Latest / MC Fireside Chats, an Outdoor Hospitality Podcast / MC Fireside Chats - October 5th, 2022

Transcript

MC Fireside Chats - October 5th, 2022 · MC Fireside Chats, an Outdoor Hospitality Podcast

• 0:51
  What's
• 0:51
  up
• 0:52
  everybody?
• 0:52
  Welcome
• 0:52
  to
• 0:52
  another
• 0:53
  episode
• 0:53
  of
• 0:53
  MC
• 0:53
  Fireside
• 0:54
  Chats.
• 0:54
  My
• 0:54
  name
• 0:54
  is
• 0:54
  Brian
• 0:54
  Searl
• 0:55
  with
• 0:55
  Insider
• 0:55
  Perks.
• 0:55
  We
• 0:56
  are
• 0:56
  here
• 0:56
  live
• 0:56
  trying
• 0:57
  to
• 0:57
  do
• 0:57
  a
• 0:57
  show
• 0:57
  at
• 0:58
  the
• 0:58
  Glamping
• 0:58
  Show
• 0:59
  USA
• 1:00
  in
• 1:00
  Aurora,
• 1:00
  Colorado.
• 1:01
  Got
• 1:01
  a
• 1:01
  couple
• 1:01
  people
• 1:01
  here
• 1:02
  to
• 1:02
  join
• 1:02
  us
• 1:02
  on
• 1:02
  the
• 1:02
  show.
• 1:03
  We're
• 1:03
  gonna
• 1:03
  talk
• 1:03
  about
• 1:03
  their
• 1:03
  businesses,
• 1:04
  all
• 1:04
  the
• 1:04
  kinds
• 1:04
  of
• 1:04
  things
• 1:04
  that
• 1:04
  are
• 1:04
  going
• 1:05
  on
• 1:05
  at
• 1:05
  the
• 1:05
  show.
• 1:05
  Obviously,
• 1:06
  Cara
• 1:06
  might
• 1:06
  co-host
• 1:06
  behind
• 1:07
  me
• 1:07
  here
• 1:07
  is
• 1:07
  staggered
• 1:08
  on
• 1:08
  a
• 1:08
  picnic
• 1:08
  table.
• 1:08
  Later
• 1:09
  we
• 1:09
  might
• 1:09
  get
• 1:09
  adventurous
• 1:09
  and
• 1:09
  walk
• 1:10
  behind
• 1:10
  all
• 1:10
  those
• 1:10
  cool
• 1:10
  tents
• 1:11
  back
• 1:11
  there
• 1:11
  and
• 1:11
  see
• 1:11
  if
• 1:11
  we
• 1:12
  can
• 1:12
  really
• 1:12
  mess
• 1:12
  up
• 1:12
  the
• 1:12
  wifi
• 1:13
  signal
• 1:13
  that's
• 1:13
  barely
• 1:13
  hanging
• 1:14
  on
• 1:14
  by
• 1:14
  a
• 1:14
  threat.
• 1:14
  Yeah.
• 1:15
  But
• 1:15
  super
• 1:16
  excited
• 1:16
  to
• 1:16
  be
• 1:16
  here.
• 1:16
  Again,
• 1:17
  it's
• 1:17
  a
• 1:17
  record
• 1:17
  attendance
• 1:18
  levels.
• 1:18
  1400
• 1:19
  people
• 1:19
  are
• 1:20
  here.
• 1:20
  I
• 1:20
  think
• 1:20
  112
• 1:21
  exhibitors
• 1:22
  or
• 1:22
  something
• 1:22
  like
• 1:22
  that
• 1:23
  of
• 1:23
  which
• 1:23
  these
• 1:23
  people
• 1:24
  are
• 1:24
  part
• 1:24
  of
• 1:24
  those.
• 1:25
  And
• 1:25
  it's
• 1:25
  just
• 1:25
  amazing
• 1:26
  the
• 1:26
  amount
• 1:26
  of
• 1:26
  turnout
• 1:27
  and
• 1:27
  interest
• 1:27
  that
• 1:27
  is
• 1:27
  happening
• 1:28
  in
• 1:28
  the
• 1:28
  glamping
• 1:28
  space
• 1:29
  overall.
• 1:29
  Cara,
• 1:29
  do
• 1:29
  you
• 1:29
  wanna
• 1:30
  say
• 1:30
  anything,
• 1:30
  introduce
• 1:30
  anything
• 1:31
  before
• 1:31
  we
• 1:32
  introduce
• 1:32
  it
• 1:32
  to
• 1:32
  these
• 1:32
  people
• 1:33
  or
• 1:33
  toss
• 1:33
  'em
• 1:33
  over
• 1:33
  to
• 1:33
  them
• 1:34
  or
• 1:34
  uh,
• 1:34
  introduce
• 1:34
  anything?
• 1:35
  No,
• 1:35
  I
• 1:35
  don't.
• 1:35
  Is
• 1:36
  there
• 1:36
  anything
• 1:36
  you
• 1:36
  wanna
• 1:36
  talk
• 1:36
  about?
• 1:36
  I
• 1:37
  think
• 1:37
  I'm
• 1:37
  super
• 1:37
  excited
• 1:38
  to
• 1:38
  be
• 1:38
  here
• 1:39
  finally
• 1:39
  after
• 1:39
  years
• 1:40
  of
• 1:40
  of
• 1:41
  missing
• 1:41
  out
• 1:42
  and
• 1:42
  wishing
• 1:43
  that
• 1:43
  everybody
• 1:44
  I
• 1:44
  was
• 1:44
  here
• 1:44
  with
• 1:44
  everybody
• 1:45
  else
• 1:45
  come
• 1:45
  on
• 1:45
  in,
• 1:45
  Zach.
• 1:46
  You're
• 1:46
  fine,
• 1:46
  Zach,
• 1:46
  join
• 1:46
  us.
• 1:47
  But
• 1:47
  it
• 1:47
  sounds
• 1:48
  like
• 1:48
  we
• 1:48
  will,
• 1:48
  Canada
• 1:49
  will
• 1:49
  be
• 1:49
  getting
• 1:49
  more
• 1:50
  involved
• 1:50
  with
• 1:50
  the
• 1:50
  show
• 1:50
  in
• 1:51
  future
• 1:51
  years
• 1:51
  which
• 1:52
  I'm
• 1:52
  super,
• 1:52
  super
• 1:52
  excited
• 1:53
  for.
• 1:53
  Onwards
• 1:53
  and
• 1:53
  upwards.
• 1:54
  Awesome.
• 1:55
  Let's
• 1:55
  go
• 1:55
  around.
• 1:55
  I'm
• 1:55
  gonna
• 1:55
  take
• 1:55
  this
• 1:56
  mic
• 1:56
  and
• 1:56
  just
• 1:56
  pass
• 1:56
  it
• 1:56
  around
• 1:57
  to
• 1:57
  everybody
• 1:57
  else
• 1:57
  and
• 1:57
  just
• 1:58
  introduce
• 1:58
  yourself,
• 1:58
  talk
• 1:58
  about
• 1:59
  who
• 1:59
  you
• 1:59
  are.
• 2:01
  Yeah.
• 2:01
  Hi,
• 2:02
  I'm
• 2:02
  Connor
• 2:02
  Schwab.
• 2:03
  Super
• 2:03
  happy
• 2:04
  to
• 2:04
  be
• 2:04
  on
• 2:04
  the
• 2:04
  show,
• 2:04
  so
• 2:05
  thank
• 2:05
  you.
• 2:05
  Brian
• 2:05
  and
• 2:06
  Cara
• 2:06
  I
• 2:06
  work
• 2:06
  at
• 2:06
  Sage
• 2:07
  Outdoor
• 2:07
  Advisory.
• 2:08
  We
• 2:08
  specialize
• 2:08
  in
• 2:08
  helping
• 2:09
  launching
• 2:10
  and
• 2:10
  expanding
• 2:10
  glamping
• 2:11
  businesses
• 2:11
  and
• 2:12
  outdoor
• 2:12
  resorts
• 2:13
  and
• 2:14
  anything
• 2:15
  else?
• 2:16
  I
• 2:16
  don't
• 2:16
  know.
• 2:16
  I'm
• 2:16
  sure
• 2:16
  we'll
• 2:16
  I
• 2:16
  gotta,
• 2:17
  Yeah
• 2:17
  we
• 2:17
  gotta
• 2:17
  pass
• 2:17
  these
• 2:18
  mics
• 2:18
  around.
• 2:18
  We
• 2:18
  don't
• 2:18
  have
• 2:18
  the
• 2:19
  fancy
• 2:19
  equipment
• 2:19
  anymore,
• 2:20
  so
• 2:20
  I'm
• 2:20
  sure
• 2:20
  we'll
• 2:20
  have
• 2:20
  more
• 2:20
  questions
• 2:21
  for
• 2:21
  you,
• 2:21
  Connor.
• 2:21
  But
• 2:21
  one
• 2:21
  of
• 2:22
  the
• 2:22
  biggest
• 2:22
  things
• 2:22
  I
• 2:22
  have,
• 2:22
  I
• 2:22
  guess
• 2:23
  for
• 2:23
  you
• 2:23
  is
• 2:23
  you've
• 2:24
  worked
• 2:24
  with
• 2:24
  KOA
• 2:24
  on
• 2:25
  this
• 2:25
  study
• 2:25
  that
• 2:25
  was
• 2:25
  presented,
• 2:26
  right?
• 2:26
  Whitney,
• 2:26
  Scott
• 2:26
  presented
• 2:27
  and
• 2:27
  all
• 2:27
  that
• 2:27
  kind
• 2:27
  stuff.
• 2:28
  Where
• 2:28
  do
• 2:28
  you
• 2:28
  get
• 2:29
  this
• 2:29
  data
• 2:29
  and
• 2:29
  where
• 2:29
  we
• 2:29
  saw
• 2:30
  your
• 2:30
  presentation
• 2:30
  to
• 2:30
  Cara
• 2:31
  was
• 2:31
  talking
• 2:31
  about
• 2:31
  it,
• 2:31
  right?
• 2:31
  Where
• 2:32
  do,
• 2:32
  not,
• 2:32
  where
• 2:32
  do
• 2:32
  you
• 2:32
  get
• 2:33
  the
• 2:33
  data?
• 2:33
  Don't
• 2:33
  give
• 2:33
  away
• 2:33
  your
• 2:33
  secrets,
• 2:34
  right?
• 2:34
  But
• 2:34
  why
• 2:34
  is
• 2:34
  it
• 2:34
  so
• 2:34
  important?
• 2:35
  Why
• 2:35
  is
• 2:35
  there
• 2:35
  a
• 2:35
  void
• 2:36
  in
• 2:36
  the
• 2:36
  glamping
• 2:36
  industry
• 2:37
  for
• 2:37
  it?
• 2:38
  Yeah,
• 2:38
  so
• 2:38
  we,
• 2:39
  we
• 2:39
  just
• 2:39
  did
• 2:39
  a
• 2:39
  presentation
• 2:40
  and
• 2:40
  it
• 2:40
  was
• 2:40
  called
• 2:41
  bridging
• 2:41
  the
• 2:41
  gap
• 2:42
  between
• 2:42
  outdoor
• 2:42
  hospitality
• 2:43
  projects
• 2:44
  and
• 2:44
  investment.
• 2:45
  And
• 2:45
  we
• 2:45
  Talked
• 2:46
  about
• 2:46
  how
• 2:46
  glamping
• 2:46
  in
• 2:47
  particular
• 2:47
  is
• 2:47
  so
• 2:47
  new
• 2:48
  and
• 2:48
  there's
• 2:48
  so
• 2:48
  much
• 2:48
  variety
• 2:49
  and
• 2:49
  it's
• 2:49
  so
• 2:49
  improving
• 2:50
  that
• 2:51
  many
• 2:51
  investors
• 2:51
  are
• 2:51
  hesitant
• 2:52
  to
• 2:52
  invest
• 2:53
  in
• 2:53
  something.
• 2:53
  And
• 2:54
  if
• 2:54
  you
• 2:54
  see
• 2:54
  your
• 2:54
  projections
• 2:55
  and
• 2:55
  you're
• 2:55
  saying
• 2:56
  you're
• 2:56
  gonna
• 2:56
  charge
• 2:56
  $300
• 2:57
  a
• 2:57
  night
• 2:57
  for
• 2:57
  people
• 2:57
  to
• 2:57
  sleep
• 2:58
  tens,
• 2:58
  they
• 2:58
  might
• 2:58
  scoff
• 2:59
  at
• 2:59
  that.
• 2:59
  And
• 2:59
  so
• 3:00
  what
• 3:00
  we're
• 3:01
  trying
• 3:01
  to
• 3:01
  do
• 3:01
  is
• 3:01
  elevate
• 3:02
  the
• 3:02
  whole
• 3:02
  industry
• 3:02
  and
• 3:02
  start
• 3:03
  to
• 3:03
  track
• 3:03
  and
• 3:03
  curate
• 3:04
  data
• 3:04
  of
• 3:04
  all
• 3:04
  the
• 3:05
  successfully
• 3:05
  operating
• 3:06
  glamping
• 3:06
  businesses
• 3:07
  and
• 3:07
  make
• 3:07
  that,
• 3:08
  publicly
• 3:08
  available
• 3:09
  so
• 3:09
  that
• 3:09
  when
• 3:10
  people
• 3:10
  are
• 3:10
  expanding
• 3:11
  or
• 3:11
  when
• 3:11
  they
• 3:11
  are
• 3:11
  launching
• 3:11
  a
• 3:12
  business,
• 3:12
  they
• 3:12
  can
• 3:12
  point
• 3:12
  to
• 3:13
  this
• 3:13
  evidence
• 3:13
  in
• 3:13
  the
• 3:13
  market
• 3:14
  that,
• 3:14
  hey,
• 3:14
  these
• 3:15
  businesses
• 3:15
  are
• 3:15
  really
• 3:15
  succeeding.
• 3:16
  And
• 3:16
  give
• 3:16
  some
• 3:16
  of
• 3:16
  that
• 3:17
  confidence
• 3:17
  to
• 3:17
  the
• 3:17
  investors.
• 3:18
  Awesome.
• 3:19
  I
• 3:19
  really
• 3:19
  wanna
• 3:19
  dive
• 3:20
  into
• 3:20
  some
• 3:20
  of
• 3:20
  your
• 3:20
  statistics,
• 3:20
  but
• 3:20
  let's
• 3:21
  introduce
• 3:21
  everybody
• 3:21
  else
• 3:21
  here
• 3:22
  first.
• 3:22
  We
• 3:22
  got
• 3:22
  Nick
• 3:22
  from
• 3:22
  Glec.
• 3:23
  Go
• 3:23
  ahead
• 3:23
  to
• 3:23
  Nick.
• 3:24
  Yeah,
• 3:24
  my
• 3:24
  name's
• 3:24
  Nick.
• 3:24
  I'm
• 3:25
  managing
• 3:25
  director
• 3:25
  of
• 3:25
  Glec
• 3:26
  North
• 3:26
  America.
• 3:27
  We've
• 3:27
  been
• 3:27
  operating
• 3:28
  in
• 3:28
  starting
• 3:28
  in
• 3:28
  the
• 3:28
  UK
• 3:29
  in
• 3:29
  2019
• 3:30
  and
• 3:30
  we
• 3:30
  arrived
• 3:30
  in
• 3:30
  North
• 3:31
  America
• 3:31
  in
• 3:32
  July
• 3:32
  of
• 3:32
  this
• 3:32
  year.
• 3:32
  We
• 3:33
  hope
• 3:33
  to
• 3:33
  just
• 3:33
  guide
• 3:34
  people
• 3:34
  through
• 3:34
  the
• 3:34
  process
• 3:34
  of
• 3:34
  starting
• 3:35
  a
• 3:35
  business
• 3:36
  with
• 3:36
  a
• 3:36
  particular
• 3:36
  focus
• 3:37
  on
• 3:37
  the
• 3:37
  early
• 3:37
  stages
• 3:37
  of
• 3:37
  the
• 3:37
  zoning
• 3:38
  and
• 3:38
  permitting
• 3:39
  and
• 3:39
  make
• 3:39
  sure
• 3:39
  they've
• 3:39
  got
• 3:39
  all
• 3:39
  the
• 3:40
  right
• 3:40
  zoning
• 3:40
  in
• 3:40
  place
• 3:40
  and
• 3:41
  sat
• 3:41
  the
• 3:41
  very
• 3:41
  much
• 3:41
  what
• 3:41
  they
• 3:42
  might
• 3:42
  need
• 3:42
  to
• 3:42
  do.
• 3:42
  And
• 3:43
  then
• 3:43
  we
• 3:43
  can
• 3:43
  work
• 3:43
  with
• 3:43
  the
• 3:43
  likes
• 3:43
  of
• 3:44
  Zach
• 3:44
  and
• 3:44
  Conno,
• 3:45
  whether
• 3:45
  it's
• 3:45
  for
• 3:45
  the
• 3:46
  architectural
• 3:46
  stuff
• 3:47
  or
• 3:47
  the
• 3:47
  feasibility
• 3:47
  stuff,
• 3:48
  and
• 3:48
  just
• 3:48
  of
• 3:48
  point
• 3:48
  people
• 3:49
  in
• 3:49
  the
• 3:49
  right
• 3:49
  direction
• 3:50
  and
• 3:50
  just
• 3:50
  help
• 3:50
  them
• 3:50
  through
• 3:50
  the
• 3:50
  whole
• 3:51
  process
• 3:51
  essentially.
• 3:52
  And
• 3:52
  I
• 3:52
  was
• 3:52
  talking
• 3:52
  to
• 3:52
  you
• 3:52
  at
• 3:52
  your
• 3:53
  booth
• 3:53
  earlier,
• 3:53
  right?
• 3:53
  We
• 3:53
  did
• 3:54
  another
• 3:54
  separate
• 3:54
  article
• 3:55
  thing
• 3:55
  for
• 3:55
  Modern
• 3:55
  Campground
• 3:56
  on
• 3:56
  you
• 3:56
  guys,
• 3:56
  but
• 3:56
  you
• 3:56
  were
• 3:56
  telling
• 3:57
  us
• 3:57
  how
• 3:57
  you
• 3:57
  rapidly
• 3:58
  expanded
• 3:59
  coming
• 3:59
  from
• 3:59
  the
• 3:59
  Middle
• 3:59
  East
• 4:00
  and
• 4:00
  from
• 4:00
  the
• 4:00
  uk.
• 4:00
  And
• 4:01
  so
• 4:01
  how
• 4:01
  does
• 4:02
  that.
• 4:02
  Information
• 4:03
  inform
• 4:03
  what
• 4:03
  you
• 4:03
  do
• 4:04
  here
• 4:04
  in
• 4:04
  the
• 4:04
  us?
• 4:05
  Yeah,
• 4:05
  so
• 4:05
  we've
• 4:05
  had
• 4:05
  the
• 4:06
  benefit
• 4:06
  of
• 4:06
  obviously
• 4:06
  working
• 4:07
  in
• 4:07
  the
• 4:07
  UK
• 4:07
  industry,
• 4:07
  which
• 4:08
  is
• 4:08
  like
• 4:08
  the
• 4:08
  most
• 4:08
  mature
• 4:09
  glamping
• 4:09
  market
• 4:10
  probably
• 4:10
  in
• 4:10
  the
• 4:10
  world.
• 4:11
  So
• 4:11
  we're
• 4:11
  able
• 4:11
  to
• 4:11
  see
• 4:11
  like
• 4:12
  what's
• 4:12
  happened
• 4:12
  over
• 4:12
  the
• 4:12
  years
• 4:13
  there
• 4:13
  and
• 4:13
  how
• 4:13
  that
• 4:13
  might
• 4:13
  inform
• 4:14
  what's
• 4:14
  gonna
• 4:14
  happen
• 4:15
  in
• 4:15
  the
• 4:15
  us
• 4:15
  But
• 4:16
  ultimately
• 4:16
  I
• 4:16
  think
• 4:16
  because
• 4:17
  there's
• 4:17
  so
• 4:17
  many
• 4:18
  different
• 4:18
  cultures
• 4:18
  and
• 4:19
  like
• 4:19
  just
• 4:19
  everything
• 4:20
  is
• 4:20
  different,
• 4:20
  like
• 4:20
  it's
• 4:21
  gonna
• 4:21
  go
• 4:21
  a
• 4:21
  different
• 4:21
  trajectory,
• 4:22
  but
• 4:22
  there,
• 4:22
  there's
• 4:22
  certainly
• 4:23
  some
• 4:23
  parallels
• 4:23
  that
• 4:23
  we
• 4:23
  see
• 4:24
  as
• 4:24
  the
• 4:24
  industry
• 4:24
  will
• 4:24
  mature
• 4:25
  in,
• 4:25
  in
• 4:25
  the
• 4:25
  coming
• 4:25
  years
• 4:26
  as
• 4:26
  well.
• 4:26
  Awesome.
• 4:27
  Excited
• 4:27
  to
• 4:27
  talk
• 4:27
  to
• 4:27
  you
• 4:28
  too,
• 4:28
  sas.
• 4:29
  Is
• 4:29
  all
• 4:29
  the
• 4:29
  way
• 4:29
  here
• 4:29
  from
• 4:30
  the
• 4:30
  uk,
• 4:30
  from
• 4:31
  Devon.
• 4:31
  I
• 4:31
  knew
• 4:32
  it
• 4:32
  started
• 4:32
  with
• 4:32
  a
• 4:32
  d
• 4:33
  I'm
• 4:33
  bad
• 4:33
  with
• 4:33
  names,
• 4:34
  bad
• 4:34
  with
• 4:34
  cities,
• 4:34
  bad
• 4:34
  about
• 4:34
  everything,
• 4:35
  including
• 4:35
  hosting
• 4:35
  podcast,
• 4:36
  but
• 4:36
  doing
• 4:37
  very
• 4:37
  well.
• 4:38
  So
• 4:38
  my
• 4:38
  name's
• 4:38
  Sasha
• 4:38
  Macy
• 4:39
  and
• 4:39
  I'm
• 4:39
  the
• 4:39
  owner
• 4:40
  of
• 4:40
  Ys
• 4:40
  for
• 4:40
  Life.
• 4:41
  And
• 4:42
  we
• 4:42
  make
• 4:43
  Ys
• 4:43
  in
• 4:43
  Devon.
• 4:44
  They're
• 4:44
  the
• 4:44
  KRS
• 4:45
  design,
• 4:46
  which
• 4:46
  means
• 4:46
  we
• 4:47
  steam
• 4:47
  bend
• 4:47
  all
• 4:48
  the
• 4:48
  wood
• 4:48
  that
• 4:48
  makes
• 4:48
  the
• 4:49
  frame.
• 4:49
  We're
• 4:49
  a
• 4:49
  small
• 4:49
  company
• 4:50
  where
• 4:50
  we're
• 4:50
  growing
• 4:51
  fast.
• 4:51
  We've
• 4:52
  been
• 4:52
  going
• 4:52
  for
• 4:52
  13
• 4:53
  years.
• 4:54
  I
• 4:54
  took
• 4:54
  over
• 4:54
  the
• 4:54
  business
• 4:55
  eight
• 4:55
  years
• 4:55
  ago,
• 4:56
  so
• 4:56
  we've
• 4:56
  been
• 4:57
  doing
• 4:57
  this
• 4:57
  a
• 4:57
  while
• 4:57
  now.
• 4:58
  We
• 4:58
  know
• 4:58
  what
• 4:58
  we're
• 4:58
  doing
• 4:59
  and
• 4:59
  we're
• 4:59
  pretty
• 4:59
  good
• 4:59
  at
• 4:59
  it
• 5:00
  actually,
• 5:00
  if,
• 5:00
  I
• 5:01
  don't
• 5:01
  mean
• 5:01
  to
• 5:01
  blow
• 5:01
  my
• 5:02
  own
• 5:02
  trumpet.
• 5:02
  But
• 5:03
  it's
• 5:03
  really
• 5:03
  not
• 5:03
  me.
• 5:03
  It's
• 5:04
  the
• 5:04
  team
• 5:04
  we've
• 5:04
  got,
• 5:05
  We're
• 5:05
  out
• 5:05
  to
• 5:05
  20
• 5:05
  people.
• 5:06
  Five
• 5:06
  of
• 5:06
  us
• 5:07
  administrate
• 5:07
  it
• 5:08
  and
• 5:08
  I've
• 5:08
  got
• 5:08
  15
• 5:09
  makers.
• 5:10
  I've
• 5:10
  got
• 5:10
  a
• 5:10
  canvas
• 5:10
  workshop
• 5:11
  and
• 5:11
  a
• 5:11
  wood
• 5:11
  workshop,
• 5:12
  and
• 5:13
  it's
• 5:13
  amazing
• 5:13
  what
• 5:13
  my
• 5:14
  guys
• 5:14
  do
• 5:14
  is
• 5:14
  phenomen.
• 5:15
  And
• 5:15
  so
• 5:15
  we
• 5:16
  know
• 5:16
  London
• 5:16
  obviously
• 5:17
  has
• 5:17
  a
• 5:17
  very
• 5:17
  big
• 5:17
  glamping
• 5:18
  show
• 5:18
  that
• 5:18
  hopefully
• 5:18
  I'll
• 5:18
  get
• 5:18
  to
• 5:19
  next
• 5:19
  year
• 5:19
  just
• 5:19
  for
• 5:19
  vacation
• 5:20
  in
• 5:20
  London,
• 5:20
  but
• 5:20
  also
• 5:20
  the
• 5:21
  show.
• 5:21
  What
• 5:21
  made
• 5:21
  you
• 5:22
  come
• 5:22
  all
• 5:22
  the
• 5:22
  way
• 5:22
  out
• 5:22
  here?
• 5:22
  We.
• 5:23
  We've
• 5:23
  sold
• 5:23
  one
• 5:24
  year
• 5:24
  to
• 5:25
  a
• 5:25
  high
• 5:25
  net
• 5:25
  worth
• 5:25
  in
• 5:25
  the
• 5:25
  Hamptons
• 5:26
  and
• 5:27
  we're
• 5:27
  just
• 5:27
  about
• 5:27
  to
• 5:27
  close
• 5:28
  a
• 5:28
  deal
• 5:28
  that's
• 5:29
  going
• 5:29
  to
• 5:29
  Virginia
• 5:30
  for
• 5:30
  about
• 5:30
  four
• 5:30
  years
• 5:31
  and
• 5:32
  our
• 5:32
  traffic
• 5:32
  on
• 5:32
  our
• 5:33
  website
• 5:33
  and
• 5:33
  our
• 5:33
  inquiries
• 5:34
  have
• 5:34
  increased
• 5:35
  significantly
• 5:36
  over
• 5:36
  the
• 5:36
  last
• 5:37
  year.
• 5:37
  And
• 5:38
  we've
• 5:38
  just
• 5:38
  been
• 5:39
  chatting
• 5:39
  with
• 5:39
  other
• 5:39
  suppliers
• 5:40
  looking
• 5:40
  at
• 5:41
  what's
• 5:41
  going
• 5:41
  on
• 5:41
  in
• 5:41
  the
• 5:41
  states.
• 5:42
  And
• 5:43
  I
• 5:43
  think
• 5:43
  this,
• 5:43
  the
• 5:43
  whole
• 5:44
  point
• 5:44
  of
• 5:44
  us
• 5:44
  being
• 5:44
  here
• 5:45
  as
• 5:45
  a
• 5:45
  business
• 5:45
  is
• 5:45
  just
• 5:46
  to
• 5:46
  see
• 5:46
  if
• 5:46
  the
• 5:46
  American
• 5:47
  market
• 5:47
  like
• 5:47
  what
• 5:48
  we
• 5:48
  do.
• 5:48
  So
• 5:49
  we're
• 5:49
  on
• 5:49
  a
• 5:49
  massive
• 5:50
  research
• 5:50
  mission
• 5:51
  meeting
• 5:51
  as
• 5:51
  many
• 5:52
  people
• 5:52
  as
• 5:52
  we
• 5:52
  possibly
• 5:52
  can
• 5:53
  just
• 5:53
  to
• 5:53
  see
• 5:53
  if
• 5:53
  they
• 5:53
  like
• 5:54
  our
• 5:54
  year.
• 5:54
  And
• 5:54
  then
• 5:55
  we
• 5:55
  can
• 5:55
  maybe
• 5:55
  target
• 5:56
  this
• 5:56
  market
• 5:56
  specifically.
• 5:57
  So
• 5:57
  early
• 5:58
  returns
• 5:58
  on
• 5:58
  all
• 5:59
  the
• 5:59
  people's
• 5:59
  seven
• 5:59
  by
• 5:59
  booth,
• 6:00
  they.
• 6:00
  I
• 6:01
  tell
• 6:01
  you
• 6:01
  what,
• 6:01
  it's
• 6:01
  been
• 6:01
  so
• 6:02
  lovely.
• 6:03
  We
• 6:03
  do
• 6:03
  have
• 6:03
  a
• 6:03
  very
• 6:04
  different
• 6:04
  product
• 6:04
  that's
• 6:05
  offered
• 6:05
  that
• 6:05
  the,
• 6:05
  what
• 6:06
  is
• 6:06
  offered
• 6:06
  already
• 6:06
  in
• 6:06
  the
• 6:06
  uk
• 6:07
  in
• 6:07
  the
• 6:07
  US
• 6:08
  and
• 6:08
  people
• 6:09
  really
• 6:09
  like
• 6:09
  the
• 6:09
  craftmanship,
• 6:10
  which
• 6:10
  is
• 6:11
  just
• 6:11
  an
• 6:11
  honor.
• 6:12
  I
• 6:12
  can't
• 6:12
  wait
• 6:12
  to
• 6:12
  get
• 6:13
  back
• 6:13
  to,
• 6:13
  to
• 6:13
  let
• 6:13
  the
• 6:13
  team
• 6:14
  know.
• 6:14
  So
• 6:14
  I
• 6:14
  think
• 6:15
  if
• 6:15
  the
• 6:15
  leads
• 6:16
  turn
• 6:16
  into
• 6:16
  sales
• 6:17
  and
• 6:17
  it's
• 6:17
  looking
• 6:17
  really
• 6:17
  positive,
• 6:18
  then
• 6:18
  we'll
• 6:18
  start
• 6:18
  to
• 6:19
  make
• 6:19
  waves
• 6:20
  over
• 6:20
  here.
• 6:20
  Awesome.
• 6:21
  Yeah,
• 6:22
  I'm
• 6:22
  looking
• 6:22
  forward
• 6:22
  to
• 6:22
  talking
• 6:23
  to
• 6:23
  you
• 6:23
  more
• 6:23
  about
• 6:23
  that,
• 6:23
  Zach.
• 6:24
  My
• 6:24
  name's
• 6:24
  Zach
• 6:25
  Stoltenberg.
• 6:25
  I'm
• 6:25
  with
• 6:26
  Clockwork.
• 6:26
  We're
• 6:27
  an
• 6:27
  architecture
• 6:27
  and
• 6:28
  branding
• 6:28
  agency
• 6:29
  and
• 6:30
  I
• 6:30
  lead
• 6:30
  our
• 6:30
  outdoor
• 6:31
  hospitality
• 6:31
  studio.
