Latest / The Mobilization Mindset / Episode 142 | The Real Cost of Equipment Downtime in Construction with Alex Kraft

Transcript

Episode 142 | The Real Cost of Equipment Downtime in Construction with Alex Kraft · The Mobilization Mindset

0:00
SPEAKER_01: No matter before you think about getting creative on buying equipment, renting equipment, delivering equipment, what you have to absolutely be great at doing is delivering your product or service to your customer at a very high expectation and consistency that they know they can count on.
0:16
SPEAKER_00: And they're really great companies.
0:18
SPEAKER_00: Everyone in the company repeats that same thing.
0:22
SPEAKER_00: Like it is, you know, whether so you just hired somebody two weeks ago, if they know that, like that's some of the things that we with we talk about.
0:31
SPEAKER_00: Like when you say it enough, people just keep repeating it.
0:41
SPEAKER_01: Welcome everybody to the next episode of the mobilization mindset.
0:45
SPEAKER_01: My name is Scott Pieper, CEO and founder of mobilization funding, and today we are going to be providing some specific strategies that are going to help you figure out how to buy equipment, use equipment, maintain equipment.
0:59
SPEAKER_01: Overall, all these fancy tools that we have out there in the field.
1:04
SPEAKER_01: How do we want to buy them, acquire them, rent them?
1:06
SPEAKER_01: What's the best way to do it?
1:07
SPEAKER_01: Who should we get them from?
1:09
SPEAKER_01: All that good stuff.
1:10
SPEAKER_01: And I got a great guest to go through it.
1:12
SPEAKER_01: But before we start, don't forget, you can access this kind of information on mobilizationfunding.com.
1:19
SPEAKER_01: On our YouTube channel, you'll be able to catch this as well, which is also YouTube, Mobilization Funding.
1:25
SPEAKER_01: And of course, you can find me on LinkedIn.com.
1:28
SPEAKER_01: And my guest, Alex Kraft, who is the CEO and founder of Heave, which we are going to talk about today as well.
1:37
SPEAKER_01: But think of it as Uber for Mechanics on big heavy equipment, creative problem, even better solution.
1:46
SPEAKER_01: Alex, welcome.
1:47
SPEAKER_00: Thank you.
1:47
SPEAKER_00: Returning guest, by the way.
1:48
SPEAKER_00: Yes, returning guests.
1:49
SPEAKER_01: Returning guest.
1:50
SPEAKER_01: And fun fact for everyone my first podcast episode ever was me as a guest on Alex's.
1:58
SPEAKER_00: Oh, no way.
1:59
SPEAKER_00: Look at what I created a monster.
2:01
SPEAKER_01: And um, if you haven't had a good laugh, definitely go back and see that one.
2:05
SPEAKER_01: You can find that on our YouTube channel at me and Alex, and I was a guest on his show, where we definitely broke down who's better between Jordan and LeBron, and also where Kobe fits in that mix.
2:16
SPEAKER_01: That's a sidebar.
2:17
SPEAKER_01: And Luca check that out.
2:18
SPEAKER_01: Luca.
2:19
SPEAKER_01: And Luca, we talked a lot about too.
2:21
SPEAKER_01: You know that was back in like 2019, I think.
2:27
SPEAKER_00: No, no, no, no.
2:28
SPEAKER_00: I think like 2022 or 2023.
2:31
SPEAKER_01: No way.
2:31
SPEAKER_01: Yeah, yeah, yeah.
2:32
SPEAKER_01: I think it's later.
2:33
SPEAKER_01: I think it was before that.
2:34
SPEAKER_01: But we'll have to check.
2:35
SPEAKER_01: All right.
2:36
SPEAKER_01: Anyway, tackling the industry.
2:38
SPEAKER_01: Alex, how you been, man?
2:39
SPEAKER_00: I've been great.
2:40
SPEAKER_00: How is Heave?
2:41
SPEAKER_00: We're great.
2:42
SPEAKER_00: Um, fresh off of Con Expo, uh, the world the US's largest construction show every three years.
2:49
SPEAKER_00: Uh, used to be the largest in the world, but I think there's one.
2:52
SPEAKER_00: I think Bama and the one in Asia is now larger, but awesome um exposure for us as a company, great timing.
3:00
SPEAKER_00: Um, because we've just grown our capabilities.
3:04
SPEAKER_00: So uh just trying to uh ride the momentum fresh off of Con Expo and and have a strong uh 2026.
3:12
SPEAKER_01: So I love that.
3:13
SPEAKER_01: So coming off of Con Expo, your experience selling big equipment for all the big manufacturers, you you know them, and now transitioning into Heave, which is essentially a platform to manage how you get your equipment fixed, getting someone out to the site and getting your equipment back up and operational.
3:36
SPEAKER_01: And you do that in such a unique way.
3:38
SPEAKER_01: With all of that experience, let's touch on the folks that are sitting out there, like thinking about buying equipment.
3:44
SPEAKER_01: They just got a new project and they're gonna need some equipment.
3:47
SPEAKER_01: Should they buy it?
3:48
SPEAKER_01: Should they rent it?
3:50
SPEAKER_01: Should they get it from the certain dealer?
3:52
SPEAKER_01: Should they go to the next wave of dealers?
3:55
SPEAKER_01: Does it need to be local?
3:56
SPEAKER_01: I mean, what are all those all those decisions that go on?
3:59
SPEAKER_01: And everybody wants to own instead of rent.
4:01
SPEAKER_01: Typically, it seems like what's the right choice and when do you how do you make that choice?
4:07
SPEAKER_00: Yeah, it's um I I read a lot of like people like to, it's one of probably the more popular like blog article posts.
4:16
SPEAKER_00: Like, when does it make sense to do this versus this?
4:20
SPEAKER_00: I think that it like knowing customers and being involved in the industry, you've seen a big change um over the years.
4:27
SPEAKER_00: I think 20 years ago, 25 years ago, you were more likely to see like a die-in-the-wool cat customer.
4:36
SPEAKER_00: You know, I own 100 machines, I own a hundred caterpillars.
4:40
SPEAKER_00: And I got like the front license plate for my pickup truck, it says cat, and yeah, I wear cat boots, and and it just like there was so much more brand loyalty.
4:51
SPEAKER_00: Um you see, I think you've seen a huge change over time where you know customers are more savvy, you know, they want to, they don't want to put all their eggs in one basket um in terms of brands.
5:04
SPEAKER_00: Um and then you start to get into like really they look at it as like a portfolio of you know, because they're you're right, it used to be all about ownership, like buying assets, um, and it's it's mine.
