Episodios
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is Handling Conflict - I to We.
From I to We: Jeff and Mercer share how they transformed personal perspectives ("I") into collaborative solutions ("We"), using their experience of merging separate brands into one unified company.
Understanding Different Views: They explain how conflict often stems from different but equally valid perspectives, like their contrasting approaches to using "I" versus "We" in business communications.
Market Feedback: External customer feedback helped guide internal decisions, showing how market response can help constructively resolve internal conflicts.
Conflict as Process: Rather than viewing conflict as negative, they present it as a natural process where two different viewpoints or forces meet, creating an opportunity for growth.
Growth Through Discussion: The hosts share how their perspectives make each other's ideas "10-20% better" through constructive disagreement and resolution.
Solutions Focus: Instead of trying to prove who's right, they recommend focusing on the situation and finding common ground to create new, better solutions.
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is How to Price Your Products.
Supply and Demand: Mercer and Jeff explain how pricing isn't just about charging more - it's about understanding market dynamics and finding the right balance between supply, demand, and profitability.
The Profit Formula: They share a practical approach to pricing: calculate your costs, double it for unexpected issues, then multiply by 3-4x to create the necessary margin for marketing, taxes, team bonuses, and business growth.
Value Communication: Price is a conversation between your company and the market about value exchange. Success comes from helping clients understand and agree with the value you provide.
Market Alignment: Different markets expect different price points - the same service might need to be priced 10x higher for enterprise clients versus small businesses, simply because of market expectations.
Recurring vs. Project Pricing: The benefits of recurring revenue models over one-time project fees, including the ability to recover from initial setup costs and build long-term profitable relationships.
Price Increase Strategy: The importance of graceful price increase communications, with real examples of both successful and unsuccessful attempts at raising prices with existing clients.
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is Keeping Great Team Members.
Beyond Happiness vs. Engagement: Jeff and Mercer discuss how managers shouldn't focus on making employees "happy" (which they can't control) but rather on creating an engaging environment where team members can thrive and grow naturally.
The Growth Factor: The key insight is that people stay with companies as long as they learn and grow. Creating an environment of continuous growth and development is crucial for retention, more than just high compensation.
The Abundance Mindset: Success in retaining talent comes from adopting an abundance mindset rather than a scarcity mentality. This includes investing in team members through training, coaching, and professional development opportunities.
Building the Inner Circle: Bringing valuable team members into the decision-making process and teaching them to think strategically helps create lasting engagement and loyalty, especially in small businesses where individual contributions matter more.
Recognition and Results: The importance of celebrating successes publicly while handling challenges privately, creating an environment where team members feel supported even when facing difficulties.
Investment in People: Mercer and Jeff believe investing in team members through education, bonuses, recognition, and growth opportunities is crucial for long-term retention, especially in smaller businesses where institutional knowledge is vital.
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is Information vs. Transformation.
Beyond Just Information: Mercer and Jeff explore how information alone has little inherent value - like a battery without a device to power it. True value comes from the transformation that information enables when properly activated and applied.
The Sales Perspective: Rather than selling pure information (which is widely available and often free), successful businesses should focus on selling transformation - the practical application and results that come from implementing that information effectively.
Small Steps, Big Changes: Using fitness analogies, they discuss how transformation isn't about dramatic overnight changes but rather small, manageable steps that build momentum. It's about making the journey less daunting and more achievable.
Business Applications: Jeff and Mercer share real examples from their experience with ProfitSchool. They demonstrate how helping clients transform their businesses through systems and processes is more valuable than providing information about business growth.
The Pendulum Effect: They introduce an interesting concept about helping clients find balance rather than swinging between extremes in business practices or personal development.
Key Takeaway: The episode emphasizes that while information is abundant and often free, the real value lies in the frameworks, systems, and guidance that help people transform that information into practical results.
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is Selling MOR Offers.
The essential difference between products and offers: even the most basic product (like ketchup!) can be transformed into a compelling offer with the right positioning and belief in its value.