• 6:32
  So
• 6:32
  we're
• 6:32
  based
• 6:32
  in
• 6:32
  Kansas
• 6:32
  City,
• 6:33
  but
• 6:33
  we
• 6:33
  do
• 6:33
  work
• 6:34
  all
• 6:34
  over
• 6:34
  the
• 6:34
  United
• 6:35
  States.
• 6:35
  Recently
• 6:35
  have
• 6:36
  a
• 6:36
  couple
• 6:37
  of
• 6:37
  international
• 6:37
  projects
• 6:38
  that
• 6:38
  we're
• 6:38
  starting
• 6:39
  and
• 6:39
  we
• 6:40
  focus
• 6:40
  on
• 6:40
  clamping
• 6:41
  Camping
• 6:41
  and
• 6:41
  RV
• 6:42
  Resort.
• 6:42
  So
• 6:42
  for
• 6:42
  the
• 6:42
  last
• 6:43
  two
• 6:43
  and
• 6:43
  a
• 6:43
  half
• 6:43
  years,
• 6:43
  this
• 6:44
  is
• 6:44
  all
• 6:44
  I've
• 6:44
  done.
• 6:45
  I'm
• 6:45
  a
• 6:45
  licensed
• 6:45
  architect.
• 6:46
  I've
• 6:46
  got
• 6:46
  a
• 6:46
  team
• 6:47
  of
• 6:47
  five
• 6:47
  in
• 6:47
  our
• 6:47
  studio
• 6:48
  in
• 6:48
  Kansas
• 6:49
  City.
• 6:49
  But
• 6:49
  we
• 6:50
  take
• 6:50
  a
• 6:50
  very
• 6:50
  different
• 6:50
  approach.
• 6:51
  We
• 6:51
  really
• 6:51
  want
• 6:52
  to
• 6:52
  partner
• 6:53
  with
• 6:53
  our
• 6:53
  clients.
• 6:54
  We
• 6:54
  want
• 6:54
  to
• 6:54
  come
• 6:55
  on
• 6:55
  as
• 6:55
  a
• 6:55
  trusted
• 6:55
  advisor.
• 6:56
  We
• 6:56
  don't
• 6:56
  wanna
• 6:57
  interject
• 6:58
  our
• 6:58
  own
• 6:58
  ideas.
• 6:58
  It's
• 6:59
  their
• 6:59
  vision
• 6:59
  for
• 7:00
  their
• 7:00
  resort,
• 7:01
  their
• 7:01
  site.
• 7:02
  We're
• 7:02
  there
• 7:02
  to
• 7:02
  help
• 7:03
  them
• 7:03
  execute
• 7:03
  it,
• 7:03
  help
• 7:04
  make
• 7:04
  it
• 7:04
  better,
• 7:05
  introduce
• 7:05
  new
• 7:05
  ideas,
• 7:06
  new
• 7:07
  revenue
• 7:07
  streams
• 7:08
  other
• 7:08
  ways
• 7:08
  that
• 7:08
  they
• 7:08
  can
• 7:09
  make
• 7:09
  money.
• 7:09
  And
• 7:10
  most,
• 7:11
  most
• 7:11
  all
• 7:11
  of
• 7:11
  our
• 7:12
  design
• 7:12
  work
• 7:12
  is
• 7:12
  done
• 7:12
  in
• 7:12
  full
• 7:13
  3d.
• 7:13
  So
• 7:13
  you
• 7:13
  don't
• 7:13
  need
• 7:14
  to
• 7:14
  be
• 7:14
  an
• 7:14
  engineer.
• 7:15
  You
• 7:15
  don't
• 7:15
  need
• 7:15
  to
• 7:15
  have
• 7:16
  a
• 7:16
  deep
• 7:16
  level
• 7:17
  of
• 7:17
  construction
• 7:18
  or
• 7:18
  anything
• 7:18
  to
• 7:18
  be
• 7:18
  able
• 7:19
  to
• 7:19
  understand
• 7:19
  what
• 7:20
  it's
• 7:20
  gonna
• 7:20
  look
• 7:20
  like
• 7:21
  when
• 7:21
  it's
• 7:21
  done.
• 7:22
  I
• 7:22
  think
• 7:22
  most
• 7:22
  of
• 7:22
  our
• 7:22
  clients
• 7:23
  really
• 7:23
  like
• 7:23
  that.
• 7:24
  And
• 7:24
  so
• 7:24
  the
• 7:24
  tools
• 7:25
  that
• 7:25
  we
• 7:25
  develop,
• 7:27
  Are
• 7:27
  both,
• 7:28
  in
• 7:28
  conjunction
• 7:29
  with
• 7:29
  groups
• 7:29
  like
• 7:30
  Sage
• 7:30
  when
• 7:30
  they
• 7:30
  want
• 7:30
  to
• 7:30
  do
• 7:31
  a
• 7:31
  market
• 7:31
  analysis
• 7:31
  or
• 7:32
  feasibility
• 7:32
  studies.
• 7:32
  How
• 7:33
  many
• 7:33
  units,
• 7:33
  what
• 7:33
  type
• 7:33
  of
• 7:34
  units?
• 7:34
  We
• 7:34
  help
• 7:35
  you
• 7:35
  figure
• 7:35
  that
• 7:35
  out.
• 7:35
  And
• 7:36
  then
• 7:36
  we
• 7:36
  back
• 7:36
  and
• 7:36
  forth,
• 7:37
  just
• 7:37
  cuz
• 7:37
  we
• 7:37
  can
• 7:38
  put
• 7:38
  300
• 7:38
  units
• 7:38
  on
• 7:39
  a
• 7:39
  site
• 7:39
  doesn't
• 7:39
  mean
• 7:39
  there's
• 7:39
  a
• 7:40
  market
• 7:40
  support
• 7:40
  for
• 7:40
  that.
• 7:41
  So
• 7:41
  we
• 7:41
  kind
• 7:41
  of
• 7:42
  collaborate
• 7:42
  and
• 7:42
  make
• 7:43
  sure
• 7:43
  that
• 7:43
  what
• 7:43
  we're
• 7:43
  doing
• 7:44
  is
• 7:44
  what
• 7:44
  our
• 7:45
  clients
• 7:45
  want,
• 7:46
  what
• 7:46
  their
• 7:46
  vision
• 7:46
  is,
• 7:47
  what
• 7:47
  is
• 7:48
  financially
• 7:48
  smart
• 7:49
  to
• 7:49
  do
• 7:50
  and
• 7:50
  within
• 7:50
  the
• 7:50
  budget
• 7:51
  that,
• 7:51
  that
• 7:51
  they're
• 7:52
  comfortable
• 7:52
  spending.
• 7:53
  We
• 7:53
  are
• 7:53
  licensed
• 7:54
  in
• 7:54
  all
• 7:54
  the
• 7:54
  United
• 7:55
  States.
• 7:55
  And
• 7:55
  so
• 7:55
  we,
• 7:56
  we
• 7:56
  can
• 7:56
  also
• 7:57
  help
• 7:57
  you
• 7:57
  navigate
• 7:58
  some
• 7:58
  of
• 7:58
  that
• 7:59
  permitting
• 7:59
  and
• 7:59
  approval
• 7:59
  process.
• 8:00
  So
• 8:01
  if
• 8:01
  you
• 8:01
  gotta
• 8:01
  go
• 8:02
  before
• 8:03
  planning
• 8:03
  and
• 8:03
  zoning
• 8:03
  commission
• 8:04
  and
• 8:04
  you
• 8:04
  don't
• 8:04
  want
• 8:04
  to
• 8:04
  get
• 8:04
  up
• 8:05
  and
• 8:05
  present
• 8:05
  that
• 8:05
  that's
• 8:06
  what
• 8:06
  we
• 8:06
  do.
• 8:06
  So
• 8:06
  we'll
• 8:07
  go
• 8:07
  and
• 8:07
  we'll
• 8:07
  be
• 8:08
  a
• 8:08
  representative,
• 8:08
  we'll
• 8:08
  speak
• 8:08
  on
• 8:09
  your
• 8:09
  behalf
• 8:09
  and
• 8:09
  navigate
• 8:10
  that,
• 8:10
  that
• 8:11
  permitting
• 8:11
  and
• 8:11
  approval
• 8:11
  process.
• 8:13
  So
• 8:13
  let's
• 8:13
  I'm
• 8:13
  gonna
• 8:13
  pass
• 8:13
  the
• 8:13
  bike
• 8:14
  over.
• 8:14
  You
• 8:14
  guys
• 8:14
  just
• 8:14
  talk.
• 8:15
  You
• 8:15
  wanna
• 8:15
  talk
• 8:15
  briefly
• 8:15
  about
• 8:16
  the
• 8:16
  interplay
• 8:16
  between
• 8:17
  your
• 8:17
  three
• 8:17
  companies
• 8:17
  and
• 8:17
  how
• 8:17
  it
• 8:17
  works,
• 8:18
  like
• 8:18
  maybe
• 8:18
  from
• 8:18
  start
• 8:19
  to
• 8:19
  finish.
• 8:19
  Give
• 8:19
  us
• 8:19
  a
• 8:19
  quick
• 8:20
  example
• 8:21
  of
• 8:21
  what
• 8:21
  you
• 8:21
  would
• 8:22
  do
• 8:22
  in
• 8:22
  building
• 8:22
  landing
• 8:22
  business.
• 8:23
  Somebody
• 8:23
  came
• 8:23
  to
• 8:23
  you
• 8:24
  working
• 8:24
  all
• 8:25
  three
• 8:25
  together,
• 8:25
  like
• 8:26
  I
• 8:26
  know.
• 8:31
  Yeah.
• 8:31
  So
• 8:32
  I've
• 8:33
  got
• 8:33
  the
• 8:34
  good
• 8:34
  fortune
• 8:34
  to
• 8:34
  work
• 8:35
  with
• 8:35
  both
• 8:35
  plant
• 8:35
  tech
• 8:36
  and
• 8:36
  clockwork.
• 8:36
  And
• 8:36
  there,
• 8:37
  there's
• 8:37
  some
• 8:37
  of
• 8:37
  leaders
• 8:37
  in
• 8:38
  the
• 8:38
  industry
• 8:39
  hands
• 8:39
  down.
• 8:40
  And
• 8:40
  we're
• 8:40
  always
• 8:41
  lucky
• 8:41
  when
• 8:41
  we
• 8:41
  get
• 8:41
  to
• 8:41
  work
• 8:42
  on
• 8:42
  a
• 8:42
  project
• 8:42
  with
• 8:42
  them.
• 8:43
  A
• 8:43
  typical
• 8:44
  process,
• 8:45
  it's
• 8:45
  different
• 8:45
  for
• 8:45
  every
• 8:45
  site,
• 8:46
  but
• 8:46
  usually
• 8:46
  the
• 8:46
  first
• 8:47
  thing
• 8:47
  you
• 8:47
  want
• 8:47
  to
• 8:47
  do
• 8:47
  is
• 8:48
  zoning
• 8:48
  and
• 8:48
  planning.
• 8:48
  And
• 8:48
  that's
• 8:49
  where
• 8:49
  lamp
• 8:49
  tech,
• 8:50
  Nick's
• 8:50
  team
• 8:50
  will
• 8:50
  come
• 8:51
  in
• 8:51
  and
• 8:51
  they're,
• 8:52
  very
• 8:52
  well
• 8:52
  experienced
• 8:52
  in
• 8:52
  the
• 8:53
  UK
• 8:53
  and
• 8:53
  and
• 8:53
  getting
• 8:53
  up
• 8:53
  to
• 8:54
  speed
• 8:54
  here
• 8:54
  in
• 8:54
  the
• 8:54
  US
• 8:54
  and
• 8:55
  can
• 8:55
  help
• 8:55
  with
• 8:55
  that.
• 8:55
  And
• 8:56
  all
• 8:56
  the
• 8:56
  questions
• 8:57
  and
• 8:57
  navigations
• 8:57
  that
• 8:57
  come
• 8:58
  with
• 8:58
  that.
• 8:58
  And
• 8:58
  then
• 8:59
  typically
• 8:59
  at
• 8:59
  that
• 8:59
  stage,
• 9:00
  we
• 9:00
  will
• 9:00
  engage
• 9:00
  with
• 9:01
  clockwork
• 9:01
  or
• 9:01
  we'll
• 9:02
  start
• 9:02
  a
• 9:02
  feasibility
• 9:02
  study.
• 9:03
  Usually
• 9:03
  they'll
• 9:03
  happen
• 9:04
  in
• 9:04
  tandem.
• 9:04
  And
• 9:04
  so
• 9:05
  what
• 9:05
  we
• 9:05
  come
• 9:06
  in
• 9:06
  is
• 9:06
  look
• 9:06
  at
• 9:06
  your
• 9:06
  offering
• 9:07
  your
• 9:07
  property,
• 9:08
  what's
• 9:08
  supportable
• 9:09
  on
• 9:09
  the
• 9:09
  property,
• 9:09
  what's
• 9:09
  supportable
• 9:10
  in
• 9:10
  the
• 9:10
  market
• 9:11
  and
• 9:11
  then
• 9:11
  we'll
• 9:11
  work
• 9:11
  with
• 9:11
  Zach
• 9:12
  to
• 9:12
  find
• 9:12
  things
• 9:12
  like
• 9:12
  budget,
• 9:13
  what's
• 9:13
  feasible
• 9:13
  with
• 9:13
  the
• 9:13
  land.
• 9:14
  And
• 9:14
  we'll
• 9:14
  we'll
• 9:15
  go
• 9:15
  back
• 9:15
  and
• 9:15
  forth
• 9:15
  until
• 9:16
  we
• 9:16
  find,
• 9:16
  a
• 9:16
  unit
• 9:17
  mix
• 9:17
  in
• 9:17
  an
• 9:17
  offering
• 9:18
  that
• 9:18
  makes
• 9:18
  the
• 9:19
  most
• 9:19
  sense,
• 9:19
  custom
• 9:20
  to
• 9:20
  your
• 9:20
  location.
• 9:21
  So
• 9:21
  we,
• 9:22
  we've
• 9:22
  all
• 9:22
  collaborate,
• 9:23
  collaborated
• 9:24
  on
• 9:24
  several
• 9:24
  projects
• 9:25
  and
• 9:25
  it's
• 9:25
  been
• 9:25
  pretty
• 9:26
  credible
• 9:26
  to
• 9:26
  see
• 9:27
  like
• 9:27
  what's
• 9:27
  coming
• 9:27
  to
• 9:27
  life
• 9:28
  through
• 9:28
  this.
• 9:29
  So
• 9:29
  what
• 9:29
  do
• 9:29
  you
• 9:29
  think,
• 9:30
  maybe
• 9:30
  MC,
• 9:30
  you
• 9:30
  wanna
• 9:31
  take
• 9:31
  this,
• 9:31
  What
• 9:31
  do
• 9:31
  you
• 9:31
  think
• 9:31
  changes?
• 9:32
  Would
• 9:32
  all
• 9:32
  three
• 9:32
  of
• 9:32
  you
• 9:32
  work
• 9:32
  together,
• 9:33
  which
• 9:33
  is
• 9:33
  one
• 9:33
  of
• 9:33
  you?
• 9:33
  I
• 9:33
  think
• 9:34
  you
• 9:34
  get
• 9:34
  the
• 9:34
  benefits
• 9:35
  of
• 9:36
  experts
• 9:36
  coming
• 9:36
  from
• 9:37
  all
• 9:37
  fields.
• 9:37
  Particularly,
• 9:38
  sage
• 9:38
  and
• 9:38
  part
• 9:38
  work,
• 9:39
  work
• 9:39
  together.
• 9:39
  It's
• 9:39
  not
• 9:40
  just
• 9:40
  sage
• 9:40
  doing
• 9:40
  the
• 9:40
  feed,
• 9:40
  a
• 9:40
  bit
• 9:41
  part
• 9:42
  work,
• 9:42
  doing
• 9:42
  the
• 9:42
  design,
• 9:42
  it's
• 9:43
  collaborating
• 9:43
  on
• 9:43
  that.
• 9:44
  We
• 9:44
  can
• 9:44
  do
• 9:44
  some
• 9:44
  initial
• 9:45
  due
• 9:45
  as
• 9:45
  well.
• 9:45
  And
• 9:46
  that
• 9:46
  sort
• 9:46
  of
• 9:46
  feeds
• 9:46
  into
• 9:47
  to,
• 9:47
  the
• 9:47
  architectural
• 9:48
  work
• 9:48
  later
• 9:48
  on.
• 9:48
  And
• 9:48
  it's
• 9:48
  just
• 9:49
  that
• 9:49
  collaboration,
• 9:50
  for
• 9:50
  example,
• 9:50
  we
• 9:50
  could.
• 9:51
  Bringing
• 9:51
  a
• 9:52
  client
• 9:52
  and
• 9:53
  we
• 9:53
  can
• 9:53
  be
• 9:53
  the
• 9:53
  point
• 9:53
  of
• 9:53
  contact.
• 9:54
  And
• 9:54
  if
• 9:54
  we
• 9:54
  can't
• 9:54
  answer
• 9:55
  a
• 9:55
  question,
• 9:55
  then
• 9:55
  we
• 9:55
  can
• 9:55
  pass
• 9:56
  to
• 9:56
  the
• 9:56
  people.
• 9:56
  We
• 9:56
  can.
• 9:56
  And
• 9:57
  being
• 9:57
  collaborating
• 9:58
  across
• 9:58
  the
• 9:58
  whole
• 9:59
  project
• 9:59
  is
• 10:00
  you
• 10:00
  get
• 10:00
  all
• 10:00
  the
• 10:00
  benefits
• 10:00
  of
• 10:01
  that
• 10:01
  and
• 10:01
  you
• 10:01
  knows,
• 10:01
  the
• 10:01
  whole
• 10:02
  group,
• 10:02
  never
• 10:02
  as
• 10:03
  opposed
• 10:03
  to
• 10:03
  just,
• 10:03
  Okay,
• 10:03
  we're
• 10:04
  gonna
• 10:04
  use
• 10:04
  this
• 10:04
  company
• 10:05
  for
• 10:05
  that,
• 10:05
  gonna
• 10:05
  use
• 10:05
  that
• 10:05
  company
• 10:06
  for
• 10:06
  that.
• 10:06
  You
• 10:06
  everyone
• 10:07
  is
• 10:07
  on
• 10:07
  the
• 10:07
  same
• 10:07
  page
• 10:08
  and
• 10:08
  bringing
• 10:08
  each
• 10:08
  other
• 10:09
  up
• 10:09
  throughout
• 10:09
  the
• 10:09
  whole
• 10:09
  processing.
• 10:10
  You
• 10:11
  guys,
• 10:11
  I
• 10:12
  think
• 10:12
  the
• 10:12
  other
• 10:12
  thing,
• 10:12
  the
• 10:13
  benefit
• 10:13
  that
• 10:13
  you
• 10:14
  have
• 10:14
  is,
• 10:14
  we're,
• 10:15
  we
• 10:15
  all
• 10:15
  specialized
• 10:16
  in
• 10:16
  what
• 10:16
  we
• 10:16
  do?
• 10:17
  We're
• 10:17
  experts.
• 10:17
  You
• 10:18
  wouldn't
• 10:18
  just
• 10:18
  call
• 10:19
  any
• 10:19
  general
• 10:19
  contractor
• 10:20
  to
• 10:20
  build
• 10:20
  a
• 10:20
  swimming
• 10:20
  pool
• 10:20
  for
• 10:21
  you.
• 10:21
  You're
• 10:21
  gonna
• 10:22
  call
• 10:22
  a
• 10:23
  pool
• 10:23
  builder,
• 10:24
  a
• 10:24
  pool
• 10:24
  company,
• 10:24
  that's
• 10:25
  what
• 10:25
  they
• 10:25
  do.
• 10:25
  And
• 10:26
  I
• 10:26
  think,
• 10:26
  this
• 10:26
  is
• 10:27
  definitely
• 10:27
  a
• 10:27
  niche
• 10:27
  industry.
• 10:28
  But
• 10:28
  I
• 10:28
  like
• 10:29
  to
• 10:29
  think
• 10:29
  that
• 10:29
  we're
• 10:29
  trying
• 10:30
  to
• 10:30
  be
• 10:30
  the
• 10:31
  best
• 10:31
  that
• 10:31
  we
• 10:31
  can
• 10:31
  be
• 10:32
  in,
• 10:32
  in
• 10:32
  this
• 10:33
  niche
• 10:33
  industry.
• 10:33
  And
• 10:34
  I
• 10:34
  think.
• 10:34
  Most
• 10:34
  of
• 10:34
  our
• 10:34
  clients
• 10:35
  recognize
• 10:35
  that
• 10:36
  we
• 10:36
  don't
• 10:36
  really
• 10:36
  do
• 10:37
  any
• 10:37
  marketing
• 10:38
  or
• 10:38
  advertising.
• 10:38
  A
• 10:38
  majority
• 10:39
  of
• 10:40
  the
• 10:40
  phone
• 10:40
  calls
• 10:40
  I
• 10:41
  get,
• 10:41
  we
• 10:41
  get
• 10:41
  three
• 10:42
  to
• 10:42
  four
• 10:42
  calls
• 10:42
  a
• 10:42
  week
• 10:42
  about
• 10:43
  new
• 10:43
  resorts.
• 10:44
  The
• 10:44
  majority
• 10:44
  of
• 10:44
  the
• 10:44
  people
• 10:45
  that
• 10:45
  I
• 10:45
  work
• 10:45
  with
• 10:46
  have
• 10:46
  been
• 10:46
  referred
• 10:46
  to
• 10:46
  us
• 10:47
  either
• 10:47
  by
• 10:47
  a
• 10:48
  client
• 10:48
  that
• 10:48
  we've
• 10:48
  worked
• 10:48
  with
• 10:48
  previously,
• 10:49
  or
• 10:50
  one
• 10:50
  of
• 10:50
  our
• 10:50
  partnerships,
• 10:51
  one
• 10:51
  of
• 10:51
  the
• 10:52
  people
• 10:52
  that
• 10:52
  we
• 10:52
  do
• 10:53
  a
• 10:53
  lot
• 10:53
  of
• 10:53
  work
• 10:53
  with.
• 10:54
  And,
• 10:54
  there's
• 10:54
  a
• 10:54
  level
• 10:55
  of
• 10:55
  comfort
• 10:56
  and
• 10:56
  trust
• 10:56
  and
• 10:57
  mutual
• 10:57
  respect
• 10:58
  in
• 10:58
  that,
• 10:58
  that
• 10:58
  we
• 10:59
  all
• 10:59
  serve
• 10:59
  an
• 10:59
  important
• 11:00
  role
• 11:00
  in
• 11:00
  there.
• 11:01
  And
• 11:01
  it
• 11:01
  really
• 11:01
  allows
• 11:02
  us
• 11:02
  each
• 11:02
  to
• 11:02
  focus
• 11:03
  on
• 11:03
  specifically
• 11:04
  what
• 11:04
  we
• 11:04
  do.
• 11:05
  You
• 11:05
  as
• 11:06
  a,
• 11:06
  as
• 11:06
  an
• 11:06
  architect
• 11:07
  I
• 11:07
  can
• 11:08
  design
• 11:08
  and
• 11:08
  create
• 11:08
  beautiful
• 11:09
  things,
• 11:09
  but
• 11:10
  if
• 11:10
  it's
• 11:10
  not
• 11:10
  on
• 11:10
  your.
• 11:11
  And
• 11:11
  it
• 11:11
  doesn't
• 11:11
  work
• 11:12
  with
• 11:12
  your
• 11:12
  finances,
• 11:13
  It
• 11:13
  doesn't
• 11:13
  matter
• 11:13
  how
• 11:13
  pretty
• 11:14
  it
• 11:14
  is,
• 11:14
  cuz
• 11:14
  you're
• 11:14
  not
• 11:15
  gonna
• 11:15
  be
• 11:15
  able
• 11:15
  to
• 11:15
  build
• 11:15
  it.
• 11:15
  If
• 11:16
  your
• 11:16
  jurisdiction
• 11:16
  says,
• 11:17
  that's
• 11:17
  not
• 11:17
  allowed
• 11:18
  in
• 11:18
  this
• 11:18
  zoning
• 11:19
  type
• 11:19
  and
• 11:19
  we
• 11:19
  won't
• 11:20
  allow
• 11:20
  you
• 11:20
  to
• 11:20
  rezone
• 11:21
  it
• 11:21
  or
• 11:22
  you
• 11:22
  can
• 11:22
  do
• 11:22
  it,
• 11:22
  but
• 11:23
  we're
• 11:23
  gonna
• 11:23
  drag
• 11:23
  it
• 11:23
  out
• 11:23
  for
• 11:24
  two
• 11:24
  years
• 11:24
  and
• 11:24
  it's
• 11:24
  gonna
• 11:24
  cost
• 11:25
  a
• 11:25
  hundred
• 11:25
  thousand
• 11:25
  dollars.
• 11:26
  It
• 11:26
  doesn't
• 11:27
  matter
• 11:27
  what
• 11:27
  I
• 11:27
  designed
• 11:28
  because
• 11:28
  we
• 11:28
  can't
• 11:28
  build
• 11:29
  it
• 11:29
  there,
• 11:29
  we
• 11:29
  can't
• 11:29
  do
• 11:29
  it.
• 11:30
  So
• 11:30
  I
• 11:30
  think,
• 11:30
  that
• 11:31
  the
• 11:31
  benefit
• 11:32
  that
• 11:32
  working
• 11:33
  as
• 11:33
  a
• 11:33
  group
• 11:33
  and
• 11:34
  working
• 11:34
  in
• 11:34
  those
• 11:35
  areas
• 11:35
  of
• 11:35
  expertise
• 11:36
  it
• 11:36
  makes
• 11:36
  all
• 11:37
  of
• 11:37
  us
• 11:37
  better
• 11:37
  at
• 11:37
  what
• 11:37
  we
• 11:38
  do
• 11:38
  and
• 11:38
  ultimately
• 11:39
  it
• 11:39
  serves
• 11:40
  our
• 11:40
  client
• 11:40
  better.
• 11:41
  And
• 11:41
  I
• 11:41
  think,
• 11:41
  a
• 11:41
  lot
• 11:41
  of
• 11:41
  people
• 11:42
  struggle
• 11:43
  in
• 11:43
  the
• 11:43
  beginning,
• 11:43
  especially
• 11:44
  because,
• 11:44
  everything
• 11:45
  we
• 11:45
  do
• 11:45
  cost
• 11:45
  money.
• 11:46
  There's
• 11:46
  a
• 11:46
  fee
• 11:46
  that's
• 11:46
  there
• 11:46
  with
• 11:47
  it.
• 11:47
  And,
• 11:47
  I've
• 11:47
  worked
• 11:48
  with
• 11:48
  clients
• 11:48
  that
• 11:48
  were
• 11:49
  two
• 11:49
  years
• 11:50
  in
• 11:50
  to
• 11:50
  trying
• 11:50
  to
• 11:50
  start
• 11:51
  their
• 11:51
  glamp.
• 11:52
  Business.
• 11:52
  And
• 11:53
  they
• 11:53
  tried
• 11:54
  to,
• 11:54
  navigate
• 11:55
  the
• 11:55
  county
• 11:56
  permitting
• 11:56
  process
• 11:57
  and
• 11:57
  get
• 11:57
  through
• 11:57
  planning
• 11:58
  and
• 11:58
  zoning
• 11:58
  on
• 11:58
  their
• 11:58
  own
• 11:59
  and
• 11:59
  kept
• 11:59
  running
• 12:00
  into
• 12:00
  roadblocks.
• 12:01
  And
• 12:01
  nobody
• 12:01
  will
• 12:02
  give
• 12:02
  me
• 12:02
  a
• 12:02
  straight
• 12:02
  answer
• 12:03
  and
• 12:03
  I
• 12:03
  don't
• 12:03
  know.
• 12:03
  And
• 12:04
  they
• 12:04
  say
• 12:04
  they're
• 12:04
  gonna
• 12:05
  vote
• 12:05
  on
• 12:05
  it
• 12:05
  next
• 12:05
  month,
• 12:06
  and
• 12:06
  then
• 12:06
  that
• 12:06
  gets
• 12:06
  delayed
• 12:07
  and
• 12:07
  then
• 12:07
  it
• 12:07
  gets
• 12:07
  tabled
• 12:08
  and,
• 12:08
  and
• 12:08
  so
• 12:09
  I
• 12:09
  think
• 12:10
  really
• 12:10
  working
• 12:11
  with
• 12:11
  professionals
• 12:12
  that,
• 12:12
  that's
• 12:12
  what
• 12:12
  we
• 12:12
  do.
• 12:13
  It's
• 12:13
  going
• 12:14
  to
• 12:14
  cost
• 12:15
  something
• 12:15
  to
• 12:15
  work
• 12:15
  with
• 12:15
  them,
• 12:16
  but
• 12:16
  in
• 12:16
  the
• 12:16
  long
• 12:16
  run,
• 12:17
  you're
• 12:17
  gonna
• 12:17
  save
• 12:18
  a
• 12:18
  lot
• 12:18
  more
• 12:19
  time
• 12:19
  and
• 12:19
  money.
• 12:19
  If
• 12:20
  you
• 12:20
  struggled
• 12:20
  to
• 12:20
  do
• 12:21
  it
• 12:21
  on
• 12:21
  your
• 12:21
  own
• 12:21
  for
• 12:21
  two
• 12:21
  years,
• 12:22
  how
• 12:23
  much,
• 12:23
  how
• 12:23
  many
• 12:24
  bookings
• 12:24
  could
• 12:24
  you
• 12:24
  have
• 12:24
  taken
• 12:25
  in
• 12:25
  that
• 12:25
  two
• 12:26
  year
• 12:26
  period?
• 12:26
  What's
• 12:27
  the
• 12:27
  revenue
• 12:27
  that
• 12:27
  was
• 12:27
  lost
• 12:28
  by
• 12:28
  trying
• 12:29
  to
• 12:29
  bootstrap
• 12:30
  this
• 12:30
  and
• 12:30
  do
• 12:30
  it
• 12:30
  all
• 12:30
  yourself?
• 12:31
  And
• 12:31
  I
• 12:31
  think
• 12:31
  we're
• 12:31
  all
• 12:32
  really
• 12:32
  flexible.
• 12:33
  We
• 12:33
  work
• 12:33
  one
• 12:33
  on
• 12:33
  one
• 12:34
  with
• 12:34
  our
• 12:34
  clients.
• 12:34
  Every,
• 12:35
  every
• 12:35
  project,
• 12:36
  every
• 12:36
  client
• 12:37
  is
• 12:37
  different.
• 12:38
  It's
• 12:38
  unique
• 12:38
  and
• 12:39
  we
• 12:39
  really.
• 12:39
  Rightsize
• 12:40
  what
• 12:40
  we
• 12:40
  do
• 12:40
  to,
• 12:41
  to
• 12:41
  each
• 12:41
  specific
• 12:42
  project.
• 12:43
  Cause
• 12:43
  not
• 12:43
  everything
• 12:44
  applies
• 12:44
  each
• 12:45
  time.
