Latest / MC Fireside Chats, an Outdoor Hospitality Podcast / MC Fireside Chats - September 7th, 2022

Transcript

MC Fireside Chats - September 7th, 2022 · MC Fireside Chats, an Outdoor Hospitality Podcast

• 0:51
  Welcome
• 0:51
  everybody
• 0:52
  to
• 0:52
  another
• 0:52
  episode
• 0:52
  of
• 0:53
  MC
• 0:53
  Fireside
• 0:53
  Chats.
• 0:54
  My
• 0:54
  name's
• 0:54
  Brian
• 0:54
  Searl
• 0:54
  with
• 0:55
  Insider
• 0:55
  Perks
• 0:55
  here
• 0:56
  as
• 0:56
  always
• 0:56
  with
• 0:56
  Cara
• 0:56
  Csizmadia
• 0:57
  from
• 0:57
  the
• 0:57
  Canadian
• 0:58
  Camping
• 0:58
  and
• 0:58
  RV
• 0:58
  council.
• 0:59
  We're
• 0:59
  excited
• 0:59
  to
• 0:59
  have
• 1:00
  our
• 1:00
  open
• 1:00
  discussion
• 1:00
  show
• 1:01
  here
• 1:01
  as
• 1:01
  we
• 1:01
  do
• 1:02
  the
• 1:02
  first
• 1:02
  week
• 1:03
  of
• 1:03
  every
• 1:03
  month.
• 1:03
  Along
• 1:03
  with
• 1:03
  that
• 1:04
  ridiculous,
• 1:05
  rude
• 1:05
  noise
• 1:05
  that
• 1:05
  just
• 1:05
  appeared
• 1:06
  in
• 1:06
  the
• 1:06
  background
• 1:06
  of
• 1:06
  me.
• 1:07
  And
• 1:07
  I
• 1:07
  don't
• 1:07
  know
• 1:07
  what
• 1:07
  it
• 1:08
  is.
• 1:08
  It
• 1:08
  sounds
• 1:08
  like
• 1:08
  bird
• 1:08
  dying.
• 1:09
  So
• 1:09
  hopefully
• 1:09
  it's
• 1:09
  not
• 1:10
  coming
• 1:10
  across
• 1:10
  that
• 1:10
  microphone
• 1:11
  the
• 1:11
  way
• 1:11
  I'm
• 1:11
  here
• 1:11
  to
• 1:11
  get
• 1:12
  in
• 1:12
  my
• 1:12
  ear,
• 1:12
  but
• 1:13
  super
• 1:13
  excited
• 1:13
  to
• 1:13
  have
• 1:13
  Mr.
• 1:14
  Randy
• 1:14
  Hendrickson
• 1:14
  with
• 1:15
  us
• 1:15
  as
• 1:15
  always
• 1:15
  we're
• 1:15
  missing
• 1:16
  mark
• 1:16
  Kepp.
• 1:16
  Ruben
• 1:17
  has
• 1:17
  moved
• 1:17
  to
• 1:17
  the
• 1:17
  second
• 1:18
  week
• 1:18
  for
• 1:18
  our
• 1:18
  new
• 1:18
  glamping
• 1:19
  focused
• 1:19
  episode.
• 1:19
  We're
• 1:20
  gonna
• 1:20
  have
• 1:20
  second
• 1:20
  month
• 1:20
  of
• 1:20
  that
• 1:21
  coming
• 1:21
  up
• 1:21
  next
• 1:21
  week.
• 1:21
  So
• 1:22
  super
• 1:22
  excited
• 1:22
  for
• 1:22
  that.
• 1:23
  Sandy
• 1:24
  eon
• 1:24
  is
• 1:24
  joining
• 1:24
  us
• 1:24
  again
• 1:25
  and
• 1:25
  making
• 1:26
  a
• 1:26
  guest
• 1:26
  appearance
• 1:27
  here,
• 1:27
  or
• 1:28
  Rere
• 1:28
  appearance
• 1:29
  is
• 1:29
  Mr.
• 1:29
  Scott
• 1:30
  fuss,
• 1:30
  who
• 1:31
  was
• 1:31
  really
• 1:31
  busy.
• 1:31
  And
• 1:32
  that's
• 1:32
  awesome
• 1:32
  for
• 1:32
  him
• 1:33
  over
• 1:33
  the
• 1:33
  summer.
• 1:33
  So
• 1:33
  he
• 1:34
  couldn't
• 1:34
  do
• 1:34
  this,
• 1:34
  but
• 1:34
  hopefully
• 1:35
  he's
• 1:35
  back
• 1:35
  now
• 1:35
  for
• 1:35
  the
• 1:36
  fall.
• 1:36
  Why
• 1:36
  don't
• 1:37
  we
• 1:37
  just
• 1:37
  start
• 1:37
  with
• 1:37
  Scott?
• 1:38
  What
• 1:38
  happened?
• 1:39
  Where
• 1:39
  did
• 1:39
  you
• 1:39
  go?
• 1:39
  What
• 1:39
  did
• 1:39
  you
• 1:40
  I
• 1:40
  decided
• 1:40
  to
• 1:40
  take
• 1:41
  three
• 1:41
  months
• 1:42
  off
• 1:42
  over,
• 1:42
  over
• 1:42
  the
• 1:43
  summer
• 1:43
  and
• 1:43
  it
• 1:43
  was
• 1:43
  it
• 1:44
  was
• 1:44
  the
• 1:44
  best
• 1:44
  time
• 1:44
  to
• 1:44
  do
• 1:44
  it.
• 1:45
  No,
• 1:45
  I'm
• 1:45
  just
• 1:45
  kidding.
• 1:45
  We
• 1:45
  we
• 1:46
  were
• 1:46
  all
• 1:46
  hands
• 1:46
  on
• 1:47
  deck.
• 1:47
  We
• 1:47
  have
• 1:48
  I
• 1:48
  think
• 1:48
  we
• 1:48
  started
• 1:49
  the
• 1:49
  season
• 1:49
  with,
• 1:50
  I
• 1:50
  don't
• 1:50
  know
• 1:51
  10
• 1:51
  or
• 1:51
  so
• 1:51
  new
• 1:51
  properties
• 1:52
  this
• 1:52
  year
• 1:53
  and
• 1:53
  first,
• 1:54
  first
• 1:54
  time
• 1:54
  going
• 1:55
  through
• 1:55
  the
• 1:55
  summer
• 1:55
  season
• 1:55
  with
• 1:56
  those.
• 1:56
  So
• 1:57
  we
• 1:57
  were
• 1:57
  focused
• 1:58
  on,
• 1:58
  on
• 1:58
  clients,
• 1:59
  lots
• 1:59
  of
• 1:59
  travel
• 1:59
  and
• 2:00
  I'm
• 2:00
  glad
• 2:00
  to
• 2:00
  be
• 2:00
  back
• 2:01
  though.
• 2:01
  It's
• 2:01
  I
• 2:01
  appreciate
• 2:02
  you
• 2:02
  letting
• 2:02
  me
• 2:02
  back
• 2:02
  on
• 2:03
  after
• 2:03
  a
• 2:03
  few
• 2:03
  months
• 2:04
  off
• 2:04
  and
• 2:04
  looking
• 2:04
  forward
• 2:05
  to
• 2:05
  sharing
• 2:06
  and
• 2:06
  contributing
• 2:06
  and
• 2:06
  learning.
• 2:08
  Yeah,
• 2:08
  for
• 2:08
  sure.
• 2:08
  You'll
• 2:08
  always
• 2:09
  have
• 2:09
  a
• 2:09
  place
• 2:09
  here,
• 2:09
  Scott.
• 2:09
  Somebody's
• 2:10
  gotta
• 2:10
  make
• 2:10
  up
• 2:10
  the
• 2:10
  balance
• 2:11
  between
• 2:11
  smart
• 2:12
  and
• 2:12
  Randy.
• 2:12
  Good
• 2:13
  balance
• 2:14
  smart
• 2:14
  and
• 2:14
  me
• 2:15
  is
• 2:15
  what
• 2:15
  I
• 2:15
  meant
• 2:15
  to
• 2:15
  say,
• 2:16
  which
• 2:16
  is
• 2:16
  really,
• 2:16
  that
• 2:17
  may
• 2:17
  be
• 2:17
  it.
• 2:20
  Appreciate
• 2:20
  that.
• 2:21
  I
• 2:21
  think
• 2:21
  I'll
• 2:21
  just
• 2:22
  toss
• 2:22
  it
• 2:22
  to.
• 2:22
  You
• 2:23
  guys,
• 2:23
  as
• 2:23
  we
• 2:23
  always
• 2:24
  do
• 2:24
  in
• 2:24
  the
• 2:24
  opening
• 2:24
  of
• 2:24
  the
• 2:24
  ship
• 2:25
  and
• 2:25
  say,
• 2:25
  is
• 2:25
  there
• 2:25
  anything
• 2:25
  that's
• 2:26
  come
• 2:26
  across
• 2:26
  your
• 2:26
  desk
• 2:27
  that
• 2:27
  you
• 2:27
  feel
• 2:28
  is
• 2:28
  super
• 2:28
  important
• 2:28
  that
• 2:28
  we
• 2:28
  need
• 2:29
  to
• 2:29
  be
• 2:29
  discussing
• 2:29
  here,
• 2:30
  that
• 2:30
  the
• 2:30
  industry
• 2:30
  needs
• 2:30
  to
• 2:30
  hear?
• 2:33
  Oh
• 2:33
  God,
• 2:33
  everything's
• 2:34
  so
• 2:34
  boring.
• 2:35
  There's
• 2:35
  just
• 2:35
  nothing
• 2:35
  going
• 2:36
  on.
• 2:36
  It's
• 2:36
  the
• 2:36
  same
• 2:37
  old,
• 2:37
  it's
• 2:37
  the,
• 2:38
  where's
• 2:38
  the
• 2:38
  rollercoaster
• 2:39
  part
• 2:39
  of
• 2:39
  it,
• 2:39
  right?
• 2:40
  Every
• 2:40
  day
• 2:40
  something's
• 2:41
  changing,
• 2:41
  it's
• 2:42
  just,
• 2:42
  it's
• 2:42
  unbelievable.
• 2:43
  I,
• 2:44
  on
• 2:44
  this
• 2:44
  show,
• 2:45
  I
• 2:45
  just
• 2:45
  wanna
• 2:45
  point
• 2:45
  that
• 2:45
  out.
• 2:49
  You
• 2:49
  gotta
• 2:49
  know
• 2:49
  him
• 2:49
  well,
• 2:49
  to
• 2:50
  be
• 2:50
  able
• 2:50
  to
• 2:50
  pick
• 2:50
  that
• 2:50
  up.
• 2:52
  Oh
• 2:52
  yeah.
• 2:52
  It's
• 2:52
  just.
• 2:52
  I've
• 2:53
  said
• 2:53
  it
• 2:53
  so
• 2:53
  many
• 2:53
  times.
• 2:54
  I'll
• 2:54
  say
• 2:54
  it
• 2:54
  again.
• 2:55
  But
• 2:55
  after
• 2:55
  having
• 2:55
  been
• 2:56
  in
• 2:56
  this
• 2:56
  biz
• 2:56
  for
• 2:57
  so
• 2:57
  long,
• 2:58
  I
• 2:58
  know
• 2:58
  Scott
• 2:59
  would
• 2:59
  absolutely
• 2:59
  agree
• 3:00
  as
• 3:00
  well.
• 3:00
  You
• 3:00
  never
• 3:01
  know
• 3:01
  from
• 3:01
  one
• 3:01
  day
• 3:01
  the
• 3:01
  next
• 3:02
  what's
• 3:02
  gonna
• 3:02
  be
• 3:02
  happening
• 3:03
  or
• 3:03
  what's
• 3:03
  gonna
• 3:03
  hit
• 3:03
  the
• 3:04
  news
• 3:04
  wire.
• 3:04
  When
• 3:05
  you
• 3:05
  start
• 3:05
  thinking
• 3:05
  it's
• 3:06
  maybe
• 3:06
  getting
• 3:06
  into
• 3:07
  some
• 3:07
  sort
• 3:07
  of
• 3:07
  a
• 3:08
  rhythm
• 3:08
  of
• 3:08
  some
• 3:08
  sort,
• 3:09
  you
• 3:09
  realize
• 3:10
  it's
• 3:10
  just
• 3:10
  not
• 3:10
  gonna
• 3:10
  happen.
• 3:11
  Literally
• 3:11
  every
• 3:12
  day
• 3:12
  something
• 3:12
  comes
• 3:13
  up
• 3:13
  that
• 3:13
  says,
• 3:13
  I
• 3:13
  didn't
• 3:14
  see
• 3:14
  that
• 3:14
  coming.
• 3:14
  Or
• 3:15
  how
• 3:15
  about
• 3:15
  that?
• 3:15
  Or,
• 3:15
  wow,
• 3:16
  that's
• 3:16
  innovative.
• 3:17
  And
• 3:17
  again,
• 3:18
  not
• 3:18
  to
• 3:18
  be
• 3:18
  too
• 3:18
  redundant,
• 3:19
  but
• 3:19
  I
• 3:19
  just
• 3:19
  think
• 3:19
  the
• 3:19
  whole
• 3:20
  industry
• 3:20
  is
• 3:20
  gonna
• 3:21
  be
• 3:21
  seeing
• 3:21
  so
• 3:22
  much
• 3:23
  amazing
• 3:23
  change
• 3:24
  in
• 3:24
  the
• 3:24
  next
• 3:25
  24,
• 3:25
  36
• 3:26
  months,
• 3:27
  far
• 3:27
  more
• 3:28
  so
• 3:28
  than
• 3:28
  we've
• 3:28
  seen
• 3:29
  literally
• 3:29
  in
• 3:29
  a
• 3:29
  couple
• 3:29
  of
• 3:30
  decades.
• 3:30
  I
• 3:31
  really
• 3:31
  believe
• 3:31
  that
• 3:31
  I
• 3:31
  don't
• 3:32
  think
• 3:32
  that's
• 3:32
  hyperbole.
• 3:33
  Everything
• 3:34
  is
• 3:34
  in
• 3:34
  flux
• 3:35
  and
• 3:35
  change.
• 3:35
  And
• 3:35
  I
• 3:35
  think
• 3:35
  it's
• 3:36
  all
• 3:36
  for
• 3:36
  the
• 3:36
  better
• 3:36
  by
• 3:36
  the.
• 3:38
  Yep.
• 3:38
  Okay.
• 3:39
  So
• 3:39
  you
• 3:39
  need,
• 3:39
  we
• 3:40
  need
• 3:40
  to
• 3:40
  expand
• 3:40
  on
• 3:40
  that
• 3:41
  a
• 3:41
  little
• 3:41
  bit
• 3:41
  then,
• 3:41
  right?
• 3:42
  Cause
• 3:42
  that's
• 3:42
  clearly,
• 3:43
  I
• 3:43
  think
• 3:43
  that's
• 3:43
  probably
• 3:43
  a
• 3:43
  bold
• 3:44
  prediction
• 3:44
  in
• 3:45
  the
• 3:45
  eyes
• 3:45
  of
• 3:45
  many
• 3:46
  Campground
• 3:46
  owners.
• 3:47
  So
• 3:47
  you're
• 3:47
  saying
• 3:48
  24
• 3:48
  to
• 3:48
  36
• 3:49
  months.
• 3:49
  That's
• 3:49
  a
• 3:49
  short
• 3:49
  time
• 3:50
  table,
• 3:50
  obviously
• 3:50
  for
• 3:51
  a,
• 3:52
  all
• 3:52
  of
• 3:52
  history,
• 3:53
  more
• 3:53
  changes
• 3:53
  than
• 3:53
  ever,
• 3:54
  right?
• 3:54
  it's
• 3:54
  a
• 3:54
  bold
• 3:55
  statement.
• 3:55
  So
• 3:55
  what
• 3:56
  are
• 3:56
  you
• 3:56
  talking
• 3:56
  about
• 3:57
  and
• 3:57
  why
• 3:57
  should
• 3:57
  we
• 3:57
  be
• 3:57
  paying.
• 3:59
  Yeah
• 4:00
  I've
• 4:00
  said
• 4:00
  before,
• 4:00
  it's
• 4:01
  many
• 4:01
  years
• 4:02
  ago
• 4:02
  was
• 4:02
  like,
• 4:02
  wow,
• 4:03
  we
• 4:03
  went
• 4:03
  from
• 4:03
  30
• 4:04
  amps
• 4:04
  to
• 4:04
  50
• 4:04
  amps.
• 4:05
  That
• 4:05
  was
• 4:05
  a
• 4:05
  big
• 4:05
  thing.
• 4:06
  Then
• 4:07
  here
• 4:07
  comes
• 4:07
  this
• 4:07
  wifi
• 4:08
  thing
• 4:08
  and
• 4:08
  boy,
• 4:08
  that's
• 4:09
  really
• 4:09
  good
• 4:09
  for
• 4:09
  connectivity
• 4:10
  and
• 4:10
  maybe
• 4:11
  a
• 4:11
  lot
• 4:11
  of
• 4:11
  folks
• 4:11
  are
• 4:11
  gonna
• 4:11
  do
• 4:12
  that.
• 4:12
  And
• 4:12
  then
• 4:12
  there's.
• 4:13
  A
• 4:13
  slower
• 4:13
  period
• 4:14
  and
• 4:14
  then
• 4:14
  it
• 4:14
  becomes
• 4:15
  here
• 4:15
  comes
• 4:15
  yield
• 4:15
  management.
• 4:16
  Nobody
• 4:16
  wants
• 4:17
  to
• 4:17
  be
• 4:17
  the
• 4:17
  first
• 4:17
  mover
• 4:18
  that
• 4:18
  included
• 4:18
  me
• 4:19
  back
• 4:19
  in
• 4:19
  the
• 4:19
  day
• 4:20
  because
• 4:20
  it
• 4:21
  was,
• 4:21
  on
• 4:21
  it,
• 4:21
  it
• 4:21
  needed
• 4:22
  to
• 4:22
  happen,
• 4:22
  but
• 4:23
  it
• 4:23
  just
• 4:23
  wasn't
• 4:23
  quite
• 4:23
  ubiquitous
• 4:24
  yet.
• 4:24
  But
• 4:24
  now
• 4:25
  you've
• 4:25
  just
• 4:25
  got
• 4:26
  so
• 4:27
  many
• 4:27
  different
• 4:27
  confluences
• 4:28
  of
• 4:28
  everything
• 4:28
  happening.
• 4:29
  You've
• 4:29
  got
• 4:29
  a
• 4:29
  very
• 4:30
  different
• 4:30
  customer
• 4:30
  demographic
• 4:31
  with
• 4:31
  a
• 4:31
  very
• 4:32
  different
• 4:32
  spending
• 4:33
  ha
• 4:33
  habit.
• 4:33
  You've
• 4:34
  got
• 4:34
  economic
• 4:35
  times
• 4:35
  that
• 4:35
  are
• 4:36
  without
• 4:36
  precedent
• 4:37
  by
• 4:37
  any
• 4:37
  stretch
• 4:38
  of
• 4:38
  measure.
• 4:40
  Inflationary
• 4:41
  stuff,
• 4:41
  recession.
• 4:42
  COVID
• 4:42
  what
• 4:42
  have
• 4:43
  you.
• 4:43
  So
• 4:43
  everything
• 4:44
  has
• 4:44
  fundamentally
• 4:44
  had
• 4:45
  to
• 4:45
  change.
• 4:45
  Consumer
• 4:46
  preferences
• 4:47
  and
• 4:47
  habits
• 4:47
  had
• 4:47
  to
• 4:47
  change
• 4:48
  parks
• 4:48
  had
• 4:49
  to
• 4:49
  change
• 4:49
  what
• 4:49
  they
• 4:50
  offer
• 4:50
  had
• 4:50
  to
• 4:50
  change
• 4:51
  pricing
• 4:52
  strategy,
• 4:53
  programmatic
• 4:53
  pricing
• 4:54
  experiential
• 4:55
  hospitality,
• 4:56
  which
• 4:56
  is
• 4:56
  what
• 4:57
  I'm
• 4:57
  keenly
• 4:57
  focused
• 4:58
  on
• 4:58
  these
• 4:58
  days
• 4:59
  in
• 4:59
  particular
• 4:59
  and
• 5:00
  what
• 5:00
  that
• 5:00
  means
• 5:00
  to
• 5:01
  our
• 5:01
  industry.
• 5:02
  And
• 5:02
  so
• 5:03
  just
• 5:03
  think
• 5:03
  is
• 5:04
  the
• 5:04
  more
• 5:04
  intelligent
• 5:05
  I
• 5:05
  don't
• 5:05
  wanna
• 5:05
  say
• 5:05
  intelligent
• 5:06
  capital,
• 5:06
  but
• 5:07
  the
• 5:07
  smart
• 5:07
  money
• 5:07
  that's
• 5:08
  been
• 5:08
  on
• 5:08
  the
• 5:08
  sidelines
• 5:09
  for
• 5:09
  a
• 5:09
  long
• 5:09
  time,
• 5:10
  really
• 5:10
  pours
• 5:11
  into
• 5:11
  the
• 5:11
  industry,
• 5:11
  which
• 5:12
  we
• 5:12
  all
• 5:12
  know
• 5:12
  so
• 5:12
  they're
• 5:13
  here.
• 5:14
  And
• 5:14
  some
• 5:14
  hotel
• 5:15
  operators
• 5:15
  come
• 5:16
  into
• 5:16
  it
• 5:16
  where
• 5:16
  they're
• 5:16
  programming
• 5:17
  and
• 5:17
  the
• 5:17
  revenue
• 5:18
  management
• 5:18
  stuff
• 5:19
  you
• 5:19
  have
• 5:20
  just,
• 5:20
  everything's
• 5:20
  just
• 5:21
  gone
• 5:21
  into
• 5:21
  a
• 5:21
  funnel.
• 5:22
  Focus
• 5:22
  down
• 5:22
  to
• 5:23
  a
• 5:23
  very
• 5:23
  fine
• 5:23
  point.
• 5:24
  And
• 5:24
  now
• 5:24
  I,
• 5:24
  when
• 5:25
  I
• 5:25
  say
• 5:25
  it's
• 5:25
  gonna
• 5:25
  change
• 5:26
  so
• 5:26
  much
• 5:26
  in
• 5:26
  the
• 5:26
  next
• 5:26
  two,
• 5:27
  three
• 5:27
  years,
• 5:27
  like
• 5:27
  it
• 5:27
  has
• 5:28
  in
• 5:28
  the
• 5:28
  previous
• 5:28
  20,
• 5:29
  I
• 5:29
  don't
• 5:29
  think
• 5:30
  there's
• 5:30
  been
• 5:30
  as
• 5:30
  much
• 5:30
  focus
• 5:31
  on
• 5:31
  all
• 5:32
  the
• 5:32
  essential
• 5:33
  key
• 5:33
  components
• 5:34
  of
• 5:34
  outdoor
• 5:34
  hospitality
• 5:35
  and
• 5:35
  what
• 5:36
  they
• 5:36
  mean
• 5:36
  and
• 5:36
  what
• 5:37
  they
• 5:37
  translate.
• 5:39
  I
• 5:40
  just
• 5:40
  I
• 5:40
  don't
• 5:40
  have
• 5:40
  a
• 5:40
  precedent
• 5:41
  for
• 5:41
  it.
• 5:41
  And
• 5:42
  so
• 5:42
  I
• 5:42
  don't
• 5:42
  think
• 5:42
  it's
• 5:42
  that
• 5:43
  bold
• 5:43
  to
• 5:43
  say
• 5:43
  the
• 5:44
  changes
• 5:44
  are
• 5:44
  profound
• 5:45
  and
• 5:45
  rapid
• 5:47
  well,
• 5:47
  but
• 5:47
  what,
• 5:47
  I'm
• 5:48
  what
• 5:48
  I'm
• 5:48
  saying
• 5:48
  though.
• 5:48
  And
• 5:49
  actually
• 5:49
  before
• 5:49
  I
• 5:49
  get
• 5:49
  into
• 5:50
  that,
• 5:50
  there's
• 5:50
  two,
• 5:50
  there's
• 5:50
  a
• 5:51
  couple
• 5:51
  things
• 5:51
  I,
• 5:51
  I
• 5:51
  forgot.
• 5:52
  Number
• 5:52
  one
• 5:52
  is
• 5:52
  IVAs
• 5:53
  on
• 5:53
  the
• 5:53
  show,
• 5:53
  which
• 5:54
  I'm
• 5:54
  just
• 5:54
  getting
• 5:54
  old
• 5:54
  and
• 5:55
  totally
• 5:55
  forgot
• 5:55
  that
• 5:55
  he
• 5:55
  was
• 5:55
  there.
• 5:55
  He's
• 5:56
  been
• 5:56
  in
• 5:56
  and
• 5:56
  out
• 5:56
  in
• 5:56
  his
• 5:56
  connections
• 5:57
  against
• 5:57
  body.
• 5:57
  He's
• 5:57
  over
• 5:58
  Germany.
• 5:58
  Joining
• 5:58
  us
• 5:59
  from
• 5:59
  Camping
• 5:59
  dreams.
• 5:59
  Camp
• 5:59
  go
• 6:00
  is
• 6:00
  always
• 6:01
  I
• 6:01
  a
• 6:01
  welcome,
• 6:02
  welcome
• 6:02
  to
• 6:02
  the
• 6:02
  show.
• 6:02
  Appreciate
• 6:03
  that
• 6:03
  you're
• 6:03
  here
• 6:03
  with
• 6:03
  us
• 6:04
  as
• 6:04
  always
• 6:04
  again,
• 6:04
  and
• 6:05
  feel
• 6:05
  free
• 6:05
  to
• 6:05
  chime
• 6:05
  in.
• 6:06
  And
• 6:06
  we'll
• 6:06
  certainly
• 6:06
  talk
• 6:06
  to
• 6:06
  you
• 6:07
  in
• 6:07
  a
• 6:07
  little
• 6:07
  bit
• 6:07
  about
• 6:08
  some
• 6:08
  things
• 6:08
  that
• 6:08
  are
• 6:08
  happening
• 6:08
  in
• 6:08
  Europe
• 6:09
  as
• 6:09
  well.
• 6:09
  And
• 6:09
  then
• 6:09
  I
• 6:09
  forgot
• 6:10
  to
• 6:10
  mention,
• 6:10
  as
• 6:11
  I
• 6:11
  always
• 6:11
  technically
• 6:12
  do
• 6:12
  that
• 6:12
  Fireside
• 6:13
  accounting
• 6:13
  and
• 6:13
  our
• 6:13
  sponsor
• 6:14
  for
• 6:14
  this
• 6:14
  episode,
• 6:15
  they
• 6:15
  were
• 6:15
  super
• 6:15
  grateful
• 6:15
  for
• 6:16
  Lindsay
• 6:16
  and
• 6:16
  her
• 6:16
  team.
• 6:16
  Being
• 6:17
  willing
• 6:17
  to
• 6:17
  be
• 6:17
  a
• 6:17
  sponsor
• 6:18
  of
• 6:18
  the
• 6:18
  show.
• 6:18
  So
• 6:18
  if
• 6:18
  you
• 6:19
  need,
• 6:19
  again,
• 6:19
  we
• 6:19
  don't
• 6:20
  have
• 6:20
  a
• 6:20
  video
• 6:20
  yet,
• 6:21
  but
• 6:21
  we
• 6:21
  can
• 6:21
  play
• 6:21
  with
• 6:21
  them.
• 6:21
  We're
• 6:21
  looking
• 6:22
  forward
• 6:22
  to
• 6:22
  having
• 6:22
  some
• 6:22
  futures.
• 6:23
  We
• 6:23
  can
• 6:23
  really
• 6:23
  convey
• 6:24
  all
• 6:24
  the
• 6:24
  awesome
• 6:24
  things
• 6:25
  that
• 6:25
  they
• 6:25
  can
• 6:25
  do
• 6:25
  for
• 6:25
  your
• 6:25
  business.
• 6:26
  But
• 6:26
  Fireside
• 6:26
  accounting
• 6:27
  is
• 6:27
  a
• 6:27
  team
• 6:27
  that
• 6:27
  currently
• 6:28
  only
• 6:28
  works
• 6:28
  in
• 6:28
  the
• 6:28
  us.
• 6:29
  We're
• 6:29
  gonna
• 6:29
  still
• 6:29
  try
• 6:29
  to
• 6:30
  work
• 6:30
  on
• 6:30
  them
• 6:30
  make
• 6:30
  them
• 6:30
  a
• 6:31
  global
• 6:31
  force
• 6:32
  for
• 6:32
  the
• 6:32
  entire
• 6:32
  outdoor
• 6:33
  hospitality
• 6:33
  industry.
• 6:33
  But
• 6:34
  if
• 6:34
  you're
• 6:34
  in
• 6:34
  the
• 6:34
  us
• 6:35
  and
• 6:35
  you
• 6:35
  are
• 6:35
  looking
• 6:36
  for
• 6:36
  tax
• 6:36
  advice,
• 6:36
  savings,
• 6:37
  all
• 6:37
  kinds
• 6:37
  of
• 6:37
  things,
• 6:38
  there's
• 6:38
  probably
• 6:39
  no
• 6:39
  limit
• 6:39
  to
• 6:39
  how
• 6:40
  those
• 6:40
  kinds
• 6:40
  of
• 6:40
  numbers
• 6:41
  networking,
• 6:41
  working
• 6:42
  with
• 6:42
  a
• 6:42
  professional
• 6:42
  that
• 6:42
  can
• 6:42
  help
• 6:43
  your
• 6:43
  business.
• 6:43
  So
• 6:43
  make
• 6:43
  sure
• 6:44
  you
• 6:44
  check
• 6:44
  out
• 6:44
  Fireside
• 6:45
  accounting,
• 6:46
  if
• 6:46
  you
• 6:46
  are
• 6:46
  in
• 6:46
  need
• 6:46
  of
• 6:46
  those
• 6:47
  kinds
• 6:47
  of
• 6:47
  services.
• 6:48
  Back
• 6:48
  to
• 6:48
  what
• 6:48
  we
• 6:48
  were
• 6:48
  talking
• 6:48
  about
• 6:49
  with
• 6:49
  you,
• 6:49
  Randy
• 6:49
  and
• 6:50
  we
• 6:50
  wanted
• 6:50
  to
• 6:50
  talk
• 6:50
  about
• 6:50
  experiential
• 6:51
  hospitality
• 6:51
  in
• 6:51
  a
• 6:51
  second,
• 6:52
  just
• 6:52
  cuz
• 6:52
  I
• 6:52
  want
• 6:52
  to
• 6:52
  hear
• 6:52
  your
• 6:52
  definition
• 6:53
  and
• 6:53
  I'll
• 6:53
  probably
• 6:54
  play
• 6:54
  devil's
• 6:54
  advocate
• 6:55
  to
• 6:55
  that.
• 6:55
  But
• 6:55
  with
• 6:56
  your
• 6:56
  changes
• 6:56
  specifically,
• 6:58
  are
• 6:58
  we
• 6:58
  talking
• 6:58
  about
• 6:59
  something
• 6:59
  that
• 6:59
  is
• 6:59
  going
• 7:00
  to
• 7:00
  force
• 7:00
  people
• 7:00
  to
• 7:01
  adopt
• 7:01
  it
• 7:01
  and
• 7:01
  change?
• 7:02
  Or
• 7:02
  is
• 7:02
  this
• 7:02
  going
• 7:03
  to
• 7:03
  be
• 7:03
  dependent?
• 7:03
  As
• 7:03
  many
• 7:04
  things
• 7:04
  are
• 7:04
  on,
• 7:05
  am
• 7:05
  I
• 7:05
  an
• 7:05
  owner
• 7:06
  who
• 7:06
  wants
• 7:06
  to
• 7:06
  adopt
• 7:07
  it?
• 7:07
  And
• 7:07
  if
• 7:07
  not,
• 7:07
  I'll
• 7:07
  stay
• 7:08
  here.
• 7:10
  Yeah
• 7:10
  it's
• 7:10
  a
• 7:10
  good
• 7:11
  question.
• 7:11
  And
• 7:11
  I
• 7:11
  know
• 7:12
  Scott's
• 7:12
  got
• 7:12
  a
• 7:13
  lot
• 7:13
  more
• 7:13
  information
• 7:14
  about
• 7:14
  what
• 7:14
  he's
• 7:15
  seeing
• 7:15
  from
• 7:15
  operating
• 7:16
  many
• 7:16
  properties,
• 7:17
  and
• 7:17
  they're
• 7:17
  monitoring
• 7:18
  this
• 7:18
  stuff
• 7:18
  on
• 7:18
  a
• 7:18
  daily
• 7:19
  basis
• 7:19
  and
• 7:20
  he's
• 7:20
  gonna
• 7:20
  have
• 7:20
  a
• 7:20
  I
• 7:20
  would
• 7:21
  sure.
• 7:21
  I'm
• 7:21
  sure
• 7:22
  a
• 7:22
  lot
• 7:22
  more
• 7:22
  content
• 7:23
  than
• 7:23
  I,
• 7:23
  but
• 7:23
  I
• 7:24
  think
• 7:24
  what
• 7:24
  I'm
• 7:24
  referring
• 7:25
  to
• 7:25
  is
• 7:27
  there's
• 7:27
  a
• 7:27
  lot
• 7:28
  more
• 7:28
  attention
• 7:28
  being
• 7:29
  paid
• 7:29
  to
• 7:29
  what
• 7:30
  the
• 7:30
  guest
• 7:30
  actually
• 7:30
  wants
• 7:31
  in
• 7:31
  their
• 7:31
  experience
• 7:32
  when
• 7:32
  they
• 7:33
  come,
• 7:33
  when
• 7:33
  they
• 7:33
  travel
• 7:34
  somewhere
• 7:35
  for
• 7:35
  what
• 7:35
  they're
• 7:35
  spending.
