes!" So there you have it. Alex: Yeah. We practice what we preach because every other way is inefficient. Like okay, what I found is when we started doing the personal lines, when we started doing that we got a ten times increase. I know it takes more time. That might have taken four or five minutes. Like I had to look up that podcast episode, we had to listen to part of the episode and figure out what it was, and then after we booked, I did check out the actual episode so I wasn't lying. That all takes time, for sure, but the response boost is worth it, and the conversion rate increase which you might not even see when you send the emails out, but you'll see it like three, four months later. The number of people that work with you or get you on their podcast or whatever from an email like that is much higher than one of these generic cold emails that people are sending out. Kathleen: Absolutely. Now, you mentioned ... I love that you have this formulaic approach. I mean, it's formulaic, but it's like customized formulaic I would say. It's a blueprint more so than a copy and paste. So you apply this blueprint to the email, and you mentioned sending it out to a smaller group in the beginning. So define small. Alex: Small would be anywhere from ... So you want to make sure you get enough data. I would say a minimum of 50 people, a maximum of 100 people with a pitch like this. And what you want to test is a few things. So for instance, what was the subject line that you just read? Kathleen: Huge fan. Alex: Huge fan, okay. So huge fan might have been iteration number four or five, and the first thing that we're looking for is, and by the way this is all broken down in our course, Email 10K, email10k.com. What we want to do is you want to find the subject line that gets over an 80% open rate. So for instance, for podcasts if you open that, that's amazing. Quick question might have gotten under 80% so that was optimized out. When we were sending to breweries, actually the one that won when we were doing ... It was digital marketing for breweries in the United States, it was a beer emoji, and when we were sending to the entertainment companies like Netflix and TV Land and stuff like that, what was booking meetings was, "I was born to work with HBO," or "I was born to work with your company." Benchmarking Success Alex: So that is found through ... Yeah, just hardcore testing. 100 at a time. That's the first thing you're looking for is ... Well two things you're looking for, one is are people opening the email? You want at least an 80% open rate before you even touch anything else, and then two, are the emails any good? Meaning if you get a super high bounce rate then you're going to want to change the way you're finding leads. Kathleen: Now quick clarifying question on that. So you're testing these subject lines. Are you testing simultaneously different subject lines with different small audiences, or are you testing sequentially? Like, you send one, it doesn't work, you send another one? Alex: Sequentially's usually enough. Because the numbers that we're talking about ... So what you want is an 80% open rate. You want at least a 4% meeting book rate. So every 100 emails, you're getting 4 people signed up. So when you're dealing with numbers like that, it's a little easier to see when things are failing or they're succeeding. You'll be able to see pretty quick because you're either going to get a 14% open rate or like a 30%, or it's going to be 90. Right? And that's ... You're really going for those major win emails. Kathleen: All right. So it sounds like shorter subject lines work really well also. Alex: It completely depends on the niche. What I've found is in some niches, yeah, "quick question" works really well, shorter subject lines work really well, and that's because your custom compliment can be seen. If you look at Gmail or even Outlook, you'll see the subject line, and then you'll see that first line of the email. So if you have even just "Quick Q," which also works pretty well, they see that subject line, but then they also see the first line of the email before they open. So a good first line also will improve open rates. Testing Email Copy Kathleen: Yeah, that makes sense. So all right, you test this out, you land on a good subject line. You already have the body copy within the email written. Are you testing that as well? Alex: Yeah. So the main thing I want to make sure first is the subject line gets over 80% before we touch anything to do with the body. I would stick to the exact template that we talked about earlier. That's the baseline template, and then from there if 80% of the people are opening, and you're getting ... Usually it's about 20% reply or less, then we're rewriting the body of the email. Usually it's messing around with the case studies or messing around with the personalized compliments. A lot of people when they first start the compliments, they either go too far in one direction. So for instance, if I was sending this email to you and I had pointed out something specific about the Terminus podcast and written this long paragraph to you, the chances that that would work, especially to an enterprise level company, would be very level. But what people are trying to find and what we're trying to find is you want a compliment that's short enough but it's not super creepy. Like, you don't want it to look like you did a crazy amount of research. Kathleen: Yeah, you're stalking them. Alex: Yeah, exactly. But you also don't want it to be too generic. So part of it is finding that balance. How Long To Run Email Tests Kathleen: Now how long do you wait after you send those initial emails out to kind of close the test? Because obviously, I don't know, in my experience I find that some people look at their email right away, and then for other people it could be a day or two, and they might still open it. What's the right amount of time for that? Alex: After seeing hundreds of these campaigns, it's kind of evolved a little bit because I don't want it to say ... Like, the gut feeling is we should wait a couple days on our tests. What I've found is when a campaign works, it works so well that you can tell after like three or four hours. Kathleen: Wow. Alex: Especially if you're sending at the right times. For instance, the best time I've found actually is a couple hours before this. It's like Tuesday, Wednesday, Thursday 10:00AM Eastern time is usually the best because it overlaps early morning Pacific, and then the other best time is later in the afternoon. So like 3:00 Pacific so you hit like 3:00-4:00PM Pacific. Kathleen: Okay. Alex: But if you're sending on those times, you should be able to see opens and engages. And then the other thing I'll do sometimes with replies is, and this is a little bit of an advanced tactic, but if someone does reply to your email and you're trying to follow up, you can see when they reply and then queue your followups to go out whenever they're checking their emails. Kathleen: Yeah, there's actually a great platform that we've used called Seventh Sense that does that for you which is pretty cool. It just tracks email open times, and then it develops a personal send time for everybody in your database. It's like magic. Alex: Yeah no, it's sick. Because I just sent 50 followups the other day, and it was crazy. Some people only do emails at like 3:00AM Pacific, or maybe they'll do emails at like midnight. Kathleen: Yeah. Yeah. Alex: You just can't tell. Kathleen: So if you have such a short amount of turnaround time that's necessary to conclude a test, it sounds like you can go through this entire process within a week. Alex: You can, and one of the things that I talk to new entrepreneurs about is especially when you're starting your business or if you have a business for a while and you're trying to find what market is worth investing in for your inbound, I would run 10-20 