5:19
SPEAKER_00: But then you start what we what I saw at the dealership the last few years is that the customers looking at the portfolio and it's like, hey, we're gonna we're gonna own X percent, we're gonna own a third, and then we're going to lease a third.
5:36
SPEAKER_00: Um, and then we're gonna rent, we're gonna fill in gaps with rental.
5:40
SPEAKER_00: Um, and so you know, they all have their place, it looks like.
5:45
SPEAKER_00: And you know, from a dealership, you've got to be able to participate in all of those areas, right?
5:50
SPEAKER_00: And so it's you know, I I don't know, having not been a contractor, but I would imagine like, you know, everybody's got a certain timeline of like, if we're gonna own equipment, we our strategy is we want to own it and run it for like five to eight years or something, and then have a disposal strategy, you know, because you want like I want to have it without any payments for X amount of time before I get rid of it.
6:16
SPEAKER_00: Uh leasing became super popular um like back in 2015, like through 2020, um, because it was basically the way to for the cheapest acquisition for a contractor.
6:32
SPEAKER_00: So with rental, um, rental was attractive because uh it's temporary, right?
6:40
SPEAKER_00: Um, and even though like you sign like a six-month rental agreement, uh, you could return it in month one or return it in month two.
6:48
SPEAKER_00: You're not on the hook for the remainder of that, um because that's just industry standard.
6:53
SPEAKER_00: So, but the but the problem with rental is because it's temporary, you could pay a premium for it.
6:59
SPEAKER_00: Yeah, and so enter leasing.
7:03
SPEAKER_00: Leasing is basically taking advantage of the rental aspect.
7:08
SPEAKER_00: But if you have like a defined term, hey, I've got a 24-month project.
7:14
SPEAKER_00: Well, don't, you know, don't rent equipment for 24 months.
7:18
SPEAKER_00: Why don't I lease uh X amount of equipment?
7:21
SPEAKER_00: And I could probably save 30 to 40 percent um versus rental by leasing this equipment.
7:29
SPEAKER_00: I could probably save 25% or 30% um versus my finance payment if I leased said equipment.
7:37
SPEAKER_00: And so that became really popular for those reasons.
7:42
SPEAKER_00: Um, and also, you know, if you're leasing equipment, you're you're typically just like with a car, you're leasing like brand new stuff.
7:48
SPEAKER_00: And so you're not really um the maintenance side doesn't really play into it.
7:54
SPEAKER_00: Like you you're not running like a you're not typically leasing like a five-year-old machine that could uh break down more often.
8:01
SPEAKER_00: Uh so leasing became really popular because it was real it is a huge, it was very advantageous for customers.
8:09
SPEAKER_00: Um, but then as a dealer, there are certain problems with leasing, you know, and as OEM too, right?
8:15
SPEAKER_00: Because you know that those things are coming back to you.
8:18
SPEAKER_00: You know, and as a dealer, you're in the business of getting them off the the lot.
8:24
SPEAKER_00: Uh, and so it was interesting from that perspective of the the dealers and the OEMs kind of created this monster for a period of time, whereas like, hey, we're we're moving all this equipment, but uh-oh, we got to start planning for when it's coming back to us.
8:41
SPEAKER_01: Is there any advantage to like the contractors in the field looking at what's coming back?
8:47
SPEAKER_01: Maybe not from them, but from some some other someone else.
8:50
SPEAKER_01: Is there a play there where they can make you know they could start to own equipment?
8:54
SPEAKER_01: It might be older, but it was well maintained, at least.
8:57
SPEAKER_01: Is there is there a strategy there that yeah, definitely.
9:01
SPEAKER_00: Um, I don't know, having been out of it now for a few years, I don't know how uh that that kind of marketing engine is working.
9:11
SPEAKER_00: Um, but maybe customers don't know to ask, like, hey, what do you have lease returns that are coming back?
9:16
SPEAKER_00: But that could be an interesting question to ask.
9:18
SPEAKER_01: That's interesting.
9:19
SPEAKER_01: So let me ask you this.
9:20
SPEAKER_01: Let's say, let's say you and I had a large contracting business and we were in site contractors, we're looking at heavy equipment.
9:27
SPEAKER_01: But these strategies can go for any piece of equipment.
9:29
SPEAKER_01: So no matter what you're doing in any business, you'd be painters, you could be scaffolding, you can think of this as just any type of equipment you need.
9:37
SPEAKER_01: Would your first instinct be like, let's get out in front of it, let's get these, let's look at the job, the uh the average size job we have and the amount of equipment we typically need, and try to like get a footprint of owning that because you know it's gonna be in constant production.
9:54
SPEAKER_01: Maybe it's certain types of equipment versus others.
9:57
SPEAKER_01: When, and then filling gaps to what size.
9:59
SPEAKER_01: So maybe let's think of revenue sizes um or multiple projects.
10:03
SPEAKER_01: I mean, you can obviously if you can have one big project and have a dozer on it, but you can have five little projects and you might need more equipment in some cases, right?
10:11
SPEAKER_00: Sure.
10:11
SPEAKER_01: So what are the what's the decision tree look like?
10:13
SPEAKER_00: Yeah, so that's interesting.
10:14
SPEAKER_00: Um, because that's like another layer, right?
10:17
SPEAKER_00: And that's also what we saw is like at Con Expo, I I went down, went to the different OEMs booths and caught up with some people that I knew from the past.
10:27
SPEAKER_00: And um, so I worked at a Volvo dealer.
10:30
SPEAKER_00: Volvo's flagship product are the off-road trucks.
10:33
SPEAKER_00: So the big, you know, um it was 40 ton?
10:36
SPEAKER_00: Yeah, 40, 45 ton, 60 ton.
10:39
SPEAKER_00: Um, and so yeah, because that was, you know, that's Volvo's, you know, flagship.
10:45
SPEAKER_00: Um, you know, I just one of the questions I had to ask was, hey, what do those sell for today?
10:49
SPEAKER_00: And you know, I think it was the 45 ton trucks are now like 700 grand a piece.
10:55
SPEAKER_00: Um, and when I was there, you know, last like I left in 2020, they were like 550.
11:01
SPEAKER_00: So I mean, but to your point, where we're going with this, is you started to see customers like, well, why would I buy off-road trucks?
11:10
SPEAKER_00: So if I move dirt, you know, do I want to take out a loan, you know, uh and have 36 payments or 48 payments now on a$700,000 machine?
11:21
SPEAKER_00: Or do I lease trucks?
11:24
SPEAKER_00: And so, hey, um, let's let's uh let's buy excavators, let's buy loaders, but let's lease off-road trucks.