• 7:36
  And
• 7:37
  so
• 7:37
  it
• 7:37
  in.
• 7:38
  Not
• 7:38
  to
• 7:38
  pigeonhole
• 7:39
  too
• 7:39
  much,
• 7:40
  but
• 7:40
  it's
• 7:40
  been
• 7:40
  an
• 7:40
  industry
• 7:41
  where
• 7:41
  you
• 7:41
  build
• 7:42
  a
• 7:42
  park
• 7:43
  and
• 7:43
  you
• 7:43
  make
• 7:43
  it
• 7:43
  clean
• 7:44
  and
• 7:44
  nice
• 7:44
  and
• 7:45
  you
• 7:45
  market
• 7:45
  it
• 7:45
  and
• 7:46
  people
• 7:46
  show
• 7:46
  up
• 7:46
  and
• 7:46
  you
• 7:47
  treat
• 7:47
  them
• 7:47
  well,
• 7:47
  nothing
• 7:48
  wrong
• 7:48
  with
• 7:48
  that.
• 7:49
  But
• 7:49
  I
• 7:49
  think
• 7:49
  there's
• 7:49
  a
• 7:49
  lot
• 7:50
  more
• 7:50
  attention
• 7:50
  now
• 7:51
  being
• 7:51
  focused
• 7:51
  necessarily
• 7:52
  on
• 7:53
  what
• 7:53
  does
• 7:53
  the
• 7:53
  guest
• 7:54
  want
• 7:54
  when
• 7:54
  they
• 7:54
  get
• 7:54
  there?
• 7:55
  What
• 7:55
  does
• 7:55
  the
• 7:55
  experience
• 7:56
  that
• 7:56
  we're
• 7:56
  providing?
• 7:57
  How
• 7:57
  do
• 7:57
  we
• 7:57
  make
• 7:57
  it
• 7:58
  worth
• 7:58
  the
• 7:58
  money
• 7:58
  they're
• 7:58
  spending?
• 7:59
  If
• 8:00
  there's
• 8:00
  fewer
• 8:00
  people
• 8:01
  traveling
• 8:02
  for
• 8:02
  a
• 8:02
  number
• 8:02
  of
• 8:02
  reasons
• 8:03
  we
• 8:03
  can
• 8:03
  talk
• 8:03
  about,
• 8:04
  but
• 8:04
  they're
• 8:04
  spending
• 8:04
  more
• 8:05
  meaning
• 8:05
  average
• 8:06
  daily
• 8:06
  rate
• 8:06
  is
• 8:06
  holding,
• 8:07
  which
• 8:07
  is
• 8:07
  true
• 8:07
  in
• 8:07
  the
• 8:07
  industry.
• 8:08
  They
• 8:09
  have
• 8:09
  to
• 8:09
  have
• 8:09
  value
• 8:10
  in
• 8:10
  excess
• 8:10
  of
• 8:10
  what
• 8:11
  they're
• 8:11
  spending
• 8:11
  for
• 8:12
  it.
• 8:12
  So
• 8:12
  I
• 8:12
  think
• 8:12
  as
• 8:12
  owner
• 8:13
  and
• 8:13
  operator
• 8:13
  paying
• 8:14
  a
• 8:14
  lot
• 8:14
  more
• 8:14
  attention
• 8:15
  to
• 8:15
  what
• 8:16
  do
• 8:16
  my
• 8:16
  guests
• 8:17
  actually
• 8:17
  want
• 8:18
  to
• 8:18
  see
• 8:18
  then
• 8:18
  making
• 8:19
  sure
• 8:19
  I'm
• 8:19
  providing
• 8:19
  it.
• 8:20
  I
• 8:20
  think
• 8:20
  that's
• 8:21
  not
• 8:21
  only
• 8:21
  forward
• 8:21
  thinking
• 8:22
  it's
• 8:22
  also
• 8:22
  probably
• 8:23
  economic
• 8:23
  survival,
• 8:24
  cuz
• 8:24
  people
• 8:25
  don't
• 8:25
  just
• 8:25
  wanna
• 8:25
  park
• 8:26
  and
• 8:26
  stay
• 8:26
  for
• 8:26
  the
• 8:26
  night.
• 8:27
  They
• 8:27
  want
• 8:27
  to
• 8:27
  experience
• 8:28
  something
• 8:28
  broader
• 8:29
  than
• 8:29
  just
• 8:29
  accommodation.
• 8:30
  They
• 8:30
  wanna
• 8:31
  be
• 8:31
  a
• 8:31
  part
• 8:31
  of
• 8:31
  something
• 8:32
  and
• 8:32
  people
• 8:32
  and
• 8:33
  culture.
• 8:33
  Local
• 8:33
  things
• 8:34
  and
• 8:34
  whatnot.
• 8:35
  That
• 8:35
  is
• 8:35
  a
• 8:35
  consumer
• 8:36
  driven
• 8:37
  behavior
• 8:38
  that
• 8:38
  that
• 8:38
  the
• 8:38
  owners
• 8:39
  of
• 8:39
  the
• 8:39
  businesses
• 8:39
  have
• 8:40
  to
• 8:40
  be
• 8:40
  open
• 8:40
  to
• 8:40
  receptive
• 8:41
  to
• 8:41
  and
• 8:41
  plan
• 8:42
  for.
• 8:43
  So
• 8:44
  let
• 8:44
  me
• 8:44
  though
• 8:44
  play
• 8:44
  devil's
• 8:45
  advocate
• 8:45
  here.
• 8:45
  Do
• 8:45
  we
• 8:46
  need,
• 8:46
  and
• 8:46
  I
• 8:47
  wanna
• 8:47
  hear
• 8:47
  your
• 8:47
  opinions
• 8:48
  on
• 8:48
  what
• 8:48
  you
• 8:48
  talked
• 8:48
  about
• 8:49
  in
• 8:49
  a
• 8:49
  second
• 8:49
  especially
• 8:50
  for
• 8:50
  the
• 8:50
  time
• 8:50
  brunch
• 8:51
  and
• 8:51
  the
• 8:51
  changes
• 8:51
  and
• 8:51
  all
• 8:51
  those
• 8:51
  kinds
• 8:52
  of
• 8:52
  things.
• 8:52
  And
• 8:52
  obviously
• 8:52
  very
• 8:53
  had
• 8:53
  the
• 8:53
  room
• 8:53
  of
• 8:53
  experiential
• 8:54
  hospitality.
• 8:54
  Anyone
• 8:54
  else
• 8:55
  can
• 8:55
  too,
• 8:55
  as
• 8:55
  well
• 8:55
  just
• 8:56
  playing
• 8:56
  devil's
• 8:56
  advocate,
• 8:56
  not
• 8:57
  saying
• 8:57
  that
• 8:57
  I
• 8:57
  believe
• 8:57
  this
• 8:57
  position.
• 8:58
  But
• 8:58
  picking
• 8:58
  apart,
• 8:58
  your
• 8:59
  theory
• 8:59
  doesn't
• 9:00
  need
• 9:00
  a
• 9:00
  word
• 9:00
  though.
• 9:01
  Cause
• 9:01
  here's
• 9:02
  how
• 9:02
  I
• 9:02
  look
• 9:02
  at
• 9:02
  it,
• 9:02
  right?
• 9:03
  There
• 9:03
  are,
• 9:03
  there
• 9:03
  have
• 9:03
  always
• 9:04
  been
• 9:04
  different
• 9:04
  types
• 9:04
  of
• 9:04
  hotels
• 9:05
  and
• 9:05
  resorts.
• 9:06
  Some
• 9:06
  have
• 9:07
  been
• 9:07
  the
• 9:07
  cookie
• 9:08
  cutter,
• 9:08
  same
• 9:09
  experience
• 9:09
  like
• 9:10
  you're
• 9:10
  talking
• 9:10
  about
• 9:10
  with
• 9:10
  campgrounds.
• 9:11
  They
• 9:11
  come
• 9:11
  in,
• 9:11
  they
• 9:11
  get
• 9:11
  an
• 9:11
  experience.
• 9:12
  They
• 9:13
  maybe
• 9:13
  smile
• 9:13
  at
• 9:13
  the
• 9:14
  desk
• 9:14
  and
• 9:14
  they
• 9:14
  get
• 9:14
  a
• 9:14
  good
• 9:14
  review
• 9:15
  and
• 9:15
  they
• 9:15
  leave.
• 9:15
  And
• 9:16
  then
• 9:16
  there
• 9:16
  have
• 9:16
  been
• 9:16
  the
• 9:16
  sandals
• 9:17
  and
• 9:17
  the
• 9:17
  secrets
• 9:17
  and
• 9:17
  the
• 9:17
  all
• 9:18
  inclusive
• 9:18
  places
• 9:18
  who
• 9:19
  have
• 9:19
  focused
• 9:19
  on
• 9:19
  the
• 9:19
  service
• 9:20
  and,
• 9:20
  the
• 9:20
  butlers
• 9:21
  and
• 9:21
  the
• 9:21
  waiters
• 9:21
  and
• 9:21
  the
• 9:22
  all,
• 9:22
  making
• 9:23
  sure
• 9:23
  that
• 9:23
  the
• 9:23
  experience
• 9:24
  is
• 9:25
  way
• 9:25
  up
• 9:25
  here
• 9:25
  versus
• 9:26
  wherever.
• 9:27
  And
• 9:28
  so
• 9:28
  they're
• 9:28
  still
• 9:28
  called
• 9:29
  though
• 9:29
  resorts
• 9:29
  and
• 9:29
  hotels.
• 9:30
  They're
• 9:30
  not
• 9:30
  called
• 9:30
  experiential
• 9:31
  resorts.
• 9:31
  So
• 9:32
  I
• 9:33
  agree
• 9:33
  with
• 9:33
  you
• 9:34
  that
• 9:34
  is
• 9:34
  the
• 9:34
  direction.
• 9:35
  And
• 9:36
  I
• 9:36
  think
• 9:36
  most
• 9:36
  people
• 9:36
  here
• 9:37
  would
• 9:37
  that
• 9:38
  is
• 9:39
  higher
• 9:40
  from
• 9:41
  a
• 9:41
  profit
• 9:41
  standpoint
• 9:42
  and
• 9:42
  is
• 9:42
  clearly
• 9:43
  the
• 9:43
  direction
• 9:44
  that
• 9:44
  a
• 9:44
  segment
• 9:45
  of
• 9:45
  guests
• 9:45
  in
• 9:45
  a
• 9:46
  large
• 9:46
  segment
• 9:46
  is
• 9:46
  probably
• 9:47
  trending.
• 9:48
  And
• 9:48
  I
• 9:48
  think
• 9:48
  the
• 9:48
  numbers
• 9:48
  will
• 9:49
  back
• 9:49
  that
• 9:49
  up
• 9:49
  that
• 9:49
  you
• 9:49
  guys
• 9:49
  can
• 9:50
  share
• 9:50
  with
• 9:50
  us
• 9:50
  in
• 9:50
  a
• 9:50
  second,
• 9:50
  but
• 9:51
  do
• 9:51
  we
• 9:51
  need
• 9:51
  a
• 9:51
  separate
• 9:53
  track
• 9:53
  for
• 9:53
  this?
• 9:54
  No,
• 9:54
  because
• 9:54
  there
• 9:54
  are
• 9:54
  two
• 9:54
  apps
• 9:55
  of
• 9:55
  the
• 9:55
  same
• 9:55
  coin.
• 9:56
  And
• 9:56
  this
• 9:56
  is
• 9:56
  just
• 9:57
  my
• 9:57
  personal
• 9:57
  feeling.
• 9:58
  Outdoor
• 9:58
  hospitality
• 9:59
  is
• 9:59
  experiential
• 10:00
  hospitality.
• 10:01
  If
• 10:01
  you
• 10:02
  embrace
• 10:02
  the
• 10:02
  experiential
• 10:03
  component
• 10:03
  of
• 10:04
  it.
• 10:04
  So
• 10:04
  these
• 10:05
  aren't
• 10:05
  two
• 10:05
  separate
• 10:05
  things.
• 10:06
  And
• 10:06
  so
• 10:07
  when
• 10:07
  I
• 10:07
  refer
• 10:07
  to
• 10:08
  experiential
• 10:08
  hospitality,
• 10:09
  that's
• 10:10
  been
• 10:10
  part
• 10:10
  of
• 10:10
  the
• 10:10
  hotel
• 10:11
  world
• 10:11
  for
• 10:11
  a
• 10:11
  very
• 10:12
  long
• 10:12
  time.
• 10:12
  It's
• 10:12
  not
• 10:13
  a
• 10:13
  new
• 10:13
  concept.
• 10:14
  Hotel
• 10:14
  has
• 10:14
  done
• 10:14
  that
• 10:15
  very
• 10:15
  well,
• 10:15
  and
• 10:15
  they've
• 10:16
  really
• 10:16
  made
• 10:16
  it
• 10:16
  an
• 10:16
  art
• 10:17
  form.
• 10:17
  And
• 10:17
  they're
• 10:18
  really
• 10:18
  doing
• 10:18
  a
• 10:18
  lot
• 10:18
  of
• 10:19
  innovative
• 10:19
  and
• 10:19
  interesting
• 10:20
  things
• 10:20
  right
• 10:21
  now.
• 10:22
  So
• 10:22
  I
• 10:22
  think
• 10:22
  when
• 10:22
  I'm
• 10:23
  talking
• 10:23
  about
• 10:23
  experiential
• 10:24
  hospitality,
• 10:24
  I'm
• 10:24
  talking
• 10:25
  about
• 10:25
  the
• 10:25
  existing
• 10:26
  outdoor
• 10:26
  hospitality
• 10:27
  asset
• 10:27
  class,
• 10:28
  but
• 10:28
  taking
• 10:28
  some
• 10:28
  of
• 10:28
  those
• 10:29
  best
• 10:29
  practices,
• 10:30
  programmatic
• 10:31
  pricing,
• 10:32
  wrapping
• 10:32
  more
• 10:33
  experiences,
• 10:33
  selling
• 10:34
  the
• 10:34
  zip
• 10:34
  code
• 10:34
  as
• 10:35
  we've
• 10:35
  talked
• 10:35
  about
• 10:35
  before.
• 10:36
  I
• 10:36
  think
• 10:37
  that's
• 10:37
  when
• 10:37
  experiential
• 10:38
  hospitality,
• 10:39
  as
• 10:39
  it's
• 10:39
  been
• 10:40
  a
• 10:40
  hotel
• 10:40
  marries
• 10:41
  very
• 10:41
  well
• 10:41
  to
• 10:42
  outdoor
• 10:42
  hospitality.
• 10:43
  So
• 10:43
  one
• 10:43
  does
• 10:43
  not
• 10:44
  replace
• 10:44
  the
• 10:44
  other,
• 10:45
  it
• 10:45
  merely
• 10:45
  augments.
• 10:46
  What's
• 10:46
  already
• 10:46
  here.
• 10:47
  And
• 10:47
  when
• 10:47
  you're
• 10:48
  talking
• 10:48
  about
• 10:48
  experiential,
• 10:50
  really
• 10:50
  the
• 10:50
  crux
• 10:51
  of
• 10:51
  that
• 10:51
  goes
• 10:51
  back
• 10:52
  to
• 10:52
  who
• 10:52
  is
• 10:52
  your
• 10:52
  customer.
• 10:53
  And
• 10:53
  that's
• 10:53
  exactly
• 10:54
  thing
• 10:54
  for
• 10:54
  the
• 10:54
  park
• 10:55
  is
• 10:55
  that
• 10:55
  park
• 10:56
  has
• 10:56
  to
• 10:56
  know
• 10:57
  their
• 10:57
  customer.
• 10:58
  And
• 10:58
  so
• 10:58
  if
• 10:59
  they
• 10:59
  are
• 11:00
  a
• 11:00
  specific
• 11:00
  type
• 11:01
  of
• 11:01
  park
• 11:01
  catering
• 11:02
  to
• 11:02
  a
• 11:02
  specific
• 11:02
  customer,
• 11:03
  and
• 11:03
  then
• 11:04
  they
• 11:04
  want
• 11:04
  to
• 11:04
  change
• 11:05
  to
• 11:05
  a
• 11:05
  different
• 11:05
  customer
• 11:06
  type
• 11:06
  that
• 11:06
  tells
• 11:07
  'em
• 11:07
  what
• 11:07
  they
• 11:07
  need
• 11:07
  to
• 11:08
  do
• 11:08
  in
• 11:08
  their
• 11:08
  park
• 11:09
  to
• 11:09
  be
• 11:09
  able
• 11:09
  to
• 11:09
  reach
• 11:10
  those
• 11:10
  customers.
• 11:11
  Because
• 11:11
  yeah,
• 11:12
  it's
• 11:12
  funny.
• 11:12
  I'm
• 11:12
  thinking
• 11:13
  we're
• 11:13
  reinventing
• 11:14
  all
• 11:14
  this
• 11:14
  new
• 11:14
  language
• 11:15
  around
• 11:16
  this
• 11:16
  outdoor
• 11:17
  hospitality
• 11:18
  industry,
• 11:18
  because
• 11:19
  you
• 11:19
  can't
• 11:20
  just
• 11:20
  say
• 11:20
  Camping
• 11:21
  now
• 11:21
  and
• 11:21
  really
• 11:22
  mean
• 11:23
  that's
• 11:23
  not
• 11:23
  an
• 11:23
  all
• 11:24
  encompassing
• 11:24
  word
• 11:24
  anymore.
• 11:25
  I'm
• 11:25
  going
• 11:26
  Camping.
• 11:27
  People
• 11:27
  used
• 11:27
  to
• 11:28
  go
• 11:28
  Camping
• 11:28
  and
• 11:28
  it
• 11:28
  wasn't
• 11:29
  their
• 11:29
  vacation.
• 11:30
  They
• 11:30
  just
• 11:31
  went
• 11:31
  Camping.
• 11:31
  Now
• 11:32
  does
• 11:33
  Camping
• 11:33
  mean
• 11:33
  I'm
• 11:33
  going
• 11:34
  to
• 11:34
  this
• 11:34
  big
• 11:34
  resort
• 11:35
  where
• 11:35
  everything
• 11:35
  is
• 11:36
  done
• 11:36
  for
• 11:36
  me,
• 11:36
  and
• 11:36
  I'm
• 11:37
  at
• 11:37
  this
• 11:37
  high
• 11:37
  end
• 11:37
  RV
• 11:38
  park
• 11:39
  or
• 11:39
  does
• 11:39
  Camping
• 11:40
  mean
• 11:40
  I'm
• 11:41
  Camping
• 11:41
  out
• 11:42
  in
• 11:42
  the
• 11:42
  woods
• 11:42
  somewhere
• 11:43
  with
• 11:43
  my
• 11:43
  family
• 11:43
  on
• 11:44
  BLM
• 11:44
  land,
• 11:45
  right?
• 11:46
  It's
• 11:46
  the
• 11:46
  term
• 11:47
  goes
• 11:47
  from
• 11:48
  one
• 11:48
  end
• 11:48
  to
• 11:48
  the
• 11:48
  other
• 11:49
  and
• 11:50
  you
• 11:50
  almost
• 11:50
  have
• 11:50
  to
• 11:50
  redefine
• 11:51
  the
• 11:51
  language
• 11:52
  you're
• 11:52
  using,
• 11:53
  but
• 11:54
  I
• 11:54
  would
• 11:54
  almost
• 11:54
  then
• 11:54
  say
• 11:55
  it's
• 11:55
  all
• 11:55
  experiential
• 11:56
  hospitality
• 11:57
  on
• 11:57
  the
• 11:57
  low
• 11:57
  end
• 11:57
  or
• 11:57
  the
• 11:57
  high
• 11:58
  end
• 11:58
  you're
• 11:58
  experience.
• 12:00
  Good
• 12:00
  one.
• 12:01
  But.
• 12:03
  They're
• 12:03
  not
• 12:03
  the
• 12:03
  same
• 12:03
  on
• 12:03
  the
• 12:04
  high
• 12:04
  end
• 12:04
  and
• 12:04
  low
• 12:04
  end
• 12:05
  though,
• 12:05
  because
• 12:05
  there
• 12:06
  are
• 12:06
  just
• 12:06
  like
• 12:06
  in
• 12:07
  hotel,
• 12:07
  there's
• 12:07
  a
• 12:07
  motel
• 12:08
  six
• 12:08
  and
• 12:08
  it's
• 12:09
  a
• 12:09
  bed
• 12:09
  to
• 12:09
  sleep
• 12:10
  in
• 12:10
  on
• 12:10
  your
• 12:10
  way.
• 12:10
  From
• 12:10
  a
• 12:10
  to
• 12:11
  B,
• 12:11
  there
• 12:11
  are
• 12:11
  RV
• 12:12
  parts
• 12:12
  and
• 12:12
  campgrounds
• 12:13
  that
• 12:13
  are
• 12:13
  placed
• 12:13
  to
• 12:13
  sleep
• 12:14
  in
• 12:14
  on
• 12:14
  the
• 12:14
  way
• 12:14
  from
• 12:14
  a
• 12:14
  to
• 12:15
  B
• 12:15
  they're
• 12:16
  experiential
• 12:16
  hotels
• 12:17
  that
• 12:17
  are
• 12:17
  very
• 12:17
  guest
• 12:18
  focused
• 12:18
  guest
• 12:19
  centric
• 12:19
  and
• 12:19
  focus
• 12:20
  extensively
• 12:20
  on
• 12:21
  consumer
• 12:21
  data,
• 12:22
  understand
• 12:22
  how
• 12:22
  we're
• 12:22
  gonna
• 12:23
  drive
• 12:23
  our
• 12:23
  product
• 12:24
  offering
• 12:24
  and
• 12:24
  our
• 12:24
  pricing
• 12:25
  that's
• 12:26
  hotel.
• 12:26
  That's
• 12:26
  also
• 12:27
  outdoor
• 12:27
  hospitality.
• 12:28
  So
• 12:28
  you
• 12:28
  can
• 12:28
  have
• 12:29
  the
• 12:29
  place
• 12:29
  you
• 12:30
  park
• 12:30
  for
• 12:30
  the
• 12:30
  night.
• 12:31
  Experiential
• 12:32
  hospitality
• 12:32
  doesn't
• 12:33
  translate
• 12:33
  to
• 12:34
  all
• 12:34
  scales
• 12:34
  within
• 12:35
  outdoor
• 12:35
  hospitality.
• 12:36
  There
• 12:36
  are
• 12:36
  roadside
• 12:37
  places
• 12:37
  to
• 12:37
  park
• 12:38
  and
• 12:38
  that's
• 12:38
  what
• 12:38
  they
• 12:38
  are
• 12:38
  and
• 12:38
  they
• 12:38
  do
• 12:39
  it
• 12:39
  great.
• 12:39
  And
• 12:39
  there's
• 12:40
  a
• 12:40
  room
• 12:40
  for
• 12:40
  that.
• 12:41
  One
• 12:41
  does
• 12:41
  not
• 12:41
  replace
• 12:42
  the
• 12:42
  other.
• 12:42
  It's
• 12:42
  merely
• 12:43
  a
• 12:43
  fundamental
• 12:43
  shift
• 12:44
  in
• 12:44
  thinking
• 12:45
  to
• 12:45
  augment.
• 12:45
  What's
• 12:46
  great
• 12:46
  about
• 12:46
  our
• 12:47
  industry
• 12:47
  and
• 12:47
  take
• 12:48
  it
• 12:48
  to
• 12:48
  the
• 12:48
  next
• 12:48
  level
• 12:49
  up.
• 12:50
  I
• 12:50
  don't
• 12:51
  argumentative
• 12:52
  on
• 12:52
  purpose.
• 12:52
  So
• 12:52
  go
• 12:53
  ahead,
• 12:53
  Sandy.
• 12:55
  The
• 12:55
  differences
• 12:55
  that
• 12:56
  nobody
• 12:56
  chooses
• 12:57
  the
• 12:57
  motel
• 12:57
  six
• 12:58
  for
• 12:58
  the
• 12:58
  experience.
• 12:59
  Never
• 12:59
  they
• 13:00
  choose
• 13:00
  it
• 13:00
  for
• 13:00
  the
• 13:00
  rate,
• 13:01
  but
• 13:01
  a
• 13:02
  lot
• 13:02
  of
• 13:02
  people
• 13:02
  choose
• 13:03
  boondocking
• 13:04
  in
• 13:04
  a
• 13:05
  tent
• 13:05
  on
• 13:06
  BLM
• 13:06
  land
• 13:07
  for
• 13:07
  the
• 13:07
  experience.
• 13:08
  Cause
• 13:09
  that's
• 13:09
  what
• 13:09
  they're
• 13:09
  looking
• 13:10
  for.
• 13:10
  And
• 13:10
  it
• 13:10
  has
• 13:11
  absolutely
• 13:11
  nothing
• 13:12
  to
• 13:12
  do
• 13:12
  with
• 13:12
  the
• 13:12
  dollars.
• 13:13
  If
• 13:14
  my
• 13:14
  husband
• 13:15
  choose
• 13:15
  where
• 13:15
  we
• 13:15
  were
• 13:15
  Camping,
• 13:16
  we
• 13:17
  would
• 13:17
  be
• 13:17
  Camping
• 13:17
  in
• 13:17
  a
• 13:17
  small
• 13:18
  mom
• 13:18
  and
• 13:18
  pop
• 13:19
  that.
• 13:20
  Basically
• 13:20
  we
• 13:20
  could
• 13:21
  build
• 13:21
  a
• 13:21
  fire
• 13:21
  outside
• 13:22
  our
• 13:22
  rig.
• 13:22
  It
• 13:22
  didn't
• 13:23
  even
• 13:23
  have,
• 13:23
  doesn't
• 13:24
  even
• 13:24
  have
• 13:24
  to
• 13:24
  have
• 13:24
  a
• 13:24
  swimming
• 13:24
  pool.
• 13:25
  And
• 13:25
  that's
• 13:25
  his
• 13:25
  kind
• 13:26
  of
• 13:26
  Camping.
• 13:26
  That's
• 13:26
  the
• 13:27
  experience
• 13:27
  he's
• 13:27
  looking
• 13:28
  for.
• 13:28
  But
• 13:29
  if
• 13:29
  I
• 13:29
  talk
• 13:29
  to
• 13:29
  my
• 13:30
  youngest
• 13:30
  son,
• 13:31
  boy,
• 13:31
  if
• 13:31
  it
• 13:31
  doesn't
• 13:32
  have
• 13:32
  a
• 13:32
  swimming
• 13:32
  pool,
• 13:33
  paved
• 13:33
  concrete
• 13:34
  pavers,
• 13:35
  a
• 13:35
  really
• 13:35
  nice
• 13:36
  bathhouse
• 13:36
  and
• 13:37
  activities
• 13:37
  for
• 13:37
  his
• 13:38
  kids,
• 13:39
  he's
• 13:39
  not
• 13:39
  even
• 13:39
  gonna
• 13:39
  consider
• 13:40
  it.
• 13:42
  So
• 13:42
  that
• 13:42
  two
• 13:43
  different
• 13:43
  experiences
• 13:44
  has
• 13:44
  nothing
• 13:45
  to
• 13:45
  do
• 13:45
  with
• 13:45
  dollars.
• 13:45
  Comes
• 13:46
  down
• 13:46
  to
• 13:46
  is
• 13:47
  it's
• 13:48
  completely
• 13:48
  consumer
• 13:49
  driven.
• 13:49
  It's.
• 13:50
  What
• 13:50
  does
• 13:50
  the
• 13:50
  consumer
• 13:51
  want?
• 13:51
  The
• 13:51
  consumer
• 13:52
  that
• 13:52
  wants
• 13:52
  that
• 13:53
  small
• 13:53
  mom
• 13:54
  and
• 13:54
  park
• 13:54
  Camping
• 13:54
  experience
• 13:55
  is
• 13:55
  gonna
• 13:55
  choose
• 13:56
  that
• 13:56
  park.
• 13:57
  And
• 13:57
  I
• 13:57
  think
• 13:57
  that's
• 13:57
  the
• 13:57
  beauty
• 13:58
  of
• 13:58
  this
• 13:58
  is
• 13:59
  it
• 13:59
  does
• 13:59
  give
• 13:59
  us
• 14:00
  the
• 14:00
  ability
• 14:01
  to
• 14:01
  give
• 14:02
  our
• 14:02
  campgrounds,
• 14:03
  the
• 14:03
  ability
• 14:03
  to
• 14:03
  really
• 14:04
  find
• 14:04
  their
• 14:05
  niche
• 14:05
  and
• 14:05
  their
• 14:06
  thing
• 14:06
  and
• 14:07
  figure
• 14:08
  out
• 14:08
  the,
• 14:08
  the
• 14:08
  best
• 14:09
  suited
• 14:09
  solutions
• 14:10
  for
• 14:10
  them,
• 14:10
  whether
• 14:10
  that's
• 14:10
  because
• 14:11
  of
• 14:11
  their
• 14:11
  lotion
• 14:11
  and
• 14:12
  their
• 14:12
  zip
• 14:12
  code,
• 14:12
  like
• 14:13
  Randy
• 14:13
  always
• 14:13
  talks
• 14:13
  about,
• 14:14
  or,
• 14:15
  if
• 14:15
  they
• 14:15
  wanna
• 14:15
  really
• 14:16
  that
• 14:16
  resort
• 14:16
  experience.
• 14:17
  And
• 14:17
  I
• 14:18
  think
• 14:18
  in
• 14:18
  mind,
• 14:18
  it's
• 14:18
  there's
• 14:19
  room
• 14:19
  for
• 14:19
  lots
• 14:20
  of
• 14:20
  the
• 14:20
  experiences,
• 14:21
  many
• 14:21
  experiences
• 14:22
  at
• 14:22
  the
• 14:22
  table.
• 14:23
  It
• 14:23
  diversifies
• 14:23
  the
• 14:24
  experience
• 14:25
  that
• 14:25
  in
• 14:25
  itself,
• 14:26
  where
• 14:27
  now
• 14:27
  as
• 14:27
  a
• 14:27
  camper,
• 14:27
  I
• 14:28
  can
• 14:28
  choose
• 14:28
  one
• 14:28
  weekend
• 14:29
  to
• 14:29
  go
• 14:29
  Camping
• 14:30
  in
• 14:30
  the
• 14:30
  provincial
• 14:31
  park
• 14:31
  on
• 14:32
  public
• 14:32
  lands.
• 14:33
  And
• 14:33
  then
• 14:33
  the
• 14:33
  following
• 14:34
  weekend,
• 14:35
  or
• 14:35
  next
• 14:35
  month
• 14:36
  I
• 14:36
  can
• 14:36
  And
• 14:37
  I
• 14:37
  think
• 14:37
  that's
• 14:37
  really
• 14:38
  as
• 14:38
  a,
• 14:38
  from
• 14:39
  a
• 14:39
  consumer
• 14:39
  perspective,
• 14:40
  it's
• 14:40
  really
• 14:40
  valuable
• 14:40
  to
• 14:41
  have
• 14:41
  that
• 14:41
  choice.
• 14:41
  I
• 14:41
  think
• 14:42
  that's
• 14:42
  it
• 14:42
  just
• 14:42
  one
• 14:43
  last
• 14:43
  thing
• 14:43
  and
• 14:43
  I
• 14:43
  promise
• 14:44
  to
• 14:44
  shut
• 14:44
  up.
• 14:44
  I
• 14:44
  think
• 14:45
  when
• 14:45
  I'm
• 14:45
  thinking
• 14:45
  experiential
• 14:46
  hospitality,
• 14:47
  it's
• 14:47
  the
• 14:47
  mindset
• 14:48
  of
• 14:48
  the
• 14:48
  owner
• 14:49
  who
• 14:49
  proactively
• 14:50
  programs
• 14:51
  their
• 14:51
  offerings
• 14:52
  because
• 14:52
  of
• 14:52
  what
• 14:53
  the
• 14:53
  end
• 14:53
  user
• 14:53
  is
• 14:54
  going
• 14:56
  that
• 14:58
  translate
• 15:01
  focused
• 15:01
  on.
• 15:02
  And
• 15:03
  that's
• 15:03
  really
• 15:03
  loud.
• 15:04
  Sorry.
• 15:04
  I'll
• 15:04
  mute
• 15:04
  my
• 15:05
  mic.
• 15:09
  Please
• 15:09
  talk
• 15:09
  over
• 15:10
  Brian.
• 15:14
  I
• 15:14
  think
• 15:14
  the
• 15:14
  most
• 15:15
  important
• 15:15
  Brian's
• 15:17
  market
• 15:18
  can't
• 15:18
  think
• 15:18
  about
• 15:18
  who
• 15:19
  they
• 15:19
  are.
• 15:19
  Problem.
• 15:20
  I
• 15:20
  see
• 15:20
  a
• 15:20
  little
• 15:21
  bit
• 15:21
  here
• 15:21
  in.
• 15:22
  Europe
• 15:22
  is
• 15:23
  just
• 15:25
  doing
• 15:25
  pretty,
• 15:25
  what
• 15:25
  you
• 15:25
  think
• 15:26
  about
• 15:27
  anything
• 15:29
  and
• 15:30
  have
• 15:32
  there,
• 15:32
  but
• 15:33
  now
• 15:33
  they
• 15:34
  have
• 15:34
  to
• 15:34
  think
• 15:34
  about
• 15:34
  who
• 15:35
  and
• 15:36
  who
• 15:37
  they
• 15:37
  can
• 15:37
  be.
• 15:37
  And
• 15:38
  sometimes
• 15:39
  the
• 15:39
  problem
• 15:40
  that
• 15:40
  all
• 15:40
  of
• 15:40
  a
• 15:40
  sudden
• 15:42
  changes
• 15:42
  in
• 15:43
  the
• 15:43
  market
• 15:43
  and
• 15:45
  difficult
• 15:46
  things
• 15:48
  successful
• 15:51
  make
• 16:03
  we're
• 16:03
  having
• 16:03
  tech
• 16:03
  issued.
• 16:05
  Yeah.
