Latest / MC Fireside Chats, an Outdoor Hospitality Podcast / MC Fireside Chats - January 19th, 2022

Transcript

MC Fireside Chats - January 19th, 2022 · MC Fireside Chats, an Outdoor Hospitality Podcast

• 0:51
  What's
• 0:51
  up
• 0:52
  everybody.
• 0:52
  My
• 0:52
  name
• 0:52
  is
• 0:52
  Brian
• 0:53
  with
• 0:53
  Insider
• 0:53
  Perks.
• 0:54
  Happy
• 0:54
  to
• 0:54
  have
• 0:54
  you
• 0:54
  join
• 0:54
  us
• 0:54
  for
• 0:55
  another
• 0:55
  episode
• 0:55
  of
• 0:55
  MC
• 0:55
  Fireside
• 0:56
  Chats.
• 0:56
  Hopefully
• 0:57
  you
• 0:57
  can
• 0:57
  hear
• 0:57
  me.
• 0:57
  Okay.
• 0:57
  Cause
• 0:57
  I
• 0:57
  decided
• 0:58
  to
• 0:58
  do
• 0:58
  something
• 0:58
  crazy
• 0:59
  again
• 0:59
  and
• 0:59
  stand
• 0:59
  outside
• 1:00
  with
• 1:00
  my.
• 1:01
  On
• 1:01
  a
• 1:01
  new
• 1:01
  tripod
• 1:02
  that
• 1:02
  I
• 1:02
  just
• 1:02
  got.
• 1:03
  So
• 1:03
  we'll
• 1:03
  see
• 1:03
  how
• 1:03
  the
• 1:03
  show
• 1:04
  goes,
• 1:04
  but
• 1:04
  super
• 1:04
  excited
• 1:04
  to
• 1:04
  have
• 1:05
  a
• 1:05
  couple
• 1:05
  of
• 1:05
  awesome
• 1:05
  guests
• 1:06
  with
• 1:06
  us
• 1:06
  today.
• 1:06
  We're
• 1:06
  going
• 1:06
  to
• 1:06
  turn
• 1:07
  the
• 1:07
  third
• 1:07
  week
• 1:07
  of
• 1:08
  each
• 1:08
  month
• 1:08
  into
• 1:08
  kind
• 1:08
  of
• 1:09
  a
• 1:09
  campground
• 1:09
  owner
• 1:10
  show
• 1:10
  where
• 1:10
  we're
• 1:10
  going
• 1:11
  to
• 1:11
  have
• 1:11
  some
• 1:11
  campground
• 1:11
  owners
• 1:12
  and
• 1:12
  people
• 1:12
  who
• 1:12
  speak
• 1:13
  regularly
• 1:13
  to
• 1:13
  campground
• 1:14
  owners
• 1:14
  talk
• 1:14
  about
• 1:14
  what's
• 1:15
  on
• 1:15
  their
• 1:15
  minds
• 1:16
  at
• 1:16
  this
• 1:16
  time
• 1:16
  of
• 1:16
  year,
• 1:16
  what's
• 1:17
  going
• 1:17
  through
• 1:17
  their
• 1:17
  heads.
• 1:17
  What
• 1:17
  they're
• 1:18
  thinking
• 1:18
  about,
• 1:19
  what's
• 1:19
  changed
• 1:19
  in
• 1:19
  the
• 1:19
  industry
• 1:20
  and
• 1:20
  hasn't
• 1:20
  changed
• 1:20
  the
• 1:20
  industry
• 1:21
  for
• 1:21
  them
• 1:21
  and
• 1:21
  just
• 1:21
  get
• 1:21
  their
• 1:21
  perspective
• 1:23
  and
• 1:23
  do
• 1:23
  a
• 1:23
  different
• 1:23
  thing
• 1:23
  every
• 1:24
  three
• 1:24
  weeks
• 1:24
  or
• 1:25
  every
• 1:25
  third
• 1:25
  week
• 1:25
  or
• 1:25
  so.
• 1:26
  So
• 1:26
  Heather
• 1:26
  Blankenship
• 1:27
  is
• 1:27
  going
• 1:27
  to
• 1:27
  be
• 1:27
  one
• 1:27
  of
• 1:27
  our
• 1:27
  regular
• 1:28
  panelists
• 1:28
  here.
• 1:28
  She's
• 1:29
  owns
• 1:29
  the
• 1:29
  cushion
• 1:29
  for
• 1:29
  Jellystone
• 1:30
  park
• 1:30
  among
• 1:31
  40
• 1:31
  other
• 1:31
  things
• 1:31
  that
• 1:31
  she
• 1:31
  does
• 1:32
  on
• 1:32
  a
• 1:32
  regular
• 1:32
  basis.
• 1:32
  We
• 1:33
  got
• 1:33
  to
• 1:33
  go
• 1:33
  do
• 1:33
  medic
• 1:33
  who
• 1:33
  owns
• 1:34
  at
• 1:34
  my
• 1:34
  community,
• 1:35
  are
• 1:35
  they
• 1:35
  regularly
• 1:35
  travel
• 1:36
  around
• 1:36
  in
• 1:36
  their
• 1:36
  RV,
• 1:37
  him
• 1:37
  and
• 1:37
  his
• 1:37
  wife
• 1:37
  rose
• 1:38
  their
• 1:38
  kids,
• 1:39
  stuff
• 1:39
  like
• 1:39
  that.
• 1:39
  And
• 1:39
  so
• 1:39
  they
• 1:39
  interact
• 1:40
  with
• 1:40
  a
• 1:40
  lot
• 1:40
  of
• 1:40
  park
• 1:40
  owners
• 1:41
  doing
• 1:41
  apps,
• 1:41
  net
• 1:41
  development,
• 1:42
  things
• 1:42
  like
• 1:42
  that.
• 1:42
  We've
• 1:43
  got
• 1:43
  Kevin
• 1:43
  Long
• 1:43
  from
• 1:43
  the
• 1:44
  dirt.
