Let me tell you about the time I thought mailing dog hair to a lab for custom shampoo would make me millions. (Spoiler: it didn’t, but it did end up in a car debate with Reed Hastings, and those debates changed the world.) Before Netflix, before the legend, it was just a pair of restless minds in a Honda, tossing out ideas that seemed—frankly—kind of nuts. This isn’t your typical founder story. It’s about the beauty of garbage ideas, the lessons in mailing CDs to yourself, and why sometimes going broke is exactly what you need to steer the ship right.
From Mail Order Sheet Music to Mailbox Breakthroughs: The Real Roots of Netflix
When you think about Netflix’s origins, you might picture Silicon Valley brainstorms or high-tech streaming. But the real story starts much earlier—and in a much less glamorous place: a mail order sheet music company. Marc Randolph, the Netflix co-founder, often credits his first entrepreneurial spark to running a mail order division in his early career. This hands-on experience with shipping logistics, catalog management, and direct response marketing would later become the unlikely backbone of Netflix’s revolutionary DVD-by-mail service.
Imagine Randolph, years before Netflix, experimenting with everything from colorful flyers to personalized letters. He learned quickly that direct response marketing is all about testing—it’s analytics before analytics. Every campaign was a new experiment: change the color, tweak the headline, personalize the message, and then measure what actually worked. This relentless focus on testing business ideas—on colliding them with reality—became his entrepreneurial signature.
These lessons weren’t just about selling more sheet music. They were about understanding customers, tracking responses, and optimizing every step of the process. In many ways, Randolph was doing early versions of what we now call e-commerce optimization and personalization, long before those terms existed. He was obsessed with figuring out what made people respond, and how to make the process smoother—skills that would prove essential when it came time to reinvent video rentals.
Fast forward to 1997. DVDs had just arrived in the U.S., and the idea of mailing movies to customers seemed, frankly, ridiculous. But Randolph’s background made him see the opportunity differently. Where others saw logistical headaches, he saw a system he’d already mastered. The pivotal moment? Randolph and Reed Hastings decided to test the core premise of Netflix by mailing a CD (not even a DVD, since they didn’t have one yet) to themselves. As Randolph recalls, “We mailed a CD, not a DVD, just to see if we could get it there in one piece.” That simple, low-budget test proved the concept was viable. It was the ultimate minimum viable product (MVP)—and it cost less than a dollar.
Research shows that this kind of rapid, low-cost experimentation is at the heart of successful startups. Randolph’s approach—rooted in direct response marketing—set the stage for Netflix’s data-driven culture. Every decision, from the user interface to the subscription service model, was tested, measured, and refined. Personalization, which started clumsy (think: “Dear Customer” letters), eventually became a revolutionary part of Netflix’s customer-centric model.
Founding Netflix in August 1997 was more than just a collision of technology and timing. It was the result of decades spent learning how to test, adapt, and never get too attached to any single idea. Even as Netflix faced crisis points—like $50 million in accumulated losses—the company’s obsession with experimentation and analytics, inherited from Randolph’s mail order days, kept it moving forward.
“Direct response marketing is all about testing—it’s analytics before analytics.”
“We mailed a CD, not a DVD, just to see if we could get it there in one piece.”
How to Argue Like a Founder: Road Trips, Ridiculous Ideas, and That Will Never Work
If you want to understand what separates a successful Startup CEO from the rest, look no further than the legendary morning commute brainstorms between Netflix co-founder Marc Randolph and Reed Hastings. These car rides weren’t just transportation—they were a rolling laboratory for testing business ideas, where every concept, no matter how wild, was put through the wringer. As Randolph puts it,
“There’s no such thing as a good idea—we just don’t know why it’s bad yet.”
During these sessions, nothing was sacred. Personalized shampoo? Pet food by mail? Vitamins? All were considered, then rationally shredded. This process, as described in Randolph’s book That Will Never Work, became the foundation of Netflix’s culture: honest, analytical challenge and rapid experimentation. The goal wasn’t to fall in love with an idea, but to break it—fast, cheap, and without ego. As research shows, Netflix’s breakthrough was a direct result of relentless, skeptical brainstorming—and a willingness to let go of darlings quickly.