• 16:15
  Oh,
• 16:15
  it
• 16:15
  put
• 16:15
  me
• 16:15
  front
• 16:16
  and
• 16:16
  center.
• 16:16
  I
• 16:16
  guess
• 16:16
  that
• 16:16
  means
• 16:17
  I'm
• 16:17
  supposed
• 16:17
  to
• 16:17
  be
• 16:17
  speaking
• 16:18
  now.
• 16:18
  As
• 16:18
  everybody's
• 16:19
  speaking,
• 16:19
  one
• 16:19
  of
• 16:20
  the
• 16:20
  things
• 16:20
  I
• 16:20
  hadn't
• 16:20
  thought
• 16:21
  about
• 16:21
  before
• 16:21
  is
• 16:22
  I
• 16:22
  wonder
• 16:23
  how
• 16:24
  the
• 16:24
  demographic
• 16:25
  has
• 16:25
  changed
• 16:26
  among
• 16:26
  all
• 16:27
  of
• 16:27
  the
• 16:27
  campers.
• 16:27
  Like
• 16:28
  what
• 16:28
  percentage
• 16:29
  of
• 16:29
  campers
• 16:29
  now
• 16:30
  are
• 16:30
  really
• 16:30
  looking
• 16:31
  for
• 16:31
  the
• 16:31
  resort
• 16:32
  type
• 16:32
  Camping
• 16:33
  versus
• 16:34
  the,
• 16:35
  like
• 16:35
  state
• 16:35
  park
• 16:36
  type
• 16:36
  Camping
• 16:36
  and
• 16:36
  all
• 16:37
  of
• 16:37
  that.
• 16:37
  I
• 16:37
  wonder
• 16:38
  because
• 16:38
  that
• 16:39
  then
• 16:40
  tells
• 16:40
  you
• 16:40
  what
• 16:40
  your
• 16:40
  market
• 16:41
  is
• 16:41
  that
• 16:41
  you're
• 16:41
  trying
• 16:41
  to
• 16:42
  capture.
• 16:42
  And
• 16:42
  I
• 16:43
  would
• 16:43
  think
• 16:43
  that
• 16:43
  we
• 16:43
  probably
• 16:44
  are
• 16:44
  seeing
• 16:45
  a
• 16:45
  larger
• 16:45
  number.
• 16:46
  It
• 16:46
  might
• 16:47
  not
• 16:47
  be
• 16:47
  the
• 16:47
  biggest,
• 16:48
  but
• 16:48
  it's
• 16:48
  larger
• 16:49
  and
• 16:49
  growing
• 16:50
  of
• 16:50
  some
• 16:50
  of
• 16:50
  those
• 16:51
  COVID
• 16:51
  campers
• 16:52
  and
• 16:52
  the
• 16:52
  younger
• 16:52
  campers
• 16:53
  who
• 16:53
  are
• 16:53
  looking
• 16:54
  for
• 16:54
  that
• 16:55
  true
• 16:55
  resort
• 16:56
  experience,
• 16:57
  because
• 16:57
  they're
• 16:57
  all
• 16:58
  about
• 16:58
  convenience.
• 16:59
  So
• 17:00
  having
• 17:00
  food
• 17:01
  trucks
• 17:01
  or,
• 17:02
  food
• 17:02
  and
• 17:02
  beverage
• 17:03
  at
• 17:03
  your
• 17:03
  park,
• 17:04
  they'd
• 17:04
  rather
• 17:05
  spend
• 17:05
  more
• 17:05
  for
• 17:05
  it
• 17:06
  so
• 17:06
  that
• 17:06
  they
• 17:06
  don't
• 17:06
  have
• 17:06
  to
• 17:06
  leave
• 17:07
  the
• 17:07
  park
• 17:07
  than
• 17:09
  going
• 17:09
  out,
• 17:09
  somewhere
• 17:10
  where
• 17:10
  they
• 17:10
  could
• 17:10
  actually
• 17:11
  do
• 17:11
  it
• 17:11
  cheaper.
• 17:14
  Yeah,
• 17:14
  these
• 17:14
  are
• 17:15
  I've
• 17:15
  just
• 17:15
  been
• 17:15
  sitting
• 17:15
  back
• 17:16
  and
• 17:16
  listening
• 17:16
  because
• 17:16
  you
• 17:17
  guys,
• 17:17
  I
• 17:17
  think
• 17:17
  are
• 17:17
  all
• 17:17
  hitting
• 17:18
  on
• 17:18
  really
• 17:18
  great
• 17:18
  points
• 17:19
  that
• 17:19
  I
• 17:19
  agree
• 17:19
  with.
• 17:20
  And
• 17:20
  I
• 17:20
  think
• 17:20
  Sandy,
• 17:21
  you
• 17:21
  brought
• 17:21
  up
• 17:21
  a
• 17:21
  really
• 17:21
  great
• 17:22
  point
• 17:22
  earlier
• 17:23
  in
• 17:23
  that
• 17:24
  we
• 17:24
  really
• 17:24
  have
• 17:25
  to
• 17:25
  understand
• 17:25
  as
• 17:26
  operators
• 17:27
  who
• 17:27
  are
• 17:28
  guest
• 17:28
  demographics.
• 17:29
  And
• 17:30
  one
• 17:30
  of
• 17:30
  the
• 17:30
  things
• 17:31
  that
• 17:31
  we've
• 17:31
  seen
• 17:32
  in
• 17:32
  working
• 17:33
  with
• 17:33
  clients
• 17:33
  and
• 17:34
  majority
• 17:35
  of
• 17:35
  our
• 17:35
  new
• 17:35
  clients
• 17:36
  coming
• 17:36
  in
• 17:36
  are
• 17:37
  new
• 17:37
  development
• 17:38
  clients.
• 17:38
  They're
• 17:38
  contacting
• 17:39
  us
• 17:39
  before
• 17:39
  they
• 17:39
  even
• 17:40
  put
• 17:40
  a
• 17:40
  shovel
• 17:40
  in
• 17:40
  the
• 17:40
  ground.
• 17:41
  And
• 17:41
  the
• 17:41
  first
• 17:41
  thing
• 17:41
  we
• 17:42
  say
• 17:42
  is,
• 17:43
  do
• 17:43
  you
• 17:43
  know
• 17:43
  who
• 17:43
  your,
• 17:44
  do
• 17:44
  you
• 17:44
  know
• 17:44
  who
• 17:44
  your
• 17:44
  guest
• 17:45
  is?
• 17:45
  And
• 17:45
  yeah,
• 17:45
  our
• 17:46
  beers
• 17:46
  or
• 17:47
  some
• 17:47
  baby
• 17:47
  boomers,
• 17:48
  maybe
• 17:48
  some
• 17:48
  millennials,
• 17:49
  but
• 17:49
  there
• 17:49
  are
• 17:49
  so
• 17:50
  many
• 17:50
  subsets
• 17:51
  of
• 17:51
  the
• 17:51
  guest
• 17:52
  profile
• 17:52
  within
• 17:53
  those
• 17:54
  big
• 17:54
  buckets
• 17:55
  that
• 17:55
  we
• 17:55
  really
• 17:56
  have
• 17:56
  to
• 17:56
  drill
• 17:57
  in
• 17:57
  and
• 17:57
  underst.
• 17:58
  Does
• 17:58
  this
• 17:58
  guest
• 17:59
  that's
• 17:59
  coming
• 17:59
  to
• 17:59
  this
• 18:00
  property,
• 18:00
  do
• 18:00
  they
• 18:00
  want
• 18:01
  more
• 18:01
  of
• 18:01
  a
• 18:01
  self-led
• 18:02
  experience?
• 18:02
  Do
• 18:02
  they
• 18:03
  want
• 18:03
  do
• 18:03
  they
• 18:03
  want
• 18:04
  to
• 18:04
  be
• 18:04
  able
• 18:04
  to
• 18:04
  come
• 18:05
  on
• 18:05
  site?
• 18:06
  Yes,
• 18:06
  we
• 18:06
  have
• 18:07
  great
• 18:07
  amenities.
• 18:08
  Yes.
• 18:08
  They're
• 18:08
  clean
• 18:09
  and
• 18:09
  they're
• 18:09
  innovative,
• 18:10
  but
• 18:11
  they
• 18:11
  may
• 18:12
  not
• 18:12
  just
• 18:13
  be
• 18:13
  wanting
• 18:13
  to
• 18:13
  do
• 18:13
  those
• 18:14
  things.
• 18:14
  The
• 18:14
  thing
• 18:14
  that's
• 18:14
  more
• 18:15
  important
• 18:15
  to
• 18:15
  those
• 18:16
  guests
• 18:16
  that
• 18:16
  are
• 18:16
  looking
• 18:17
  for
• 18:17
  self-led
• 18:18
  amenities
• 18:18
  is
• 18:19
  the
• 18:19
  ability
• 18:20
  to
• 18:20
  take
• 18:20
  some
• 18:21
  activity
• 18:21
  guides
• 18:22
  that
• 18:22
  have
• 18:22
  been
• 18:22
  curated
• 18:23
  by
• 18:24
  the
• 18:24
  office
• 18:24
  team
• 18:25
  and
• 18:25
  the
• 18:25
  onsite
• 18:26
  team
• 18:26
  where
• 18:27
  we've
• 18:27
  gone
• 18:27
  and
• 18:27
  we've
• 18:27
  done
• 18:28
  the
• 18:28
  hikes,
• 18:28
  we've
• 18:28
  rafted,
• 18:29
  the
• 18:29
  rivers,
• 18:29
  we've
• 18:30
  aided
• 18:30
  all
• 18:30
  the
• 18:30
  restaurants.
• 18:31
  And
• 18:31
  we
• 18:32
  put
• 18:32
  together
• 18:32
  half
• 18:32
  day
• 18:33
  guides
• 18:33
  Hey,
• 18:33
  if
• 18:33
  you're
• 18:33
  looking
• 18:34
  for
• 18:34
  something
• 18:34
  to
• 18:34
  do
• 18:35
  for
• 18:35
  half
• 18:35
  a
• 18:35
  day
• 18:35
  and
• 18:35
  you're
• 18:36
  water
• 18:36
  oriented,
• 18:37
  go
• 18:37
  do
• 18:37
  this.
• 18:38
  And
• 18:38
  it
• 18:38
  could
• 18:38
  be
• 18:38
  offsite
• 18:39
  to
• 18:39
  Randy's
• 18:39
  point
• 18:39
  kind
• 18:40
  of
• 18:40
  selling
• 18:40
  the
• 18:40
  zip
• 18:40
  code.
• 18:41
  It
• 18:41
  I
• 18:41
  think
• 18:41
  that
• 18:42
  at
• 18:43
  the
• 18:43
  end
• 18:43
  of
• 18:43
  the
• 18:43
  day
• 18:43
  for
• 18:44
  me
• 18:44
  the,
• 18:44
  in
• 18:45
  the
• 18:45
  industry,
• 18:45
  the
• 18:45
  RV
• 18:46
  industry
• 18:46
  is
• 18:46
  unique
• 18:47
  in.
• 18:47
  Yeah.
• 18:47
  If
• 18:48
  you
• 18:48
  compare
• 18:48
  it
• 18:48
  to
• 18:48
  the
• 18:48
  hotel
• 18:49
  industry
• 18:49
  from
• 18:50
  what
• 18:50
  I
• 18:50
  know,
• 18:50
  I
• 18:50
  don't
• 18:51
  profess
• 18:51
  to
• 18:51
  be
• 18:51
  somebody
• 18:52
  that's
• 18:52
  from
• 18:52
  the
• 18:53
  hotel
• 18:53
  industry,
• 18:54
  but
• 18:54
  the
• 18:54
  hotel
• 18:54
  in
• 18:55
  the
• 18:55
  hotel
• 18:55
  motel
• 18:56
  industry
• 18:56
  back
• 18:56
  in
• 18:56
  the
• 18:57
  sixties
• 18:57
  and
• 18:57
  seventies
• 18:58
  were
• 18:58
  all
• 18:59
  mom
• 18:59
  and
• 18:59
  pops,
• 18:59
  there
• 18:59
  were
• 18:59
  roadside
• 19:00
  motels.
• 19:01
  We
• 19:01
  started
• 19:01
  to
• 19:01
  see
• 19:02
  through
• 19:02
  that
• 19:02
  period
• 19:03
  of,
• 19:03
  eighties
• 19:04
  into
• 19:04
  nineties
• 19:04
  and
• 19:04
  certainly
• 19:05
  in,
• 19:05
  into
• 19:05
  the
• 19:05
  last
• 19:06
  20,
• 19:06
  25
• 19:07
  years
• 19:07
  branding
• 19:08
  of
• 19:08
  hotels
• 19:08
  and
• 19:09
  everything
• 19:09
  became
• 19:09
  very
• 19:09
  sterile.
• 19:10
  Everybody
• 19:11
  got
• 19:11
  really
• 19:11
  bored
• 19:11
  with
• 19:11
  the
• 19:12
  experience.
• 19:12
  And
• 19:13
  so
• 19:13
  the
• 19:13
  indoor
• 19:14
  hotel
• 19:14
  hospitality
• 19:15
  world,
• 19:15
  I
• 19:15
  think,
• 19:15
  is
• 19:16
  making
• 19:16
  such
• 19:16
  a
• 19:16
  big
• 19:17
  push
• 19:17
  to
• 19:18
  more
• 19:18
  of
• 19:18
  a
• 19:18
  boutique
• 19:19
  experiential
• 19:19
  side,
• 19:20
  because
• 19:21
  they
• 19:21
  came
• 19:21
  from
• 19:21
  such
• 19:21
  a
• 19:22
  place
• 19:22
  in
• 19:22
  the
• 19:22
  last
• 19:23
  20,
• 19:23
  30
• 19:24
  years
• 19:24
  of
• 19:24
  staleness.
• 19:25
  For
• 19:25
  the
• 19:25
  most
• 19:26
  part,
• 19:26
  for
• 19:26
  the
• 19:26
  most
• 19:26
  part
• 19:27
  you
• 19:27
  could
• 19:27
  be
• 19:27
  in
• 19:27
  a
• 19:27
  Fairfield
• 19:28
  in
• 19:28
  anywhere
• 19:29
  and
• 19:30
  it
• 19:30
  doesn't
• 19:30
  matter,
• 19:30
  like
• 19:30
  it's
• 19:31
  consistent,
• 19:31
  but
• 19:32
  it's
• 19:32
  not
• 19:33
  what.
• 19:34
  The
• 19:34
  younger
• 19:34
  generations
• 19:35
  of
• 19:35
  millennial
• 19:36
  and
• 19:36
  gen
• 19:36
  Zers
• 19:36
  today
• 19:37
  that
• 19:37
  wanna
• 19:37
  spend
• 19:37
  their
• 19:37
  money
• 19:38
  on
• 19:38
  experiencing
• 19:39
  the
• 19:39
  property
• 19:40
  or
• 19:40
  the
• 19:40
  local
• 19:40
  community
• 19:41
  and
• 19:41
  not
• 19:42
  just
• 19:42
  on
• 19:42
  a
• 19:42
  really
• 19:42
  nice
• 19:42
  room
• 19:43
  or
• 19:43
  on
• 19:43
  a
• 19:43
  really
• 19:43
  nice
• 19:44
  swimming
• 19:44
  pool.
• 19:44
  So
• 19:45
  our
• 19:45
  industry's
• 19:46
  unique
• 19:47
  in
• 19:47
  that
• 19:48
  we
• 19:48
  haven't
• 19:48
  there
• 19:49
  certainly
• 19:49
  has
• 19:49
  been
• 19:49
  a
• 19:49
  lot
• 19:49
  in
• 19:50
  the
• 19:50
  last
• 19:50
  couple
• 19:50
  of
• 19:50
  years,
• 19:50
  but
• 19:51
  there
• 19:51
  hasn't
• 19:52
  been
• 19:52
  this
• 19:53
  this
• 19:53
  massive
• 19:53
  branding
• 19:54
  that's
• 19:54
  taken
• 19:54
  place
• 19:55
  for
• 19:55
  the
• 19:55
  majority
• 19:55
  of
• 19:55
  our
• 19:55
  industry.
• 19:56
  And
• 19:56
  so
• 19:57
  we
• 19:57
  are
• 19:57
  starting
• 19:58
  at
• 19:58
  a
• 19:58
  place
• 19:58
  of
• 19:59
  we're
• 19:59
  boutique
• 20:00
  and
• 20:00
  individual,
• 20:01
  and
• 20:01
  different
• 20:01
  and
• 20:01
  weird
• 20:02
  just
• 20:02
  by
• 20:02
  nature
• 20:03
  of
• 20:03
  what
• 20:03
  we
• 20:03
  are.
• 20:04
  And
• 20:04
  I
• 20:05
  think
• 20:05
  it's
• 20:05
  easier
• 20:06
  to
• 20:06
  refine
• 20:07
  that
• 20:07
  than
• 20:07
  it
• 20:07
  is
• 20:08
  to
• 20:09
  develop
• 20:09
  entirely
• 20:10
  new
• 20:10
  concepts
• 20:11
  for
• 20:11
  like
• 20:11
  I
• 20:11
  think
• 20:12
  a
• 20:12
  hotel
• 20:12
  is
• 20:12
  having
• 20:12
  to
• 20:12
  do
• 20:13
  ex
• 20:13
  experiential
• 20:14
  or
• 20:14
  boutique.
• 20:16
  Doesn't
• 20:16
  have
• 20:16
  to
• 20:17
  fit
• 20:17
  all
• 20:17
  properties
• 20:18
  in
• 20:18
  our
• 20:18
  industry
• 20:19
  for
• 20:19
  all
• 20:19
  properties
• 20:20
  to
• 20:20
  survive.
• 20:20
  There's
• 20:20
  a
• 20:20
  time
• 20:21
  and
• 20:21
  a
• 20:21
  place
• 20:21
  for
• 20:21
  each
• 20:22
  property
• 20:22
  type.
• 20:23
  But
• 20:23
  I
• 20:24
  think
• 20:24
  that
• 20:24
  those
• 20:24
  that
• 20:25
  are
• 20:25
  in
• 20:25
  unique
• 20:25
  geographic
• 20:26
  areas
• 20:27
  that
• 20:27
  have
• 20:27
  unique
• 20:27
  physical,
• 20:28
  offerings
• 20:29
  on
• 20:29
  site
• 20:29
  like
• 20:29
  natural
• 20:30
  physical
• 20:30
  amenities
• 20:31
  and
• 20:31
  those
• 20:31
  that
• 20:32
  put
• 20:32
  thoughtful
• 20:33
  put,
• 20:33
  thought
• 20:33
  into
• 20:34
  amenities
• 20:35
  like
• 20:35
  water
• 20:35
  parks
• 20:35
  and
• 20:36
  things
• 20:36
  that
• 20:36
  appeal
• 20:37
  to
• 20:37
  that
• 20:37
  guest
• 20:37
  demographic
• 20:38
  that
• 20:38
  they've
• 20:38
  identified
• 20:39
  for
• 20:39
  their
• 20:39
  property
• 20:40
  will,
• 20:41
  will
• 20:41
  stand
• 20:41
  to
• 20:41
  do
• 20:41
  well.
• 20:42
  Through
• 20:42
  this
• 20:42
  push
• 20:43
  and
• 20:43
  this
• 20:43
  evolution
• 20:44
  that's
• 20:44
  going
• 20:44
  to
• 20:44
  be
• 20:44
  coming
• 20:45
  and
• 20:45
  is,
• 20:45
  has
• 20:46
  already
• 20:46
  started.
• 20:50
  Yeah,
• 20:50
  I
• 20:50
  couldn't
• 20:50
  agree
• 20:50
  more
• 20:51
  Scott
• 20:51
  with
• 20:51
  all
• 20:52
  said,
• 20:52
  it's
• 20:52
  a.
• 20:53
  I
• 20:53
  love
• 20:53
  analogies,
• 20:54
  right?
• 20:54
  It's
• 20:54
  I
• 20:54
  can
• 20:54
  almost
• 20:55
  imagine
• 20:56
  as
• 20:56
  I'm
• 20:56
  trying
• 20:56
  to
• 20:56
  think
• 20:57
  this
• 20:57
  through,
• 20:57
  in
• 20:57
  my
• 20:58
  own
• 20:58
  head,
• 20:58
  if
• 20:58
  I've
• 20:59
  got
• 20:59
  a
• 20:59
  small
• 20:59
  park
• 20:59
  in
• 21:00
  Texas,
• 21:00
  and
• 21:00
  it's
• 21:01
  in
• 21:01
  Bandera,
• 21:02
  Texas,
• 21:02
  and
• 21:02
  it's
• 21:02
  on
• 21:03
  the
• 21:03
  river
• 21:03
  and
• 21:03
  it's
• 21:03
  got
• 21:04
  really
• 21:04
  cool
• 21:04
  things
• 21:04
  about
• 21:05
  it.
• 21:05
  So
• 21:05
  if
• 21:05
  I
• 21:06
  stand
• 21:06
  in
• 21:06
  that
• 21:06
  park
• 21:07
  and
• 21:07
  I
• 21:07
  look
• 21:07
  out
• 21:08
  the
• 21:08
  river
• 21:08
  and
• 21:08
  I
• 21:08
  look
• 21:08
  at
• 21:08
  the
• 21:09
  sites
• 21:09
  and
• 21:09
  I
• 21:09
  look
• 21:10
  at
• 21:10
  the
• 21:10
  downtown
• 21:10
  and
• 21:11
  what
• 21:11
  have
• 21:11
  you
• 21:11
  like
• 21:11
  that?
• 21:12
  I've
• 21:12
  got
• 21:12
  a
• 21:12
  cool
• 21:13
  place
• 21:13
  for
• 21:13
  people
• 21:14
  to
• 21:14
  stay.
• 21:14
  So
• 21:15
  if
• 21:15
  I
• 21:15
  start
• 21:15
  thinking,
• 21:16
  wait
• 21:16
  a
• 21:16
  minute,
• 21:17
  if
• 21:17
  I'm
• 21:17
  coming
• 21:17
  to
• 21:18
  Bandera
• 21:19
  as
• 21:19
  a
• 21:19
  consumer,
• 21:20
  this
• 21:20
  is,
• 21:20
  this
• 21:20
  for
• 21:20
  me,
• 21:20
  is
• 21:21
  the
• 21:21
  fundamental
• 21:21
  shift
• 21:22
  to
• 21:22
  experiential
• 21:22
  mindset
• 21:23
  is
• 21:24
  if
• 21:24
  I'm
• 21:24
  gonna
• 21:24
  come
• 21:24
  to
• 21:25
  Bandera,
• 21:25
  I'm
• 21:25
  gonna
• 21:26
  probably
• 21:26
  Google
• 21:27
  places
• 21:27
  to
• 21:28
  things
• 21:28
  to
• 21:28
  do
• 21:29
  in
• 21:29
  band.
• 21:30
  So
• 21:30
  as
• 21:30
  a
• 21:30
  business
• 21:30
  owner,
• 21:31
  if
• 21:31
  I
• 21:31
  do
• 21:31
  that
• 21:31
  and
• 21:32
  Google
• 21:32
  things
• 21:32
  to
• 21:32
  do
• 21:33
  in
• 21:33
  Bandera,
• 21:34
  and
• 21:34
  I
• 21:34
  see
• 21:34
  what
• 21:34
  comes
• 21:35
  up
• 21:35
  first,
• 21:36
  that's
• 21:36
  also
• 21:36
  gonna
• 21:36
  come
• 21:36
  up
• 21:37
  first
• 21:37
  in
• 21:37
  a
• 21:37
  consumer
• 21:38
  search
• 21:38
  at
• 21:38
  home.
• 21:39
  So
• 21:39
  if
• 21:39
  I
• 21:39
  can
• 21:40
  find
• 21:40
  those
• 21:40
  businesses
• 21:41
  and
• 21:41
  align
• 21:41
  with
• 21:41
  them
• 21:42
  and
• 21:42
  say,
• 21:42
  Hey,
• 21:43
  people
• 21:43
  are
• 21:43
  Googling
• 21:44
  you
• 21:44
  and
• 21:44
  they
• 21:44
  wanna
• 21:45
  stay
• 21:45
  with
• 21:45
  me.
• 21:45
  What
• 21:45
  can
• 21:46
  we
• 21:46
  do
• 21:46
  together?
• 21:47
  All
• 21:47
  of
• 21:47
  a
• 21:47
  sudden
• 21:48
  I've
• 21:48
  moved
• 21:48
  from
• 21:48
  having
• 21:49
  a
• 21:49
  place
• 21:49
  for
• 21:49
  people
• 21:49
  to
• 21:49
  stay
• 21:50
  to
• 21:50
  an
• 21:50
  experiential
• 21:51
  thinking.
• 21:52
  I'm
• 21:52
  thinking
• 21:52
  about
• 21:53
  what
• 21:53
  my
• 21:53
  guest
• 21:53
  wants
• 21:54
  to
• 21:54
  find
• 21:54
  when
• 21:54
  they
• 21:55
  get
• 21:55
  there.
• 21:55
  They
• 21:56
  want
• 21:56
  that.
• 21:56
  I
• 21:56
  think
• 21:56
  to
• 21:57
  your
• 21:57
  point,
• 21:57
  Scott,
• 21:57
  they
• 21:57
  want
• 21:58
  that
• 21:58
  curated
• 21:59
  experience,
• 22:00
  that
• 22:00
  roster
• 22:00
  of
• 22:01
  things
• 22:01
  to
• 22:01
  do
• 22:01
  that
• 22:02
  zip
• 22:02
  code
• 22:02
  type
• 22:03
  of
• 22:03
  thing,
• 22:03
  the
• 22:03
  restaurants
• 22:04
  the
• 22:04
  staff
• 22:04
  has
• 22:04
  eaten
• 22:05
  at,
• 22:05
  they
• 22:05
  want
• 22:06
  to
• 22:06
  be
• 22:06
  by
• 22:06
  nature
• 22:07
  at
• 22:07
  the
• 22:07
  check-in
• 22:07
  process,
• 22:08
  not
• 22:08
  merely
• 22:09
  collecting
• 22:09
  funds
• 22:10
  for
• 22:10
  the
• 22:10
  night,
• 22:11
  but
• 22:11
  being
• 22:11
  that
• 22:11
  concierge,
• 22:13
  there's
• 22:13
  great
• 22:13
  places.
• 22:14
  Where
• 22:14
  do
• 22:14
  you
• 22:14
  want
• 22:14
  to
• 22:14
  eat?
• 22:14
  Do
• 22:14
  you
• 22:15
  want
• 22:15
  what
• 22:15
  sounds
• 22:15
  good
• 22:16
  to
• 22:16
  you?
• 22:16
  Here's
• 22:16
  a
• 22:16
  great
• 22:16
  place
• 22:17
  to
• 22:17
  do.
• 22:18
  That's
• 22:18
  what
• 22:18
  I
• 22:18
  want
• 22:18
  as
• 22:18
  a
• 22:18
  consumer.
• 22:19
  So
• 22:20
  when
• 22:20
  the
• 22:20
  business
• 22:20
  owner
• 22:21
  thinks
• 22:21
  as
• 22:21
  the
• 22:21
  consumer
• 22:22
  and
• 22:22
  says.
• 22:23
  What
• 22:23
  are
• 22:23
  they
• 22:23
  looking
• 22:24
  for?
• 22:24
  When
• 22:24
  they
• 22:24
  find
• 22:25
  me,
• 22:25
  I
• 22:26
  better
• 22:26
  sell
• 22:26
  some
• 22:26
  of
• 22:27
  that
• 22:27
  to
• 22:27
  them
• 22:27
  as
• 22:27
  well.
• 22:28
  That
• 22:28
  is
• 22:29
  just
• 22:29
  a
• 22:29
  change
• 22:29
  of
• 22:30
  thinking,
• 22:30
  but
• 22:30
  now
• 22:30
  you're
• 22:31
  thinking
• 22:31
  more
• 22:31
  experiential
• 22:32
  than
• 22:32
  accommodation,
• 22:34
  right?
• 22:34
  And
• 22:35
  I
• 22:35
  don't
• 22:35
  I
• 22:35
  thinking
• 22:36
  and
• 22:36
  sorry,
• 22:36
  everybody,
• 22:37
  my
• 22:37
  noise
• 22:37
  in
• 22:38
  the
• 22:38
  background.
• 22:38
  Go
• 22:38
  ahead,
• 22:39
  IR,
• 22:39
  please.
• 22:39
  Sorry.
• 22:41
  It
• 22:41
  really
• 22:42
  a
• 22:42
  change
• 22:42
  of
• 22:42
  thinking,
• 22:43
  because
• 22:44
  if
• 22:44
  I
• 22:44
  see,
• 22:47
  I
• 22:48
  think
• 22:48
  it's
• 22:49
  travel
• 22:50
  and
• 22:50
  go
• 22:50
  Camping
• 22:53
  or
• 22:54
  to
• 22:54
  which
• 22:54
  country
• 22:57
  first
• 22:57
  I
• 22:57
  choose
• 22:57
  the
• 22:58
  national
• 22:58
  part.
• 23:00
  And
• 23:00
  then
• 23:00
  the
• 23:01
  find
• 23:01
  the
• 23:01
  spot
• 23:01
  to
• 23:04
  most
• 23:04
  of
• 23:04
  the
• 23:04
  time.
• 23:05
  You're
• 23:05
  little
• 23:05
  bit
• 23:05
  choppy
• 23:06
  eyebrow.
• 23:06
  We're
• 23:07
  picking
• 23:07
  up
• 23:07
  some
• 23:08
  of
• 23:08
  what
• 23:08
  you're
• 23:08
  saying,
• 23:08
  but
• 23:10
  sorry.
• 23:10
  Okay.
• 23:11
  I
• 23:11
  dunno
• 23:11
  if
• 23:12
  it
• 23:12
  might
• 23:12
  be
• 23:12
  me,
• 23:15
  do.
• 23:18
  Yeah,
• 23:19
  I
• 23:19
  think
• 23:19
  we're
• 23:19
  losing
• 23:19
  you.
• 23:19
  I'm
• 23:20
  sorry.
• 23:20
  I
• 23:20
  bar
• 23:20
  we
• 23:20
  can
• 23:20
  go
• 23:20
  back
• 23:21
  to
• 23:21
  I
• 23:21
  bar
• 23:21
  if
• 23:21
  he
• 23:21
  gets
• 23:21
  a
• 23:21
  better
• 23:22
  interconnection
• 23:22
  dunno
• 23:22
  if
• 23:22
  it's
• 23:23
  me
• 23:23
  or
• 23:24
  not.
• 23:24
  But
• 23:24
  sorry
• 23:25
  for
• 23:25
  my
• 23:26
  mic
• 23:26
  noise
• 23:26
  issues
• 23:26
  in
• 23:26
  the
• 23:27
  background.
• 23:27
  And
• 23:27
  then
• 23:27
  my
• 23:27
  laptop
• 23:28
  was
• 23:28
  overheating
• 23:28
  and
• 23:28
  totally
• 23:29
  freezing.
• 23:29
  So
• 23:29
  I
• 23:29
  couldn't
• 23:29
  mute
• 23:30
  myself.
• 23:30
  So
• 23:31
  I
• 23:31
  think
• 23:31
  I
• 23:31
  have
• 23:31
  everything
• 23:31
  fixed
• 23:32
  now.
• 23:32
  It
• 23:32
  was
• 23:32
  all
• 23:33
  a
• 23:33
  convoluted
• 23:33
  thing.
• 23:34
  But
• 23:34
  to
• 23:34
  your
• 23:35
  point
• 23:35
  though,
• 23:35
  Randy,
• 23:35
  about
• 23:36
  experiential
• 23:37
  hospitality
• 23:37
  more
• 23:37
  specifically
• 23:38
  what
• 23:38
  we
• 23:38
  were
• 23:38
  just
• 23:38
  saying
• 23:38
  a
• 23:39
  couple
• 23:39
  minutes
• 23:39
  ago.
• 23:39
  Like
• 23:39
  I
• 23:39
  don't,
• 23:40
  nobody,
• 23:40
  I
• 23:40
  don't
• 23:40
  think
• 23:40
  I
• 23:40
  disagree
• 23:41
  with.
• 23:41
  You
• 23:41
  never
• 23:41
  have,
• 23:42
  it's
• 23:42
  all
• 23:43
  always
• 23:43
  been
• 23:43
  about
• 23:44
  the
• 23:44
  guest
• 23:44
  experience
• 23:45
  and
• 23:45
  the
• 23:45
  convenience
• 23:46
  that
• 23:46
  you
• 23:46
  can
• 23:46
  provide
• 23:46
  to
• 23:46
  them.
• 23:47
  Always
• 23:47
  throughout
• 23:48
  history.
• 23:48
  People
• 23:48
  will
• 23:48
  always
• 23:49
  go
• 23:49
  somewhere
• 23:49
  where
• 23:49
  it's
• 23:49
  more
• 23:50
  convenient.
• 23:51
  Oh.
• 23:51
  And
• 23:51
  then
• 23:51
  the
• 23:51
  question
• 23:52
  becomes
• 23:52
  though
• 23:52
  there
• 23:53
  are
• 23:53
  obviously
• 23:53
  some
• 23:53
  owners
• 23:54
  who
• 23:54
  don't
• 23:54
  wanna
• 23:54
  do
• 23:54
  that,
• 23:54
  just
• 23:55
  like
• 23:55
  there
• 23:55
  are
• 23:55
  some
• 23:55
  hotel
• 23:55
  chains
• 23:56
  that
• 23:56
  don't
• 23:56
  wanna
• 23:56
  do
• 23:56
  that.
• 23:56
  And
• 23:57
  so
• 23:57
  that's
• 23:57
  what
• 23:57
  I'm
• 23:57
  driving
• 23:58
  at
• 23:58
  the
• 23:58
  12
• 23:58
  to
• 23:59
  36
• 23:59
  months.
