Welcome to the Blues Brothers Podcast, a show in which we share the challenges, insights, and triumphs that come with taking eCommerce brands from 7 figures to 8 figures and beyond, and building the remarkable teams behind them.
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Blue and White Brothers is a podcast about all things Penn State football hosted by Tom and Andy Gathman: two brothers with two takes about one team. Tom Gathman, better known as “The Real Hiking Viking,” spends much of his time on trail and off grid living life to the full. Andy Gathman is the pastor of a small rural church and spends most of his time spreading the good news. We are as different as brothers can be with one exception: a passion for Penn State football. We bring our love of t ...
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Navigating Agency Accountability & Black Friday Projections with Josh Tay
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In this episode, Nathan and Josh Tay discuss the importance of accountability in agency relationships, the challenges of forecasting retention and sales, and the necessity of setting realistic goals. They delve into financial transparency, especially during Black Friday, and the impact of offer structures on consumer behaviour. The conversation hig…
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Storm's a-Bruin: UCLA Look-Ahead
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Tom & Andy preview an opponent Penn State hasn't faced in over 50 years, the UCLA Bruins. Plus they open the mailbag and check in with Joel Bettner for By the Numbers.על ידי Penn State Football by Tom & Andy Gathman
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Bully Ball: Illinois Recap
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Tom & Andy break down Penn State's dominant play on both sides of the ball against Illinois for PSU's first Big Ten win of the season.על ידי Penn State Football by Tom & Andy Gathman
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Bring the White Out Energy: Illinois Look-Ahead
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Penn State opens Big Ten play under the lights in Beaver Stadium in a top-20 matchup. Tom & Andy take a look at a dangerous Illinois team and discuss what the Nittany Lions need to do to remain unbeaten. Plus they open the mailbag and go By the Numbers with Joel Bettner.על ידי Penn State Football by Tom & Andy Gathman
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A Golden Flash Lashing: Kent State Recap
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Tom & Andy break down Penn State's record-setting offensive performance in the Nittany Lions' final tuneup before Big Ten Play.על ידי Penn State Football by Tom & Andy Gathman
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Who Wants a Cupcake: Kent State Preview
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Tom & Andy take a look at their upcoming opponent, lowly Kent State. Can they extinguish the Golden Flashes? Plus Ten-Second takes, Mailbag, and By the Numbers with Joel Bettner.על ידי Penn State Football by Tom & Andy Gathman
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Too Close for Comfort: Bowling Green Recap
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Tom & Andy dissect Penn State's near-catastrophe, when the Nittany Lions escaped with a close victory against a scrappy Bowling Green, and they discuss whether this was simply a fluke or an ominous sign for the rest of the season.על ידי Penn State Football by Tom & Andy Gathman
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Round 2 Live eCommerce P&L Teardown with Valentin Kuznetcov
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In this episode, Nathan and Val dive into a P&L teardown of a business that operates multiple D2C brands. They discuss the importance of accurately structuring the P&L to understand the business's activities and potential to generate profit. They highlight the need to separate and track components of net revenue, such as gross revenue, discounts, r…
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Orange + Brown Makes Green: Bowling Green Preview
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Tom & Andy take a look at Penn State's opponent for their home opener, the Bowling Green Falcons. Can the Nittany Lions keep the offensive fireworks going as they face the first of two straight MAC teams?על ידי Penn State Football by Tom & Andy Gathman
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Lightning Strikes: West Virginia Recap
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Tom & Andy recap Penn State's exciting 2024 season opener, a 34-12 victory against the West Virginia Mountaineers. Plus, hear Tom's Ten-Second-Takes on all the big opening week games.על ידי Penn State Football by Tom & Andy Gathman
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Country Roads: West Virginia Preview
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Penn State football is back! Tom & Andy dive into the first game of the 2024 season, a tough road trip to Morgantown against the Mountaineers of West Virginia. Plus, they open the first mailbag of the season and go By the Numbers with Joel Bettner.על ידי Penn State Football by Tom & Andy Gathman
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Special Teams Preview & Preseason Wrapup
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In their final preseason installment, Tom & Andy take a look at Penn State's special teams and give their final thoughts on the upcoming season.על ידי Penn State Football by Tom & Andy Gathman
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Incoming Defensive Coordinator Tom Allen has big shoes to fill. With the 2024 season just days away, Tom & Andy discuss their hopes for another dominating defense and break down each unit's key contributors.על ידי Penn State Football by Tom & Andy Gathman
