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Speed To Market vs. The "Perfect" Product · Pitch to Product

• Peter/Dan: speed to market trumps perfection and that and there's just no other way around that. Well, we hear it all the time. And I've heard it from people like again, the perspective is this isn't our clients. I've heard people that have tried to call us and say, Look, it I don't know why this thing's not selling. I have a great idea. And they've they've just gotten their own way. Right. They they do everything that's needed other than the things they need to do to launch. Welcome back to another edition of the fifty two launch podcast. We are doing the episode four of the fifty two you. Welcome, Dan. And you too, Peter. All right. Here we It's great that we don't have to continue to announce who we are. No, I th I think people kinda know who we are. Right. Hopefully. Those two goofballs is usually what I get, but all right. Well, yeah. Steve shared something with us a few minutes ago that got me fired up, but we'll that'll be funny. We'll save that. Let's stay on another podcast. We'll exactly. Yeah, so we're at episode four. Today, and I alluded to this yesterday, it's good this is an exciting one. Speed to market versus the perfect product. and the trade-off that you know kills ideas and and creates bad execution. Right. So an exciting one to talk about because we've constantly talked about speed to market and perfection kills profitability. Two things that we've learned from numerous Episodes of Shark Tank and what Mr. Wonderful, our friend says, and Mark Cuban, you know. they all say the same thing. Yeah, it's amazing how you can watch that show and have a different and don't understand what they're actually saying to you, right? I I love the optimism of people, but there's a reason why the the questions have not changed. What are your sales, right? That's the hardest one to go figure out. And in order to sell anything, Dan, what do you need first? I can't sell you something if I don't know who you are. Well, yeah, of course. You need you yeah. You need you need to know who you're selling it to and also you need inventory. So that's a better question. That's the trifecta. And then you need somewhere that they can actually buy it from. Right. Right. So that's kind of that's called an e-commerce business. a website without advertising or without people knowing about it, what does that feel like, Dan? Yeah. It's it's like you're in the desert by yourself, like you can't get there. So, you know, the the important things is is to understand that you've got a product, you've already manufactured it. I equate the accelerator process as the job to get to the starting line. Right. And I think a lot of people think that it's like, hey, I already started. No, but this is what you need to do to get to the starting line because sales and revenue is really where your business begins. We talked about that yesterday. So again, hot topic is speed to market versus the perfect product. Right. Well, again, it at the end of the day, that's that's w That's why we built this company. Right. We built this company so we could be the the experts that and the experts comes from just doing it over and over and over again. knowing that your product is perfect already. It's it's something different. It's got a c you know, hopefully one or two value propositions that outshines the competition. And it's already perfect. I I was saying this to somebody earlier this morning. And we always talk about the iPhone. The iPhone One, when you look at that versus the iPhone 17 today, you can't even imagine why anybody would ever purchase the iPhone one. But guess what happened? When the iPhone one came out, there was nothing like it. It was an amazing product because no one had ever seen anything like it. And each year they made, you know, improvements on the phone. It got faster, it got smaller, the battery last there's a ton of different things. The camera got better. that is you know, back in the day the iPhone one was, you know, monumental. It was an amazing product. But again, you're looking at it 17 years ago and you're like, I wouldn't have bought that knowing what I know today. Right. I'm only I'm hearing the comments going right now from all the Blackberry people you just insulted because they thought and they still do that that was a better product than the iPhone at in that day. Right. But it would you know It was when but it w it was the start of something really transitionary, like a or revolutionary in the way things worked, right? A one screen keyboard. It wasn't until they made them tap and you can actually hear the little clicks or that little vibration that made it feel tangible. And that was like that was I think version three or four. Four version four is where they absolutely dominated the market in in the new in the way the old phones were. Yep. Completely changed. No, I get it. But but again it it the point that we're trying to make is that they weren't perfect. They nothing is ever perfect. And I you know it's hard to believe that, you know, people don't think you and I are perfect. You know, like you can't get any more perfect than others. But my point that I'm trying well, our point that we're trying to make is that sometimes