tests. Just even test different offers and different positions within that. Like before you even deal with optimizing or making sure the subject line works or whatever, stick to that basic template of "quick question" and write an email, and then write 10 different emails for 10 different offers. Like maybe one is selling your company like you only work with chip manufacturers. Or only work with software as a service startups, whatever. Just doing what we talked about with the case studies. Because what I've found is one of those ten, or even two of those ten, are going to blow away all the other tests, and then you only focus on those two. Kathleen: And then you just slightly change the contents to adjust for different industries and roll it out? Alex: The ... Yeah, you change the one sentence case study. So we just worked with this company, and we did this thing. Following Up On The Initial Email Send Kathleen: Okay, great. So I love this format. So is there something that comes after the email iterations, or is that it? That brings in the meetings? Alex: That brings in the ... So there are followups on top of it. One, and I broke all of these down in the course, but one is just like, "Hey, I'm sure you're busy and wanted to make sure this didn't get buried." That's a couple days later. Then the third one is, I call it like the big win. So something like, "Hey, we just had a big win working with this solar manufacturer we did that ..." like basically a second one sentence case study, and then asking them for another call like, "Hey, we'd love to talk. If you're around ..." I always try to end emails with question marks, too. Kathleen: Yeah. Alex: "Would you mind if I sent over a few times for a quick call?" is how I'll usually end them. Or I'll just say, "Let's talk?" Alex's Results Kathleen: Great. You teach this method, you've done this with different clients. Talk me through what kinds of results you've seen, and is it specific to a certain type of business or industry or company size? Alex: Is it specific ... So anyone that sells to people that check their emails. That's ... This is what I like to think about, so- Kathleen: A narrow target audience. Alex: It's narrow ... Well so if you think about it though like some businesses aren't good for this. So for instance what I found is loans or mortgages aren't really good because with those you just have to hit so many people that Facebook ads is a better thing. Used cars is also not a good niche for this. But most of the B2B. Anyone that's selling to manufacturers or anyone that works in an office. Things like that are best for this sort of thing. Revenue size I've found does not matter. We've met with most of the Fortune 500 for our clients and for ourselves, and we've met with smaller ... Like everyone from local businesses up to billion dollar brands this is good for. I try to avoid companies under $5 million in revenue because I mean, I like dealing with people that can actually afford this service. I don't like dealing with local businesses. Kathleen: Yeah, yeah. But I guess a local business could presumably take your class or if they heard this they could test out executing it for themselves. They could DIY. Alex: Yeah, for sure. Okay, so what businesses are benefiting from this? Kathleen: Yeah. Alex: I thought you were talking about what businesses are worth selling to. Kathleen: Oh, oh, oh, oh. Yes. Okay, got you. Yes. Alex: So what businesses are benefiting from this? It's usually any sort of business that has a higher ticket. Because this sort of thing like we're talking about, we're personalizing the emails. Every single email, it takes a decent amount of time. So I would say if your cost is under $1,000 per user, it's probably not worth doing this. You should probably do like Facebook ads or something. But if you're selling a service, like my background is selling mobile apps to the enterprise so we're used to selling $100,000 apps, or like $200,000 applications, websites, that sort of stuff, or even a lot of our clients will sell like $25,000 packages, $30,000 packages. Cold email is perfect for those. Kathleen: Great. Okay. So considered purchases, if you will. High dollar value sales. Alex: High dollar value sales, and sometimes they're not considered. I mean, you get the right no-brainer offer. Our initial marketing reviews were $8,500, and we would sell those after a couple weeks, and then that would just go into the retainers. It all depends on the type of client you're going after. Right? Because like for Sony, or for Home Depot or whoever, like $8,500 is very small. Kathleen: Yeah, that is not a considered purchase for them. Very good point. So talk me through the results that your clients are seeing with this, and how long does it take to see those results? Alex: So if you get an email right off the bat ... I actually just saw something in our private Facebook group this morning, some guy sold ... his name was Mark O, he sold $4,500 and then $4,000 off a month like two days after starting, but that's when everything goes perfectly if you get the offer right. If you're willing to put in the time and you're willing to test and you're willing to be wrong 9, 10, 11 times and just keep going back and iterating, I mean it could work pretty quick. It 100% depends on how fast you are, how intuitive you are with the data, and then how much you're willing to actually put into it because a lot of people, they find cold emailing extremely boring, and I did too until ... I had to purposely reframe each email as, "Okay, this email's worth $3. This email's worth $5," like whatever, like I had to reframe it just to get myself to actually work because it is super tedious work. Kathleen: Yeah, but it sounds like it gets easier over time. Alex: It does, and it gets faster. And once you have an offer, it's much better. The hardest part and the thing where you can get stuck for months at a time is trying to find the way that your business should be positioned to get massive amounts of money, and I know it sounds kind of weird, but it's like there is a way to frame any business where it becomes a no-brainer for clients, and then everything else becomes easy. And if you're not at that point where it feels easy and things are like going, until you've been there it's hard to describe it, but there's ... And you'll see it once you get it. There's such a difference between a business that works and a business that just kind of works. Kathleen: Hm. Interesting. Well I love it. 10x improvements like you were talking about are certainly attractive, and the fact that you can do all of this in a week is also very attractive. It's just it sounds like it's really just a matter of time and elbow grease. Alex: Yeah, and if you compare it to something like Facebook ads, like we run Facebook ads as well, and it's a similar strategy where you're filming 10-20 ads and putting budget behind all of them. Those actually take time to get the data in, and it costs money. Right, if you compare it to something like cold email, all that costs is time which for some people is money, but if you're a new entrepreneur and you're not charging like $700 an hour, it's not that much money. Common Mistakes Businesses Make When Targeting Big Brands Kathleen: Yeah. Now what do you see as the most common mistakes that people make when trying to do this? Alex: First most common mistake is they think they can outsource it all, and they don't want to do the customization. I recommend against that, especially in this initial ... the hardest phase, the research phase. Once you have something that works, you can scale pretty easy. They try to outsource too early, too. They customize in the wrong way. A lot of our clients are ... well actually, not a lot of our clients. Some of our clients are international. And so English isn't the greatest for them. Even if they come from like Germany or some Western