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Lessons Learnt Over The Past 6 Months in eCommerce
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In this episode, Nathan shares nine lessons learned from working with brands and running a digital marketing agency. The lessons include the importance of cost of delivery, marketing, and operational efficiency, the value of omni-channel distribution for brands approaching $10 million, the ability to fix P&L exports in accounting software, the effe…
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Big changes are coming to Penn State's offense, as incoming OC Andy Kotelnicki attempts to unlock the talents of Drew Allar, Nick Singleton, and Kaytron Allen. Tom & Andy take a close look at each unit on the offense including projected starters, areas of strength, and needs for improvement.על ידי Penn State Football by Tom & Andy Gathman
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Live eCommerce P&L Teardown with Valentin Kuznetcov
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In this episode, Nathan and Valentin dive into a real P&L and discuss the importance of understanding accounting principles and how to read a P&L. They highlight the limitations of a basic P&L structure and the need for a more comprehensive breakdown of revenue and costs. They discuss the impact of discounts and refunds on the business's profitabil…
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As Penn State prepares to kick off a new campaign, Tom & Andy discuss the state of the program under James Franklin and take a look at the upcoming season.על ידי Penn State Football by Tom & Andy Gathman
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Do Email & SMS Create Incremental Profit with Josh Tay
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In this episode, Nathan and Josh discuss the incremental revenue available through email and SMS marketing. They emphasise that while email and SMS are important communication channels, the true drivers of retention and revenue are merchandising and operations. They explore the concept of purchase intent and how it affects the effectiveness of emai…
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Tom & Andy kick off their 5th season of Blue and White Brothers with their take on the seismic changes coming to the college football landscape this season.על ידי Penn State Football by Tom & Andy Gathman
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In this episode, Nathan discusses 10 brutal truths of e-commerce for DTC brand owners. The first truth is that reducing ad spend is not the solution to higher operating expenses. Understanding how the P&L works and the flow of revenue is crucial. The second truth is that most accounts are either overspending or underspending, and finding the right …
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The Future of Marketing in a One-Click World with Caden Thompson
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In this episode, Nathan and Caden discuss various topics related to Google Ads and agency land. Caden shares his background in marketing and how he got into the digital marketing industry. They dive into the concept of Google's Performance Max and its purpose in reducing the barrier of entry for small businesses. They also discuss the challenges an…
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Enabling Profitable eCommerce Growth with Carla Penn-Kahn
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Carla Penn-Kahn shares her experience in the e-commerce space, from working in investments at Credit Suisse to starting her own e-commerce businesses. She discusses the challenges of launching perishables by delivery when delivery was primarily for letters, and the operational complexities involved. The conversation then shifts to the importance of…
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When to Consider Outsourcing to a 3PL with Valentin Kuznetcov
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In this podcast episode, Nathan and Val discuss the topic of 3PLs (third-party logistics providers). They cover the factors to consider when deciding whether to use a 3PL, such as cost, volume, and customer service. They also explore the differences between in-house fulfillment and outsourcing to a 3PL, and the considerations for brands with low vo…
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Q&A Answering Listeners Questions: LTV, Creative Testing & More
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In this episode, Nathan answers questions from listeners about budget allocation for retention, the growth of BlueSense Digital, the effectiveness of Advantage Plus, TikTok advertising, server-side tracking, and the importance of creative testing. He emphasises the importance of merchandising in driving lifetime value and suggests that technical co…
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How to Align Google & Meta Ads With Your Business Goals
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In this episode, Nathan discusses how to align Google and Meta campaign builds with business and financial goals. He emphasises the importance of understanding the incentive structure of big tech advertising platforms, which is to maximise advertiser revenue. He also highlights the complexity of customer journeys and the need to allocate budgets st…
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How to Scale An eCommerce Brand to $100k per Month
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In this episode, Nathan shares his advice for ecommerce brands aiming to reach $100k a month. He covers the fundamentals of scaling, customer acquisition, resource allocation, and the benefits of being under $100k per month. Nathan emphasises the importance of understanding the business equation, effective resource allocation, and the role of creat…