• 12:46
  And
• 12:46
  I
• 12:46
  think
• 12:46
  that
• 12:46
  was
• 12:46
  my
• 12:46
  goal
• 12:47
  with
• 12:47
  asking
• 12:47
  the
• 12:47
  question
• 12:47
  was
• 12:48
  to
• 12:48
  strip
• 12:48
  it
• 12:48
  down.
• 12:48
  To
• 12:48
  build
• 12:49
  it
• 12:49
  up.
• 12:49
  Because
• 12:49
  I,
• 12:49
  I
• 12:49
  understand
• 12:50
  the
• 12:50
  value
• 12:50
  of
• 12:50
  doing
• 12:51
  all
• 12:51
  that,
• 12:51
  but
• 12:51
  there's
• 12:51
  a
• 12:51
  lot
• 12:51
  of
• 12:51
  people
• 12:52
  who
• 12:52
  watch
• 12:52
  this
• 12:52
  show
• 12:53
  that
• 12:53
  are,
• 12:53
  Campground
• 12:54
  members
• 12:54
  primarily
• 12:56
  for
• 12:56
  sure.
• 12:56
  Camping
• 12:56
  audience,
• 12:56
  but
• 12:57
  don't
• 12:57
  understand
• 12:58
  the
• 12:58
  value
• 12:58
  of
• 12:58
  all
• 12:59
  the
• 12:59
  things
• 12:59
  that
• 12:59
  you
• 12:59
  provide.
• 13:00
  And,
• 13:01
  I
• 13:01
  understand
• 13:01
  that
• 13:01
  coming
• 13:01
  from
• 13:01
  a
• 13:02
  marketing
• 13:02
  perspective.
• 13:02
  I'll
• 13:02
  go
• 13:02
  and
• 13:02
  hire
• 13:03
  out
• 13:03
  the
• 13:03
  design
• 13:03
  and
• 13:04
  I'll
• 13:04
  hire
• 13:04
  out
• 13:04
  the
• 13:04
  feasibility
• 13:05
  and
• 13:05
  I'll
• 13:05
  hire
• 13:05
  out
• 13:05
  all
• 13:06
  the
• 13:06
  studies,
• 13:06
  but
• 13:06
  then
• 13:06
  I
• 13:06
  know
• 13:06
  how
• 13:07
  to
• 13:07
  do
• 13:07
  social
• 13:07
  media.
• 13:07
  I'll
• 13:08
  hire
• 13:08
  the
• 13:08
  marketing
• 13:08
  guy,
• 13:08
  which
• 13:09
  is
• 13:09
  me.
• 13:09
  And
• 13:09
  so
• 13:09
  I
• 13:09
  understand
• 13:10
  where
• 13:10
  it's
• 13:10
  coming
• 13:10
  from.
• 13:10
  So
• 13:11
  I'm
• 13:11
  trying
• 13:11
  to
• 13:11
  give
• 13:11
  them
• 13:11
  a
• 13:11
  guide
• 13:12
  of
• 13:12
  here's
• 13:12
  what
• 13:12
  really
• 13:13
  goes
• 13:13
  into
• 13:14
  all
• 13:14
  the
• 13:14
  things
• 13:15
  that
• 13:15
  need
• 13:15
  accomplished
• 13:15
  to
• 13:15
  do
• 13:16
  well
• 13:16
  and
• 13:16
  to
• 13:16
  be
• 13:16
  successful.
• 13:17
  Yeah.
• 13:17
  And
• 13:18
  we
• 13:18
  do
• 13:18
  a
• 13:18
  lot
• 13:18
  of
• 13:18
  work
• 13:18
  with
• 13:19
  existing
• 13:19
  resorts
• 13:20
  and
• 13:21
  back
• 13:21
  to
• 13:21
  that
• 13:21
  each
• 13:22
  one's
• 13:22
  unique,
• 13:23
  those
• 13:23
  owners.
• 13:24
  Know
• 13:25
  their
• 13:25
  property
• 13:26
  better
• 13:26
  than
• 13:26
  anybody
• 13:27
  else.
• 13:27
  They
• 13:27
  know
• 13:28
  what
• 13:28
  they're
• 13:28
  doing
• 13:28
  well,
• 13:29
  they
• 13:29
  know
• 13:30
  what
• 13:30
  their
• 13:30
  missed
• 13:30
  opportunities
• 13:31
  are.
• 13:31
  They
• 13:31
  know
• 13:31
  what
• 13:31
  their
• 13:31
  pain
• 13:32
  points
• 13:32
  are.
• 13:32
  And
• 13:32
  we
• 13:33
  come
• 13:33
  in
• 13:33
  and
• 13:34
  we
• 13:34
  listen.
• 13:35
  That,
• 13:36
  I
• 13:36
  think
• 13:36
  that's
• 13:36
  probably
• 13:36
  the
• 13:37
  biggest
• 13:37
  differentiator.
• 13:38
  Because
• 13:38
  I
• 13:39
  think
• 13:39
  everybody's
• 13:39
  worked
• 13:39
  with
• 13:40
  an
• 13:40
  architect
• 13:40
  at
• 13:40
  some
• 13:40
  point
• 13:41
  and
• 13:41
  a
• 13:41
  lot
• 13:41
  of
• 13:41
  them
• 13:41
  have
• 13:42
  really
• 13:42
  bad
• 13:42
  experiences
• 13:43
  and
• 13:43
  bad
• 13:44
  impressions.
• 13:44
  And
• 13:44
  we
• 13:45
  really
• 13:45
  pride
• 13:45
  ourselves
• 13:45
  on
• 13:46
  listening
• 13:46
  to
• 13:46
  our
• 13:46
  client
• 13:47
  and
• 13:47
  being
• 13:47
  responsive
• 13:48
  to
• 13:48
  them
• 13:48
  and
• 13:48
  their
• 13:48
  specific
• 13:49
  needs
• 13:49
  and
• 13:49
  what
• 13:49
  they
• 13:50
  want
• 13:50
  to
• 13:50
  do.
• 13:51
  So
• 13:51
  at
• 13:51
  what
• 13:51
  point
• 13:51
  do
• 13:52
  you
• 13:52
  involve
• 13:52
  companies
• 13:52
  like
• 13:53
  Sasha?
• 13:53
  At
• 13:53
  what
• 13:53
  point
• 13:54
  do
• 13:54
  you
• 13:54
  look
• 13:54
  at
• 13:54
  what
• 13:55
  is
• 13:55
  it
• 13:55
  all,
• 13:55
  part
• 13:55
  of
• 13:55
  the
• 13:55
  design,
• 13:56
  all
• 13:56
  that
• 13:56
  kinda
• 13:56
  stuff,
• 13:56
  but
• 13:56
  I
• 13:57
  dunno
• 13:57
  anything
• 13:57
  about,
• 13:58
  but
• 13:58
  at
• 13:58
  what
• 13:58
  point
• 13:59
  do
• 13:59
  you
• 13:59
  involve
• 13:59
  suppliers
• 14:00
  of
• 14:00
  actual
• 14:01
  accommodation?
• 14:02
  Nick,
• 14:02
  do
• 14:02
  you
• 14:02
  wanna
• 14:03
  start
• 14:03
  with
• 14:03
  that
• 14:03
  one?
• 14:04
  Yeah,
• 14:04
  I
• 14:04
  think
• 14:04
  we
• 14:04
  probably
• 14:04
  all
• 14:04
  have
• 14:05
  different
• 14:05
  sort
• 14:05
  of
• 14:05
  procedures
• 14:06
  to
• 14:06
  this,
• 14:06
  but
• 14:06
  one
• 14:07
  thing
• 14:07
  I
• 14:07
  would
• 14:07
  do
• 14:07
  is
• 14:08
  cause
• 14:08
  we
• 14:08
  partner
• 14:08
  with
• 14:08
  lots
• 14:09
  of
• 14:09
  manufacturers
• 14:09
  in
• 14:10
  the
• 14:10
  space
• 14:10
  and
• 14:10
  I
• 14:10
  can
• 14:11
  get
• 14:11
  on
• 14:11
  the
• 14:11
  Zoom
• 14:11
  for
• 14:11
  with
• 14:12
  a
• 14:12
  client
• 14:12
  and
• 14:12
  just.
• 14:13
  Walk
• 14:13
  through
• 14:13
  each
• 14:13
  of
• 14:14
  our
• 14:14
  manufacturers
• 14:14
  get,
• 14:15
  Cause
• 14:15
  we
• 14:15
  are
• 14:15
  not
• 14:15
  interested
• 14:16
  in,
• 14:16
  let's
• 14:16
  say
• 14:16
  we
• 14:16
  make
• 14:17
  a
• 14:17
  small
• 14:17
  commission
• 14:17
  from
• 14:18
  passing
• 14:18
  onto
• 14:19
  one
• 14:19
  of
• 14:19
  our
• 14:19
  sort
• 14:19
  of
• 14:19
  manufacturing
• 14:20
  partners.
• 14:21
  We're
• 14:21
  not
• 14:21
  bothered
• 14:22
  about
• 14:22
  just
• 14:22
  just
• 14:23
  chilling
• 14:23
  on
• 14:23
  to
• 14:23
  our
• 14:24
  partners.
• 14:24
  We
• 14:24
  want
• 14:24
  make
• 14:25
  sure
• 14:25
  that
• 14:25
  I
• 14:27
  is
• 14:27
  getting
• 14:27
  exactly
• 14:27
  what
• 14:27
  they
• 14:28
  want.
• 14:28
  So
• 14:28
  we'll
• 14:28
  walk
• 14:28
  through
• 14:29
  as
• 14:29
  Zoom,
• 14:29
  call
• 14:29
  half
• 14:30
  an
• 14:30
  hour
• 14:30
  and
• 14:30
  they
• 14:31
  beat
• 14:31
  you
• 14:31
  10.
• 14:31
  These
• 14:32
  guys
• 14:32
  make
• 14:32
  sense
• 14:32
  to
• 14:33
  you.
• 14:33
  Like
• 14:33
  these,
• 14:33
  you
• 14:33
  like
• 14:33
  these.
• 14:34
  And
• 14:34
  then,
• 14:34
  once
• 14:35
  we
• 14:35
  get
• 14:35
  a
• 14:35
  sense
• 14:35
  of
• 14:35
  what
• 14:36
  the
• 14:36
  client
• 14:36
  really
• 14:36
  likes
• 14:36
  we'll
• 14:37
  be
• 14:37
  able
• 14:37
  to
• 14:37
  make
• 14:37
  those
• 14:37
  introductions,
• 14:38
  make
• 14:38
  sure
• 14:38
  they're
• 14:39
  after,
• 14:39
  just
• 14:39
  keep
• 14:39
  in
• 14:40
  touch
• 14:40
  with
• 14:40
  the
• 14:40
  process
• 14:40
  then,
• 14:41
  so
• 14:41
  we
• 14:41
  can
• 14:41
  help
• 14:41
  with
• 14:42
  whether
• 14:42
  we
• 14:42
  needs
• 14:42
  to
• 14:42
  pass
• 14:42
  on
• 14:43
  to
• 14:43
  color
• 14:43
  or
• 14:43
  Exactly
• 14:44
  whoever.
• 14:44
  As
• 14:45
  long
• 14:45
  as
• 14:45
  we're
• 14:45
  still
• 14:45
  in
• 14:45
  touch
• 14:45
  with
• 14:45
  the
• 14:46
  process
• 14:47
  and
• 14:47
  we
• 14:47
  trust
• 14:47
  the
• 14:47
  people
• 14:47
  that
• 14:47
  they're
• 14:48
  working
• 14:48
  with.
• 14:48
  Have
• 14:49
  that
• 14:49
  you
• 14:49
  thought
• 14:50
  saw
• 14:51
  Naasha,
• 14:51
  I'm
• 14:51
  curious,
• 14:52
  you've
• 14:52
  been
• 14:52
  in
• 14:52
  this
• 14:52
  industry
• 14:53
  13
• 14:53
  years
• 14:53
  since
• 14:53
  you
• 14:54
  said
• 14:54
  own
• 14:54
  the
• 14:54
  boy
• 14:55
  you
• 14:55
  owned
• 14:55
  Great
• 14:55
  Years.
• 14:55
  Eight
• 14:56
  years.
• 14:56
  Yes.
• 14:56
  Eight
• 14:57
  years.
• 14:57
  So
• 14:58
  how
• 14:58
  do
• 14:58
  you
• 14:58
  evolve
• 14:59
  to
• 14:59
  change
• 14:59
  your
• 15:00
  product
• 15:00
  based
• 15:00
  on
• 15:01
  consumer
• 15:01
  needs,
• 15:02
  wants?
• 15:02
  Is
• 15:02
  that
• 15:02
  a,
• 15:03
  is
• 15:03
  that
• 15:03
  a.
• 15:04
  Custom
• 15:04
  per
• 15:04
  client
• 15:05
  thing.
• 15:05
  Is
• 15:05
  it
• 15:05
  a
• 15:05
  will
• 15:05
  five
• 15:06
  people
• 15:06
  ask
• 15:06
  for
• 15:06
  it?
• 15:06
  That's
• 15:07
  enough.
• 15:07
  Or
• 15:08
  each
• 15:08
  of
• 15:08
  the
• 15:09
  structures
• 15:09
  we
• 15:09
  make
• 15:10
  bespoke
• 15:10
  to
• 15:10
  what
• 15:10
  the
• 15:11
  client
• 15:11
  requires.
• 15:12
  A
• 15:12
  very
• 15:12
  easy
• 15:13
  one
• 15:13
  to
• 15:13
  explain
• 15:14
  is
• 15:15
  each
• 15:15
  year
• 15:15
  comes
• 15:16
  with
• 15:16
  a
• 15:16
  lockable
• 15:16
  front
• 15:16
  door.
• 15:17
  But
• 15:17
  when
• 15:17
  you
• 15:17
  cite
• 15:17
  it
• 15:18
  on
• 15:18
  your
• 15:18
  glance
• 15:18
  sites
• 15:19
  or
• 15:19
  your
• 15:19
  campsite,
• 15:20
  that
• 15:20
  doorway
• 15:21
  where
• 15:21
  you
• 15:21
  could
• 15:21
  potentially
• 15:22
  get
• 15:22
  a
• 15:22
  view
• 15:22
  is
• 15:22
  actually
• 15:23
  where
• 15:23
  the
• 15:23
  prevailing.
• 15:24
  It's
• 15:24
  gonna
• 15:24
  come
• 15:25
  in.
• 15:25
  So
• 15:25
  you
• 15:25
  need
• 15:26
  to
• 15:26
  orientate
• 15:26
  that
• 15:26
  yet.
• 15:27
  So
• 15:27
  that
• 15:28
  obviously
• 15:28
  when
• 15:28
  you
• 15:28
  open
• 15:28
  the
• 15:28
  door,
• 15:29
  the
• 15:29
  rain
• 15:29
  and
• 15:29
  the
• 15:29
  wind
• 15:30
  and
• 15:30
  all
• 15:30
  the
• 15:30
  leaves
• 15:30
  don't
• 15:31
  blow
• 15:31
  in.
• 15:31
  But
• 15:31
  actually
• 15:32
  you've
• 15:32
  got
• 15:32
  a
• 15:32
  stunning
• 15:32
  view
• 15:33
  down
• 15:33
  that
• 15:33
  way.
• 15:33
  So
• 15:33
  actually
• 15:33
  you
• 15:33
  wanna
• 15:34
  put
• 15:34
  a
• 15:34
  window
• 15:34
  there.
• 15:35
  So
• 15:36
  that's
• 15:36
  just
• 15:36
  an
• 15:36
  example
• 15:37
  of
• 15:37
  an
• 15:37
  easy
• 15:37
  fix
• 15:38
  that
• 15:38
  we
• 15:38
  can
• 15:38
  help
• 15:38
  with
• 15:38
  clients
• 15:39
  when
• 15:39
  it
• 15:39
  comes
• 15:39
  down
• 15:40
  to
• 15:40
  the
• 15:40
  minutia
• 15:40
  and
• 15:40
  the
• 15:41
  detail
• 15:41
  from
• 15:41
  experience
• 15:42
  of
• 15:42
  this
• 15:42
  show
• 15:43
  and
• 15:43
  also
• 15:43
  from
• 15:44
  exhibiting
• 15:45
  in
• 15:45
  the
• 15:45
  UK
• 15:45
  and
• 15:45
  with
• 15:46
  our
• 15:46
  UK
• 15:46
  clients,
• 15:47
  is
• 15:47
  that
• 15:48
  we
• 15:48
  get
• 15:48
  a
• 15:48
  lot
• 15:48
  of
• 15:48
  people
• 15:49
  who
• 15:49
  come
• 15:49
  direct
• 15:49
  to
• 15:50
  us
• 15:50
  who
• 15:50
  say,
• 15:51
  We
• 15:51
  wanna
• 15:51
  open
• 15:52
  AGL
• 15:52
  site
• 15:52
  and
• 15:52
  we
• 15:52
  want
• 15:53
  yachts.
• 15:54
  And
• 15:54
  the
• 15:54
  first
• 15:54
  question
• 15:55
  I
• 15:55
  ask
• 15:55
  them
• 15:55
  is
• 15:56
  who's
• 15:56
  coming
• 15:56
  to
• 15:56
  stay?
• 15:57
  Who's
• 15:57
  coming
• 15:58
  to
• 15:58
  stay
• 15:58
  at
• 15:58
  your
• 15:58
  site?
• 15:59
  Who's,
• 15:59
  who
• 16:00
  gonna
• 16:00
  share
• 16:00
  your
• 16:00
  land
• 16:01
  with?
• 16:01
  And
• 16:01
  they
• 16:01
  said,
• 16:02
  Oh,
• 16:02
  it
• 16:02
  doesn't
• 16:02
  matter.
• 16:02
  We
• 16:02
  are
• 16:02
  gonna
• 16:03
  have
• 16:03
  couples
• 16:03
  and
• 16:03
  families.
• 16:04
  I
• 16:04
  said
• 16:04
  are
• 16:04
  you
• 16:04
  a
• 16:04
  couple?
• 16:05
  Are
• 16:05
  you
• 16:05
  a
• 16:05
  family?
• 16:06
  Do
• 16:06
  you
• 16:06
  understand
• 16:06
  what
• 16:06
  a
• 16:06
  family's
• 16:07
  needs
• 16:07
  are?
• 16:08
  Do
• 16:08
  you
• 16:08
  understand
• 16:09
  what
• 16:09
  a
• 16:09
  couple
• 16:10
  needs
• 16:10
  when
• 16:10
  they
• 16:10
  go
• 16:11
  away
• 16:11
  on
• 16:11
  holiday?
• 16:12
  And
• 16:12
  what
• 16:13
  we're
• 16:13
  finding
• 16:13
  a
• 16:13
  lot
• 16:14
  is
• 16:14
  that
• 16:14
  because.
• 16:15
  Glamping
• 16:16
  in
• 16:16
  terms
• 16:16
  of
• 16:16
  the
• 16:16
  word
• 16:17
  is
• 16:17
  quite
• 16:17
  new.
• 16:18
  A
• 16:18
  lot
• 16:18
  of
• 16:18
  the
• 16:18
  general
• 16:19
  public
• 16:19
  who
• 16:19
  are
• 16:19
  looking
• 16:20
  to
• 16:20
  get
• 16:20
  into
• 16:20
  glamping
• 16:20
  will
• 16:21
  maybe
• 16:21
  do
• 16:21
  a
• 16:21
  little
• 16:21
  side
• 16:21
  hustle
• 16:22
  at
• 16:22
  home
• 16:23
  with
• 16:23
  an
• 16:23
  Airbnb,
• 16:24
  they're
• 16:24
  very
• 16:24
  focused
• 16:24
  on
• 16:25
  structure
• 16:26
  and
• 16:26
  actually
• 16:26
  they
• 16:26
  need
• 16:27
  to
• 16:27
  wind
• 16:27
  it
• 16:27
  right
• 16:28
  back
• 16:28
  and
• 16:28
  start
• 16:28
  at
• 16:28
  the
• 16:29
  beginning
• 16:29
  and
• 16:29
  go
• 16:29
  who
• 16:29
  am
• 16:30
  I
• 16:30
  gonna
• 16:30
  share
• 16:30
  my
• 16:30
  land
• 16:31
  with?
• 16:31
  And
• 16:31
  this
• 16:32
  is
• 16:32
  where
• 16:32
  Connor
• 16:32
  provides
• 16:33
  the
• 16:33
  information
• 16:34
  at
• 16:34
  a
• 16:34
  high
• 16:35
  level
• 16:35
  to
• 16:35
  say,
• 16:36
  80%
• 16:37
  people
• 16:38
  will
• 16:38
  spend
• 16:38
  this
• 16:38
  much
• 16:38
  money
• 16:39
  in
• 16:39
  your
• 16:39
  area.
• 16:40
  And
• 16:40
  then
• 16:40
  from
• 16:41
  that
• 16:41
  you
• 16:41
  can
• 16:41
  extrapolate
• 16:42
  and
• 16:43
  almost
• 16:43
  name
• 16:43
  the
• 16:44
  people
• 16:44
  who
• 16:44
  are
• 16:44
  gonna
• 16:44
  come
• 16:45
  do
• 16:45
  a
• 16:45
  profile
• 16:46
  on
• 16:46
  them,
• 16:47
  their
• 16:47
  mountain
• 16:47
  bikers,
• 16:48
  right?
• 16:48
  Okay,
• 16:48
  I
• 16:49
  need
• 16:49
  to
• 16:49
  make
• 16:49
  sure
• 16:49
  there's
• 16:50
  a
• 16:50
  mountain
• 16:50
  bike
• 16:51
  rack
• 16:51
  on
• 16:51
  the
• 16:51
  site
• 16:52
  and
• 16:52
  details
• 16:53
  like
• 16:53
  that.
• 16:53
  But
• 16:53
  until
• 16:54
  you
• 16:54
  get
• 16:54
  to
• 16:54
  the
• 16:55
  point
• 16:55
  where
• 16:55
  you've
• 16:55
  got
• 16:55
  that
• 16:55
  knowledge,
• 16:56
  you've
• 16:56
  got,
• 16:56
  what
• 16:56
  permits
• 16:57
  you
• 16:57
  need
• 16:58
  and
• 16:58
  you've
• 16:58
  got
• 16:58
  a
• 16:58
  design
• 16:59
  of
• 16:59
  where
• 16:59
  that's
• 16:59
  all
• 16:59
  gonna
• 16:59
  fit
• 17:00
  it.
• 17:01
  Once
• 17:01
  you
• 17:01
  know
• 17:01
  who's
• 17:01
  coming
• 17:02
  to
• 17:02
  stay,
• 17:02
  what
• 17:03
  structures
• 17:03
  you
• 17:03
  pick
• 17:04
  just
• 17:04
  falls
• 17:04
  out.
• 17:05
  It's
• 17:05
  really
• 17:05
  straightforward.
• 17:06
  Cuz
• 17:06
  the
• 17:06
  mountain
• 17:06
  bikers
• 17:07
  don't
• 17:07
  want
• 17:07
  to
• 17:08
  be
• 17:08
  in
• 17:08
  a
• 17:08
  cabin.
• 17:08
  They
• 17:08
  want
• 17:09
  to
• 17:09
  sleep
• 17:09
  under
• 17:09
  the
• 17:09
  stars.
• 17:10
  Immediately
• 17:10
  you
• 17:11
  need
• 17:11
  a
• 17:11
  canvas
• 17:11
  product
• 17:12
  or
• 17:12
  a
• 17:12
  canvas
• 17:12
  structure,
• 17:12
  for
• 17:13
  example.
• 17:14
  So
• 17:14
  it's
• 17:14
  really
• 17:14
  interesting
• 17:15
  to
• 17:15
  see
• 17:15
  how
• 17:15
  you
• 17:15
  guys
• 17:16
  are
• 17:16
  doing.
• 17:16
  Cause
• 17:16
  I
• 17:16
  get
• 17:16
  a
• 17:16
  lot
• 17:17
  of
• 17:17
  people
• 17:17
  come
• 17:17
  direct
• 17:18
  and
• 17:18
  I
• 17:18
  need
• 17:19
  to
• 17:19
  be
• 17:19
  able
• 17:19
  to
• 17:19
  almost
• 17:20
  reeducate
• 17:20
  and
• 17:20
  train
• 17:21
  them.
• 17:21
  And
• 17:21
  I
• 17:21
  might
• 17:22
  do
• 17:22
  myself
• 17:22
  out
• 17:22
  of
• 17:22
  the
• 17:22
  sale,
• 17:23
  but
• 17:23
  I'd
• 17:23
  rather
• 17:24
  that
• 17:25
  than
• 17:25
  just
• 17:25
  sell
• 17:26
  them
• 17:26
  a
• 17:26
  year
• 17:26
  and
• 17:26
  it's
• 17:26
  not
• 17:26
  Right.
• 17:28
  If
• 17:28
  that
• 17:28
  sort
• 17:28
  of
• 17:28
  makes
• 17:28
  sense.
• 17:29
  Yeah.
• 17:29
  And
• 17:29
  to
• 17:30
  add,
• 17:30
  that's
• 17:30
  a
• 17:30
  great
• 17:31
  point.
• 17:31
  And
• 17:31
  it's
• 17:32
  the
• 17:32
  same
• 17:32
  approach
• 17:32
  we
• 17:33
  take
• 17:33
  everything
• 17:33
  we
• 17:33
  do
• 17:34
  is
• 17:34
  driven
• 17:34
  by
• 17:34
  guest
• 17:34
  experience
• 17:35
  and
• 17:35
  I
• 17:35
  think
• 17:36
  it's
• 17:36
  unique
• 17:37
  maybe
• 17:37
  for
• 17:37
  us
• 17:38
  because
• 17:38
  we're
• 17:38
  an
• 17:38
  architecture
• 17:39
  firm
• 17:39
  and
• 17:40
  a
• 17:40
  branding
• 17:40
  agency.
• 17:41
  Our
• 17:41
  first
• 17:41
  question
• 17:42
  to
• 17:42
  our
• 17:42
  clients
• 17:42
  is,
• 17:43
  what
• 17:43
  do
• 17:43
  you
• 17:43
  want
• 17:43
  this
• 17:44
  to
• 17:44
  be?
• 17:44
  What's
• 17:45
  the
• 17:45
  look
• 17:45
  and
• 17:45
  feel?
• 17:45
  What's
• 17:45
  the
• 17:46
  guest
• 17:46
  experience
• 17:47
  that
• 17:47
  you
• 17:47
  want
• 17:47
  to
• 17:48
  deliver?
• 17:48
  Who
• 17:48
  is
• 17:48
  that
• 17:49
  person
• 17:49
  that's
• 17:49
  staying
• 17:49
  at
• 17:50
  your
• 17:50
  resort?
• 17:50
  You
• 17:50
  gonna
• 17:50
  share?
• 17:51
  Who
• 17:51
  do
• 17:51
  you
• 17:51
  wanna
• 17:52
  put
• 17:52
  up
• 17:52
  with
• 17:52
  right
• 17:53
  day
• 17:53
  in,
• 17:53
  day
• 17:54
  out?
• 17:55
  Because
• 17:56
  the
• 17:57
  way
• 17:57
  you
• 17:57
  brand
• 17:57
  your
• 17:58
  resort
• 17:58
  and
• 17:58
  your
• 17:58
  business
• 17:59
  and
• 17:59
  your
• 17:59
  company
• 18:00
  needs
• 18:00
  to
• 18:00
  be
• 18:01
  intertwined
• 18:01
  with
• 18:01
  your
• 18:02
  unit
• 18:02
  types
• 18:02
  and
• 18:03
  your
• 18:03
  architecture
• 18:03
  on
• 18:03
  your
• 18:04
  site
• 18:04
  and
• 18:04
  your
• 18:04
  logo
• 18:05
  and
• 18:05
  your
• 18:05
  website
• 18:06
  and
• 18:07
  the
• 18:07
  little
• 18:07
  note
• 18:07
  card
• 18:08
  that's
• 18:08
  on
• 18:08
  their
• 18:08
  pillow
• 18:08
  when
• 18:08
  they
• 18:09
  check
• 18:09
  in.
• 18:09
  All
• 18:10
  of
• 18:10
  it
• 18:10
  has
• 18:10
  to
• 18:10
  be
• 18:11
  consistent
• 18:12
  that
• 18:12
  you're
• 18:12
  delivering
• 18:13
  that
• 18:13
  end
• 18:14
  guest
• 18:14
  experience
• 18:15
  that
• 18:15
  you
• 18:15
  want.
• 18:16
  And
• 18:16
  to
• 18:16
  Connor's
• 18:16
  point
• 18:17
  if
• 18:17
  we're
• 18:17
  out
• 18:17
  there
• 18:17
  and
• 18:18
  we're
• 18:18
  pursuing
• 18:19
  a
• 18:19
  top
• 18:19
  tier,
• 18:20
  high
• 18:20
  end
• 18:21
  clientele,
• 18:21
  our
• 18:22
  target
• 18:22
  is
• 18:22
  300
• 18:23
  to
• 18:23
  $400
• 18:24
  a
• 18:24
  night.
• 18:26
  That's
• 18:26
  a
• 18:26
  very
• 18:27
  different
• 18:27
  unit
• 18:28
  type.
• 18:28
  There,
• 18:29
  you're
• 18:29
  not
• 18:29
  gonna
• 18:29
  hit
• 18:30
  those
• 18:30
  price
• 18:30
  points
• 18:31
  if
• 18:31
  your
• 18:31
  unit
• 18:31
  doesn't
• 18:32
  have
• 18:32
  a
• 18:32
  full
• 18:32
  bathroom
• 18:33
  in
• 18:33
  it.
• 18:34
  If
• 18:34
  you
• 18:34
  don't
• 18:34
  have
• 18:34
  a
• 18:35
  pool
• 18:35
  on
• 18:35
  your
• 18:35
  site
• 18:36
  if
• 18:36
  you
• 18:36
  don't
• 18:36
  have
• 18:37
  amenities,
• 18:37
  if
• 18:37
  you
• 18:38
  want
• 18:38
  to
• 18:38
  just
• 18:38
  put
• 18:39
  up
• 18:39
  a
• 18:39
  basic
• 18:40
  tent
• 18:40
  with
• 18:40
  a,
• 18:40
  a.
• 18:41
  King
• 18:42
  or
• 18:42
  queen
• 18:42
  size
• 18:42
  bed
• 18:43
  in
• 18:43
  it.
• 18:43
  And
• 18:43
  they
• 18:43
  need
• 18:43
  shoes
• 18:44
  in
• 18:44
  a
• 18:44
  flashlight
• 18:44
  to
• 18:45
  go
• 18:45
  use
• 18:45
  the
• 18:45
  bathroom
• 18:45
  at
• 18:46
  night.
• 18:46
  That's
• 18:47
  a
• 18:47
  hundred
• 18:47
  to
• 18:48
  $120
• 18:49
  night
• 18:49
  price
• 18:50
  range.
• 18:51
  And
• 18:52
  it's
• 18:52
  a
• 18:52
  totally
• 18:52
  different
• 18:52
  clientele.