A game-changing insight emerges: Products rarely sell themselves - it's always about the offer. Even Apple's legendary success isn't just about their products; it's about how they present them (remember "1000 songs in your pocket" vs. competitors' "256 megabytes of storage"?).
The MOR framework breaks down into three essential components:
Make the offer (strategic level)
Optimize the execution (tactical level)
Review the results (management level)
A crucial revelation: You don't need a perfect product to make an offer. In fact, sometimes the offer should come first! The key is having unwavering belief in your product's value and being able to communicate that enthusiasm authentically to your audience.
The conversation culminates with an interesting observation: "optimize" appears in all three of their frameworks (MOR, Measurement Marketing, and BOT), highlighting how continuous improvement and optimization are central to business success.
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is Simple Ways to Effectively Delegate.
The 5W Framework: Revolutionize your delegation approach with the Who, What, When, Why, and What to do After framework, ensuring crystal-clear communication and expectations.
Mindset Shift: Adopt a high-value mindset by valuing your time at $5,000 an hour, empowering you to delegate tasks more effectively and focus on high-impact activities.
Automation is Key: Embrace the power of automation in delegation, using tools like Zapier to handle repetitive tasks and free up your team's time for more strategic work.
The C&C Rule: Implement the Capability, &, Capacity (C&C) rule to identify the perfect person or system for each task, ensuring optimal resource allocation.
Growth Through Empowerment: Witness exponential business growth as effective delegation empowers your team, increases productivity, and allows you to focus on big-picture strategies.
Partnership Power: Leverage the wisdom of a partner or mentor to refine your delegation skills, gain fresh perspectives, and overcome challenges in your delegation journey.
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is AI Update - Where are we now?
AI's Rapid Evolution: From chatbots to integrated business tools, AI has transformed from a novelty into an essential part of modern business operations, mirroring the early days of the app store revolution.
Seamless Integration: AI is now embedded in everyday tools like Microsoft Copilot and Google Suite, making it more accessible and practical for businesses of all sizes.
Supercharging Creativity: AI excels in brainstorming and content creation, allowing for multiple iterations and increased efficiency in marketing and product development.
The Profit School Framework: AI fits perfectly into the tactical layer of business operations, automating grunt work while leaving strategic decisions to human expertise.
Collapsing Time: AI's ability to rapidly create and test marketing assets has dramatically reduced campaign timelines, offering real-time insights and faster results.
Future Outlook: While AI will continue to handle more tasks, human oversight remains crucial. The key to success lies in strategic planning and effective AI integration.
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is: How to Build a Better Brand.
Branding is more than Just a Logo: Jeff initially viewed branding as "fluffy" and hard to measure, but he soon realized its vital role in marketing and culture. He and Chris Mercer emphasize that branding is often overlooked in direct-response marketing but is critical for building long-term trust and credibility.
Psychological Shortcuts to Credibility: Branding isn't just about awareness; it's about creating psychological shortcuts that associate your brand with trust and credibility. The hosts introduce the positioning concept, highlighting how brands like Crest and Colgate evoke specific emotional responses that ease the customer’s journey toward a sale.
Consistency as the Backbone of Branding: Consistency is the cornerstone of a successful brand, fostering awareness and trust. Mercer and Jeff stress the importance of presenting a unified identity across your products and messaging, sharing an example of consolidating multiple brands into "Measure U" to improve brand clarity and impact.
The Power of Brand-Specific Language: Establishing brand-specific jargon or language strengthens a brand's identity. Jeff shares how their frameworks include memorable terms like "OPS" and “DOPE Systems”—demonstrating how unique language makes a brand more scalable and memorable.
Market Perception Shapes Your Brand: The market ultimately controls how your brand is perceived, which is why continuous interaction and feedback are crucial. The hosts emphasize that branding isn't just a slogan or tagline—it's reflected in how your audience sees, trusts, and interacts with you.
Living Your Unique Value Proposition: The episode concludes by challenging the standard use of “unique value propositions.” Jeff argues that instead of focusing on slogans, brands should embody their value in practice, using stories and real experiences to demonstrate genuine uniqueness and resonate with the audience.