11:35
SPEAKER_00: You know, it's and that's what you started to see, and that makes a ton of sense, right?
11:40
SPEAKER_00: Because um, it's the largest capital expenditure for your fleet.
11:43
SPEAKER_00: Um, and you know, the excavators and the wheelers are more versatile, right?
11:48
SPEAKER_00: You can move around different projects, but you know, you get into 45-ton trucks, 60-ton trucks, you know, it's it's only so many of those you need.
11:56
SPEAKER_00: Right, right.
11:58
SPEAKER_00: So, yeah, it's totally.
11:59
SPEAKER_00: And and we and we saw that with a lot of customers, right?
12:02
SPEAKER_00: Where it makes a ton of sense.
12:03
SPEAKER_00: Or, you know, similarly, all right, let's rent them.
12:06
SPEAKER_00: Now, rental for a$700,000 truck is probably 16, 18, maybe 20 grand a month.
12:15
SPEAKER_00: Uh, but once again, you know, you can return it.
12:19
SPEAKER_00: Uh, and then as you can imagine, you know, a three-year-old 45-ton truck, a five-year-old, uh, when something breaks, pretty expensive.
12:30
SPEAKER_00: Real, yeah.
12:31
SPEAKER_00: Yeah.
12:31
SPEAKER_00: So that's also why um you start to see we started to see customers uh looking at the product types and moving more towards like uh short-term acquisition or you know, like leasing, renting on the big stuff.
12:48
SPEAKER_00: Yeah.
12:49
SPEAKER_01: And you know, we we talk about cash flow all the time and mobilization funding, and certainly on the on this show.
12:55
SPEAKER_01: But when you're tying in these big cap expenses, you're talking about$700,000.
13:00
SPEAKER_01: I mean, and you think about I gotta and no one buys one.
13:03
SPEAKER_00: Like that, like every customer out there, like and as a dealer, you just don't see a sales contract come through.
13:10
SPEAKER_00: It's one 45-ton truck.
13:12
SPEAKER_00: You because your point, like on a project, hey, we've got to we've got to move a million yards of dirt, so we're gonna need four 25-ton trucks or six 45-ton trucks.
13:23
SPEAKER_00: So you never just buy one, right?
13:25
SPEAKER_01: And you think about that, you gotta figure out how you're going to create$700,000 of profit to pay for that truck.
13:38
SPEAKER_01: And then what return are you gonna get on that$700,000?
13:41
SPEAKER_01: So not only do you have to get the$700,000, but you have to like generate enough income to keep and maintain it.
13:47
SPEAKER_01: And I think that maybe that's where the five, I thought that your point about earlier when you said the five-year cycle, how many of those, how many, how many projects, how much time, how much revenue can you generate with that vehicle after you're not making payments on it?
14:02
SPEAKER_01: Because otherwise, these one one might chalk it up, oh, it's just a cost of doing business.
14:06
SPEAKER_01: And it is, but it's also it should be looked at as an investment and a return.
14:11
SPEAKER_01: Because to your point, you might not need to own anything.
14:14
SPEAKER_01: Because God forbid, if you have one down cycle, a project gets pushed, something happens unique in a five-year period, that that thing is just sitting idle for a few months or longer, you you got you don't need it.
14:27
SPEAKER_01: I mean, that's a huge burden.
14:28
SPEAKER_00: And then I'm sure you've been involved with this.
14:31
SPEAKER_00: I mean, some of the depreciation laws, the last however many years really help contractors there too.
14:36
SPEAKER_00: So if I buy you know an excavator at X and I am profitable, and then the what is it, the one set section 179 depreciation.
14:44
SPEAKER_00: So now I can depreciate that asset by half in the first year to offset some of my gains.
14:49
SPEAKER_00: So now it has a book value that's immediately cut in half.
14:52
SPEAKER_00: So I can get closer to that, hey, no payments, you know, faster, which is really that's huge.
14:59
SPEAKER_00: Yeah.
15:00
SPEAKER_00: Totally.
15:01
SPEAKER_01: All right, let's transition for a second.
15:03
SPEAKER_01: So now talking about the other side of that, let's talk about Heave.
15:07
SPEAKER_01: What problem are you solving and how do you guys do it?
15:09
SPEAKER_00: Uh, we are solving uh so the the main problem uh in the industry on the maintenance side has been uh response time.
15:21
SPEAKER_00: Um, and that is from my excavator is broke, when can I get a technician?
15:27
SPEAKER_00: When can I get a mechanic?
15:29
SPEAKER_00: And having worked at a dealer for 17 years, uh, I saw that every day.
15:34
SPEAKER_00: I lived it every day.
15:35
SPEAKER_00: Um, it's it's always been a problem.
15:39
SPEAKER_00: I've been in the industry for 24 years, 25 years now.
15:43
SPEAKER_00: I'm sure it was a problem 15 years prior, you know, and part of it is a math problem.
15:49
SPEAKER_00: You know, um the dealer I was at, we had 100 field techs in Florida, entire state.
15:56
SPEAKER_00: Uh, we probably had to support 10,000 machines.
16:00
unknown: Yeah.
16:00
SPEAKER_00: So, you know, you do the math, and and it's proportional, right?
16:05
SPEAKER_00: And so the cat dealer probably has 400 field techs, but they have 40,000 machines to support in that area, and so that is the problem.
16:17
SPEAKER_00: Um, and what I started noticing the last few years was really talented mechanics quitting the dealership.
16:27
SPEAKER_00: And I initially thought, hey, um, because everybody's kind of in the same position, they're short staffed, like yeah, you would hear stories of like, well, you know, our guy was at the gas station, and somebody from Caterpillar saw him and said, Hey, we'll pay you five dollars more an hour to come over here.
16:47
SPEAKER_00: Um, that would happen a lot.
16:48
SPEAKER_00: So I would ask, and then I kept hearing no, Joe went independent.
16:53
SPEAKER_00: And I'm like, interesting.
16:55
SPEAKER_00: So I started seeing this movement in the labor force of OEM dealer mechanics just going into business for themselves.
17:03
SPEAKER_00: And that's when everything kind of clicked of all right, there's a this is a growing labor force.
17:11
SPEAKER_00: It makes a ton of sense to me because of the economics, the main driver's economics.
17:17
SPEAKER_00: So if I can really the dealers are in a pickle, right?
17:21
SPEAKER_00: Like, hey, we're short staffed, but they don't pay close to market, right?
17:27
SPEAKER_00: And so if the if the labor has all the leverage and you don't pay commensurate to market, there's an incentive to leave.