• 24:00
  Is
• 24:00
  that,
• 24:00
  are
• 24:00
  you
• 24:00
  saying
• 24:00
  that's
• 24:01
  the
• 24:01
  experiential
• 24:01
  hospitality
• 24:02
  piece,
• 24:02
  are
• 24:02
  you
• 24:03
  saying
• 24:03
  that's
• 24:03
  something
• 24:03
  different?
• 24:04
  Are
• 24:04
  they
• 24:04
  tied
• 24:05
  together?
• 24:07
  Yeah,
• 24:07
  I
• 24:07
  think
• 24:08
  for
• 24:08
  me,
• 24:08
  it's
• 24:08
  basically
• 24:09
  when
• 24:09
  you
• 24:09
  start
• 24:10
  reevaluating,
• 24:11
  what
• 24:11
  the
• 24:11
  customer
• 24:12
  is
• 24:12
  telling
• 24:13
  you
• 24:13
  and
• 24:13
  when
• 24:14
  the
• 24:14
  customer
• 24:15
  themselves
• 24:16
  are
• 24:16
  changing,
• 24:17
  as
• 24:17
  they
• 24:17
  have
• 24:18
  the
• 24:18
  data
• 24:18
  shows
• 24:19
  how
• 24:19
  much
• 24:19
  penetration
• 24:20
  there
• 24:20
  is
• 24:20
  with
• 24:20
  millennials,
• 24:21
  gen
• 24:21
  X,
• 24:21
  gen
• 24:22
  Z,
• 24:22
  they're
• 24:22
  the
• 24:22
  majority
• 24:23
  of
• 24:23
  RV
• 24:23
  or
• 24:23
  the
• 24:24
  majority
• 24:24
  of
• 24:24
  travelers
• 24:25
  and
• 24:25
  they're
• 24:25
  spending
• 24:25
  money.
• 24:26
  So
• 24:27
  when
• 24:27
  you
• 24:27
  have
• 24:27
  that
• 24:28
  kind
• 24:28
  of
• 24:28
  a
• 24:28
  demographic
• 24:29
  shift,
• 24:30
  I
• 24:30
  mean
• 24:30
  to
• 24:30
  Scott's
• 24:30
  point
• 24:31
  early,
• 24:31
  it's
• 24:31
  not
• 24:31
  just
• 24:31
  the
• 24:31
  major
• 24:32
  shift,
• 24:32
  but
• 24:32
  the
• 24:32
  minors
• 24:33
  within
• 24:33
  that
• 24:34
  when
• 24:34
  that
• 24:34
  changes,
• 24:35
  when
• 24:35
  consumer
• 24:36
  preferences
• 24:37
  and
• 24:37
  spending
• 24:37
  habits
• 24:37
  change
• 24:38
  by
• 24:39
  necessity
• 24:39
  as
• 24:39
  a
• 24:39
  business,
• 24:40
  you
• 24:40
  have
• 24:40
  to
• 24:40
  adapt.
• 24:41
  And
• 24:41
  so
• 24:42
  part
• 24:42
  of
• 24:42
  what
• 24:42
  I'm
• 24:42
  suggesting
• 24:43
  is
• 24:43
  part
• 24:43
  of
• 24:43
  that
• 24:43
  adaptation
• 24:44
  is
• 24:45
  because
• 24:45
  the
• 24:45
  customer
• 24:46
  demographic
• 24:47
  has
• 24:47
  changed.
• 24:48
  I
• 24:48
  too,
• 24:48
  have
• 24:49
  to
• 24:49
  look
• 24:49
  at
• 24:49
  the
• 24:49
  way
• 24:49
  I'm
• 24:50
  being
• 24:50
  perceived
• 24:50
  by
• 24:51
  my
• 24:51
  largest
• 24:51
  group
• 24:52
  of
• 24:52
  customers
• 24:53
  that
• 24:53
  involves
• 24:54
  a
• 24:54
  change
• 24:54
  of
• 24:54
  the
• 24:54
  way
• 24:55
  you're
• 24:55
  doing
• 24:55
  things.
• 24:56
  And
• 24:56
  when
• 24:56
  I
• 24:56
  refer
• 24:56
  to
• 24:56
  that
• 24:57
  compressed
• 24:57
  period
• 24:57
  of
• 24:57
  time,
• 24:58
  it's
• 24:58
  because
• 24:58
  I
• 24:59
  personally,
• 24:59
  I,
• 24:59
  I'm
• 24:59
  not
• 25:00
  saying
• 25:00
  this
• 25:00
  is
• 25:00
  true.
• 25:00
  It's
• 25:00
  just
• 25:01
  a
• 25:01
  personal
• 25:01
  opinion.
• 25:02
  I
• 25:02
  think
• 25:02
  that
• 25:02
  the
• 25:02
  fundamentals
• 25:03
  at
• 25:03
  play
• 25:04
  have
• 25:04
  never
• 25:04
  been
• 25:04
  fluid
• 25:05
  and
• 25:05
  massive
• 25:06
  and
• 25:06
  paradigm
• 25:07
  shifting.
• 25:08
  I
• 25:08
  hate
• 25:08
  to
• 25:08
  say
• 25:08
  the
• 25:08
  word
• 25:08
  paradigm
• 25:09
  shift,
• 25:09
  it,
• 25:09
  it
• 25:10
  works
• 25:10
  here.
• 25:10
  That's
• 25:10
  gonna
• 25:11
  force
• 25:11
  a
• 25:11
  lot
• 25:11
  of
• 25:11
  people
• 25:12
  to
• 25:12
  understand
• 25:12
  that
• 25:13
  it's
• 25:13
  time
• 25:13
  to
• 25:13
  rethink
• 25:14
  how
• 25:14
  I
• 25:15
  address
• 25:15
  my
• 25:15
  business.
• 25:16
  And
• 25:16
  I
• 25:16
  think
• 25:17
  that's
• 25:17
  where
• 25:17
  the
• 25:17
  experiential
• 25:18
  mindset
• 25:19
  comes
• 25:19
  into
• 25:19
  outdoor
• 25:20
  hospitality.
• 25:20
  And
• 25:20
  again,
• 25:21
  the
• 25:21
  two
• 25:21
  live
• 25:21
  together.
• 25:21
  They're
• 25:22
  not
• 25:22
  separate
• 25:22
  animals.
• 25:23
  It's
• 25:23
  just
• 25:23
  a
• 25:24
  change
• 25:24
  of
• 25:24
  focus.
• 25:25
  And
• 25:25
  so
• 25:25
  that
• 25:26
  I
• 25:26
  think
• 25:26
  is
• 25:26
  happening
• 25:27
  in,
• 25:27
  at
• 25:27
  warp
• 25:28
  speed
• 25:28
  and
• 25:28
  just
• 25:29
  a
• 25:29
  huge
• 25:29
  degree.
• 25:30
  So
• 25:30
  by
• 25:30
  necessity,
• 25:31
  when
• 25:32
  your
• 25:32
  neighbors
• 25:32
  start
• 25:33
  doing
• 25:33
  that,
• 25:33
  when
• 25:33
  other
• 25:34
  parts
• 25:34
  start
• 25:34
  doing
• 25:35
  that,
• 25:35
  when
• 25:35
  those
• 25:35
  parts
• 25:36
  start
• 25:36
  getting
• 25:36
  the
• 25:36
  articles
• 25:37
  written
• 25:37
  about
• 25:38
  them,
• 25:38
  other
• 25:38
  folks
• 25:39
  gonna
• 25:39
  say
• 25:39
  maybe
• 25:40
  I
• 25:40
  need
• 25:40
  to
• 25:40
  adapt
• 25:40
  that.
• 25:41
  So
• 25:41
  it
• 25:41
  affects
• 25:42
  other
• 25:42
  people
• 25:42
  down
• 25:42
  the
• 25:42
  line
• 25:43
  as
• 25:43
  well,
• 25:43
  but
• 25:43
  the
• 25:43
  first
• 25:44
  movers
• 25:44
  are
• 25:44
  shifting
• 25:45
  things
• 25:45
  right
• 25:46
  now
• 25:46
  today.
• 25:47
  So
• 25:47
  the
• 25:47
  rest
• 25:47
  will
• 25:47
  inevitably
• 25:48
  follow
• 25:49
  well,
• 25:50
  I
• 25:50
  think
• 25:50
  it's
• 25:50
  a
• 25:50
  multi-step
• 25:51
  process
• 25:51
  though,
• 25:51
  too.
• 25:52
  Like
• 25:52
  you
• 25:52
  have
• 25:52
  to
• 25:52
  set
• 25:52
  yourself
• 25:53
  up
• 25:53
  to
• 25:53
  be
• 25:53
  able
• 25:53
  to
• 25:53
  understand.
• 25:54
  So
• 25:54
  from
• 25:54
  a
• 25:54
  marketing
• 25:55
  standpoint
• 25:55
  like
• 25:57
  95%
• 25:57
  of
• 25:58
  the
• 25:58
  people
• 25:58
  that
• 25:58
  we
• 25:58
  do
• 25:59
  help
• 25:59
  and
• 26:00
  work
• 26:00
  with
• 26:00
  on
• 26:00
  services,
• 26:01
  don't
• 26:01
  look
• 26:01
  at
• 26:02
  their
• 26:02
  analytics.
• 26:02
  Don't
• 26:03
  care
• 26:03
  about
• 26:03
  call
• 26:03
  tracking.
• 26:04
  Don't
• 26:04
  understand
• 26:04
  the
• 26:04
  guest,
• 26:05
  even
• 26:05
  the
• 26:05
  reservation
• 26:06
  reports
• 26:06
  in
• 26:06
  their,
• 26:06
  online
• 26:07
  reservation,
• 26:07
  PMs
• 26:07
  system.
• 26:08
  And
• 26:09
  so
• 26:09
  setting
• 26:09
  yourself
• 26:10
  up
• 26:10
  to
• 26:10
  collect
• 26:10
  that
• 26:10
  data
• 26:11
  in
• 26:11
  advance
• 26:12
  then
• 26:12
  allows
• 26:12
  you
• 26:13
  when
• 26:13
  you,
• 26:13
  if
• 26:14
  or
• 26:14
  when
• 26:14
  you
• 26:14
  decide
• 26:14
  to
• 26:14
  make
• 26:15
  that
• 26:15
  shift.
• 26:16
  To
• 26:16
  have
• 26:16
  a
• 26:16
  historical.
• 26:17
  This
• 26:18
  is
• 26:18
  what
• 26:18
  they're
• 26:18
  looking
• 26:18
  for.
• 26:18
  This
• 26:19
  is
• 26:19
  what
• 26:19
  they're
• 26:19
  doing.
• 26:19
  This
• 26:19
  is
• 26:19
  where
• 26:19
  they're
• 26:20
  coming
• 26:20
  from.
• 26:20
  This
• 26:20
  is
• 26:20
  what
• 26:20
  they
• 26:20
  want
• 26:21
  to
• 26:21
  do.
• 26:21
  This
• 26:21
  is
• 26:21
  what
• 26:21
  they're
• 26:21
  asking
• 26:22
  my
• 26:22
  front
• 26:22
  desk,
• 26:22
  staff
• 26:23
  CRMs
• 26:24
  and
• 26:24
  customer
• 26:24
  profiles
• 26:25
  and
• 26:25
  all
• 26:25
  that
• 26:25
  kind
• 26:25
  of
• 26:25
  stuff.
• 26:26
  And
• 26:26
  this
• 26:26
  is
• 26:26
  the
• 26:26
  kind
• 26:27
  of
• 26:27
  stuff
• 26:27
  I'm
• 26:27
  gonna
• 26:27
  throw
• 26:27
  Scott
• 26:28
  under
• 26:28
  the
• 26:28
  bus
• 26:28
  here.
• 26:29
  Just
• 26:29
  one
• 26:29
  more
• 26:29
  time.
• 26:30
  But
• 26:30
  I,
• 26:30
  I
• 26:30
  don't
• 26:31
  know
• 26:31
  if
• 26:31
  anybody
• 26:32
  who
• 26:32
  monitors
• 26:33
  this
• 26:33
  stuff
• 26:33
  closer
• 26:34
  than
• 26:34
  Scott
• 26:35
  does
• 26:35
  with
• 26:35
  his
• 26:35
  team.
• 26:36
  Scott,
• 26:36
  I
• 26:36
  don't
• 26:36
  wanna
• 26:36
  speak
• 26:37
  for
• 26:37
  you,
• 26:37
  but
• 26:37
  you
• 26:37
  guys
• 26:38
  are
• 26:38
  always
• 26:38
  in
• 26:39
  touch
• 26:39
  with
• 26:39
  who
• 26:39
  your
• 26:40
  guest
• 26:40
  is
• 26:40
  and
• 26:41
  what
• 26:41
  they
• 26:41
  want
• 26:42
  and
• 26:42
  what
• 26:42
  to
• 26:42
  your
• 26:42
  point
• 26:43
  earlier.
• 26:43
  You're
• 26:44
  already
• 26:44
  doing
• 26:44
  this
• 26:44
  stuff.
• 26:45
  You've
• 26:45
  been
• 26:45
  doing
• 26:45
  this
• 26:45
  stuff
• 26:46
  for
• 26:46
  years.
• 26:46
  You've
• 26:47
  been
• 26:47
  doing
• 26:47
  experiential
• 26:48
  practices
• 26:49
  within
• 26:49
  an
• 26:49
  outdoor
• 26:50
  hospitality
• 26:50
  asset
• 26:51
  class
• 26:51
  by
• 26:52
  understanding
• 26:53
  consumers,
• 26:53
  spinning
• 26:54
  habits,
• 26:54
  the
• 26:54
  drives
• 26:55
  the
• 26:55
  dynamics
• 26:55
  and
• 26:55
  making
• 26:56
  sure
• 26:56
  you
• 26:56
  speak
• 26:56
  to
• 26:56
  that.
• 26:57
  Again,
• 26:57
  I
• 26:57
  don't
• 26:57
  wanna
• 26:57
  speak
• 26:57
  for
• 26:58
  you,
• 26:58
  but
• 26:58
  you've
• 26:58
  been
• 26:58
  doing
• 26:58
  that
• 26:58
  forever.
• 26:59
  I
• 26:59
  appreciate
• 27:00
  that.
• 27:00
  I
• 27:00
  don't
• 27:00
  know
• 27:00
  about
• 27:01
  forever,
• 27:01
  but
• 27:01
  we,
• 27:02
  we've
• 27:02
  had
• 27:02
  a,
• 27:02
  one
• 27:03
  of
• 27:03
  our
• 27:03
  managed
• 27:03
  properties
• 27:04
  up
• 27:04
  in
• 27:04
  Oregon
• 27:04
  on
• 27:05
  the
• 27:05
  coast
• 27:05
  has
• 27:05
  been
• 27:05
  a
• 27:05
  really
• 27:06
  interesting
• 27:07
  test
• 27:07
  kitchen
• 27:07
  for
• 27:08
  us
• 27:08
  and
• 27:09
  was
• 27:09
  really
• 27:09
  the
• 27:09
  catalyst
• 27:10
  for
• 27:10
  us
• 27:10
  to
• 27:11
  dive
• 27:11
  further
• 27:11
  into
• 27:12
  what
• 27:12
  experiential
• 27:13
  means.
• 27:13
  We
• 27:14
  by
• 27:14
  nature
• 27:14
  of
• 27:14
  how
• 27:15
  the
• 27:15
  whole
• 27:15
  deal
• 27:15
  came
• 27:15
  together
• 27:16
  with
• 27:16
  and
• 27:16
  the
• 27:16
  partners
• 27:17
  that
• 27:17
  we
• 27:17
  were
• 27:17
  working
• 27:17
  on
• 27:18
  with
• 27:18
  that
• 27:18
  property
• 27:18
  for
• 27:19
  the
• 27:19
  first
• 27:19
  time
• 27:19
  we
• 27:19
  had
• 27:20
  worked
• 27:20
  with
• 27:20
  a
• 27:21
  creative
• 27:21
  ad
• 27:21
  agency
• 27:22
  that
• 27:22
  came
• 27:22
  in
• 27:23
  and
• 27:23
  did
• 27:23
  a
• 27:23
  deep
• 27:23
  dive
• 27:24
  into
• 27:24
  the
• 27:25
  guest
• 27:25
  demographic
• 27:26
  and
• 27:26
  the
• 27:26
  guest
• 27:26
  profile,
• 27:27
  and
• 27:27
  really
• 27:28
  walked
• 27:28
  through
• 27:28
  the
• 27:29
  entire
• 27:29
  process
• 27:30
  of
• 27:30
  how
• 27:30
  we're
• 27:31
  answering
• 27:31
  the
• 27:31
  phones
• 27:32
  and
• 27:33
  how
• 27:33
  that
• 27:33
  greeting
• 27:34
  is
• 27:34
  when
• 27:34
  you
• 27:34
  come
• 27:34
  in
• 27:34
  the
• 27:35
  door,
• 27:36
  Not
• 27:36
  just
• 27:37
  make
• 27:37
  sure
• 27:37
  you
• 27:37
  smile.
• 27:38
  We
• 27:38
  all
• 27:38
  know
• 27:38
  that
• 27:38
  you
• 27:38
  need
• 27:39
  to
• 27:39
  smile
• 27:39
  when
• 27:39
  you're
• 27:39
  on
• 27:39
  the
• 27:39
  phone
• 27:40
  and
• 27:40
  smile.
• 27:40
  If
• 27:40
  you
• 27:40
  see
• 27:40
  a
• 27:40
  guest,
• 27:41
  but
• 27:42
  do
• 27:43
  guests
• 27:43
  want
• 27:43
  to
• 27:43
  come
• 27:44
  in?
• 27:44
  Is
• 27:44
  that
• 27:44
  a
• 27:44
  thing
• 27:45
  anymore?
• 27:45
  Would
• 27:45
  they
• 27:45
  rather
• 27:46
  just
• 27:47
  be
• 27:47
  able
• 27:47
  to
• 27:48
  go
• 27:48
  to
• 27:48
  their
• 27:48
  site
• 27:49
  and
• 27:49
  know
• 27:49
  that
• 27:49
  they
• 27:50
  can
• 27:50
  order
• 27:51
  something
• 27:51
  from
• 27:52
  the
• 27:52
  store,
• 27:52
  from
• 27:52
  their
• 27:52
  phone
• 27:53
  or
• 27:53
  come
• 27:53
  up
• 27:53
  to
• 27:53
  the
• 27:53
  store
• 27:54
  for
• 27:55
  a
• 27:55
  happy
• 27:55
  hour
• 27:55
  later?
• 27:55
  It,
• 27:56
  so
• 27:57
  we've
• 27:57
  learned
• 27:57
  a
• 27:57
  lot
• 27:58
  in,
• 27:58
  in,
• 27:59
  in
• 27:59
  the
• 27:59
  last
• 27:59
  few
• 27:59
  years.
• 28:00
  And
• 28:01
  it's
• 28:01
  been
• 28:01
  interesting
• 28:02
  to
• 28:02
  pilot
• 28:02
  some
• 28:03
  of
• 28:03
  those
• 28:03
  things
• 28:04
  and
• 28:04
  we
• 28:05
  at
• 28:05
  horizon,
• 28:06
  we
• 28:06
  manage
• 28:07
  a
• 28:07
  wide
• 28:07
  variety,
• 28:07
  almost
• 28:08
  any
• 28:08
  type
• 28:08
  of
• 28:08
  property
• 28:09
  you
• 28:09
  can
• 28:09
  think
• 28:09
  of
• 28:10
  in,
• 28:10
  in
• 28:10
  outdoor
• 28:10
  hospitality.
• 28:11
  We're
• 28:11
  managing
• 28:12
  and
• 28:13
  the
• 28:14
  sub
• 28:15
  100
• 28:16
  site
• 28:17
  extended
• 28:17
  stay
• 28:18
  property
• 28:18
  in
• 28:19
  the
• 28:19
  Houston
• 28:19
  Metro
• 28:20
  area.
• 28:20
  That's
• 28:21
  catering
• 28:21
  to
• 28:22
  oil
• 28:22
  workers
• 28:23
  and
• 28:23
  workforce,
• 28:23
  mobile
• 28:24
  workforce
• 28:25
  they
• 28:25
  still
• 28:25
  want
• 28:25
  a
• 28:25
  great
• 28:25
  experience,
• 28:26
  but
• 28:26
  like
• 28:27
  they
• 28:27
  aren't
• 28:28
  really
• 28:28
  necessarily
• 28:29
  the
• 28:29
  same
• 28:29
  as
• 28:30
  a
• 28:30
  high
• 28:30
  touch
• 28:31
  more
• 28:31
  modern
• 28:31
  Camping
• 28:32
  resort
• 28:32
  that
• 28:32
  has
• 28:33
  a
• 28:33
  blend
• 28:33
  of
• 28:33
  accommodations
• 28:34
  RV
• 28:34
  sites.
• 28:34
  It,
• 28:35
  I
• 28:35
  think
• 28:35
  going
• 28:36
  back
• 28:36
  to
• 28:36
  my
• 28:36
  point
• 28:37
  as
• 28:37
  my
• 28:37
  earlier
• 28:37
  point
• 28:38
  was
• 28:38
  in,
• 28:38
  in
• 28:38
  Sandy's
• 28:39
  point
• 28:39
  that
• 28:39
  she
• 28:39
  first
• 28:40
  made
• 28:40
  was
• 28:41
  really
• 28:41
  understanding
• 28:42
  that
• 28:42
  guest
• 28:42
  demographic.
• 28:43
  And
• 28:44
  I
• 28:44
  think
• 28:44
  understanding
• 28:45
  the
• 28:45
  things
• 28:45
  that
• 28:46
  they
• 28:46
  want
• 28:46
  to
• 28:47
  see,
• 28:47
  and
• 28:47
  it
• 28:47
  sounds
• 28:48
  as
• 28:48
  an
• 28:48
  operator,
• 28:49
  especially
• 28:49
  as
• 28:49
  a,
• 28:50
  maybe
• 28:50
  a
• 28:50
  mom
• 28:50
  and
• 28:50
  pop
• 28:51
  operation,
• 28:51
  it
• 28:51
  might
• 28:52
  seem
• 28:52
  daunting.
• 28:52
  Like
• 28:53
  I
• 28:53
  hear
• 28:53
  these,
• 28:54
  these
• 28:54
  words
• 28:54
  and,
• 28:54
  I
• 28:54
  know
• 28:55
  it's
• 28:55
  something
• 28:55
  I
• 28:55
  need
• 28:55
  to
• 28:55
  be
• 28:55
  doing,
• 28:56
  but
• 28:56
  how
• 28:57
  do
• 28:57
  I
• 28:57
  even
• 28:57
  start?
• 28:57
  What's
• 28:58
  the
• 28:58
  process
• 28:58
  of
• 28:58
  understanding
• 28:59
  what
• 28:59
  would
• 29:00
  be
• 29:00
  right
• 29:00
  for
• 29:00
  my
• 29:00
  property
• 29:01
  and
• 29:02
  to
• 29:02
  your
• 29:02
  point,
• 29:02
  Randy
• 29:03
  putting
• 29:03
  yourself
• 29:03
  in.
• 29:04
  In
• 29:04
  the
• 29:04
  guest
• 29:05
  shoes
• 29:05
  is
• 29:05
  a
• 29:05
  great
• 29:06
  option.
• 29:06
  I
• 29:07
  think
• 29:07
  really
• 29:08
  spend
• 29:09
  your
• 29:09
  off
• 29:09
  season
• 29:09
  if
• 29:09
  you're
• 29:10
  heading
• 29:10
  into
• 29:10
  your
• 29:10
  off
• 29:10
  season.
• 29:11
  And
• 29:11
  the
• 29:11
  more
• 29:11
  that
• 29:11
  you
• 29:12
  can
• 29:12
  do
• 29:13
  in
• 29:13
  Q4
• 29:13
  this
• 29:14
  year,
• 29:14
  before
• 29:14
  the
• 29:14
  end
• 29:14
  of
• 29:14
  the
• 29:14
  year
• 29:15
  with,
• 29:15
  maybe
• 29:16
  sending
• 29:16
  out
• 29:16
  some
• 29:17
  surveys,
• 29:17
  if
• 29:17
  you
• 29:18
  work
• 29:18
  with
• 29:18
  a
• 29:18
  group
• 29:18
  like,
• 29:19
  like
• 29:19
  Brian's,
• 29:19
  who
• 29:19
  can
• 29:20
  help
• 29:20
  automate
• 29:21
  some
• 29:21
  of
• 29:21
  those
• 29:21
  things
• 29:22
  for
• 29:22
  you
• 29:22
  and
• 29:23
  ensure
• 29:23
  that
• 29:24
  you're
• 29:24
  touching
• 29:24
  your
• 29:24
  guests
• 29:25
  at
• 29:25
  the
• 29:25
  right
• 29:26
  point
• 29:26
  after
• 29:27
  their
• 29:27
  stay
• 29:27
  heading
• 29:27
  into
• 29:28
  the
• 29:28
  Searl,
• 29:28
  heading
• 29:28
  into
• 29:29
  the
• 29:29
  fall
• 29:29
  season
• 29:30
  to
• 29:30
  see
• 29:30
  what
• 29:30
  worked
• 29:31
  and
• 29:31
  what
• 29:31
  didn't
• 29:31
  work,
• 29:32
  and
• 29:32
  maybe
• 29:32
  put
• 29:33
  in
• 29:33
  some
• 29:33
  kind
• 29:33
  of,
• 29:34
  some
• 29:34
  more
• 29:34
  bold
• 29:35
  ideas
• 29:35
  that
• 29:35
  you've
• 29:35
  been
• 29:35
  thinking
• 29:36
  about,
• 29:36
  like
• 29:36
  not
• 29:37
  having
• 29:37
  a,
• 29:37
  check-in
• 29:37
  like
• 29:38
  an
• 29:38
  in
• 29:38
  person
• 29:38
  check
• 29:39
  in
• 29:39
  be
• 29:39
  a
• 29:39
  mandatory
• 29:40
  part
• 29:40
  of
• 29:40
  the
• 29:40
  process
• 29:40
  and
• 29:40
  ask
• 29:41
  your
• 29:41
  guests.
• 29:42
  Is
• 29:42
  that
• 29:42
  something
• 29:42
  that
• 29:42
  you
• 29:42
  would
• 29:43
  like
• 29:43
  to
• 29:43
  see?
• 29:43
  It's
• 29:44
  that
• 29:44
  simple
• 29:44
  and
• 29:44
  just
• 29:45
  make
• 29:45
  some
• 29:45
  of
• 29:45
  those
• 29:45
  process
• 29:46
  improvements
• 29:46
  over
• 29:47
  the
• 29:47
  course
• 29:47
  of
• 29:47
  your
• 29:47
  off
• 29:48
  season
• 29:48
  ready
• 29:48
  yourself
• 29:49
  for
• 29:49
  the
• 29:49
  coming
• 29:49
  season.
• 29:52
  I
• 29:52
  agree.
• 29:53
  I
• 29:53
  agree
• 29:53
  with
• 29:53
  everything
• 29:54
  you
• 29:54
  said,
• 29:54
  Scott.
• 29:55
  It,
• 29:55
  I
• 29:55
  think,
• 29:56
  again
• 29:56
  not
• 29:56
  to
• 29:56
  keep
• 29:57
  beating
• 29:57
  the
• 29:57
  same
• 29:58
  drum,
• 29:58
  but
• 29:58
  I
• 29:58
  think
• 29:59
  one
• 29:59
  of
• 29:59
  the
• 29:59
  biggest
• 29:59
  paradigm
• 30:00
  shifts
• 30:01
  is
• 30:01
  what
• 30:02
  does
• 30:02
  my
• 30:02
  guess
• 30:02
  want
• 30:03
  as
• 30:03
  opposed
• 30:03
  to
• 30:04
  I've
• 30:04
  got
• 30:04
  a
• 30:04
  clean
• 30:05
  place?
• 30:05
  Why
• 30:05
  aren't
• 30:05
  people
• 30:07
  here
• 30:07
  or
• 30:07
  I've
• 30:07
  got
• 30:08
  a
• 30:08
  clean
• 30:08
  place
• 30:08
  and
• 30:09
  live
• 30:09
  with
• 30:09
  my
• 30:09
  rate
• 30:09
  or
• 30:09
  whatever
• 30:10
  like
• 30:10
  that.
• 30:10
  It's
• 30:11
  it
• 30:11
  isn't
• 30:11
  if
• 30:12
  you
• 30:12
  build
• 30:12
  it,
• 30:12
  they
• 30:12
  will
• 30:13
  come.
• 30:13
  You
• 30:14
  have
• 30:14
  to
• 30:14
  find
• 30:14
  out
• 30:14
  who
• 30:15
  they
• 30:15
  are
• 30:15
  and
• 30:16
  speak
• 30:16
  to.
• 30:17
  And
• 30:17
  find
• 30:17
  out
• 30:18
  what
• 30:18
  they're
• 30:18
  looking
• 30:18
  for
• 30:19
  and
• 30:19
  address
• 30:19
  what
• 30:20
  their
• 30:20
  preferences
• 30:20
  are
• 30:21
  to
• 30:21
  your
• 30:22
  point.
• 30:22
  Do
• 30:22
  they
• 30:22
  wanna,
• 30:23
  do
• 30:23
  they
• 30:23
  want
• 30:23
  a
• 30:23
  kiosk?
• 30:24
  Do
• 30:24
  they
• 30:24
  want
• 30:24
  no
• 30:25
  human
• 30:25
  interaction?
• 30:26
  Do
• 30:26
  they
• 30:26
  want
• 30:26
  a
• 30:26
  concierge
• 30:27
  experience?
• 30:28
  Yes,
• 30:28
  it's
• 30:28
  hard
• 30:29
  to
• 30:29
  quantify,
• 30:30
  but
• 30:30
  with
• 30:30
  more,
• 30:30
  the
• 30:31
  more
• 30:31
  effort
• 30:31
  you
• 30:31
  put
• 30:31
  into
• 30:32
  it
• 30:32
  again,
• 30:32
  to
• 30:32
  your
• 30:32
  point,
• 30:33
  Scott,
• 30:33
  to
• 30:33
  understand
• 30:34
  what
• 30:34
  who's
• 30:35
  gonna
• 30:35
  be
• 30:35
  spending
• 30:35
  money
• 30:35
  with
• 30:36
  you,
• 30:36
  that's
• 30:36
  a
• 30:36
  pretty
• 30:37
  important
• 30:37
  thing.
• 30:38
  And
• 30:38
  you
• 30:38
  may
• 30:38
  find
• 30:39
  out
• 30:39
  when
• 30:39
  you
• 30:39
  do
• 30:39
  that
• 30:39
  with
• 30:40
  our
• 30:41
  own
• 30:41
  businesses
• 30:41
  myself
• 30:42
  included,
• 30:42
  you
• 30:42
  say,
• 30:43
  I
• 30:43
  didn't
• 30:43
  really
• 30:43
  think
• 30:44
  about
• 30:44
  that
• 30:44
  part
• 30:45
  before,
• 30:45
  but
• 30:46
  by
• 30:46
  gosh,
• 30:46
  there's
• 30:46
  somebody
• 30:46
  my
• 30:47
  front
• 30:47
  desk
• 30:47
  now
• 30:47
  saying,
• 30:48
  I'm
• 30:48
  glad
• 30:48
  you
• 30:48
  did
• 30:48
  that.
• 30:49
  Thank
• 30:49
  you
• 30:49
  for
• 30:49
  that.
• 30:50
  Not
• 30:50
  a
• 30:50
  great
• 30:50
  experience.
• 30:51
  So
• 30:51
  it
• 30:52
  just
• 30:52
  is
• 30:52
  it's
• 30:52
  outward
• 30:53
  looking
• 30:53
  versus
• 30:53
  inward
• 30:54
  looking,
• 30:54
  but
• 30:54
  who
• 30:55
  are
• 30:55
  they?
• 30:55
  And
• 30:55
  how
• 30:56
  do
• 30:56
  I
• 30:56
  in
• 30:56
  a
• 30:56
  language
• 30:57
  they
• 30:57
  understand
• 30:58
  and
• 30:58
  make
• 30:58
  them
• 30:58
  know
• 30:58
  that
• 30:59
  they're
• 30:59
  welcome
• 31:00
  at
• 31:00
  a
• 31:00
  property
• 31:00
  they're
• 31:00
  gonna
• 31:01
  be
• 31:01
  proud
• 31:01
  to
• 31:01
  be
• 31:02
  at.
• 31:03
  It's
• 31:03
  just
• 31:03
  a,
• 31:04
  it's
• 31:04
  a
• 31:04
  perspective
• 31:04
  shift
• 31:05
  that
• 31:05
  becomes
• 31:05
  a
• 31:05
  business
• 31:06
  model,
• 31:06
  I
• 31:06
  think
• 31:07
  is
• 31:07
  really
• 31:07
  the
• 31:07
  best
• 31:08
  way
• 31:08
  I
• 31:08
  could
• 31:08
  say
• 31:08
  it.
• 31:09
  Yeah.
• 31:09
  And
• 31:10
  I
• 31:10
  don't
• 31:10
  know
• 31:10
  how
• 31:10
  long
• 31:11
  I'll
• 31:11
  be
• 31:11
  able
• 31:11
  to
• 31:11
  talk
• 31:11
  here,
• 31:11
  cuz
• 31:12
  there's
• 31:12
  apparently
• 31:12
  some
• 31:13
  giant
• 31:13
  dying
• 31:13
  bird
• 31:14
  that
• 31:14
  keeps
• 31:14
  screeching
• 31:14
  behind
• 31:15
  me
• 31:15
  and
• 31:15
  I
• 31:15
  don't
• 31:15
  know
• 31:15
  where
• 31:15
  it's
• 31:15
  coming
• 31:16
  from,
• 31:16
  but
• 31:17
  I'll
• 31:17
  talk
• 31:17
  for
• 31:17
  as
• 31:17
  long
• 31:17
  as
• 31:17
  I
• 31:17
  can
• 31:18
  and
• 31:18
  say
• 31:18
  that,
• 31:18
  I
• 31:19
  don't
• 31:19
  disagree
• 31:19
  with
• 31:19
  anything
• 31:20
  that
• 31:20
  you're
• 31:20
  saying.