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Mastering Google Ads in 2024 with Michael Nadalin
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In this episode, Nathan interviews Michael Nadalin, the founder of Market Lead, a niche Google Ads agency in Australia. They discuss Michael's background and the growth of his agency, as well as the importance of expanding scope beyond Google Ads. They also delve into the effectiveness of Google's Performance Max campaign type and the challenges of…
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The State of eCommerce in 2024 with Brendan Gillen
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In this episode, Nathan interviews Brendan Gillen, an e-commerce expert and founder of Fight Gear Direct and the e-Commerce Academy. They discuss the performance of e-commerce in 2024 and the importance of innovation and adaptation in the industry. The conversation highlights the need for e-commerce operators to understand their numbers, focus on p…
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Building A Word-Class Agency with Kasim Aslam
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In this episode, Nathan, Sebastian and Kasim discuss what it takes to build a world-class successful agency. They touch on topics such as the importance of talent acquisition, the transition from artisan thinking to systems thinking, and the challenges of scaling the sales portion of the agency. Kasim shares his experience of scaling Solutions 8 an…
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Becoming First Order Profitable with Valentin Kuznetcov
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In this episode, Nathan and Val discuss the importance of first-order profitability in e-commerce businesses. The podcast is structured into three sections, firstly setting the scene, secondly how to become first order profitable, and finally how to operate a repeat purchase model. Takeaways First order profitability is crucial in e-commerce busine…
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Offseason Updates: Times They Are a-Changin'
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At the midpoint of the offseason, Tom & Andy weigh in on the major changes coming to college football this season. Plus, they take stock of the Nittany Lions after spring workouts wrap up and the transfer portal closes.על ידי Penn State Football by Tom & Andy Gathman
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The Ego-Driven Mistake Most Service Providers Make
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In this episode, Sebastian and Nathan discuss the ego-driven mistake that most service providers make. They emphasise the importance of putting clients above oneself and maintaining an orientation towards the client. They highlight the dangers of pride and self-orientation, such as neglecting client needs, losing trust, and ultimately losing client…
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Storytelling & Branding with Matthew Banks
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In this episode, Nathan interviews Matthew Banks, the founder of Merchants of the Sun, a sustainable jewellery brand. They discuss the story behind the brand, the importance of creative direction and branding in the jewellery industry, and how Merchants of the Sun stands out in a crowded market. They also talk about the brand's sustainability initi…
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The Death Spiral for Scaling Agencies
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Summary In this episode, Nathan and Sebastian discuss the two levels of value within an agency and the three major problems that arise during scaling. They emphasise the importance of understanding the agency business model for any business owner who may work with or be approached by an agency. They explain how value is generated through the soluti…
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Zero Party Data in D2C eCommerce with Jon Ivanco
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In this episode, Nathan and John Ivanco (founder of Formtoro) discuss the concept of D2C as a channel, the cost of retail and ad costs, the commoditisation of products, the role of media figures in pushing brands, the value of zero-party data, and the overhyped KPIs in marketing. They also delve into the challenges of attribution and the limitation…
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Database Marketing and Retail Meets eCommerce with Chris Daly
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Chris Daly, an expert in database marketing and retail, discusses various topics related to marketing data, customer segmentation, and customer-generated offers. Chris emphasises the importance of understanding customer value and purpose, as well as the challenges faced by retailers in pricing, targeting, and audience building. Daly also highlights…
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eCommerce Analytics, Finances & Operations with Valentin Kuznetcov
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In this episode, Nathan interviews Valentin Kuznetcov from Optimizator, a fractional CFO specialising in finance, analytics, and operations for e-commerce businesses. Val shares his background and how he became an expert in the field. They discuss the common mistakes made by e-commerce brand owners and the importance of understanding unit economics…
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Becoming A Strong eCommerce Financial Operator
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In this conversation, Nathan and Thomas (from StoreHero) discuss the importance of contribution margin in e-commerce businesses and the shift away from relying solely on ROAS as a metric. They also delve into the impact of operational issues on marketing performance and the need for businesses to understand their true gross margin and operational e…