17:34
SPEAKER_00: And that's what that's why guys were going independent, because if they were making 40 bucks an hour with a dealer, and now they can go independent and charge that customer 120, 130, 140, makes total sense.
17:48
SPEAKER_00: And so that's so we built um a technology company, it works like Uber for mechanics, but it it connects all of those former OEM dealer mechanics with customers in the field quickly.
18:02
SPEAKER_01: So it gives them even more incentive to go out on their own if they needed to, because now they can actually have a regular stream.
18:08
SPEAKER_00: So last year, so now this is we're year four of our of business.
18:14
SPEAKER_00: Last year, there were three mechanics who made more than 400 grand on our app.
18:20
SPEAKER_01: $400,000.
18:22
SPEAKER_01: Uh huh.
18:23
SPEAKER_01: With working the same amount of time that they would have worked somewhere else.
18:26
SPEAKER_01: Yeah.
18:26
SPEAKER_01: Right.
18:27
SPEAKER_01: They just stayed employed, and every day they went and had something to fix.
18:31
SPEAKER_01: There's no downtime.
18:32
SPEAKER_00: They're their own boss, they have their own LLC.
18:35
SPEAKER_00: Um, and just where it there's that much demand for their service on our app.
18:41
SPEAKER_00: One guy's in the Dallas area, one guy's here locally.
18:45
SPEAKER_00: Um, I think he's I've met him a few times.
18:48
SPEAKER_00: I think he's like 28 years old, made like 400 grand last year.
18:51
SPEAKER_01: He's loving life, right?
18:52
SPEAKER_00: Uh there's another guy like in North Carolina.
18:55
SPEAKER_00: Um, yeah, it's that's like one of the cooler things.
18:59
SPEAKER_00: That's really cool.
19:00
SPEAKER_00: Yeah.
19:01
SPEAKER_01: I mean, think about it.
19:02
SPEAKER_01: He came out of school, he learned all this stuff, worked on this equipment, he's 28.
19:06
SPEAKER_01: I mean, he didn't, he probably didn't think he was gonna be able to make have his own business to make him 400 grand a year.
19:11
SPEAKER_00: So, so we ran um we ran a contest in the fourth quarter, um, like for work on our app.
19:19
SPEAKER_00: Like, you've got to have X amount of great ratings from customers, you have to like hit these like objective measurements, um, and then you could, you know, be in this um criteria, and we wanted to pay for some technicians to go to Con Expo, you know, because a lot of technicians have never been, you know, and it's a cool experience.
19:39
SPEAKER_00: Um, and so we paid for three technicians to go.
19:42
SPEAKER_00: Uh, this guy in North Carolina, um, I had never met him before.
19:46
SPEAKER_00: Um, he comes over, his his wife was there, and so I meet him and uh and he won our contest, and he tells me how we've changed his life.
19:56
SPEAKER_00: Um, tells me how his wife now doesn't have to go to doesn't have to work, and then he told me that he had they'd never been out of the state of North Carolina before.
20:05
SPEAKER_00: So we paid for him to spend the entire week in Vegas, like they did all the like fun stuff.
20:10
SPEAKER_00: Like, that's really, really cool.
20:12
SPEAKER_01: That is cool.
20:13
SPEAKER_01: Well, you know, we we recently surveyed 250 construction contractor decision makers.
20:22
SPEAKER_01: And one of the things that came up, 28% of them said that equipment availability is their biggest constraint when they've taken on more work.
20:30
SPEAKER_01: And it wasn't just acquiring equipment, which obviously if you really want to acquire equipment, it's not that hard to do.
20:37
SPEAKER_01: It was keeping the equipment they have on the project running and getting equipment that they needed onto a project and running.
20:47
SPEAKER_01: This was a a little bit of a a surprise, maybe in what we thought we would hear some say.
20:53
SPEAKER_01: What did you think you would hear?
20:54
SPEAKER_01: You know, I don't know.
20:55
SPEAKER_01: I thought I'd hear more about I'm trying to get this contract, I'm trying to get this new prime, I'm trying to get this type of job or geography or something like that.
21:03
SPEAKER_01: But 28% is pretty similar.
21:04
SPEAKER_01: That's one more than one in four.
21:06
SPEAKER_01: Does it surprise you, or is that uh you don't hear you hear more often?
21:10
SPEAKER_00: I yeah, I've never like seen a survey.
21:14
SPEAKER_00: Um I don't know, there's a few things like it doesn't necessarily surprise me.
21:19
SPEAKER_00: It it honestly, from what I've been in the industry for a long time, that's like I know it's their largest pain uh when equipment is broke.
21:29
SPEAKER_00: Um good thing for us, bad thing for them, that equipment breaks all the time.
21:34
SPEAKER_00: Um you know, it's it's funny, like, and maybe this is a good kind of path to go down for this discussion.
21:42
SPEAKER_00: Uh when we when I started He, we didn't fix equipment right away.
21:47
SPEAKER_00: We actually started with like an online model for customers to be able to acquire equipment faster, rent and and buy equipment.
21:56
SPEAKER_00: And um, like getting to your point about like how the service.
22:00
SPEAKER_00: Results, customers thought what we were doing was I heard this is cool, um, but we couldn't get significant momentum with it.
22:09
SPEAKER_00: And well, why?
22:11
SPEAKER_00: Well, because the way that they acquire equipment, they didn't perceive that as being broken, you know, and so I I like I tell people all the time, I feel like what we initially did, we were solving inconvenience, and when we transitioned to service, we were solving a real problem.
22:30
SPEAKER_00: Yeah, and so I don't so the numbers yet, like, and I think too, so it is a real pain and it's super frustrating, right?
22:39
SPEAKER_00: Like, because they're powerless, right?
22:41
SPEAKER_00: Like when I'm on a I have a project, I've got a tight timeline, I've got to balance all these logistics, I've got materials coming, I've got you know, subs, I gotta manage this project, you know, every day, every week to completion.
22:58
SPEAKER_00: This excavator's down.
23:01
SPEAKER_00: I got when you have an excavator, you have a crew.
23:04
SPEAKER_00: I've got six people, I got eight people who are all like intertwined with that excavator.
23:10
SPEAKER_00: They are now standing around.
23:12
SPEAKER_00: Um, and then kind of like rewind to like what is Heave, what do we do?
23:18
SPEAKER_00: It's like, okay, so if my excavator's down and I can't load these trucks, and I don't know when I'm gonna get someone to fix it, because I've called like a dealer and they're like, oh, we got everybody out, like it's might be a week, might be two weeks.
23:35
SPEAKER_00: So that is what they're saying to you is the kind of the project's gotta stop.
23:43
SPEAKER_01: And you know what's funny is um what are you gonna do?