you gotta look in the mirror and and and step aside and and let other people help you understand we're you know, we all love our Our inventions. We we all think they're, you know, we want to get it right. We're we're we don't want to be embarrassed when we go to market. We want to make sure we don't get any bad reviews. We just spoke about that a few seconds ago. it it's gonna happen. Yeah. there's everybody has an opinion. And I equate to the the artists who can't put the paintbrush down. At some point the painting's gotta be finished. At some point, even if the painting painting's not perfect, you've got to go show it to people. And I think that's And everybody will think it's perfect. Because it's something that they can't do. Well, guess what? They're willing to pay for it because they can't actually We got a comment today. Right. No one's gonna think you're perfect. Not everyone's gonna think you're perfect. So the f and I don't know why. For some reason, the person that thinks you're not perfect is gonna be the first person to comment. And it's crushing and it's stupid. And it's just it's an emotional response from someone who is probably angry that they didn't do something that they should have done. They've already living with the regret. So let's just move on from those people. You have to have the confidence that you have an idea. And you can't get like I'm reading right here. It says, you and we've seen this. We've watched founders sit on a product and be afraid to actually go and display it. Or the minute someone they they start displaying it, and there's like there isn't that like instant love. Like you always have to show people what you have. And it's not an immediate like, my God, where have you been all my life? Right. Like there's people are bombarded with things that they could buy. We're already built to say no until I see you have it. Or I see your friend has it. Or I see this person has it. And I have to find those people that are going to align with it first. So that's just part of the journey. Get used to it. I think what does the word launch mean? It means like does anybody ever launch something downward? No. No, no. I mean when you think of launch, what do you think of? It's upward trajectory. Exactly. Right, yeah. Right. So you won't w it's in our name, right? And the time frame it takes to get a product to market is in our name, right? So we want to hit our goals, hit our deadlines. To get you to market so you can start receiving funds versus spending funds. And when you're sitting on something because you don't think it's perfect, I can guarantee you the rest of the world thinks it's amazing. Yeah. And we would never bring a product to market unless it was amazing. But understand that it's never gonna be perfect. Because if it were, that means you would never have to change it. Apple one would have been the the only apple that only apple they've ever come out with, right? So Just please, if we don't learn anything else today through episode four, is speed to market is way better than perfection. A hundred percent. Because you can never be perfect in the consumer product space. Ever. It's the trade. The only thing that's perfect, we always said this is what? McDonald's French French. And ice cream. And ice cream. Right? Those two things. So it's hard it's hard to complain about those two things. Exactly. Which is one of the reasons that McDonald's has to change their recipe in a hundred years. When you have it good, you have it good. Exactly. But Again, speed to market trumps perfection and that and there's just no other way around that. Well, we hear it all the time. And I've heard it from people like again, the perspective is this isn't our clients. I've heard people that have tried to call us and say, Look, it I don't know why this thing's not selling. I have a great idea. And they've they've just gotten their own way. Right. They they do everything that's needed other than the things they need to do to launch. So perfection kills profitability. We can all go a little faster. There is some things that you have to understand. Like, you know, you're you're you wanna get this into the hands of people. And if you're really, really good, people are gonna be a four point three star, is what we always say. Right. Right. I don't want to be a five star right away. Well, I would love to be a five star, but it's hard. It it is very hard. And I I think it takes some gradual steps to find the audience that will say you are the five star. Yeah. I mean, you f you see a lot of five star products that has three or four reviews. Guess what those people are? Right. Right family. Again, if you can maintain a f it in the fours, it n all of us shop on Amazon. If if you're in the fours, you're in a good spot. You'll never buy something based on price that's got a two point three star. You'll pass on that. They're trying to sell on price, price, price versus selling. And and you you you don't want to be price, price, price. You have a unique value proposition. So that means you're uniquely priced as well as a unique product that fits in a unique market. That automatically means you get uniquely a little bit more money than someone else should. Right. That's the way you got to look at it. So and again, lastly, we can just jump