• 1:44
  He's
• 1:44
  not
• 1:44
  gonna
• 1:44
  be
• 1:44
  a
• 1:44
  regular
• 1:45
  panelists
• 1:45
  with
• 1:45
  us,
• 1:46
  a
• 1:46
  book,
• 1:46
  this
• 1:46
  kind
• 1:46
  of
• 1:46
  show
• 1:47
  in
• 1:47
  advance
• 1:47
  before
• 1:47
  we
• 1:47
  knew
• 1:48
  what
• 1:48
  direction
• 1:48
  we
• 1:48
  wanted
• 1:48
  to
• 1:48
  go
• 1:49
  in
• 1:49
  with
• 1:49
  it.
• 1:49
  But
• 1:49
  we're
• 1:49
  super
• 1:50
  excited
• 1:50
  to
• 1:50
  have
• 1:50
  him
• 1:50
  on
• 1:50
  here
• 1:51
  to
• 1:51
  talk
• 1:51
  about
• 1:51
  just
• 1:51
  the
• 1:51
  dirt
• 1:52
  and
• 1:52
  some
• 1:52
  of
• 1:52
  the
• 1:52
  things
• 1:52
  that
• 1:53
  they're
• 1:53
  doing
• 1:53
  in
• 1:53
  the
• 1:53
  industry
• 1:54
  how
• 1:54
  you
• 1:54
  guys
• 1:54
  can
• 1:54
  benefit
• 1:54
  as
• 1:55
  Canberra.
• 1:56
  And
• 1:56
  then
• 1:56
  obviously
• 1:57
  you've
• 1:57
  got
• 1:57
  Angela
• 1:57
  Hilton,
• 1:57
  the
• 1:58
  editor
• 1:58
  in
• 1:58
  chief
• 1:58
  of
• 1:58
  Modern
• 1:59
  Campground.
• 1:59
  Cara
• 2:00
  could
• 2:00
  not
• 2:00
  join
• 2:00
  us
• 2:00
  today.
• 2:01
  And
• 2:01
  then
• 2:01
  we
• 2:01
  have
• 2:02
  a,
• 2:02
  hopefully
• 2:02
  Gary
• 2:02
  Quigley,
• 2:03
  Thomas
• 2:03
  Barrow,
• 2:04
  and
• 2:04
  maybe
• 2:04
  a
• 2:04
  couple
• 2:04
  other
• 2:04
  owners
• 2:05
  who
• 2:05
  will
• 2:05
  be
• 2:05
  joining
• 2:05
  us
• 2:05
  too
• 2:06
  as
• 2:06
  well.
• 2:06
  Thomas
• 2:06
  is
• 2:06
  at
• 2:06
  the
• 2:07
  Florida
• 2:07
  RV
• 2:07
  show
• 2:07
  and
• 2:08
  Gary
• 2:08
  is
• 2:08
  in
• 2:08
  jury
• 2:08
  duty,
• 2:09
  which
• 2:09
  does
• 2:09
  not
• 2:10
  sound
• 2:10
  nearly
• 2:10
  as
• 2:10
  fun
• 2:10
  as
• 2:11
  being
• 2:11
  on
• 2:11
  a
• 2:11
  show.
• 2:13
  He's
• 2:13
  doing
• 2:13
  his
• 2:13
  duty.
• 2:13
  So
• 2:14
  we're
• 2:14
  really
• 2:14
  proud
• 2:14
  of
• 2:14
  him
• 2:15
  for
• 2:15
  that
• 2:15
  civic
• 2:16
  thing.
• 2:16
  And
• 2:16
  you
• 2:16
  can
• 2:16
  see
• 2:16
  my
• 2:16
  camera's
• 2:17
  kind
• 2:17
  of
• 2:17
  going
• 2:17
  all
• 2:17
  crazy
• 2:18
  around
• 2:18
  here
• 2:18
  because
• 2:18
  I
• 2:18
  got
• 2:18
  a
• 2:18
  little
• 2:19
  Jewish
• 2:19
  Nick.
• 2:19
  So
• 2:20
  Angela,
• 2:20
  where
• 2:20
  do
• 2:20
  you
• 2:20
  want
• 2:20
  to
• 2:20
  start
• 2:21
  today?
• 2:21
  I
• 2:21
  know
• 2:21
  Kevin
• 2:21
  is
• 2:22
  probably,
• 2:23
  I
• 2:23
  don't
• 2:23
  know
• 2:23
  if
• 2:23
  we're
• 2:23
  going
• 2:23
  to
• 2:23
  call
• 2:24
  him
• 2:24
  our
• 2:24
  featured
• 2:24
  guest.
• 2:25
  I
• 2:25
  don't
• 2:25
  want
• 2:25
  to
• 2:25
  slate
• 2:26
  Heather,
• 2:26
  but
• 2:27
  we're
• 2:27
  super
• 2:28
  excited
• 2:28
  to
• 2:28
  have
• 2:28
  him
• 2:28
  here
• 2:28
  for
• 2:28
  the
• 2:28
  first
• 2:29
  time.
• 2:30
  Yeah.
• 2:31
  I
• 2:31
  would
• 2:31
  love
• 2:31
  to
• 2:31
  start
• 2:32
  the,
• 2:32
  I'd
• 2:33
  love
• 2:33
  to
• 2:33
  start
• 2:33
  with
• 2:33
  Kevin
• 2:33
  and
• 2:34
  hear
• 2:34
  about
• 2:35
  what
• 2:35
  you
• 2:35
  guys
• 2:35
  have
• 2:35
  going
• 2:35
  on
• 2:35
  at
• 2:36
  the
• 2:36
  dirt.
• 2:36
  Learn
• 2:37
  about
• 2:37
  what
• 2:37
  your
• 2:37
  recent
• 2:38
  funding
• 2:38
  to
• 2:38
  expand
• 2:39
  your
• 2:39
  team
• 2:39
  and
• 2:39
  all
• 2:39
  the
• 2:39
  cool
• 2:40
  things
• 2:40
  you
• 2:40
  guys
• 2:40
  have
• 2:40
  going
• 2:41
  on.
• 2:41
  So
• 2:42
  yeah,
• 2:42
  I'd
• 2:42
  love
• 2:42
  to
• 2:42
  kick
• 2:42
  it
• 2:43
  off
• 2:43
  with
• 2:43
  you.
• 2:44
  Sure.
• 2:44
  Thanks
• 2:44
  everybody.
• 2:45
  Thanks
• 2:45
  for
• 2:45
  having
• 2:45
  me.