Why does this matter? Because assuming every idea is bad (at first) prevents costly mistakes and founder egos from running wild. Randolph and Hastings knew that testing, not theorizing, was the only way to separate wishful thinking from viable business models. Their framework was simple but ruthless:
“Every idea is bad; let’s find out why, fast.”
- Step 1: Brainstorm without limits. No idea is too ridiculous.
- Step 2: Assume it’s a bad idea. Challenge it with honest, respectful debate.
- Step 3: Test it quickly and cheaply—collide it with the real world.
- Step 4: If it fails, move on. If it survives, test harder.
Randolph’s experience shows that falling in love with an idea is the single most dangerous habit for an entrepreneur. Sometimes, your “genius” is just dog shampoo. The original That Will Never Work framework demanded fearless, quick, and dirty testing to expose the flaws in big dreams. And when an idea failed, they pivoted—sometimes to something as unexpected as video rentals by mail.
This approach wasn’t just theory. By Spring 2000, Netflix was staring down a $50 million loss, with only $5 million in annual revenue. The company had tested dozens of startup ideas over 12-18 months before finally landing on a model that worked. Their willingness to debate, challenge, and rapidly experiment—rather than cling to any single vision—became the secret sauce behind Netflix’s eventual dominance.
Randolph and Hastings’ carpool debates didn’t just shape a company; they built a culture of innovation lessons that every founder can learn from. The lesson is clear: you have to try colliding your idea with the real world, not your imagination.
From $50 Million in the Red to an Unlikely Pivot: Netflix’s Crisis and the Blockbuster Battle
If you think every successful business model starts with a stroke of genius, Netflix’s early days will surprise you. In 2000, Netflix was deep in the red—facing a staggering $50 million in accumulated losses. The company’s entrepreneurial journey, led by Marc Randolph and Reed Hastings, was on the brink of collapse. At the time, the dominant player in the video rental market was Blockbuster, with 9,000 stores and 60,000 employees. Netflix, by contrast, was a startup with a bold but unproven subscription service and a costly DVD-by-mail system.
Desperate for survival, Netflix explored every possible exit. They even tried to sell the company to Amazon for $10-15 million, but ultimately declined the offer. When that didn’t work, they approached Blockbuster, hoping for a $50 million buyout. The response? Suppressed laughter and a flat-out rejection. As Marc Randolph later recalled,
"Blockbuster wouldn’t save us—they wanted to compete with us."
What seemed like a devastating setback became a turning point. Research shows that failed alliances and crises often spark the most disruptive pivots. For Netflix, this meant reimagining their biggest liability—the expensive logistics of mailing DVDs—as a competitive advantage. Blockbuster’s business model relied on late fees and physical stores, while Netflix flipped the script with a subscription service: no late fees, unlimited rentals, and the freedom to keep DVDs as long as you wanted.
This radical approach forced the industry to respond. Customers hated late fees, and Netflix’s model removed that pain point entirely. Marc Randolph often points to psychological research—like Daniel Kahneman’s work on loss aversion—to explain why this mattered. By eliminating penalties, Netflix created a customer experience that Blockbuster couldn’t match. As Randolph put it,
"Sometimes, being almost broke is the only thing that forces real innovation."
Persistence and relentless experimentation were at the heart of Netflix’s survival. The company’s willingness to abandon old ideas, analyze customer data, and iterate quickly turned crisis into opportunity. The failed Blockbuster deal didn’t just mark a low point; it became the inflection point that drove Netflix’s obsession with customer experience and data-driven decision-making.
Within two years, Netflix’s subscription service had launched, setting the stage for industry disruption. The pivot from one-off rentals to a recurring subscription model was seismic—not just for Netflix, but for the entire video rental landscape. Blockbuster eventually tried to copy the model, but their late response and lack of commitment doomed the effort. In the end, Netflix’s ability to turn a weakness into a strength changed the company’s trajectory and the future of home entertainment.
| Event | Details |
|---|---|
| Spring 2000 | $50 million in losses |
| Sale attempt to Amazon | $10-15 million offer range |
| Subscription model launch | Within first 2 years |
Netflix’s story is a powerful lesson in overcoming adversity, startup failures, and the value of market research. Sometimes, the best business model emerges not from initial brilliance, but from the willingness to adapt, experiment, and learn from every setback.