down here, but and again, by the end of this, you know, you're going to know whether you're actually improving your product or if you're just sitting on the sidelines, avoiding putting it out there because a number of reasons it comes back to either fear or finance, right? We always talk about those two things, or that you'll be embarrassed about you know, what you're putting out there. And that should never be the case because the embarrassing part of it is actually sitting on it and letting somebody pass you, right? Or sitting on it and regretting it down the road that you didn't pull the trigger. we wouldn't allow you to bring a product to market that we didn't feel comfortable selling or even comfortable the how how we made the product. So well you you say that this is like it's not next to Bringing a child, right? Like the this approximates your child. Bobby calls it a baby. I kind of say sometimes your baby's ugly and you have to accept that. But the child the baby will still succeed in the world. Right. Right. Not everybody's a supermodel. Not everybody's a rock star. Not everybody has that. But in we all seem to get along day to day. Right. Right. So understand. Like this is that moment in time where you have to put your baby into the market and you have to let it go and be an adult and you gotta let it find its own way and be confident that we've done everything right in the beginning. And welcome as many reviews as you possibly can because those reviews are gonna hopefully trigger, you know, the the version two to be a little bit better, version three to be that much better. look, Pete, we always talk about the word of the day. We want to I love the I was gonna say this is a great theme. Word of the day is. Yeah, MVP or MSP. in our world it's a core successful product. Exactly. Or yeah, minimal. Successful product. Well that that's that's the that's the trifactor, right? Like like MVP means minimal viable product. And then you got the MSP, which is the minimal successful product, which means what are the bare minimums that your product needs to do? We choose to use the word core, right? Because there's always a core of like there's a market that this is going into, there's a there's a product that that meets a need that someone's looking for, but there's a value proposition. So that core falls into the MS MVP MSP conversation, but ours is a scope. To what you're trying to do. So that is a huge word of the day. The core successful product, the earliest version, and from there you build your two point zero. Yeah. Always iterating. Always, always, always. We iterate here in our own company. Like every day we're doing something better than we did the day before. Well, if you if you put your manufacturing hat on, I think this is where people are they don't know what they don't know. You know, there's a reason why a class A or class B tool does five hundred thousand to a million units because it's it's an investment. And if you're a large manufacturer, you're looking at that million piece investment to say, I want to confidently be able to make the same thing over and over till I get to a million pieces, then I might iterate. Right. Versus, you know, even in our case, I would say that your version two should not come without at least a number of five to ten, maybe twenty thousand units being sold before you start looking at iterations. If they're minor and you can do them without extra cost right away, do them, of course. But You know, you don't want to make a new tool because someone told you that they would have liked it to have a little bit rounder shape. I would get a census. I would get some more feedback. I would say thank you for your input on version two. We'll do that. We'll be the first one to notify you. But don't jump to everyone's demands. Right. Like you have the stick to your core successful product. All right. Where are we going next here? Let's talk about you know why speed wins. Okay. Okay. That's four of them. I'll say the first two. You say the next. All right. Two. Let me get on the right page here. Page two. Real feedback beats imagined feedback. yeah. Couldn't be clearer than that, right? No amount of internal debate about a feature replaces what you learn from one real customer actually using the product. What does that mean in a nutshell? People gotta buy it, use it, and then tell you what they think of it. You don't want to ask somebody that doesn't have that product in their hand and hasn't used it yet. Right. You just see it and they say, that's stupid. They're either saying that because they're jealous or envious that they didn't think of it. Well, I'll give you one more. How many times have you bought a product and you don't know till about three years later that they had another feature that you like didn't know about? I can tell you every single time I buy a new car, yeah. What the the day I'm registrating it in, I realize, it this does that? Like I literally can swear to you that has happened to me on every single car that I own. And it goes back to some of the other podcasts that we talked about. We talked about this a few days ago. People don't read contracts. You're right. They don't. Guess what else they don't? They don't read the owner's manual of the car. They never never. You get in the