• 18:53
  You're
• 18:53
  gonna
• 18:53
  lose
• 18:54
  80%
• 18:54
  of
• 18:54
  your
• 18:54
  market
• 18:55
  that
• 18:55
  says
• 18:56
  I
• 18:56
  won't
• 18:56
  stay,
• 18:57
  or
• 18:57
  my
• 18:57
  wife
• 18:57
  won't
• 18:57
  come
• 18:58
  and
• 18:58
  stay
• 18:58
  with
• 18:58
  me
• 18:59
  unless
• 18:59
  there's
• 18:59
  a
• 19:00
  bathroom
• 19:00
  in
• 19:00
  the
• 19:00
  unit.
• 19:00
  So
• 19:01
  it's
• 19:01
  also
• 19:02
  sorry.
• 19:02
  It's
• 19:02
  also
• 19:03
  looking
• 19:03
  at
• 19:03
  a
• 19:03
  sustainable
• 19:04
  business
• 19:04
  model.
• 19:05
  Yeah.
• 19:05
  Because
• 19:06
  it's
• 19:06
  really
• 19:06
  hard
• 19:07
  to
• 19:07
  sell
• 19:07
  a
• 19:07
  night
• 19:08
  to
• 19:08
  a
• 19:08
  new
• 19:08
  person
• 19:09
  every
• 19:09
  time.
• 19:10
  Yeah.
• 19:10
  So
• 19:11
  if
• 19:11
  you
• 19:11
  are,
• 19:11
  if
• 19:11
  you've
• 19:11
  got
• 19:11
  a
• 19:11
  cohesive
• 19:12
  vision
• 19:13
  brand
• 19:13
  and
• 19:13
  a
• 19:14
  brand,
• 19:15
  then
• 19:15
  it's
• 19:15
  the
• 19:16
  difference
• 19:16
  between
• 19:16
  getting
• 19:17
  a
• 19:17
  return
• 19:18
  customer
• 19:19
  and
• 19:19
  them
• 19:19
  recommending
• 19:20
  their
• 19:20
  friends.
• 19:21
  And
• 19:21
  you
• 19:21
  don't
• 19:21
  wanna
• 19:21
  just
• 19:22
  open
• 19:22
  AGL
• 19:22
  site
• 19:22
  for
• 19:23
  a
• 19:23
  year.
• 19:23
  It
• 19:23
  is
• 19:23
  hard
• 19:24
  enough
• 19:24
  as
• 19:24
  it
• 19:24
  is,
• 19:24
  you
• 19:24
  want
• 19:25
  people
• 19:25
  to
• 19:25
  come
• 19:25
  back.
• 19:26
  Yeah.
• 19:26
  And
• 19:26
  when
• 19:26
  you've
• 19:26
  got
• 19:27
  these
• 19:27
  three
• 19:27
  guys
• 19:28
  collaborating
• 19:29
  to
• 19:29
  get
• 19:30
  the
• 19:30
  detail,
• 19:30
  the
• 19:30
  beginning
• 19:31
  sorted,
• 19:31
  the
• 19:32
  rest
• 19:32
  of
• 19:32
  the
• 19:32
  business
• 19:33
  kind
• 19:33
  of.
• 19:33
  Follows
• 19:34
  on
• 19:34
  and
• 19:34
  it
• 19:34
  work.
• 19:36
  I
• 19:36
  think
• 19:37
  that's
• 19:37
  the
• 19:37
  general
• 19:37
  theme
• 19:37
  that's
• 19:38
  really
• 19:38
  important
• 19:38
  as
• 19:38
  well,
• 19:38
  is
• 19:39
  just
• 19:40
  don't
• 19:40
  rush
• 19:41
  head
• 19:41
  first
• 19:41
  into
• 19:41
  this.
• 19:42
  It's
• 19:42
  so
• 19:42
  important
• 19:42
  to
• 19:42
  just
• 19:42
  take
• 19:43
  a
• 19:43
  step
• 19:43
  back
• 19:43
  and
• 19:43
  think
• 19:44
  about
• 19:44
  whether
• 19:44
  it's
• 19:44
  the
• 19:44
  design,
• 19:45
  the
• 19:45
  marketing
• 19:46
  on
• 19:46
  our
• 19:46
  side,
• 19:46
  the
• 19:46
  zoning
• 19:47
  and
• 19:47
  permiting
• 19:47
  side.
• 19:48
  Like
• 19:48
  we've
• 19:48
  done
• 19:48
  reports
• 19:49
  where
• 19:49
  the
• 19:49
  clients
• 19:49
  asked
• 19:50
  us
• 19:50
  to
• 19:50
  look
• 19:50
  at
• 19:50
  the
• 19:50
  zoning
• 19:50
  rules
• 19:51
  and
• 19:51
  there
• 19:51
  jurisdiction
• 19:51
  and
• 19:52
  it's
• 19:52
  pretty
• 19:52
  much
• 19:53
  impossible
• 19:53
  that
• 19:53
  they
• 19:54
  just
• 19:54
  won't
• 19:54
  be
• 19:54
  able
• 19:54
  to
• 19:54
  do
• 19:54
  it
• 19:55
  in
• 19:55
  that
• 19:55
  jurisdiction
• 19:55
  or
• 19:56
  in
• 19:56
  their
• 19:56
  zon
• 19:56
  industry.
• 19:57
  And
• 19:57
  so
• 19:57
  just
• 19:58
  speaking
• 19:58
  to
• 19:58
  someone
• 19:59
  like
• 19:59
  Cause
• 19:59
  or
• 19:59
  Zach
• 19:59
  or
• 19:59
  kind
• 20:00
  of,
• 20:00
  and
• 20:00
  just
• 20:01
  letting
• 20:01
  us
• 20:01
  pose
• 20:02
  those
• 20:02
  questions
• 20:02
  to
• 20:03
  you
• 20:03
  cause
• 20:03
  we
• 20:03
  don't
• 20:03
  expect
• 20:04
  you
• 20:04
  to
• 20:04
  know.
• 20:04
  All
• 20:04
  the
• 20:05
  questions
• 20:05
  to
• 20:05
  ask.
• 20:06
  Cause
• 20:06
  you've
• 20:06
  never
• 20:06
  done
• 20:06
  this
• 20:06
  before.
• 20:07
  Whereas
• 20:07
  people
• 20:07
  who
• 20:08
  have
• 20:08
  done
• 20:08
  it
• 20:08
  before
• 20:08
  know
• 20:08
  that,
• 20:09
  know
• 20:09
  the
• 20:09
  common
• 20:09
  issues
• 20:09
  that
• 20:09
  come
• 20:10
  up
• 20:10
  every
• 20:10
  time.
• 20:10
  And
• 20:10
  then
• 20:10
  we
• 20:11
  can
• 20:11
  ask
• 20:11
  you,
• 20:11
  have
• 20:11
  you
• 20:11
  checked
• 20:12
  your
• 20:12
  zoning?
• 20:12
  Or
• 20:12
  who's
• 20:13
  your
• 20:13
  target
• 20:13
  guest
• 20:14
  assess
• 20:14
  saying
• 20:15
  insurance.
• 20:15
  Yeah,
• 20:16
  insurance.
• 20:16
  Yeah.
• 20:17
  Yeah.
• 20:17
  And
• 20:17
  that's
• 20:17
  environmental
• 20:18
  species
• 20:19
  wetlands.
• 20:21
  If
• 20:21
  you've
• 20:21
  never
• 20:21
  done
• 20:22
  it
• 20:22
  before,
• 20:22
  you
• 20:22
  won't
• 20:22
  know
• 20:22
  that's
• 20:23
  gonna
• 20:23
  be
• 20:23
  an
• 20:23
  issue.
• 20:23
  And
• 20:23
  so
• 20:24
  just
• 20:24
  speaking
• 20:25
  to
• 20:25
  the
• 20:25
  right
• 20:25
  people,
• 20:26
  even
• 20:26
  if
• 20:26
  it's
• 20:26
  a
• 20:26
  10
• 20:26
  minute
• 20:26
  chat,
• 20:27
  to
• 20:27
  allow
• 20:28
  them
• 20:28
  to
• 20:28
  pose
• 20:28
  you
• 20:28
  the
• 20:28
  questions
• 20:29
  and
• 20:29
  then
• 20:29
  you,
• 20:29
  Okay,
• 20:29
  this
• 20:30
  might
• 20:30
  be
• 20:30
  a
• 20:30
  little
• 20:30
  bit
• 20:30
  more
• 20:30
  challenging
• 20:31
  than
• 20:31
  I
• 20:31
  thought.
• 20:31
  I
• 20:31
  might
• 20:32
  need
• 20:32
  to
• 20:32
  go
• 20:32
  and
• 20:32
  speak
• 20:32
  to
• 20:32
  this
• 20:33
  person
• 20:33
  about
• 20:33
  that.
• 20:33
  And
• 20:34
  so
• 20:34
  the
• 20:34
  general
• 20:34
  theme
• 20:35
  of
• 20:35
  just
• 20:35
  making
• 20:35
  sure
• 20:36
  that
• 20:36
  you
• 20:36
  actually
• 20:36
  stop
• 20:37
  and
• 20:37
  pause
• 20:37
  and
• 20:38
  speak
• 20:38
  to
• 20:38
  the
• 20:38
  import
• 20:39
  the
• 20:39
  right
• 20:39
  people
• 20:39
  is
• 20:39
  really
• 20:40
  important
• 20:40
  I
• 20:40
  think,
• 20:40
  when
• 20:40
  you
• 20:40
  got
• 20:41
  into
• 20:41
  a
• 20:41
  process
• 20:41
  on
• 20:41
  it.
• 20:42
  So
• 20:42
  I'm
• 20:42
  really
• 20:42
  curious
• 20:43
  about
• 20:43
  the
• 20:43
  data
• 20:44
  con
• 20:44
  a
• 20:44
  little
• 20:44
  bit,
• 20:44
  right?
• 20:45
  And
• 20:45
  I'm
• 20:45
  sure
• 20:45
  you
• 20:45
  guys
• 20:45
  can
• 20:46
  expand
• 20:46
  upon
• 20:46
  your
• 20:46
  thoughts
• 20:47
  on
• 20:47
  that
• 20:47
  stuff,
• 20:47
  but
• 20:48
  you
• 20:48
  have
• 20:48
  your
• 20:48
  whole
• 20:48
  presentation
• 20:49
  memorized,
• 20:49
  right?
• 20:50
  Yeah.
• 20:51
  So
• 20:51
  share
• 20:51
  a
• 20:51
  little
• 20:52
  bit
• 20:52
  about
• 20:52
  what
• 20:52
  kind
• 20:52
  of
• 20:53
  stuck
• 20:53
  out
• 20:53
  to
• 20:53
  you
• 20:53
  as
• 20:54
  we
• 20:54
  did
• 20:54
  this
• 20:54
  study
• 20:54
  that
• 20:55
  kind
• 20:55
  of
• 20:55
  maybe
• 20:55
  surprised
• 20:56
  you
• 20:56
  or
• 20:56
  wasn't
• 20:57
  what
• 20:57
  you
• 20:57
  expect.
• 20:57
  I'll
• 20:57
  probably
• 20:58
  share
• 20:58
  probably
• 20:58
  the
• 20:59
  two
• 20:59
  most
• 20:59
  interesting
• 20:59
  things
• 21:00
  to
• 21:00
  your
• 21:00
  audience.
• 21:01
  And
• 21:02
  that's
• 21:02
  what
• 21:02
  came
• 21:03
  up
• 21:03
  in,
• 21:03
  in
• 21:03
  the
• 21:03
  data
• 21:03
  for
• 21:04
  us
• 21:04
  and
• 21:05
  a
• 21:05
  couple.
• 21:05
  So
• 21:06
  one
• 21:06
  is
• 21:07
  for
• 21:07
  glamping,
• 21:07
  at
• 21:07
  least
• 21:08
  in
• 21:08
  the
• 21:08
  us
• 21:09
  95%
• 21:10
  of
• 21:10
  legitimate
• 21:11
  glamping
• 21:11
  businesses
• 21:12
  in
• 21:12
  the
• 21:12
  US
• 21:12
  have
• 21:12
  been
• 21:12
  operating
• 21:13
  for
• 21:13
  less
• 21:13
  than
• 21:13
  10
• 21:13
  years.
• 21:14
  So
• 21:14
  that
• 21:15
  just
• 21:15
  shows
• 21:15
  how
• 21:15
  new
• 21:15
  space
• 21:16
  is,
• 21:16
  how
• 21:16
  uneducated
• 21:17
  customers
• 21:18
  are,
• 21:18
  how
• 21:18
  uneducated
• 21:19
  the
• 21:19
  investors
• 21:20
  are.
• 21:20
  So
• 21:20
  that's
• 21:20
  what
• 21:21
  we're
• 21:21
  here
• 21:21
  to
• 21:21
  help.
• 21:22
  Am
• 21:22
  I
• 21:22
  here
• 21:22
  to
• 21:22
  educate
• 21:22
  users,
• 21:23
  consumers,
• 21:24
  investors?
• 21:25
  So
• 21:25
  a
• 21:25
  couple
• 21:25
  of
• 21:25
  trends
• 21:26
  that
• 21:26
  we
• 21:26
  noticed
• 21:26
  was
• 21:27
  across
• 21:28
  700
• 21:29
  units
• 21:29
  that
• 21:29
  we
• 21:29
  tracked
• 21:30
  nightly
• 21:30
  rates
• 21:31
  in
• 21:31
  the
• 21:31
  us.
• 21:32
  We
• 21:32
  saw
• 21:33
  that
• 21:33
  units
• 21:34
  that
• 21:34
  had
• 21:34
  a
• 21:34
  private
• 21:35
  bathroom
• 21:35
  included
• 21:36
  in
• 21:36
  them.
• 21:36
  If
• 21:36
  you
• 21:37
  did
• 21:37
  not,
• 21:37
  it
• 21:37
  was
• 21:37
  coming
• 21:37
  in
• 21:38
  across
• 21:38
  the
• 21:38
  US
• 21:38
  around
• 21:39
  $200
• 21:40
  a
• 21:40
  night.
• 21:41
  And
• 21:41
  if
• 21:41
  you
• 21:41
  had
• 21:41
  a
• 21:41
  bathroom,
• 21:42
  it
• 21:42
  was
• 21:42
  coming
• 21:42
  in
• 21:43
  at
• 21:43
  about
• 21:43
  350,
• 21:44
  so
• 21:44
  you're
• 21:45
  making
• 21:45
  75%
• 21:46
  more
• 21:46
  to
• 21:46
  put
• 21:47
  a
• 21:47
  bathroom
• 21:47
  in.
• 21:47
  Maybe
• 21:47
  in
• 21:47
  the
• 21:48
  first
• 21:48
  three
• 21:48
  years
• 21:49
  it,
• 21:49
  it,
• 21:50
  you,
• 21:51
  it
• 21:51
  will
• 21:51
  be
• 21:51
  hard
• 21:51
  with
• 21:51
  that
• 21:52
  upfront
• 21:52
  investment.
• 21:52
  But
• 21:53
  if
• 21:53
  you're
• 21:53
  looking
• 21:53
  at
• 21:53
  a
• 21:53
  five,
• 21:53
  10
• 21:54
  year
• 21:54
  time
• 21:54
  horizon
• 21:55
  that
• 21:55
  bathroom
• 21:55
  that
• 21:55
  costs
• 21:56
  10
• 21:56
  to
• 21:56
  20,000
• 21:57
  is
• 21:57
  gonna
• 21:57
  pay
• 21:57
  off.
• 21:58
  The
• 22:00
  second
• 22:00
  most
• 22:00
  interesting
• 22:01
  pieces
• 22:01
  of
• 22:01
  information
• 22:02
  was
• 22:02
  food
• 22:02
  and
• 22:02
  beverage
• 22:03
  service.
• 22:03
  And
• 22:03
  basically,
• 22:05
  you
• 22:05
  know
• 22:05
  what
• 22:05
  the
• 22:05
  data
• 22:06
  told
• 22:06
  us,
• 22:07
  again,
• 22:07
  across
• 22:08
  700
• 22:08
  unit
• 22:08
  types
• 22:09
  across
• 22:09
  the
• 22:09
  US
• 22:10
  was
• 22:10
  we
• 22:10
  tracked
• 22:11
  the
• 22:11
  locations
• 22:11
  that
• 22:11
  were
• 22:12
  offering
• 22:12
  full
• 22:12
  food
• 22:13
  and
• 22:13
  beverage
• 22:13
  service,
• 22:13
  offering,
• 22:14
  three
• 22:14
  mails,
• 22:15
  dinner,
• 22:15
  maybe
• 22:15
  drinks.
• 22:16
  We
• 22:17
  noticed
• 22:17
  that
• 22:17
  those
• 22:18
  units
• 22:18
  were
• 22:18
  charging
• 22:19
  twice
• 22:19
  as
• 22:19
  much.
• 22:20
  So
• 22:20
  if
• 22:20
  you're
• 22:21
  only
• 22:21
  offering
• 22:21
  breakfast
• 22:22
  or
• 22:22
  coffee
• 22:22
  and
• 22:22
  tea
• 22:22
  or
• 22:23
  no
• 22:23
  food
• 22:23
  at
• 22:23
  all
• 22:23
  we
• 22:23
  saw
• 22:24
  those
• 22:24
  nightly
• 22:24
  rates
• 22:24
  coming
• 22:24
  in
• 22:25
  around
• 22:25
  200.
• 22:26
  And
• 22:26
  if
• 22:26
  you
• 22:27
  were
• 22:27
  offering,
• 22:27
  prepared
• 22:28
  meals
• 22:28
  where
• 22:30
  those
• 22:30
  would
• 22:30
  go
• 22:30
  for
• 22:31
  around
• 22:31
  400
• 22:32
  on
• 22:32
  average.
• 22:33
  And
• 22:33
  so
• 22:34
  what
• 22:35
  that
• 22:35
  tells
• 22:35
  me
• 22:36
  is
• 22:36
  that
• 22:37
  when
• 22:37
  customers
• 22:37
  are
• 22:37
  planning
• 22:38
  a
• 22:38
  clamping
• 22:38
  trip
• 22:38
  where
• 22:39
  they
• 22:39
  can
• 22:39
  relax
• 22:39
  and
• 22:39
  it
• 22:39
  can
• 22:40
  be
• 22:40
  an
• 22:40
  easy
• 22:40
  trip
• 22:40
  where
• 22:41
  they
• 22:41
  don't
• 22:41
  have
• 22:41
  to
• 22:41
  worry
• 22:41
  about
• 22:41
  much
• 22:42
  if
• 22:42
  they
• 22:42
  don't
• 22:43
  have
• 22:43
  to
• 22:43
  think
• 22:43
  about
• 22:43
  buying
• 22:44
  groceries
• 22:45
  or
• 22:45
  where
• 22:45
  their
• 22:45
  next
• 22:45
  meal
• 22:45
  is
• 22:46
  gonna
• 22:46
  come
• 22:46
  from
• 22:46
  on
• 22:46
  your
• 22:46
  site.
• 22:47
  That's
• 22:47
  a
• 22:47
  massive
• 22:48
  value
• 22:48
  add
• 22:49
  and
• 22:49
  they're
• 22:49
  willing
• 22:49
  to
• 22:49
  pay
• 22:49
  twice
• 22:50
  as
• 22:50
  much
• 22:50
  for
• 22:50
  that.
• 22:50
  Very
• 22:50
  interesting.
• 22:51
  And
• 22:51
  I
• 22:51
  think
• 22:51
  it
• 22:51
  adds
• 22:52
  to
• 22:52
  the,
• 22:52
  sorry,
• 22:53
  I
• 22:53
  think
• 22:53
  it
• 22:53
  adds
• 22:53
  to
• 22:54
  the
• 22:54
  experience
• 22:54
  offering
• 22:55
  too
• 22:55
  from
• 22:56
  the
• 22:56
  consumer
• 22:56
  side
• 22:57
  where
• 22:57
  now
• 22:57
  you
• 22:57
  get
• 22:58
  to
• 22:58
  potentially
• 22:59
  try
• 23:00
  food
• 23:00
  you
• 23:01
  don't
• 23:01
  normally
• 23:01
  or
• 23:01
  whatever.
• 23:02
  Can
• 23:02
  you
• 23:02
  clarify
• 23:03
  that,
• 23:03
  that
• 23:04
  higher
• 23:04
  ADR
• 23:05
  is
• 23:05
  exclusive
• 23:06
  of
• 23:06
  the
• 23:06
  food
• 23:07
  and
• 23:07
  beverage
• 23:07
  cost
• 23:07
  that
• 23:08
  they're
• 23:08
  paying
• 23:08
  for
• 23:08
  food
• 23:08
  and
• 23:09
  beverage
• 23:09
  separately
• 23:10
  from
• 23:10
  that
• 23:10
  accommodation?
• 23:11
  Yes.
• 23:11
  So
• 23:11
  that's
• 23:11
  not
• 23:12
  inclusive.
• 23:12
  So
• 23:13
  guests
• 23:14
  will
• 23:14
  then
• 23:14
  pay
• 23:14
  for
• 23:14
  the
• 23:15
  meals
• 23:15
  on
• 23:15
  top
• 23:15
  of
• 23:15
  the
• 23:15
  nightly
• 23:16
  rate.
• 23:16
  Awesome.
• 23:16
  I'm
• 23:16
  really
• 23:17
  curious
• 23:17
  what
• 23:17
  you
• 23:17
  got.
• 23:17
  So
• 23:18
  how
• 23:18
  does
• 23:18
  this
• 23:18
  work
• 23:18
  logistically,
• 23:19
  right?
• 23:19
  Cause
• 23:19
  we've
• 23:19
  got
• 23:20
  glamping
• 23:20
  places
• 23:20
  that
• 23:21
  are
• 23:21
  in
• 23:21
  the
• 23:21
  middle
• 23:21
  of
• 23:21
  nowhere,
• 23:21
  right?
• 23:22
  No
• 23:22
  infrastructure,
• 23:22
  no
• 23:23
  sewer,
• 23:23
  no
• 23:23
  nothing.
• 23:24
  So
• 23:24
  obviously
• 23:24
  some
• 23:24
  of
• 23:24
  that
• 23:25
  is
• 23:25
  part
• 23:25
  of
• 23:25
  the
• 23:25
  feed,
• 23:26
  but
• 23:26
  if
• 23:26
  they
• 23:26
  wanna
• 23:26
  offer
• 23:26
  food
• 23:27
  and
• 23:27
  beverage,
• 23:27
  is
• 23:28
  this
• 23:28
  something
• 23:28
  they
• 23:28
  have
• 23:28
  to
• 23:28
  put
• 23:29
  in
• 23:29
  those
• 23:29
  facilities
• 23:29
  on
• 23:29
  site?
• 23:30
  Do
• 23:30
  they
• 23:30
  bring
• 23:31
  in
• 23:31
  a
• 23:31
  catering
• 23:31
  company?
• 23:32
  What
• 23:32
  is
• 23:32
  your,
• 23:32
  know
• 23:32
  it's
• 23:32
  general
• 23:33
  and
• 23:33
  specific,
• 23:33
  but
• 23:34
  good
• 23:34
  truck.
• 23:35
  Yeah,
• 23:36
  it
• 23:36
  really
• 23:36
  depends.
• 23:37
  A
• 23:37
  couple
• 23:37
  examples
• 23:38
  I'll
• 23:38
  give
• 23:39
  we've
• 23:39
  looked
• 23:39
  at
• 23:39
  we're
• 23:39
  working
• 23:40
  with
• 23:40
  a
• 23:40
  client
• 23:40
  on
• 23:41
  a
• 23:41
  property
• 23:41
  in.
• 23:41
  That
• 23:41
  has
• 23:41
  no
• 23:42
  utilities
• 23:42
  available.
• 23:42
  So
• 23:43
  it
• 23:43
  is
• 23:43
  completely
• 23:44
  off
• 23:44
  grid.
• 23:44
  We,
• 23:45
  all
• 23:45
  of
• 23:45
  our
• 23:45
  powers,
• 23:45
  Solar
• 23:46
  waters
• 23:46
  hauled
• 23:46
  onto
• 23:47
  the
• 23:47
  property.
• 23:47
  Waste
• 23:48
  is
• 23:48
  hauled
• 23:48
  off.
• 23:49
  And
• 23:49
  we're
• 23:49
  looking
• 23:50
  at,
• 23:50
  for
• 23:50
  both
• 23:51
  ease
• 23:52
  operations
• 23:53
  and
• 23:53
  management
• 23:54
  as
• 23:54
  well
• 23:54
  as
• 23:56
  what
• 23:56
  we're
• 23:56
  allowed
• 23:56
  to
• 23:57
  do
• 23:57
  from
• 23:57
  a
• 23:57
  zoning
• 23:57
  perspective.
• 23:58
  Because
• 23:59
  if
• 23:59
  you
• 23:59
  wanna
• 23:59
  put
• 23:59
  a
• 23:59
  commercial
• 24:00
  kitchen
• 24:00
  in,
• 24:01
  it's
• 24:01
  now
• 24:01
  it's
• 24:02
  a
• 24:02
  commercial
• 24:02
  venture.
• 24:02
  That
• 24:03
  building
• 24:03
  becomes
• 24:04
  a
• 24:04
  commercial
• 24:05
  structure.
• 24:06
  We
• 24:06
  need
• 24:07
  full
• 24:07
  design,
• 24:08
  drawings,
• 24:08
  plans,
• 24:09
  engineered
• 24:10
  plans.
• 24:10
  We
• 24:11
  gotta
• 24:11
  go
• 24:11
  through
• 24:11
  the
• 24:11
  health
• 24:12
  department
• 24:12
  to
• 24:12
  make
• 24:13
  sure
• 24:13
  that
• 24:13
  meets
• 24:13
  all
• 24:13
  the
• 24:14
  health
• 24:14
  requirements.
• 24:15
  It
• 24:15
  has
• 24:15
  to
• 24:15
  be
• 24:15
  inspected
• 24:16
  and
• 24:16
  we
• 24:16
  need
• 24:16
  a
• 24:16
  lot
• 24:16
  more
• 24:16
  staff
• 24:17
  so
• 24:18
  that,
• 24:18
  that
• 24:18
  changes
• 24:19
  the
• 24:19
  dynamic,
• 24:20
  immensely.
• 24:21
  And
• 24:21
  so
• 24:21
  for
• 24:21
  this
• 24:22
  property,
• 24:22
  we're
• 24:23
  looking
• 24:23
  at
• 24:23
  pretty
• 24:23
  much
• 24:24
  solely
• 24:24
  prepackaged
• 24:25
  things
• 24:25
  that
• 24:25
  we
• 24:26
  can
• 24:26
  order,
• 24:26
  we
• 24:26
  can
• 24:26
  store
• 24:27
  on
• 24:27
  site.
• 24:28
  We've
• 24:28
  got
• 24:28
  some
• 24:28
  coolers,
• 24:29
  some
• 24:29
  refrigerators
• 24:29
  and
• 24:30
  even
• 24:30
  that,
• 24:30
  that
• 24:30
  the
• 24:30
  county
• 24:31
  was
• 24:31
  It's
• 24:31
  not
• 24:31
  a
• 24:31
  convenience
• 24:32
  store,
• 24:32
  right?
• 24:32
  This
• 24:32
  is
• 24:33
  just
• 24:33
  for
• 24:33
  guests.
• 24:34
  It's
• 24:34
  not
• 24:34
  for
• 24:35
  somebody
• 24:35
  going
• 24:35
  down
• 24:36
  the
• 24:36
  highway
• 24:36
  that's
• 24:36
  gonna
• 24:36
  pull
• 24:37
  off
• 24:37
  and
• 24:37
  stop
• 24:37
  and
• 24:37
  buy
• 24:37
  something,
• 24:38
  right?
• 24:38
  No,
• 24:38
  this
• 24:39
  is
• 24:39
  just
• 24:39
  for
• 24:39
  our
• 24:39
  guests.
• 24:40
  So
• 24:41
  there's
• 24:41
  some
• 24:41
  of
• 24:41
  those
• 24:42
  questions
• 24:42
  that
• 24:42
  come
• 24:43
  up
• 24:43
  on
• 24:43
  that.
• 24:43
  We
• 24:43
  have
• 24:43
  a
• 24:43
  property
• 24:44
  that
• 24:44
  we
• 24:44
  worked
• 24:44
  with
• 24:44
  in
• 24:45
  in
• 24:45
  North
• 24:45
  Carolina,
• 24:46
  very
• 24:47
  remote,
• 24:47
  about
• 24:47
  30
• 24:48
  miles
• 24:48
  to
• 24:48
  the
• 24:49
  closest
• 24:49
  town.
• 24:49
  Not
• 24:50
  a
• 24:50
  lot
• 24:50
  of
• 24:50
  other
• 24:50
  dining
• 24:51
  options
• 24:51
  in
• 24:51
  the
• 24:51
  area.
• 24:52
  And
• 24:53
  that
• 24:53
  was
• 24:54
  a
• 24:54
  huge
• 24:54
  need
• 24:54
  that
• 24:55
  they
• 24:55
  identified
• 24:55
  both
• 24:56
  on
• 24:56
  the
• 24:56
  property.
• 24:57
  But
• 24:57
  even
• 24:57
  the
• 24:57
  county
• 24:57
  gave
• 24:58
  feedback.
• 24:58
  They
• 24:58
  said,
• 24:59
  Gosh,
• 24:59
  if
• 24:59
  you
• 24:59
  guys
• 25:00
  are
• 25:00
  gonna
• 25:00
  do
• 25:00
  food,
• 25:00
  all
• 25:01
  the
• 25:01
  locals
• 25:01
  everywhere,
• 25:02
  up
• 25:02
  and
• 25:02
  down
• 25:02
  the
• 25:02
  river
• 25:02
  from
• 25:03
  you
• 25:03
  they're
• 25:03
  all
• 25:03
  gonna
• 25:03
  be
• 25:03
  there.
• 25:04
  And
• 25:04
  so
• 25:05
  we
• 25:05
  started
• 25:05
  looking
• 25:05
  into
• 25:05
  doing
• 25:06
  that.
• 25:07
  And
• 25:08
  one
• 25:08
  is
• 25:09
  challenges
• 25:09
  of
• 25:09
  being
• 25:09
  in
• 25:09
  the
• 25:09
  county
• 25:10
  and
• 25:10
  not
• 25:10
  in
• 25:10
  an
• 25:10
  incorporated
• 25:11
  city
• 25:12
  area.
• 25:12
  We
• 25:12
  found
• 25:12
  out
• 25:13
  it's
• 25:13
  a
• 25:13
  dry
• 25:13
  county,
• 25:14
  we
• 25:14
  can't
• 25:14
  get
• 25:14
  a
• 25:14
  liquor
• 25:15
  license,
• 25:15
  and
• 25:16
  we
• 25:16
  found
• 25:17
  out
• 25:17
  that
• 25:17
  the
• 25:17
  cost
• 25:18
  to
• 25:18
  build
• 25:18
  a
• 25:18
  kitchen
• 25:19
  and
• 25:19
  do
• 25:19
  some
• 25:19
  of
• 25:19
  the
• 25:20
  full.
• 25:20
  Food
• 25:21
  service
• 25:21
  that
• 25:21
  we
• 25:21
  wanted
• 25:22
  to
• 25:22
  do
• 25:23
  was
• 25:23
  over
• 25:23
  $250,000
• 25:25
  and
• 25:25
  it
• 25:25
  would've
• 25:26
  just
• 25:26
  won
• 25:26
  our
• 25:26
  budget.