Mentorship and the Startup Community: Randolph’s Second Act
When you think of Marc Randolph, the first thing that might come to mind is Netflix—its legendary founding story, the risky DVD-by-mail experiment, and the way it toppled Blockbuster. But if you look at Randolph’s journey today, you’ll see his focus has shifted. Now, he’s a startup mentor, a book author, a podcast host, and a leader in the startup community. His mission? To pay his experience forward and help the next generation of founders beat the odds.
Randolph’s entrepreneurial career spans more than four decades and includes seven startups. Yet, he’s the first to admit that the path is rarely glamorous. In fact, he’s become a vocal critic of the “entrepreneur hero” myth—the idea that founders are lone geniuses who always know what they’re doing. In reality, startup life is often lonely, uncertain, and filled with setbacks. Randolph’s honest storytelling, both in his bestselling book That Will Never Work and on his podcast, is a breath of fresh air for anyone tired of the hype.
You’ll hear Randolph say,
"My mission now is how do I pay that forward. How do I help other people have a shot at it like I did?"This isn’t just talk. He’s deeply involved in mentorship, coaching, and community leadership. He invests his time in advising founders, sharing not just the wins, but the mistakes and near-misses that shaped his own journey. Research shows that mentorship importance is critical for building resilient entrepreneurial communities. Honest advice—especially about failure—can save new founders from costly, avoidable mistakes.
Randolph’s approach is practical. He urges aspiring entrepreneurs to test ideas quickly and cheaply, rather than falling in love with a concept. He’s known for telling founders to “collide” their ideas with reality—sometimes that means taping a sign to a dorm room door, not raising a million dollars. This kind of advice, grounded in experience, is what sets him apart as a startup mentor.
The emotional cost of startup life is another theme Randolph doesn’t shy away from. He talks openly about the stress, the loneliness, and the toll it can take on relationships. In his view, honest mentoring—not empty encouragement—can save time, money, and even dreams. It’s not just about having a killer business model; it’s about building an ecosystem where founders support each other, share real stories, and learn from every failure.
Through his book, podcast, and public speaking, Randolph extends his mentorship to a global audience. He’s helping to build a startup community that values candor, resilience, and experimentation over ego. Studies indicate that this kind of community support is just as important as funding or product-market fit. If you’re looking for inspiration, or just some real talk about what it takes to build something from scratch, Randolph’s second act is worth paying attention to.
| Metric | Details |
|---|---|
| Startups Founded | 7 |
| Length of Entrepreneurial Career | 40+ years |
| Startup Community Initiatives Led | Multiple (exact number not specified) |
The Fundamentals: Why Fast, Cheap Testing Beats Grand Plans Every Time
If you’re thinking about launching a startup or testing business ideas, there’s one lesson Marc Randolph—Netflix’s co-founder and first CEO—wants you to remember: don’t fall in love with your idea before you’ve tested it in the real world. In fact, research shows that the biggest mistake entrepreneurs make isn’t having bad ideas, but investing too much, too early, in assumptions that haven’t been validated. Randolph’s journey with Netflix is a masterclass in rapid experimentation, real-world feedback, and the power of analytics software to guide decision-making.
Randolph’s approach is refreshingly simple. He believes that endless business-plan tinkering is wasted effort. Instead, you should find the fastest, cheapest way to collide your idea with reality. This is where the concept of the minimum viable product (MVP)—or even a “non-viable” prototype—comes in. Sometimes, all it takes is a silly experiment to uncover make-or-break truths. For example, before Netflix ever built a warehouse or an app, Randolph and his co-founder Reed Hastings tested their DVD-by-mail idea by mailing a CD in a plain envelope to see if it would survive the postal system. The cost? Just the price of a postage stamp. The result? Proof that their core concept was possible—without spending months or millions.
This kind of rapid experimentation is at the heart of successful market research. Randolph urges you to “test first, dream later.” He often advises aspiring founders to try the simplest test imaginable. If you’re thinking about a peer-to-peer clothing rental startup, don’t build a website or raise money. Just tape a sign to your dorm room door and see if anyone wants to borrow clothes. Real feedback beats forecasts every time.
Analytics software played a crucial role in Netflix’s early days. Randolph borrowed principles from old-school direct response marketing—like tracking every customer action—and supercharged them for the digital era. By measuring how users browsed the online catalog, what they rented, and how quickly they returned DVDs, Netflix could refine its offering in real time. This relentless focus on data-driven testing helped the company avoid months of sunk cost chasing ideas that didn’t fit the market.