• 2:45
  This
• 2:45
  is
• 2:45
  really
• 2:46
  exciting
• 2:46
  to
• 2:46
  be
• 2:46
  here.
• 2:47
  I'm
• 2:47
  again,
• 2:47
  I'm
• 2:48
  Kevin
• 2:48
  from
• 2:48
  the.
• 2:48
  The
• 2:49
  dirt
• 2:49
  is
• 2:49
  the
• 2:49
  top
• 2:50
  ranked
• 2:51
  camping
• 2:51
  app
• 2:51
  in
• 2:51
  both
• 2:52
  the
• 2:52
  iOS
• 2:52
  and
• 2:53
  Google
• 2:53
  play
• 2:53
  app
• 2:53
  stores.
• 2:54
  We
• 2:54
  get
• 2:54
  about
• 2:55
  30
• 2:55
  million
• 2:56
  visits
• 2:56
  a
• 2:56
  year.
• 2:57
  Every
• 2:57
  one
• 2:57
  second,
• 2:58
  a
• 2:58
  different
• 2:58
  camper
• 2:59
  comes
• 2:59
  to
• 2:59
  our
• 2:59
  platform.
• 3:00
  How
• 3:00
  did
• 3:00
  the
• 3:00
  Derek
• 3:01
  get
• 3:01
  to
• 3:01
  be
• 3:01
  so
• 3:01
  popular?
• 3:02
  What
• 3:02
  we
• 3:02
  did
• 3:03
  is
• 3:03
  we
• 3:03
  went
• 3:03
  out
• 3:03
  and
• 3:04
  said,
• 3:04
  let's
• 3:05
  go
• 3:05
  crowdsource
• 3:05
  the
• 3:06
  most
• 3:06
  pictures,
• 3:06
  videos,
• 3:07
  and
• 3:07
  reviews
• 3:07
  of
• 3:07
  campgrounds.
• 3:08
  So
• 3:09
  what
• 3:09
  we
• 3:09
  did
• 3:10
  is
• 3:10
  we
• 3:11
  did
• 3:11
  that.
• 3:11
  We
• 3:12
  now
• 3:12
  have
• 3:12
  millions
• 3:13
  and
• 3:13
  millions
• 3:13
  of
• 3:14
  users
• 3:14
  submitted
• 3:15
  pictures,
• 3:15
  videos,
• 3:16
  reviews,
• 3:16
  and
• 3:17
  tips
• 3:17
  from
• 3:18
  campers
• 3:18
  across
• 3:18
  the
• 3:19
  U
• 3:19
  S
• 3:20
  on
• 3:20
  the
• 3:20
  largest
• 3:21
  database
• 3:21
  of
• 3:21
  campgrounds.
• 3:22
  And
• 3:22
  on
• 3:22
  the
• 3:22
  dirt,
• 3:23
  you
• 3:23
  have
• 3:24
  all
• 3:24
  the
• 3:24
  public
• 3:24
  campgrounds,
• 3:25
  all
• 3:25
  the
• 3:25
  private
• 3:26
  campgrounds,
• 3:26
  all
• 3:26
  the
• 3:26
  private
• 3:27
  land
• 3:27
  campgrounds
• 3:28
  and
• 3:28
  the
• 3:28
  most
• 3:28
  pictures,
• 3:29
  videos,
• 3:29
  and
• 3:29
  reviews.
• 3:30
  So
• 3:30
  as
• 3:30
  a
• 3:31
  user,
• 3:31
  trying
• 3:32
  to
• 3:32
  make
• 3:32
  that
• 3:32
  important
• 3:33
  decision
• 3:33
  of
• 3:33
  where
• 3:33
  do
• 3:33
  we
• 3:34
  go
• 3:34
  for
• 3:34
  this
• 3:34
  weekend
• 3:35
  or
• 3:35
  where
• 3:35
  do
• 3:35
  we
• 3:35
  go
• 3:35
  for
• 3:36
  months?
• 3:36
  You
• 3:36
  can
• 3:36
  pull
• 3:36
  up
• 3:37
  the
• 3:37
  dirt,
• 3:37
  either
• 3:37
  the
• 3:37
  website
• 3:38
  or
• 3:38
  the
• 3:38
  mobile
• 3:38
  app,
• 3:39
  and
• 3:39
  actually
• 3:40
  see
• 3:40
  pictures,
• 3:41
  videos
• 3:41
  and
• 3:41
  reviews
• 3:42
  of
• 3:42
  all
• 3:42
  the
• 3:43
  cameras
• 3:43
  in
• 3:43
  the
• 3:43
  U
• 3:43
  S
• 3:44
  submitted
• 3:44
  by
• 3:44
  users.
• 3:44
  That's
• 3:45
  a
• 3:45
  little
• 3:45
  bit
• 3:45
  about
• 3:45
  the
• 3:45
  dirt.
• 3:46
  We
• 3:46
  are
• 3:46
  a
• 3:47
  remote
• 3:47
  company
• 3:48
  originally
• 3:48
  based
• 3:48
  in
• 3:49
  Portland,
• 3:49
  Oregon.
• 3:49
  And
• 3:50
  we
• 3:50
  have
• 3:50
  40
• 3:51
  staff.
• 3:52
  We
• 3:52
  just
• 3:52
  closed
• 3:52
  around
• 3:53
  of
• 3:53
  $11
• 3:54
  million,
• 3:54
  which
• 3:54
  is
• 3:55
  very
• 3:55
  exciting.
• 3:55
  And
• 3:56
  we're
• 3:56
  currently
• 3:56
  doubling
• 3:56
  the
• 3:56
  size
• 3:57
  of
• 3:57
  our
• 3:57
  company.
• 3:57
  That's
• 3:58
  a
• 3:58
  little
• 3:58
  bit,
• 3:59
  I
• 3:59
  know
• 4:00
  we're
• 4:00
  going
• 4:00
  to
• 4:00
  talk
• 4:00
  far
• 4:00
  more
• 4:01
  about
• 4:01
  the
• 4:01
  dirt,
• 4:01
  more
• 4:01
  important
• 4:02
  things,
• 4:02
  but
• 4:02
  when
• 4:02
  you
• 4:02
  say
• 4:03
  originally
• 4:04
  started
• 4:04
  in
• 4:04
  Portland,
• 4:04
  did
• 4:05
  you
• 4:05
  move,
• 4:05
  did
• 4:05
  you
• 4:05
  relocate?