• 25:27
  But
• 25:27
  we
• 25:27
  found
• 25:27
  a
• 25:28
  food
• 25:28
  truck
• 25:29
  that
• 25:29
  we
• 25:29
  could
• 25:29
  buy
• 25:30
  that
• 25:30
  was
• 25:30
  $60,000
• 25:32
  and
• 25:32
  the
• 25:32
  food
• 25:32
  truck
• 25:33
  has
• 25:33
  to
• 25:33
  be
• 25:34
  registered
• 25:34
  to
• 25:34
  a
• 25:35
  cartilage
• 25:35
  or
• 25:36
  a
• 25:36
  main
• 25:36
  address.
• 25:37
  And
• 25:37
  we
• 25:37
  were
• 25:38
  able
• 25:38
  to
• 25:38
  locate
• 25:38
  that
• 25:39
  curtilage
• 25:39
  main
• 25:39
  address
• 25:40
  within
• 25:41
  one
• 25:41
  of
• 25:41
  the
• 25:41
  city
• 25:41
  boundaries.
• 25:42
  That
• 25:43
  did
• 25:43
  issue
• 25:43
  liquor
• 25:44
  licenses.
• 25:44
  So
• 25:44
  sometimes
• 25:45
  we
• 25:45
  have
• 25:45
  to
• 25:45
  get
• 25:45
  creative.
• 25:46
  Another
• 25:46
  property
• 25:47
  that
• 25:47
  we
• 25:47
  looked
• 25:47
  at,
• 25:47
  they
• 25:48
  said,
• 25:48
  we
• 25:48
  really
• 25:48
  wanna
• 25:48
  stay
• 25:49
  more
• 25:49
  primitive
• 25:49
  and
• 25:50
  simple.
• 25:50
  We've
• 25:50
  got
• 25:51
  grills
• 25:51
  in
• 25:51
  all
• 25:52
  the
• 25:52
  sites.
• 25:52
  People
• 25:53
  wanna
• 25:53
  sit
• 25:53
  around
• 25:53
  a
• 25:54
  campfire.
• 25:55
  We
• 25:55
  don't
• 25:55
  want
• 25:56
  a
• 25:56
  restaurant
• 25:57
  or
• 25:57
  anything.
• 25:58
  So
• 25:58
  the
• 25:58
  idea
• 25:59
  that
• 25:59
  we
• 25:59
  recommended
• 26:00
  through
• 26:01
  coming
• 26:01
  through
• 26:01
  the
• 26:02
  visioning
• 26:03
  and
• 26:03
  their
• 26:03
  look
• 26:03
  and
• 26:03
  feel
• 26:04
  in
• 26:04
  their
• 26:04
  brand,
• 26:04
  we
• 26:04
  said,
• 26:04
  What
• 26:05
  about
• 26:05
  a
• 26:05
  meal
• 26:05
  kit?
• 26:05
  We
• 26:05
  could
• 26:06
  order
• 26:06
  in
• 26:06
  food,
• 26:07
  keep
• 26:07
  it
• 26:07
  very
• 26:07
  simple,
• 26:08
  hot
• 26:08
  dogs,
• 26:09
  steaks,
• 26:10
  hamburgers
• 26:11
  get
• 26:11
  the
• 26:11
  sides,
• 26:12
  get
• 26:12
  everything.
• 26:12
  And
• 26:12
  we
• 26:12
  put
• 26:13
  it
• 26:13
  in
• 26:13
  a
• 26:13
  little
• 26:13
  styrofoam
• 26:14
  cooler.
• 26:15
  So
• 26:15
  these
• 26:15
  get
• 26:16
  made
• 26:16
  up
• 26:16
  ahead
• 26:16
  of
• 26:16
  time,
• 26:17
  they
• 26:17
  get
• 26:17
  stored,
• 26:18
  and
• 26:18
  when
• 26:18
  those
• 26:18
  guests
• 26:19
  check
• 26:19
  in
• 26:20
  they
• 26:20
  pick
• 26:20
  up
• 26:20
  their
• 26:20
  meal
• 26:21
  kit
• 26:21
  so
• 26:21
  when
• 26:21
  they
• 26:21
  book
• 26:22
  their
• 26:22
  night,
• 26:22
  they
• 26:22
  can
• 26:23
  book,
• 26:23
  one
• 26:23
  of
• 26:23
  five
• 26:24
  different
• 26:25
  meal
• 26:25
  kit
• 26:25
  options.
• 26:26
  And
• 26:26
  we
• 26:26
  looked
• 26:27
  into
• 26:27
  even
• 26:27
  like
• 26:27
  doing
• 26:28
  a,
• 26:28
  like
• 26:28
  a
• 26:28
  hello,
• 26:28
  Fresher,
• 26:29
  some
• 26:29
  company
• 26:29
  that's
• 26:30
  what
• 26:30
  they
• 26:30
  do,
• 26:31
  and
• 26:31
  just
• 26:31
  ordering
• 26:32
  those
• 26:32
  in
• 26:32
  and
• 26:32
  keeping
• 26:32
  'em
• 26:32
  on
• 26:33
  site.
• 26:33
  And
• 26:34
  that
• 26:34
  way
• 26:34
  it's
• 26:34
  available
• 26:35
  to
• 26:35
  our
• 26:35
  guests
• 26:36
  if
• 26:36
  they
• 26:36
  want
• 26:36
  it.
• 26:37
  It
• 26:37
  doesn't
• 26:37
  require
• 26:38
  much
• 26:38
  additional
• 26:39
  effort
• 26:39
  from
• 26:40
  the
• 26:40
  staff
• 26:40
  side.
• 26:41
  It's
• 26:41
  not
• 26:41
  a
• 26:41
  lot
• 26:41
  of
• 26:41
  setup.
• 26:42
  It
• 26:42
  doesn't
• 26:42
  take
• 26:42
  up
• 26:42
  a
• 26:43
  lot
• 26:43
  of
• 26:43
  storage
• 26:43
  space
• 26:44
  or
• 26:44
  room.
• 26:44
  But
• 26:45
  it
• 26:45
  allows
• 26:45
  them
• 26:46
  to
• 26:46
  have
• 26:46
  a
• 26:47
  better
• 26:47
  guest
• 26:47
  experience
• 26:48
  on
• 26:48
  site.
• 26:49
  And
• 26:49
  so
• 26:49
  that,
• 26:49
  there's
• 26:50
  always
• 26:50
  different
• 26:51
  options
• 26:51
  and
• 26:51
  sometimes
• 26:52
  we
• 26:52
  have
• 26:52
  to
• 26:52
  get
• 26:52
  a
• 26:52
  little.
• 26:53
  Little
• 26:53
  more
• 26:53
  creative
• 26:54
  with
• 26:54
  our
• 26:54
  solution.
• 26:55
  I'm
• 26:56
  curious,
• 26:56
  Sasha,
• 26:56
  what
• 26:56
  are
• 26:56
  some
• 26:57
  of
• 26:57
  the
• 26:57
  more
• 26:57
  creative
• 26:58
  things
• 26:58
  you've
• 26:58
  seen
• 26:59
  people
• 26:59
  do
• 26:59
  with
• 27:00
  around
• 27:00
  the
• 27:01
  properties
• 27:01
  they're
• 27:01
  putting
• 27:01
  on
• 27:01
  or
• 27:02
  anything
• 27:02
  like
• 27:02
  that?
• 27:03
  Cool
• 27:03
  stories
• 27:03
  or,
• 27:03
  Yeah,
• 27:04
  sure.
• 27:04
  I
• 27:04
  think
• 27:05
  we're
• 27:06
  quite
• 27:06
  foody
• 27:07
  in
• 27:07
  the
• 27:07
  uk
• 27:08
  and
• 27:08
  even
• 27:08
  though
• 27:08
  we're
• 27:08
  a
• 27:08
  very
• 27:09
  small
• 27:09
  island
• 27:10
  each
• 27:10
  county
• 27:11
  or
• 27:11
  area
• 27:11
  has
• 27:12
  a
• 27:12
  lot
• 27:12
  of
• 27:12
  artisan
• 27:13
  food
• 27:14
  products.
• 27:15
  And
• 27:15
  what
• 27:15
  quite
• 27:15
  a
• 27:15
  lot
• 27:16
  of
• 27:16
  our
• 27:16
  lamp
• 27:17
  site
• 27:17
  owners
• 27:17
  or
• 27:18
  Airbnb
• 27:18
  side
• 27:19
  hustlers
• 27:19
  do
• 27:20
  is
• 27:20
  they
• 27:20
  will
• 27:20
  create
• 27:21
  a
• 27:21
  little
• 27:21
  food
• 27:21
  hamper
• 27:22
  from
• 27:22
  all
• 27:23
  the
• 27:23
  local.
• 27:24
  Ingredients
• 27:24
  in
• 27:24
  a
• 27:24
  cheese
• 27:25
  with
• 27:25
  some
• 27:25
  crackers
• 27:26
  or
• 27:26
  something
• 27:26
  like
• 27:26
  that.
• 27:27
  And
• 27:27
  that
• 27:27
  works
• 27:27
  really
• 27:27
  well.
• 27:28
  It's
• 27:28
  a
• 27:28
  lovely
• 27:28
  little
• 27:28
  upsell.
• 27:29
  Again,
• 27:29
  going
• 27:30
  back
• 27:30
  to
• 27:30
  who
• 27:30
  you're
• 27:30
  sharing
• 27:31
  your
• 27:31
  land
• 27:31
  with
• 27:32
  at
• 27:32
  certain
• 27:32
  points,
• 27:33
  if
• 27:33
  your
• 27:33
  clients
• 27:33
  are
• 27:34
  coming
• 27:34
  in
• 27:34
  from
• 27:35
  the
• 27:35
  city
• 27:35
  and
• 27:36
  they've
• 27:36
  got
• 27:36
  screaming
• 27:36
  kids
• 27:37
  and
• 27:38
  they're
• 27:38
  driving
• 27:38
  five
• 27:39
  hours
• 27:39
  to
• 27:39
  get
• 27:39
  to
• 27:40
  you
• 27:40
  because
• 27:41
  of
• 27:41
  whatever
• 27:41
  reason
• 27:42
  and
• 27:42
  they
• 27:42
  get
• 27:43
  to
• 27:43
  their
• 27:43
  structure,
• 27:43
  An
• 27:43
  nice
• 27:44
  bucket
• 27:44
  with
• 27:44
  a
• 27:44
  bottle
• 27:45
  of
• 27:45
  Prosecco
• 27:45
  and
• 27:45
  a
• 27:46
  couple
• 27:46
  of
• 27:46
  glasses,
• 27:47
  and
• 27:47
  then
• 27:48
  a
• 27:48
  little
• 27:48
  side
• 27:49
  unit
• 27:49
  on
• 27:49
  your
• 27:50
  glamping
• 27:50
  structure
• 27:51
  where
• 27:51
  you
• 27:51
  can
• 27:51
  just
• 27:51
  chuck
• 27:52
  the
• 27:52
  kids
• 27:52
  in.
• 27:52
  They
• 27:52
  can
• 27:52
  go
• 27:52
  to
• 27:52
  bed
• 27:53
  cuz
• 27:53
  they're
• 27:53
  naked
• 27:54
  and
• 27:54
  then
• 27:54
  they
• 27:54
  can
• 27:54
  relax.
• 27:55
  That's
• 27:55
  a
• 27:55
  great
• 27:56
  touch
• 27:56
  and
• 27:56
  that's
• 27:56
  a
• 27:56
  return
• 27:58
  customer
• 27:58
  cuz
• 27:58
  they're
• 27:58
  like,
• 27:59
  Oh
• 27:59
  they
• 27:59
  totally
• 27:59
  get
• 28:00
  me.
• 28:00
  They
• 28:00
  totally
• 28:00
  get
• 28:01
  what
• 28:01
  I
• 28:01
  need.
• 28:02
  So
• 28:02
  that's,
• 28:02
  those
• 28:02
  are
• 28:03
  quite
• 28:03
  quick,
• 28:03
  easy
• 28:03
  wins,
• 28:04
  but
• 28:04
  you
• 28:04
  must
• 28:04
  know
• 28:04
  who's
• 28:05
  coming
• 28:05
  so
• 28:05
  you
• 28:06
  know
• 28:06
  what
• 28:06
  to
• 28:06
  provide
• 28:07
  for
• 28:07
  them.
• 28:07
  I'm
• 28:07
  curious,
• 28:08
  Sasha,
• 28:08
  I
• 28:08
  heard,
• 28:09
  and
• 28:10
  I
• 28:10
  hope
• 28:10
  this
• 28:10
  wasn't
• 28:10
  rumor.
• 28:11
  No,
• 28:11
  I
• 28:11
  heard
• 28:11
  that
• 28:11
  you
• 28:11
  used
• 28:12
  to
• 28:12
  work
• 28:12
  or
• 28:12
  maybe
• 28:13
  still
• 28:13
  do
• 28:13
  in
• 28:13
  the
• 28:14
  education
• 28:14
  program
• 28:15
  and
• 28:15
  do
• 28:15
  an
• 28:15
  outdoor,
• 28:16
  like
• 28:16
  an
• 28:16
  environmental
• 28:17
  classroom.
• 28:18
  Yeah.
• 28:18
  Yeah.
• 28:18
  How
• 28:18
  has
• 28:19
  that.
• 28:20
  Impacted
• 28:20
  your
• 28:20
  ability
• 28:21
  to
• 28:21
  know
• 28:22
  your
• 28:22
  customer
• 28:23
  and
• 28:23
  this
• 28:23
  business
• 28:24
  more
• 28:24
  kind
• 28:24
  of
• 28:24
  using
• 28:25
  your
• 28:25
  structures
• 28:25
  in
• 28:26
  a
• 28:26
  completely
• 28:26
  different
• 28:27
  industry.
• 28:28
  Oh,
• 28:28
  it's
• 28:28
  amazing.
• 28:28
  The
• 28:28
  world
• 28:29
  of
• 28:29
  YE
• 28:29
  is
• 28:29
  fascinating.
• 28:30
  The
• 28:30
  people
• 28:31
  I
• 28:31
  meet
• 28:32
  and
• 28:32
  my
• 28:32
  potential
• 28:33
  clients
• 28:33
  and
• 28:33
  my
• 28:33
  clients
• 28:34
  are
• 28:34
  just,
• 28:35
  they're
• 28:35
  brilliant.
• 28:35
  They've
• 28:36
  all
• 28:36
  got,
• 28:37
  they
• 28:37
  think
• 28:37
  way
• 28:37
  beyond
• 28:38
  just
• 28:38
  the
• 28:38
  norm.
• 28:39
  It's
• 28:39
  fantastic.
• 28:40
  We've
• 28:40
  got
• 28:40
  a
• 28:40
  lot
• 28:40
  of
• 28:41
  schools,
• 28:41
  particularly
• 28:42
  nursery
• 28:42
  schools
• 28:43
  who
• 28:43
  have
• 28:44
  the
• 28:44
  government
• 28:44
  support's
• 28:45
  not
• 28:45
  there
• 28:45
  because
• 28:45
  of
• 28:46
  the
• 28:46
  times
• 28:46
  and
• 28:47
  they've
• 28:47
  managed
• 28:48
  to
• 28:48
  rust
• 28:48
  up
• 28:49
  enough
• 28:49
  money,
• 28:49
  maybe
• 28:49
  through
• 28:50
  a
• 28:50
  parent
• 28:51
  teacher
• 28:51
  association
• 28:52
  fundraiser,
• 28:53
  something
• 28:53
  like
• 28:53
  that.
• 28:54
  And
• 28:54
  they've
• 28:54
  got
• 28:54
  a
• 28:54
  year
• 28:55
  as
• 28:55
  a
• 28:55
  classroom
• 28:56
  and
• 28:56
  particularly
• 28:57
  for
• 28:57
  kids
• 28:57
  who
• 28:58
  are
• 28:58
  special
• 28:58
  needs,
• 28:58
  they've
• 28:59
  got
• 28:59
  adhd,
• 28:59
  they've
• 29:00
  got
• 29:00
  problems
• 29:00
  socially.
• 29:01
  They
• 29:02
  learn
• 29:02
  manners
• 29:02
  because
• 29:03
  they
• 29:03
  can
• 29:03
  all
• 29:03
  talk
• 29:04
  in
• 29:04
  a
• 29:04
  circle
• 29:04
  and
• 29:04
  they
• 29:05
  can
• 29:05
  all
• 29:05
  see
• 29:05
  each
• 29:05
  other's
• 29:05
  eyes.
• 29:06
  And
• 29:06
  the
• 29:06
  teacher,
• 29:07
  they
• 29:07
  can
• 29:07
  stop
• 29:07
  talking
• 29:08
  because
• 29:08
  the
• 29:09
  teacher's
• 29:09
  talking
• 29:09
  cuz
• 29:09
  they
• 29:09
  can
• 29:10
  see
• 29:10
  the
• 29:10
  teacher's
• 29:10
  talking
• 29:11
  when
• 29:11
  you
• 29:11
  are
• 29:11
  educated
• 29:12
  in
• 29:12
  a
• 29:12
  square
• 29:12
  or
• 29:13
  rectangle
• 29:13
  in
• 29:13
  a
• 29:13
  normal
• 29:14
  classroom
• 29:14
  of
• 29:14
  what
• 29:15
  we
• 29:15
  understand
• 29:16
  or
• 29:16
  it's
• 29:16
  chaos,
• 29:17
  for
• 29:17
  the
• 29:17
  kids
• 29:17
  who
• 29:17
  can't
• 29:18
  sit
• 29:18
  down
• 29:18
  and
• 29:19
  not
• 29:19
  fidget
• 29:19
  for
• 29:19
  five
• 29:20
  minutes.
• 29:20
  So
• 29:21
  it,
• 29:21
  they're
• 29:21
  quite
• 29:22
  special
• 29:22
  spaces
• 29:22
  around
• 29:23
  spaces.
• 29:23
  It's
• 29:23
  very
• 29:24
  cool.
• 29:24
  I
• 29:24
  was
• 29:24
  gonna
• 29:25
  mention
• 29:25
  about
• 29:26
  sustainable
• 29:27
  businesses
• 29:27
  and
• 29:27
  I
• 29:27
  look
• 29:28
  at
• 29:28
  my
• 29:28
  multi
• 29:29
  structure
• 29:30
  sites
• 29:30
  that
• 29:31
  we've
• 29:31
  provided
• 29:31
  yet
• 29:32
  for,
• 29:32
  we've
• 29:32
  got
• 29:32
  a
• 29:32
  couple
• 29:33
  of.
• 29:34
  Big
• 29:34
  ones
• 29:34
  in
• 29:34
  Norway
• 29:35
  that
• 29:35
  have
• 29:35
  got
• 29:35
  15,
• 29:36
  16
• 29:36
  structures
• 29:37
  on,
• 29:37
  and
• 29:38
  a
• 29:38
  couple
• 29:38
  in
• 29:38
  the
• 29:38
  UK
• 29:39
  now.
• 29:39
  And
• 29:40
  the
• 29:40
  way
• 29:41
  they've
• 29:41
  managed
• 29:42
  to
• 29:42
  be
• 29:42
  sustainable
• 29:43
  is
• 29:43
  that
• 29:43
  it's
• 29:43
  not
• 29:43
  glamping
• 29:44
  for
• 29:44
  glamping
• 29:44
  sake
• 29:45
  just
• 29:45
  because
• 29:46
  you
• 29:46
  put
• 29:46
  up
• 29:46
  a
• 29:46
  crazy
• 29:47
  looking
• 29:47
  structure
• 29:48
  and
• 29:48
  you
• 29:48
  might.
• 29:49
  Offer
• 29:49
  them
• 29:49
  a
• 29:49
  lovely
• 29:50
  hamper
• 29:50
  of
• 29:50
  local
• 29:51
  foods,
• 29:51
  doesn't
• 29:52
  mean
• 29:52
  to
• 29:52
  say
• 29:52
  they're
• 29:52
  gonna
• 29:52
  come
• 29:53
  back.
• 29:53
  It's
• 29:53
  a
• 29:53
  lot
• 29:54
  of
• 29:54
  work
• 29:54
  and
• 29:54
  effort.
• 29:54
  Before
• 29:55
  the
• 29:55
  pandemic
• 29:56
  in
• 29:56
  the
• 29:56
  UK
• 29:57
  for
• 29:57
  people
• 29:57
  going
• 29:57
  to
• 29:57
  go
• 29:58
  glamping
• 29:58
  or
• 29:58
  Google
• 29:59
  searching
• 29:59
  for
• 30:00
  wanting
• 30:00
  to
• 30:00
  know
• 30:01
  where
• 30:01
  to
• 30:01
  go.
• 30:02
  The
• 30:02
  site
• 30:02
  had
• 30:02
  to
• 30:02
  have
• 30:02
  a
• 30:03
  good
• 30:03
  view.
• 30:03
  It
• 30:03
  had
• 30:04
  to
• 30:04
  have
• 30:04
  a
• 30:04
  hot
• 30:04
  dub,
• 30:05
  and
• 30:05
  it
• 30:05
  had
• 30:05
  the.
• 30:05
  The
• 30:06
  possibility
• 30:06
  of
• 30:06
  bringing
• 30:06
  their
• 30:07
  dog.
• 30:07
  So
• 30:08
  those
• 30:08
  were
• 30:08
  three
• 30:08
  key
• 30:08
  areas
• 30:09
  for
• 30:09
  the
• 30:09
  UK
• 30:09
  market
• 30:10
  for
• 30:10
  people
• 30:11
  to
• 30:11
  book.
• 30:11
  So
• 30:12
  if
• 30:12
  you
• 30:12
  could
• 30:12
  hit
• 30:12
  two
• 30:12
  out
• 30:12
  of
• 30:13
  three,
• 30:13
  your
• 30:13
  occupancy
• 30:14
  rate
• 30:15
  was
• 30:15
  gonna
• 30:15
  be
• 30:15
  a
• 30:15
  lot
• 30:15
  higher.
• 30:16
  What
• 30:16
  we're
• 30:16
  noticing
• 30:16
  now,
• 30:17
  obviously
• 30:17
  we've
• 30:17
  had
• 30:17
  the
• 30:17
  blip
• 30:18
  of
• 30:18
  the
• 30:18
  pandemic
• 30:18
  where
• 30:19
  glamping
• 30:20
  has
• 30:20
  gone
• 30:20
  off
• 30:20
  the
• 30:20
  scale
• 30:21
  cuz
• 30:21
  everyone
• 30:22
  just
• 30:22
  wants
• 30:22
  to
• 30:22
  get
• 30:22
  outside
• 30:23
  and
• 30:23
  be
• 30:23
  together
• 30:24
  that's
• 30:24
  gonna
• 30:24
  calm
• 30:24
  down
• 30:25
  and
• 30:25
  go
• 30:25
  away.
• 30:25
  You
• 30:26
  need
• 30:26
  something
• 30:26
  else
• 30:27
  apart
• 30:27
  from
• 30:27
  going
• 30:27
  glamping
• 30:28
  to
• 30:28
  do
• 30:29
  an
• 30:29
  outside
• 30:29
  activity
• 30:30
  that
• 30:30
  the
• 30:30
  successful
• 30:31
  businesses
• 30:32
  that
• 30:32
  we
• 30:32
  support
• 30:33
  they've
• 30:33
  got
• 30:33
  mountain
• 30:34
  biking,
• 30:34
  they've
• 30:35
  got
• 30:35
  lakes
• 30:35
  to
• 30:35
  paddle
• 30:36
  board
• 30:36
  on
• 30:36
  they've
• 30:37
  got.
• 30:38
  A
• 30:39
  giant
• 30:39
  yacht,
• 30:39
  one
• 30:39
  of
• 30:39
  them
• 30:40
  which
• 30:40
  is
• 30:40
  10
• 30:40
  meters
• 30:41
  in
• 30:41
  diameter
• 30:41
  where
• 30:42
  they
• 30:42
  have
• 30:42
  all
• 30:42
  of
• 30:42
  their
• 30:43
  sports
• 30:43
  and
• 30:44
  activity
• 30:44
  briefings
• 30:45
  and
• 30:45
  off
• 30:45
  they
• 30:45
  go,
• 30:46
  wind
• 30:46
  surfing,
• 30:47
  sailing
• 30:47
  hiking,
• 30:48
  bouldering,
• 30:49
  whatever
• 30:49
  it
• 30:49
  might
• 30:49
  be.
• 30:50
  They're
• 30:50
  very
• 30:50
  sporty
• 30:50
  ones.
• 30:51
  It
• 30:51
  might
• 30:51
  be
• 30:51
  that
• 30:51
  you
• 30:51
  might
• 30:52
  be
• 30:52
  a
• 30:52
  spar
• 30:52
  retreat
• 30:53
  or
• 30:53
  something
• 30:53
  like
• 30:53
  that,
• 30:54
  where
• 30:54
  there
• 30:54
  is
• 30:55
  no
• 30:55
  wifi,
• 30:55
  there
• 30:55
  is
• 30:56
  no
• 30:56
  mobile
• 30:56
  phone
• 30:56
  and
• 30:57
  you
• 30:57
  are
• 30:57
  really
• 30:57
  targeting
• 30:58
  who
• 30:58
  am
• 30:58
  I
• 30:58
  sharing
• 30:58
  my
• 30:59
  land
• 30:59
  with?
• 31:00
  For
• 31:00
  people
• 31:00
  who
• 31:00
  want
• 31:00
  to
• 31:00
  get
• 31:00
  out
• 31:01
  of
• 31:01
  this
• 31:01
  city
• 31:01
  and
• 31:01
  relax
• 31:02
  and
• 31:02
  stretch
• 31:03
  and
• 31:03
  breathe
• 31:04
  you,
• 31:04
  it
• 31:04
  needs
• 31:05
  more
• 31:05
  than
• 31:05
  just,
• 31:06
  I'm
• 31:06
  going
• 31:06
  clamping.
• 31:07
  So
• 31:07
  I,
• 31:07
  I'd
• 31:08
  really
• 31:08
  recommend
• 31:08
  that
• 31:08
  for
• 31:08
  people
• 31:09
  who
• 31:09
  are
• 31:09
  looking
• 31:09
  to
• 31:10
  get
• 31:10
  into
• 31:10
  it.
• 31:10
  Can
• 31:11
  you
• 31:11
  talk
• 31:11
  just
• 31:12
  about
• 31:12
  the
• 31:14
  Whitney's
• 31:14
  presentation,
• 31:15
  but
• 31:15
  some
• 31:15
  of
• 31:15
  the
• 31:15
  things
• 31:16
  that
• 31:16
  guests
• 31:16
  were
• 31:16
  looking
• 31:17
  for
• 31:17
  that
• 31:17
  you
• 31:17
  uncovered?
• 31:21
  From
• 31:21
  your
• 31:22
  memory,
• 31:22
  again,
• 31:22
  there's
• 31:22
  a
• 31:23
  lot.
• 31:23
  There's
• 31:23
  a
• 31:23
  lot.
• 31:24
  And
• 31:24
  if
• 31:24
  you
• 31:24
  wanna
• 31:25
  see
• 31:25
  this,
• 31:25
  you
• 31:25
  can
• 31:25
  go
• 31:25
  tear
• 31:26
  more
• 31:26
  outdoor
• 31:26
  resort.com
• 31:27
  to
• 31:27
  see
• 31:27
  the
• 31:28
  report
• 31:28
  for
• 31:28
  the
• 31:28
  exact
• 31:28
  information.
• 31:29
  A
• 31:29
  big
• 31:29
  thing
• 31:30
  that
• 31:30
  people
• 31:30
  are
• 31:30
  looking
• 31:30
  for
• 31:31
  is
• 31:31
  a
• 31:31
  campfire
• 31:32
  an
• 31:32
  experience
• 31:33
  some
• 31:33
  sort
• 31:33
  of
• 31:34
  outdoor
• 31:34
  experience,
• 31:34
  whether
• 31:35
  it's
• 31:35
  hiking,
• 31:35
  mountain
• 31:36
  biking,
• 31:36
  and
• 31:36
  being
• 31:37
  pointed
• 31:37
  in
• 31:37
  the
• 31:37
  right
• 31:37
  direction
• 31:38
  to
• 31:38
  enjoy
• 31:38
  those
• 31:39
  things.
• 31:39
  And
• 31:39
  then,
• 31:40
  other
• 31:40
  amenities,
• 31:40
  whether
• 31:41
  that
• 31:41
  be
• 31:41
  a
• 31:41
  pool
• 31:42
  or
• 31:42
  something
• 31:43
  more
• 31:43
  specific
• 31:43
  like
• 31:43
  horseback
• 31:44
  riding
• 31:44
  that
• 31:44
  nearby.
• 31:45
  There's
• 31:45
  a
• 31:45
  lot
• 31:45
  of
• 31:45
  things
• 31:46
  that
• 31:46
  you
• 31:46
  can
• 31:46
  do,
• 31:46
  and
• 31:47
  I
• 31:47
  think
• 31:47
  some
• 31:47
  of
• 31:47
  the
• 31:47
  businesses
• 31:48
  that
• 31:48
  are
• 31:48
  succeeding
• 31:49
  very
• 31:49
  well
• 31:49
  are
• 31:50
  highlighting
• 31:50
  their
• 31:51
  sustainability.
• 31:51
  They're
• 31:51
  a
• 31:52
  business
• 31:52
  where
• 31:52
  that's
• 31:52
  their
• 31:52
  core
• 31:53
  focus.
• 31:53
  Like
• 31:53
  under
• 31:53
  Canvas
• 31:54
  is
• 31:54
  great
• 31:54
  example
• 31:55
  of
• 31:55
  that.
• 31:55
  Or
• 31:56
  their,
• 31:56
  renewable
• 31:56
  energy
• 31:57
  sites,
• 31:57
  low
• 31:57
  flow
• 31:57
  showers.
• 31:58
  They're
• 31:58
  very
• 31:59
  conscientious
• 31:59
  about
• 31:59
  their
• 32:00
  footprint
• 32:00
  of
• 32:00
  the
• 32:00
  environment
• 32:01
  and
• 32:01
  they
• 32:01
  let
• 32:01
  their
• 32:01
  guests
• 32:02
  know
• 32:02
  about
• 32:02
  that.
• 32:02
  And
• 32:03
  and
• 32:03
  people
• 32:03
  have
• 32:03
  really
• 32:04
  resonated
• 32:04
  with
• 32:04
  them,
• 32:05
  one
• 32:05
  of
• 32:05
  the
• 32:05
  most
• 32:05
  successful
• 32:06
  companies
• 32:06
  in
• 32:06
  the
• 32:06
  space
• 32:06
  ever,
• 32:07
  and
• 32:07
  that's
• 32:07
  a
• 32:07
  kind
• 32:08
  of
• 32:08
  a
• 32:08
  core
• 32:08
  pillar
• 32:08
  of
• 32:08
  their
• 32:09
  identity.