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Welcome back to the ProfitSchool podcast Business Unfiltered with Mercer and Jeff Sauer today's topic is: More stupid things we do as Entrepreneurs.
Introduction & Defining "Stupid Mistakes": Jeff Sauer and Chris Mercer humorously dive into the concept of “stupid things” entrepreneurs do—decisions that, in hindsight, could have been handled differently. They emphasize the importance of learning from these mistakes to avoid repeating them.
Strategies for Avoiding Repeat Mistakes: Jeff shares the importance of seeking second opinions and recognizing emerging patterns. At the same time, Mercer highlights the role that awareness and planning play in stopping mistakes from happening again.
Tactical Strategies for Smarter Actions: Mercer stresses the need for solid plans with clear milestones to avoid pointless activities. Jeff and Mercer emphasize that forecasting and learning from patterns are key strategies to prevent wasted time and effort.
Common Business Mistakes:- Pricing & Client Targeting: Jeff shares a classic blunder—creating low-priced courses without calculating how many sales are needed to break even. The hosts agree on the dangers of catering to cheap clients rather than respecting the true value of your services.
Hiring & Firing Decisions: Hiring too fast and firing too slow is identified as a common mistake. Jeff and Mercer advocate for testing new hires on a contract basis and being proactive in trimming underperforming team members to avoid long-term financial issues.
Delegation & Small Task Management: Mercer discusses the importance of delegating small tasks to prevent them from piling up, while Jeff emphasizes planning and delegation to avoid burnout and inefficiency in managing day-to-day tasks.
The Importance of Customer Feedback: Talking to customers and seeking feedback is flagged as a crucial business practice. Successful entrepreneurs spend more time understanding customer needs, which can lead to smarter product decisions.
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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Getting the Most Out of Meetings.
Introduction & Personal Experiences with Meetings: Jeff and Mercer kick off the episode by sharing their mixed experiences with meetings. Jeff emphasizes the context-dependent nature of meetings and how team dynamics play a crucial role in their effectiveness.
The Purpose of Meetings & Common Pitfalls: Mercer and Jeff discuss the misuse of meetings, such as scheduling sessions without a clear purpose. Mercer introduces the concept of "headline calls," short 15-minute meetings focused on updates and specific support to increase productivity.
Efficient & Effective Meeting Practices: The hosts break down how pre-planning, clear agendas, and limiting large meetings can improve efficiency. They emphasize the need to ruthlessly "kill sacred cows" by reevaluating the necessity of repetitive or ineffective meetings.
Balancing Internal & External Meetings: Jeff shares the importance of managing time effectively between internal and external meetings. The hosts advocate for using meetings strategically, whether for management, teaching, or reporting, rather than allowing meetings to consume the workday.
Empowering Teams by Releasing Control: Mercer highlights the value of removing business owners from certain meetings to foster team autonomy. By giving team members ownership over problem-solving, teams can grow more creative and independent, which benefits the whole company.
Best Practices & Final Meeting Tips: Key meeting guidelines include limiting meeting lengths to 15 minutes, setting clear agendas, and reevaluating the need for meetings regularly. Jeff and Mercer suggest adding fun incentives like "bonus points" for ending meetings early to inspire efficiency.
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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is: The No Buy Survey
Understanding No Buy Surveys: Mercer and Jeff introduce the concept of no buy surveys—a tool to gather insights from customers who showed interest but didn’t make a purchase. This method helps businesses understand buyer objections and adjust strategies accordingly.
Key Benefits of No Buy Surveys: Mercer explains how asking simple questions, like why someone didn’t buy, provides valuable feedback directly from the market. He shares successful examples, noting that businesses often guess customer needs when they should be asking.
Tactical Implementation: Jeff emphasizes the importance of conducting surveys after a customer sees the full offer, as it provides insight on pricing, format, and timing. Both agree this feedback can inform product improvements and strategy adjustments.
Structured No Buy Surveys: Mercer introduces structured surveys—a sequence of guided questions designed to rekindle interest in the product or service. He shares examples of how these surveys have helped add 10% to revenue by building value and reopening sales opportunities.