car, you start to see all these things. It has a few better features than the last car that you had. You stick on that, and then you realize down the road that, you know, what it this wow, this is amazing. I didn't realize it. Now you don't want to trade it in because you haven't even used that feature. When you drive a brand new car home, you're like, I don't want to touch anything. I don't even know how to turn the radio on. I'm I'm using my phone like the old way. Like And I come from the car business. So that's like crazy how yes. But but look at that is the that's the point. That's where you want to go fast. Right. Because even when you launch the product, 99% of the time, maybe it's not 99%, but somewhere in the high percentage, there's people are going to use your product in any way that they want to use it. And I've seen inventors also go or people go, That's not the way it's used. Let the consumer enjoy the product. That is how they spend spread the word of mouth. Yep. And that's where again, you know, you create content. You make people go, wow. you make people go, this is what you want. You want attention. No one's gonna use the product the way you thought it was gonna be used. Right. You're gonna always no one's gonna read your owner's manual. No one's gonna read the fine print. No one reads the box. No one reads the instructions. So allow the consumer to open it up, enjoy the experience. And that's why it's so important for us. That's why the design team that we have, they are really good at making sure that at least the product is going to be used intuitively. Yeah. Right. So that there isn't a lot of instructions that go with it. It should open the way you think it opens. Agreed. Sorry. Number two, the market doesn't wait. Makes sense. Competitors, trends, and customers' attention moves regardless of your timeline. Sitting on a good enough product to chase perfect often means launching into a colder market. Look at we totally make sense. And and and I'm gonna give you a bigger one. There is times where the absolute floor of the what worked yesterday gets wiped out underneath from you. Yeah. Like Twenty twenty six. We just experienced it. AI moved everything. The buildings came down. The founding. Exactly. And guess what? A month from now we're gonna be redoing everything that we just learned. If you don't have that mindset that the world around you always changes, like I always say that the the marketing, the the production process is pretty, you know, it's got a process and it's identifiable and it's it's real, and you can kind of count on that to be the same over and over. Marketing, it's like a slippery eel, man. That thing bites you, it electrocutes you, it slips out of your hand, then you gotta go find it. It's just you're always chasing that that market, which is good. It's healthy. Right. Because your job is always to find your audience. And if you've got a product, that product will eventually, if you got more people using your product, that audience starts to get built and they will help you find more of those other people like them. Well, I I did one and two. You do three and four, although three and four, you got the good ones, man. I I I do No, go ahead. You take it. So cash doesn't wait on it. Yeah. Cash doesn't wait. Right. An extra month in development is a month that you are spending money versus receiving money. Right. Like I can't even express to you how important it is to get to revenue. you either have to learn how to be so frugal to just survive another day without spending any money and allow yourself that time to just, okay, I'm going to iterate, iterate, iterate, or I would rather get to revenue. This is a Mark Cuban. If you aren't selling, don't do it. If it can't sell, don't do it. Revenue cures all. Again, go back to Shark Tank. What is the very, very rare first question they ask? What are your sales? Right? After your whole pitch and you're all excited, I gave a great pitch. Yeah. Cuban says, All right, tell us about your sales. And then if if if there's silence or there's well, I'm I'm you know, I haven't had any sales, then the whole thunder is gone. That great pitch is just out the window. Yeah. You've got to have sales and you've got to get to sales quickly, otherwise you're gonna Quit and give up, which is why we go back to speed to market versus perfection. I promise you, people out there, your product is perfect. Yeah. It's just not perfect in your eyes. And you're the only eyes that see it that way. Every other, you know, set of eyes out there loves it because it's different than what's out there. It's got a value prop that's better than the original. And that is good enough. It's good enough. Well, this might help a little bit. You've seen your product. In your mind and your dream, you know that nobody can see in your mind. Nobody can see that vision that you've had. Right. What we see is what we see in our hands. That product is what people are going to see. Be confident in that. Like if you want more, that wasn't what you expect. You I I think, look, I think this world is fraught with like over expectation. Right. The disappointment that comes in like expecting something and then realizing, wow, this is still pretty good. Enjoy it. Enjoy those moments. Yeah. Which is why we Why