23:45
SPEAKER_01: Furlough those employees to the equipment comes on and put a burner on?
23:48
SPEAKER_01: No, of course not.
23:49
SPEAKER_01: And so managing, you know, back to the big picture of a construction business, how well you manage your labor cost to productivity, cost in general, but also to the productivity of the cost, and to what you budget and then execute on is literally the where you either make money as a construction business or not.
24:11
SPEAKER_01: And it's certainly where your biggest opportunity is to gain more net income.
24:15
SPEAKER_01: And so what I just heard you say in that is excavator goes down, you have six folks, whatever the cost of the excavator is, is let's just say that's part of it, okay?
24:24
SPEAKER_01: That's one thing.
24:25
SPEAKER_01: But now you have an hourly clock going with six people who are unproductive, and whatever that cost is, it is just eating your margin away.
24:34
SPEAKER_01: Like whatever you've budgeted on that job, just start deducting from the hourly rate.
24:38
SPEAKER_01: And not only that, but what is the performance problem?
24:40
SPEAKER_00: It's unbelievable.
24:41
SPEAKER_00: And what you've what you've seen over time is customers have to figure out how to plan around the inability for their vendors to support them.
24:54
SPEAKER_00: And so what that means is large contractors, what do they do?
25:00
SPEAKER_00: They just buy an excess of equipment.
25:04
SPEAKER_01: So which is costly.
25:06
SPEAKER_00: But but that's what they have to do, right?
25:08
SPEAKER_00: So it's like so the larger contractors are like, all right, I've got uh I've got these backup machines.
25:15
SPEAKER_00: So oh, that excavator's out.
25:17
SPEAKER_00: All right, hey, and then the logistics around like every time you move a machine, it's like a thousand bucks, it's fifteen hundred bucks or whatever.
25:23
SPEAKER_00: So, like, all right, so then the fleet manager is like, all right, well, we've got this other excavator that's back uh in this yard.
25:30
SPEAKER_00: I'll make sure that it gets out to you.
25:31
SPEAKER_00: And then now like we've kind of solved the problem, let's say, right now, so it doesn't matter when the dealer gets to us.
25:39
SPEAKER_00: Okay, but that's only a large customer.
25:41
SPEAKER_00: You know, you work with plenty of mid-size and smaller customers who don't have the luxury of having backup machines.
25:47
SPEAKER_00: Uh so then what else?
25:48
SPEAKER_00: What else have customers done to uh plan around this?
25:52
SPEAKER_00: They hire their own mechanics, right?
25:55
SPEAKER_01: So um now you got one mechanic to your 12 machines.
25:59
SPEAKER_00: Right.
25:59
SPEAKER_00: Still the same problem, exactly.
26:01
SPEAKER_00: All right, well now we have four mechanics.
26:03
SPEAKER_00: Um yeah, and so that's one uh another way that they've planned around it.
26:07
SPEAKER_00: It's so and and like many of our customers have their own mechanics, you know, because when you start talking to some of these large customers who have their own mechanics, you find out that, well, if you're a large customer, you typically don't just work in one geography, you work across eight states.
26:24
SPEAKER_00: And uh you very rarely find a customer who's like, hey, if we have, let's say, eight mechanics, they're all strategically placed, like one in each area.
26:35
SPEAKER_00: They're all centrally located.
26:37
SPEAKER_00: And so, so we, I mean, we deal with customers who are like, well, all of our guys are in Jacksonville, and so when the machine goes out in Tampa, we send them there, we pay for a hotel for them to stay overnight.
26:49
SPEAKER_00: It but once again, like they're they've had to come up with all of these different things to plan around when a machine goes down because we can't wait for our vendors to get us.
27:03
SPEAKER_01: So, so let's talk about the real real cost and timing of that.
27:07
SPEAKER_01: So, today, excavator goes down.
27:10
SPEAKER_01: What's the realistic conservative time frame that a dealer's getting out there to fix that?
27:16
SPEAKER_00: Depends.
27:17
SPEAKER_00: Um it really does depend.
27:21
SPEAKER_00: Is it same day?
27:22
SPEAKER_00: Uh no, no, no.
27:24
SPEAKER_00: It very rarely same day.
27:26
SPEAKER_00: Um, maybe so this is the frustrating thing.
27:29
SPEAKER_00: We're gonna get into the weeds, but I have to.
27:33
SPEAKER_00: Um it depends on who you are, number one.
27:37
SPEAKER_01: Right.
27:38
SPEAKER_01: There's not a like a there's not a there's a pecking order.
27:40
SPEAKER_00: Oh yeah.
27:41
SPEAKER_00: Um now there's no visibility to the pecking order, correct?
27:44
SPEAKER_00: Right?
27:45
SPEAKER_00: So like uh if you called, if you have an excavator that's down, uh and they're like, all right, we're gonna get somebody to you, but then I call five minutes later and I've bought 20 million and you only bought two million, that guy's probably coming to me.
28:00
SPEAKER_00: You don't know that.
28:01
SPEAKER_00: Um, but yeah, it's it's very rarely the same day.
28:06
SPEAKER_00: Yeah, uh when you talk to customers, the standard answer is uh we'll do our best.
28:13
SPEAKER_00: Like, hey, we're probably a week out.
28:15
SPEAKER_00: Like people say, hey, we're X out.
28:17
SPEAKER_00: We're three days out, a week out, two weeks out.
28:20
SPEAKER_00: There are areas in Texas, because we're big in Texas, three weeks.
28:24
SPEAKER_00: And I'm talking major.
28:33
SPEAKER_01: Just the labor on that one piece of equipment is just taking away your market.
28:38
SPEAKER_00: I I I had a meeting with a custom a prospect yesterday.
28:42
SPEAKER_00: Um the the dealer that they buy the most equipment from told them, hey man, we can't be everywhere all the time.
28:56
SPEAKER_01: Like what what is the actual like what's the actual cost, the average ticket cost to fix an excavator or a piece of equipment?
29:03
SPEAKER_00: So our like our data, like our average repair is 1700 bucks.
29:07
SPEAKER_01: Right.
29:08
SPEAKER_01: So 1700 bucks, it doesn't take, you don't, you can have six, six, six work hours or six field laborers on an eight-hour day, that's 48 man hours, could easily eat up 1700.
29:21
SPEAKER_00: Yeah, like when you talk to contractors, you can ask them, hey, if that piece of machinery is down, what does it cost you per day?
29:28
SPEAKER_00: Everybody has like their own like loose calculation and it, you know, when you start talking to like a road contractor, hey, if that paver's down, it crushes them because they have um they have like six trucks of asphalt that have that are gonna they're gonna load the paver, and guess what?