Personalized Approaches: Personalization is key to making the survey engaging, with Mercer suggesting tailored questions and even offering free trials to non-buyers. These touchpoints help potential customers see value, leading to conversions.
Sales Skills in Marketing: Mercer highlights how no buy surveys employ fundamental sales skills, comparing it to techniques like the Columbo close, where the last question reveals critical objections. Both agree that blending sales skills with marketing strategies can significantly boost customer engagement.
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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Use the system to improve the system
Systems Are Evolving Tools, Not Static: Jeff highlights the breakthrough realization that systems aren't rigid but should always be open to feedback, improvement, and new ideas. Systems should evolve alongside new technologies for maximum efficiency.
Day Zero Culture for Constant Improvement: Taking inspiration from Amazon's "Day Zero" approach, Jeff and Mercer stress that systems should never reach a state of stasis. Embracing a Day Zero mindset ensures that systems can continuously improve and support business growth.
The Power of Feedback Loops & Problem-Solving: Mercer emphasizes solving real problems with systems in production instead of hypothetical ones. Continuous feedback allows for iterative improvement, ensuring that systems remain relevant and agile.
90% Done is the Sweet Spot: Jeff believes that systems are never truly "finished"—they're always 90% done and evolving. Empowering users to take ownership of systems and utilize their expertise fosters a competitive edge.
Systems as a Service (SaaS) Mentality: Jeff introduces the concept of "systems as a service," likening systems to software that can always be updated and improved. Businesses should embrace the iterative nature of systems to stay ahead of the curve.
Constant Iteration Drives Business Growth: Both hosts stress the importance of starting with the systems you have and improving from there. Continuous iteration ensures that systems help businesses scale, organize processes, and boost efficiency. Everyone is a "systems person" once they realize the power of iteration.
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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Developing Team Culture.
Defining Team Culture: Jeff and Mercer define team culture as the company's character, emphasizing it's a living, breathing entity that evolves and can be influenced by individuals, especially leadership.
Strategic Choices in Culture Development: Mercer discusses the importance of making strategic choices in shaping team culture, highlighting the "trust but verify" principle to encourage accountability and process improvement.
Allowing Failure for Growth: Jeff shares his journey from perfectionism to allowing planned failures, emphasizing the importance of letting team members fail to build resilience and foster personal and organizational growth.
Coaching vs. Teaching in Leadership: Jeff distinguishes between coaching and teaching, stressing the need for a coaching approach in business to help team members develop their solutions and leadership skills.
Balancing Ambition and Contentment: Mercer emphasizes the importance of setting realistic goals and finding a balance between ambition and contentment, aiming for "more than enough" rather than unattainable levels of success.
Nurturing a Prolific Culture: Mercer and Jeff contrast prolific culture with hustle culture, advocating for working smart, developing long-term strategies, and fostering a nurturing environment that allows for natural evolution of team culture over time.
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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Behind the Scenes: Writing Our First Book:
Initial Thoughts and Experiences: Jeff introduces the topic of writing their first book and the initial challenges faced, including rapid industry changes. Mercer recalls Jeff's earlier work on service stacking and is curious about the process.
Strategies for Writing a Timeless Book: Mercer and Jeff agree on focusing on strategies and management principles rather than tool-specific content. Jeff highlights his experience with a book accelerator program and acknowledges the effectiveness of a framework-based book.
Developing the Book Concept and Structure: Jeff explains the evolution of his broad "Profit Pillars" concept to a specific and focused framework on sales and service stacking. He shares the process of validating the concept through workshops and using the recordings as an outline for the book.
Writing and Editing the Book: Jeff details the process of hiring a ghostwriter and navigating the initial drafting stage. He shares the time-consuming nature of editing and the decision to personally handle the final edits to maintain consistency.
Marketing and Promoting the Book: Jeff discusses book marketing challenges and the necessity of having an effective book funnel. He shares his experiences with a book funnel service and the importance of having a pre-existing audience.
Lessons Learned and Future Plans: Jeff reflects on the overall experience, rating it low for immediate results but high for valuable learning. The episode concludes with a recap of the key points and a look at the next steps for their book project.