country. So framing that compliment in a way that doesn't come off as like too crazy is actually something that I struggle with a lot with our coaching clients. That's number two. And then number three would be giving up too soon. And actually giving up too soon/settling too soon. Because you might try three tests, and like test one and test two book zero meetings, and then test three books two meetings. Then you might be like, "oh, I'm going to put my entire business onto test three," when really if you had tested like four or five more times, you might have sent an email that got eight meetings. Kathleen: Yeah. How do you know when to stop testing? Alex: So I would never stop testing. I know even with our ... so with the course part of our business, we spend 30% of our revenue on research and development. So just testing new ads and doing all that stuff outside of scale. I would never stop testing. It's always surprising. What we saw our add to cart cost go from $100 to $6 this week just by testing a new series of ads. Kathleen: Wow. That's crazy. Alex: Right? You can only get those improvements by constantly throwing stuff out there and seeing what works. Kathleen: Yeah. Very cool. And I love how specific you've been just in terms of sharing guidance on the actual wording of subject lines that works and the wording of some of the emails. It's really helpful. If somebody wants to try this, how do you recommend narrowing down your list? Because a lot of the people I know ... You said send it to 50 or 100 people. A lot of the people I know have lists that are much larger than that. Is it just literally a matter of, "All right, I'm going to export this list of 10,000 people, and I'm just going to take the first 100," or is there some other way ... Do you start with like a certain subpopulation? Alex: So what I would do is if you have an inbound list, I would actually ignore it for now. So you have marketing that works for your inbound list, right? Keep that going. What I would actually do is go over to Upwork or go over to LinkedIn and just start making lists of your ideal clients. I would send 100 cold. I would make a list of these people cold instead of going through the people that are subscribed. Because what you want is you test with the cold traffic where you can quickly iterate, and then once you have something that's working with those cold people, then you can take it back to your main list, and you know it'll work versus burning your main list on an offer that may or may not be okay. Kathleen: Do you have any concerns around if somebody does that, jeopardizing their sender score just because people hitting spam or what have you? Alex: Yeah, so normally ... And actually if you "Alex Berman how to avoid the spam box," on YouTube, I broke it down. But normally I'll recommend starting with a brand new domain for cold email, and then you warm it up over like two weeks. You subscribe to some newsletters, you make it seem like a normal email, and actually I would have a different domain for your cold emails, a different domain for your inbound like your email list emails, and a third domain ... actually even a third and fourth domain. Like third domain for cold ad traffic lists, right just in case, because spam is an issue there. And even a fourth domain for just customer communication. That way you protect everything. You keep it all super segmented. Kathleen: Does that get really confusing? Alex: Not for me. I mean, for our ads we've got like alex@X27.io, like alex@X27Marketing.com is our other list. alex@Experiment27.com. It's all pretty easy. Kathleen: And I'm assuming they all redirect at some point to...? Alex: They all redirect ... Yeah they all go to my normal inbox. Kathleen: Okay, got you. Very helpful. All right. Alex: It's a good way to protect your sender score there. Because what you'll also do is a lot of times if you want to test a bunch of different cold email campaigns also, you might, and what I make people consider a lot is you might want to buy a domain for each one of these different niches as well, and then that domain will just redirect to a website that's specific for that niche. The Impact of GDPR Kathleen: Do you worry at all with European like GDPR rules and the increasing focus on doing something similar in the US, do you worry at all that that approach is going to get tougher to use because cold emailing will begin to become disallowed essentially under regulations? Alex: If it's illegal, I recommend not doing it. What I've found is there's always a place for a personalized compliment. The personalizing the emails thing is ... that's what increases our response rate, and it's also what takes it out of the spammy territory. We're not sending messages to 10,000 people. We're not robocalling. It's nothing crazy like that. But I would ... Yeah, if you're in like ... Especially if you're in Europe or the UK or Canada or Australia, definitely consult a lawyer before working with someone like us or doing anything related to this. Kathleen: Yeah, it is getting- Alex: As far as I know, in America it's totally good so far except for maybe California is a little iffy right now. Kathleen: Yeah, definitely. Definitely. But it's interesting the direction everything's heading. It'll be interesting to see where it goes. Okay. Well- Alex: It will be, but it's not like these go away. You can use these same strategies ... Once you get this testing strategy down, you can use it for Facebook ads, you can use it for cold LinkedIn messages. You can use it for text messages. You can use it at events just like testing your elevator pitch at events. It's all the same kind of thing. Just taking words and trying to test the way that you're phrasing things to find ... it's almost unlocking a lock. You want to find a way of wording your business that gets people to buy. How To Learn More About Alex's Strategy Kathleen: Yeah. I love all of this. You've mentioned a couple things like you have a course and you have a YouTube channel. Can you say a few words about if somebody's intrigued and wants to learn more, where they can go to find more information? Alex: Sure. If you want us to do this for you, I would actually just start at the YouTube channel, AlexBerman.com will go right to the YouTube channel, and if you do want to learn this kind of stuff, it's Email10K.com, that's the course. Kathleen's Two Questions Kathleen: Okay, love it. Now, we can't finish up this interview without me asking you the two questions that I ask all of my guests. The first one being we talk a lot about inbound marketing on this podcast. Is there a particular person or company that you think is really just killing it right now with inbound? Alex: Really killing it with inbound. I'm actually not ... I haven't been impressed with very many people when it comes to inbound. Even the greats, I don't know if they're testing or what they're doing, but I see a lot of weird stuff. Kathleen: Oh yeah? Alex: Who have I really ... I actually like Russell Brunson, what he's been doing with his ad strategies, and he runs a SaaS. It doesn't even seem like it. He's selling a software as a service, but he's selling it like an info product. There's some real next level stuff that Russell Brunson's doing. Kathleen: Oh, I'll have to check him out, and I will share his name and the link to his stuff in the show notes. Alex: He does a two week free trial, and then it's only like $150 a month for his software, and somehow he's been able to frame his thing in a way where it appeals to B2B, it appeals to entrepreneurs, and it appeals to ... He's going after like people that are selling multilevel marketing. He's got everything down in terms of how he's framing his thing. Kathleen: Interesting. I can't wait to check that one out. Second question, the biggest kind of complaint I hear from marketers is that digital is changing so quickly. There's so much to keep up with. It's