we work with our factories to make sure that we're getting the minimum quantity orders. We want to order a thousand to twenty five hundred pieces. So, you know, just shrug it off and say, Well, I'm gonna sell these first. I'm gonna get feedback from clients. And then if it's a drastic change that we need to make to satisfy our clients, we'll do so. But otherwise, we're probably gonna bid to the third, fourth orders before we even have to worry about making a change. And that change is only made because technology's gotten better or You know, th there's another value proposition that we can add because it's something I'm gonna give you a little bit. So you're in good company. I would say that in every major brand, do they have some duds of products? No, absolutely. And and so what do they do? They just go and bury those or they that's why we go to TJ Map. So we go and buy them brands for less, right? Like that that that is where closeouts go. There's a whole word, there's a whole industry. And guess what happens when they go there? They sell. They sell. Right. And they sell because they're a deal. Or people feel like they're getting a deal and everybody wants to get a deal. And so the the analogy here is it goes back to the cash. If it sells, you get your cash back. Right. You can go fix mistakes with cash. Right. Or you can go fix with little iterations that you thought were going to work that didn't work out or didn't connect with the consumer as well as you know you thought it was going to. So but that's inventory turnover. You don't want to lose that money. You want to just go recoup it. All right. Let's talk about four because this is this is in my opinion, this is why people spend time in the so perfect is tweaking land perfect is often actually comfortable. Many extra rounds of tweaking aren't about the consumer or the customer. They are about the founder's fear of criticism. That's exactly what it is, right? I I think people say they just it goes back to again fear or finance. Yeah. You're fearful or you don't have the money. It's either one it always comes back. I'm gonna call you out right now because you are a customer and a founder. Yeah. Because Again, very simple. We manufacture globally. Consumer products are all manufactured overseas, and ninety nine percent of that is in China. And I know we've gone through hell in a handbound. We we just said we were talking about Let's talk. No, let's talk about this. You took criticism instead of ignoring it. Ignore the criticism, ignore the naysayers. You know, I know it hurts and I know like you will go through the emotional, get it let it out. What Pete's talking about is is for an entirely separate podcast. We'll do that. We'll do that podcast. Embrace criticism because in those criticism, I will tell you I was taught that means you've reached critical audience. If people are going to be critical, that's the only way you can reach critical audience because the good people are just gonna buy it. The critics are never gonna buy it, but they have to leave their impression. It's just a balance of what however this life works. So So the teaching points today. the goal isn't flawless. The goal isn't flawless, having a product on day one that's You know, sellable. That's more important than having a flawless product. And again, a sellable product. Yeah. An honest product that has the core successful product that someone can see. A demonstrated a demonstration that makes you go, Wow, that's a great idea. How come no one thought of that before? my gosh, I want to get that. I can see how that can make my life easier. Again, I go back to the I put my Don Draper mode on. People are not buying the product. That you see they're buying the product on how they see themselves using it. Exactly. And that is the key difference. When people see that I want this cup in my hand that I'm going to use it to brand my company and I'm going to take a sip of it, I see myself putting that image out there. Yeah. Again, you know, perfect is the process that you run after launch, informed by real customers telling you things. That is where you It's it's a perfect stands out. I I watch those damn gold miners for too long where they go and they put all this dirt into this machine and they're f looking for little ounces of gold and they're constantly tweaking things to get a little bit more, a little bit less. But you know, you you that's exactly what this process is. It's a funnel. People see it, they either decide, then they purchase, then you deliver it, and then they enjoy it. And when they enjoy it, hopefully they tell their friends and family about it, hopefully that they start building the The audience for you, right? The more people that have your pocket in your in their hand, the more successful you will you will be. Absolutely. And as we always talk about from the floor, let's I'll read something to you folks. you know, a client wanted to delay a launch for the fourth design revision over a cosmetic detail. The conversation about whether the revision would actually move the needle with the target customer versus simply feeling safer to the founder. Contrast with a different client who launched an Admittedly imperfect first run, got a real customer feedback within weeks, and used that data, which we