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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Creating RAD Products:
Introduction to RAD Products: Jeff and Mercer introduce the concept of "RAD products," emphasizing the importance of focusing on results, actions, and delivery in product creation. They highlight Amazon's strategic approach to defining results before building products, using the Kindle as an example.
Defining Results in Product Creation: The hosts discuss the strategic value of focusing on the result for users, which could include saving time or achieving a specific outcome. They stress the significance of benefits for both users and the company, particularly for service providers.
Benefits vs. Features in Service Provision: Jeff explains how service providers should emphasize their benefits, such as reducing risk, rather than just features. Mercer and Jeff discuss aligning product benefits from the perspectives of the user, the company, and the team for market success.
Confirming Benefits Through Actions: Mercer discusses the importance of validating product benefits through actions like surveys before investing resources. He emphasizes ensuring the team has the skills and capacity to deliver the confirmed benefits to various stakeholders.
Delivery and Management of the Product: They discuss how crucial delivery is for meeting deadlines and budgets, and maintaining customer loyalty. Jeff shares examples from Microsoft's different delivery approaches and highlights the role of management in successful product delivery.
Real-World Example Measure U: Mercer presents Measure U as a real-world example that consolidates multiple logins into one platform, improving user experience. They discuss the simplicity and continuous improvement of Measure U, underlining its benefits like ease of access and better delivery.
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Welcome back to the ProfitSchool podcast with Mercer and Jeff Sauer today's topic is Management Mistakes.
Topics Covered In This Episode
Introduction to Management Mistakes: Jeff Sauer and Mercer introduce the topic of management mistakes on "Business Unfiltered," emphasizing the value of learning from errors to aid others in avoiding similar pitfalls.
Early Management Experiences: Jeff highlights his journey from a small team to managing 50 people with no formal training, reflecting on the initial challenges of wanting to be the “cool boss” and the importance of providing structured feedback and coaching.
Importance of Clear Communication and Expectations: Discussing the "wagon wheel mentality," Jeff and Mercer emphasize the need for managers to empower their teams by providing clear direction, enabling problem-solving skills, and avoiding taking over tasks themselves.
Hiring and Firing Decisions: Jeff and Mercer discuss the perils of quick hiring without due diligence, the necessity of daily check-ins during onboarding, and the difficulty of firing employees who initially seemed promising but failed to meet expectations.
Empowering the Team and Setting Clear Goals: They highlight the need to nurture team growth through constant communication about career development, warn against early introduction of incentive plans, and stress the importance of setting clear, attainable goals.
Investing Smartly and Managing Performance: Jeff advises against hiring for multiple roles unless necessary, sharing insights on making smart investments with clear returns. They also cover avoiding quick bonuses, the pitfalls of profit-sharing incentive plans, and the importance of setting realistic expectations to maintain team motivation.
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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Sales Discovery Calls and Qualifying Questions.
Topics Covered In This Episode
Introduction to Sales Discovery Calls and Qualifying Questions: Jeff Sauer and Mercer explore the distinct yet interconnected roles of sales discovery calls and qualifying questions, focusing on their importance in business-to-business and high-ticket sales.
Understanding Sales Discovery Calls: Jeff elaborates on making sales calls conversational rather than interrogative, sharing strategies such as asking prospects about their business or problems.
Utilizing Discovery Calls in Measurement Management: Discovery calls help understand a prospect's current situation, technology stack, and problems, ensuring that the provided solution aligns with their specific needs.
Difference Between Discovery Calls and Pitches: Differentiating discovery calls from pitches, which aim to align solutions with identified needs. Mercer highlights building a bridge to aid prospects, even if it involves referring them elsewhere.
Qualifying Questions for Identifying Bad Customers: Mercer and Jeff share how qualifying questions, such as past problem-solving attempts and investment mentality, help identify prospects' readiness and suitability for the service.
Key Qualifying Questions: Budget, Timeline, Sophistication, and Participation: Jeff outlines the importance of determining a prospect’s budget, timeline, sophistication, and participation to ensure they are a good match, thereby protecting the service quality.