• 32:09
  Both
• 32:09
  activities
• 32:10
  and
• 32:10
  what
• 32:10
  Sasha
• 32:10
  was
• 32:10
  saying
• 32:11
  about,
• 32:11
  educating
• 32:11
  people
• 32:12
  and
• 32:12
  connecting
• 32:12
  them
• 32:12
  back
• 32:12
  with
• 32:12
  the
• 32:13
  land
• 32:13
  and
• 32:13
  the
• 32:13
  natural
• 32:13
  landscape
• 32:14
  are
• 32:14
  big
• 32:14
  wins.
• 32:15
  One
• 32:15
  of
• 32:15
  the
• 32:15
  other
• 32:15
  things
• 32:16
  that
• 32:16
  stood
• 32:16
  out
• 32:16
  to
• 32:16
  me
• 32:16
  about
• 32:16
  her
• 32:16
  presentation
• 32:17
  was
• 32:17
  things
• 32:17
  people
• 32:18
  don't
• 32:18
  want.
• 32:19
  So
• 32:20
  what
• 32:20
  shocked
• 32:20
  you
• 32:20
  about
• 32:20
  those?
• 32:21
  Can
• 32:22
  you
• 32:22
  jog
• 32:22
  my
• 32:22
  memory?
• 32:22
  I
• 32:22
  think
• 32:23
  she
• 32:23
  said
• 32:23
  if
• 32:23
  you
• 32:23
  take
• 32:23
  out
• 32:23
  the
• 32:24
  Camping
• 32:24
  audience,
• 32:24
  that
• 32:25
  hiking
• 32:25
  drops
• 32:25
  down
• 32:26
  as
• 32:26
  a
• 32:26
  wishlist,
• 32:27
  right?
• 32:27
  Back
• 32:28
  to
• 32:28
  knowing
• 32:28
  who
• 32:28
  you're
• 32:28
  sharing
• 32:29
  back
• 32:29
  to.
• 32:29
  Knowing
• 32:29
  who,
• 32:29
  Yeah.
• 32:30
  Back
• 32:30
  knowing
• 32:30
  you're
• 32:30
  sharing
• 32:30
  land
• 32:30
  with.
• 32:31
  know,
• 32:31
  I
• 32:31
  think
• 32:31
  she
• 32:31
  said
• 32:31
  there,
• 32:31
  there
• 32:32
  was
• 32:32
  a,
• 32:32
  like
• 32:32
  a
• 32:32
  percentage
• 32:33
  of
• 32:33
  16%
• 32:33
  you
• 32:34
  didn't
• 32:34
  want,
• 32:34
  like
• 32:34
  craft
• 32:35
  cocktails,
• 32:35
  but
• 32:35
  then
• 32:35
  24%
• 32:36
  did
• 32:36
  and
• 32:36
  40%
• 32:37
  were
• 32:37
  thought
• 32:38
  it
• 32:38
  would
• 32:38
  be
• 32:38
  nice.
• 32:38
  Just
• 32:38
  things
• 32:39
  that
• 32:39
  you
• 32:39
  wouldn't
• 32:39
  expect
• 32:39
  people
• 32:40
  to
• 32:40
  not
• 32:40
  put
• 32:40
  a
• 32:40
  priority
• 32:40
  on.
• 32:41
  But
• 32:41
  I
• 32:41
  don't,
• 32:41
  Yeah.
• 32:41
  Other
• 32:42
  than
• 32:42
  that,
• 32:42
  if
• 32:42
  you
• 32:42
  don't
• 32:43
  remember,
• 32:43
  I
• 32:43
  don't
• 32:44
  remember
• 32:44
  man.
• 32:44
  Top
• 32:44
  five
• 32:45
  Not
• 32:45
  needed.
• 32:46
  Craft
• 32:46
  cocktails,
• 32:47
  Happy
• 32:47
  hour.
• 32:48
  Planned
• 32:49
  and
• 32:49
  staff
• 32:49
  led
• 32:49
  recreation
• 32:50
  activities,
• 32:51
  wellness
• 32:52
  services
• 32:52
  like
• 32:53
  massages,
• 32:54
  reiki,
• 32:54
  and
• 32:54
  yoga,
• 32:55
  and
• 32:55
  a
• 32:55
  dog
• 32:56
  park.
• 32:57
  Yeah.
• 32:57
  Fascinating.
• 32:58
  Okay.
• 32:58
  That's
• 32:58
  really
• 32:58
  interesting.
• 32:59
  Yeah.
• 32:59
  A
• 32:59
  bit
• 33:00
  surprising
• 33:00
  to
• 33:00
  be
• 33:01
  honest.
• 33:01
  What
• 33:01
  surprises
• 33:02
  you
• 33:02
  most?
• 33:04
  I
• 33:04
  think
• 33:04
  that
• 33:05
  really
• 33:05
  goes
• 33:06
  back
• 33:06
  to
• 33:06
  what
• 33:07
  back
• 33:07
  was
• 33:07
  saying,
• 33:07
  and
• 33:08
  Sasha,
• 33:08
  who
• 33:09
  is
• 33:09
  your
• 33:09
  customer?
• 33:10
  What's
• 33:10
  your
• 33:10
  brand?
• 33:11
  Who
• 33:11
  are
• 33:11
  you
• 33:11
  attracting?
• 33:12
  Because
• 33:12
  a
• 33:12
  family
• 33:13
  that's
• 33:13
  coming
• 33:13
  with
• 33:14
  kids
• 33:14
  probably
• 33:15
  doesn't
• 33:15
  have
• 33:15
  any
• 33:15
  interest
• 33:15
  in
• 33:16
  cocktails
• 33:16
  or
• 33:16
  a
• 33:16
  spa,
• 33:17
  but,
• 33:18
  they
• 33:18
  might
• 33:18
  be
• 33:18
  very
• 33:18
  interested
• 33:19
  in
• 33:19
  the
• 33:19
  pool
• 33:19
  or
• 33:20
  like
• 33:20
  hearing
• 33:21
  or
• 33:21
  a
• 33:21
  playground
• 33:22
  or
• 33:22
  whatever
• 33:22
  it
• 33:22
  might
• 33:22
  be.
• 33:23
  So
• 33:24
  I
• 33:24
  think
• 33:24
  really
• 33:25
  identifying
• 33:25
  your
• 33:25
  customer
• 33:26
  is
• 33:26
  what
• 33:26
  is
• 33:27
  gonna
• 33:27
  affect
• 33:28
  that.
• 33:28
  Sorry.
• 33:28
  We
• 33:29
  keep
• 33:29
  saying
• 33:29
  it.
• 33:29
  We
• 33:29
  always
• 33:30
  say
• 33:30
  it,
• 33:30
  and
• 33:31
  I'm
• 33:31
  gonna
• 33:31
  play
• 33:31
  devil's
• 33:31
  advocate,
• 33:32
  which
• 33:32
  is
• 33:32
  normally
• 33:32
  Brian's
• 33:33
  job.
• 33:33
  But
• 33:34
  as
• 33:34
  a,
• 33:34
  as
• 33:35
  an
• 33:35
  operator,
• 33:36
  we
• 33:36
  can
• 33:36
  say
• 33:37
  that
• 33:37
  all
• 33:37
  we
• 33:37
  want,
• 33:37
  but
• 33:38
  how
• 33:38
  do
• 33:38
  we,
• 33:39
  before
• 33:39
  we
• 33:40
  even
• 33:40
  start
• 33:40
  the
• 33:40
  business,
• 33:41
  identify
• 33:42
  who
• 33:42
  our
• 33:42
  customer
• 33:42
  is.
• 33:43
  I
• 33:43
  feel
• 33:43
  like
• 33:43
  you
• 33:43
  guys
• 33:43
  are,
• 33:43
  the
• 33:43
  pros
• 33:44
  can
• 33:44
  answer
• 33:45
  that.
• 33:45
  I
• 33:45
  think
• 33:45
  the
• 33:46
  one
• 33:46
  word
• 33:46
  that
• 33:46
  keeps
• 33:47
  jumping
• 33:47
  into
• 33:47
  my
• 33:47
  mind
• 33:48
  as
• 33:48
  I,
• 33:48
  I
• 33:48
  listen
• 33:49
  to
• 33:49
  all
• 33:49
  of
• 33:49
  this
• 33:50
  is
• 33:51
  authenticity.
• 33:52
  People
• 33:52
  today,
• 33:52
  when
• 33:53
  we
• 33:53
  look
• 33:53
  at
• 33:53
  the
• 33:53
  two
• 33:53
  largest
• 33:54
  demographics
• 33:55
  that
• 33:55
  are
• 33:55
  leading
• 33:56
  outdoor
• 33:57
  hospitality
• 33:58
  spending,
• 33:59
  so
• 33:59
  who's
• 33:59
  staying
• 34:00
  at
• 34:00
  an
• 34:00
  RV
• 34:00
  park?
• 34:00
  Who
• 34:01
  is
• 34:01
  buying
• 34:01
  new
• 34:01
  RVs?
• 34:02
  Who's
• 34:03
  going
• 34:03
  glamping?
• 34:05
  By
• 34:06
  a
• 34:06
  landslide
• 34:07
  is
• 34:07
  millennials
• 34:08
  and
• 34:08
  Gen
• 34:08
  Z.
• 34:08
  So
• 34:08
  it's
• 34:09
  younger
• 34:09
  people,
• 34:10
  which
• 34:10
  is
• 34:10
  why
• 34:11
  over
• 34:11
  half
• 34:11
  of
• 34:11
  them
• 34:11
  have
• 34:12
  families
• 34:12
  and
• 34:13
  kids.
• 34:13
  And
• 34:14
  two
• 34:14
  Connors
• 34:14
  point,
• 34:14
  if
• 34:15
  I'm
• 34:15
  going,
• 34:15
  I
• 34:15
  have
• 34:15
  I'm
• 34:16
  married,
• 34:16
  I'm
• 34:16
  a
• 34:16
  dad,
• 34:17
  I've
• 34:17
  got
• 34:17
  four
• 34:17
  kids.
• 34:18
  When
• 34:18
  we
• 34:18
  travel
• 34:19
  it,
• 34:20
  it
• 34:20
  is
• 34:20
  chaos.
• 34:21
  I
• 34:21
  wanna
• 34:21
  get
• 34:21
  out
• 34:21
  of
• 34:22
  that
• 34:22
  car,
• 34:22
  so
• 34:22
  do
• 34:22
  my
• 34:22
  kids.
• 34:23
  Yeah.
• 34:23
  The
• 34:23
  two
• 34:23
  things
• 34:24
  I
• 34:24
  want
• 34:24
  when
• 34:24
  I
• 34:25
  pull
• 34:25
  into
• 34:25
  a
• 34:25
  place
• 34:25
  is
• 34:26
  readily
• 34:27
  available
• 34:27
  bathrooms,
• 34:28
  because
• 34:29
  everybody
• 34:29
  has
• 34:29
  to
• 34:29
  go.
• 34:30
  Yeah.
• 34:30
  And
• 34:31
  a
• 34:31
  place
• 34:31
  where
• 34:31
  my
• 34:31
  kids
• 34:32
  can
• 34:32
  run
• 34:32
  and
• 34:32
  burn
• 34:32
  off
• 34:32
  some
• 34:33
  steam.
• 34:33
  Yeah.
• 34:33
  My
• 34:34
  wife
• 34:34
  and
• 34:34
  I
• 34:34
  are
• 34:34
  probably
• 34:34
  not
• 34:34
  gonna
• 34:35
  go
• 34:35
  down
• 34:35
  for
• 34:35
  craft
• 34:35
  cocktails
• 34:36
  and
• 34:36
  if
• 34:37
  we're
• 34:37
  already
• 34:38
  traveling
• 34:38
  with
• 34:38
  the
• 34:38
  circus,
• 34:39
  I'm
• 34:39
  not
• 34:40
  tossing
• 34:40
  the
• 34:40
  two
• 34:40
  dogs
• 34:41
  in
• 34:41
  on
• 34:41
  top
• 34:41
  of
• 34:41
  that.
• 34:42
  Some
• 34:42
  of
• 34:42
  those
• 34:42
  things
• 34:43
  make
• 34:43
  sense.
• 34:43
  But
• 34:44
  I
• 34:44
  think
• 34:44
  all
• 34:44
  of
• 34:44
  these,
• 34:45
  you
• 34:45
  can
• 34:45
  talk
• 34:45
  through
• 34:45
  the
• 34:45
  questions
• 34:46
  and
• 34:46
  it
• 34:46
  all
• 34:47
  goes
• 34:47
  back
• 34:47
  to
• 34:47
  a
• 34:47
  sense
• 34:48
  of
• 34:48
  realism,
• 34:49
  of
• 34:49
  authenticity.
• 34:50
  Our
• 34:50
  lives
• 34:50
  were
• 34:51
  surrounded
• 34:51
  by
• 34:52
  digital
• 34:52
  media
• 34:53
  and
• 34:53
  talking
• 34:53
  heads
• 34:54
  and
• 34:54
  agendas
• 34:55
  and
• 34:56
  people
• 34:57
  crafting,
• 34:58
  a
• 34:58
  very
• 34:58
  specific
• 34:59
  facade.
• 34:59
  And
• 35:00
  I
• 35:00
  think
• 35:00
  one
• 35:00
  of
• 35:00
  the
• 35:00
  things
• 35:01
  that
• 35:01
  sets.
• 35:02
  Camping
• 35:03
  and
• 35:03
  glamping
• 35:03
  apart
• 35:04
  is,
• 35:05
  and
• 35:05
  the
• 35:06
  reason
• 35:06
  that
• 35:06
  people
• 35:06
  are
• 35:07
  willing
• 35:07
  to
• 35:07
  spend
• 35:07
  $300
• 35:08
  a
• 35:08
  night
• 35:08
  for
• 35:08
  a
• 35:08
  unit
• 35:09
  is
• 35:09
  they
• 35:09
  want
• 35:10
  a
• 35:10
  hosted
• 35:11
  experience.
• 35:12
  If
• 35:12
  I'm
• 35:12
  just
• 35:12
  looking
• 35:12
  for
• 35:12
  accommodations
• 35:13
  and
• 35:14
  the
• 35:14
  bottom
• 35:14
  dollar
• 35:15
  is
• 35:15
  still
• 35:15
  my
• 35:15
  best
• 35:15
  bet,
• 35:16
  Super
• 35:16
  eight,
• 35:17
  Motel
• 35:17
  six,
• 35:18
  Holiday
• 35:18
  Inn,
• 35:18
  Hilton
• 35:19
  Hyatt,
• 35:19
  they're
• 35:19
  all
• 35:19
  doing
• 35:20
  it.
• 35:20
  They're
• 35:20
  doing
• 35:20
  a
• 35:20
  very
• 35:20
  good
• 35:21
  job
• 35:21
  with
• 35:21
  it,
• 35:21
  and
• 35:21
  they're
• 35:21
  all
• 35:22
  gonna
• 35:22
  be
• 35:22
  cheaper
• 35:22
  than
• 35:22
  a
• 35:22
  glamping
• 35:23
  resort.
• 35:24
  So
• 35:24
  why
• 35:24
  do
• 35:25
  people
• 35:25
  want
• 35:25
  that?
• 35:26
  They
• 35:26
  want
• 35:27
  the
• 35:27
  hosted
• 35:27
  experience,
• 35:28
  they
• 35:29
  want,
• 35:29
  as
• 35:30
  an
• 35:30
  example,
• 35:30
  we're
• 35:30
  staying
• 35:30
  at
• 35:30
  a
• 35:30
  hotel
• 35:31
  out
• 35:31
  here.
• 35:31
  We
• 35:32
  came
• 35:32
  down
• 35:32
  to
• 35:32
  the
• 35:32
  desk.
• 35:32
  I
• 35:32
  said,
• 35:33
  Where's
• 35:33
  a
• 35:33
  good
• 35:33
  place
• 35:33
  to
• 35:33
  eat
• 35:33
  around
• 35:34
  here?
• 35:34
  She
• 35:34
  goes
• 35:35
  there's,
• 35:35
  I
• 35:35
  think
• 35:36
  Ruby
• 35:36
  Tuesdays
• 35:37
  across
• 35:37
  the
• 35:37
  parking
• 35:38
  lot.
• 35:38
  And
• 35:38
  that's
• 35:38
  the
• 35:38
  typical
• 35:39
  response
• 35:39
  you
• 35:39
  get
• 35:39
  in
• 35:39
  a
• 35:39
  hotel.
• 35:40
  When
• 35:40
  you're
• 35:40
  staying
• 35:41
  at
• 35:41
  a
• 35:41
  glamping
• 35:41
  resort
• 35:42
  and
• 35:42
  you
• 35:42
  go
• 35:42
  down
• 35:43
  to
• 35:43
  your
• 35:43
  host,
• 35:43
  you
• 35:43
  say,
• 35:44
  We're
• 35:44
  hungry.
• 35:45
  What
• 35:45
  kind
• 35:45
  of
• 35:45
  food
• 35:46
  do
• 35:46
  you
• 35:46
  like?
• 35:47
  You
• 35:48
  know
• 35:48
  this
• 35:49
  they're
• 35:49
  qualifying
• 35:50
  you,
• 35:50
  They're
• 35:50
  searching
• 35:51
  for
• 35:51
  the
• 35:51
  right
• 35:51
  place
• 35:52
  to
• 35:52
  recommend.
• 35:52
  We've
• 35:52
  got
• 35:53
  this
• 35:53
  amazing
• 35:53
  barbecue
• 35:54
  place.
• 35:55
  The
• 35:55
  owners
• 35:55
  are
• 35:55
  friends
• 35:56
  of
• 35:56
  mine.
• 35:57
  They
• 35:57
  do
• 35:57
  an
• 35:57
  incredible
• 35:57
  job.
• 35:58
  If
• 35:58
  you
• 35:58
  wanna
• 35:58
  try
• 35:59
  it
• 35:59
  out,
• 35:59
  I'll
• 35:59
  call
• 36:00
  them
• 36:00
  and
• 36:00
  make
• 36:00
  a
• 36:00
  reservation
• 36:01
  for
• 36:01
  you
• 36:01
  guys.
• 36:02
  That's
• 36:02
  the
• 36:03
  difference,
• 36:03
  and
• 36:03
  that's
• 36:03
  that
• 36:04
  guest
• 36:04
  experience.
• 36:05
  If
• 36:05
  you're
• 36:05
  driving
• 36:05
  by
• 36:06
  guest
• 36:06
  experience,
• 36:07
  there's,
• 36:08
  it's
• 36:08
  the
• 36:08
  same
• 36:09
  end
• 36:09
  result,
• 36:09
  right?
• 36:10
  You're
• 36:10
  helping
• 36:10
  a
• 36:10
  guest
• 36:11
  find
• 36:11
  a
• 36:11
  place
• 36:11
  to
• 36:11
  eat
• 36:12
  for
• 36:12
  the
• 36:12
  night.
• 36:13
  It's
• 36:14
  a
• 36:14
  little
• 36:14
  more
• 36:14
  effort
• 36:15
  on
• 36:15
  the
• 36:15
  glancy
• 36:15
  piece,
• 36:16
  but
• 36:16
  it's
• 36:16
  such
• 36:17
  an
• 36:17
  incredible
• 36:18
  improvement
• 36:18
  on
• 36:19
  the
• 36:19
  guest
• 36:19
  experience
• 36:20
  and
• 36:20
  they're.
• 36:21
  They're
• 36:22
  leaving
• 36:22
  there
• 36:22
  with
• 36:23
  that
• 36:23
  sense
• 36:23
  of
• 36:24
  realism,
• 36:25
  of
• 36:25
  authenticity,
• 36:26
  of
• 36:26
  a
• 36:26
  relationship,
• 36:27
  of
• 36:27
  a
• 36:27
  connection.
• 36:29
  And
• 36:29
  it's,
• 36:30
  it
• 36:30
  is
• 36:30
  the
• 36:30
  reason
• 36:30
  to
• 36:30
  come
• 36:31
  back
• 36:31
  and
• 36:31
  stay
• 36:31
  again.
• 36:32
  It's,
• 36:32
  that
• 36:33
  person
• 36:33
  genuinely
• 36:34
  cared
• 36:34
  about
• 36:35
  us
• 36:36
  are
• 36:36
  nice,
• 36:36
  but
• 36:37
  like
• 36:37
  we,
• 36:38
  a
• 36:38
  connection
• 36:38
  with
• 36:38
  this
• 36:39
  person.
• 36:39
  Yeah.
• 36:39
  And
• 36:39
  they
• 36:39
  took
• 36:40
  care
• 36:40
  of
• 36:40
  us.
• 36:40
  They
• 36:40
  hosted
• 36:41
  us.
• 36:42
  That's
• 36:42
  what
• 36:42
  gives
• 36:43
  you
• 36:43
  the
• 36:43
  five
• 36:43
  star
• 36:44
  80
• 36:44
  word
• 36:44
  reviews
• 36:45
  on
• 36:45
  your
• 36:45
  website.
• 36:46
  It's
• 36:46
  that
• 36:47
  difference.
• 36:47
  And
• 36:48
  they're
• 36:48
  going
• 36:48
  to
• 36:49
  come
• 36:49
  back
• 36:49
  because
• 36:50
  you
• 36:50
  were
• 36:50
  real
• 36:51
  and
• 36:51
  you
• 36:51
  delivered
• 36:52
  something
• 36:52
  unexpected,
• 36:53
  unique.
• 36:54
  Yes.
• 36:54
  Which
• 36:54
  is
• 36:54
  what
• 36:54
  damning
• 36:55
  is.
• 36:55
  Yes.
• 36:56
  The
• 36:56
  different
• 36:56
  experience.
• 36:56
  So
• 36:57
  I,
• 36:57
  I
• 36:57
  think
• 36:57
  that
• 36:57
  authentic
• 36:58
  experience,
• 36:59
  something
• 36:59
  that's,
• 37:00
  Curated
• 37:01
  something
• 37:01
  that's,
• 37:02
  the
• 37:02
  example
• 37:02
  I
• 37:02
  give,
• 37:03
  and
• 37:03
  I'm
• 37:03
  probably
• 37:03
  gonna
• 37:03
  piss
• 37:04
  off
• 37:04
  some
• 37:04
  people,
• 37:04
  so
• 37:05
  I
• 37:05
  apologize
• 37:05
  in
• 37:06
  advance.
• 37:08
  My
• 37:08
  least
• 37:08
  favorite,
• 37:09
  and
• 37:09
  I
• 37:09
  see
• 37:10
  it
• 37:10
  in
• 37:10
  so
• 37:10
  many
• 37:11
  different
• 37:11
  clapping
• 37:11
  resorts,
• 37:12
  they're
• 37:12
  like,
• 37:12
  Oh,
• 37:12
  we
• 37:12
  have
• 37:12
  a
• 37:12
  s'mores
• 37:13
  kit.
• 37:14
  Talk
• 37:14
  about
• 37:15
  minimal
• 37:15
  effort,
• 37:16
  right?
• 37:16
  I
• 37:16
  put
• 37:17
  a
• 37:17
  chocolate
• 37:17
  bar,
• 37:18
  some
• 37:18
  graham
• 37:18
  crackers
• 37:19
  and
• 37:19
  two
• 37:19
  marshmallows
• 37:20
  in
• 37:20
  a
• 37:20
  Ziploc
• 37:20
  bag,
• 37:20
  and
• 37:21
  I
• 37:21
  charge
• 37:21
  $12
• 37:22
  for
• 37:22
  it.
• 37:23
  Give
• 37:23
  it
• 37:23
  to
• 37:24
  'em.
• 37:24
  If
• 37:24
  you
• 37:24
  need
• 37:24
  to
• 37:25
  charge
• 37:25
  $12
• 37:26
  extra
• 37:26
  for
• 37:26
  the
• 37:26
  room,
• 37:26
  roll
• 37:27
  it
• 37:27
  into
• 37:27
  the
• 37:27
  room
• 37:27
  price.
• 37:28
  That's
• 37:28
  that
• 37:28
  difference
• 37:29
  between
• 37:29
  a
• 37:29
  hosted,
• 37:30
  sensitive,
• 37:30
  authentic
• 37:31
  experience
• 37:33
  and
• 37:34
  a
• 37:34
  commercial
• 37:35
  entity,
• 37:35
  right?
• 37:35
  Like
• 37:36
  when
• 37:36
  I
• 37:36
  stay
• 37:36
  at
• 37:37
  the
• 37:37
  hotel,
• 37:37
  if
• 37:37
  I
• 37:37
  take
• 37:38
  the
• 37:38
  little
• 37:38
  bottle
• 37:38
  of
• 37:38
  liquor,
• 37:39
  they're
• 37:39
  gonna
• 37:39
  charge
• 37:39
  it
• 37:39
  to
• 37:40
  my
• 37:40
  room.
• 37:40
  I
• 37:40
  get
• 37:40
  it.
• 37:41
  But
• 37:41
  I
• 37:41
  think
• 37:41
  glamping,
• 37:42
  we.
• 37:43
  Should
• 37:43
  have
• 37:43
  a
• 37:44
  higher
• 37:44
  level
• 37:44
  of
• 37:44
  expectation.
• 37:45
  If
• 37:45
  you
• 37:45
  want
• 37:45
  s'mores,
• 37:46
  I
• 37:46
  want
• 37:47
  I'll
• 37:47
  come
• 37:47
  down,
• 37:48
  I'll
• 37:48
  start
• 37:48
  your
• 37:49
  fire.
• 37:49
  I'm
• 37:49
  bringing
• 37:50
  a
• 37:50
  platter
• 37:50
  that
• 37:50
  has
• 37:50
  all
• 37:51
  the
• 37:51
  fixings
• 37:51
  on
• 37:51
  it.
• 37:51
  I'll
• 37:52
  come
• 37:52
  and
• 37:52
  clean
• 37:52
  it
• 37:52
  up
• 37:52
  when
• 37:53
  you
• 37:53
  guys
• 37:53
  go
• 37:53
  to
• 37:53
  bed.
• 37:54
  Don't
• 37:54
  worry
• 37:54
  about
• 37:54
  it.
• 37:54
  Just
• 37:54
  leave
• 37:55
  it
• 37:55
  on
• 37:55
  the
• 37:55
  table.
• 37:55
  And
• 37:56
  so
• 37:56
  I
• 37:56
  think
• 37:56
  that's
• 37:56
  the
• 37:56
  key
• 37:57
  thing
• 37:57
  I
• 37:57
  keep
• 37:57
  coming
• 37:57
  back
• 37:58
  to
• 37:58
  is
• 37:58
  on
• 37:59
  authentic
• 38:00
  experience.
• 38:00
  Something
• 38:01
  that's
• 38:01
  real,
• 38:01
  that
• 38:01
  people
• 38:02
  can
• 38:02
  really
• 38:02
  latch
• 38:02
  onto
• 38:03
  and
• 38:03
  build
• 38:03
  that
• 38:03
  relationship
• 38:04
  with
• 38:04
  the
• 38:04
  host
• 38:05
  and
• 38:05
  come
• 38:06
  back
• 38:06
  and
• 38:06
  try
• 38:07
  a
• 38:07
  different
• 38:07
  unit,
• 38:07
  try,
• 38:08
  some
• 38:08
  new
• 38:08
  kind
• 38:09
  of
• 38:09
  accommodation.
• 38:10
  Use
• 38:10
  that,
• 38:11
  The
• 38:11
  battery.
• 38:13
  Yeah.
• 38:13
  So
• 38:13
  to
• 38:13
  build
• 38:14
  on
• 38:14
  what
• 38:14
  Zach
• 38:14
  was
• 38:15
  saying
• 38:15
  and
• 38:15
  you
• 38:15
  brought
• 38:15
  up
• 38:16
  a
• 38:16
  great
• 38:16
  point
• 38:16
  is,
• 38:17
  we
• 38:17
  might
• 38:17
  have
• 38:17
  this
• 38:17
  data
• 38:17
  that
• 38:18
  says,
• 38:18
  Oh,
• 38:18
  your
• 38:18
  private
• 38:19
  bathrooms
• 38:19
  will
• 38:20
  get
• 38:20
  you
• 38:20
  $150
• 38:20
  more,
• 38:21
  or
• 38:21
  food
• 38:22
  and
• 38:22
  beverage
• 38:22
  will,
• 38:22
  it,
• 38:22
  it
• 38:23
  all,
• 38:23
  you
• 38:23
  can
• 38:23
  win
• 38:24
  in
• 38:24
  every
• 38:24
  market
• 38:25
  and
• 38:25
  really
• 38:25
  run
• 38:25
  a
• 38:25
  successful
• 38:26
  business.
• 38:26
  And
• 38:27
  I
• 38:27
  think
• 38:27
  it
• 38:27
  all
• 38:28
  starts
• 38:28
  with
• 38:28
  self
• 38:29
  and
• 38:29
  it's,
• 38:29
  what's
• 38:30
  hosting
• 38:31
  is
• 38:31
  storytelling.
• 38:32
  And
• 38:32
  it's
• 38:32
  what's
• 38:32
  the
• 38:32
  story
• 38:33
  of
• 38:33
  you
• 38:33
  and
• 38:33
  what's
• 38:33
  the
• 38:33
  story
• 38:34
  of
• 38:34
  your
• 38:34
  property
• 38:35
  and
• 38:35
  how
• 38:35
  can
• 38:35
  you
• 38:35
  connect
• 38:36
  guests
• 38:36
  with
• 38:36
  that?
• 38:37
  And
• 38:37
  I
• 38:37
  think,
• 38:37
  or
• 38:38
  typically
• 38:39
  people
• 38:39
  are
• 38:39
  gonna
• 38:39
  do
• 38:39
  a
• 38:39
  much
• 38:40
  better
• 38:40
  job
• 38:40
  of
• 38:40
  hosting
• 38:40
  an
• 38:40
  experience
• 38:41
  they
• 38:41
  can
• 38:41
  relate
• 38:41
  to,
• 38:42
  whether
• 38:42
  that's
• 38:42
  a
• 38:42
  family
• 38:42
  with
• 38:42
  kids
• 38:43
  or
• 38:43
  it's
• 38:43
  a
• 38:43
  couple
• 38:44
  who's
• 38:44
  wanting
• 38:44
  to
• 38:44
  go
• 38:44
  for
• 38:44
  a
• 38:45
  romantic
• 38:45
  getaway.
• 38:46
  Both
• 38:46
  of
• 38:46
  those
• 38:47
  options
• 38:47
  can
• 38:47
  be
• 38:47
  very
• 38:47
  successful.
• 38:49
  And
• 38:49
  worked
• 38:49
  on
• 38:49
  this
• 38:50
  incredible
• 38:50
  project
• 38:50
  with
• 38:51
  Zach
• 38:51
  in
• 38:51
  north
• 38:51
  Georgia.
• 38:52
  And
• 38:53
  it
• 38:53
  was
• 38:53
  a
• 38:53
  couple
• 38:53
  who'd
• 38:54
  been
• 38:54
  in
• 38:54
  hospitality.
• 38:54
  They
• 38:54
  wanted
• 38:55
  to
• 38:55
  do
• 38:55
  something
• 38:55
  special
• 38:55
  and
• 38:56
  the
• 38:56
  wife
• 38:56
  was
• 38:56
  from
• 38:56
  Japan.