• 4:06
  Cause
• 4:06
  I
• 4:06
  love
• 4:06
  Portland.
• 4:07
  One
• 4:07
  of
• 4:07
  my
• 4:07
  favorite
• 4:07
  city.
• 4:08
  Yeah.
• 4:08
  We
• 4:08
  love
• 4:09
  Portland.
• 4:09
  The
• 4:09
  thing
• 4:09
  that's
• 4:10
  weird
• 4:10
  is
• 4:10
  two
• 4:10
  years
• 4:11
  ago
• 4:11
  we
• 4:12
  closed
• 4:12
  down
• 4:12
  our
• 4:12
  offices
• 4:13
  and
• 4:13
  we
• 4:13
  thought
• 4:14
  it
• 4:14
  was
• 4:14
  going
• 4:14
  to
• 4:14
  be
• 4:14
  for
• 4:14
  three
• 4:15
  weeks
• 4:16
  and
• 4:16
  everybody
• 4:17
  worked
• 4:17
  from
• 4:17
  home.
• 4:18
  And
• 4:18
  then
• 4:18
  we
• 4:19
  had
• 4:19
  the
• 4:20
  most
• 4:21
  productive
• 4:21
  year
• 4:22
  in
• 4:22
  the
• 4:22
  history
• 4:22
  of
• 4:22
  the.
• 4:23
  Our
• 4:24
  traffic
• 4:24
  exploded
• 4:25
  our
• 4:25
  entire
• 4:26
  platform
• 4:27
  of
• 4:27
  traffic
• 4:27
  doubled
• 4:28
  more
• 4:28
  than
• 4:28
  a
• 4:28
  hundred
• 4:29
  percent
• 4:30
  our
• 4:30
  revenue
• 4:31
  tripled.
• 4:32
  And
• 4:32
  what
• 4:32
  we
• 4:32
  realized
• 4:33
  is
• 4:33
  we're
• 4:33
  not
• 4:34
  going
• 4:34
  to
• 4:34
  renew
• 4:34
  our
• 4:34
  office
• 4:34
  lease.
• 4:35
  So
• 4:35
  when
• 4:35
  I
• 4:35
  say
• 4:35
  that
• 4:36
  we
• 4:36
  have
• 4:36
  people
• 4:37
  working
• 4:37
  in
• 4:38
  all
• 4:38
  time
• 4:38
  zones
• 4:39
  across
• 4:39
  the
• 4:39
  U
• 4:39
  S
• 4:40
  no,
• 4:40
  I
• 4:40
  completely
• 4:40
  agree
• 4:40
  with
• 4:41
  that
• 4:41
  sentiment
• 4:41
  where
• 4:41
  the
• 4:41
  same
• 4:41
  way
• 4:42
  I
• 4:42
  know
• 4:42
  Heather's
• 4:42
  got
• 4:42
  a
• 4:42
  large
• 4:43
  team
• 4:43
  that's
• 4:43
  spread
• 4:43
  out
• 4:43
  across
• 4:44
  the
• 4:44
  states
• 4:44
  at
• 4:44
  least,
• 4:44
  and
• 4:45
  probably
• 4:45
  farther
• 4:45
  net
• 4:45
  too.
• 4:46
  And
• 4:46
  yeah,
• 4:46
  I
• 4:46
  completely
• 4:47
  understand
• 4:47
  that.
• 4:47
  And
• 4:48
  before
• 4:48
  we
• 4:48
  get
• 4:48
  to
• 4:48
  the
• 4:48
  more
• 4:48
  important
• 4:49
  things,
• 4:49
  one
• 4:49
  more
• 4:49
  thing,
• 4:49
  I
• 4:49
  think
• 4:49
  on
• 4:50
  that
• 4:50
  same
• 4:50
  lamp
• 4:50
  that's
• 4:51
  behind
• 4:51
  you,
• 4:51
  your
• 4:52
  shoulder
• 4:56
  fig
• 4:56
  over
• 4:56
  the
• 4:56
  show.
• 4:56
  Cause
• 4:57
  we're
• 4:57
  not
• 4:57
  being
• 4:57
  productive
• 4:57
  at
• 4:57
  all.
• 4:59
  Hey,
• 4:59
  just
• 5:00
  one
• 5:00
  more
• 5:00
  thing
• 5:00
  to
• 5:00
  put
• 5:00
  out
• 5:00
  there.
• 5:01
  And
• 5:01
  as
• 5:01
  far
• 5:02
  as
• 5:02
  us
• 5:02
  doubling,
• 5:03
  the
• 5:03
  dirt
• 5:03
  does
• 5:03
  have
• 5:04
  over
• 5:04
  a
• 5:04
  dozen
• 5:04
  jobs
• 5:05
  open
• 5:05
  on
• 5:05
  our
• 5:05
  job
• 5:06
  board.
• 5:06
  Right
• 5:06
  now,
• 5:07
  we're
• 5:07
  looking
• 5:07
  for
• 5:07
  people
• 5:08
  who
• 5:08
  love
• 5:08
  camping
• 5:09
  from
• 5:10
  development
• 5:10
  to
• 5:10
  design
• 5:11
  across
• 5:11
  the
• 5:11
  world.
• 5:12
  And
• 5:13
  you
• 5:13
  can
• 5:13
  work
• 5:13
  from
• 5:13
  it.
• 5:13
  Let's
• 5:13
  start
• 5:14
  here.
• 5:14
  So
• 5:14
  Heather,
• 5:15
  from
• 5:15
  your
• 5:15
  perspective,
• 5:16
  as
• 5:16
  a
• 5:16
  park
• 5:16
  owner,
• 5:16
  how
• 5:16
  do
• 5:17
  you
• 5:17
  see
• 5:18
  or
• 5:18
  view
• 5:18
  the
• 5:18
  dirt?
• 5:18
  Have
• 5:18
  you
• 5:19
  come
• 5:19
  across
• 5:19
  it?
• 5:19
  Do
• 5:19
  you
• 5:19
  deal
• 5:20
  with
• 5:20
  it?