like drinking from a fire hose. How do you personally stay up to date and keep yourself educated on latest developments? Alex: So this sounds kind of counterintuitive, but what I've found is if you stick to the basics and you just try to get like those fundamentals right, everything comes into play. So for instance, when I was getting into Facebook ads, all I had to do was take the offer that I knew worked and put it in general targeting, and then the Facebook AI figured out what it was because we knew the offer worked. Same with YouTube videos. We just have to create content, and it'll find an audience because our offer system. So I think if you create a product that people want, and you phrase it in a way that is very hard to say no to, you'll win, and it doesn't matter if you're at an event or if cold emails get banned, or like cold calling doesn't work anymore. None of that will matter if you can crack that, and then number two is just go where your customers are. I've gotten a surprising amount of work off of Instagram recently. Like to the point where I barely even use LinkedIn anymore. Kathleen: Wow. Alex: But that just comes down to who my target audience is, right? I'm going after younger people now, especially for this course offer, and they're mostly on Instagram versus when I was going after office workers ... Actually, all the office workers are on email versus any of the other social media channels. So I honestly, I don't worry about that at all. Kathleen: That's great. You have figured something out, then, because the vast majority of the other folks I talk to stress about it a lot, so there's definitely a lesson to be learned on the approach that you're taking. Alex: Ooo, okay. So I actually did figure this out. So if you want to figure out where your clients are, write a super targeted Facebook ad and put like $100 in it, and what'll happen is you put no targeting in. The way that Facebook works now is they'll find buyers, and what I've found there is not only will they find out who your ideal buyer is, for instance one of our ads is targeting ... it's converting really good with women between ages 25-65+ which is crazy, and then one of our other ads is only for men which is great, but the main thing that I've found was if you go to placements, it'll tell you exactly where your ads are converting. So for instance, some of our ads do really well on Facebook. Actually, one of my consulting clients was only selling on Instagram. Like hard pitching Instagram, and when we did this ad test we found out a bunch of his people were on Facebook, and he went out and did the same cold pitching on Facebook, and it was like 10-20 minutes, and he already had a bunch of leads coming in. So that's another easy way to find it out. Kathleen: Yeah, you know it's interesting you bring that up because I found that too that paid ads in general are the fastest way to test messaging because you instantly can see what's working and what's not. Alex: Yeah, exactly. You can test messaging there, you can test placements, and then the way that Facebook ... Facebook's getting so smart in terms of their machine learning. So it'll give you data you didn't even know you had. The ad that I wrote, I had no idea it would appeal ... The one that hits women, I think it was getting add to carts for like $10 for $1,000 course which is crazy, but for men it was $16 with the same ad. So I had no idea. Kathleen: Which is still reasonable, but $10's better than $16 every day. Alex: Exactly. Especially when you're comparing it to ... I was at $100 before. Kathleen: Oh, that's great. Alex: But no, you have no idea. It's only the machine learning that taught me that this type of ad works for this market. Kathleen: Yeah, it's crazy what Facebook can do now. It's a little scary sometimes, but it's also really cool. Alex: Yeah. How To Connect With Alex Kathleen: Great. Well if somebody wants to connect with you, has a question, wants to learn more, how can they reach out to you? Alex: Best way to talk to me is to grab the course, Email10K.com. I'm in the Facebook group right now. It's unlimited consulting. If you do just want to like, talk for free, I would go to the YouTube channel. AlexBerman.com will go there. And just leave a comment. I'm usually in there. You Know What To Do Next... Kathleen: Okay. Great. I'll put those links in the show notes, and if you're listening and you liked what you heard or you learned something new, of course I would really appreciate it if you would leave a five star review on Apple Podcasts. That goes a long way to getting the podcast in front of other listeners like yourself who could find value, and if you know somebody doing kickass Inbound marketing work, tweet me @WorkMommyWork because I would love to interview them. Thanks, Alex. Alex: Thanks.

DragonFlyBSD's kernel optimizations pay off, differences between OpenBSD and Linux, NetBSD 2019 Google Summer of Code project list, Reducing that contention, fnaify 1.3 released, vmctl(8): CLI syntax changes, and things that Linux distributions should not do when packaging. Headlines DragonFlyBSD's Kernel Optimizations Are Paying Off (https://www.phoronix.com/scan.php?page=article&item=dragonfly-55-threadripper&num=1) DragonFlyBSD lead developer Matthew Dillon has been working on a big VM rework in the name of performance and other kernel improvements recently. Here is a look at how those DragonFlyBSD 5.5-DEVELOPMENT improvements are paying off compared to DragonFlyBSD 5.4 as well as FreeBSD 12 and five Linux distribution releases. With Dillon using an AMD Ryzen Threadripper system, we used that too for this round of BSD vs. Linux performance benchmarks. The work by Dillon on the VM overhaul and other changes (including more HAMMER2 file-system work) will ultimately culminate with the DragonFlyBSD 5.6 release (well, unless he opts for DragonFlyBSD 6.0 or so). These are benchmarks of the latest DragonFlyBSD 5.5-DEVELOPMENT daily ISO as of this week benchmarked across DragonFlyBSD 5.4.3 stable, FreeBSD 12.0, Ubuntu 19.04, Red Hat Enterprise Linux 8.0, Debian 9.9, Debian Buster, and CentOS 7 1810 as a wide variety of reference points both from newer and older Linux distributions. (As for no Clear Linux reference point for a speedy reference point, it currently has a regression with AMD + Samsung NVMe SSD support on some hardware, including this box, prohibiting the drive from coming up due to a presumed power management issue that is still being resolved.) With Matthew Dillon doing much of his development on an AMD Ryzen Threadripper system after he last year proclaimed the greatness of these AMD HEDT CPUs, for this round of testing I also used a Ryzen Threadripper 2990WX with 32 cores / 64 threads. Tests of other AMD/Intel hardware with DragonFlyBSD will come as the next stable release is near and all of the kernel work has settled down. For now it's mostly entertaining our own curiosity how well these DragonFlyBSD optimizations are paying off and how it's increasing the competition against FreeBSD 12 and Linux distributions. What are the differences between OpenBSD and Linux? (https://cfenollosa.com/blog/what-are-the-differences-between-openbsd-and-linux.html) Maybe you have been reading recently about the release of OpenBSD 6.5 and wonder, "What are the differences between Linux and OpenBSD?" I've also been there at some point in the past and these are my conclusions. They also apply, to some extent, to other BSDs. However, an important disclaimer applies to this article. This list is aimed at people who are used to Linux and are curious about OpenBSD. It is written to highlight the most important changes from their perspective, not the absolute most important changes from a technical standpoint. Please bear with me. A terminal is a terminal is a terminal Practical differences Security and system administration Why philosophical differences matter So what do I