• 31:20
  I
• 31:21
  think
• 31:21
  that
• 31:21
  there's
• 31:22
  been
• 31:22
  a,
• 31:24
  and
• 31:24
  this
• 31:24
  is
• 31:25
  obviously
• 31:25
  opinion
• 31:25
  based
• 31:26
  on
• 31:26
  what
• 31:26
  we
• 31:26
  see
• 31:26
  from
• 31:26
  our
• 31:26
  limited
• 31:27
  set
• 31:27
  of
• 31:27
  clients
• 31:27
  that
• 31:28
  we
• 31:28
  have.
• 31:28
  Of
• 31:28
  course,
• 31:28
  is
• 31:29
  that
• 31:30
  the
• 31:30
  times
• 31:30
  have
• 31:30
  been
• 31:31
  good,
• 31:31
  especially
• 31:32
  over
• 31:32
  the
• 31:32
  last
• 31:32
  two
• 31:32
  years,
• 31:33
  but
• 31:33
  really
• 31:33
  extend
• 31:33
  back
• 31:34
  for
• 31:34
  for
• 31:34
  as
• 31:34
  long
• 31:34
  as
• 31:35
  the
• 31:35
  internet
• 31:35
  has
• 31:35
  been
• 31:36
  here,
• 31:36
  you
• 31:36
  basically
• 31:37
  could
• 31:37
  build
• 31:37
  it
• 31:38
  and
• 31:38
  they
• 31:38
  would
• 31:38
  come
• 31:38
  if
• 31:39
  you
• 31:39
  did
• 31:39
  some
• 31:39
  very
• 31:39
  basic,
• 31:40
  like
• 31:41
  found
• 31:41
  on
• 31:41
  Google,
• 31:42
  whatever
• 31:43
  Facebook
• 31:43
  page
• 31:44
  type
• 31:44
  of
• 31:44
  stuff.
• 31:44
  Whether
• 31:45
  that's
• 31:45
  shifting
• 31:45
  now,
• 31:46
  who
• 31:46
  knows,
• 31:47
  but
• 31:47
  I've
• 31:47
  had
• 31:47
  a
• 31:47
  lot
• 31:48
  more
• 31:48
  strategy
• 31:48
  calls
• 31:49
  with
• 31:49
  people
• 31:50
  than
• 31:50
  I
• 31:50
  ever
• 31:50
  had
• 31:51
  in
• 31:51
  the
• 31:51
  history
• 31:51
  of
• 31:52
  my
• 31:52
  company,
• 31:52
  probably
• 31:53
  in
• 31:53
  the
• 31:53
  last
• 31:53
  two
• 31:53
  or
• 31:53
  three
• 31:54
  months.
• 31:55
  How
• 31:55
  are
• 31:55
  we
• 31:55
  gonna
• 31:55
  adapt?
• 31:56
  Let's
• 31:56
  get
• 31:56
  granular.
• 31:56
  Let's
• 31:57
  look
• 31:57
  at
• 31:57
  these
• 31:57
  analytics.
• 31:58
  Let's
• 31:58
  look
• 31:58
  at
• 31:58
  these,
• 31:58
  but,
• 31:59
  and
• 31:59
  people
• 31:59
  are
• 31:59
  interested
• 32:00
  now
• 32:00
  and
• 32:00
  it's
• 32:00
  not
• 32:01
  just
• 32:01
  big.
• 32:02
  And
• 32:02
  so
• 32:03
  I
• 32:03
  think
• 32:03
  that
• 32:04
  when
• 32:04
  things,
• 32:05
  and
• 32:05
  it's
• 32:06
  just
• 32:06
  my
• 32:06
  opinion,
• 32:06
  right?
• 32:07
  I
• 32:07
  think
• 32:07
  things
• 32:07
  are
• 32:07
  going
• 32:08
  to
• 32:08
  shift.
• 32:08
  When
• 32:08
  that
• 32:09
  happens,
• 32:09
  then
• 32:09
  you're
• 32:09
  gonna
• 32:10
  have
• 32:10
  to
• 32:10
  dig
• 32:10
  deep
• 32:10
  into
• 32:10
  some
• 32:11
  of
• 32:11
  this
• 32:11
  stuff
• 32:11
  to
• 32:11
  really
• 32:11
  figure
• 32:12
  out
• 32:12
  how
• 32:12
  I
• 32:12
  wanna
• 32:12
  set
• 32:13
  myself
• 32:13
  apart
• 32:13
  and
• 32:13
  whether
• 32:14
  that's
• 32:14
  experiential
• 32:14
  or
• 32:15
  another
• 32:15
  way,
• 32:16
  whatever
• 32:16
  it
• 32:16
  is,
• 32:17
  you're
• 32:17
  gonna
• 32:17
  have
• 32:17
  to,
• 32:18
  at
• 32:18
  some
• 32:18
  point
• 32:19
  flip
• 32:20
  over
• 32:20
  to
• 32:20
  that
• 32:20
  methodology
• 32:21
  or
• 32:21
  at
• 32:21
  least
• 32:22
  dabble
• 32:22
  in
• 32:22
  it.
• 32:23
  But
• 32:23
  I
• 32:23
  don't
• 32:24
  think
• 32:24
  there's
• 32:24
  really
• 32:24
  a
• 32:24
  big
• 32:25
  incentive
• 32:25
  for
• 32:25
  a
• 32:25
  lot
• 32:25
  of
• 32:25
  people,
• 32:26
  except
• 32:26
  for
• 32:26
  you're
• 32:26
  talking
• 32:27
  about
• 32:27
  the
• 32:27
  early
• 32:27
  movers
• 32:27
  and
• 32:28
  shakers
• 32:28
  who
• 32:28
  are
• 32:28
  always
• 32:28
  the
• 32:28
  early
• 32:29
  adopters
• 32:29
  who
• 32:29
  are
• 32:29
  always
• 32:29
  the
• 32:29
  innovators
• 32:30
  and
• 32:30
  always
• 32:30
  the
• 32:30
  leaders
• 32:30
  to
• 32:31
  do
• 32:31
  it
• 32:31
  yet.
• 32:33
  Yeah.
• 32:34
  I
• 32:34
  think
• 32:34
  it
• 32:34
  does
• 32:34
  trickle
• 32:35
  down
• 32:35
  though,
• 32:35
  because
• 32:36
  to
• 32:36
  your
• 32:36
  point,
• 32:36
  Brian,
• 32:37
  I
• 32:37
  agree
• 32:37
  with
• 32:37
  that
• 32:37
  a
• 32:37
  hundred
• 32:38
  percent
• 32:38
  with
• 32:38
  what
• 32:38
  you
• 32:39
  said
• 32:39
  there,
• 32:39
  I'm
• 32:39
  not
• 32:40
  surprised
• 32:40
  more
• 32:40
  people
• 32:41
  are
• 32:41
  asking
• 32:41
  for
• 32:41
  a
• 32:41
  deeper
• 32:42
  dive
• 32:42
  on
• 32:42
  analytics
• 32:43
  because
• 32:43
  the
• 32:43
  customer
• 32:44
  is
• 32:44
  speaking
• 32:45
  every
• 32:45
  day.
• 32:45
  The
• 32:45
  customer
• 32:46
  is
• 32:46
  speaking
• 32:46
  when
• 32:46
  they
• 32:46
  do
• 32:47
  or
• 32:47
  do
• 32:47
  not
• 32:47
  show
• 32:47
  up
• 32:48
  the
• 32:48
  customer
• 32:48
  is
• 32:48
  speaking
• 32:49
  with
• 32:49
  what
• 32:49
  they
• 32:49
  spend
• 32:49
  while
• 32:50
  they're
• 32:50
  there.
• 32:50
  If
• 32:51
  you're
• 32:51
  not
• 32:51
  listening
• 32:51
  to
• 32:52
  that
• 32:52
  customer,
• 32:53
  then
• 32:53
  you're
• 32:53
  just
• 32:53
  not
• 32:53
  hearing.
• 32:55
  What
• 32:55
  the
• 32:55
  not,
• 32:55
  you're
• 32:56
  not
• 32:56
  hearing,
• 32:56
  'em
• 32:56
  say
• 32:56
  I
• 32:56
  really
• 32:57
  want
• 32:57
  this,
• 32:57
  but
• 32:58
  I'm
• 32:58
  not
• 32:58
  getting
• 32:58
  that.
• 32:59
  So
• 33:00
  of
• 33:00
  course,
• 33:00
  doing
• 33:00
  a
• 33:00
  deep
• 33:00
  dive
• 33:01
  on
• 33:01
  the
• 33:01
  analytics
• 33:02
  and
• 33:02
  really
• 33:02
  getting
• 33:02
  it
• 33:03
  into
• 33:03
  that
• 33:03
  quite
• 33:03
  a
• 33:04
  bit.
• 33:04
  It
• 33:04
  makes
• 33:04
  sense
• 33:04
  that
• 33:04
  a
• 33:04
  lot
• 33:05
  of
• 33:05
  people
• 33:05
  more
• 33:06
  would
• 33:06
  be
• 33:06
  asking
• 33:06
  about
• 33:06
  then
• 33:07
  previously
• 33:08
  it
• 33:08
  doesn't
• 33:08
  mean
• 33:09
  it
• 33:09
  happens
• 33:09
  overnight.
• 33:10
  It
• 33:10
  doesn't
• 33:10
  mean
• 33:10
  it
• 33:10
  translates
• 33:11
  to
• 33:11
  every
• 33:11
  single
• 33:12
  property
• 33:12
  at
• 33:13
  all.
• 33:13
  But
• 33:14
  I
• 33:14
  think
• 33:14
  as
• 33:14
  practices
• 33:15
  improve
• 33:16
  as
• 33:16
  best
• 33:17
  practices
• 33:17
  improve
• 33:18
  about
• 33:18
  this
• 33:18
  is
• 33:18
  what
• 33:19
  we
• 33:19
  ought
• 33:19
  to
• 33:19
  do
• 33:20
  by
• 33:20
  reaching
• 33:20
  out
• 33:21
  proactively
• 33:21
  to
• 33:21
  consumers.
• 33:22
  It
• 33:22
  will
• 33:23
  spread
• 33:23
  and
• 33:23
  pervade
• 33:24
  it
• 33:24
  by
• 33:25
  necessity
• 33:25
  because
• 33:26
  that's
• 33:26
  what
• 33:26
  always
• 33:26
  happens
• 33:27
  with
• 33:27
  innovation,
• 33:28
  something
• 33:28
  somebody
• 33:29
  has
• 33:29
  to
• 33:29
  move
• 33:29
  first
• 33:30
  and
• 33:30
  then
• 33:30
  all
• 33:30
  of
• 33:30
  a
• 33:30
  sudden,
• 33:30
  wow,
• 33:31
  that
• 33:31
  actually
• 33:31
  makes
• 33:31
  a
• 33:31
  lot
• 33:32
  of
• 33:32
  sense
• 33:32
  but
• 33:32
  it
• 33:32
  is.
• 33:33
  Go
• 33:33
  ahead,
• 33:34
  Sandy.
• 33:34
  I
• 33:34
  think
• 33:35
  a
• 33:35
  lot
• 33:35
  of
• 33:35
  what
• 33:35
  we're
• 33:35
  talking
• 33:36
  about
• 33:36
  is
• 33:36
  really
• 33:37
  important
• 33:37
  as
• 33:37
  we
• 33:37
  move
• 33:38
  into
• 33:38
  2023,
• 33:39
  because
• 33:40
  we've
• 33:40
  come
• 33:40
  through
• 33:41
  a
• 33:41
  couple
• 33:41
  of
• 33:41
  years
• 33:42
  where.
• 33:43
  Parks
• 33:43
  didn't
• 33:43
  really
• 33:44
  have
• 33:44
  to
• 33:44
  market
• 33:44
  occupancy
• 33:45
  was
• 33:46
  just,
• 33:46
  something
• 33:47
  that
• 33:47
  happened.
• 33:47
  Because
• 33:48
  we
• 33:48
  had
• 33:48
  so
• 33:48
  many
• 33:49
  COVID
• 33:49
  campers
• 33:50
  out
• 33:50
  there,
• 33:50
  Camping,
• 33:51
  but
• 33:52
  now
• 33:52
  we're
• 33:52
  seeing
• 33:52
  our
• 33:52
  rookie
• 33:53
  windows
• 33:53
  drop.
• 33:54
  I
• 33:54
  had
• 33:54
  parks
• 33:54
  whose
• 33:55
  booking
• 33:55
  window
• 33:55
  went
• 33:56
  to
• 33:56
  almost
• 33:56
  16
• 33:57
  months
• 33:57
  out.
• 33:58
  They
• 33:58
  were
• 33:59
  sold
• 33:59
  out.
• 34:00
  And
• 34:00
  now
• 34:01
  we're
• 34:01
  seeing
• 34:01
  those
• 34:01
  exact
• 34:02
  same
• 34:02
  parts
• 34:03
  where
• 34:03
  their
• 34:03
  booking
• 34:03
  window
• 34:04
  is
• 34:04
  90
• 34:04
  days
• 34:04
  now.
• 34:05
  And
• 34:06
  I
• 34:06
  think
• 34:06
  it's
• 34:06
  not
• 34:06
  because
• 34:07
  people
• 34:07
  aren't
• 34:07
  going
• 34:08
  to
• 34:08
  camp,
• 34:08
  but
• 34:08
  they're
• 34:09
  watching,
• 34:09
  inflation
• 34:10
  rates.
• 34:10
  They're
• 34:10
  watching
• 34:11
  the
• 34:11
  cost
• 34:11
  of
• 34:11
  gas.
• 34:12
  And
• 34:12
  they're
• 34:12
  saying,
• 34:12
  I'm
• 34:13
  not
• 34:13
  gonna
• 34:13
  commit
• 34:14
  that
• 34:14
  far
• 34:14
  out
• 34:14
  because
• 34:15
  the
• 34:15
  other
• 34:15
  thing
• 34:15
  that's
• 34:16
  happened
• 34:16
  is
• 34:16
  during
• 34:17
  this
• 34:17
  time
• 34:17
  we
• 34:17
  rates
• 34:18
  our
• 34:18
  deposits
• 34:18
  most
• 34:19
  of
• 34:19
  the
• 34:19
  time.
• 34:20
  And
• 34:20
  we
• 34:20
  shorten
• 34:20
  that
• 34:21
  window
• 34:21
  for
• 34:21
  getting
• 34:21
  that
• 34:21
  money
• 34:22
  back.
• 34:22
  Or
• 34:22
  we're
• 34:23
  now
• 34:23
  saying,
• 34:23
  Hey,
• 34:23
  we'll
• 34:23
  put
• 34:24
  it
• 34:24
  on
• 34:24
  an
• 34:24
  account.
• 34:25
  And
• 34:25
  so
• 34:26
  they're
• 34:26
  being
• 34:26
  a
• 34:26
  little
• 34:26
  more
• 34:27
  cautious
• 34:27
  with
• 34:28
  booking
• 34:29
  too
• 34:29
  far
• 34:30
  out
• 34:30
  so
• 34:30
  that
• 34:31
  booking
• 34:31
  window
• 34:31
  has
• 34:31
  dropped.
• 34:32
  And
• 34:32
  now
• 34:32
  all
• 34:33
  of
• 34:33
  a
• 34:33
  sudden
• 34:33
  parks
• 34:33
  who
• 34:33
  were
• 34:34
  booked.
• 34:34
  Six
• 34:35
  months
• 34:35
  out
• 34:35
  are
• 34:36
  freaking
• 34:36
  out
• 34:36
  a
• 34:36
  little
• 34:36
  bit
• 34:37
  and
• 34:37
  going,
• 34:37
  but
• 34:37
  I
• 34:38
  don't
• 34:38
  have
• 34:38
  reservations.
• 34:39
  I'm
• 34:39
  not
• 34:39
  booked
• 34:39
  for
• 34:39
  next
• 34:40
  spring.
• 34:40
  What
• 34:40
  do
• 34:40
  I
• 34:41
  need
• 34:41
  to
• 34:41
  do?
• 34:42
  And
• 34:42
  so
• 34:42
  that's
• 34:43
  an
• 34:43
  education
• 34:43
  process.
• 34:44
  One
• 34:45
  in
• 34:45
  all
• 34:46
  these
• 34:46
  things
• 34:46
  we're
• 34:46
  talking
• 34:47
  about,
• 34:47
  knowing
• 34:48
  your
• 34:48
  customer,
• 34:48
  knowing
• 34:49
  how
• 34:49
  to
• 34:49
  reach
• 34:49
  out
• 34:50
  to
• 34:50
  'em
• 34:50
  figuring
• 34:50
  out
• 34:51
  what
• 34:51
  that
• 34:51
  experience
• 34:52
  is
• 34:52
  that
• 34:52
  they
• 34:52
  need.
• 34:53
  And
• 34:53
  then
• 34:53
  finally,
• 34:54
  I'm
• 34:54
  still
• 34:55
  like
• 34:55
  super
• 34:56
  surprised
• 34:57
  that
• 34:57
  we
• 34:57
  have
• 34:57
  parks
• 34:58
  that
• 34:58
  are
• 34:59
  not
• 34:59
  online
• 35:00
  and
• 35:00
  they
• 35:01
  are
• 35:01
  not,
• 35:01
  they
• 35:01
  don't
• 35:01
  book
• 35:02
  online.
• 35:02
  You
• 35:02
  have
• 35:02
  to
• 35:02
  pick
• 35:03
  up
• 35:03
  the
• 35:03
  phone
• 35:03
  and
• 35:03
  call.
• 35:04
  And
• 35:05
  I
• 35:05
  think
• 35:05
  if
• 35:06
  they
• 35:06
  knew
• 35:06
  how
• 35:07
  much
• 35:07
  money
• 35:07
  they're
• 35:07
  losing,
• 35:08
  because
• 35:08
  of
• 35:08
  that,
• 35:09
  they
• 35:09
  would
• 35:09
  be
• 35:09
  shocked.
• 35:10
  I
• 35:10
  think
• 35:11
  their
• 35:11
  occupancy
• 35:12
  would
• 35:12
  be
• 35:12
  up.
• 35:13
  It
• 35:13
  would
• 35:13
  be
• 35:13
  cuz
• 35:14
  there's
• 35:14
  so
• 35:14
  many
• 35:14
  great
• 35:15
  parks,
• 35:15
  but
• 35:15
  they
• 35:16
  just
• 35:16
  have
• 35:17
  got
• 35:17
  to
• 35:17
  get
• 35:17
  over
• 35:18
  that.
• 35:18
  I'm
• 35:18
  not
• 35:18
  gonna
• 35:19
  do
• 35:19
  the
• 35:19
  booking
• 35:19
  online.
• 35:19
  People
• 35:20
  are
• 35:20
  gonna
• 35:20
  call
• 35:20
  me,
• 35:21
  that's
• 35:21
  a
• 35:21
  dying
• 35:22
  breed,
• 35:22
  right?
• 35:23
  so
• 35:24
  it
• 35:24
  all
• 35:24
  goes
• 35:24
  hand
• 35:25
  in
• 35:25
  hand,
• 35:25
  though.
• 35:25
  Everything
• 35:26
  that
• 35:26
  we're
• 35:26
  talking
• 35:26
  about
• 35:27
  is
• 35:27
  one
• 35:27
  giant
• 35:28
  circle.
• 35:28
  And
• 35:28
  so
• 35:28
  if
• 35:29
  you
• 35:29
  look
• 35:29
  at
• 35:29
  what
• 35:29
  Randy
• 35:30
  was
• 35:30
  saying
• 35:30
  I
• 35:30
  wanna
• 35:30
  understand
• 35:31
  what
• 35:31
  people
• 35:32
  are
• 35:32
  buying
• 35:32
  in
• 35:32
  my
• 35:32
  store
• 35:32
  are
• 35:33
  not
• 35:33
  buying,
• 35:33
  or
• 35:33
  even
• 35:33
  the
• 35:34
  data
• 35:34
  that
• 35:34
  we're
• 35:34
  talking
• 35:34
  about.
• 35:35
  Whether
• 35:35
  they
• 35:35
  come
• 35:35
  in
• 35:35
  to
• 35:35
  check
• 35:35
  out
• 35:36
  or
• 35:36
  they
• 35:36
  don't
• 35:36
  check
• 35:36
  out.
• 35:37
  All
• 35:37
  of
• 35:37
  that
• 35:37
  takes
• 35:38
  time
• 35:39
  from
• 35:39
  an
• 35:39
  owner
• 35:39
  operator
• 35:40
  standpoint.
• 35:40
  And
• 35:41
  that's
• 35:41
  time
• 35:41
  that
• 35:41
  a
• 35:41
  lot
• 35:42
  of
• 35:42
  let's
• 35:42
  be
• 35:42
  honest,
• 35:42
  a
• 35:42
  lot
• 35:43
  of
• 35:43
  these
• 35:43
  husband
• 35:44
  and
• 35:44
  wife
• 35:44
  teams,
• 35:44
  or
• 35:45
  four
• 35:45
  or
• 35:45
  five
• 35:45
  people
• 35:46
  teams
• 35:46
  don't
• 35:47
  have
• 35:47
  time
• 35:47
  to
• 35:47
  do
• 35:47
  And
• 35:48
  if
• 35:48
  they,
• 35:48
  maybe
• 35:48
  they
• 35:49
  do,
• 35:49
  they
• 35:49
  need
• 35:49
  to
• 35:49
  hire,
• 35:50
  they're
• 35:50
  not
• 35:50
  gonna
• 35:50
  hire
• 35:50
  a
• 35:50
  full-time
• 35:51
  marketing
• 35:51
  person
• 35:51
  at
• 35:52
  a
• 35:52
  three
• 35:52
  person,
• 35:52
  or
• 35:52
  an
• 35:53
  analytics
• 35:53
  person
• 35:53
  or
• 35:54
  a
• 35:54
  data
• 35:54
  person
• 35:54
  or
• 35:54
  whatever.
• 35:55
  So
• 35:55
  they
• 35:55
  need
• 35:56
  to
• 35:56
  understand
• 35:56
  how
• 35:56
  to
• 35:56
  collect
• 35:57
  that
• 35:57
  data
• 35:57
  in
• 35:57
  a
• 35:57
  more
• 35:57
  efficient
• 35:58
  way
• 35:58
  and
• 35:58
  then
• 35:58
  analyze
• 35:59
  it
• 35:59
  in
• 35:59
  a
• 35:59
  more
• 35:59
  efficient
• 35:59
  way.
• 36:00
  But
• 36:00
  then
• 36:00
  I
• 36:00
  would
• 36:00
  say
• 36:00
  that,
• 36:01
  to
• 36:01
  your
• 36:01
  point
• 36:01
  too
• 36:02
  this
• 36:02
  historical
• 36:03
  trend
• 36:03
  of
• 36:03
  the
• 36:03
  two
• 36:04
  years
• 36:04
  being
• 36:04
  full,
• 36:05
  I'm
• 36:05
  seeing
• 36:05
  a
• 36:05
  lot
• 36:05
  of
• 36:05
  people
• 36:05
  calling
• 36:06
  me,
• 36:06
  asking
• 36:06
  for
• 36:06
  that
• 36:06
  advice,
• 36:07
  as
• 36:07
  I
• 36:07
  said,
• 36:08
  but
• 36:08
  it's
• 36:08
  mostly
• 36:08
  people
• 36:09
  who've
• 36:09
  only
• 36:09
  been
• 36:10
  open
• 36:10
  two
• 36:10
  or
• 36:10
  three
• 36:10
  years.
• 36:12
  I
• 36:12
  think
• 36:12
  that
• 36:12
  we've,
• 36:13
  I
• 36:13
  think
• 36:13
  that
• 36:13
  we've
• 36:13
  built
• 36:14
  it
• 36:14
  and
• 36:14
  you
• 36:14
  would
• 36:14
  come
• 36:14
  for
• 36:15
  10,
• 36:15
  12,
• 36:15
  14,
• 36:16
  16
• 36:16
  years.
• 36:17
  Yeah.
• 36:17
  And
• 36:17
  those
• 36:18
  people
• 36:18
  who
• 36:18
  have
• 36:18
  run
• 36:18
  campgrounds
• 36:19
  for
• 36:19
  that
• 36:19
  long
• 36:20
  still
• 36:20
  haven't,
• 36:21
  they're
• 36:21
  not
• 36:21
  seeing
• 36:21
  a
• 36:21
  difference
• 36:22
  because
• 36:22
  they're
• 36:22
  up
• 36:23
  over
• 36:23
  2019
• 36:23
  still.
• 36:24
  And
• 36:24
  it's
• 36:24
  interesting.
• 36:25
  This
• 36:25
  may
• 36:25
  sound
• 36:25
  a
• 36:25
  little
• 36:26
  bit
• 36:26
  convoluted
• 36:26
  and
• 36:27
  weird,
• 36:27
  but
• 36:27
  I'm.
• 36:28
  Pretty
• 36:28
  well
• 36:29
  used
• 36:29
  to
• 36:29
  saying
• 36:29
  those
• 36:29
  kind
• 36:30
  of
• 36:30
  things.
• 36:30
  But
• 36:30
  if
• 36:30
  someone's
• 36:31
  just
• 36:31
  been
• 36:31
  the
• 36:31
  last
• 36:32
  two
• 36:32
  or
• 36:32
  three
• 36:32
  years,
• 36:32
  and
• 36:32
  again,
• 36:33
  I'll
• 36:33
  defer
• 36:33
  to
• 36:33
  Scott
• 36:34
  on
• 36:34
  this,
• 36:34
  but
• 36:34
  in
• 36:35
  20
• 36:35
  you
• 36:35
  had
• 36:35
  the
• 36:35
  mass
• 36:36
  Exodus
• 36:36
  from
• 36:36
  COVID
• 36:37
  in
• 36:37
  21,
• 36:38
  you
• 36:38
  had
• 36:38
  the
• 36:38
  unprecedented
• 36:39
  revival
• 36:40
  and
• 36:40
  everybody
• 36:40
  was
• 36:41
  Camping
• 36:41
  again.
• 36:42
  And,
• 36:42
  upward
• 36:42
  rates
• 36:43
  and
• 36:43
  upward
• 36:43
  occupancy
• 36:44
  and
• 36:44
  everything.
• 36:44
  And
• 36:45
  then
• 36:45
  in
• 36:45
  22,
• 36:46
  it's
• 36:46
  kinda
• 36:46
  the
• 36:47
  occupancy
• 36:47
  dip,
• 36:48
  but
• 36:48
  the
• 36:48
  rate
• 36:48
  held.
• 36:49
  And
• 36:49
  so
• 36:49
  if
• 36:49
  you've
• 36:49
  been
• 36:49
  in
• 36:50
  this
• 36:50
  like
• 36:50
  a
• 36:50
  couple
• 36:50
  of
• 36:50
  years
• 36:51
  your
• 36:51
  first
• 36:51
  thing
• 36:52
  you're
• 36:52
  saying
• 36:52
  is
• 36:52
  why
• 36:53
  exactly
• 36:53
  did
• 36:53
  I
• 36:54
  do
• 36:54
  this
• 36:54
  again?
• 36:55
  The
• 36:55
  second
• 36:56
  thing
• 36:56
  you're
• 36:56
  thinking
• 36:56
  is
• 36:57
  it's
• 36:57
  adapt
• 36:57
  or
• 36:58
  suffer.
• 36:58
  So
• 36:59
  now
• 36:59
  I
• 36:59
  better
• 36:59
  get
• 37:00
  really
• 37:00
  serious
• 37:00
  about
• 37:01
  understanding
• 37:01
  who's
• 37:01
  doing
• 37:02
  what
• 37:02
  and
• 37:02
  where,
• 37:02
  which
• 37:03
  again,
• 37:03
  I
• 37:03
  think
• 37:03
  drives
• 37:04
  some
• 37:04
  of
• 37:04
  this
• 37:04
  different
• 37:05
  thinking
• 37:05
  about
• 37:05
  the
• 37:06
  mindset,
• 37:06
  because
• 37:07
  it's
• 37:07
  been
• 37:07
  anything
• 37:07
  but
• 37:08
  a
• 37:08
  level
• 37:08
  playing
• 37:08
  field,
• 37:09
  the
• 37:09
  great
• 37:09
  void
• 37:10
  by
• 37:10
  the
• 37:10
  great,
• 37:10
  ride
• 37:10
  back
• 37:11
  up.
• 37:11
  And
• 37:11
  now
• 37:11
  what's
• 37:12
  to,
• 37:12
  to
• 37:12
  your
• 37:13
  point,
• 37:13
  Sandy,
• 37:14
  what
• 37:14
  does
• 37:14
  20,
• 37:14
  23
• 37:15
  look
• 37:15
  like?
• 37:16
  I
• 37:16
  better
• 37:16
  really
• 37:17
  start
• 37:17
  thinking
• 37:18
  that
• 37:18
  through
• 37:18
  now.
• 37:21
  Yeah.
• 37:22
  It's.
• 37:22
  And
• 37:23
  who,
• 37:24
  when
• 37:24
  you
• 37:24
  guys
• 37:24
  figure
• 37:25
  out
• 37:25
  what
• 37:25
  20,
• 37:25
  23
• 37:26
  is
• 37:26
  gonna
• 37:26
  look
• 37:26
  like,
• 37:26
  will
• 37:26
  you
• 37:27
  let
• 37:27
  know?
• 37:27
  Cause
• 37:27
  we're
• 37:28
  still
• 37:28
  we're
• 37:28
  still
• 37:29
  trying
• 37:29
  to
• 37:29
  figure
• 37:29
  it
• 37:29
  out
• 37:29
  over
• 37:30
  here.
• 37:30
  I
• 37:30
  think
• 37:30
  it's
• 37:31
  I
• 37:31
  know
• 37:31
  what
• 37:31
  it's
• 37:31
  gonna
• 37:31
  look
• 37:31
  like
• 37:32
  there,
• 37:32
  people
• 37:32
  are
• 37:32
  gonna
• 37:33
  spend
• 37:33
  through
• 37:33
  spring
• 37:34
  and
• 37:34
  then
• 37:34
  they're
• 37:35
  gonna,
• 37:35
  and
• 37:35
  then
• 37:35
  Campground
• 37:36
  are
• 37:36
  gonna
• 37:36
  be
• 37:36
  in
• 37:36
  a
• 37:36
  different
• 37:37
  landscape.
• 37:37
  People
• 37:37
  will
• 37:38
  still
• 37:38
  camp.
• 37:38
  There's
• 37:38
  no
• 37:38
  question
• 37:38
  about
• 37:39
  that.
• 37:39
  Yeah.
• 37:39
  Yeah.
• 37:40
  It's
• 37:40
  gonna
• 37:40
  be
• 37:40
  a
• 37:40
  different
• 37:40
  land
• 37:40
  cuz
• 37:41
  people
• 37:41
  are
• 37:41
  still
• 37:41
  wasting
• 37:42
  their
• 37:42
  money
• 37:42
  from
• 37:42
  the
• 37:42
  stimulus
• 37:43
  for
• 37:43
  now.
• 37:44
  Yeah.
• 37:44
  And
• 37:45
  I
• 37:45
  read
• 37:45
  a
• 37:45
  report
• 37:46
  from
• 37:46
  destination
• 37:47
  analysts
• 37:47
  that
• 37:47
  came
• 37:48
  out
• 37:48
  earlier
• 37:48
  today
• 37:49
  that
• 37:49
  talked
• 37:49
  about
• 37:50
  how
• 37:50
  two
• 37:50
  thirds
• 37:51
  of
• 37:52
  American
• 37:52
  leisure
• 37:53
  travelers
• 37:54
  are
• 37:54
  planning
• 37:55
  to
• 37:55
  take
• 37:55
  at
• 37:56
  least
• 37:56
  a
• 37:56
  one
• 37:56
  night
• 37:56
  trip
• 37:57
  in
• 37:57
  the
• 37:57
  next
• 37:57
  three
• 37:57
  months.
• 37:58
  So
• 37:58
  there's
• 37:58
  still
• 37:59
  that
• 38:00
  demand.
• 38:00
  There's
• 38:00
  still
• 38:01
  there's,
• 38:02
  we've
• 38:02
  seen
• 38:02
  with
• 38:03
  our
• 38:03
  managed
• 38:03
  portfolio
• 38:04
  in
• 38:04
  ways
• 38:04
  that
• 38:04
  July
• 38:05
  was
• 38:05
  great.
• 38:05
  It
• 38:06
  picked
• 38:06
  up
• 38:06
  Q2
• 38:07
  was
• 38:07
  hit
• 38:07
  or
• 38:07
  miss,
• 38:07
  but
• 38:08
  July
• 38:08
  picked
• 38:08
  up
• 38:08
  and
• 38:09
  then
• 38:09
  September
• 38:09
  has
• 38:10
  really
• 38:10
  year
• 38:10
  over
• 38:11
  year.
• 38:11
  Our
• 38:11
  occupancy
• 38:12
  is
• 38:12
  matching
• 38:13
  last
• 38:14
  year
• 38:14
  at
• 38:14
  most
• 38:15
  of
• 38:15
  our
• 38:15
  destination
• 38:16
  focused
• 38:16
  properties.
• 38:17
  And
• 38:17
  I
• 38:18
  think
• 38:18
  that
• 38:18
  we're
• 38:18
  expected
• 38:19
  to
• 38:19
  see
• 38:19
  that
• 38:19
  continue
• 38:20
  into
• 38:20
  October,
• 38:21
  November,
• 38:21
  the
• 38:21
  booking
• 38:21
  windows
• 38:22
  to
• 38:22
  Sandy's
• 38:22
  point
• 38:23
  have
• 38:23
  compressed
• 38:24
  so
• 38:24
  much,
• 38:24
  we're
• 38:24
  getting
• 38:25
  higher
• 38:25
  quality
• 38:26
  reservations
• 38:26
  because
• 38:27
  we've
• 38:28
  done
• 38:28
  the
• 38:28
  same
• 38:28
  thing.