talk about all the time, to make the second production run dramatically better, faster and cheaper than the endless pre launch tweaking would have gotten. I mean, I can't sum it up any better than that. That is exactly the difference. Well, I always say this. Dan, I don't care your opinion or my opinion, or Steve's opinion, or even the founder's opinion. I care about the consumers' opinion. The consumer buys it and enjoys it. What else do I want? Nothing. If they're using it wrong and enjoying it, do I care? No. They bought it. Right. In fact, maybe I'll learn something from the consumer. Go, I didn't think of using it that way. Exactly. Like I I remember, you know, a couple of games, like, you know, everyone's got their rules to the games and they get short circuited when they see someone using the game differently than what they the no no, that's not the way I invented it. Yeah. Who cares? Exactly. Come on, people. It's a game. Right. People are enjoying it. You know, you know that ninety percent of what's that? That card the Uno card game. Yeah. I don't I've never played it, but apparently the ruling came down that set the internet on fire that everyone's been playing it wrong. Yeah. There's some rule. And it's like, okay, do you think anybody's gonna change playing it the way they used to play it? No. Exactly. So just i accept it, man. If people are buying it, enjoy that. So deep dive, question three. Where or is this where we are now? Yeah. The deep dive. So question three filter for any just one more change request. That's like That's like nails on a chalkboard for me. Maybe I'm dating myself that they don't use chalkboards anymore in school. But man, that is just white noise. That's that's noise. Signal versus noise probably is a good conversation to have here. Yep. Why? Do you feel that you need one more change request? Ask yourself this and honestly answer it to yourself. Is it because you're afraid to go forward? Or again, if you're a little embarrassed, that that's they actually say that the perfection put kills profitability, but you are supposed to launch a product that has a little bit of embarrassment to it. Right. Because that is where if you if you have no embarrassment, you start you waited too long. You spent a lot of money to get to that point. And I will guarantee you that even if you waited that long and you think it's perfect, someone will tell you it's not. Yeah. It you know, again, referencing shark tank sharks, they you know, when someone says, I've spent, you know, seven hundred and fifty thousand dollars to get to this point and I've got a hundred and fifty thousand in sales, they're like, No, we're not interested in this guy, 'cause you're you're staying in the entrepreneur zone versus actually Putting yourself out there. You've spent way too much money, which means you've spent way too much time developing the product, been tweaking it, tweaking it to get that perfect product, and it just isn't gonna happen. Well, you know, look at I'm gonna give you a brand. I'm gonna use the word champion. When you and I were growing up, champion was not the brand that is today. Carhartt was not the brand it was today. How many years has it taken them to prove themselves in the market that they were a good brand? A good problem. Very I mean, look at I mean, I can speak more towards Carthart because I I really didn't even know them when I was a kid. maybe I saw them and just didn't realize it, but I know they've gone through, you know, they've pivoted, you know, they've changed their I mean, today, you know, young kids wear carth. Quality's always been there and it was for the working people. It was for, you know. When you're out in the field, when you're out in the woo weather, I mean it it was But think about that. It's that's a working man or woman's clothing line, right? It was never for kids. No. But today kids are wearing it like crazy because it's cool. And and that's the because it's a brand, because it's good quality. It goes back to what we talked about brand, how brands are so important. And and so brands find your audience. If you're gonna if if look at if you got your choices, if you can't get out of your own lane, if you're gonna spend so much time focusing on The little mundane detail details of your product, stop. Get into the other lane. Go find the people that would love the product the way it is. Right. And I and I this is what I this is why I'm using Champion. People love that product the way it was. And that company found its audience. And that's what you got to do. When you find people that love your product, it stayed. It had the lasting power. How many brands have come and gone between those two products? Right. I there's thousands of people that try to be flash in the pan. Right. But if you are consistent and you find the people that love your product, And you stay consistent to those people, you will have a lifetime of product to sell. Yep. Agreed. Stay in that lane. Don't don't worry about your make the products good. So let's recap today's episode. the take home three. So these three pivotal points that we that you folks should have learned today. Number one, speed to market almost always, and I'm gonna say always, forget the almost. Beats are marginally a more polished product. The market