There’s a lesson here for anyone looking for a startup mentor or trying to break into entrepreneurship. The stories that matter aren’t just about big wins—they’re about the tests that failed, too. When Netflix realized that certain features or pricing models weren’t resonating, they pivoted quickly, saving both time and money. Sometimes, not finding product-market fit early was the best thing that could happen, because it forced a new direction before resources were exhausted.
"The important thing is how clever can you be to come up with a quick and cheap way to test it."
Randolph’s experience proves that relentless, real-world testing is essential for entrepreneurial survival. Old marketing wisdom, when combined with modern analytics, became Netflix’s secret weapon. If you want to thrive in today’s brutal market, focus on rapid experimentation and real-world validation—just like Netflix did, one postage stamp at a time.
Beyond Netflix: Picking Up the Pieces and Fostering a Culture of Unconventional Success
When you look at Marc Randolph’s journey after Netflix, you see a story that’s about much more than building a tech giant. It’s about how company culture, persistence, and optimism shape not just businesses, but entire industries. Randolph’s later ventures—serving as a board member, championing environmental advocacy, and mentoring the next wave of entrepreneurs—show that his influence extends far beyond the Netflix brand.
The Enduring Influence of Netflix’s Company DNA
Netflix’s early days were defined by a willingness to experiment, embrace failure, and act with radical candor. Randolph’s approach—testing “bad” ideas quickly and learning from every misstep—became the backbone of Netflix’s corporate culture. This DNA, built on data-driven decisions, open feedback, and calculated risk-taking, continues to inspire innovators today. Research shows that these cultural values matter at least as much as technical innovation when it comes to building organizations that last.
Redefining Success: Impact, Community, and Balance
After the startup rollercoaster, what does success really mean? For Randolph, it’s not just about IPOs or market dominance. It’s about making a difference—through mentorship, community-building, and environmental advocacy. He’s known for his openness and willingness to help others, whether through public speaking, his podcast, or advisory roles. As he puts it, “Life’s too short to shade the truth; if you have something to say, say it—respectfully.” This philosophy shapes his work and the communities he supports.
Stories You Don’t See in the Headlines
Randolph’s story is filled with moments of failure, oddball meetings, and unexpected breakthroughs. You might not hear about the countless “bad” ideas tested and discarded, or the stroke-of-luck discoveries that changed everything. There’s the time Netflix was nearly acquired by Amazon for a fraction of its future value, or the infamous Blockbuster meeting where their offer was laughed off. These stories remind you that the path to success is rarely straight—and that resilience and adaptability are essential.
Why Corporate Culture Sets Disruptors Apart
What really separates Netflix-era disruptors from the so-called dinosaurs? It’s not just the big ideas—it’s the company culture. Randolph emphasizes that true culture is shaped by how leaders behave, not by what’s written on the walls. At Netflix, removing restrictive policies and trusting employees to use good judgment created an environment where innovation could thrive. Studies indicate that this kind of trust and candor is what allows companies to change the rules, not just play by them.
Takeaways: Rekindling Optimism and Persistence
- Test ideas quickly and cheaply—don’t wait for perfection.
- Embrace failure as a learning tool, not a setback.
- Prioritize impact, community, and personal balance alongside business goals.
- Remember that persistence and optimism are as important as strategy or funding.
Randolph’s ongoing work as a board member, advisor, and advocate shows that the real legacy of Netflix is a culture of experimentation, candor, and relentless focus. It’s a reminder that unconventional success is built on more than just a great idea—it’s about the values you bring to the table, every day.
Wild Card Insights: Spaghetti Testing, Unicorn Myths, and the Art of Connecting Random Dots
When you look at the story behind Netflix, it’s easy to imagine a straight path: a brilliant idea, a flawless plan, and overnight success. But the real entrepreneurial journey of Marc Randolph, Netflix’s co-founder and first CEO, is anything but linear. In fact, it’s a masterclass in spaghetti testing—throwing ideas at the wall, seeing what sticks, and connecting dots that seem random at first glance. If you’re searching for innovation lessons or hoping to build your own unconventional success, this section will show you why embracing chaos and failure is exactly the point.