29:47
SPEAKER_00: That asphalt's hot.
29:48
SPEAKER_00: And so if like there's a huge delay and they can't fix the paver, that asphalt cools, they have to throw it out, right?
29:56
SPEAKER_00: Um so you know it depends on certain types of machines, but everyone has like you can ask customers, hey, you know, what does it cost you in downtime?
30:03
SPEAKER_00: And they'll, you know, some it's like X amount per hour, thousands per hour, it's 12 grand a day, whatever it is.
30:10
SPEAKER_00: It's but it that's why people like there, there's a lot of just sayings in this industry.
30:16
SPEAKER_00: Um and downtime is a killer.
30:18
SPEAKER_00: That's what they're saying.
30:19
SPEAKER_01: So, Alex, one of the things I think is unique about someone like you in the construction field, um, and I look at ourselves like that too, is we have a unique, uh, a unique sample size that we can get to.
30:32
SPEAKER_01: We talk to a lot of folks in a very significant amount of time.
30:37
SPEAKER_01: And why that's important is you can get the best of the best.
30:39
SPEAKER_01: What do the best of the best do?
30:41
SPEAKER_01: And I like on one of the things I really like to do on this show is what are the best of the best contractors doing out there to be successful?
30:50
SPEAKER_01: The ones that are making great money, the ones that are getting jobs, the ones that are being safe, the ones that have happy employees, the ones that are continually getting new opportunities, but they're also keeping their current customers.
31:03
SPEAKER_01: The ones that compete, but you know what?
31:04
SPEAKER_01: They still win and they share and they bring people along.
31:08
SPEAKER_01: Employees are happy.
31:09
SPEAKER_01: What are those business owners doing?
31:11
SPEAKER_01: So those folks out here listening right now, and they might be in a little different phase.
31:14
SPEAKER_01: Maybe they're coming up through the through the rankings of size, and they're starting to add more and more employees, and they're more and more teams.
31:22
SPEAKER_01: They're trying to get that new customer.
31:24
SPEAKER_01: What do you see them doing?
31:26
SPEAKER_00: I think um, and this is like a larger, it's not like industry specific, but I I think it's I see more of it now, which is good.
31:37
SPEAKER_00: It's they're open-minded and they want to talk to as many people who are in the same seat as them.
31:44
SPEAKER_00: Um, it's more willingness to exchange ideas, you know.
31:48
SPEAKER_00: Like I I've seen like you you've hosted like peer groups here.
31:53
SPEAKER_00: Uh, I see a few people trying to do that on a larger scale.
31:56
SPEAKER_00: Um, you're a member of different organizations, um, where that you get like a lot of like presidents together.
32:03
SPEAKER_00: I go to like AEMP, FTBA events.
32:07
SPEAKER_00: I I think that's critical.
32:09
SPEAKER_00: Where if you can get people in the room and they let their guard down and they share, like, hey, this this is something that I'm dealing with.
32:18
SPEAKER_00: Have you guys dealt with this?
32:20
SPEAKER_00: How have you solved it?
32:21
SPEAKER_00: I think that's a that's an important thing that I that I see.
32:26
SPEAKER_00: Uh where the smart guys are doing that.
32:30
SPEAKER_00: Like in in this space, I think maybe back, you know, however many years ago, everybody's really been tight-lipped about stuff.
32:38
SPEAKER_00: Like they're afraid of like they feel like they have this like secret formula, um, which they don't.
32:46
SPEAKER_00: I hate to tell them that, but um, and they just don't want to like talk to people.
32:50
SPEAKER_00: I think that's the worst thing that you can do.
32:53
SPEAKER_00: Um, because you know, we all deal with the same things as business owners.
32:58
SPEAKER_00: Like, you know, I've asked you privately about like, you know, hiring.
33:03
SPEAKER_00: Yeah, I've asked you about like you know, we were a client of yours early, you know, with like financing.
33:09
SPEAKER_00: Um, and I think if you just um can be open with people and try to learn and and not have this like ego about it, not think that you have everything solved, like it's just really um it can be really impactful if you just try to learn from other people because I'm sure they've dealt with the same things.
33:30
SPEAKER_01: Yeah, I like to sell people too.
33:31
SPEAKER_01: I think it's good advice, you know, don't be too proud, but also you're not as bad as you think, and you're not as good as you think, right?
33:37
SPEAKER_01: You know, and you're not you're not that unique either.
33:40
SPEAKER_01: No, they're coming, everybody's going through the same stuff, so you're better off learning some lessons, sharing lessons you've learned.
33:48
SPEAKER_00: Yeah, but the some so many of these are they're afraid to talk to each other because they're like competitors or whatever.
33:53
SPEAKER_00: Um, I do, you know, I was not in the construction industry before I started.
33:59
SPEAKER_00: One thing that amazed me is like we're part of our conversation earlier, is like blue collar, how sophisticated these guys are.
34:09
SPEAKER_00: Like what we were talking about earlier, like they know how much it costs to move a yard of dirt.
34:17
SPEAKER_00: Uh cost me a dollar eighty to move a yard of dirt, or whatever it is.
34:21
SPEAKER_01: So now to fix it if it if the math all starts going.
34:24
SPEAKER_00: So um like they all deal with the same stuff.
34:28
SPEAKER_00: Like, why not like talk to other people?
34:31
SPEAKER_00: How hey, you know, like I'm sure uh all contractors have had certain jobs that have gone wrong.
34:38
SPEAKER_00: They bid them, they get into it, change orders or whatever.
34:42
SPEAKER_00: Um, like they should talk to other type maybe okay, you don't want to talk to your competitors in the market.
34:49
SPEAKER_00: Find people three states over, talk to them.
34:52
SPEAKER_01: Go get joined that pay group.
34:54
SPEAKER_01: You travel for yeah, I agree with you.
34:56
SPEAKER_01: Where does this the last question I want to ask with this?
34:59
SPEAKER_01: Where does their thought process around the delivery of their performance and the execution for their customer fit in the hierarchy of the best folks?
35:12
SPEAKER_01: How much are they focused on that, or do you hear them talking about that?
35:14
SPEAKER_00: Can you say that again?
35:15
SPEAKER_01: Yeah, how much are they focused on the delivery of the service or product that they did they have?
35:21
SPEAKER_01: Where does that fit in a hierarchy of of what they're thinking the best of the best contractors?
35:26
SPEAKER_00: Um my perspective, that's number one.
35:31
SPEAKER_00: And I think like when you're just starting a business or you're early in a business, that's all that you're you're pushing towards, right?