• 38:28
  We've
• 38:29
  required
• 38:29
  upfront
• 38:30
  payment
• 38:30
  for
• 38:30
  the
• 38:30
  last
• 38:30
  couple
• 38:30
  years,
• 38:31
  but
• 38:31
  we've
• 38:31
  tightened
• 38:32
  the
• 38:32
  deposit
• 38:32
  or
• 38:33
  the
• 38:33
  cancellation
• 38:33
  windows.
• 38:34
  And
• 38:34
  so
• 38:34
  the
• 38:34
  number
• 38:35
  of
• 38:35
  reservations
• 38:35
  that
• 38:36
  are
• 38:36
  coming
• 38:36
  through,
• 38:36
  we
• 38:36
  can
• 38:37
  count
• 38:37
  on
• 38:37
  them.
• 38:38
  Our
• 38:38
  cancellation
• 38:39
  rate
• 38:39
  is
• 38:40
  way
• 38:40
  down
• 38:40
  from
• 38:41
  where
• 38:41
  it
• 38:41
  was
• 38:41
  last
• 38:41
  year
• 38:42
  as
• 38:42
  well.
• 38:42
  So
• 38:43
  I,
• 38:43
  I
• 38:43
  think
• 38:44
  all
• 38:44
  that
• 38:44
  to
• 38:44
  say,
• 38:44
  we're
• 38:45
  op
• 38:45
  we're
• 38:45
  certainly
• 38:46
  optimistic
• 38:46
  about
• 38:46
  20,
• 38:47
  23,
• 38:47
  but
• 38:48
  if
• 38:48
  you're
• 38:48
  just
• 38:48
  coming
• 38:49
  into
• 38:49
  the
• 38:49
  industry
• 38:49
  and
• 38:49
  you
• 38:49
  don't
• 38:49
  have
• 38:50
  that
• 38:50
  operating
• 38:50
  history
• 38:51
  or
• 38:51
  knowledge
• 38:51
  or
• 38:52
  deeper
• 38:52
  analytics
• 38:53
  and
• 38:53
  data
• 38:53
  for
• 38:53
  a
• 38:54
  property
• 38:54
  that
• 38:54
  you
• 38:54
  might
• 38:54
  have
• 38:54
  acquired
• 38:55
  that
• 38:55
  was
• 38:55
  open
• 38:56
  pre
• 38:56
  2020
• 38:57
  it's
• 38:57
  certainly
• 38:57
  probably
• 38:58
  a
• 38:58
  little
• 38:58
  unnerving.
• 38:59
  And
• 38:59
  so
• 39:00
  I
• 39:00
  think
• 39:00
  focusing.
• 39:01
  The
• 39:01
  minimum
• 39:01
  that
• 39:01
  you
• 39:01
  should
• 39:02
  be
• 39:02
  focusing
• 39:02
  on
• 39:02
  my
• 39:02
  opinion
• 39:03
  is
• 39:03
  really
• 39:04
  managing
• 39:04
  your
• 39:04
  expenses
• 39:05
  right
• 39:05
  now.
• 39:05
  And
• 39:05
  putting
• 39:06
  in
• 39:06
  process
• 39:06
  improvements
• 39:07
  to
• 39:07
  the
• 39:07
  extent
• 39:07
  that
• 39:07
  you
• 39:08
  can
• 39:08
  be
• 39:08
  more
• 39:08
  efficient
• 39:09
  with
• 39:09
  labor
• 39:10
  and
• 39:10
  works,
• 39:10
  your
• 39:11
  scheduled
• 39:11
  hours
• 39:11
  and
• 39:12
  understanding
• 39:12
  what
• 39:13
  level
• 39:13
  of
• 39:13
  guest
• 39:13
  services
• 39:14
  and
• 39:14
  activity
• 39:15
  spend
• 39:15
  really
• 39:15
  makes
• 39:15
  a
• 39:15
  lot
• 39:15
  of
• 39:16
  sense
• 39:16
  with
• 39:16
  what
• 39:16
  you
• 39:17
  did
• 39:17
  this
• 39:17
  year
• 39:17
  versus
• 39:17
  maybe
• 39:18
  what
• 39:18
  you
• 39:18
  can
• 39:18
  cut
• 39:18
  back
• 39:19
  on
• 39:19
  or
• 39:19
  spend
• 39:20
  differently
• 39:21
  and
• 39:21
  more
• 39:21
  effectively
• 39:21
  for
• 39:22
  next
• 39:22
  year.
• 39:22
  Focus
• 39:23
  on
• 39:23
  the
• 39:23
  part
• 39:23
  that
• 39:23
  you
• 39:23
  can
• 39:24
  control
• 39:24
  a
• 39:24
  little
• 39:24
  bit
• 39:25
  more
• 39:25
  at
• 39:25
  this
• 39:25
  point
• 39:26
  and
• 39:26
  prepare
• 39:26
  to
• 39:26
  have
• 39:27
  a
• 39:27
  summer
• 39:27
  like
• 39:27
  you
• 39:28
  had
• 39:28
  this
• 39:28
  year
• 39:28
  in
• 39:28
  terms
• 39:29
  of
• 39:29
  occupancy.
• 39:29
  Again,
• 39:30
  now
• 39:30
  that
• 39:30
  needs
• 39:30
  to
• 39:30
  be
• 39:30
  qualified
• 39:31
  by
• 39:31
  saying,
• 39:31
  Scott,
• 39:32
  you
• 39:32
  do
• 39:32
  a
• 39:32
  lot
• 39:32
  of
• 39:32
  things,
• 39:33
  right?
• 39:34
  On
• 39:34
  a
• 39:34
  holistic
• 39:35
  level
• 39:35
  with
• 39:35
  all
• 39:35
  your
• 39:35
  team,
• 39:36
  from
• 39:36
  a
• 39:36
  marketing
• 39:36
  standpoint
• 39:37
  and
• 39:37
  everything
• 39:37
  else,
• 39:37
  that
• 39:37
  not
• 39:37
  everybody
• 39:38
  is
• 39:38
  able
• 39:39
  to,
• 39:39
  or
• 39:39
  willing
• 39:40
  to,
• 39:40
  or
• 39:40
  can
• 39:41
  do,
• 39:41
  or
• 39:41
  maybe
• 39:42
  even
• 39:42
  understands
• 39:42
  how
• 39:42
  to
• 39:43
  do.
• 39:44
  And
• 39:44
  so
• 39:44
  I
• 39:44
  think
• 39:44
  there's,
• 39:45
  that
• 39:45
  needs
• 39:45
  to
• 39:45
  be
• 39:45
  said
• 39:45
  first,
• 39:46
  right?
• 39:46
  Not
• 39:46
  everybody
• 39:47
  has
• 39:47
  a,
• 39:47
  how
• 39:47
  many
• 39:47
  people
• 39:48
  is.
• 39:48
  25
• 39:49
  30.
• 39:50
  a
• 39:50
  lot
• 39:50
  somewhere
• 39:51
  in
• 39:51
  there.
• 39:51
  But
• 39:51
  not
• 39:51
  everybody
• 39:52
  has
• 39:52
  that
• 39:52
  at
• 39:52
  their
• 39:52
  disposal,
• 39:53
  and
• 39:53
  so
• 39:53
  there
• 39:53
  are
• 39:53
  things
• 39:53
  that
• 39:54
  you
• 39:54
  need,
• 39:54
  and
• 39:55
  we
• 39:55
  talk
• 39:55
  a
• 39:55
  lot
• 39:55
  about
• 39:55
  this
• 39:56
  team
• 39:56
  and
• 39:57
  Randy
• 39:57
  and
• 39:57
  I
• 39:57
  have
• 39:57
  gone
• 39:57
  back
• 39:57
  and
• 39:57
  forth
• 39:58
  about
• 39:58
  this
• 39:58
  before
• 39:58
  many
• 39:58
  times
• 39:59
  that
• 39:59
  your
• 39:59
  team
• 39:59
  is
• 39:59
  not
• 39:59
  just
• 40:00
  your
• 40:00
  in-house
• 40:00
  team.
• 40:00
  But
• 40:01
  you
• 40:01
  need
• 40:01
  to
• 40:01
  understand
• 40:02
  that
• 40:02
  there's
• 40:03
  a
• 40:03
  direction
• 40:03
  that
• 40:03
  you
• 40:03
  can
• 40:04
  take
• 40:04
  this.
• 40:04
  And
• 40:05
  how
• 40:05
  do
• 40:05
  I
• 40:05
  take
• 40:06
  it?
• 40:06
  How
• 40:06
  do
• 40:06
  I
• 40:06
  adapt?
• 40:06
  How
• 40:07
  do
• 40:07
  I
• 40:07
  change?
• 40:07
  How
• 40:07
  do
• 40:07
  I
• 40:07
  prepare
• 40:08
  myself?
• 40:08
  And
• 40:08
  I
• 40:08
  think
• 40:09
  there's
• 40:09
  a,
• 40:09
  in
• 40:10
  my
• 40:10
  mind,
• 40:10
  a
• 40:10
  stunning
• 40:11
  lack
• 40:11
  of
• 40:11
  educational
• 40:12
  resources
• 40:12
  in
• 40:13
  this
• 40:13
  industry
• 40:14
  that
• 40:14
  are
• 40:14
  being
• 40:14
  focused
• 40:16
  and
• 40:16
  qualifying
• 40:16
  that
• 40:17
  by
• 40:17
  saying
• 40:17
  there
• 40:17
  are
• 40:17
  some
• 40:17
  good
• 40:18
  education,
• 40:18
  but
• 40:18
  qualifying
• 40:19
  that
• 40:19
  by
• 40:19
  saying
• 40:20
  that
• 40:20
  are
• 40:20
  adapting
• 40:21
  to
• 40:21
  the
• 40:22
  current
• 40:22
  things
• 40:23
  that
• 40:23
  need
• 40:23
  to
• 40:24
  be
• 40:24
  understood
• 40:24
  instead
• 40:25
  versus
• 40:26
  just
• 40:26
  the
• 40:26
  always,
• 40:27
  how
• 40:27
  do
• 40:27
  I
• 40:27
  take
• 40:27
  good
• 40:27
  photos
• 40:28
  and
• 40:28
  how
• 40:28
  do
• 40:28
  I
• 40:28
  do
• 40:28
  dynamic
• 40:29
  pricing
• 40:29
  and
• 40:30
  how
• 40:30
  do
• 40:30
  I
• 40:30
  set
• 40:30
  up
• 40:30
  wifi?
• 40:31
  And
• 40:31
  why
• 40:31
  do
• 40:31
  I
• 40:31
  need
• 40:31
  it?
• 40:32
  And
• 40:32
  nobody's
• 40:33
  really
• 40:33
  adapting.
• 40:33
  And
• 40:34
  I
• 40:34
  think
• 40:34
  there's
• 40:34
  a
• 40:34
  void
• 40:35
  there.
• 40:35
  That
• 40:35
  would
• 40:35
  be
• 40:36
  awesome.
• 40:36
  If
• 40:36
  we
• 40:36
  could
• 40:36
  fill
• 40:37
  to,
• 40:37
  to
• 40:37
  say
• 40:37
  like
• 40:38
  on
• 40:38
  this
• 40:38
  show,
• 40:39
  here's
• 40:39
  where
• 40:39
  we're.
• 40:40
  Here's
• 40:41
  where
• 40:41
  we
• 40:41
  think
• 40:41
  you
• 40:41
  should
• 40:41
  go.
• 40:41
  We
• 40:42
  think
• 40:42
  you
• 40:42
  should
• 40:42
  do
• 40:42
  this
• 40:42
  and
• 40:43
  do
• 40:43
  that
• 40:43
  and
• 40:43
  do
• 40:43
  this,
• 40:43
  but
• 40:43
  then
• 40:44
  here's
• 40:44
  a,
• 40:44
  here's
• 40:44
  how
• 40:45
  to
• 40:45
  do
• 40:45
  it.
• 40:46
  Cause
• 40:46
  I
• 40:46
  think
• 40:46
  there's
• 40:46
  that
• 40:47
  gap,
• 40:47
  what's
• 40:47
  really
• 40:47
  interesting
• 40:48
  about
• 40:48
  that,
• 40:49
  Brian.
• 40:49
  I
• 40:49
  completely
• 40:50
  agree.
• 40:51
  What's
• 40:51
  interesting
• 40:51
  is
• 40:52
  you
• 40:52
  could
• 40:52
  almost
• 40:52
  go
• 40:53
  in
• 40:53
  a
• 40:53
  time
• 40:53
  machine
• 40:54
  and
• 40:54
  have
• 40:54
  that
• 40:55
  same
• 40:55
  conversation
• 40:56
  in
• 40:56
  19
• 40:57
  80,
• 40:57
  19
• 40:58
  90,
• 40:58
  2020
• 40:59
  10,
• 41:00
  because
• 41:01
  there's
• 41:01
  always
• 41:01
  the
• 41:02
  few
• 41:02
  that
• 41:02
  are
• 41:03
  really
• 41:03
  doing
• 41:04
  something
• 41:05
  different
• 41:05
  and
• 41:05
  a
• 41:05
  lot
• 41:05
  either
• 41:06
  can't
• 41:06
  or
• 41:06
  board
• 41:07
  to
• 41:07
  innovate
• 41:08
  with.
• 41:08
  That's
• 41:09
  true
• 41:09
  of
• 41:09
  every
• 41:09
  cycle
• 41:10
  that's
• 41:10
  ever
• 41:10
  been
• 41:11
  in
• 41:11
  any
• 41:11
  business,
• 41:12
  not
• 41:12
  everybody
• 41:13
  can
• 41:13
  do
• 41:13
  what
• 41:14
  the
• 41:14
  folks
• 41:14
  with
• 41:14
  the
• 41:14
  deeper
• 41:14
  pockets
• 41:15
  have
• 41:15
  the
• 41:15
  ability
• 41:16
  to
• 41:16
  do
• 41:16
  and
• 41:16
  hire
• 41:17
  a
• 41:17
  bunch
• 41:17
  of
• 41:17
  people
• 41:17
  to
• 41:17
  do
• 41:18
  it
• 41:18
  and
• 41:18
  all
• 41:18
  that.
• 41:18
  So
• 41:18
  that's
• 41:19
  the
• 41:19
  same,
• 41:20
  but
• 41:20
  to
• 41:20
  your
• 41:20
  point,
• 41:21
  and
• 41:21
  I
• 41:21
  think
• 41:21
  it's
• 41:21
  a
• 41:21
  really
• 41:22
  incredibly
• 41:23
  good
• 41:23
  point
• 41:23
  is
• 41:24
  if
• 41:24
  this
• 41:24
  is,
• 41:25
  I'm
• 41:25
  not
• 41:25
  saying
• 41:26
  it
• 41:26
  is,
• 41:26
  but
• 41:26
  if
• 41:26
  this
• 41:27
  is
• 41:27
  where
• 41:27
  the
• 41:27
  industry
• 41:28
  is
• 41:28
  moving
• 41:28
  towards
• 41:28
  this
• 41:29
  sort
• 41:29
  of
• 41:29
  more
• 41:29
  experiential
• 41:30
  kind
• 41:30
  of
• 41:30
  thinking,
• 41:31
  then
• 41:32
  it
• 41:32
  is
• 41:32
  coming
• 41:32
  upon
• 41:33
  some
• 41:33
  education
• 41:33
  processes
• 41:34
  to
• 41:34
  try
• 41:34
  to
• 41:35
  help
• 41:35
  level
• 41:35
  the
• 41:35
  playing
• 41:36
  field
• 41:36
  by
• 41:36
  at
• 41:36
  least
• 41:37
  making
• 41:37
  the
• 41:37
  information
• 41:38
  known
• 41:38
  or
• 41:38
  the
• 41:38
  best
• 41:39
  practices
• 41:39
  known.
• 41:40
  I
• 41:40
  think
• 41:40
  that's
• 41:40
  what
• 41:40
  I
• 41:40
  heard
• 41:41
  you
• 41:41
  saying,
• 41:41
  basically,
• 41:41
  educational
• 41:42
  outlets
• 41:43
  to
• 41:43
  help
• 41:44
  more
• 41:44
  people
• 41:44
  try
• 41:45
  to
• 41:45
  understand
• 41:46
  new
• 41:46
  thinking.
• 41:46
  Cuz
• 41:46
  I
• 41:46
  think
• 41:46
  it's
• 41:47
  different
• 41:47
  now.
• 41:47
  Like
• 41:47
  you're
• 41:47
  right
• 41:48
  about
• 41:48
  the
• 41:48
  cycles,
• 41:49
  but
• 41:49
  I
• 41:49
  think
• 41:49
  technology
• 41:50
  has
• 41:50
  changed
• 41:50
  the
• 41:50
  game.
• 41:51
  I
• 41:51
  don't
• 41:51
  think
• 41:51
  you
• 41:51
  need
• 41:51
  to
• 41:52
  hire.
• 41:52
  20
• 41:53
  people
• 41:53
  anymore.
• 41:54
  No
• 41:54
  fence
• 41:55
  Scott
• 41:55
  you
• 41:55
  may,
• 41:55
  you
• 41:56
  might
• 41:56
  need
• 41:56
  up
• 41:56
  with
• 41:56
  all
• 41:56
  your
• 41:56
  properties,
• 41:57
  but
• 41:57
  I
• 41:57
  don't
• 41:57
  think
• 41:57
  you
• 41:58
  need
• 41:58
  to
• 41:58
  hire
• 41:58
  20
• 41:58
  people
• 41:59
  anymore
• 41:59
  to
• 41:59
  catch
• 41:59
  up
• 41:59
  with
• 41:59
  the
• 41:59
  big
• 42:00
  boys.
• 42:00
  I
• 42:00
  think
• 42:00
  that
• 42:01
  technology
• 42:01
  has
• 42:01
  leveled
• 42:02
  that
• 42:02
  playing
• 42:02
  field
• 42:02
  in
• 42:02
  a
• 42:02
  way
• 42:03
  where
• 42:03
  your
• 42:03
  PMs
• 42:04
  is
• 42:04
  saving
• 42:04
  you
• 42:04
  time,
• 42:05
  where
• 42:05
  live
• 42:05
  chat
• 42:06
  can
• 42:06
  save
• 42:06
  you
• 42:06
  phone
• 42:06
  calls
• 42:06
  and
• 42:07
  staff,
• 42:07
  we're
• 42:07
  marketing
• 42:08
  and
• 42:08
  automation
• 42:08
  and
• 42:08
  tools
• 42:09
  and
• 42:09
  reports
• 42:09
  and
• 42:09
  emails
• 42:10
  can
• 42:10
  save
• 42:10
  you
• 42:10
  all
• 42:11
  kinds
• 42:11
  of
• 42:11
  things.
• 42:11
  So
• 42:11
  that's
• 42:12
  level
• 42:12
  the
• 42:12
  playing
• 42:12
  field.
• 42:13
  So
• 42:13
  I
• 42:13
  think
• 42:13
  the
• 42:14
  bigger
• 42:14
  question
• 42:14
  now,
• 42:15
  and
• 42:15
  there
• 42:15
  will
• 42:15
  always
• 42:15
  be
• 42:15
  a
• 42:15
  gap
• 42:16
  to
• 42:16
  there
• 42:16
  to
• 42:16
  be
• 42:16
  clear.
• 42:17
  Like
• 42:17
  it'll
• 42:17
  never
• 42:17
  be
• 42:17
  even,
• 42:18
  but
• 42:19
  I
• 42:19
  think
• 42:19
  the
• 42:19
  bigger
• 42:19
  question
• 42:19
  now
• 42:20
  is
• 42:20
  am
• 42:21
  I
• 42:21
  as
• 42:21
  an
• 42:21
  operator
• 42:22
  willing
• 42:23
  to
• 42:23
  learn,
• 42:24
  willing
• 42:25
  to
• 42:25
  adapt
• 42:25
  if
• 42:25
  the
• 42:26
  educational
• 42:26
  resource
• 42:27
  was
• 42:27
  available?
• 42:30
  I
• 42:30
  don't
• 42:30
  think
• 42:31
  there's
• 42:31
  a
• 42:31
  choice
• 42:31
  unfortunate,
• 42:32
  but
• 42:32
  maybe
• 42:33
  it
• 42:33
  should
• 42:33
  be,
• 42:33
  I
• 42:33
  don't
• 42:33
  know,
• 42:34
  Randy,
• 42:34
  the.
• 42:34
  The
• 42:35
  choice
• 42:35
  is
• 42:35
  either
• 42:35
  maintain
• 42:36
  what
• 42:36
  you've
• 42:36
  been
• 42:37
  doing,
• 42:37
  or
• 42:37
  at
• 42:38
  least
• 42:38
  drip
• 42:38
  feed
• 42:38
  yourself
• 42:39
  enough
• 42:39
  to
• 42:39
  start
• 42:40
  chipping
• 42:40
  away
• 42:40
  and
• 42:40
  learning
• 42:41
  stuff
• 42:41
  because
• 42:42
  you're
• 42:42
  not
• 42:42
  gonna
• 42:43
  stop
• 42:43
  the
• 42:43
  momentum
• 42:44
  in
• 42:44
  place.
• 42:44
  There's
• 42:45
  nothing
• 42:45
  you
• 42:45
  can
• 42:45
  do
• 42:45
  about
• 42:46
  that.
• 42:46
  The
• 42:46
  world
• 42:46
  is
• 42:47
  moving
• 42:47
  that
• 42:47
  way.
• 42:48
  And
• 42:48
  so
• 42:49
  it
• 42:49
  really
• 42:49
  is
• 42:49
  either
• 42:50
  stay
• 42:50
  where
• 42:50
  I
• 42:51
  am
• 42:51
  and
• 42:51
  or
• 42:51
  get
• 42:52
  over
• 42:52
  the
• 42:52
  fear
• 42:52
  of
• 42:53
  new
• 42:53
  thinking,
• 42:54
  new
• 42:54
  technology
• 42:55
  and
• 42:55
  what
• 42:55
  have
• 42:55
  you
• 42:56
  like
• 42:56
  that,
• 42:56
  and
• 42:56
  start
• 42:56
  gradually
• 42:57
  phasing
• 42:58
  it
• 42:58
  in
• 42:58
  doesn't
• 42:58
  mean
• 42:58
  you
• 42:58
  have
• 42:58
  to
• 42:58
  be
• 42:59
  an
• 42:59
  it
• 42:59
  expert
• 43:00
  overnight,
• 43:00
  but
• 43:00
  it
• 43:00
  does
• 43:01
  mean
• 43:01
  you
• 43:01
  gotta
• 43:01
  pay
• 43:01
  attention
• 43:02
  to
• 43:02
  technology
• 43:03
  because
• 43:03
  there,
• 43:03
  again,
• 43:04
  Brian,
• 43:04
  to
• 43:04
  your
• 43:04
  point,
• 43:04
  I
• 43:04
  completely
• 43:05
  agree.
• 43:06
  Tech
• 43:06
  is
• 43:06
  a
• 43:06
  huge
• 43:07
  part
• 43:08
  of
• 43:08
  where
• 43:08
  this
• 43:09
  is
• 43:09
  going,
• 43:09
  has
• 43:10
  been
• 43:10
  going
• 43:10
  and
• 43:11
  needs
• 43:11
  to
• 43:11
  go
• 43:13
  long
• 43:13
  as
• 43:14
  the
• 43:14
  technology
• 43:15
  that
• 43:15
  a
• 43:15
  park
• 43:15
  needs
• 43:16
  today
• 43:16
  is.
• 43:17
  Either,
• 43:17
  it
• 43:17
  used
• 43:18
  to
• 43:18
  be,
• 43:18
  everybody
• 43:18
  had
• 43:19
  to
• 43:19
  pay
• 43:19
  for
• 43:19
  a
• 43:19
  property
• 43:20
  management
• 43:20
  software
• 43:20
  and
• 43:21
  you
• 43:21
  paid
• 43:21
  per
• 43:22
  month
• 43:22
  or
• 43:22
  per
• 43:22
  unit
• 43:23
  or
• 43:23
  per
• 43:24
  location.
• 43:25
  Now
• 43:25
  there's
• 43:26
  a
• 43:26
  lot
• 43:26
  of
• 43:26
  the
• 43:26
  softwares
• 43:27
  that
• 43:27
  are
• 43:27
  out
• 43:27
  there
• 43:27
  that
• 43:27
  are
• 43:27
  amazing
• 43:28
  software
• 43:29
  and
• 43:29
  they're
• 43:29
  absolutely
• 43:30
  free.
• 43:30
  The
• 43:31
  guest
• 43:31
  is
• 43:31
  the
• 43:31
  one
• 43:31
  that's
• 43:32
  paying
• 43:32
  for
• 43:32
  that
• 43:32
  software,
• 43:33
  cuz
• 43:33
  there's
• 43:33
  a
• 43:33
  small
• 43:33
  booking
• 43:34
  fee
• 43:34
  on
• 43:34
  the,
• 43:35
  for
• 43:35
  online
• 43:35
  reservations.
• 43:36
  So
• 43:37
  it's
• 43:37
  costing
• 43:37
  the
• 43:37
  part,
• 43:38
  nothing.
• 43:38
  So
• 43:39
  financially
• 43:40
  there's
• 43:40
  no
• 43:40
  excuse
• 43:41
  not
• 43:41
  to.
• 43:42
  And
• 43:42
  then
• 43:42
  a
• 43:42
  lot
• 43:43
  of
• 43:43
  them
• 43:43
  have
• 43:43
  a
• 43:43
  lot
• 43:44
  of
• 43:44
  this
• 43:44
  education
• 43:45
  built
• 43:45
  in
• 43:45
  because
• 43:46
  they're
• 43:46
  doing
• 43:46
  the
• 43:46
  analysis
• 43:47
  through
• 43:47
  their
• 43:47
  reports
• 43:48
  and
• 43:48
  showing
• 43:49
  you
• 43:49
  what
• 43:50
  you
• 43:50
  need
• 43:50
  to
• 43:50
  see.
• 43:51
  Hey,
• 43:51
  look
• 43:51
  at
• 43:51
  the
• 43:51
  little
• 43:51
  line
• 43:52
  it's
• 43:52
  going
• 43:52
  up.
• 43:53
  That's
• 43:53
  good.
• 43:54
  It's
• 43:54
  going
• 43:54
  bad.
• 43:55
  Or
• 43:55
  it's
• 43:55
  red.
• 43:55
  That's
• 43:56
  bad.
• 43:56
  So
• 43:57
  I
• 43:57
  just,
• 43:58
  of
• 43:58
  course,
• 43:58
  I'm
• 43:58
  a
• 43:58
  technology
• 43:59
  girl,
• 43:59
  I'm
• 44:00
  a
• 44:00
  geek
• 44:00
  at
• 44:00
  heart,
• 44:01
  but
• 44:01
  it
• 44:01
  re
• 44:02
  I
• 44:02
  really
• 44:02
  struggle
• 44:03
  with,
• 44:04
  the
• 44:04
  lack
• 44:04
  of
• 44:04
  adoption
• 44:05
  of
• 44:05
  technology
• 44:06
  in
• 44:06
  such
• 44:07
  a
• 44:07
  significant
• 44:08
  part
• 44:08
  of
• 44:08
  our
• 44:09
  industry.
• 44:09
  It's
• 44:10
  also
• 44:10
  two-step
• 44:10
  though,
• 44:10
  right?
• 44:11
  Because
• 44:11
  you're
• 44:11
  right.
• 44:11
  There
• 44:12
  are
• 44:12
  a
• 44:12
  lot
• 44:12
  of
• 44:12
  things
• 44:12
  that
• 44:12
  are
• 44:13
  free,
• 44:13
  but
• 44:13
  free
• 44:13
  doesn't
• 44:13
  always
• 44:14
  mean
• 44:14
  best
• 44:15
  or
• 44:15
  best
• 44:15
  for
• 44:15
  me.
• 44:16
  And
• 44:16
  so
• 44:17
  you're
• 44:17
  right.
• 44:17
  There's
• 44:18
  a
• 44:18
  lot,
• 44:18
  like
• 44:18
  you
• 44:18
  can
• 44:18
  hook
• 44:18
  up
• 44:19
  an
• 44:19
  online
• 44:19
  reservation
• 44:19
  system
• 44:20
  and
• 44:20
  it's
• 44:20
  free
• 44:20
  and
• 44:20
  you're
• 44:20
  passing
• 44:21
  along
• 44:21
  the
• 44:21
  cost
• 44:21
  of
• 44:21
  your
• 44:21
  campers,
• 44:22
  but
• 44:22
  are
• 44:22
  you
• 44:22
  also
• 44:22
  understanding
• 44:23
  that
• 44:23
  you
• 44:23
  can
• 44:23
  set
• 44:23
  up
• 44:23
  dynamic
• 44:24
  pricing
• 44:24
  within
• 44:25
  there
• 44:25
  and
• 44:25
  set
• 44:25
  up
• 44:25
  yield
• 44:25
  management
• 44:26
  and
• 44:26
  set
• 44:26
  up
• 44:27
  all
• 44:27
  the
• 44:27
  things
• 44:27
  right.
• 44:28
  And
• 44:28
  lock
• 44:28
  fees
• 44:28
  and
• 44:28
  make
• 44:29
  more
• 44:29
  money
• 44:29
  through
• 44:29
  that
• 44:29
  and
• 44:29
  how
• 44:30
  does
• 44:30
  it
• 44:30
  work?
• 44:31
  And
• 44:31
  so
• 44:31
  there's
• 44:31
  free.
• 44:32
  And
• 44:32
  then
• 44:32
  there's
• 44:32
  taking
• 44:32
  advantage
• 44:33
  of
• 44:33
  tools
• 44:33
  that
• 44:35
  take
• 44:35
  your
• 44:35
  time,
• 44:36
  but
• 44:36
  may
• 44:36
  still
• 44:37
  have
• 44:37
  no
• 44:37
  cost
• 44:38
  associated
• 44:38
  with
• 44:38
  it.
• 44:38
  Agreed.
• 44:39
  Yeah.
• 44:39
  And,
• 44:39
  I
• 44:39
  think
• 44:40
  we
• 44:40
  use
• 44:41
  we
• 44:41
  use
• 44:42
  currently
• 44:42
  three
• 44:42
  different
• 44:43
  PMSs
• 44:43
  and
• 44:44
  one
• 44:44
  is
• 44:45
  paid
• 44:45
  for
• 44:45
  directly
• 44:46
  by,
• 44:46
  by
• 44:46
  the
• 44:46
  guest,
• 44:47
  if
• 44:47
  you
• 44:47
  will,
• 44:48
  to
• 44:48
  Sandy's
• 44:48
  kind
• 44:49
  of
• 44:49
  example.
• 44:49
  And
• 44:49
  the
• 44:49
  other
• 44:50
  two
• 44:50
  we
• 44:50
  monetize
• 44:51
  the
• 44:51
  functionality
• 44:52
  of
• 44:52
  the
• 44:52
  systems
• 44:53
  to
• 44:53
  ensure
• 44:54
  that
• 44:54
  the
• 44:54
  cost
• 44:54
  of
• 44:55
  the
• 44:55
  system
• 44:55
  is
• 44:55
  totally
• 44:56
  covered
• 44:56
  through,
• 44:57
  through
• 44:57
  booking
• 44:57
  fees
• 44:58
  and
• 44:58
  things
• 44:58
  that.
• 44:58
  That
• 44:58
  have
• 44:58
  become
• 44:59
  customary
• 44:59
  and
• 44:59
  site
• 45:00
  lock
• 45:00
  fees
• 45:00
  and
• 45:00
  that
• 45:00
  sort
• 45:00
  of
• 45:00
  thing.
• 45:01
  So
• 45:01
  to
• 45:01
  the
• 45:01
  point,
• 45:01
  to
• 45:01
  your
• 45:01
  point,
• 45:02
  don't
• 45:02
  be
• 45:02
  worried
• 45:03
  about
• 45:03
  the
• 45:03
  spend.
• 45:04
  Don't
• 45:04
  go
• 45:05
  for
• 45:05
  the
• 45:05
  free
• 45:05
  option,
• 45:06
  just
• 45:06
  because
• 45:06
  it's
• 45:06
  free,
• 45:07
  go
• 45:07
  for
• 45:07
  the
• 45:07
  best
• 45:08
  option.
• 45:08
  That's
• 45:08
  going
• 45:09
  to
• 45:09
  provide
• 45:09
  the
• 45:09
  most
• 45:10
  automation
• 45:10
  for
• 45:10
  your
• 45:11
  business
• 45:12
  and
• 45:12
  figure
• 45:12
  out
• 45:12
  how
• 45:12
  to
• 45:13
  drive
• 45:13
  revenue
• 45:13
  from
• 45:14
  it
• 45:14
  to
• 45:14
  cover
• 45:14
  the
• 45:14
  cost.
• 45:15
  I
• 45:15
  think
• 45:15
  that,
• 45:15
  that
• 45:16
  to
• 45:16
  us
• 45:16
  is
• 45:16
  something
• 45:17
  that
• 45:17
  I
• 45:17
  think
• 45:18
  to
• 45:18
  everybody's
• 45:18
  point
• 45:18
  here
• 45:19
  that
• 45:19
  tech
• 45:19
  is
• 45:20
  still
• 45:20
  a
• 45:20
  long
• 45:21
  ways
• 45:21
  out,
• 45:21
  but
• 45:21
  there's
• 45:21
  been
• 45:22
  so
• 45:22
  much
• 45:22
  cool
• 45:22
  advancement
• 45:23
  in
• 45:23
  the
• 45:23
  last
• 45:23
  couple
• 45:24
  of
• 45:24
  years
• 45:24
  that
• 45:24
  I
• 45:25
  think
• 45:25
  our
• 45:25
  industry's
• 45:26
  starting,
• 45:26
  starting
• 45:26
  to
• 45:26
  take
• 45:27
  advantage
• 45:27
  of
• 45:27
  more.