• 5:20
  Do
• 5:20
  you
• 5:20
  have
• 5:21
  campers
• 5:21
  that
• 5:21
  tell
• 5:21
  you
• 5:21
  they
• 5:22
  found
• 5:22
  you
• 5:22
  through
• 5:22
  the
• 5:22
  dirt?
• 5:23
  How
• 5:23
  does
• 5:23
  that
• 5:23
  come
• 5:23
  across
• 5:24
  as
• 5:24
  a,
• 5:24
  from
• 5:24
  a
• 5:24
  park
• 5:24
  owner's
• 5:25
  perspective?
• 5:25
  First
• 5:25
  of
• 5:25
  all,
• 5:26
  my
• 5:26
  first
• 5:26
  introduction
• 5:27
  to
• 5:28
  the
• 5:28
  dirt
• 5:28
  was
• 5:29
  at
• 5:29
  a
• 5:29
  conference
• 5:30
  and
• 5:30
  they're
• 5:31
  so
• 5:31
  great
• 5:32
  at
• 5:32
  marketing,
• 5:32
  which
• 5:32
  you
• 5:32
  can
• 5:32
  tell
• 5:33
  that
• 5:33
  from.
• 5:35
  There
• 5:35
  the
• 5:35
  way
• 5:35
  they
• 5:36
  got
• 5:36
  started
• 5:36
  with
• 5:36
  having
• 5:37
  all
• 5:37
  of
• 5:37
  the
• 5:37
  photos,
• 5:38
  because
• 5:38
  if
• 5:38
  you
• 5:39
  have
• 5:39
  any
• 5:39
  involvement
• 5:40
  in
• 5:40
  social
• 5:40
  media,
• 5:41
  those
• 5:41
  great
• 5:42
  photo
• 5:42
  ops
• 5:43
  blow
• 5:43
  up
• 5:43
  and
• 5:44
  you
• 5:44
  get
• 5:45
  a,
• 5:45
  I
• 5:45
  don't
• 5:45
  want
• 5:45
  to
• 5:45
  call
• 5:45
  it
• 5:46
  free
• 5:46
  attention,
• 5:46
  but
• 5:46
  it's
• 5:47
  going
• 5:47
  to
• 5:47
  be
• 5:47
  the
• 5:47
  cheapest
• 5:47
  form
• 5:48
  of
• 5:48
  marketing
• 5:48
  that
• 5:48
  you're
• 5:48
  going
• 5:48
  to
• 5:48
  get.
• 5:49
  So
• 5:49
  they're
• 5:49
  fabulous
• 5:50
  at
• 5:50
  marketing.
• 5:51
  And
• 5:51
  my
• 5:51
  first
• 5:51
  introduction
• 5:52
  to
• 5:52
  them
• 5:53
  was
• 5:53
  at
• 5:53
  a
• 5:53
  conference
• 5:53
  and
• 5:54
  they
• 5:54
  had
• 5:54
  this
• 5:54
  really
• 5:55
  awesome
• 5:55
  camper
• 5:56
  van
• 5:56
  that
• 5:56
  looked
• 5:56
  like
• 5:57
  it
• 5:57
  could
• 5:57
  go
• 5:57
  off
• 5:57
  road
• 5:58
  anywhere.
• 5:59
  And
• 5:59
  my
• 5:59
  daughter
• 6:00
  who
• 6:00
  is
• 6:00
  going
• 6:00
  to
• 6:00
  be
• 6:00
  10
• 6:01
  years
• 6:01
  old
• 6:01
  next
• 6:01
  week
• 6:01
  was
• 6:02
  at
• 6:02
  the
• 6:02
  conference
• 6:02
  with
• 6:02
  me.
• 6:03
  And
• 6:03
  she
• 6:03
  had
• 6:04
  already
• 6:04
  seen
• 6:04
  some
• 6:05
  YouTube
• 6:05
  videos
• 6:05
  of
• 6:06
  camper
• 6:06
  vans.
• 6:06
  And
• 6:06
  she's
• 6:07
  convinced
• 6:07
  that
• 6:07
  instead
• 6:08
  of
• 6:08
  a
• 6:08
  house
• 6:08
  she's
• 6:08
  going
• 6:08
  to
• 6:08
  live
• 6:09
  in
• 6:09
  a
• 6:09
  camper
• 6:09
  van.
• 6:10
  And
• 6:10
  so
• 6:11
  we
• 6:11
  get
• 6:11
  to
• 6:11
  the
• 6:11
  conference
• 6:12
  and
• 6:12
  the
• 6:12
  first
• 6:13
  thing
• 6:13
  she
• 6:13
  picks
• 6:13
  out
• 6:14
  is
• 6:14
  Kevin's
• 6:15
  van.
• 6:15
  And
• 6:15
  she's
• 6:15
  I've
• 6:16
  got
• 6:16
  to
• 6:16
  go
• 6:16
  see
• 6:16
  this
• 6:16
  man.
• 6:17
  So
• 6:18
  that
• 6:18
  was
• 6:18
  my
• 6:18
  first
• 6:19
  introduction
• 6:19
  to
• 6:20
  the
• 6:20
  dirt
• 6:20
  was
• 6:20
  his
• 6:21
  van
• 6:21
  perfect
• 6:22
  conference.
• 6:24
  Heather,
• 6:24
  we
• 6:24
  just
• 6:24
  spent
• 6:24
  six
• 6:25
  months
• 6:25
  in
• 6:26
  that
• 6:26
  19
• 6:26
  foot
• 6:27
  rebel
• 6:27
  van,
• 6:27
  Sarah,
• 6:28
  my
• 6:28
  wife,
• 6:29
  and
• 6:29
  co-founder
• 6:30
  traveling
• 6:30
  across
• 6:31
  the
• 6:31
  U
• 6:31
  S
• 6:31
  and
• 6:31
  part
• 6:31
  of
• 6:32
  that
• 6:32
  travel
• 6:32
  was
• 6:33
  we're
• 6:33
  not
• 6:33
  going
• 6:33
  to
• 6:33
  set
• 6:34
  up
• 6:34
  a
• 6:34
  booth
• 6:34
  at
• 6:34
  that
• 6:35
  conference.