choose? How to try OpenBSD *** News Roundup NetBSD 2019 Google Summer of Code (http://blog.netbsd.org/tnf/entry/announcing_google_summer_of_code1) We are very happy to announce The NetBSD Foundation Google Summer of Code 2019 projects: Akul Abhilash Pillai - Adapting TriforceAFL for NetBSD kernel fuzzing Manikishan Ghantasala - Add KNF (NetBSD style) clang-format configuration Siddharth Muralee - Enhancing Syzkaller support for NetBSD Surya P - Implementation of COMPATLINUX and COMPATNETBSD32 DRM ioctls support for NetBSD kernel Jason High - Incorporation of Argon2 Password Hashing Algorithm into NetBSD Saurav Prakash - Porting NetBSD to HummingBoard Pulse Naveen Narayanan - Porting WINE to amd64 architecture on NetBSD The communiting bonding period - where students get in touch with mentors and community - started yesterday. The coding period will start from May 27 until August 19. Please welcome all our students and a big good luck to students and mentors! A big thank to Google and The NetBSD Foundation organization mentors and administrators! Looking forward to a great Google Summer of Code! Reducing that contention (http://www.grenadille.net/post/2019/05/09/Reducing-that-contention) The opening keynote at EuroBSDCon 2016 predicted the future 10 years of BSDs. Amongst all the funny previsions, gnn@FreeBSD said that by 2026 OpenBSD will have its first implementation of SMP. Almost 3 years after this talk, that sounds like a plausible forecast... Why? Where are we? What can we do? Let's dive into the issue! State of affairs Most of OpenBSD's kernel still runs under a single lock, ze KERNEL_LOCK(). That includes most of the syscalls, most of the interrupt handlers and most of the fault handlers. Most of them, not all of them. Meaning we have collected & fixed bugs while setting up infrastructures and examples. Now this lock remains the principal responsible for the spin % you can observe in top(1) and systat(1). I believe that we opted for a difficult hike when we decided to start removing this lock from the bottom. As a result many SCSI & Network interrupt handlers as well as all Audio & USB ones can be executed without big lock. On the other hand very few syscalls are already or almost ready to be unlocked, as we incorrectly say. This explains why basic primitives like tsleep(9), csignal() and selwakeup() are only receiving attention now that the top of the Network Stack is running (mostly) without big lock. Next steps In the past years, most of our efforts have been invested into the Network Stack. As I already mentioned it should be ready to be parallelized. However think we should now concentrate on removing the KERNEL_LOCK(), even if the code paths aren't performance critical. See the Article for the rest of the post fnaify 1.3 released - more games are "fnaify & run" now (https://www.reddit.com/r/openbsd_gaming/comments/btste9/fnaify_13_released_more_games_are_fnaify_run_now/) This release finally addresses some of the problems that prevent simple running of several games. This happens for example when an old FNA.dll library comes with the games that doesn't match the API of our native libraries like SDL2, OpenAL, or MojoShader anymore. Some of those cases can be fixed by simply dropping in a newer FNA.dll. fnaify now asks if FNA 17.12 should be automatically added if a known incompatible FNA version is found. You simply answer yes or no. Another blocker happens when the game expects to check the SteamAPI - either from a running Steam process, or a bundled steam_api library. OpenBSD 6.5-current now has steamworks-nosteam in ports, a stub library for Steamworks.NET that prevents games from crashing simply because an API function isn't found. The repo is here. fnaify now finds this library in /usr/local/share/steamstubs and uses it instead of the bundled (full) Steamworks.NET.dll. This may help with any games that use this layer to interact with the SteamAPI, mostly those that can only be obtained via Steam. vmctl(8): command line syntax changed (https://www.openbsd.org/faq/current.html#r20190529) The order of the arguments in the create, start, and stop commands of vmctl(8) has been changed to match a commonly expected style. Manual usage or scripting with vmctl must be adjusted to use the new syntax. For example, the old syntax looked like this: # vmctl create disk.qcow2 -s 50G The new syntax specifies the command options before the argument: # vmctl create -s 50G disk.qcow2 Something that Linux distributions should not do when packaging things (https://utcc.utoronto.ca/~cks/space/blog/linux/PackageNameClashProblem) Right now I am a bit unhappy at Fedora for a specific packaging situation, so let me tell you a little story of what I, as a system administrator, would really like distributions to not do. For reasons beyond the scope of this blog entry, I run a Prometheus and Grafana setup on both my home and office Fedora Linux machines (among other things, it gives me a place to test out various things involving them). When I set this up, I used the official upstream versions of both, because I needed to match what we are running (or would soon be). Recently, Fedora decided to package Grafana themselves (as a RPM), and they called this RPM package 'grafana'. Since the two different packages are different versions of the same thing as far as package management tools are concerned, Fedora basically took over the 'grafana' package name from Grafana. This caused my systems to offer to upgrade me from the Grafana.com 'grafana-6.1.5-1' package to the Fedora 'grafana-6.1.6-1.fc29' one, which I actually did after taking reasonable steps to make sure that the Fedora version of 6.1.6 was compatible with the file layouts and so on from the Grafana version of 6.1.5. Why is this a problem? It's simple. If you're going to take over a package name from the upstream, you should keep up with the upstream releases. If you take over a package name and don't keep up to date or keep up to date only sporadically, you cause all sorts of heartburn for system administrators who use the package. The least annoying future of this situation is that Fedora has abandoned Grafana at 6.1.6 and I am going to 'upgrade' it with the upstream 6.2.1, which will hopefully be a transparent replacement and not blow up in my face. The most annoying future is that Fedora and Grafana keep ping-ponging versions back and forth, which will make 'dnf upgrade' into a minefield (because it will frequently try to give me a 'grafana' upgrade that I don't want and that would be dangerous to accept). And of course this situation turns Fedora version upgrades into their own minefield, since now I risk an upgrade to Fedora 30 actually reverting the 'grafana' package version on me. Beastie Bits [talk] ZFS v UFS on APU2 msata SSD with FreeBSD (http://lists.nycbug.org:8080/pipermail/talk/2019-May/017885.html) NetBSD 8.1 is out (http://www.netbsd.org/releases/formal-8/NetBSD-8.1.html) lazyboi – the laziest possible way to send raw HTTP POST data (https://github.com/ctsrc/lazyboi) A Keyboard layout that changes by markov frequency (https://github.com/shapr/markovkeyboard) Open Source Game Clones (https://osgameclones.com/) EuroBSDcon program & registration open (https://eurobsdcon.org) *** Feedback/Questions John - A segment idea (http://dpaste.com/3YTBQTX#wrap) Johnny - Audio only format please don't (http://dpaste.com/3WD0A25#wrap) Alex - Thanks and some Linux Snaps vs PBI feedback (http://dpaste.com/1RQF4QM#wrap) Send questions, comments, show ideas/topics, or stories you want mentioned on the show to feedback@bsdnow.tv (mailto:feedback@bsdnow.tv) *** Your browser does not support the HTML5 video tag.