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Why Most Agencies Aren't Right For You
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In this episode, Sebastian and Nathan discuss why most agencies aren't right for e-commerce brands. They emphasise the importance of identifying the problem you want to solve with an agency and being specific about the outcomes and expected ROI. They also highlight the need to consider the type of relationship you want with an agency and validate t…
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10 Biggest Wastes of Spend for eCommerce Brands
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In this episode, the hosts discuss the 10 biggest wastes of spend for e-commerce brands. They emphasise the importance of focusing on profitability and tracking cash flow. The first waste of spend they discuss is huge website builds, recommending that brands start with a simple and cost-effective website on platforms like Shopify. They also caution…
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Google vs Facebook Ads for eCommerce Startups
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This conversation discusses the choice between Google Ads and Facebook Ads for e-commerce brands. It covers considerations for choosing the platform based on search volume, novelty, and CPA targets. The conversation also explores the importance of testing both platforms and setting up initial campaigns. It provides insights into the potential of ad…
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10 Biggest Mistakes In eCommerce | Blues Brothers Ep #1
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Summary In this episode, Sebastian and Nathan discuss the 10 biggest mistakes e-commerce brands make. They cover topics such as shiny object syndrome, poor negotiations with suppliers, neglecting average order value, neglecting retention, lacking a blue ocean selling proposition, joining agencies too quickly, churning agencies, and taking on too ma…
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That's a Wrap: Peach Bowl Recap & Season Finale
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In their final installment of the year, Tom & Andy look back at the college football bowl season as well as Penn State's first ever appearance in Peach Bowl. They unpack the team's lackluster performance and take a peek at what lies ahead next year, with all its uncertainties and possibilities.על ידי Penn State Football by Tom & Andy Gathman
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Peach Fuzz: Peach Bowl Preview
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Tom & Andy do a deep dive on Ole Miss, Penn State's opponent in the upcoming Peach Bowl. Plus a special bowl season By the Numbers with Joel Bettner.על ידי Penn State Football by Tom & Andy Gathman
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Close, but No Cigar: Season in Review
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Tom & Andy take a look back at the 2023 regular season, highlighting all the highs and lows, the achievements and near misses, along with the key players and interesting statistics. Plus, a look at Tom Allen, our new DC who is set to replace the departed Manny Diaz, and a preview of the upcoming bowl slate.…
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Just Peachy: OC Hire, CFP Madness, & Peach Bowl Preview
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Tom & Andy recap a momentous week of news for Penn State and the college football world. They unpack the hire of Andy Kotelnicki as Penn State's new Offensive Coordinator, review the championship week games, rant about the playoff seeding, and discuss Penn State's Peach Bowl bid vs. Ole Miss.על ידי Penn State Football by Tom & Andy Gathman
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Regular Season Wrap & Championship Week Preview
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Tom & Andy dig into the mailbag and respond to listener questions about the gap between PSU and the rest of the Big 10, how we should feel about the team compared to other 2-loss teams, and what podcasts they'll be listing to during the offseason. Plus, a modified by the numbers and a preview of championship week games.…
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Offensive Explosion: Michigan State Recap
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1:34:18
Tom & Andy discuss the final game of the regular season, a 42-0 drubbing of the Michigan State Spartans, and wonder where that version of the offense has been all season?!?! Plus they recap all the exiting rivalry week action.על ידי Penn State Football by Tom & Andy Gathman
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Thanksgiving Leftovers: Michigan State Look-Ahead
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Tom & Andy look forward to post-Thanksgiving football, previewing Penn State's final opponent, the sputtering Spartans of Michigan State. Will they finish strong for another 10-win season and possible New Year's Six bowl? They also open the Mailbag and go By the Numbers for the last time in the regular season.…
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The Pribula Package: Rutgers Recap
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Tom & Andy dissect the 27-6 win against Rutgers, which saw backup QB Beau Pribula replace an injured Drew Allar early in the third quarter. And heading into the Thanksgiving holiday, the boys conclude with some thoughts about what they are grateful for with this Penn State football program.על ידי Penn State Football by Tom & Andy Gathman
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