Randolph himself uses a wild analogy: “Creativity is collecting lots of clouds, then connecting them in new ways.” This isn’t just poetic. It’s practical advice for anyone testing business ideas. In the early days, Randolph and Reed Hastings didn’t just stumble onto the DVD-by-mail concept. They spent countless commutes pitching everything from personalized dog food to vitamins and even shampoo subscriptions. Most of these ideas were, by Randolph’s own admission, pretty bad. But each one was a cloud, floating by, waiting to be connected to something else.
What’s striking is how accidental skills—like Randolph’s background in mail order and magazine subscriptions—finally ‘clicked’ when the right moment arrived. These weren’t glamorous jobs. They were odd detours, side projects, and failed ventures. Yet, when DVDs emerged as a new technology, those seemingly useless experiences became the secret sauce for building Netflix’s unique subscription model. Research shows that connecting skills across domains is the essence of real creativity and innovation. You don’t have to be born an innovator; you just need to keep collecting clouds.
It’s tempting to believe in the myth of the unicorn founder: the visionary who gets everything right from the start. But as Randolph’s story proves, Netflix’s path was littered with goofy mistakes, lucky breaks, and sideways moves. Even the now-famous “mailing a CD in an envelope” test was a shot in the dark—an experiment to see if the postal system would handle fragile media. This relentless experimentation is at the heart of testing business ideas quickly and cheaply, a lesson Randolph repeats often. As he puts it, “I certainly wasn’t the only person who saw the potential of the Internet for selling things—Jeff Bezos did, too.”
Steve Jobs once credited a college typography class for shaping Apple’s design sensibilities—an experience that seemed irrelevant at the time. Both Jobs and Randolph highlight how seemingly unrelated experiences can fuel game-changing ideas. The real magic happens when you stop trying to be right and start trying to learn. Every failed pitch, every odd job, every random project is a potential building block for something bigger.
So, don’t underestimate the value of your own weird detours. The next time you’re tempted to dismiss a failed side project or a bizarre idea, remember: it might just be step one in your great leap. True innovation isn’t about perfection—it’s about collecting clouds, connecting random dots, and never being afraid to throw spaghetti at the wall.
Conclusion: Forget Good Ideas—Just Test. Debunking the Entrepreneurial Fairytale
When you look at the story of Netflix, it’s easy to imagine a lightning-bolt moment—a single, brilliant idea that changed everything. But Marc Randolph, Netflix’s co-founder and first CEO, is the first to tell you that’s just not how real entrepreneurial journeys work. In fact, the Netflix you know today was built on a pile of “bad” ideas, relentless experimentation, and a willingness to test, fail, and test again. If you’re searching for innovation lessons, this is where you start: not with the perfect pitch, but with the courage to collide your idea with reality as soon as possible.
Randolph’s approach is refreshingly practical. He didn’t fall in love with the concept of mailing DVDs—he and Reed Hastings brainstormed everything from personalized shampoo to pet food before DVDs even seemed viable. The breakthrough wasn’t a stroke of genius; it was the result of testing a simple hypothesis by mailing a CD in an envelope. That’s it. No elaborate business plan, no investor roadshow—just a quick, cheap experiment. As Randolph puts it, nobody ever starts with the ‘right’ idea—Netflix included. What matters is the pace and honesty with which you kill the wrong ones.
True disruption, as research shows, is rarely born in comfort. It’s forged in the crucible of crisis, debate, mistakes, and even absurdity. Netflix nearly ran out of money, faced rejection from both Amazon and Blockbuster, and had to pivot repeatedly just to survive. These moments weren’t setbacks—they were essential tests that forced the team to adapt and refine their business model. If you’re on your own entrepreneurial journey, remember: the real business world is more Honda Civics, less Lamborghinis. It’s about showing up, getting your hands dirty, and learning from every misstep.
One of the most overlooked elements in startup success is the mentorship importance. Randolph is a passionate startup mentor and believes that honest, candid storytelling can save you years of frustration—and maybe a million dollars. He’s quick to remind aspiring founders that mentorship isn’t about hero worship. It’s about sharing the unglamorous truth: most ideas won’t work, and that’s okay. What matters is how quickly you learn, adapt, and move forward. As he famously says,
"If someone reads my book and they’re terrified—they probably shouldn’t be an entrepreneur. If they’re fired up, I’ve done my job."