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Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Feeding Your Sales Pipeline.
Topics Covered In This Episode
Introduction to Pipeline Feeding: Mercer and Jeff delve into the fundamentals of feeding a sales pipeline, emphasizing the importance of nurturing leads across all funnel stages—top, middle, and bottom.
Defining Sales Funnel Stages: Jeff introduces the concept of "small data" for small businesses and stresses optimizing the middle funnel. The duo underscores defining marketing qualified leads and the steps in between funnel stages.
Nurturing the Pipeline: The conversation highlights the need for planning and a logical approach to nurturing leads from awareness to commitment, leveraging educated guesses and understanding customer behavior.
Off-Site and On-Site Marketing Strategies: Balancing off-site and on-site marketing, Mercer and Jeff discuss driving traffic through retargeting ads and off-site offers, and the importance of personalizing communication using modern technology.
Role of Discipline and Planning: Emphasizing the importance of discipline, the hosts talk about slowing down to think through the pipeline stages, using data and primary research for effective management, and embracing failure as part of growth.
Final Thoughts and Actionable Steps: Mercer and Jeff wrap up by urging listeners to take action, even starting with basic plans. They highlight the use of data for pipeline improvement and encourage joining the Profit School community to apply the podcast insights.
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Topics Covered In This Episode
Distinguishing Sales and Marketing: Mercer and Jeff explore the roles of sales and marketing, highlighting how they intersect yet specialize in distinct functions as businesses evolve. Nuances of Sales and Marketing: The discussion covers the differences between one-to-many (marketing) and one-to-one (sales) approaches, with marketing setting the stage for sales activities. Bridging the Gap: Emphasizing the need for sales skills in marketing, Jeff and Mercer discuss how understanding customer objections and beliefs can enhance marketing effectiveness. Challenges in Integration: The hosts address common issues like marketing and sales silos, poor lead quality, and the importance of aligning efforts for better outcomes. Optimizing Marketing Strategies: It is important to comprehend the customer journey and integrate sales processes with marketing strategies to create effective campaigns. Streamlining Sales and Marketing: Jeff discusses integrating sales and marketing by managing offers as a unified process, leading to consistent growth and improved results. Have a question or feedback about Business Unfiltered. Record an audio message https://s.bcast.fm/business-unfiltered-with-chris-mercer-and-jeff-sauer?episode=v855lry8 -
Topics Covered In This Episode
Five-Year Forecasting for Business Growth: Jeff and Mercer dive into the aspirational goals of a five-year business forecast, highlighting potential growth and challenges. They discuss the "paper billionaire effect" and the importance of a solid business model and market competition. Financial Projection Tools: Jeff introduces a spreadsheet tool for tracking revenue growth and explains how to project client gains/losses and retention rates over five years. He emphasizes the value of financial projections in making operational adjustments. Overcoming Fear with a Five-Year Vision: The hosts reflect on the importance of having a clear five-year vision to overcome impostor syndrome and make significant business decisions. Mercer shares personal experiences and the benefits of journaling to visualize future progress. Setting Big Hairy Audacious Goals (BHAGs): The discussion stresses the importance of pushing beyond comfort zones to achieve substantial growth. Maintaining Long-Term Goals with Vision Boards: Mercer practices regular reviews and updates his long-term goals through journaling. The hosts discuss balancing focused work with strategic planning and the significance of revisiting goals every six months. Aligning Teams and Systems for Goal Achievement: Jeff emphasizes the critical role of alignment and systems in scaling a business. The conversation includes the need for regular goal reviews and the courage to set long-term objectives, despite fears of falling short. Leadership and Long-Term Planning: The podcast wraps up with insights on the role of leadership in creating and sharing a five-year financial forecast. Both advocate for long-term thinking, involving the team in goal setting, and prioritizing revenue and profit goals for sustained success. Have a question or feedback about Business Unfiltered. Record an audio message https://s.bcast.fm/business-unfiltered-with-chris-mercer-and-jeff-sauer?episode=q80qx40n - Mostrar más