• 45:27
  You,
• 45:28
  Amy
• 45:28
  assume
• 45:28
  you
• 45:28
  mean
• 45:28
  Tech's
• 45:29
  a
• 45:29
  long
• 45:29
  way
• 45:29
  out
• 45:29
  from
• 45:29
  industry
• 45:30
  adoption.
• 45:30
  Is
• 45:30
  that
• 45:30
  what
• 45:30
  you
• 45:31
  mean?
• 45:31
  Or
• 45:32
  I,
• 45:33
  yeah,
• 45:33
  yeah,
• 45:33
  exactly.
• 45:34
  Okay.
• 45:34
  Yeah.
• 45:35
  Yeah.
• 45:35
  Cuz
• 45:35
  it's
• 45:35
  fair.
• 45:35
  Yeah.
• 45:36
  Yeah.
• 45:36
  So
• 45:37
  I
• 45:37
  just
• 45:37
  wanted
• 45:37
  to
• 45:37
  but
• 45:37
  yeah,
• 45:38
  I
• 45:38
  mean
• 45:38
  it's
• 45:38
  a
• 45:38
  tough
• 45:39
  thing.
• 45:39
  And
• 45:39
  I
• 45:39
  think
• 45:39
  part
• 45:40
  of
• 45:40
  the
• 45:40
  lack
• 45:40
  of
• 45:40
  adoption
• 45:41
  and
• 45:41
  willingness,
• 45:41
  like
• 45:41
  it's
• 45:42
  always
• 45:42
  a
• 45:42
  human
• 45:42
  behavior,
• 45:43
  right?
• 45:43
  Everybody
• 45:44
  is
• 45:44
  resistant
• 45:44
  to
• 45:44
  change.
• 45:45
  In
• 45:45
  some
• 45:46
  form
• 45:46
  or
• 45:46
  fashion,
• 45:47
  I
• 45:47
  might
• 45:47
  be
• 45:47
  the
• 45:47
  geek
• 45:48
  who
• 45:48
  adopts
• 45:48
  technology
• 45:48
  like
• 45:49
  that,
• 45:49
  but
• 45:49
  everything
• 45:50
  like
• 45:50
  four
• 45:50
  or
• 45:50
  five
• 45:51
  other
• 45:51
  12
• 45:52
  things
• 45:52
  and
• 45:52
  no
• 45:53
  don't
• 45:53
  touch
• 45:53
  me.
• 45:53
  I
• 45:53
  like
• 45:54
  the
• 45:54
  way
• 45:54
  it
• 45:54
  is.
• 45:54
  And
• 45:54
  so
• 45:54
  we
• 45:55
  all
• 45:55
  have
• 45:55
  that.
• 45:55
  But
• 45:55
  I
• 45:55
  think
• 45:55
  there's
• 45:56
  also
• 45:56
  a
• 45:56
  less
• 45:57
  of
• 45:57
  a
• 45:57
  push
• 45:57
  to
• 45:57
  change
• 45:58
  when
• 45:59
  times
• 45:59
  are
• 45:59
  good
• 46:00
  and
• 46:00
  you
• 46:00
  have
• 46:00
  no
• 46:00
  reason
• 46:01
  to
• 46:01
  adapt
• 46:01
  either.
• 46:02
  And
• 46:02
  so
• 46:02
  I
• 46:02
  think
• 46:03
  that,
• 46:03
  again,
• 46:03
  I'm
• 46:04
  not
• 46:04
  saying
• 46:04
  the
• 46:04
  Camping
• 46:04
  industry
• 46:05
  is
• 46:05
  in
• 46:05
  danger
• 46:06
  in
• 46:06
  2023,
• 46:06
  but
• 46:07
  I
• 46:07
  think
• 46:07
  it's
• 46:07
  gonna
• 46:07
  shift.
• 46:08
  And
• 46:08
  if
• 46:09
  you're
• 46:09
  not
• 46:09
  ready
• 46:09
  for
• 46:09
  that
• 46:09
  shift
• 46:10
  to
• 46:10
  target
• 46:11
  experiential
• 46:11
  or
• 46:11
  not
• 46:12
  experiential
• 46:12
  or
• 46:12
  older
• 46:13
  people
• 46:13
  or
• 46:13
  younger
• 46:13
  people
• 46:13
  or
• 46:14
  local
• 46:14
  people
• 46:14
  versus
• 46:14
  national
• 46:15
  people
• 46:15
  or
• 46:15
  on
• 46:15
  and
• 46:15
  on
• 46:15
  and
• 46:15
  on,
• 46:16
  then
• 46:16
  you
• 46:16
  might
• 46:17
  suffer.
• 46:19
  Bingo,
• 46:19
  Brian
• 46:20
  bingo,
• 46:22
  I
• 46:22
  think.
• 46:24
  Yeah.
• 46:24
  Yeah,
• 46:24
  because
• 46:25
  if
• 46:26
  you
• 46:26
  look
• 46:26
  at
• 46:26
  who
• 46:27
  entered
• 46:27
  the
• 46:28
  industry
• 46:28
  over
• 46:28
  the
• 46:28
  last
• 46:28
  couple
• 46:28
  of
• 46:29
  years
• 46:29
  from
• 46:29
  different
• 46:30
  from
• 46:30
  different
• 46:30
  tra
• 46:31
  travel
• 46:31
  segments
• 46:32
  that
• 46:32
  are
• 46:32
  first
• 46:32
  time
• 46:33
  campers,
• 46:33
  those
• 46:33
  COVID
• 46:34
  campers,
• 46:35
  they.
• 46:36
  Probably
• 46:37
  are
• 46:37
  a
• 46:38
  quite
• 46:39
  a
• 46:39
  bit
• 46:39
  underwhelmed
• 46:40
  with
• 46:41
  the
• 46:41
  status
• 46:41
  and
• 46:42
  the
• 46:42
  opportunities
• 46:43
  within
• 46:43
  the
• 46:43
  industry
• 46:44
  to,
• 46:44
  to
• 46:44
  stay
• 46:45
  at.
• 46:45
  And
• 46:45
  it,
• 46:46
  they're
• 46:46
  like,
• 46:46
  oh,
• 46:46
  we
• 46:46
  can
• 46:47
  be
• 46:47
  outside
• 46:48
  and
• 46:48
  we
• 46:48
  can
• 46:48
  enjoy
• 46:48
  nature
• 46:49
  and
• 46:49
  get
• 46:49
  close,
• 46:50
  close
• 46:50
  to
• 46:50
  our
• 46:51
  national
• 46:51
  park,
• 46:51
  wherever
• 46:52
  our
• 46:52
  destinations
• 46:52
  are,
• 46:53
  but
• 46:54
  they're
• 46:54
  used
• 46:54
  to
• 46:55
  a
• 46:55
  certain
• 46:55
  level
• 46:55
  that's
• 46:56
  been
• 46:56
  in,
• 46:56
  in
• 46:56
  the,
• 46:57
  a
• 46:57
  certain
• 46:57
  level
• 46:57
  of
• 46:57
  service
• 46:58
  and
• 46:58
  experience
• 46:58
  that's
• 46:58
  been
• 46:58
  in
• 46:59
  that
• 46:59
  indoor
• 46:59
  industry.
• 47:00
  They're
• 47:00
  to
• 47:00
  keep
• 47:01
  those
• 47:01
  campers
• 47:01
  to
• 47:02
  help
• 47:02
  keep
• 47:02
  that
• 47:02
  demographic.
• 47:03
  I
• 47:03
  think
• 47:03
  you,
• 47:04
  you
• 47:04
  have
• 47:04
  to
• 47:04
  innovate
• 47:05
  for
• 47:05
  20,
• 47:05
  23.
• 47:06
  And
• 47:06
  I
• 47:06
  think
• 47:06
  we
• 47:07
  saw
• 47:07
  that
• 47:07
  this
• 47:07
  year,
• 47:07
  I
• 47:08
  think
• 47:08
  people
• 47:08
  are
• 47:09
  they're
• 47:09
  testing
• 47:09
  the
• 47:09
  waters
• 47:10
  going
• 47:10
  back
• 47:10
  into
• 47:11
  their
• 47:11
  flights
• 47:12
  and
• 47:12
  their
• 47:12
  traditional
• 47:12
  resort
• 47:13
  stays.
• 47:14
  But
• 47:15
  what
• 47:15
  they
• 47:15
  do
• 47:15
  next
• 47:16
  year
• 47:16
  will
• 47:16
  be
• 47:16
  really
• 47:16
  telling,
• 47:17
  I
• 47:17
  think
• 47:17
  for
• 47:17
  our
• 47:17
  industry.
• 47:19
  Yeah.
• 47:19
  And
• 47:19
  to
• 47:19
  be
• 47:19
  clear
• 47:20
  we
• 47:20
  talk
• 47:20
  a
• 47:20
  lot
• 47:20
  about
• 47:20
  innovation,
• 47:21
  about
• 47:21
  innovating
• 47:22
  the
• 47:22
  experience,
• 47:23
  but
• 47:23
  it's
• 47:23
  also
• 47:23
  innovating
• 47:24
  your
• 47:24
  thinking
• 47:24
  and
• 47:24
  how
• 47:25
  you
• 47:25
  approach
• 47:25
  things.
• 47:25
  It
• 47:26
  starts
• 47:26
  with
• 47:26
  thinking.
• 47:27
  Yeah.
• 47:28
  Yeah.
• 47:28
  I
• 47:28
  think
• 47:28
  it
• 47:28
  all
• 47:29
  starts
• 47:29
  with
• 47:29
  thinking
• 47:30
  and,
• 47:30
  Scott,
• 47:31
  you
• 47:31
  just
• 47:31
  said
• 47:31
  something
• 47:31
  that
• 47:32
  kind
• 47:32
  of
• 47:32
  touched
• 47:32
  on
• 47:33
  me
• 47:33
  as
• 47:33
  well,
• 47:33
  because
• 47:34
  I've
• 47:34
  been
• 47:34
  really
• 47:34
  studying
• 47:35
  boutique
• 47:35
  motel
• 47:36
  boutique
• 47:36
  brands
• 47:37
  and
• 47:37
  the
• 47:37
  various
• 47:38
  different
• 47:38
  accommodations
• 47:38
  within
• 47:39
  hotel
• 47:39
  because
• 47:40
  of
• 47:40
  the
• 47:40
  thinking
• 47:41
  that
• 47:41
  I
• 47:41
  think
• 47:41
  is
• 47:41
  coming
• 47:42
  our
• 47:42
  way
• 47:42
  into
• 47:43
  outdoor
• 47:43
  hospitality.
• 47:44
  Again,
• 47:44
  the
• 47:44
  augment
• 47:44
  not
• 47:45
  replace.
• 47:46
  And
• 47:46
  I
• 47:46
  can
• 47:46
  imagine
• 47:47
  a
• 47:47
  scenario
• 47:47
  where
• 47:47
  somebody
• 47:48
  just
• 47:48
  stated
• 47:48
  a
• 47:48
  really
• 47:49
  cool
• 47:49
  little
• 47:49
  boutique
• 47:50
  motel
• 47:50
  and
• 47:50
  on
• 47:51
  their
• 47:51
  app,
• 47:51
  they
• 47:51
  said,
• 47:52
  yeah,
• 47:52
  I'd
• 47:52
  like
• 47:52
  an
• 47:52
  extra
• 47:53
  housekeeping
• 47:54
  turn.
• 47:54
  And
• 47:54
  yeah,
• 47:54
  I
• 47:55
  would
• 47:55
  like
• 47:55
  to
• 47:55
  go
• 47:55
  ahead
• 47:55
  and
• 47:55
  order
• 47:56
  this,
• 47:57
  and
• 47:57
  they're
• 47:57
  used
• 47:57
  to
• 47:57
  doing
• 47:58
  the
• 47:58
  app
• 47:58
  thing.
• 47:58
  Then
• 47:58
  they
• 47:58
  go
• 47:59
  to
• 47:59
  a
• 47:59
  really
• 47:59
  cool
• 47:59
  little
• 48:00
  boutique
• 48:00
  Campground.
• 48:01
  And
• 48:01
  they're
• 48:01
  saying
• 48:02
  where's
• 48:02
  my
• 48:02
  app.
• 48:02
  I
• 48:03
  have
• 48:03
  to
• 48:03
  go
• 48:03
  up
• 48:03
  to
• 48:03
  the
• 48:03
  front
• 48:04
  desk
• 48:04
  and
• 48:04
  asked
• 48:04
  them
• 48:04
  for
• 48:05
  this.
• 48:05
  So
• 48:06
  the
• 48:06
  technology
• 48:06
  is
• 48:07
  going
• 48:07
  to,
• 48:07
  because
• 48:08
  hotel
• 48:08
  is
• 48:08
  investing
• 48:09
  in
• 48:09
  outdoor
• 48:09
  hospitality,
• 48:10
  hotel
• 48:10
  thinking
• 48:11
  is
• 48:11
  gonna
• 48:11
  be
• 48:11
  coming
• 48:12
  as
• 48:12
  well.
• 48:12
  And
• 48:13
  that's
• 48:13
  my
• 48:13
  only
• 48:13
  cautionary
• 48:14
  tale
• 48:14
  it's
• 48:14
  coming.
• 48:15
  It's
• 48:15
  already
• 48:15
  happening
• 48:16
  now.
• 48:16
  So
• 48:17
  when
• 48:17
  hotel,
• 48:17
  you
• 48:17
  start
• 48:18
  getting
• 48:18
  into
• 48:18
  outdoor
• 48:18
  hospitality
• 48:19
  and
• 48:19
  bringing
• 48:19
  that
• 48:20
  tech
• 48:20
  in
• 48:20
  those
• 48:20
  best
• 48:20
  practices,
• 48:21
  you
• 48:22
  will
• 48:22
  be
• 48:22
  seeing
• 48:22
  those
• 48:22
  apps.
• 48:23
  So
• 48:23
  you
• 48:23
  can
• 48:23
  say
• 48:23
  extra
• 48:24
  housekeeping
• 48:24
  turn.
• 48:25
  I'd
• 48:25
  like
• 48:25
  to
• 48:25
  stay
• 48:25
  an
• 48:25
  extra
• 48:26
  two
• 48:26
  hours.
• 48:27
  And
• 48:27
  if
• 48:27
  it
• 48:27
  isn't
• 48:27
  here
• 48:28
  now,
• 48:28
  it's
• 48:28
  coming
• 48:28
  here
• 48:28
  pretty
• 48:29
  soon,
• 48:29
  again,
• 48:30
  guest
• 48:30
  expectation
• 48:31
  for
• 48:31
  what
• 48:31
  they
• 48:31
  wanna
• 48:32
  see.
• 48:32
  And
• 48:32
  I
• 48:32
  think
• 48:32
  that's
• 48:32
  my
• 48:32
  overall
• 48:33
  point
• 48:33
  too,
• 48:33
  is
• 48:33
  that
• 48:34
  this
• 48:34
  is
• 48:34
  also
• 48:34
  moving
• 48:35
  way
• 48:35
  faster
• 48:36
  than
• 48:36
  it
• 48:36
  has
• 48:36
  in
• 48:36
  the
• 48:36
  last
• 48:37
  40
• 48:37
  50
• 48:37
  years.
• 48:38
  And
• 48:38
  you've
• 48:38
  said
• 48:38
  that
• 48:38
  but
• 48:39
  it's
• 48:39
  gonna
• 48:39
  drag
• 48:39
  people
• 48:40
  along,
• 48:40
  in
• 48:40
  the
• 48:40
  past
• 48:40
  you
• 48:41
  had
• 48:41
  these
• 48:41
  incremental
• 48:41
  technology
• 48:42
  changes.
• 48:43
  You
• 48:43
  look
• 48:43
  at
• 48:43
  the
• 48:43
  evolution
• 48:44
  from,
• 48:44
  CD
• 48:45
  or
• 48:45
  records
• 48:45
  to
• 48:46
  tapes,
• 48:47
  to,
• 48:47
  whatever
• 48:47
  CDs
• 48:48
  and
• 48:48
  whatever.
• 48:48
  I
• 48:48
  don't
• 48:49
  even
• 48:49
  remember.
• 48:49
  I
• 48:49
  didn't
• 48:51
  the
• 48:51
  gap
• 48:51
  between
• 48:51
  every
• 48:52
  one
• 48:52
  of
• 48:52
  those
• 48:52
  evolutions.
• 48:53
  Got
• 48:53
  shorter
• 48:53
  and
• 48:54
  shorter
• 48:54
  and
• 48:54
  shorter.
• 48:55
  And
• 48:55
  now
• 48:56
  this
• 48:56
  technology
• 48:56
  is
• 48:57
  gonna
• 48:57
  drag
• 48:57
  you
• 48:57
  along
• 48:58
  kicking
• 48:58
  or
• 48:58
  screaming
• 48:58
  because
• 48:59
  the
• 48:59
  guest
• 48:59
  expectation
• 49:00
  is
• 49:00
  going
• 49:00
  to
• 49:00
  evolve
• 49:01
  so
• 49:01
  fast.
• 49:02
  Yes.
• 49:02
  That
• 49:02
  it's
• 49:02
  going
• 49:03
  to
• 49:03
  almost
• 49:04
  not
• 49:04
  be
• 49:04
  an
• 49:04
  option
• 49:05
  for
• 49:05
  a
• 49:05
  lot
• 49:05
  of
• 49:05
  people
• 49:05
  who
• 49:06
  it
• 49:06
  was
• 49:06
  an
• 49:06
  option
• 49:07
  for
• 49:07
  in
• 49:07
  the
• 49:07
  past.
• 49:09
  And
• 49:09
  that's
• 49:09
  where
• 49:09
  I
• 49:10
  come
• 49:10
  back
• 49:10
  to
• 49:10
  that
• 49:10
  two
• 49:10
  or
• 49:11
  three
• 49:11
  years.
• 49:11
  It's
• 49:12
  gonna
• 49:12
  be
• 49:12
  a
• 49:12
  tsunami.
• 49:13
  I
• 49:13
  really
• 49:14
  believe
• 49:14
  that
• 49:15
  for
• 49:16
  all
• 49:16
  the
• 49:16
  factors.
• 49:16
  We've
• 49:16
  all
• 49:16
  just
• 49:17
  been
• 49:17
  talking
• 49:17
  about
• 49:18
  today.
• 49:19
  It
• 49:19
  won't,
• 49:20
  even
• 49:21
  though
• 49:21
  I'm
• 49:21
  a
• 49:21
  tech
• 49:22
  girl,
• 49:22
  I
• 49:22
  think
• 49:23
  Scott
• 49:23
  Bayer
• 49:23
  who's
• 49:23
  one
• 49:24
  of
• 49:24
  the
• 49:24
  listeners
• 49:25
  had
• 49:25
  a
• 49:25
  comment
• 49:25
  earlier
• 49:26
  about
• 49:26
  customer
• 49:27
  loyalty.
• 49:28
  And
• 49:28
  I
• 49:28
  think
• 49:28
  one
• 49:29
  of
• 49:29
  the
• 49:29
  comments
• 49:29
  he's
• 49:30
  making
• 49:30
  is
• 49:30
  such
• 49:30
  a
• 49:31
  timeless
• 49:31
  comment.
• 49:32
  And
• 49:32
  that
• 49:32
  is
• 49:33
  because
• 49:33
  it
• 49:33
  goes
• 49:33
  back
• 49:34
  to
• 49:34
  people,
• 49:35
  form
• 49:35
  relationships
• 49:36
  with
• 49:36
  people,
• 49:37
  not
• 49:37
  with
• 49:37
  entities
• 49:38
  And
• 49:38
  one
• 49:38
  of
• 49:38
  the
• 49:38
  things
• 49:39
  I
• 49:39
  love
• 49:39
  about
• 49:40
  Camping
• 49:41
  over
• 49:41
  staying
• 49:41
  in
• 49:42
  a
• 49:42
  hotel
• 49:42
  is
• 49:43
  I
• 49:43
  can't
• 49:43
  tell
• 49:43
  you
• 49:43
  the
• 49:44
  name
• 49:44
  of
• 49:44
  a
• 49:44
  single
• 49:45
  manager,
• 49:45
  assistant
• 49:45
  manager
• 49:46
  at
• 49:46
  any
• 49:46
  hotel
• 49:47
  I've
• 49:47
  stayed
• 49:47
  at
• 49:48
  in
• 49:48
  my
• 49:48
  entire
• 49:49
  life.
• 49:49
  But
• 49:50
  I
• 49:50
  can
• 49:50
  name
• 49:51
  tons
• 49:52
  of
• 49:52
  people
• 49:52
  that
• 49:52
  work
• 49:53
  at
• 49:53
  campgrounds
• 49:53
  where
• 49:54
  I've
• 49:54
  stayed
• 49:54
  and
• 49:54
  I've
• 49:55
  met
• 49:55
  'em
• 49:55
  and
• 49:55
  I've
• 49:56
  made
• 49:56
  friends
• 49:57
  and
• 49:57
  that
• 49:57
  is
• 49:57
  just
• 49:58
  timeless.
• 49:58
  And
• 49:58
  so
• 49:59
  even
• 49:59
  if
• 49:59
  you
• 49:59
  don't
• 50:00
  get
• 50:00
  technology
• 50:01
  and
• 50:01
  you
• 50:01
  don't
• 50:01
  understand
• 50:02
  all
• 50:02
  the
• 50:02
  other
• 50:03
  things
• 50:03
  we're
• 50:03
  talking
• 50:03
  about,
• 50:04
  the
• 50:04
  one
• 50:04
  thing
• 50:05
  you
• 50:05
  can
• 50:05
  do
• 50:06
  is
• 50:06
  make
• 50:06
  sure
• 50:06
  you're
• 50:06
  out
• 50:07
  and
• 50:07
  engaging
• 50:08
  with
• 50:08
  your
• 50:08
  customer.
• 50:08
  And
• 50:09
  that's
• 50:09
  gonna
• 50:09
  mean
• 50:09
  the
• 50:10
  world
• 50:10
  to
• 50:10
  whether
• 50:11
  they
• 50:11
  return
• 50:11
  and
• 50:11
  come
• 50:11
  back.
• 50:12
  It's
• 50:12
  also
• 50:13
  gonna
• 50:13
  help
• 50:13
  you
• 50:13
  understand
• 50:13
  them.
• 50:14
  So
• 50:14
  again,
• 50:14
  you're
• 50:14
  talking
• 50:14
  about
• 50:15
  knowing
• 50:15
  the
• 50:15
  names
• 50:16
  of
• 50:16
  people,
• 50:16
  and
• 50:16
  I
• 50:16
  agree
• 50:17
  with
• 50:17
  you.
• 50:17
  I
• 50:17
  don't
• 50:17
  know
• 50:17
  the
• 50:17
  name
• 50:18
  of
• 50:18
  anybody
• 50:18
  at
• 50:18
  a
• 50:18
  hotel.
• 50:19
  Maybe
• 50:20
  that
• 50:20
  I
• 50:20
  can
• 50:20
  think
• 50:20
  of.
• 50:20
  If
• 50:20
  I
• 50:20
  had
• 50:20
  to
• 50:21
  sit
• 50:21
  here
• 50:21
  for
• 50:21
  an
• 50:21
  hour,
• 50:21
  perhaps
• 50:22
  somebody
• 50:22
  who
• 50:22
  treated
• 50:22
  me
• 50:23
  and
• 50:23
  went
• 50:23
  outta
• 50:23
  their
• 50:23
  way
• 50:23
  to
• 50:23
  do
• 50:23
  something,
• 50:24
  I
• 50:24
  could
• 50:24
  probably
• 50:24
  think
• 50:25
  of
• 50:25
  something.
• 50:25
  But
• 50:25
  yeah,
• 50:26
  it
• 50:26
  is
• 50:26
  the
• 50:26
  same
• 50:26
  way.
• 50:27
  If
• 50:27
  you
• 50:27
  are.
• 50:28
  If
• 50:28
  you're
• 50:28
  out
• 50:28
  there
• 50:28
  talking
• 50:29
  to
• 50:29
  your
• 50:29
  guests
• 50:29
  and
• 50:29
  engaging
• 50:29
  with
• 50:30
  your
• 50:30
  guests
• 50:30
  and
• 50:30
  learning
• 50:30
  what
• 50:31
  they
• 50:31
  have
• 50:31
  to
• 50:31
  do,
• 50:31
  then
• 50:31
  you're
• 50:31
  gonna
• 50:32
  understand
• 50:32
  their
• 50:32
  insights
• 50:33
  and
• 50:33
  where
• 50:33
  they're
• 50:33
  coming
• 50:33
  from
• 50:33
  and
• 50:34
  how
• 50:34
  to
• 50:34
  serve
• 50:34
  them
• 50:34
  better.
• 50:34
  And
• 50:34
  all
• 50:34
  those
• 50:35
  kinds
• 50:35
  of
• 50:35
  things.
• 50:35
  I
• 50:35
  had
• 50:35
  a
• 50:35
  larger
• 50:35
  point.
• 50:36
  I
• 50:36
  forgot
• 50:36
  a
• 50:37
  little
• 50:37
  brain
• 50:37
  fart,
• 50:37
  so
• 50:38
  maybe
• 50:38
  it'll
• 50:38
  come
• 50:38
  back
• 50:38
  to
• 50:38
  me.
• 50:40
  I
• 50:40
  think
• 50:40
  one
• 50:41
  thing
• 50:41
  that's
• 50:41
  gonna
• 50:41
  be
• 50:42
  to
• 50:42
  that
• 50:42
  point
• 50:42
  that
• 50:43
  I
• 50:43
  think
• 50:43
  is
• 50:44
  gonna
• 50:44
  shift
• 50:44
  is
• 50:45
  I
• 50:45
  don't
• 50:45
  disagree
• 50:45
  with
• 50:46
  you
• 50:46
  guys.
• 50:46
  We
• 50:46
  have
• 50:47
  to
• 50:47
  make
• 50:47
  sure
• 50:47
  that
• 50:48
  in-person
• 50:48
  interaction
• 50:49
  guest
• 50:50
  and
• 50:50
  guest
• 50:50
  engagement
• 50:51
  is
• 50:51
  at
• 50:51
  a
• 50:51
  quality
• 50:52
  level.
• 50:52
  I
• 50:52
  think
• 50:53
  though
• 50:53
  that
• 50:53
  as
• 50:54
  these
• 50:55
  younger
• 50:55
  generations
• 50:56
  come
• 50:56
  in
• 50:56
  can
• 50:56
  tell
• 50:56
  you,
• 50:58
  I,
• 50:58
  when
• 50:58
  I
• 50:58
  go
• 50:58
  and
• 50:59
  stay
• 50:59
  somewhere,
• 50:59
  I
• 50:59
  don't
• 51:00
  want
• 51:00
  to
• 51:00
  have
• 51:01
  to
• 51:01
  talk
• 51:01
  to
• 51:01
  someone
• 51:02
  unless
• 51:02
  I
• 51:02
  need
• 51:03
  something.
• 51:03
  it's
• 51:03
  not,
• 51:04
  it's
• 51:04
  a
• 51:04
  totally
• 51:04
  different
• 51:05
  shift.
• 51:05
  And
• 51:05
  so
• 51:06
  we
• 51:06
  have
• 51:07
  to
• 51:08
  change
• 51:08
  our
• 51:08
  thinking.
• 51:09
  We
• 51:09
  are
• 51:09
  telling
• 51:10
  a
• 51:10
  story
• 51:11
  behind
• 51:11
  the
• 51:11
  comp,
• 51:12
  the
• 51:12
  entity
• 51:12
  behind
• 51:13
  the
• 51:13
  brand
• 51:13
  behind
• 51:14
  your
• 51:14
  property.
• 51:15
  What
• 51:15
  do
• 51:15
  you
• 51:15
  stand
• 51:16
  for?
• 51:17
  What
• 51:17
  what
• 51:17
  are
• 51:17
  you
• 51:17
  doing
• 51:18
  in
• 51:18
  your
• 51:18
  community?
• 51:19
  How
• 51:19
  can
• 51:19
  you
• 51:19
  drive
• 51:20
  Goodwill
• 51:20
  through
• 51:21
  your
• 51:21
  brand?
• 51:21
  And
• 51:22
  you
• 51:22
  will,
• 51:23
  I,
• 51:23
  I
• 51:23
  think
• 51:24
  the
• 51:24
  generations
• 51:25
  that
• 51:25
  are
• 51:25
  coming
• 51:25
  into
• 51:25
  the
• 51:25
  space
• 51:26
  are
• 51:26
  almost
• 51:27
  going
• 51:27
  to
• 51:27
  value
• 51:27
  that
• 51:28
  more.
• 51:29
  Yes,
• 51:29
  they
• 51:29
  will
• 51:29
  always
• 51:29
  want
• 51:30
  a
• 51:30
  pleasant
• 51:30
  interaction,
• 51:31
  but
• 51:32
  I
• 51:32
  think
• 51:32
  that
• 51:32
  they
• 51:32
  are
• 51:32
  going
• 51:33
  to
• 51:33
  wanna
• 51:33
  support
• 51:34
  these
• 51:34
  good
• 51:34
  brands
• 51:35
  that
• 51:35
  do
• 51:35
  good
• 51:35
  things.
• 51:36
  And
• 51:36
  you
• 51:36
  can
• 51:37
  do
• 51:37
  that
• 51:37
  as
• 51:37
  a
• 51:37
  one
• 51:38
  off
• 51:38
  brand.
• 51:38
  You
• 51:38
  don't
• 51:38
  have
• 51:39
  to
• 51:39
  be
• 51:39
  part
• 51:39
  of
• 51:39
  a
• 51:39
  bigger
• 51:40
  portfolio.
• 51:42
  And
• 51:42
  that's
• 51:42
  why
• 51:43
  you
• 51:43
  can
• 51:43
  personalize
• 51:44
  the
• 51:44
  tech
• 51:44
  too.
• 51:45
  Like
• 51:45
  they
• 51:45
  want
• 51:45
  to
• 51:45
  have
• 51:45
  a
• 51:45
  good
• 51:46
  interaction,
• 51:46
  but
• 51:46
  not
• 51:46
  necessarily
• 51:47
  with
• 51:47
  a
• 51:47
  human.
• 51:48
  They
• 51:49
  just
• 51:49
  wanna
• 51:49
  have
• 51:49
  a
• 51:49
  good
• 51:49
  interaction.
• 51:50
  But
• 51:50
  you
• 51:50
  have
• 51:50
  the
• 51:50
  foster
• 51:51
  all,
• 51:51
  I
• 51:52
  see
• 51:52
  a
• 51:52
  world
• 51:52
  where
• 51:53
  I'm
• 51:53
  on
• 51:53
  my
• 51:53
  phone
• 51:54
  and
• 51:54
  I
• 51:54
  say,
• 51:54
  yeah,
• 51:55
  I'm
• 51:55
  gonna
• 51:55
  stay
• 51:56
  another
• 51:56
  couple
• 51:56
  hours.
• 51:57
  I'm
• 51:57
  doing
• 51:57
  good
• 51:57
  here.
• 51:57
  I'm
• 51:57
  gonna
• 51:58
  hit
• 51:58
  my
• 51:58
  app
• 51:58
  and
• 51:58
  then
• 51:58
  go
• 51:59
  interact
• 51:59
  with
• 51:59
  the
• 51:59
  staff,
• 52:00
  the
• 52:00
  guests,
• 52:00
  whatever
• 52:01
  like
• 52:01
  that,
• 52:02
  hang
• 52:02
  out
• 52:02
  and
• 52:02
  tell
• 52:03
  stories
• 52:03
  and
• 52:03
  have
• 52:03
  that
• 52:04
  human
• 52:04
  contact.
• 52:04
  Because
• 52:05
  I
• 52:05
  mean
• 52:05
  to
• 52:05
  everybody's
• 52:06
  point,
• 52:06
  we're,
• 52:06
  it's
• 52:06
  a,
• 52:07
  let's
• 52:07
  not
• 52:07
  forget
• 52:07
  hospitality
• 52:08
  at
• 52:08
  the
• 52:08
  core,
• 52:09
  whether
• 52:09
  it's
• 52:09
  experiential
• 52:10
  hospitality,
• 52:11
  outdoor
• 52:11
  hospitality,
• 52:12
  it's
• 52:12
  hospitality
• 52:13
  centric.
• 52:14
  So
• 52:14
  providing
• 52:14
  that
• 52:15
  environment
• 52:15
  that
• 52:15
  speaks
• 52:16
  to
• 52:16
  what
• 52:16
  their
• 52:16
  lifestyles
• 52:17
  are
• 52:17
  about
• 52:18
  and
• 52:18
  to
• 52:18
  Scott's
• 52:19
  point
• 52:19
  the
• 52:19
  engagement
• 52:20
  a
• 52:20
  higher
• 52:20
  purpose,
• 52:21
  higher
• 52:21
  calling,
• 52:21
  you
• 52:21
  can
• 52:22
  have
• 52:22
  the
• 52:22
  best
• 52:22
  of
• 52:22
  all
• 52:22
  worlds.
• 52:23
  You
• 52:23
  can
• 52:23
  extend
• 52:24
  your
• 52:24
  checkout
• 52:24
  on
• 52:24
  your
• 52:25
  app
• 52:25
  and
• 52:25
  then
• 52:25
  go
• 52:25
  back
• 52:25
  to
• 52:26
  great
• 52:26
  community
• 52:27
  engagement
• 52:27
  with
• 52:27
  staff
• 52:28
  and
• 52:28
  have
• 52:29
  an
• 52:29
  amazing
• 52:29
  experience.
• 52:30
  And,
• 52:30
  I'm
• 52:30
  like
• 52:30
  everybody
• 52:31
  else.