• 6:35
  We're
• 6:35
  going
• 6:35
  to
• 6:35
  roll
• 6:36
  in
• 6:36
  the
• 6:36
  dirt
• 6:36
  mobile
• 6:37
  and
• 6:37
  play
• 6:37
  it
• 6:37
  right
• 6:37
  out
• 6:37
  of
• 6:38
  there.
• 6:38
  So
• 6:38
  I'm
• 6:38
  glad
• 6:38
  you
• 6:38
  enjoyed
• 6:39
  it.
• 6:40
  It's
• 6:40
  interesting
• 6:41
  that
• 6:41
  you
• 6:41
  say
• 6:41
  that
• 6:41
  I
• 6:41
  just
• 6:42
  did
• 6:42
  quite
• 6:42
  a
• 6:43
  few
• 6:43
  months
• 6:43
  in
• 6:44
  a
• 6:44
  25
• 6:45
  foot
• 6:45
  Airstream
• 6:46
  with
• 6:46
  three
• 6:46
  tilts.
• 6:47
  So
• 6:47
  very
• 6:48
  similar
• 6:48
  7,000
• 6:49
  miles.
• 6:49
  So
• 6:50
  probably
• 6:50
  a
• 6:50
  similar
• 6:51
  trip
• 6:51
  only
• 6:52
  couple
• 6:52
  extra
• 6:52
  people.
• 6:53
  Yeah.
• 6:54
  And
• 6:54
  pretty
• 6:55
  nice.
• 6:55
  I
• 6:55
  would
• 6:55
  love
• 6:56
  to
• 6:56
  look
• 6:56
  inside
• 6:56
  of
• 6:56
  that.
• 6:57
  Airstream.
• 6:57
  Those
• 6:57
  things
• 6:58
  are
• 6:58
  unbelievable.
• 6:59
  Yeah.
• 7:00
  Very
• 7:00
  super
• 7:00
  nice.
• 7:01
  They're
• 7:01
  great
• 7:02
  for
• 7:02
  social
• 7:03
  media
• 7:03
  and
• 7:04
  photo
• 7:04
  opportunities.
• 7:05
  But
• 7:05
  I'm
• 7:05
  going
• 7:05
  to
• 7:05
  go
• 7:05
  with
• 7:05
  Joe
• 7:06
  over
• 7:06
  there
• 7:06
  and
• 7:07
  the
• 7:07
  40
• 7:07
  foot
• 7:08
  motor
• 7:08
  home
• 7:08
  or
• 7:09
  a
• 7:09
  fifth
• 7:09
  wheel
• 7:09
  when
• 7:10
  you've
• 7:10
  got
• 7:10
  a
• 7:10
  family
• 7:10
  is
• 7:11
  so
• 7:11
  much.
• 7:12
  In
• 7:12
  a
• 7:12
  moment
• 7:13
  that
• 7:13
  I'd
• 7:13
  like
• 7:14
  Joe,
• 7:14
  to
• 7:14
  talk
• 7:14
  about
• 7:15
  the
• 7:15
  pers
• 7:16
  per
• 7:16
  square
• 7:16
  foot
• 7:17
  capita
• 7:18
  of
• 7:18
  what
• 7:18
  we
• 7:19
  lived
• 7:19
  in
• 7:19
  versus
• 7:19
  what
• 7:20
  you
• 7:20
  and
• 7:20
  I
• 7:20
  dealt
• 7:20
  with
• 7:21
  it.
• 7:21
  Yeah.
• 7:23
  So
• 7:23
  we
• 7:23
  just
• 7:23
  did
• 7:23
  four
• 7:24
  months
• 7:24
  with
• 7:24
  eight
• 7:25
  of
• 7:25
  us
• 7:25
  in
• 7:25
  a
• 7:25
  40
• 7:26
  foot
• 7:26
  class,
• 7:26
  a
• 7:27
  toy
• 7:27
  hauler
• 7:28
  and
• 7:28
  things
• 7:28
  you
• 7:28
  didn't
• 7:29
  know
• 7:29
  about.
• 7:29
  We
• 7:29
  bought
• 7:29
  the
• 7:30
  toy
• 7:30
  hauler
• 7:30
  right
• 7:30
  before
• 7:31
  we
• 7:31
  left
• 7:31
  on
• 7:31
  our
• 7:31
  trip.
• 7:32
  And
• 7:33
  we
• 7:33
  didn't
• 7:33
  realize
• 7:34
  is
• 7:34
  how
• 7:34
  we
• 7:34
  would
• 7:34
  end
• 7:34
  up
• 7:35
  using
• 7:35
  one
• 7:35
  of
• 7:35
  the
• 7:36
  we
• 7:36
  use
• 7:36
  the
• 7:36
  garage
• 7:37
  as
• 7:37
  a
• 7:37
  mudroom,
• 7:38
  so
• 7:38
  the
• 7:38
  kids
• 7:38
  walking.
• 7:39
  We
• 7:39
  tried
• 7:40
  to
• 7:40
  keep,
• 7:40
  we
• 7:40
  were
• 7:41
  on
• 7:41
  the
• 7:41
  border,
• 7:42
  on
• 7:42
  the
• 7:42
  coast
• 7:43
  a
• 7:43
  lot.
• 7:43
  So
• 7:43
  we
• 7:43
  tried
• 7:43
  to
• 7:43
  keep
• 7:44
  the
• 7:44
  sand
• 7:44
  in
• 7:45
  the
• 7:45
  garage
• 7:46
  didn't
• 7:46
  really
• 7:46
  work
• 7:46
  too
• 7:47
  well,
• 7:47
  but
• 7:47
  he
• 7:48
  worked
• 7:48
  a
• 7:48
  lot
• 7:48
  better
• 7:48
  than
• 7:48
  it
• 7:48
  would
• 7:49
  have
• 7:49
  without
• 7:49
  the
• 7:49
  garage.
• 7:49
  And
• 7:50
  so
• 7:50
  we
• 7:50
  had
• 7:50
  two
• 7:50
  entrances
• 7:51
  and
• 7:51
  it
• 7:51
  was
• 7:51
  a
• 7:51
  green
• 7:52
  trick.
• 7:52
  We
• 7:52
  did
• 7:52
  also
• 7:53
  about
• 7:53
  7,500
• 7:54
  miles.