35:42
SPEAKER_00: And then I think the the danger becomes as you become established, you maybe drift further away from that.
35:50
SPEAKER_00: Um like I'll just give my experience.
35:55
SPEAKER_00: Uh, when we started fixing equipment, I knew every job that we did.
36:01
SPEAKER_00: And like every every customer request that would come through our app, I'd see it, and I'm like on the phones, I'm like babysitting every aspect of it.
36:10
SPEAKER_00: And because that's we don't have a business unless our customers have unless we deliver.
36:17
SPEAKER_00: And um, you know, now I don't know as many of the jobs, but we have people who do.
36:22
SPEAKER_00: And what we what I've tried to instill with our team of people is like never like we we say this win every job, you know, and so that's what I've seen with like you know, customers that we deal with for their clients, like that's all that matters.
36:39
SPEAKER_01: Yeah, I think win every job, define what that winning is so everybody knows, but you've got to execute like no matter before you think about getting creative on buying equipment, renting equipment, deliver equipment.
36:51
SPEAKER_01: Well, you have to absolutely be great at doing is delivering your product or service to your customer at a very high expectation and consistency that they know they can count on.
37:02
SPEAKER_00: And they're really great companies.
37:04
SPEAKER_00: Everyone in the company repeats that same thing.
37:08
SPEAKER_00: Like it is, you know, whether so you just hire somebody two weeks ago, if they know that, like that's some of the things that we like with we talk about.
37:17
SPEAKER_00: Like when you say it enough, people just keep repeating it.
37:20
SPEAKER_00: Yeah, keep repeating it.
37:21
SPEAKER_01: Yep.
37:22
SPEAKER_01: I love it, man.
37:24
SPEAKER_01: You got any parting shots and wisdom for everyone?
37:27
SPEAKER_00: I'm trying to figure it out.
37:29
SPEAKER_00: Well, seriously, like I I mean I I said um I think people should be more open to like exchanging ideas.
37:37
SPEAKER_00: I I still do it.
37:38
SPEAKER_00: Like, I it's one of the cooler things.
37:40
SPEAKER_00: Like, I have access to like some really smart people, either like investors or um other founders in like their portfolio companies.
37:49
SPEAKER_00: Like I I reached out last week, I was have I was struggling with one aspect of our business.
37:56
SPEAKER_00: Um, and I've been talking to people who've just uh given me great ideas on how to solve it.
38:03
SPEAKER_00: Like for our business, it's really difficult to forecast.
38:09
SPEAKER_01: Yeah.
38:10
SPEAKER_00: So um, and that's becoming obviously more and more important as our business matures.
38:16
SPEAKER_00: But the thing for me is like, how do we effectively forecast if we don't charge subscriptions, we don't sign contracts with our customers, and we're an on-demand service platform.
38:28
SPEAKER_00: And so like we see customers who, you know, they'll we'll do 50 jobs in a month for, but then the next month we'll do 12, you know, and so it's just okay, so that's kind of been a blind spot for us where it's like, well, did we did they just not have as much equipment break?
38:49
SPEAKER_00: Did we lose out on any opportunities?
38:53
SPEAKER_00: Just fixed it all really good, right?
38:56
SPEAKER_00: But um, so I've been struggling with like forecasting.
39:01
SPEAKER_00: And so I've reached out to uh some people on my network, and I'm like, do you know any marketplace businesses that you know are similarly run like ours, where like they've figured out the forecasting piece.
39:14
SPEAKER_00: And so I've had a lot of conversations recently around like, so you're not trying to do a traditional sales forecast, you're trying to do a demand forecast.
39:22
SPEAKER_00: And then they were walking me through how to do that.
39:24
SPEAKER_00: So like I try to figure it out too, but like I try to live by uh the advice that I give.
39:31
SPEAKER_01: Yeah, no, I do too.
39:32
SPEAKER_01: I wouldn't be I wouldn't have been able to get out of the starting blocks and uh even around first base without getting some key pieces of advice.
39:39
SPEAKER_01: Matter of fact, every step of the way, someone unlocked a door, closed another one, now I was gonna run down.
39:45
SPEAKER_01: Um, and leaning on that group, particularly of different founders and our customers.
39:50
SPEAKER_01: Our car I've learned so much from our customers.
39:51
SPEAKER_01: Totally.
39:52
SPEAKER_00: You gotta be curious.
39:53
SPEAKER_00: Maybe that's another point to make, like kind of like tying a bow on it, like with the really, really sharp people are super curious.
40:02
SPEAKER_01: Yeah.
40:02
SPEAKER_01: And you can learn something from everybody.
40:04
SPEAKER_01: You don't have to go to find somebody that's no matter who you're talking to, you can learn something from.
40:08
SPEAKER_01: Now, if you're trying to take your business somewhere, learn from the people that are a little bit in front of you, is a good, a good rule of thumb.
40:14
SPEAKER_01: But doesn't mean you can't learn a lesson from someone that's right next to you, or or you're a little farther ahead than.
40:22
SPEAKER_01: Man, I appreciate you coming, man.
40:24
SPEAKER_00: We're gonna talk March Madness or anything, or what?
40:26
SPEAKER_00: We could.
40:27
SPEAKER_01: Who do you think's gonna finish this out?
40:29
SPEAKER_01: By the time this comes out, we'll have uh you'll have made the call today is March 26th.
40:35
SPEAKER_01: So we are going into the Sweet 16.
40:37
SPEAKER_00: Maybe Arizona.
40:38
SPEAKER_00: What do you think?
40:39
SPEAKER_01: I like Arizona.
40:40
SPEAKER_00: Do you so um so uh first round was in Tampa?
40:44
SPEAKER_00: I went, it was pretty cool.
40:46
SPEAKER_00: I'd never been to March Madness as a fan.
40:49
SPEAKER_00: Um, do you think so?
40:51
SPEAKER_00: Theren a lot of upsets.
40:52
SPEAKER_00: What do you think about that?
40:53
SPEAKER_00: Like, do you think NIL is killing that?
40:55
SPEAKER_00: Do you what what are your thoughts on that?
40:57
SPEAKER_01: There's a couple takeaways I had.
40:58
SPEAKER_01: Um, I was surprised there wasn't a lot of buzzer beaters.
41:01
SPEAKER_01: I think the theory will still hold true though.
41:04
SPEAKER_01: And my theory is um no matter who wins, they will have a game where they almost lost.
41:11
SPEAKER_01: And it won't be the championship game.
41:13
SPEAKER_01: It's a lot of people.
41:13
SPEAKER_00: They're always put to the yeah, they're put to the test.