• 38:57
  And
• 38:57
  so
• 38:57
  one
• 38:57
  of
• 38:57
  the
• 38:58
  things
• 38:58
  that
• 38:58
  Zach
• 38:58
  did
• 38:58
  a
• 38:58
  great
• 38:59
  job
• 38:59
  was
• 38:59
  like
• 38:59
  including
• 39:00
  some
• 39:00
  cultural
• 39:01
  heritage.
• 39:03
  In
• 39:03
  that
• 39:03
  mean,
• 39:03
  it
• 39:03
  was
• 39:03
  a
• 39:04
  storyboard,
• 39:04
  a
• 39:04
  memory
• 39:05
  board.
• 39:05
  And
• 39:05
  basically
• 39:05
  it
• 39:05
  was
• 39:06
  on
• 39:06
  this
• 39:06
  beautiful
• 39:06
  out
• 39:07
  overlook
• 39:07
  platform
• 39:08
  where
• 39:08
  you
• 39:08
  could
• 39:08
  see
• 39:08
  three
• 39:08
  states
• 39:09
  and
• 39:09
  then
• 39:09
  on
• 39:09
  it
• 39:09
  was
• 39:10
  this
• 39:10
  traditional
• 39:10
  Japanese
• 39:11
  board
• 39:11
  where
• 39:11
  you'd
• 39:12
  take
• 39:13
  of
• 39:13
  wood
• 39:14
  and
• 39:14
  go
• 39:14
  guests
• 39:15
  guide
• 39:15
  about
• 39:15
  them
• 39:15
  like
• 39:16
  an
• 39:16
  a
• 39:16
  gratitude
• 39:16
  or
• 39:17
  something
• 39:17
  that
• 39:17
  they
• 39:17
  wanted
• 39:17
  to
• 39:17
  manifest
• 39:18
  or
• 39:18
  a
• 39:18
  good
• 39:18
  memory,
• 39:19
  and
• 39:19
  then
• 39:19
  they
• 39:19
  could
• 39:19
  put
• 39:20
  it
• 39:20
  on
• 39:20
  the
• 39:20
  board.
• 39:20
  They
• 39:21
  would
• 39:21
  collect
• 39:21
  those
• 39:21
  over
• 39:22
  the
• 39:22
  year.
• 39:22
  And
• 39:22
  so
• 39:23
  that
• 39:23
  is
• 39:23
  just
• 39:24
  talk
• 39:24
  about
• 39:25
  something
• 39:25
  that
• 39:25
  you'll
• 39:25
  remember
• 39:26
  and
• 39:27
  talk
• 39:27
  about
• 39:27
  being
• 39:27
  connected
• 39:28
  with
• 39:28
  the
• 39:28
  land
• 39:28
  and
• 39:28
  with
• 39:29
  the
• 39:29
  hosts
• 39:29
  and
• 39:30
  that
• 39:30
  unique
• 39:30
  special
• 39:31
  piece
• 39:31
  that's
• 39:31
  gonna
• 39:32
  bring
• 39:32
  that
• 39:32
  guest
• 39:32
  back
• 39:33
  and
• 39:33
  they're
• 39:33
  definitely
• 39:33
  gonna
• 39:34
  tell
• 39:34
  their
• 39:34
  friends
• 39:34
  about
• 39:34
  it.
• 39:34
  Yeah,
• 39:36
  I
• 39:36
  think
• 39:36
  that's,
• 39:36
  this
• 39:37
  is
• 39:37
  gonna
• 39:37
  get
• 39:37
  more
• 39:37
  and
• 39:37
  more
• 39:37
  important
• 39:38
  as
• 39:38
  the
• 39:38
  market
• 39:38
  matured
• 39:39
  as
• 39:39
  well.
• 39:40
  The
• 39:40
  minute
• 39:40
  you
• 39:41
  probably
• 39:41
  can
• 39:41
  just
• 39:41
  put
• 39:41
  like
• 39:42
  a
• 39:42
  few
• 39:42
  tents
• 39:42
  up
• 39:43
  and
• 39:43
  make
• 39:43
  really
• 39:43
  good
• 39:44
  money
• 39:44
  and
• 39:44
  make
• 39:44
  money
• 39:45
  back
• 39:45
  quickly.
• 39:45
  But
• 39:46
  in,
• 39:46
  in
• 39:46
  10
• 39:46
  years
• 39:46
  time
• 39:47
  when
• 39:47
  there's
• 39:47
  a
• 39:47
  whole,
• 39:47
  hell
• 39:48
  of
• 39:48
  a
• 39:48
  lot
• 39:48
  more
• 39:48
  competition.
• 39:49
  The
• 39:49
  markets
• 39:50
  are
• 39:50
  more
• 39:50
  mature,
• 39:51
  expectations
• 39:51
  are
• 39:51
  raised,
• 39:52
  it
• 39:52
  might
• 39:52
  be
• 39:52
  in
• 39:52
  five
• 39:53
  years
• 39:53
  time,
• 39:53
  guests
• 39:53
  just
• 39:54
  won't
• 39:54
  stay
• 39:54
  at
• 39:54
  all
• 39:54
  sights
• 39:55
  without
• 39:55
  unsweet
• 39:56
  bathrooms
• 39:56
  kind
• 39:56
  of
• 39:56
  thing.
• 39:56
  If
• 39:57
  you
• 39:57
  are
• 39:57
  looking
• 39:57
  to
• 39:57
  enter
• 39:58
  the
• 39:58
  market
• 39:58
  now,
• 39:59
  absolutely.
• 39:59
  Look
• 39:59
  at,
• 40:00
  okay,
• 40:00
  how's
• 40:00
  it
• 40:00
  gonna
• 40:00
  look
• 40:00
  now?
• 40:01
  But
• 40:01
  how's
• 40:01
  it
• 40:01
  gonna
• 40:01
  look
• 40:01
  in
• 40:01
  10?
• 40:02
  And
• 40:03
  what
• 40:03
  can
• 40:03
  we
• 40:03
  do
• 40:03
  to
• 40:03
  to
• 40:04
  separate
• 40:04
  ourselves
• 40:04
  from
• 40:04
  the
• 40:04
  competition
• 40:05
  in
• 40:05
  10
• 40:05
  years
• 40:06
  time?
• 40:06
  And
• 40:06
  that's
• 40:07
  the
• 40:07
  kind
• 40:07
  of
• 40:07
  thing
• 40:07
  where
• 40:07
  it's
• 40:07
  like
• 40:07
  that
• 40:08
  personal
• 40:08
  experience
• 40:09
  the
• 40:09
  guests
• 40:09
  that,
• 40:09
  the
• 40:09
  host
• 40:10
  such
• 40:10
  that's
• 40:10
  gonna
• 40:10
  of
• 40:10
  set
• 40:11
  you
• 40:11
  apart
• 40:11
  and
• 40:11
  keep
• 40:11
  you
• 40:12
  protected
• 40:12
  from
• 40:13
  saturation
• 40:13
  a
• 40:13
  little
• 40:13
  bit.
• 40:14
  Sure.
• 40:15
  Yeah,
• 40:16
  I
• 40:16
  was
• 40:16
  just
• 40:17
  gonna
• 40:17
  back
• 40:17
  you
• 40:17
  up
• 40:17
  on
• 40:17
  that
• 40:18
  and
• 40:18
  just
• 40:18
  say
• 40:18
  that
• 40:18
  a
• 40:19
  lot
• 40:19
  of
• 40:19
  people
• 40:19
  come
• 40:20
  and
• 40:20
  talk
• 40:20
  to
• 40:20
  us
• 40:21
  and
• 40:21
  say,
• 40:21
  I
• 40:21
  need
• 40:22
  a
• 40:22
  year
• 40:22
  that
• 40:22
  will
• 40:23
  sleep
• 40:24
  two
• 40:24
  people
• 40:24
  and
• 40:24
  I
• 40:24
  need
• 40:24
  a
• 40:25
  year
• 40:25
  that
• 40:25
  sleeps
• 40:25
  for
• 40:25
  people.
• 40:27
  And
• 40:27
  I
• 40:27
  ask
• 40:27
  them
• 40:27
  why?
• 40:28
  I
• 40:28
  want
• 40:28
  to
• 40:28
  offer
• 40:29
  for
• 40:29
  the
• 40:29
  couples
• 40:29
  and
• 40:29
  I
• 40:29
  want
• 40:29
  to
• 40:30
  offer
• 40:30
  the
• 40:30
  families.
• 40:31
  And
• 40:31
  I
• 40:31
  said,
• 40:31
  So
• 40:31
  what's
• 40:32
  your
• 40:32
  situation?
• 40:33
  Oh,
• 40:33
  I'm
• 40:33
  a
• 40:33
  couple.
• 40:33
  So
• 40:34
  you
• 40:34
  get
• 40:34
  couples.
• 40:35
  Why
• 40:35
  are
• 40:35
  you
• 40:35
  opening
• 40:35
  up
• 40:36
  to
• 40:36
  families
• 40:36
  when
• 40:36
  you
• 40:36
  don't
• 40:37
  have
• 40:37
  children?
• 40:37
  Do
• 40:37
  you
• 40:38
  know
• 40:38
  all
• 40:38
  the
• 40:38
  extra
• 40:38
  stuff
• 40:39
  you
• 40:39
  need
• 40:39
  to
• 40:39
  provide
• 40:40
  for
• 40:40
  a
• 40:40
  family?
• 40:41
  Oh,
• 40:41
  it's
• 40:42
  fine.
• 40:42
  We
• 40:42
  just
• 40:42
  need
• 40:42
  to
• 40:42
  make
• 40:43
  sure
• 40:43
  we
• 40:43
  get
• 40:43
  lots
• 40:43
  of
• 40:43
  money
• 40:44
  in.
• 40:44
  And
• 40:44
  it's
• 40:44
  you
• 40:45
  are
• 40:45
  not
• 40:45
  gonna
• 40:45
  be
• 40:46
  great
• 40:46
  at
• 40:46
  what
• 40:47
  you
• 40:47
  do
• 40:47
  if
• 40:47
  you
• 40:47
  go
• 40:47
  down
• 40:48
  that
• 40:48
  route.
• 40:48
  Really
• 40:49
  niche
• 40:50
  it.
• 40:50
  Get
• 40:50
  into
• 40:50
  there.
• 40:51
  So
• 40:51
  you
• 40:51
  totally
• 40:52
  differentiate
• 40:52
  from
• 40:52
  everybody
• 40:53
  else
• 40:53
  cuz
• 40:53
  the
• 40:53
  market,
• 40:54
  like
• 40:54
  you
• 40:54
  say,
• 40:55
  is
• 40:55
  gonna
• 40:55
  get
• 40:55
  mature,
• 40:55
  it's
• 40:56
  gonna
• 40:56
  get
• 40:56
  busy
• 40:57
  and
• 40:57
  you
• 40:57
  need
• 40:57
  to
• 40:57
  be
• 40:57
  different.
• 40:58
  So
• 40:58
  we
• 40:58
  don't
• 40:59
  fight
• 40:59
  with
• 40:59
  our
• 40:59
  potential
• 41:00
  clients,
• 41:00
  but
• 41:00
  we
• 41:01
  do
• 41:01
  say
• 41:01
  you.
• 41:02
  So
• 41:02
  what
• 41:02
  do
• 41:02
  you
• 41:02
  need
• 41:03
  for
• 41:03
  a
• 41:03
  baby
• 41:04
  of
• 41:04
  six
• 41:04
  months
• 41:04
  and
• 41:05
  a
• 41:05
  toddler?
• 41:05
  What
• 41:05
  extra
• 41:06
  kit
• 41:06
  have
• 41:06
  you
• 41:06
  got
• 41:06
  to
• 41:06
  supply?
• 41:07
  And
• 41:08
  when
• 41:08
  those
• 41:08
  couples
• 41:09
  are
• 41:09
  there
• 41:09
  having
• 41:10
  a
• 41:10
  romantic,
• 41:10
  getaway
• 41:11
  with
• 41:11
  the
• 41:11
  hot
• 41:11
  tub
• 41:11
  and
• 41:11
  all
• 41:12
  that
• 41:12
  kind
• 41:12
  prosecco
• 41:13
  stuff,
• 41:13
  and
• 41:13
  then
• 41:14
  they're
• 41:14
  screaming
• 41:14
  kids
• 41:15
  next
• 41:15
  door,
• 41:16
  these
• 41:16
  guys
• 41:16
  aren't
• 41:17
  coming
• 41:17
  back
• 41:18
  and
• 41:18
  your
• 41:19
  business
• 41:19
  need
• 41:19
  to
• 41:20
  be
• 41:20
  sustainable
• 41:20
  over
• 41:21
  a
• 41:21
  number
• 41:21
  of
• 41:21
  years
• 41:22
  or
• 41:22
  whatever
• 41:22
  your
• 41:22
  business
• 41:23
  plan
• 41:23
  is.
• 41:24
  So
• 41:24
  it's
• 41:24
  really
• 41:25
  getting
• 41:25
  down
• 41:25
  to,
• 41:25
  to
• 41:26
  knowing
• 41:26
  the
• 41:26
  market
• 41:26
  who's
• 41:27
  coming
• 41:27
  to
• 41:27
  stay.
• 41:29
  I
• 41:29
  think
• 41:30
  it
• 41:30
  as
• 41:30
  well,
• 41:30
  you
• 41:31
  have
• 41:31
  gotta
• 41:31
  be
• 41:31
  brave
• 41:31
  as
• 41:32
  well.
• 41:32
  So
• 41:32
  if
• 41:33
  you
• 41:33
  do
• 41:33
  niche
• 41:33
  down
• 41:34
  like
• 41:34
  you're
• 41:34
  saying,
• 41:34
  how,
• 41:35
  let's
• 41:35
  say
• 41:35
  you
• 41:35
  shut
• 41:35
  off
• 41:36
  the
• 41:36
  idea
• 41:36
  of
• 41:36
  families
• 41:37
  can.
• 41:37
  To
• 41:37
  a
• 41:37
  new
• 41:38
  UK
• 41:38
  only.
• 41:38
  That
• 41:38
  can
• 41:39
  be
• 41:39
  quite
• 41:39
  scary
• 41:39
  cuz
• 41:39
  you're
• 41:40
  instantly
• 41:40
  putting
• 41:40
  off
• 41:40
  a
• 41:40
  huge
• 41:41
  potential
• 41:41
  swa
• 41:41
  of
• 41:42
  the
• 41:42
  market.
• 41:42
  But
• 41:42
  you've
• 41:43
  gotta
• 41:43
  make
• 41:43
  those
• 41:43
  brave
• 41:44
  decisions
• 41:44
  otherwise
• 41:45
  you
• 41:45
  will
• 41:45
  be
• 41:45
  just
• 41:46
  left
• 41:46
  in
• 41:46
  the
• 41:46
  dust
• 41:46
  in
• 41:46
  10
• 41:47
  years
• 41:47
  time
• 41:47
  when
• 41:48
  there
• 41:48
  are
• 41:48
  a
• 41:48
  million
• 41:48
  sites
• 41:49
  offering
• 41:49
  couples
• 41:50
  only.
• 41:50
  So
• 41:50
  try
• 41:51
  be
• 41:51
  everything
• 41:51
  to
• 41:51
  Yeah,
• 41:52
  exactly.
• 41:52
  And
• 41:52
  you
• 41:52
  can't,
• 41:53
  you'll
• 41:53
  never
• 41:53
  get
• 41:53
  anywhere.
• 41:53
  Exactly.
• 41:55
  And
• 41:55
  I've
• 41:56
  spoken
• 41:56
  to
• 41:56
  SAS
• 41:57
  particularly
• 41:57
  in
• 41:57
  the
• 41:58
  UK
• 41:58
  as
• 41:58
  well,
• 41:58
  that
• 41:58
  there
• 41:58
  are
• 41:58
  people
• 41:59
  who,
• 41:59
  say
• 41:59
  no
• 42:00
  dogs
• 42:00
  allowed,
• 42:00
  which
• 42:01
  again,
• 42:01
  cuts
• 42:01
  off
• 42:01
  a
• 42:02
  lot
• 42:02
  of
• 42:02
  the
• 42:02
  market,
• 42:02
  but
• 42:02
  the
• 42:03
  people
• 42:03
  who
• 42:03
  don't
• 42:03
  like
• 42:03
  dogs
• 42:04
  know
• 42:04
  that
• 42:04
  they're
• 42:04
  catered
• 42:05
  for.
• 42:05
  And
• 42:05
  when
• 42:06
  they've
• 42:06
  had
• 42:06
  that
• 42:06
  experience
• 42:06
  without
• 42:07
  dogs,
• 42:07
  or
• 42:07
  there's
• 42:07
  another
• 42:08
  site
• 42:08
  who
• 42:09
  cater
• 42:09
  specifically
• 42:09
  for
• 42:09
  people
• 42:10
  with
• 42:10
  additional
• 42:10
  needs,
• 42:10
  like
• 42:11
  all
• 42:11
  of
• 42:11
  their,
• 42:11
  all
• 42:12
  their
• 42:12
  units
• 42:12
  are
• 42:12
  like
• 42:12
  on
• 42:13
  ramps
• 42:13
  and
• 42:13
  white
• 42:13
  doorways.
• 42:14
  And
• 42:14
  again,
• 42:15
  it's
• 42:15
  a
• 42:16
  brave
• 42:16
  decision.
• 42:16
  But
• 42:16
  they
• 42:17
  know
• 42:17
  that
• 42:18
  the
• 42:18
  people
• 42:18
  who
• 42:18
  come
• 42:18
  and
• 42:18
  stay
• 42:19
  and
• 42:19
  book
• 42:19
  with
• 42:19
  them,
• 42:20
  they
• 42:20
  know
• 42:20
  that
• 42:20
  they're
• 42:20
  specifically
• 42:21
  catered
• 42:21
  for
• 42:22
  after
• 42:22
  they'll
• 42:23
  tell
• 42:23
  all
• 42:23
  their
• 42:23
  friends
• 42:23
  who
• 42:23
  have
• 42:24
  additional
• 42:24
  needs
• 42:24
  as
• 42:24
  well.
• 42:25
  And
• 42:25
  so
• 42:25
  their
• 42:25
  customer
• 42:26
  retention
• 42:26
  rate
• 42:26
  is
• 42:26
  insanely
• 42:27
  high
• 42:27
  because
• 42:27
  they
• 42:28
  catered
• 42:28
  to
• 42:28
  that
• 42:28
  specific
• 42:29
  niche.
• 42:29
  And
• 42:30
  they
• 42:30
  wouldn't
• 42:30
  have
• 42:30
  that
• 42:30
  if
• 42:30
  they
• 42:30
  just
• 42:31
  had
• 42:31
  your
• 42:31
  generic
• 42:31
  site
• 42:32
  that
• 42:32
  just
• 42:32
  caters
• 42:32
  to
• 42:32
  everybody.
• 42:33
  Sorry,
• 42:33
  I'm
• 42:33
  gonna
• 42:33
  shift
• 42:34
  it
• 42:34
  tiny
• 42:34
  bit.
• 42:35
  So
• 42:35
  speaking
• 42:35
  of
• 42:36
  the
• 42:36
  market
• 42:36
  aging
• 42:37
  and
• 42:37
  talking
• 42:37
  about,
• 42:38
  10
• 42:38
  years
• 42:38
  from
• 42:38
  now
• 42:39
  and
• 42:39
  all
• 42:39
  of
• 42:39
  those
• 42:39
  things,
• 42:40
  I
• 42:40
  have
• 42:41
  spoken
• 42:41
  with
• 42:41
  many
• 42:42
  vendors
• 42:42
  yesterday
• 42:43
  and
• 42:43
  today
• 42:43
  who
• 42:44
  keep
• 42:44
  saying
• 42:45
  compared
• 42:45
  to
• 42:46
  last
• 42:46
  year
• 42:47
  and
• 42:47
  the
• 42:47
  year
• 42:47
  prior
• 42:48
  years
• 42:48
  prior,
• 42:48
  at
• 42:49
  this
• 42:49
  show,
• 42:50
  they're
• 42:50
  starting
• 42:50
  to
• 42:50
  see
• 42:51
  a
• 42:51
  shift
• 42:52
  in
• 42:52
  the
• 42:52
  demographic
• 42:53
  of
• 42:53
  attendees
• 42:54
  who
• 42:54
  are
• 42:54
  farther
• 42:55
  down
• 42:55
  the
• 42:55
  road.
• 42:56
  They
• 42:56
  have
• 42:57
  maybe
• 42:58
  in
• 42:58
  2019,
• 42:59
  they
• 42:59
  were
• 42:59
  just
• 42:59
  really
• 42:59
  just
• 43:00
  looking
• 43:00
  and
• 43:01
  getting
• 43:01
  their
• 43:01
  feet
• 43:01
  wet
• 43:02
  and
• 43:02
  not
• 43:02
  sure
• 43:02
  what
• 43:02
  this
• 43:02
  was
• 43:03
  all
• 43:03
  about.
• 43:03
  And
• 43:03
  now
• 43:05
  a
• 43:05
  couple
• 43:06
  years
• 43:06
  later,
• 43:06
  acquired
• 43:06
  property,
• 43:07
  they're
• 43:08
  now
• 43:08
  looking
• 43:09
  for
• 43:09
  unit
• 43:09
  types.
• 43:10
  There
• 43:10
  are
• 43:10
  you
• 43:10
  guys,
• 43:11
  I
• 43:11
  haven't
• 43:11
  asked
• 43:12
  you
• 43:12
  in
• 43:13
  individuals
• 43:13
  this,
• 43:14
  are
• 43:14
  you
• 43:14
  guys
• 43:14
  seeing
• 43:14
  attendees
• 43:15
  so
• 43:15
  far
• 43:15
  and
• 43:15
  how
• 43:16
  does
• 43:16
  that
• 43:16
  impact
• 43:17
  the
• 43:18
  way
• 43:19
  you
• 43:19
  communicate
• 43:19
  with
• 43:20
  them
• 43:20
  at
• 43:20
  this
• 43:20
  show
• 43:21
  and
• 43:21
  then
• 43:22
  going
• 43:22
  forward
• 43:22
  Yeah.
• 43:23
  Yeah.
• 43:23
  just
• 43:23
  to
• 43:23
  clarify,
• 43:24
  so
• 43:24
  I
• 43:24
  know
• 43:24
  you're
• 43:24
  talking
• 43:24
  about
• 43:24
  it's,
• 43:25
  is
• 43:25
  the
• 43:25
  market
• 43:25
  being
• 43:25
  saturated
• 43:26
  and
• 43:26
  do
• 43:26
  you
• 43:26
  have
• 43:26
  more
• 43:27
  competition
• 43:27
  that
• 43:27
  No.
• 43:28
  Oh
• 43:28
  yeah.
• 43:29
  It's
• 43:29
  the
• 43:29
  people
• 43:29
  who
• 43:30
  are
• 43:30
  here
• 43:30
  who
• 43:30
  already
• 43:31
  own
• 43:31
  land
• 43:31
  or
• 43:32
  already
• 43:33
  ready
• 43:33
  to
• 43:33
  operate
• 43:33
  versus
• 43:34
  just
• 43:34
  thinking
• 43:34
  about
• 43:34
  it.
• 43:35
  Yeah.
• 43:35
  Are
• 43:35
  you
• 43:35
  seeing
• 43:36
  shift?
• 43:36
  I'll
• 43:36
  let
• 43:36
  someone
• 43:36
  else.
• 43:37
  Sorry.
• 43:37
  Are
• 43:37
  you,
• 43:38
  I'm,
• 43:38
  I'll
• 43:38
  clarify.
• 43:39
  Are
• 43:39
  you
• 43:39
  seeing
• 43:39
  a
• 43:39
  shift
• 43:40
  in
• 43:40
  the
• 43:40
  demographic
• 43:41
  that
• 43:41
  speaks
• 43:42
  to
• 43:42
  the
• 43:42
  growth
• 43:43
  of
• 43:43
  the
• 43:43
  industry?
• 43:44
  Because
• 43:44
  so
• 43:44
  many
• 43:45
  more
• 43:45
  operators
• 43:46
  are
• 43:46
  farther
• 43:47
  down
• 43:47
  the
• 43:47
  road.
• 43:47
  They've
• 43:47
  acquired
• 43:48
  pro,
• 43:48
  they're
• 43:48
  serious
• 43:49
  now
• 43:49
  they've
• 43:49
  done
• 43:50
  maybe
• 43:50
  some
• 43:50
  of
• 43:50
  the
• 43:51
  initial
• 43:52
  consulted
• 43:52
  stuff
• 43:53
  and
• 43:53
  are
• 43:53
  ready
• 43:54
  to
• 43:54
  go.
• 43:56
  Yeah.
• 43:56
  So
• 43:56
  I
• 43:56
  would
• 43:56
  say,
• 43:57
  especially
• 43:58
  in
• 43:58
  our
• 43:58
  business
• 43:59
  of
• 43:59
  doing
• 43:59
  resort
• 44:00
  design,
• 44:00
  resort
• 44:01
  development
• 44:01
  and
• 44:01
  redevelopment,
• 44:02
  we
• 44:02
  work
• 44:02
  with
• 44:02
  a
• 44:03
  lot
• 44:03
  of
• 44:04
  existing
• 44:04
  campgrounds
• 44:04
  that
• 44:05
  want
• 44:05
  to,
• 44:06
  revamp
• 44:06
  or
• 44:06
  update
• 44:07
  or
• 44:08
  maybe
• 44:08
  that
• 44:08
  10
• 44:08
  acres
• 44:08
  next
• 44:09
  door
• 44:09
  finally
• 44:09
  became
• 44:09
  available
• 44:10
  when
• 44:10
  they
• 44:10
  purchased
• 44:11
  it,
• 44:11
  and
• 44:11
  they
• 44:11
  wanna
• 44:11
  expand.
• 44:12
  I
• 44:12
  think
• 44:12
  for
• 44:12
  us,
• 44:13
  Yes.
• 44:14
  A
• 44:14
  year
• 44:14
  ago,
• 44:14
  two
• 44:14
  years
• 44:15
  ago,
• 44:15
  we
• 44:15
  had
• 44:15
  a
• 44:15
  lot
• 44:15
  of
• 44:15
  tire
• 44:16
  kickers.
• 44:16
  We
• 44:16
  had
• 44:16
  a
• 44:16
  lot
• 44:17
  of
• 44:17
  people
• 44:17
  who
• 44:17
  were
• 44:17
  here
• 44:17
  to
• 44:18
  learn
• 44:18
  and
• 44:18
  soak
• 44:18
  up
• 44:19
  and
• 44:19
  had
• 44:19
  some
• 44:19
  thoughts
• 44:19
  about
• 44:20
  maybe
• 44:21
  we'll
• 44:21
  do
• 44:21
  this.
• 44:21
  And
• 44:21
  we're
• 44:22
  just
• 44:22
  trying
• 44:22
  to
• 44:22
  learn
• 44:23
  everything
• 44:23
  we
• 44:23
  can,
• 44:24
  but,
• 44:24
  weren't
• 44:24
  real
• 44:25
  viable
• 44:25
  as
• 44:25
  far
• 44:26
  as
• 44:26
  absolutely
• 44:27
  were
• 44:27
  ready
• 44:27
  to
• 44:27
  go.
• 44:28
  Although
• 44:28
  two
• 44:29
  of
• 44:29
  the
• 44:29
  best
• 44:29
  projects
• 44:29
  that,
• 44:30
  that
• 44:30
  Connor
• 44:30
  and
• 44:30
  I
• 44:30
  have
• 44:31
  done
• 44:31
  over
• 44:31
  the
• 44:31
  last
• 44:31
  year,
• 44:32
  we
• 44:32
  met
• 44:33
  both
• 44:33
  of
• 44:33
  them
• 44:33
  here
• 44:33
  at
• 44:33
  the
• 44:33
  Glamping
• 44:34
  Show.
• 44:34
  That's
• 44:34
  awesome.
• 44:35
  But
• 44:35
  I
• 44:35
  would
• 44:35
  say
• 44:35
  I
• 44:35
  think
• 44:35
  this
• 44:36
  year
• 44:36
  the
• 44:36
  biggest
• 44:37
  change
• 44:37
  I've
• 44:37
  noticed
• 44:38
  is
• 44:38
  yes,
• 44:39
  there
• 44:39
  are
• 44:39
  more
• 44:39
  people
• 44:39
  who
• 44:40
  are
• 44:40
  more
• 44:40
  serious,
• 44:41
  who
• 44:41
  have
• 44:41
  incredible
• 44:42
  sites
• 44:43
  and
• 44:43
  in
• 44:43
  some
• 44:43
  cases
• 44:44
  even
• 44:44
  have
• 44:44
  some
• 44:44
  money.
• 44:45
  They
• 44:45
  have,
• 44:45
  an
• 44:45
  investor
• 44:46
  or
• 44:46
  a
• 44:46
  partner
• 44:47
  or
• 44:47
  somebody
• 44:47
  that's
• 44:48
  a
• 44:48
  local
• 44:48
  bank
• 44:49
  that's
• 44:49
  working
• 44:49
  with
• 44:50
  them.
• 44:50
  So
• 44:50
  definitely
• 44:51
  seen
• 44:51
  an
• 44:51
  increase
• 44:52
  in
• 44:52
  those.
• 44:53
  The
• 44:53
  other
• 44:53
  thing
• 44:53
  I
• 44:54
  think
• 44:54
  that
• 44:54
  I'm
• 44:54
  seeing
• 44:55
  a
• 44:55
  lot
• 44:55
  of
• 44:55
  just
• 44:55
  professionally
• 44:56
  is.
• 44:58
  A
• 44:58
  lot
• 44:58
  of
• 44:58
  interest
• 44:59
  from
• 45:00
  what
• 45:00
  I'll
• 45:00
  call
• 45:00
  periphery
• 45:01
  industries.
• 45:01
  All
• 45:02
  of
• 45:02
  my
• 45:02
  RV
• 45:03
  parks
• 45:04
  are
• 45:04
  interested
• 45:05
  in
• 45:05
  glamping
• 45:06
  tents,
• 45:06
  yards
• 45:08
  park,
• 45:08
  the
• 45:08
  park
• 45:08
  models
• 45:09
  have
• 45:09
  been
• 45:09
  done.
• 45:09
  Several,
• 45:10
  even
• 45:11
  major
• 45:11
  national
• 45:12
  brands
• 45:12
  have
• 45:12
  been
• 45:12
  very
• 45:12
  successful
• 45:13
  with
• 45:13
  our
• 45:13
  park
• 45:13
  models.
• 45:14
  But
• 45:14
  it's
• 45:14
  not
• 45:14
  the
• 45:15
  same
• 45:15
  thing.
• 45:15
  It's
• 45:15
  not
• 45:16
  a
• 45:16
  unique
• 45:16
  guest
• 45:16
  experience.
• 45:18
  I
• 45:18
  can
• 45:18
  stay
• 45:18
  in
• 45:19
  a
• 45:19
  KOA
• 45:19
  camp
• 45:19
  and
• 45:20
  at
• 45:20
  any
• 45:20
  koa
• 45:21
  in
• 45:21
  the
• 45:21
  country.