Randolph’s journey is a direct challenge to the hero myths that dominate Silicon Valley. The real magic isn’t in having the perfect idea or the flashiest pitch deck—it’s in humility, hustle, and a willingness to test your wildest notion by next weekend. Don’t wait for validation or permission. If you’re sitting on an untested gem (or dud), the best time to mail it—to yourself or anyone—is now.
Practical, raw, and unpredictable—Marc Randolph’s Netflix story is a blueprint for anyone willing to roll up their sleeves and roll with the punches. Honest mentorship and relentless trial-and-error are the unglamorous but essential foundations of lasting impact. So, leave the fairytales to Hollywood. In the real world of entrepreneurship, the only way forward is to test, learn, and keep moving.
Frequently Asked Questions: Marc Randolph, Netflix, and Startup Truths
Curious about Marc Randolph, the Netflix co-founder, and what really sparked the company’s rise? Here are clear, actionable answers to the questions readers ask most—each rooted in the real-world lessons of testing business ideas, the importance of mentorship, and the unpredictable path of innovation.
Who is Marc Randolph and what’s his connection to Netflix?
Marc Randolph is the co-founder and first CEO of Netflix. With over 40 years of entrepreneurial experience, he played a central role in shaping Netflix’s original business model and culture. Alongside Reed Hastings, Randolph helped launch Netflix in August 1997, turning what many saw as a “bad idea”—renting DVDs by mail—into a global entertainment powerhouse.
What was Netflix’s original business model, and how did it change?
Netflix began as an online DVD rental service. Customers ordered movies from a vast online catalog, and every DVD was shipped directly to their door. Unlike Blockbuster, Netflix offered every title in inventory and didn’t rely on physical stores. The real breakthrough came with the subscription model: for a flat monthly fee, users could rent as many DVDs as they wanted, with no late fees and no due dates. This model, combined with a personalized queue and serialized delivery, set Netflix apart and paved the way for its later shift to streaming.
Why did Netflix almost fail in 2000, and what turned things around?
By late 1999, Netflix was losing money fast—about $50 million in accumulated losses with only $5 million in annual revenue. The dot-com crash in 2000 dried up funding, and Blockbuster rejected their offer to sell for $50 million. What saved Netflix was its relentless focus on customer experience: eliminating late fees, making rentals frictionless, and using data to improve recommendations. This customer-centric approach, along with a culture that embraced rapid experimentation, helped Netflix survive when others failed.
What is That Will Never Work?
That Will Never Work is Marc Randolph’s bestselling memoir. It’s a candid look at the early days of Netflix, filled with stories about testing business ideas, learning from failure, and the realities of startup life. The book is packed with practical advice for anyone interested in entrepreneurship or innovation.
How does Marc Randolph help new entrepreneurs today?
Marc Randolph is a passionate mentor and advisor. He works with early-stage founders, shares insights through his podcast and speaking engagements, and runs an entrepreneurial community. His focus is on helping others test their ideas quickly, avoid common pitfalls, and build businesses that matter. He’s a strong advocate for the importance of mentorship in startup success.
What common startup myths does he debunk?
Randolph challenges the myth that you need a perfect idea or a detailed plan to start. He believes every idea starts out flawed—and that’s exactly the point. The real skill is testing business ideas fast and learning from what doesn’t work. As he puts it, “Inexperienced entrepreneurs want to be right. Experienced ones just want to be successful.”
What’s one lesson you can apply by this weekend?
Don’t wait for the stars to align. If you have a business idea, find the quickest, cheapest way to test it with real people. As Randolph advises, “Collide your idea with reality.” Whether it’s taping a sign to your door or building a simple prototype, the goal is to learn fast and adapt. That’s the essence of entrepreneurship—and the heart of the Netflix story.
In the end, Marc Randolph’s journey as Netflix co-founder proves that relentless experimentation, humility, and the right mentorship can turn even the wildest ideas into world-changing companies. The real takeaway? Start testing, keep learning, and never underestimate the power of a “bad” idea.
TL;DR: Good ideas? Optional. Bad ideas, tested fast? Essential. Marc Randolph’s Netflix journey proves that relentless experimentation, humility, and a bit of chaos are what it takes to disrupt an industry.
A big shoutout to The Diary Of A CEO for their valuable content! Be sure to check it out here: https://youtu.be/HSVbD7RhOHU?si=D5bXdORQpZ8kKYSn.
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