41:15
SPEAKER_01: It's usually be it's usually now in those 64, 32, 16, or a round of eight.
41:21
SPEAKER_01: Um, that's one.
41:22
SPEAKER_01: I I said I also thought it was interesting Purdue, right?
41:27
SPEAKER_01: You got some seniors on that team that are key, intricate players, particularly their guard, um, who I think's great, you know, and he's making what four million dollars a year there.
41:37
SPEAKER_01: Uh-huh.
41:37
SPEAKER_01: And there goes just goes to show you what a four-year college player can do.
41:43
SPEAKER_00: Here, this frustrates me a little bit.
41:46
SPEAKER_00: Um, it's crazy to me.
41:49
SPEAKER_00: It was really, it's really bad at football right now.
41:51
SPEAKER_00: It's starting to be bad at basketball.
41:53
SPEAKER_00: Like, I get it, I understand why people stay.
41:56
SPEAKER_00: When I graduated college, I was 20.
41:58
SPEAKER_00: Like, when you read about, like, oh, so-and-so, March Madness, he's 24.
42:03
SPEAKER_00: Like, that is a huge difference.
42:05
SPEAKER_00: Like, I like 24-year-olds playing against 18-year-olds.
42:09
SPEAKER_00: Like, in football, I I love Kurt Signetti.
42:13
SPEAKER_00: He's like unbelievable.
42:15
SPEAKER_00: Like, he literally took like the worst football program, and they're on to but like they had like 24 and 25-year-olds.
42:23
SPEAKER_00: Yeah.
42:24
SPEAKER_01: And uh, if you allowed me to go play basketball in college at my 24-year-old's house, you could have put put me almost you could definitely, I could have definitely played at a much significant level, and I already was being here in Florida than I was in college, but that makes perfect sense.
42:38
SPEAKER_01: And so I think 21 playing against the average age of 18, 19, because most of the best players are freshmen sophomores, and then they're uh they're out, you know?
42:47
SPEAKER_01: Right.
42:48
SPEAKER_01: I think that makes a big difference.
42:49
SPEAKER_00: It's a huge difference.
42:50
SPEAKER_00: You're a man, right?
42:52
SPEAKER_00: Or so that's one I grew a lot in college too.
42:56
SPEAKER_01: I mean, both in size and height, both.
43:00
SPEAKER_00: Um yeah, maybe it's just cyclical, and but I do think like NAL is kind of might be putting an end.
43:08
SPEAKER_00: It's strengthening like the blue bloods even more, uh, at I think at the expense of because yeah, you just like remember like Wally Serbiak like led Miami of Ohio, Steph Curry led Davidson to Elite Eight.
43:22
SPEAKER_00: Like, I just think that those those circumstances are much less likely because Steph Curry now, like he would just transfer up.
43:30
SPEAKER_00: Like Kentucky would be like, you know what, Steph, here you've proved yourself your first year at Davidson, we'll give you three million to play here.
43:38
SPEAKER_00: Um and I think the portal.
43:40
SPEAKER_00: Yeah, I think that kind of sucks.
43:42
SPEAKER_01: No, I do think I think the portal has a a pretty uh way more than NAL.
43:46
SPEAKER_01: I think the portal has an impact.
43:48
SPEAKER_01: I I think the rule where you could transfer, but you had to go down a division to do it or sit out a year really made people think tight, you know, tightly about where.
44:00
SPEAKER_01: Gonna go.
44:00
SPEAKER_01: I'm gonna commit to a program.
44:03
SPEAKER_01: I think um, on the flip side though, the fact that you could leave and go in the portal is what creates leverage to give players the dollars, and so I think it's gonna settle out somewhere here in the middle, but um, I still love the NBA makes everybody you can't go right from high school.
44:19
SPEAKER_01: That would be um yeah, I like that rule.
44:21
SPEAKER_01: They're just not ready, you know.
44:23
SPEAKER_01: They were a lot better than they used to be.
44:25
SPEAKER_01: These eight some of these 18-year-old, 17 years old.
44:27
SPEAKER_01: I mean, you think even about um Cooper Flag is still extremely young and he went up a year, yeah.
44:34
SPEAKER_00: Like he could legitimately be a uh freshman college this year, right?
44:38
SPEAKER_01: And and in most cases, at that age, you would hold people back, or you you'd have a a skip year or a repeat year somewhere in high school or or eighth grade.
44:47
SPEAKER_01: He's incredible.
44:48
SPEAKER_01: He's incredible, but you're seeing him only get better because he's starting to fill out.
44:52
SPEAKER_01: Yeah, he's filling out, he's becoming he's becoming even more man.
44:54
SPEAKER_01: He's he's ridiculous.
44:55
SPEAKER_01: I mean, he's as good as talent as you can get.
44:58
SPEAKER_01: The kids from the kids from Florida that are sophomores, you know, they weren't ready last year, but look how much better they were this year.
45:05
SPEAKER_00: Yeah, uh the um the uh the where people where I've seen analysts were like, oh, Cooper Flag, we're gonna number five this year if he was coming out.
45:12
SPEAKER_00: Like, that's insane.
45:14
SPEAKER_00: Like the dude's putting up like 20 a game as uh basically somebody who shouldn't be in the NBA right now.
45:20
SPEAKER_00: Um and he's like 6'10, he's a he's a nightmare already.
45:25
SPEAKER_00: His his how refined his game is today as a rookie.
45:28
SPEAKER_01: Well, to our point, too.
45:30
SPEAKER_01: He's 18.
45:31
SPEAKER_01: Maybe 19 now, but he's 18.
45:33
SPEAKER_01: What we were just talking about, what 24-year-olds are 18s.
45:36
SPEAKER_01: This in the NBA is at least 24.
45:39
SPEAKER_00: Four more years, right?
45:40
SPEAKER_00: With him, and what is he gonna look like?
45:42
SPEAKER_00: It's stupid.
45:43
SPEAKER_01: All right, everybody.
45:44
SPEAKER_01: That's a wrap.
45:45
SPEAKER_01: You got all the fill out.
45:47
SPEAKER_01: When you hear this, you'll have heard uh Alex and I opine on who would have already won by the time.
45:52
SPEAKER_01: But anyway, hope you're all doing well.
45:55
SPEAKER_01: Enjoy your week.
45:56
SPEAKER_01: Don't forget mobilizationfunding.com, our YouTube channel, mobilization funding, and also heave.com.
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46:04
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46:10
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46:10
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46:12
SPEAKER_01: I love it.
46:12
SPEAKER_01: And Alex and I, you can find us both on LinkedIn.
46:14
SPEAKER_01: Have a great week and may God bless you.