rewards presence and not perfection. Yes. That's That's this one thing you can learn today. That is the key, I'm gonna presence over professional hundred percent. But and I'm gonna just give one little asterisk here. Go take a look at the products that we have made. That like we are not talking about I'm not asking you to make a rickety, crappy product and launch it to the world. We are really good at making great product. Our reputation's on the line. What we're talking about is not going too far. We're not gonna make this diamond-coated, plated, like it's just. Let us do our job. Go look at the products that we've delivered. We're good at making sure that we're well past the embarrassment zone. Let me ask you a question. Because I'm more in production, you're more in marketing. Yeah. do you know? And I don't even know if Steve knows this. Do you know that on the back of every single product that we make, the packaging, do you know what it reads on the back of it? We have our name on it. Yeah, it says manufactured by 502 launch. We only think that we would ever manufacture something that's garbage and have our name on it. Yeah. No. Of course not. We can't. We exactly. First of all, we can't and we would never do that. So, you know, the idea is that we're proud of everything that we produce. We want the founders, we want you folks to be just as proud. And again, remember presence over perfection. Second thing, real customer feedback is more valuable than any amount of internal debate. Can't beat that. You've said it a million times. I don't care what anybody else thinks. What I care about is what the consumer thinks. And again, you are 100% right. I would have never believed it. And if I didn't see it, consumers will use our product differently than what we intended it to be used. I mean, look at I'll make a real funny here. We have a client that invented a really cool organizational piece of furniture that you organize your products in. And people were posting how they were using it. And he called us and said, Those people not using it the way I want them to use it. I'm going to go to their house and tell them. He was really, really upset. Yeah. And we had to chuckle like who cares how they they they're using it the way they want to use it. That's the important thing. Not about you, it's about them. Uh-huh. And we still today have a laugh over that. It's probably one of those one line jokes. He's still doing it. So it's it's but look at I'm gonna add a little context to number two, right? The reason like the thousand quantity order, right? Even if you go to twenty five hundred. It is still cheaper to do it this way than to go and spend $100,000 and have a opinions group tell you whether your product is good or not. Get real consumer feedback. That is such a massive difference. Your first thousand units, it's you're not committed to ten thousand units. If there's a little tweak, we can make those tweaks. But I assure you, the first thousand to five thousand units, there should be no changes that are required. We should go and put five thousand units in people's hands so we can get real fed feedback and decide what is. what we actually have to do, should do, or would be nice to do in the future. Right. 100%. the last one, ask whether a change matters to your customer, not just to you, before it delays your launch. So again, show it to somebody. Would would you make any changes on this or, you know, w what if I did this? Would this make you want to buy it anymore? At the end of the day, the customer's gonna buy it because they they want it or they need it. And it it They're gonna try they're gonna test it out. They're gonna try it. Yeah. They'll have their opinions after. That's why you when all of us go on to Google, I mean Google, all of us go on to Amazon. when before we buy something, what do we do first? We go down and look at the reviews. Or we go to the sidebar and we only wanna see products that are in the four or five star category and we look and read, you know, and that's more important. That's how we make our decision. So Pete, are we are we striving to get to a 2.3 star? No. Like, no. Why would we ever want to make something that no one is ever going to make Or that's going get returns or that's going to have a problem. Like again, that that that part we want to make sure that, like, again, that's what we flush out. But look at I'm going to put a golf term in here, right? It's every every hole you have three to five, you know, shots to get to the get into the hole. It's more about your approach. Why is there what why doesn't everyone have the same approach? Everyone has a different spot where they tee off from. Everyone has a different spot where they take their first shot. People have different swings. Sometimes the execution doesn't work out the way you thought it was going to. So now you've got to play it from that spot. Do you ever not get to the hole? Well, I played golf with you. Sometimes you actually don't get to the golf. I get there. It just takes me about seventeen shots, but I get there. But the point is that you don't give up, right? The getting getting to the the the approach and to the destination might have some little changes along the way. But be confident that you're gonna get you're gonna get to the hole.