Highlights - Draftees Ship Out Update on the Spring Offensive - Mike Shuster | @02:25 America Emerges: The Draftees Ship Out - Edward Lengel | @06:20 Don’t send the boys “Dainties” by parcel post! | @11:40 Remembering Veterans: The Women’s Overseas Service League - Cathleen Cordova | @16:45 Updates from the States: Idaho Commission - K.C.Piccard and Frank Krone | @21:55 Spotlight in the Media: Sgt. Stubby Premiere | @27:35 100C/100M: Glen Carbon IL - Linda Sinco | @32:45 100C/100M: Appleton, WI - Alexander Schultz | @38:35 Speaking WW1: Tommy | @44:45 WW1 War Tech: The Little Curie | @46:20 The Dispatch Newsletter | @48:05 The Buzz - The Centennial in Social Media - Katherine Akey | @49:25----more---- Opening Welcome to World War 1 centennial News - episode #65 - It’s about WW1 THEN - what was happening 100 years ago this week  - and it’s about WW1 NOW - news and updates about the centennial and the commemoration. Today is March 30th, 2018 and our guests for this week include: Mike Shuster, from the great war project checking in on the progress of the German Spring Offensive - Operation Michael Dr. Edward Lengel with a story of New York City’s Doughboys as they set sail for Europe Cathleen Cordova shares the history of the Women’s Overseas Service League K.C.Piccard and Frank Krone are here to tell us about the Idaho WW1 Centennial Commission Linda Sinco shares the 100 Cities/100 Memorials project at Glen Carbon, Illinois Alexander Schultz with the 100 Cities/100 memorials project in Appleton, Wisconsin Katherine Akey with the WW1 commemoration in social media   And that is our lineup of guest for WW1 Centennial News -- a weekly podcast brought to you by the U.S. World War I Centennial Commission, the Pritzker Military Museum and Library and the Starr foundation. I’m Theo Mayer - the Chief Technologist for the Commission and your host. Welcome to the show. [MUSIC] Preface 100 years ago this week, the fate and future, that would be determined by WWI hangs somewhat by a thread. In this episode, we want to give you a sense of what was happening on the ground in Europe, explore the push to get our troops across the Atlantic, and see how the war effort is affecting life and policy here stateside… A year after entering the fray - America is definitely in the thick of it! With that as a setup, let’s jump into our Centennial Time Machine and roll back 100 years to - to witness a crucial moment,  in the War that Changed the World! World War One THEN 100 Year Ago This Week Great War Project We are going to open our look back 100 years ago this week, with Mike Shuster former NPR correspondent and curator for the Great War project Blog…. Mike: Your post is a powerful update on the front line action, this last week of May, 1918. The Allies are trying desperately to cope with Germany’s “total commitment” onslaught - By the week’s-end it turns out that maybe the Kaiser’s claim of total victory, last week,  may have been a bit premature. It’s not over yet. Looking forward to your report, Mike… Thank you Theo - This week the headline read…. [MIKE POST] Mike Shuster from the Great War Project blog. LINK: http://greatwarproject.org/2018/03/25/in-german-spring-offensive-crisis-on-both-sides/ America Emerges: Military Stories from WW1 We are going to follow with America Emerges: Military Stories from WWI with Dr. Edward Lengel. Ed:  As Mike just told us… getting our boys shipped out and on the ground in France is crucial… and your story this week focused on what that was like state -side… Many troops and individual soldiers that would play important roles in the upcoming battles are heading “over there”. What’s the story Ed: [ED LENGEL] [MUSIC TRANSITION] Dr. Edward Lengel is an American military historian, author, and our segment host for America Emerges: Military Stories from WWI. There are links in the podcast notes to Ed’s post.   Links:http://www.edwardlengel.com/one-hundred-years-ago-new-york-city-bids-farewell-doughboys/ https://www.facebook.com/EdwardLengelAuthor/ http://www.edwardlengel.com/about/ On the Homefront [SOUND EFFECT] On the homefront, there are a number of articles this week reflecting our conversation from Last week, with the Smithsonian National Postal Museum’s Lynn Heidelbaugh, about the massive amount of mail going out to the troops - especially parcel post - so much so - that the War department begins the week by expressing concern, and ends the week by listing a whole stack of items banned from being sent to our boys “Over There”. [SOUND EFFECT] Dateline: Monday March 25, 1918 A Headline in the Official Bulletin Reads Parcel Post to France Being Crowded With the Dainties Purchasable There at Prices Lower Than the Cost Here And the story reads: What are you sending by parcel post to the boys in France? asks the department. If it is cookies, candies, or canned goods, bear in mind that the soldiers of the American Expeditionary Forces can purchase these things at the Y. M. C. A. recreation centers, or canteens in France, as cheaply as they can be had here. And the article goes on the make an economic argument not to send these items. Two days later [SOUND EFFECT] Dateline: Wednesday March 27, 1918 A Headline in the Official Bulletin Reads SHIPMENTS OF PARCELS TO SOLDIERS IN FRANCE TO BE LIMITED TO THOSE REQUESTED BY MEN The article goes on to explain: the postmasters throughout the country are instructed to receive no parcel-post shipments for delivery to members of the American Expeditionary Forces abroad unless the articles offered have been requested by the individual to whom they are to be shipped and approved by his regimental or higher commander. In the same issue another headline reads Prices at Which Our Soldiers in France May Purchase Those .Little Dainties You Are Sending Them by Mail And once again, the article details the price of razors, cigarettes, even malted milk balls. Although seemingly redundant - anyone interested in a great primary source on prices of basic item in 1918 - this article is a treaure trove of detail. You can access each issue of the Official Bulletin on the Commission’s website at ww1cc.org/bulletin - each issue is re-published on the centennial anniversary of its original publish date. This article is on Page 7 of the wednesday March 27th issue. The week continues with more cajoling about not sending our boys loving care packages from home, AND by the end of the week - the War Department gets unambiguous and definitive! Dateline: Saturday, March 30, 1918 A Headline in the Official Bulletin on Page 7 reads WAR DEPARTMENT STATEMENT ON SHIPMENT OF POST PARCELS TO U. S. SOLDIERS IN FRANCE The War Department has issued the following statement regarding the restrictions of the shipment of parcels to officers and soldiers in France. On account of the well-known shortage in shipping it is necessary' to limit shipments to France to things which are absolutely essential for the fighting efficiency of our forces in France. In other words, we must strip for action. It his been found that the shipments of parcels to individual officers and soldiers has assumed enormous proportions now averaging 250 tons a week, and by reason of their bulkiness displacing a great amount of important Army freight on commercial liners and transports. And that’s the end of Aunt Ethel's home-made cookies and Momma’s canned peaches for our doughboys in France 100 years ago this week in the war that changed the world! [SOUND EFFECT] The Great War Channel As we have mentioned before, we are very happy that you listen to our audio podcast, but If you’d like to see videos about WWI 100 years ago this week,  we suggest our friends at the Great War Channel on Youtube, Hosted by Indy Neidell. New videos this week include: Conscientious Objectors -- Water -- Wastage German WW1 Prototype Tanks of 1918 Backs to the Wall -- All Eyes on Amiens See their videos by searching for “the great war” on youtube or following the link in the podcast notes! Link:https://www.youtube.com/user/TheGreatWar World War One NOW It is time to fast forward into the present with WW1 Centennial News NOW - [SOUND EFFECT] This part of the podcast isn’t about the past - it is about NOW and how we are commemorating the centennial of WWI! Remembering Veterans Women's Overseas Service League This week for remembering veterans and for our last article focused on Women’s History Month we want to introduce you to the Women’s Overseas Service League.  