• 7:56
  We
• 7:57
  stayed
• 7:57
  about
• 7:57
  with
• 7:57
  20
• 7:57
  of
• 7:58
  our
• 7:58
  customers
• 7:58
  and
• 7:59
  got
• 7:59
  to
• 8:00
  see
• 8:00
  them
• 8:00
  in
• 8:01
  exactly
• 8:01
  what
• 8:01
  they're
• 8:01
  doing
• 8:02
  with
• 8:02
  our
• 8:02
  app
• 8:02
  and
• 8:02
  in
• 8:03
  their
• 8:03
  app
• 8:03
  store
• 8:03
  and
• 8:04
  around
• 8:04
  the
• 8:04
  park.
• 8:04
  So
• 8:06
  it
• 8:06
  was
• 8:06
  a
• 8:06
  great
• 8:06
  trip
• 8:09
  and
• 8:09
  it's
• 8:09
  nice
• 8:10
  to
• 8:10
  see,
• 8:10
  how
• 8:11
  many
• 8:11
  people
• 8:11
  in
• 8:11
  the
• 8:11
  community
• 8:12
  now
• 8:12
  are
• 8:12
  starting
• 8:13
  to
• 8:13
  do
• 8:13
  stuff
• 8:13
  like
• 8:13
  that.
• 8:13
  Kevin,
• 8:14
  two
• 8:14
  years
• 8:14
  ago,
• 8:14
  you
• 8:15
  probably
• 8:15
  wouldn't
• 8:15
  have
• 8:15
  even
• 8:15
  considered
• 8:16
  that.
• 8:16
  Because
• 8:16
  you
• 8:16
  were
• 8:17
  had
• 8:17
  a
• 8:17
  business
• 8:17
  to
• 8:17
  run
• 8:17
  in
• 8:18
  Portland,
• 8:18
  you
• 8:18
  couldn't
• 8:19
  go
• 8:19
  and
• 8:19
  do
• 8:19
  that
• 8:19
  before.
• 8:22
  That's
• 8:22
  something
• 8:22
  that
• 8:22
  I
• 8:23
  think
• 8:23
  is
• 8:23
  interesting,
• 8:24
  that
• 8:24
  we've
• 8:24
  seen
• 8:24
  the
• 8:24
  shift
• 8:25
  of
• 8:25
  post
• 8:25
  COVID
• 8:26
  of
• 8:27
  offices
• 8:27
  choosing
• 8:28
  not
• 8:28
  to
• 8:28
  return
• 8:28
  back
• 8:29
  into
• 8:29
  the
• 8:29
  officer,
• 8:29
  making
• 8:30
  it
• 8:30
  optional,
• 8:30
  allowing
• 8:30
  more
• 8:30
  people
• 8:31
  to
• 8:31
  work
• 8:31
  remotely
• 8:32
  with
• 8:32
  that
• 8:32
  flexibility.
• 8:34
  And
• 8:34
  it's
• 8:34
  interesting
• 8:35
  that
• 8:35
  different
• 8:36
  outdoor
• 8:36
  recreation
• 8:37
  companies
• 8:38
  were
• 8:39
  encouraging
• 8:40
  their
• 8:40
  teams
• 8:40
  to
• 8:41
  travel
• 8:41
  and
• 8:41
  exploring
• 8:42
  these
• 8:42
  are
• 8:42
  products
• 8:42
  or
• 8:43
  their
• 8:43
  clients
• 8:43
  and
• 8:43
  things
• 8:44
  like
• 8:44
  that,
• 8:44
  but
• 8:44
  also
• 8:45
  requiring
• 8:45
  them
• 8:45
  to
• 8:46
  sit
• 8:46
  nine
• 8:47
  to
• 8:47
  five
• 8:47
  Monday
• 8:47
  through
• 8:47
  Friday
• 8:48
  and
• 8:48
  an
• 8:48
  office,
• 8:49
  and
• 8:49
  now
• 8:49
  allowing
• 8:50
  them
• 8:50
  to
• 8:50
  have
• 8:50
  that
• 8:51
  freedom
• 8:51
  to
• 8:52
  get
• 8:52
  their
• 8:52
  work
• 8:53
  done,
• 8:53
  but
• 8:53
  simultaneously
• 8:55
  travel
• 8:56
  and,
• 8:56
  enjoy
• 8:57
  the
• 8:57
  things
• 8:57
  that
• 8:57
  the
• 8:57
  very
• 8:58
  things
• 8:58
  that
• 8:58
  they're
• 8:58
  promoting
• 8:59
  for
• 8:59
  the
• 8:59
  companies
• 8:59
  that
• 8:59
  they're
• 8:59
  working
• 9:00
  for,
• 9:00
  I
• 9:00
  think
• 9:00
  is
• 9:01
  a
• 9:01
  really
• 9:02
  awesome
• 9:02
  way
• 9:02
  to
• 9:02
  be
• 9:02
  able
• 9:02
  to
• 9:03
  marry
• 9:03
  that
• 9:03
  together,
• 9:04
  opens
• 9:05
  up
• 9:05
  a
• 9:05
  whole
• 9:05
  new,
• 9:06
  I'm
• 9:06
  not
• 9:06
  wrong.
• 9:06
  Angela
• 9:07
  lake.
• 9:07
  Look
• 9:07
  at
• 9:07
  what
• 9:07
  we're
• 9:08
  doing
• 9:08
  right
• 9:08
  now,
• 9:08
  we
• 9:08
  work
• 9:09
  from
• 9:09
  home
• 9:09
  is
• 9:09
  at
• 9:09
  Insider
• 9:10
  Perks.
• 9:11
  The
• 9:11
  last,
• 9:12
  however
• 9:12
  long
• 9:12
  you've
• 9:12
  been
• 9:12
  at
• 9:12
  the
• 9:12
  company
• 9:13
  longer
• 9:13
  than
• 9:13
  that.
• 9:14
  But
• 9:14
  yes,
• 9:15
  with
• 9:15
  COVID
• 9:15
  that
• 9:16
  some
• 9:16
  of
• 9:16
  those
• 9:16
  digital
• 9:16
  tools
• 9:17
  expanded
• 9:17
  even
• 9:17
  more.