• 52:31
  I
• 52:31
  don't
• 52:31
  remember
• 52:31
  the
• 52:32
  names
• 52:32
  of
• 52:32
  the
• 52:32
  people
• 52:33
  where
• 52:33
  I've
• 52:33
  stayed,
• 52:33
  but
• 52:34
  I
• 52:34
  remember
• 52:34
  how
• 52:34
  I
• 52:34
  felt
• 52:35
  about
• 52:35
  where
• 52:35
  I
• 52:35
  stayed.
• 52:36
  that's
• 52:36
  what
• 52:37
  I,
• 52:37
  that's
• 52:37
  what
• 52:37
  I,
• 52:38
  me
• 52:38
  nobody's
• 52:39
  ever
• 52:39
  suggesting
• 52:40
  is
• 52:40
  ever
• 52:40
  suggesting
• 52:41
  getting
• 52:41
  rid
• 52:41
  of
• 52:41
  humans.
• 52:42
  I'm
• 52:42
  sorry,
• 52:42
  Randy.
• 52:42
  I
• 52:42
  didn't
• 52:42
  mean
• 52:42
  to
• 52:42
  cut
• 52:43
  you
• 52:43
  off.
• 52:43
  I
• 52:43
  was
• 52:43
  just
• 52:43
  like
• 52:43
  no,
• 52:43
  you're
• 52:44
  fine.
• 52:45
  I
• 52:45
  was
• 52:45
  gonna
• 52:45
  say
• 52:45
  nobody
• 52:45
  has
• 52:46
  nobody's
• 52:46
  ever
• 52:46
  suggesting
• 52:47
  getting
• 52:47
  rid
• 52:47
  of
• 52:47
  humans
• 52:47
  but
• 52:48
  BEC
• 52:48
  look
• 52:48
  at
• 52:48
  what
• 52:48
  we're
• 52:48
  having
• 52:48
  now
• 52:49
  with
• 52:49
  the
• 52:49
  staffing
• 52:49
  shortage.
• 52:50
  If
• 52:50
  you
• 52:50
  just
• 52:51
  implement
• 52:51
  technology
• 52:52
  and
• 52:52
  do
• 52:52
  it
• 52:52
  in
• 52:52
  a
• 52:52
  personal
• 52:53
  way,
• 52:53
  you
• 52:54
  can
• 52:54
  have
• 52:54
  the
• 52:54
  best
• 52:54
  of
• 52:54
  both
• 52:55
  worlds
• 52:55
  still.
• 52:55
  You
• 52:55
  can
• 52:56
  solve
• 52:56
  your
• 52:56
  staffing
• 52:56
  problems
• 52:57
  and
• 52:57
  still
• 52:57
  have
• 52:58
  you
• 52:58
  can
• 52:58
  still
• 52:58
  be
• 52:58
  there
• 52:58
  as
• 52:59
  the
• 52:59
  husband
• 52:59
  and
• 52:59
  wife
• 52:59
  team
• 52:59
  or
• 53:00
  the
• 53:00
  five
• 53:00
  person
• 53:00
  team
• 53:01
  or
• 53:01
  whatever,
• 53:01
  and
• 53:02
  still
• 53:02
  then
• 53:02
  take
• 53:03
  that
• 53:03
  bandwidth
• 53:03
  that
• 53:03
  was
• 53:04
  being
• 53:04
  used
• 53:04
  in
• 53:04
  other
• 53:05
  places
• 53:05
  and
• 53:05
  redirect
• 53:06
  it
• 53:06
  to
• 53:06
  better
• 53:06
  customer
• 53:07
  service
• 53:07
  or
• 53:07
  more
• 53:08
  understanding
• 53:08
  or
• 53:08
  better
• 53:08
  reports
• 53:09
  or
• 53:09
  whatever
• 53:10
  you
• 53:10
  need
• 53:10
  to
• 53:10
  do.
• 53:10
  So
• 53:10
  fixing
• 53:11
  the
• 53:11
  zero
• 53:11
  pipe
• 53:11
  in
• 53:12
  two
• 53:12
  weeks
• 53:12
  instead
• 53:12
  of
• 53:12
  four
• 53:13
  weeks
• 53:13
  or
• 53:13
  whatever
• 53:13
  it
• 53:13
  is,
• 53:14
  think
• 53:14
  that's
• 53:14
  the
• 53:14
  beauty
• 53:15
  of
• 53:15
  what
• 53:15
  we
• 53:15
  do,
• 53:15
  right?
• 53:16
  If
• 53:16
  you
• 53:16
  own
• 53:16
  an
• 53:16
  apartment
• 53:17
  building,
• 53:17
  you
• 53:18
  have.
• 53:19
  A
• 53:19
  bunch
• 53:20
  of
• 53:20
  squares
• 53:20
  that
• 53:20
  you
• 53:21
  need
• 53:21
  to
• 53:21
  fill
• 53:21
  up.
• 53:22
  And
• 53:22
  that's
• 53:22
  that
• 53:22
  doesn't
• 53:22
  say
• 53:23
  you
• 53:23
  can't
• 53:23
  be
• 53:23
  creative,
• 53:24
  but
• 53:24
  it's
• 53:24
  a
• 53:24
  linear,
• 53:25
  but
• 53:25
  with
• 53:25
  here
• 53:26
  we're
• 53:26
  talking
• 53:26
  about,
• 53:26
  I
• 53:27
  need
• 53:27
  some
• 53:27
  great
• 53:27
  technology
• 53:28
  and
• 53:28
  bitter
• 53:29
  human
• 53:29
  interaction
• 53:30
  and
• 53:30
  I
• 53:30
  need
• 53:30
  to
• 53:31
  sell
• 53:31
  my
• 53:31
  zip
• 53:31
  code
• 53:32
  and
• 53:32
  I
• 53:32
  need
• 53:32
  to
• 53:32
  be
• 53:33
  experiential
• 53:34
  and
• 53:34
  I
• 53:34
  need
• 53:34
  to
• 53:34
  be
• 53:34
  outdoor
• 53:35
  hospitality,
• 53:35
  but
• 53:35
  you
• 53:36
  can
• 53:36
  do
• 53:36
  all
• 53:36
  those
• 53:36
  things
• 53:37
  because
• 53:37
  you've
• 53:37
  got
• 53:37
  a
• 53:37
  canvas.
• 53:38
  You
• 53:38
  can
• 53:38
  move
• 53:39
  the
• 53:39
  things
• 53:39
  around
• 53:40
  and
• 53:40
  pivot
• 53:40
  and
• 53:41
  take
• 53:41
  the
• 53:41
  best
• 53:41
  of
• 53:41
  all
• 53:41
  worlds.
• 53:42
  I
• 53:42
  think
• 53:42
  that's,
• 53:43
  for
• 53:43
  me,
• 53:43
  that's
• 53:43
  the
• 53:44
  main
• 53:44
  takeaway.
• 53:44
  It
• 53:44
  doesn't
• 53:44
  have
• 53:45
  to
• 53:45
  be
• 53:45
  all
• 53:45
  tech
• 53:45
  or
• 53:46
  all
• 53:46
  people.
• 53:46
  It's
• 53:46
  a
• 53:46
  mixture
• 53:47
  of
• 53:47
  all.
• 53:49
  Yeah.
• 53:50
  Commenting
• 53:50
  in
• 53:50
  LinkedIn
• 53:51
  when
• 53:51
  standard
• 53:51
  slip
• 53:52
  family.
• 53:52
  Standard.
• 53:52
  Yeah.
• 53:53
  But
• 53:53
  standards
• 53:53
  are
• 53:54
  standards
• 53:54
  can
• 53:55
  be
• 53:55
  enhanced
• 53:55
  too.
• 53:57
  So
• 53:57
  I
• 53:57
  think
• 53:57
  there's
• 53:57
  a
• 53:58
  misnomer
• 53:58
  that
• 53:58
  you
• 53:59
  start
• 53:59
  here
• 53:59
  and
• 54:00
  I
• 54:00
  think
• 54:00
  I
• 54:00
  hear
• 54:00
  that
• 54:00
  from
• 54:00
  a
• 54:00
  lot
• 54:01
  of
• 54:01
  businesses.
• 54:01
  Here's
• 54:01
  my
• 54:01
  level
• 54:02
  of
• 54:02
  service,
• 54:03
  but
• 54:03
  then
• 54:03
  I
• 54:03
  slip
• 54:04
  over
• 54:04
  time.
• 54:04
  Maybe
• 54:04
  I
• 54:05
  get
• 54:05
  new
• 54:05
  managers
• 54:05
  or
• 54:05
  I
• 54:05
  focus
• 54:06
  elsewhere.
• 54:06
  I
• 54:06
  do
• 54:06
  what,
• 54:07
  but
• 54:07
  there's
• 54:07
  also
• 54:07
  an
• 54:07
  up,
• 54:09
  you
• 54:09
  can
• 54:09
  keep
• 54:09
  going
• 54:09
  up
• 54:09
  and
• 54:09
  up
• 54:09
  and
• 54:09
  up
• 54:09
  it
• 54:09
  up.
• 54:10
  And
• 54:10
  I
• 54:10
  think
• 54:10
  like
• 54:10
  I
• 54:10
  try
• 54:10
  to
• 54:10
  have
• 54:11
  that
• 54:11
  philosophy
• 54:11
  at
• 54:11
  my
• 54:11
  company
• 54:12
  and
• 54:12
  sometimes
• 54:12
  I
• 54:12
  fail
• 54:13
  at
• 54:13
  it
• 54:13
  terribly,
• 54:13
  but
• 54:13
  I
• 54:14
  always
• 54:14
  wanna
• 54:14
  get
• 54:14
  better.
• 54:14
  And
• 54:14
  sometimes
• 54:15
  I
• 54:15
  get
• 54:15
  better
• 54:16
  by
• 54:16
  two
• 54:16
  steps
• 54:16
  and
• 54:16
  backward
• 54:17
  three
• 54:17
  steps
• 54:17
  and
• 54:17
  better
• 54:18
  by,
• 54:18
  and
• 54:18
  it
• 54:18
  just
• 54:19
  goes
• 54:19
  up
• 54:19
  and
• 54:19
  down,
• 54:19
  but
• 54:20
  the
• 54:20
  goal
• 54:20
  is
• 54:20
  always
• 54:20
  the
• 54:20
  same
• 54:21
  to
• 54:21
  go
• 54:21
  up.
• 54:22
  Sometimes
• 54:22
  I
• 54:22
  fail
• 54:23
  and
• 54:23
  suck
• 54:23
  at
• 54:23
  it,
• 54:24
  but
• 54:24
  I
• 54:24
  try
• 54:25
  not
• 54:25
  Don,
• 54:25
  we
• 54:25
  all
• 54:26
  you're
• 54:26
  in
• 54:26
  good
• 54:26
  company.
• 54:28
  sure
• 54:28
  are.
• 54:28
  And
• 54:29
  then
• 54:29
  I
• 54:29
  remember
• 54:29
  my
• 54:29
  point
• 54:29
  from
• 54:30
  earlier
• 54:30
  about
• 54:30
  understanding
• 54:30
  your
• 54:30
  guests,
• 54:31
  right?
• 54:31
  It's
• 54:31
  and
• 54:31
  we
• 54:32
  gotta
• 54:32
  wrap
• 54:32
  up
• 54:32
  the
• 54:32
  show
• 54:32
  cause
• 54:32
  running
• 54:33
  up
• 54:33
  a
• 54:33
  few
• 54:33
  minutes
• 54:33
  late
• 54:33
  and
• 54:33
  Peggy
• 54:34
  says
• 54:34
  on
• 54:34
  LinkedIn,
• 54:34
  the
• 54:34
  staff
• 54:35
  must
• 54:35
  be
• 54:35
  friendly
• 54:35
  and
• 54:35
  professional,
• 54:36
  even
• 54:36
  in
• 54:36
  RV
• 54:36
  parks
• 54:36
  and
• 54:36
  campgrounds.
• 54:37
  Absolutely.
• 54:37
  Peggy,
• 54:38
  a
• 54:38
  hundred
• 54:38
  percent
• 54:38
  agree
• 54:38
  with
• 54:38
  you.
• 54:38
  Absolutely.
• 54:39
  But
• 54:39
  my
• 54:39
  larger
• 54:39
  point
• 54:40
  is
• 54:40
  just
• 54:40
  a
• 54:40
  lot
• 54:41
  of
• 54:41
  these
• 54:41
  people
• 54:41
  in
• 54:41
  understanding
• 54:42
  the
• 54:42
  basic
• 54:42
  necessity
• 54:43
  or
• 54:43
  basic
• 54:44
  things
• 54:44
  about
• 54:44
  their
• 54:45
  guests,
• 54:45
  right?
• 54:45
  You're
• 54:45
  we're
• 54:46
  talking
• 54:46
  about
• 54:46
  deep
• 54:46
  dives
• 54:47
  into
• 54:47
  analytics
• 54:48
  and
• 54:48
  customer
• 54:48
  profiles,
• 54:49
  but
• 54:49
  they
• 54:49
  haven't
• 54:50
  even
• 54:50
  asked
• 54:50
  the
• 54:50
  basic
• 54:50
  questions.
• 54:51
  And
• 54:51
  one
• 54:51
  of
• 54:51
  the
• 54:51
  best
• 54:51
  ones
• 54:52
  I
• 54:52
  give
• 54:52
  my
• 54:52
  clients
• 54:52
  is
• 54:53
  I've
• 54:53
  told
• 54:53
  Randy
• 54:53
  this,
• 54:54
  I
• 54:54
  don't
• 54:54
  know
• 54:54
  if
• 54:54
  I've
• 54:54
  told
• 54:54
  Scott
• 54:54
  this
• 54:55
  or
• 54:55
  Sandy
• 54:55
  this
• 54:55
  on
• 54:55
  the
• 54:55
  phone,
• 54:56
  but
• 54:56
  it's
• 54:56
  the
• 54:56
  best
• 54:56
  analogy
• 54:57
  that
• 54:57
  I've
• 54:57
  ever
• 54:57
  seen
• 54:57
  is
• 54:58
  why
• 54:58
  are
• 54:58
  you
• 54:58
  spending
• 54:59
  all
• 54:59
  this
• 54:59
  money
• 54:59
  on
• 54:59
  social
• 54:59
  posting
• 55:00
  and
• 55:00
  creating
• 55:00
  content?
• 55:01
  People
• 55:01
  are
• 55:01
  hiring
• 55:02
  people
• 55:02
  who
• 55:02
  work
• 55:02
  40
• 55:03
  to
• 55:03
  $60,000
• 55:04
  a
• 55:04
  year.
• 55:04
  And
• 55:04
  all
• 55:05
  they
• 55:05
  do
• 55:05
  is
• 55:05
  post
• 55:05
  on
• 55:05
  social
• 55:06
  media,
• 55:07
  but
• 55:07
  understand
• 55:07
  and
• 55:08
  think
• 55:08
  about,
• 55:08
  and
• 55:08
  put
• 55:08
  yourself
• 55:09
  in
• 55:09
  your
• 55:09
  guest
• 55:09
  shoes.
• 55:09
  Just
• 55:10
  like
• 55:10
  the
• 55:10
  names.
• 55:11
  How
• 55:11
  many
• 55:12
  times
• 55:12
  what's
• 55:12
  the
• 55:12
  last
• 55:13
  hotel
• 55:13
  you
• 55:13
  stayed
• 55:13
  at?
• 55:13
  Scott,
• 55:14
  Sandy,
• 55:14
  or
• 55:14
  Randy,
• 55:14
  where
• 55:14
  you
• 55:15
  went
• 55:15
  home
• 55:15
  from
• 55:15
  vacation.
• 55:16
  And
• 55:16
  you're
• 55:16
  like,
• 55:17
  man,
• 55:17
  I
• 55:17
  really
• 55:17
  wish
• 55:18
  I
• 55:18
  wonder
• 55:18
  what
• 55:18
  that
• 55:18
  Marriott
• 55:19
  is
• 55:19
  up
• 55:19
  to
• 55:19
  today.
• 55:20
  Let
• 55:20
  me
• 55:20
  go
• 55:20
  check
• 55:20
  out
• 55:20
  their
• 55:21
  Facebook
• 55:21
  page.
• 55:22
  No
• 55:22
  it
• 55:22
  doesn't
• 55:23
  happen.
• 55:23
  So
• 55:23
  you
• 55:23
  should
• 55:24
  be
• 55:24
  posting
• 55:24
  on
• 55:24
  social
• 55:25
  media,
• 55:26
  but
• 55:26
  stop
• 55:27
  looking
• 55:27
  at
• 55:27
  it.
• 55:27
  Like
• 55:27
  it
• 55:27
  was
• 55:28
  6,
• 55:28
  7,
• 55:29
  8
• 55:29
  years
• 55:29
  ago,
• 55:30
  right?
• 55:31
  It's
• 55:31
  totally
• 55:31
  use
• 55:32
  it
• 55:32
  as
• 55:32
  a
• 55:32
  tool.
• 55:33
  Totally.
• 55:33
  I
• 55:33
  just,
• 55:34
  yeah
• 55:34
  I
• 55:34
  just
• 55:35
  checked
• 55:35
  out
• 55:35
  salient,
• 55:36
  so
• 55:36
  I'll
• 55:36
  throw
• 55:36
  in
• 55:36
  my
• 55:37
  final
• 55:37
  point
• 55:37
  here.
• 55:38
  I
• 55:38
  just
• 55:38
  checked
• 55:38
  out
• 55:38
  this
• 55:38
  morning.
• 55:39
  There's
• 55:39
  a
• 55:39
  boutique
• 55:40
  motel
• 55:40
  in
• 55:41
  Salida,
• 55:41
  Colorado
• 55:41
  called
• 55:42
  amigo
• 55:42
  motor
• 55:43
  lodge.
• 55:43
  And
• 55:44
  I
• 55:44
  absolutely
• 55:45
  checked
• 55:45
  out
• 55:45
  and
• 55:46
  went
• 55:46
  to
• 55:46
  go
• 55:46
  follow
• 55:47
  on
• 55:47
  social
• 55:47
  media.
• 55:48
  And
• 55:48
  they're
• 55:48
  counting
• 55:49
  on
• 55:49
  that.
• 55:49
  They're
• 55:49
  not
• 55:49
  spending
• 55:50
  in
• 55:51
  other
• 55:51
  traditional
• 55:51
  marketing
• 55:52
  ways,
• 55:52
  but
• 55:53
  there's
• 55:53
  ways
• 55:53
  to
• 55:53
  do
• 55:53
  it.
• 55:53
  But
• 55:54
  to
• 55:54
  your
• 55:54
  point,
• 55:54
  Brian,
• 55:54
  don't
• 55:55
  post
• 55:55
  just
• 55:55
  a
• 55:56
  post,
• 55:57
  have
• 55:57
  a
• 55:57
  purpose.
• 55:59
  Oh
• 55:59
  yes.
• 55:59
  But
• 55:59
  also
• 56:00
  like
• 56:00
  there,
• 56:00
  I
• 56:00
  don't
• 56:00
  think
• 56:01
  there's
• 56:01
  a
• 56:01
  need
• 56:01
  anymore
• 56:01
  to
• 56:02
  spend,
• 56:02
  unless
• 56:02
  you're
• 56:03
  creating
• 56:03
  high
• 56:03
  level
• 56:04
  content
• 56:04
  and
• 56:04
  I
• 56:04
  know
• 56:04
  we're
• 56:05
  over.
• 56:05
  So
• 56:05
  if
• 56:05
  anyone
• 56:05
  needs
• 56:05
  to
• 56:05
  jump
• 56:06
  over
• 56:06
  it,
• 56:06
  jump
• 56:06
  out,
• 56:06
  that's
• 56:07
  fine.
• 56:07
  Creating
• 56:07
  the
• 56:07
  type
• 56:08
  of
• 56:08
  content
• 56:08
  where
• 56:08
  you
• 56:09
  go
• 56:09
  out
• 56:09
  and
• 56:09
  you're
• 56:09
  staging
• 56:10
  shots
• 56:10
  and,
• 56:11
  focusing
• 56:11
  on
• 56:12
  storytelling
• 56:12
  and
• 56:12
  this
• 56:13
  person
• 56:13
  that
• 56:13
  you
• 56:13
  have
• 56:13
  on
• 56:14
  your
• 56:14
  team
• 56:14
  is
• 56:14
  spending
• 56:15
  30
• 56:15
  to
• 56:15
  40
• 56:15
  hours
• 56:16
  a
• 56:16
  week
• 56:16
  creating
• 56:16
  it's
• 56:17
  a
• 56:17
  waste
• 56:17
  of.
• 56:18
  unless
• 56:19
  you're
• 56:19
  doing
• 56:19
  it
• 56:20
  really
• 56:20
  well.
• 56:20
  Like
• 56:21
  we
• 56:21
  had
• 56:21
  this
• 56:21
  conversation
• 56:21
  with
• 56:21
  a
• 56:21
  client
• 56:22
  about
• 56:22
  TikTok.
• 56:23
  Do
• 56:23
  I
• 56:23
  need
• 56:23
  a
• 56:23
  TikTok
• 56:24
  account?
• 56:24
  Yes,
• 56:24
  you
• 56:24
  need
• 56:25
  an
• 56:25
  account
• 56:25
  because
• 56:26
  40%
• 56:27
  of
• 56:27
  young
• 56:27
  adults
• 56:27
  are
• 56:27
  using
• 56:28
  Instagram
• 56:28
  and
• 56:28
  TikTok
• 56:28
  to
• 56:28
  search
• 56:29
  for
• 56:29
  local
• 56:29
  businesses.
• 56:30
  Now,
• 56:30
  so
• 56:30
  you
• 56:31
  a
• 56:31
  hundred
• 56:31
  percent
• 56:31
  need
• 56:31
  an
• 56:31
  account
• 56:32
  and
• 56:32
  that's
• 56:33
  a
• 56:33
  Google
• 56:33
  sta
• 56:33
  it's
• 56:33
  really
• 56:34
  a
• 56:34
  shock
• 56:34
  to
• 56:34
  me
• 56:34
  when
• 56:34
  I
• 56:34
  saw
• 56:35
  it.
• 56:35
  But
• 56:35
  Google
• 56:35
  came
• 56:36
  out
• 56:36
  and
• 56:36
  said
• 56:36
  that
• 56:36
  they're
• 56:36
  feeling
• 56:37
  threatened.
• 56:37
  But
• 56:37
  what
• 56:38
  you
• 56:38
  don't
• 56:38
  need
• 56:38
  is
• 56:38
  to
• 56:38
  create
• 56:39
  content
• 56:39
  regularly
• 56:39
  for
• 56:40
  TikTok,
• 56:40
  because
• 56:41
  nobody
• 56:41
  wants
• 56:41
  to
• 56:41
  see
• 56:42
  what
• 56:42
  you're
• 56:42
  talking
• 56:42
  about.
• 56:42
  They
• 56:43
  don't
• 56:43
  want
• 56:43
  to
• 56:43
  be
• 56:43
  sold
• 56:43
  a
• 56:43
  Campground.
• 56:44
  Now,
• 56:44
  if
• 56:45
  you
• 56:45
  have
• 56:45
  a
• 56:45
  awesome
• 56:46
  manager,
• 56:46
  who's
• 56:47
  super
• 56:47
  personal
• 56:48
  and
• 56:48
  can
• 56:48
  dance
• 56:48
  around
• 56:48
  and
• 56:49
  do
• 56:49
  all
• 56:49
  kinds
• 56:49
  of
• 56:49
  fun
• 56:49
  things
• 56:50
  and
• 56:50
  do
• 56:50
  that
• 56:50
  three
• 56:50
  to
• 56:50
  five
• 56:51
  times
• 56:51
  a
• 56:51
  week,
• 56:52
  absolutely
• 56:52
  post
• 56:52
  on
• 56:53
  TikTok,
• 56:53
  but
• 56:54
  99%
• 56:54
  of
• 56:54
  people
• 56:54
  don't
• 56:54
  have
• 56:55
  that.
• 56:55
  So
• 56:56
  what
• 56:56
  you
• 56:56
  need
• 56:56
  to
• 56:56
  be
• 56:56
  able
• 56:56
  to
• 56:56
  be
• 56:57
  just
• 56:57
  discoverable.
• 56:59
  Yeah.
• 56:59
  Agreed.
• 57:00
  You've
• 57:00
  gotta,
• 57:00
  you're
• 57:01
  spending
• 57:01
  dollars
• 57:02
  to
• 57:03
  direct
• 57:03
  people
• 57:04
  often
• 57:04
  to,
• 57:05
  to
• 57:05
  these
• 57:05
  social
• 57:05
  profiles
• 57:06
  and
• 57:06
  you've
• 57:07
  gotta
• 57:07
  have
• 57:07
  some
• 57:07
  sort
• 57:07
  of
• 57:07
  presence
• 57:08
  there.
• 57:08
  But
• 57:08
  the
• 57:09
  ideal
• 57:09
  in
• 57:09
  our
• 57:09
  world
• 57:10
  anyways,
• 57:10
  is
• 57:11
  having
• 57:11
  more.
• 57:11
  Guest
• 57:12
  driven
• 57:12
  content
• 57:13
  around,
• 57:14
  around
• 57:15
  your
• 57:15
  handle
• 57:15
  so
• 57:16
  that
• 57:16
  it's
• 57:16
  more
• 57:17
  authentic.
• 57:17
  Guests
• 57:18
  can
• 57:18
  put
• 57:18
  themselves
• 57:19
  in
• 57:19
  their
• 57:19
  shoes
• 57:19
  with
• 57:19
  how
• 57:20
  they
• 57:20
  see
• 57:21
  other
• 57:21
  guests
• 57:22
  experiencing
• 57:22
  your
• 57:22
  property.
• 57:23
  Not
• 57:23
  necessarily
• 57:24
  the
• 57:24
  canned
• 57:25
  posts
• 57:25
  for
• 57:25
  sure.
• 57:26
  Totally
• 57:26
  agree.
• 57:27
  But
• 57:27
  those
• 57:27
  posts
• 57:27
  need
• 57:27
  to
• 57:27
  be
• 57:28
  told
• 57:28
  on
• 57:28
  your
• 57:28
  website
• 57:30
  first.
• 57:30
  Sure.
• 57:31
  Yep.
• 57:31
  Then
• 57:32
  disseminated
• 57:32
  to
• 57:32
  social
• 57:33
  because
• 57:33
  social
• 57:34
  is
• 57:34
  not
• 57:34
  what
• 57:34
  it
• 57:34
  used
• 57:35
  to
• 57:35
  be
• 57:35
  and
• 57:35
  it's
• 57:36
  switching
• 57:36
  totally
• 57:37
  to
• 57:37
  content
• 57:37
  discovery.
• 57:38
  Yeah.
• 57:39
  And
• 57:39
  so
• 57:39
  your
• 57:39
  branding
• 57:40
  of
• 57:40
  your
• 57:40
  property
• 57:41
  and
• 57:41
  your
• 57:41
  information
• 57:42
  needs
• 57:42
  to
• 57:42
  be
• 57:42
  unsocial,
• 57:43
  but
• 57:43
  it
• 57:43
  needs
• 57:43
  to
• 57:43
  be
• 57:43
  done
• 57:43
  from
• 57:44
  a,
• 57:44
  this
• 57:44
  is
• 57:44
  my
• 57:44
  website
• 57:45
  first
• 57:45
  because
• 57:45
  this,
• 57:46
  or
• 57:46
  whatever
• 57:46
  your
• 57:46
  first
• 57:46
  perspective
• 57:47
  is.
• 57:47
  But
• 57:47
  you
• 57:47
  don't
• 57:47
  need
• 57:48
  to
• 57:48
  rent
• 57:48
  an
• 57:48
  audience
• 57:48
  as
• 57:49
  I
• 57:49
  think
• 57:49
  you're
• 57:49
  saying
• 57:49
  too.
• 57:49
  And
• 57:50
  I
• 57:50
  see
• 57:50
  that
• 57:50
  with
• 57:50
  restaurants
• 57:51
  I,
• 57:51
  it
• 57:51
  frustrates
• 57:51
  the
• 57:52
  heck
• 57:52
  outta
• 57:52
  me
• 57:52
  when
• 57:52
  I'm
• 57:52
  trying
• 57:52
  to
• 57:52
  find
• 57:53
  a
• 57:53
  menu
• 57:53
  for
• 57:53
  a
• 57:53
  restaurant
• 57:54
  and
• 57:54
  I'm
• 57:54
  traveling
• 57:54
  and
• 57:54
  their
• 57:55
  website
• 57:55
  on
• 57:55
  Google
• 57:55
  is
• 57:55
  their
• 57:56
  Facebook
• 57:56
  page.
• 57:57
  What
• 57:59
  totally.
• 58:00
  Okay.
• 58:01
  I
• 58:01
  think
• 58:01
  that's
• 58:01
  all
• 58:01
  we've
• 58:01
  got,
• 58:01
  unless
• 58:02
  you
• 58:02
  gentlemen
• 58:02
  have
• 58:02
  anything
• 58:02
  else
• 58:02
  to
• 58:03
  add
• 58:03
  or
• 58:03
  Sandy
• 58:03
  really
• 58:03
  appreciate
• 58:04
  you
• 58:04
  guys
• 58:04
  all
• 58:04
  being
• 58:04
  here
• 58:05
  today.
• 58:05
  Sorry.
• 58:05
  We
• 58:05
  had
• 58:05
  some
• 58:06
  technical
• 58:06
  difficulties
• 58:07
  with
• 58:07
  Iver
• 58:07
  and
• 58:07
  I
• 58:07
  think
• 58:07
  Cara
• 58:08
  was
• 58:08
  having
• 58:08
  the
• 58:08
  same
• 58:08
  issues.
• 58:09
  And
• 58:09
  obviously
• 58:09
  I
• 58:10
  had
• 58:10
  the,
• 58:10
  whatever
• 58:10
  was
• 58:11
  happening
• 58:11
  in
• 58:11
  the
• 58:11
  background
• 58:11
  with
• 58:11
  me.
• 58:12
  So
• 58:12
  we'll
• 58:12
  move
• 58:12
  on,
• 58:12
  have
• 58:12
  a
• 58:12
  good
• 58:13
  show
• 58:13
  next
• 58:13
  week,
• 58:13
  super
• 58:13
  appreciative
• 58:14
  of
• 58:14
  the
• 58:14
  great
• 58:15
  absolute
• 58:15
  discussion.
• 58:16
  We're
• 58:16
  gonna
• 58:16
  have
• 58:16
  to
• 58:16
  focus
• 58:16
  on
• 58:16
  and
• 58:17
  figure
• 58:17
  out
• 58:17
  ways
• 58:17
  to
• 58:17
  figure
• 58:17
  out
• 58:17
  the
• 58:18
  school
• 58:18
  education
• 58:18
  thing.
• 58:18
  Cause
• 58:18
  I
• 58:18
  think
• 58:19
  the
• 58:19
  industry
• 58:19
  definitely
• 58:19
  needs
• 58:20
  it
• 58:20
  and
• 58:20
  we've
• 58:20
  got
• 58:20
  some
• 58:20
  smart
• 58:20
  people
• 58:21
  here
• 58:21
  on
• 58:22
  this
• 58:22
  show
• 58:22
  and
• 58:22
  who
• 58:22
  we
• 58:22
  all
• 58:22
  talk
• 58:23
  to
• 58:23
  on
• 58:23
  a
• 58:23
  regular
• 58:24
  basis
• 58:24
  too.
• 58:24
  And
• 58:25
  seems
• 58:25
  to
• 58:25
  be
• 58:25
  a
• 58:25
  problem
• 58:25
  that
• 58:25
  we
• 58:26
  can
• 58:26
  probably
• 58:26
  help
• 58:26
  the
• 58:27
  industry
• 58:27
  solve
• 58:28
  now
• 58:28
  in
• 58:28
  the
• 58:28
  future.
• 58:29
  So
• 58:29
  really
• 58:29
  appreciate
• 58:30
  you
• 58:30
  guys
• 58:30
  watching
• 58:30
  another
• 58:30
  episode
• 58:31
  of
• 58:31
  MC
• 58:31
  Fireside
• 58:31
  Chats
• 58:32
  and
• 58:32
  Brian
• 58:32
  Searl
• 58:32
  with
• 58:32
  Insider
• 58:33
  Perks
• 58:33
  as
• 58:33
  always.
• 58:33
  Thanks
• 58:33
  against
• 58:34
  Scott,
• 58:34
  Randy,
• 58:34
  Sandy
• 58:34
  Randy
• 58:35
  and
• 58:35
  Sandy
• 58:35
  actually
• 58:35
  rhyme.
• 58:36
  I
• 58:36
  just
• 58:36
  realized
• 58:36
  that
• 58:37
  for
• 58:37
  the
• 58:37
  first
• 58:37
  time.
• 58:37
  We
• 58:37
  should
• 58:37
  start
• 58:38
  introducing
• 58:38
  you
• 58:38
  guys
• 58:38
  like
• 58:38
  that
• 58:39
  next
• 58:39
  week
• 58:39
  is
• 58:39
  our
• 58:39
  glamping
• 58:40
  focus
• 58:40
  show
• 58:41
  Ruben
• 58:41
  and
• 58:41
  I
• 58:41
  will
• 58:41
  be
• 58:42
  having
• 58:42
  some
• 58:42
  regular
• 58:42
  recurring
• 58:43
  guests,
• 58:43
  some
• 58:43
  people
• 58:43
  on
• 58:44
  talk
• 58:44
  about
• 58:44
  the
• 58:44
  glamping
• 58:44
  show
• 58:44
  and
• 58:44
  other
• 58:45
  things
• 58:45
  like
• 58:45
  that.
• 58:45
  So
• 58:45
  join
• 58:45
  us
• 58:46
  then
• 58:46
  and
• 58:46
  until
• 58:46
  then,
• 58:47
  take
• 58:47
  care
• 58:47
  guys.
• 58:47
  See
• 58:48
  you
• 58:48
  there.
• 58:49
  Bye.
• 58:50
  Thanks.