As the name implies, the League was founded by American women who had served overseas during World War One. With us to help us understand the WOSL, their heritage, mission and constituency we are joined by Cathleen Cordova, the Past National President of the WOSL. Welcome Cathleen. [greetings] [Cathleen -- the Women’s Overseas Service League was formed in 1921, just after the war -- What prompted the formation? Who was it for?] [Would I consider the Women’s Overseas Service League a Veterans Service Organization? How does it differ?] [The league’s focus and mission has evolved over the years? What is the continuing legacy of WWI in within the League?] [Does the League have any specific WWI Centennial commemoration - or any heritage focused programs?] [goodbyes] Cathleen Cordova is the Past National President of the Women’s Overseas Service League. Learn more about the organization and their legacy of friendship and advocacy by following the links in the podcast notes. Link: http://wosl.org/history/ http://wosl.org/ Updates from the States Idaho Commission It’s time for our Updates from the States. This week we’re joined by K.C. Piccard, Commissioner for the Idaho World War 1 Centennial Commission, and Frank Krone, the commission’s co-founder. Welcome! [greetings] [Frank --  I don’t know very much about the Idaho Centennial Commission? Would you tell us about it - and how did it get started?] [K.C.--On the Podcast in February, we told our listeners quite a bit about the sinking of the Tuscania --  You and your Commission got deeply involved with a connected commemoration called Hands Across the Atlantic Project. Can you tell us about it? [Frank - any other plans or programs from Idaho you’d like to tell us about?] [goodbyes/thanks] K.C. Piccard and Franke Krone are with the Idaho World War 1 Centennial Commission. Learn more about the commission and their projects by visiting their website at the links in the podcast notes. links:http://idahoworldwar1centennial.org/ Spotlight in the Media Sgt Stubby Premiere: Follow up Earlier this week, here in Los Angeles, I had the pleasure of joining US WWI Centennial Commissioner Zoe Dunning, and the California WW1 Centennial commission Courtland Jindra and Bill Betten at the premiere of the Animated Feature film - Sgt. Stubby: An American Hero. I have been following the development of this movie for a long time, and of course we have had the film’s producer, writer, and director Richard Lanni and Associate producer Jordan Beck on the podcast over the past months, so I was really ready to see the actual the Sgt. Stubby movie. I loved it! And so did the 800 person audience at the premiere! Flat out - it’s a really good, class double A animated film that delivers a great movie experience for kids and grown up alike. You know, it’s really - I mean REALLY hard to create a sympathetic, animated animal character that is someone that you actually care about. Especially if that character has no voice. Everyone in the room fell in love with Stubby. I didn’t ask the grownups, but I did ask some of the 400 kids in the theater what they thought: [Kid’s comments] Sgt. Stubby - an American Hero - and a really great movie experience coming to a theater near you. Grab a friend, grab a kid, grab a grandparent and go see this really heartfelt and heartwarming movie. Oh yea - did I forget to mention - its based on a real story and its all about WWI. Sorry! Link: http://www.stubbymovie.com/ 100 Cities 100 Memorials Glen Carbon, IL Moving on to our 100 Cities / 100 Memorials segment about the $200,000 matching grant challenge to rescue and focus on our local WWI memorials. Next week, on Friday April 6th, we will be announcing the final 50 Awardees. Some very exciting memorials and project are among that group. Before that, this week, we are going to profile TWO projects from Round #1. They are very different and very much the same -  the first is a deeply meaningful but humble project about a WWI memorial restoration from the Village of Glen Carbon Illinois, where a doughboy statue stands guard over the graves of two local WW1 veterans.   With us tell us about the project is Linda Sinco, Museum Coordinator of the Glen Carbon Heritage Museum.                               Welcome Linda! [greetings] [Linda: Your project was designated as a WWI Centennial Memorial, in part because it represents memorials of it’s type all over the country. Can you tell us about it please?] [The doughboy isn’t a bronze - what is it made out of? What’s the status of the statue now?] [When you took on the project, you did research and got some great local newspaper coverage for the endeavor - what was the community involvement?] [How did you connect with the 100 Cities / 100 Memorials program?] [You rededicated your statue last year in September - Any commemoration plans for Memorial Day or Armistice day this year?] [Linda - thank you so much for looking after your doughboys!] [goodbyes/thanks] Linda Sinco is the Museum Coordinator for the Glen Carbon Heritage Museum.    Learn more about the 100 Cities/100 Memorials program and their doughboy statue restoration at the link in the podcast notes or by going to ww1cc.org/100Memorials Link: www.ww1cc.org/100cities https://www.youtube.com/watch?v=VKcETM-DQ-c https://www.glen-carbon.il.us/891/Heritage-Museum-and-Log-Cabin Appleton, WI Our second 100 Cities / 100 Memorials project profile this week is the Spirit of the American Doughboy project in Appleton, Wisconsin. This doughboy sculpture is from famed WWI memorial sculptor E. M. Visquesney and it has had one tough time of it,  since it was erected in 1934. With us tell us about the project, it’s checkered restoration history and its current rescue is Alexander Schultz, Executive Director of Sculpture Valley. Welcome Alex! [greetings] [Alex - This monument was originally put in place in 1934 for $700 - the equivalent of $13,000 today… and it has had a troubled history since. Can you tell us a bit about the maintenance woes of this doughboy?] [So in 2015 Sculpture Valley stepped in to fix the issues from the ground up - what IS Sculpture Valley?] [What kind of support did the project get from the community? ] [You did a rededication on Veterans Day last year - any plans for Armistice day this year?] [Alex: Thanks so much for being here!] [goodbyes/thanks] Alexander Schultz is the Executive Director of Sculpture Valley. Learn more about Sculpture Valley and the 100 Cities/100 Memorials program at the link in the podcast notes or by going to ww1cc.org/100Memorials Link: www.ww1cc.org/100cities https://www.sculpturevalley.com/ https://www.sculpturevalley.com/memorail-restoration-initiative/ [SOUND EFFECT] Speaking WW1 And now for our feature “Speaking World War 1” - Where we explore the words & phrases that are rooted in the war  --- By the time America joined the war, nicknames for the various forces involved in the conflict were already established. The French infantry were known as the Poilus, or the hairy ones -- the Australian and New Zealanders were collectively known as the ANZAC a simple contraction for the Australian and New Zealand Army Corps - meanwhile the New Zealanders were also called Kiwis. The American were often referred to as Sammies but self branded as Doughboys. And the British common soldier? Well, That’s our Speaking WWI word for this week. The British soldier was known as the Tommy. The nickname appears to come from an individual, Tommy Atkins, a mythical, courageous British soldier who fought under the Duke of Wellington in 1794. Lore has it that In 1815, the British War Office asked the Duke for a name that could personify a strong British soldier, and he, apocryphally, replied “Tommy”. From a branding perspective, it sounds like a great choice to an old marketing guy like me…. it’s so aptly descriptive of a regular joe… resolute… a comrade… a good fellow and unlike a lot of the other names - Tommy seems human. The nickname was popular enough in the 19th century that Rudyard Kipling included a poem about a mistreated soldier named Tommy. Tommy didn’t get associated with the British army, until World War I, when the name Tommy Atkins was featured on a guidance sheet enclosed in every pocket ledger provided to every British soldier to inscribe their personal information. Tommy -- a valiant and humble soldier, and this week’s speaking WW1 word. Links:http://www.historic-uk.com/HistoryUK/HistoryofBritain/The-British-Tommy-Tommy-Atkins/ http://www.firstworldwar.com/atoz/tommy.htm [SOUND EFFECT] WW1 War Tech Little Curie This week for WW1 War Tech -- we’re focusing on a medical device that saved countless lives -- and was invented by a woman. Almost immediately after the discovery of the X-ray in 1895, medical professionals began using it to locate foreign objects, that had become lodged in the body. - you know - like bullets. At the start of the war in 1914, the only X-Ray machines to be found where located in city hospitals, far away from the frontlines and only benefiting soldiers that could survive the long journe to get to them. The answer came from famed French scientist Madame Marie Curie, discoverer of radium ... polonium and twice-awarded the Nobel Prize. When the German army began marching toward Paris early in the war, Madame Curie shipped her supply of radium to a bank in Bordeaux and devoted her time to the war effort. Curie came up with the “radiological car” - a rig with an X-Ray machine, a photographic dark room, and an early electrical generator to produce the X-Rays. Using funding from the Union of Women of France and cars donated by wealthy Parisians, she trained some 150 women, including her daughter Irene, to operate these machines and move them around the front lines to where they were most needed. The “little curies” --as they were called-- debuted at the First Battle of the Marne. Over 1 million soldiers received Xray exams from the mobile units over the course of the war. The LIttle Curie-- a big idea from an awesome scientist, Madame Marie Curie, and this week’s WW1 War Tech. Learn more, and see images of the mobile machines, at the links in the notes. Link: https://www.smithsonianmag.com/history/how-marie-curie-brought-x-ray-machines-to-battlefield-180965240/ Articles and Posts For Articles and posts we want to re-introduce you to a fantastic WWI Centennial resource. It’s the Commission’s weekly Dispatch Newsletter. Every week, the Commission publishes all sorts of great information about WWI and the centennial commemoration. There are articles posted in the website’s news section, New Stories of Service that are submitted by you. Important commemoration events. Blog posts and postings from our state partners. And even the highlight listing from the WWI Centennial News podcast. Well - in the dispatch, the editor, Chris Christopher works diligently to keep it short and useful.  He provides a quick summary of each new post with links to read, listen or see more… It takes just a minute to subscribe, and only a couple of minute to scan each Dispatch issue when it comes in to your email on Tuesday mornings - It’s a great way to see if there is something you’d like to know more about. So sign up for the Weekly  Dispatch newsletter at ww1cc.org/subscribe and take a look at samples in the archive at ww1cc.org/dispatch or follow the link in the podcast notes. Link: http://www.worldwar1centennial.org/index.php/communicate/2015-12-28-18-26-00/subscribe.html http://ww1cc.org/dispatch The Buzz And that brings us to the buzz - the centennial of WW1 this week in social media with Katherine Akey - Katherine, what do you have for us this week? Adopt an Orphan! We shared a beautiful image this week on Facebook from the Marine Corps History Division. It’s a studio portrait of a little girl, Jeanne Louise Alphonsine Pascal. She’s maybe three or four years old, dressed in a dark frock with an enormous white bow atop her head. She is the Mascot of Company L, Thirteenth Regiment, U.S. Marines, A.E.F. Under the auspices of the American Red Cross, soldiers were able to adopt war orphans; it’s a very early example of a familiar charitable system. For four cents a month, per man, a unit of some 200 men could fully feed, clothe and house an orphan. Some estimated 200,000 children were orphaned in France and Belgium alone during the war. Grassroots orphans’ relief efforts appeared in France as early as 1914. Many editions of the Stars and Stripes-- the American Expeditionary Forces’ official newspaper-- discuss and promote The Red Cross’s orphan relief campaigns, including the issue from this week 100 years ago. These children, supported by the Allies and under the care of a variety of service organizations, were beneficial for the soldiers; they reminded the men of their children back home and the orphans received food and care from the Allied troops. By April 1918, Stars and Stripes reports that 38 children were adopted by various Infantry companies. You can read the article “Take as your mascot a French war orphan” in the Stars and Stripes, and see the image of little Jeanne Louise, by following the links in the podcast notes. That’s it for this week in the Buzz. Link:https://cdn.loc.gov/service/sgp/sgpbatches/batch_dlc_argonne_ver03/data/20001931/print/1918032901/0001.pdf https://www.facebook.com/36536773014https://cdn.loc.gov/service/sgp/sgpbatches/batch_dlc_argonne_ver03/data/20001931/print/1918032901/0001.pdf7282/photos/a.367850739898981.107284.365367730147282/1062367587113956/?type=3&theater https://rememberingwwi.villanova.edu/orphans/ Thank you Katherine - Outro And that is also it for this week’s episode of WW1 Centennial News. Thank you for listening. We also want to thank our guests... Mike Shuster, Curator for the great war project blog Dr. Edward Lengel, Military historian and author Cathleen Cordova the Past National President of the Women’s Overseas Service League KC Piccard, and and Frank Krone co-founders of the Idaho World War 1 Centennial Commission, Linda Sinco with the 100 Cities/100 Memorials project at Glen Carbon, Illinois Alexander Schultz with the 100 Cities/100 memorials project from Appleton, Wisconsin Katherine Akey, the commission’s social media director and line producer for the podcast A shout out to Eric Maar as well as our intern John Morreale for their great research assistance. And I am Theo Mayer - your host. The US World War One Centennial Commission was created by Congress to honor, commemorate and educate about WW1. Our programs are to-- inspire a national conversation and awareness about WW1; Including this podcast! We are bringing the lessons of the 100 years ago into today's classrooms; We are helping to restore WW1 memorials in communities of all sizes across our country; and of course we are building America’s National WW1 Memorial in Washington DC. We want to thank commission’s founding sponsor the Pritzker Military Museum and Library as well as the Starr foundation for their support. The podcast can be found on our website at ww1cc.org/cn   on  iTunes, Google Play, TuneIn, Podbean, Stitcher - Radio on Demand --- or using your smart speaker.. Just say “Play W W One Centennial News Podcast” and we are excited to announce - as of this week - you can listen to us on Spotify. Search ww1 Centennial News. Our twitter and instagram handles are both @ww1cc and we are on facebook @ww1centennial. Thank you for joining us. And don’t forget to share the stories you are hearing here today about the war that changed the world! [music] What did the American Captain shout to the British left-tennant as the German barrage rained down? [insert music clip Tommy] So long!