• 45:21
  It's
• 45:21
  not
• 45:22
  something
• 45:22
  I'm
• 45:22
  gonna,
• 45:23
  post
• 45:23
  photos
• 45:23
  on
• 45:23
  Instagram
• 45:24
  of
• 45:24
  whereas,
• 45:25
  a
• 45:25
  beautiful
• 45:26
  hand
• 45:26
  steamed
• 45:27
  Ben,
• 45:27
  your
• 45:28
  top
• 45:28
  that's
• 45:28
  my
• 45:29
  selfie
• 45:29
  spot
• 45:29
  that's
• 45:30
  gonna
• 45:30
  push
• 45:31
  that
• 45:31
  on
• 45:31
  Facebook
• 45:32
  and
• 45:32
  Twitter
• 45:33
  and
• 45:33
  everything.
• 45:33
  Let
• 45:33
  all
• 45:33
  my
• 45:34
  friends
• 45:34
  know
• 45:34
  this
• 45:34
  incredible
• 45:35
  place
• 45:35
  I
• 45:35
  stay.
• 45:35
  And
• 45:35
  so
• 45:36
  I
• 45:36
  think
• 45:36
  we're
• 45:36
  starting
• 45:37
  to
• 45:37
  see
• 45:37
  more
• 45:38
  interest
• 45:38
  from
• 45:39
  traditional
• 45:39
  hospitality
• 45:40
  and
• 45:41
  from
• 45:41
  the
• 45:41
  RV
• 45:41
  industry.
• 45:42
  Looking
• 45:42
  at
• 45:43
  how
• 45:43
  do
• 45:43
  I
• 45:43
  get
• 45:43
  into
• 45:44
  glamping
• 45:44
  and
• 45:44
  how
• 45:44
  do
• 45:45
  we
• 45:45
  do
• 45:45
  it?
• 45:45
  And
• 45:45
  I
• 45:45
  think
• 45:45
  some
• 45:46
  industries,
• 45:47
  you
• 45:47
  look
• 45:47
  at
• 45:47
  Temore,
• 45:48
  that's
• 45:49
  a
• 45:49
  great
• 45:49
  example.
• 45:50
  That's
• 45:50
  Kwa,
• 45:51
  but
• 45:51
  that
• 45:52
  was
• 45:52
  Kwa
• 45:52
  saying,
• 45:53
  We've
• 45:54
  done
• 45:54
  RV,
• 45:54
  we've
• 45:54
  done
• 45:55
  Campground,
• 45:55
  we're
• 45:56
  gonna
• 45:56
  do
• 45:56
  this
• 45:56
  glamping
• 45:57
  thing
• 45:57
  and
• 45:57
  we're
• 45:57
  gonna
• 45:57
  do
• 45:57
  it
• 45:58
  right.
• 45:58
  And,
• 45:58
  the
• 45:59
  overwhelming
• 45:59
  response
• 46:00
  to
• 46:00
  what
• 46:00
  they've
• 46:00
  done
• 46:00
  is
• 46:00
  incredible.
• 46:01
  And
• 46:01
  they
• 46:01
  are
• 46:01
  doing
• 46:02
  it
• 46:02
  right.
• 46:02
  But
• 46:03
  even,
• 46:03
  a
• 46:03
  couple
• 46:03
  weeks
• 46:03
  ago
• 46:04
  with
• 46:04
  the
• 46:04
  lodging
• 46:04
  con
• 46:04
  where
• 46:04
  you
• 46:05
  talk
• 46:05
  about
• 46:05
  most
• 46:06
  of
• 46:06
  the
• 46:06
  major
• 46:07
  hospitality
• 46:08
  hotel
• 46:08
  players
• 46:09
  and
• 46:09
  these
• 46:10
  are
• 46:10
  the
• 46:10
  money
• 46:10
  people
• 46:10
  behind
• 46:11
  some
• 46:11
  of
• 46:11
  these
• 46:11
  major
• 46:12
  brands
• 46:12
  that
• 46:12
  people,
• 46:12
  that
• 46:12
  make
• 46:13
  the
• 46:13
  decisions
• 46:13
  about
• 46:14
  where
• 46:14
  those
• 46:14
  companies
• 46:14
  are
• 46:15
  headed.
• 46:15
  And
• 46:15
  for
• 46:15
  the
• 46:15
  first
• 46:16
  time
• 46:16
  ever,
• 46:16
  they
• 46:16
  hosted
• 46:17
  a
• 46:17
  glamping
• 46:17
  panel
• 46:18
  at
• 46:18
  the
• 46:19
  lodging
• 46:19
  conference.
• 46:20
  And
• 46:20
  these
• 46:21
  breakout
• 46:21
  sessions,
• 46:21
  these
• 46:22
  panels,
• 46:22
  they
• 46:22
  usually
• 46:22
  get,
• 46:23
  30,
• 46:23
  40,
• 46:24
  maybe
• 46:24
  50
• 46:24
  people.
• 46:25
  They
• 46:25
  have
• 46:25
  to.
• 46:26
  350
• 46:27
  people
• 46:27
  in
• 46:28
  the
• 46:28
  breakout
• 46:28
  session
• 46:28
  for
• 46:28
  glamping.
• 46:29
  So
• 46:30
  I
• 46:30
  think,
• 46:31
  that's
• 46:31
  one
• 46:31
  thing
• 46:32
  I
• 46:32
  think
• 46:32
  we're
• 46:32
  seeing
• 46:32
  more
• 46:33
  of
• 46:33
  in
• 46:33
  the
• 46:33
  future.
• 46:34
  I
• 46:34
  still
• 46:34
  think
• 46:34
  the
• 46:34
  core
• 46:35
  of
• 46:36
  glamping
• 46:36
  and
• 46:36
  staying
• 46:37
  true
• 46:37
  to
• 46:37
  that
• 46:37
  authentic
• 46:38
  experience
• 46:38
  a
• 46:39
  hosted
• 46:39
  experience
• 46:40
  is
• 46:41
  small
• 46:41
  operations,
• 46:42
  individual,
• 46:42
  sole
• 46:43
  proprietors,
• 46:43
  single
• 46:44
  owners,
• 46:44
  partners.
• 46:45
  But
• 46:45
  I
• 46:45
  think
• 46:46
  eventually
• 46:46
  those
• 46:47
  are
• 46:47
  gonna
• 46:47
  start
• 46:47
  getting
• 46:48
  bought
• 46:48
  up
• 46:49
  and,
• 46:49
  some
• 46:50
  of
• 46:50
  those
• 46:50
  folks
• 46:50
  are
• 46:50
  starting
• 46:51
  this
• 46:51
  with
• 46:51
  an
• 46:51
  exit
• 46:52
  strategy
• 46:52
  in
• 46:52
  mind.
• 46:52
  We're
• 46:53
  gonna
• 46:53
  build
• 46:53
  this,
• 46:53
  we're
• 46:53
  gonna
• 46:53
  build
• 46:54
  two
• 46:54
  or
• 46:54
  three
• 46:54
  or
• 46:54
  five
• 46:55
  sites,
• 46:56
  and
• 46:56
  then
• 46:56
  yes,
• 46:56
  I'd
• 46:56
  love
• 46:57
  to
• 46:57
  sell
• 46:57
  it
• 46:57
  and
• 46:58
  not
• 46:58
  work
• 46:59
  anymore
• 46:59
  and
• 46:59
  retire.
• 47:00
  And
• 47:00
  so
• 47:00
  I
• 47:00
  think
• 47:01
  we're,
• 47:02
  as
• 47:02
  the
• 47:02
  industry
• 47:03
  sort
• 47:03
  of
• 47:03
  evolves
• 47:04
  we're
• 47:04
  gonna
• 47:04
  start
• 47:04
  to
• 47:05
  see
• 47:05
  more
• 47:05
  of.
• 47:06
  Kind
• 47:06
  of
• 47:07
  corporate
• 47:07
  takeover,
• 47:07
  some
• 47:08
  of
• 47:08
  those
• 47:08
  smaller
• 47:08
  sites,
• 47:09
  which
• 47:09
  is
• 47:09
  only
• 47:09
  gonna
• 47:09
  make
• 47:10
  the
• 47:10
  individual
• 47:10
  sites
• 47:11
  more
• 47:11
  valuable.
• 47:11
  But
• 47:12
  I
• 47:12
  think
• 47:12
  RV
• 47:12
  is
• 47:13
  a
• 47:13
  really
• 47:13
  good
• 47:13
  example.
• 47:14
  Like
• 47:14
  when
• 47:14
  you
• 47:14
  see
• 47:15
  what's
• 47:15
  happened
• 47:15
  with
• 47:16
  RV,
• 47:17
  where
• 47:17
  there
• 47:17
  used
• 47:17
  to
• 47:17
  be
• 47:18
  tons
• 47:18
  of
• 47:18
  in
• 47:18
  Campground
• 47:19
  and
• 47:19
  now
• 47:19
  we
• 47:19
  have
• 47:20
  KOAs
• 47:20
  and
• 47:20
  Jelly
• 47:21
  stones,
• 47:21
  and
• 47:21
  they
• 47:22
  still
• 47:22
  do
• 47:22
  a
• 47:22
  great
• 47:23
  job
• 47:23
  and
• 47:23
  they
• 47:24
  delivered
• 47:24
  sometimes
• 47:24
  better
• 47:25
  amenities
• 47:26
  than
• 47:26
  a
• 47:26
  small
• 47:26
  Campground
• 47:27
  could
• 47:27
  do.
• 47:27
  And
• 47:27
  they
• 47:27
  aren't
• 47:28
  catering
• 47:28
  to
• 47:28
  families
• 47:28
  and
• 47:29
  kids
• 47:29
  and
• 47:29
  they
• 47:29
  know
• 47:30
  what
• 47:30
  those
• 47:30
  targets
• 47:31
  are,
• 47:31
  and
• 47:31
  they're
• 47:31
  well
• 47:31
  funded
• 47:32
  and
• 47:32
  they're
• 47:32
  able
• 47:32
  to
• 47:33
  really
• 47:33
  deliver
• 47:33
  a
• 47:34
  good
• 47:34
  guest
• 47:34
  experience.
• 47:35
  But
• 47:35
  I
• 47:35
  think,
• 47:36
  we're
• 47:36
  gonna
• 47:36
  see
• 47:36
  something
• 47:36
  similar
• 47:37
  in
• 47:37
  the
• 47:37
  clamping
• 47:37
  industry
• 47:38
  and
• 47:38
  I'm
• 47:38
  seeing
• 47:39
  it
• 47:39
  with
• 47:39
  our
• 47:39
  inquiries
• 47:39
  where
• 47:40
  we're
• 47:40
  getting
• 47:40
  a
• 47:40
  lot
• 47:40
  more
• 47:41
  real
• 47:41
  estate
• 47:42
  developers
• 47:44
  and
• 47:44
  that
• 47:44
  are
• 47:44
  coming
• 47:45
  from
• 47:45
  traditional
• 47:45
  hospitality
• 47:46
  backgrounds.
• 47:47
  And
• 47:47
  saying
• 47:47
  how
• 47:47
  do
• 47:48
  we
• 47:48
  start
• 47:49
  to
• 47:49
  get
• 47:50
  a
• 47:50
  foothold
• 47:50
  in
• 47:50
  this
• 47:50
  market?
• 47:53
  Yeah,
• 47:53
  I
• 47:53
  absolutely
• 47:54
  agree
• 47:54
  with
• 47:54
  you.
• 47:54
  We're
• 47:54
  seeing,
• 47:55
  you
• 47:55
  know
• 47:55
  that
• 47:55
  as
• 47:56
  well,
• 47:56
  real
• 47:56
  estate,
• 47:56
  higher
• 47:57
  end,
• 47:57
  big
• 47:57
  money,
• 47:57
  big
• 47:58
  dollars
• 47:58
  hotels
• 47:59
  coming
• 47:59
  in,
• 47:59
  trying
• 47:59
  to
• 47:59
  figure,
• 48:00
  eventually
• 48:00
  Marriott's
• 48:00
  gonna
• 48:01
  figure
• 48:01
  it
• 48:01
  out.
• 48:01
  They're
• 48:01
  gonna
• 48:01
  have
• 48:01
  a
• 48:01
  brand,
• 48:02
  then
• 48:02
  they're
• 48:02
  gonna
• 48:02
  scale
• 48:03
  it.
• 48:03
  And
• 48:03
  actually
• 48:05
  this
• 48:05
  year,
• 48:06
  Marriott
• 48:06
  has
• 48:06
  one
• 48:06
  now
• 48:07
  as
• 48:07
  a
• 48:07
  test.
• 48:07
  Yeah.
• 48:07
  And,
• 48:08
  but
• 48:08
  it's
• 48:08
  quickly
• 48:08
  gonna
• 48:09
  grow
• 48:09
  to
• 48:09
  four,
• 48:09
  500
• 48:10
  locations
• 48:10
  all
• 48:10
  over
• 48:10
  the
• 48:10
  world.
• 48:11
  Figures
• 48:12
  out
• 48:12
  how
• 48:12
  to
• 48:12
  scale
• 48:12
  it.
• 48:13
  And
• 48:13
  so
• 48:13
  I
• 48:13
  think
• 48:13
  that,
• 48:14
  My
• 48:15
  interest
• 48:15
  too
• 48:15
  is
• 48:15
  yes
• 48:16
  and
• 48:16
  brands
• 48:16
  through
• 48:16
  the
• 48:16
  data
• 48:17
  and
• 48:17
  the
• 48:17
  services
• 48:17
  you
• 48:18
  guys
• 48:18
  provide.
• 48:18
  It's
• 48:19
  some
• 48:19
  of
• 48:19
  our
• 48:19
  biggest
• 48:19
  clients
• 48:20
  at
• 48:20
  our
• 48:20
  marketing
• 48:20
  company
• 48:21
  because
• 48:21
  we
• 48:21
  focus
• 48:22
  on
• 48:22
  those
• 48:22
  analytics
• 48:22
  and
• 48:23
  the
• 48:23
  things
• 48:23
  that
• 48:23
  the
• 48:23
  smaller
• 48:24
  operators
• 48:24
  don't
• 48:24
  know
• 48:25
  exists
• 48:25
  or
• 48:25
  how
• 48:25
  important
• 48:26
  they
• 48:26
  are,
• 48:26
  but
• 48:27
  they're
• 48:27
  there
• 48:27
  and
• 48:27
  available
• 48:28
  to
• 48:28
  them.
• 48:28
  Google
• 48:28
  Analytics
• 48:29
  is
• 48:29
  free,
• 48:29
  it's
• 48:29
  a
• 48:29
  base
• 48:30
  entrance,
• 48:30
  right?
• 48:31
  But
• 48:31
  a
• 48:31
  lot
• 48:31
  of
• 48:31
  people
• 48:31
  don't
• 48:31
  even
• 48:31
  know
• 48:31
  that
• 48:32
  exists
• 48:32
  because
• 48:32
  they're
• 48:32
  so
• 48:33
  focused
• 48:33
  on
• 48:33
  their
• 48:33
  business.
• 48:33
  They're
• 48:34
  just
• 48:34
  mom
• 48:34
  and
• 48:34
  pops.
• 48:35
  And
• 48:35
  so
• 48:35
  I
• 48:35
  think
• 48:35
  that
• 48:36
  by
• 48:37
  having
• 48:37
  these
• 48:37
  conversations,
• 48:38
  by
• 48:38
  talking
• 48:38
  to
• 48:38
  you
• 48:38
  people
• 48:39
  by,
• 48:39
  by
• 48:39
  having
• 48:39
  this
• 48:39
  show
• 48:40
  that
• 48:40
  we're
• 48:40
  democratizing
• 48:41
  a
• 48:41
  little
• 48:42
  bit
• 48:42
  of
• 48:42
  this
• 48:42
  knowledge
• 48:42
  and
• 48:43
  bringing
• 48:43
  the
• 48:43
  value
• 48:43
  to
• 48:44
  everybody
• 48:44
  so
• 48:44
  that
• 48:44
  then
• 48:45
  they
• 48:45
  can
• 48:45
  make
• 48:45
  an
• 48:45
  informed
• 48:46
  choice,
• 48:46
  right?
• 48:46
  Maybe
• 48:46
  I
• 48:47
  wanna
• 48:47
  come
• 48:47
  to
• 48:47
  you
• 48:47
  and
• 48:48
  cuz
• 48:48
  it
• 48:48
  is
• 48:48
  possible,
• 48:49
  it's
• 48:49
  possible
• 48:49
  to
• 48:49
  compete
• 48:50
  with
• 48:50
  an
• 48:50
  Amazon.
• 48:50
  I
• 48:51
  can
• 48:51
  do
• 48:51
  SEO
• 48:51
  just
• 48:51
  like
• 48:52
  Amazon
• 48:52
  can.
• 48:53
  I
• 48:53
  can't
• 48:53
  get
• 48:53
  the
• 48:53
  back
• 48:53
  links.
• 48:55
  But
• 48:55
  still
• 48:55
  if
• 48:56
  you
• 48:56
  have
• 48:56
  the
• 48:56
  knowledge,
• 48:56
  if
• 48:56
  you're
• 48:57
  willing
• 48:57
  to
• 48:57
  spend
• 48:57
  because
• 48:58
  you
• 48:58
  understand
• 48:58
  the
• 48:58
  value
• 48:59
  and
• 48:59
  you
• 48:59
  have
• 48:59
  a
• 48:59
  concrete
• 49:00
  plan
• 49:00
  and
• 49:01
  a
• 49:01
  good
• 49:01
  team
• 49:01
  behind
• 49:02
  you,
• 49:02
  hospitality
• 49:03
  is
• 49:03
  universal.
• 49:04
  Yeah,
• 49:04
  that's
• 49:05
  it.
• 49:05
  But
• 49:05
  you
• 49:05
  have
• 49:05
  to,
• 49:06
  again,
• 49:06
  as
• 49:06
  we've
• 49:06
  discussed,
• 49:07
  provide
• 49:07
  the
• 49:07
  hospitality
• 49:07
  on
• 49:08
  the
• 49:08
  ground,
• 49:09
  meet
• 49:09
  the
• 49:09
  expectations
• 49:10
  that
• 49:10
  you're
• 49:10
  setting,
• 49:12
  and
• 49:12
  then
• 49:12
  that's
• 49:12
  when
• 49:12
  the
• 49:12
  people
• 49:13
  are
• 49:13
  gonna
• 49:13
  come
• 49:13
  back.
• 49:14
  Any
• 49:14
  last
• 49:14
  thoughts?
• 49:14
  We
• 49:14
  got
• 49:15
  a
• 49:15
  couple
• 49:15
  minutes
• 49:15
  before
• 49:15
  wrap
• 49:15
  up.
• 49:15
  When
• 49:16
  I
• 49:16
  first
• 49:16
  took
• 49:16
  over
• 49:17
  Yachts
• 49:17
  for
• 49:17
  Life
• 49:18
  eight
• 49:18
  years
• 49:18
  ago,
• 49:18
  I
• 49:19
  looked
• 49:20
  around
• 49:20
  the
• 49:20
  marketplace
• 49:21
  and
• 49:21
  obviously
• 49:21
  it,
• 49:22
  the
• 49:22
  company
• 49:22
  had
• 49:22
  been
• 49:22
  going
• 49:22
  for
• 49:22
  five
• 49:23
  years
• 49:24
  and
• 49:25
  I
• 49:25
  was
• 49:25
  getting
• 49:25
  vibes
• 49:26
  and
• 49:26
  a
• 49:26
  lot
• 49:26
  of
• 49:26
  people
• 49:26
  were
• 49:26
  telling
• 49:26
  me
• 49:27
  that
• 49:27
  glamping
• 49:27
  was.
• 49:28
  And
• 49:29
  there
• 49:29
  was
• 49:29
  a
• 49:29
  bit
• 49:29
  of
• 49:29
  a
• 49:30
  downturn
• 49:30
  at
• 49:30
  the
• 49:30
  time
• 49:31
  in
• 49:31
  the
• 49:31
  uk
• 49:31
  and
• 49:31
  it
• 49:31
  was,
• 49:32
  I
• 49:32
  was
• 49:32
  like,
• 49:32
  Oh
• 49:32
  my
• 49:32
  God,
• 49:32
  what
• 49:33
  have
• 49:33
  I
• 49:33
  done?
• 49:33
  This
• 49:33
  is
• 49:33
  insane.
• 49:34
  But
• 49:34
  over
• 49:35
  the
• 49:35
  eight
• 49:35
  years
• 49:35
  that
• 49:35
  I've
• 49:36
  been
• 49:36
  doing
• 49:36
  this,
• 49:36
  now
• 49:37
  the
• 49:37
  people
• 49:37
  do
• 49:38
  change.
• 49:38
  We're
• 49:39
  finding
• 49:39
  in
• 49:39
  the
• 49:39
  UK
• 49:40
  when
• 49:40
  we
• 49:40
  go
• 49:40
  to
• 49:40
  these
• 49:40
  expos
• 49:41
  and
• 49:42
  we're
• 49:42
  talking
• 49:42
  to
• 49:42
  people
• 49:42
  in
• 49:42
  the,
• 49:43
  and
• 49:43
  the
• 49:43
  inquiries
• 49:44
  were
• 49:44
  getting,
• 49:44
  people
• 49:45
  are
• 49:45
  much
• 49:45
  more
• 49:46
  educated.
• 49:46
  They
• 49:47
  know
• 49:47
  what
• 49:47
  glamping
• 49:48
  is,
• 49:48
  they
• 49:48
  know
• 49:48
  what
• 49:48
  they
• 49:49
  want,
• 49:49
  they
• 49:49
  understand
• 49:50
  the
• 49:50
  sharing
• 49:50
  your
• 49:50
  land
• 49:51
  thing.
• 49:51
  But
• 49:51
  we
• 49:51
  also
• 49:52
  still
• 49:52
  have
• 49:52
  a
• 49:52
  lot
• 49:52
  of
• 49:52
  people
• 49:53
  who
• 49:53
  are
• 49:53
  new
• 49:53
  to
• 49:53
  it
• 49:54
  and
• 49:55
  we
• 49:55
  as
• 49:55
  suppliers,
• 49:56
  as
• 49:57
  what
• 49:57
  you
• 49:57
  do
• 49:57
  Connor,
• 49:57
  what
• 49:58
  you
• 49:58
  do
• 49:58
  Nick
• 49:58
  and
• 49:58
  what
• 49:58
  you
• 49:59
  do.
• 49:59
  Zach,
• 49:59
  we've
• 49:59
  still
• 50:00
  gotta
• 50:00
  be
• 50:00
  open
• 50:01
  to
• 50:01
  these
• 50:01
  beginners.
• 50:01
  And
• 50:02
  a
• 50:02
  big
• 50:02
  word
• 50:02
  in
• 50:03
  the
• 50:03
  UK
• 50:03
  is
• 50:03
  diversification.
• 50:04
  We're
• 50:04
  having
• 50:05
  all
• 50:05
  sorts
• 50:05
  of
• 50:05
  political
• 50:06
  chaos
• 50:07
  in
• 50:07
  the
• 50:07
  UK
• 50:07
  at
• 50:07
  the
• 50:07
  moment,
• 50:08
  and
• 50:08
  our
• 50:08
  economy's
• 50:09
  all
• 50:09
  over
• 50:09
  the
• 50:09
  place.
• 50:09
  I
• 50:09
  think
• 50:09
  quite
• 50:10
  similar
• 50:10
  to
• 50:10
  the
• 50:10
  us
• 50:11
  But
• 50:11
  there's
• 50:12
  a
• 50:12
  lot
• 50:12
  of
• 50:12
  talk
• 50:12
  about
• 50:13
  landowners
• 50:14
  needing.
• 50:15
  To
• 50:15
  earn
• 50:15
  money
• 50:16
  at
• 50:16
  hand.
• 50:16
  We
• 50:16
  don't
• 50:17
  have
• 50:17
  the
• 50:17
  same
• 50:17
  agricultural
• 50:18
  support
• 50:18
  from
• 50:18
  the
• 50:19
  EU
• 50:19
  anymore
• 50:19
  cause
• 50:19
  we're
• 50:19
  not
• 50:20
  in
• 50:20
  the
• 50:20
  eu.
• 50:21
  So
• 50:21
  we've
• 50:21
  gotta
• 50:22
  diversify.
• 50:23
  We've
• 50:23
  gotta
• 50:23
  think
• 50:23
  about
• 50:24
  what
• 50:24
  can
• 50:24
  we
• 50:24
  do
• 50:25
  on
• 50:25
  our
• 50:25
  land
• 50:26
  to
• 50:26
  gen.
• 50:27
  And
• 50:27
  that's
• 50:27
  one
• 50:27
  of
• 50:27
  the
• 50:27
  things
• 50:28
  where
• 50:28
  glamping
• 50:28
  kind
• 50:28
  of
• 50:29
  fills
• 50:29
  that
• 50:29
  hole.
• 50:29
  And
• 50:30
  I
• 50:30
  can
• 50:30
  see
• 50:30
  the
• 50:31
  RV
• 50:31
  parks
• 50:32
  diversifying.
• 50:34
  Camping
• 50:34
  cuz
• 50:34
  they've
• 50:34
  got
• 50:35
  loads
• 50:35
  of
• 50:35
  space.
• 50:36
  Just
• 50:36
  need
• 50:36
  to
• 50:36
  be
• 50:36
  really
• 50:36
  careful
• 50:37
  how
• 50:37
  they
• 50:37
  do
• 50:38
  that
• 50:38
  because
• 50:38
  obviously
• 50:39
  the
• 50:39
  markets
• 50:39
  don't
• 50:39
  mix
• 50:40
  so
• 50:40
  well.
• 50:40
  And
• 50:41
  if
• 50:41
  there's
• 50:41
  a
• 50:41
  solar
• 50:41
  farm,
• 50:42
  and
• 50:42
  they've
• 50:42
  got
• 50:43
  a
• 50:43
  spare
• 50:43
  10
• 50:43
  acres,
• 50:44
  they
• 50:44
  can
• 50:44
  diversify
• 50:45
  into
• 50:45
  glamping.
• 50:45
  There's
• 50:46
  so
• 50:46
  many
• 50:46
  ways
• 50:47
  you
• 50:47
  can
• 50:47
  do
• 50:47
  it,
• 50:47
  as
• 50:48
  long
• 50:48
  as
• 50:48
  you've
• 50:48
  got
• 50:48
  the
• 50:48
  landscape
• 50:49
  and
• 50:49
  it
• 50:49
  looks
• 50:50
  right
• 50:50
  and
• 50:50
  you've
• 50:50
  got
• 50:50
  the
• 50:50
  marketing
• 50:51
  piece
• 50:51
  that
• 50:52
  the
• 50:52
  clampers
• 50:52
  want.
• 50:53
  So
• 50:53
  it's
• 50:53
  a
• 50:53
  really
• 50:54
  interesting
• 50:54
  space.
• 50:54
  And
• 50:54
  I
• 50:55
  think
• 50:55
  probably
• 50:56
  with
• 50:56
  the
• 50:56
  US
• 50:56
  side
• 50:56
  what
• 50:57
  I'm
• 50:57
  seeing
• 50:57
  from
• 50:57
  being
• 50:58
  here
• 50:58
  over
• 50:58
  the
• 50:58
  last
• 50:58
  few
• 50:59
  years
• 50:59
  is
• 51:00
  there's
• 51:00
  still
• 51:00
  people
• 51:01
  who
• 51:01
  just
• 51:01
  don't
• 51:01
  know
• 51:01
  about
• 51:02
  it
• 51:02
  and
• 51:02
  they
• 51:03
  need
• 51:03
  educating
• 51:03
  and
• 51:03
  it's
• 51:03
  our
• 51:04
  job
• 51:04
  to
• 51:04
  do
• 51:04
  that.
• 51:06
  Yeah.
• 51:08
  But
• 51:08
  it's
• 51:08
  fun,
• 51:08
  it's
• 51:08
  exciting,
• 51:09
  and
• 51:09
  I
• 51:09
  can
• 51:09
  see
• 51:10
  the
• 51:10
  us,
• 51:10
  taking
• 51:11
  off
• 51:11
  exponentially
• 51:12
  compared
• 51:12
  with
• 51:12
  the
• 51:12
  UK
• 51:12
  because
• 51:13
  it's
• 51:13
  just
• 51:13
  so
• 51:13
  much
• 51:13
  bigger.
• 51:14
  All
• 51:14
  right.
• 51:14
  I'm
• 51:14
  gonna
• 51:14
  let
• 51:14
  you
• 51:14
  guys
• 51:14
  get
• 51:15
  back
• 51:15
  to
• 51:15
  your
• 51:15
  booze.
• 51:15
  Thank
• 51:15
  you
• 51:15
  for
• 51:15
  joining
• 51:16
  me
• 51:16
  during
• 51:16
  a
• 51:16
  trade
• 51:17
  show
• 51:17
  launches
• 51:17
  over
• 51:17
  in
• 51:18
  a
• 51:18
  minute.
• 51:18
  So
• 51:18
  if
• 51:18
  you
• 51:19
  wanna
• 51:19
  run
• 51:19
  back
• 51:19
  in
• 51:20
  and
• 51:20
  talk
• 51:20
  to
• 51:20
  everybody,
• 51:20
  that's
• 51:21
  fine,
• 51:21
  but
• 51:21
  I
• 51:21
  really
• 51:22
  appreciate
• 51:22
  you
• 51:22
  guys
• 51:22
  joining
• 51:22
  us.
• 51:22
  Zach,
• 51:23
  it's
• 51:23
  great
• 51:23
  to
• 51:23
  meet
• 51:24
  you
• 51:24
  for
• 51:24
  the
• 51:24
  first
• 51:24
  time.
• 51:25
  Sasha,
• 51:25
  Nick,
• 51:26
  Connor,
• 51:26
  hopefully
• 51:27
  you
• 51:27
  guys,
• 51:28
  Yeah,
• 51:28
  hopefully
• 51:29
  you
• 51:29
  guys
• 51:29
  will
• 51:29
  join
• 51:29
  us
• 51:30
  again
• 51:30
  on
• 51:30
  a
• 51:30
  future
• 51:30
  show.
• 51:31
  Maybe
• 51:31
  we
• 51:31
  can
• 51:31
  talk
• 51:32
  about
• 51:32
  that.
• 51:33
  Cause
• 51:33
  I
• 51:33
  feel
• 51:34
  like
• 51:34
  we
• 51:34
  could
• 51:34
  have
• 51:34
  this
• 51:34
  conversation
• 51:35
  ongoing
• 51:35
  for
• 51:36
  yeah,
• 51:36
  for
• 51:36
  hours.
• 51:36
  So
• 51:37
  all
• 51:37
  thank
• 51:38
  you
• 51:38
  guys.
• 51:38
  I
• 51:38
  really
• 51:38
  appreciate
• 51:38
  you
• 51:38
  tuning.
• 51:39
  We're
• 51:39
  gonna
• 51:39
  end
• 51:39
  this
• 51:40
  and
• 51:40
  then
• 51:40
  we'll
• 51:40
  see
• 51:40
  you
• 51:40
  guys
• 51:41
  next
• 51:41
  week
• 51:41
  on
• 51:41
  our
• 51:41
  next
• 51:42
  episode.
• 51:42
  All
• 51:42
  right,
• 51:42
  Take
• 51:43
  care
• 51:43
  guys.