• 9:18
  They
• 9:18
  were
• 9:18
  always
• 9:18
  there,
• 9:18
  but
• 9:18
  they've
• 9:19
  been
• 9:19
  more
• 9:19
  seamless,
• 9:19
  easy
• 9:19
  to
• 9:19
  use
• 9:20
  new
• 9:20
  companies
• 9:20
  that
• 9:21
  come
• 9:21
  out
• 9:21
  and
• 9:21
  new
• 9:21
  software,
• 9:21
  all
• 9:22
  that
• 9:22
  kind
• 9:22
  of
• 9:22
  stuff.
• 9:22
  And
• 9:23
  obviously
• 9:23
  Kevin
• 9:23
  knows
• 9:24
  that
• 9:24
  he
• 9:24
  got
• 9:24
  rid
• 9:24
  of
• 9:24
  his
• 9:24
  office,
• 9:24
  but
• 9:25
  I'm
• 9:25
  up
• 9:25
  here
• 9:25
  in
• 9:25
  Canada,
• 9:25
  sitting
• 9:26
  outside
• 9:26
  doing
• 9:26
  a
• 9:26
  show
• 9:27
  by
• 9:27
  the
• 9:27
  river
• 9:27
  and
• 9:27
  stuff
• 9:28
  for
• 9:28
  myself,
• 9:29
  but
• 9:29
  I'm
• 9:29
  also
• 9:30
  running
• 9:30
  what,
• 9:31
  I
• 9:31
  don't
• 9:31
  know,
• 9:31
  a
• 9:31
  couple
• 9:31
  of
• 9:31
  companies
• 9:32
  up
• 9:32
  here
• 9:32
  while
• 9:32
  I'm
• 9:33
  doing
• 9:33
  it.
• 9:33
  And
• 9:33
  it's
• 9:33
  interesting
• 9:34
  how
• 9:34
  much
• 9:34
  it's
• 9:35
  affected
• 9:35
  real
• 9:36
  estate,
• 9:36
  whether
• 9:37
  it's
• 9:37
  campgrounds
• 9:38
  and
• 9:38
  how
• 9:38
  long
• 9:38
  our
• 9:39
  stays
• 9:39
  have
• 9:39
  been
• 9:40
  affected,
• 9:40
  the
• 9:40
  guests
• 9:40
  are
• 9:40
  staying
• 9:41
  longer
• 9:41
  because
• 9:41
  they
• 9:41
  don't
• 9:42
  have
• 9:42
  to
• 9:42
  get
• 9:42
  back
• 9:42
  to
• 9:42
  work
• 9:42
  on
• 9:42
  Monday
• 9:43
  morning
• 9:43
  at
• 9:43
  a
• 9:43
  specific
• 9:44
  location.
• 9:45
  And
• 9:45
  again,
• 9:45
  just
• 9:46
  real
• 9:46
  estate
• 9:46
  in
• 9:46
  general,
• 9:46
  all
• 9:47
  the
• 9:47
  Airbnbs
• 9:48
  in
• 9:48
  the
• 9:48
  boom
• 9:49
  with
• 9:49
  the
• 9:50
  people
• 9:50
  who
• 9:50
  they're
• 9:50
  not
• 9:51
  just
• 9:51
  renting
• 9:51
  the
• 9:52
  short-term
• 9:52
  rentals
• 9:52
  for
• 9:53
  a
• 9:53
  couple
• 9:54
  of
• 9:54
  days.
• 9:54
  Now
• 9:54
  they're
• 9:54
  renting
• 9:55
  them
• 9:55
  for
• 9:55
  months
• 9:55
  at
• 9:55
  a
• 9:55
  time.
• 9:56
  It's
• 9:56
  a
• 9:56
  whole
• 9:56
  new
• 9:56
  class
• 9:57
  of
• 9:57
  short-term
• 9:58
  rentals
• 9:58
  where
• 9:58
  people
• 9:58
  are
• 9:59
  they
• 9:59
  used
• 9:59
  to
• 9:59
  use
• 9:59
  them
• 9:59
  for
• 10:00
  travel
• 10:00
  nurses
• 10:01
  and
• 10:01
  things
• 10:01
  like
• 10:01
  that.
• 10:01
  But
• 10:01
  now
• 10:02
  they
• 10:02
  have
• 10:02
  them
• 10:02
  for
• 10:02
  month-long
• 10:03
  stays
• 10:03
  because
• 10:04
  of
• 10:04
  all
• 10:04
  the
• 10:04
  people
• 10:04
  who
• 10:04
  get
• 10:04
  to
• 10:04
  work.
• 10:06
  I
• 10:06
  have
• 10:06
  a
• 10:06
  question
• 10:07
  for,
• 10:08
  Heather
• 10:08
  and
• 10:09
  Kevin,
• 10:10
  from
• 10:10
  both
• 10:10
  of
• 10:10
  your
• 10:10
  perspectives.
• 10:11
  Have
• 10:12
  you
• 10:12
  noticed
• 10:12
  an
• 10:12
  increase
• 10:13
  in
• 10:13
  your
• 10:14
  midweek
• 10:14
  stays
• 10:15
  more
• 10:15
  people
• 10:16
  either
• 10:16
  increasing
• 10:17
  their
• 10:17
  stay
• 10:18
  from
• 10:18
  the
• 10:18
  weekend
• 10:18
  to
• 10:18
  carry
• 10:19
  it
• 10:19
  over
• 10:19
  or
• 10:19
  more
• 10:20
  people
• 10:20
  actually
• 10:20
  checking
• 10:21
  in
• 10:21
  or
• 10:22
  during
• 10:22
  the
• 10:22
  midweek?
• 10:27
  Yeah.
• 10:27
  Kevin,
• 10:28
  you
• 10:28
  probably
• 10:28
  have
• 10:28
  more
• 10:29
  statistics
• 10:29
  on
• 10:29
  it
• 10:29
  than
• 10:30
  I
• 10:30
  do,
• 10:30
  but
• 10:30
  I
• 10:30
  can
• 10:30
  tell
• 10:31
  you
• 10:31
  that
• 10:31
  used
• 10:32
  to
• 10:32
  years
• 10:32
  ago
• 10:33
  we
• 10:33
  had
• 10:33
  heavy
• 10:33
  check-ins
• 10:34
  on
• 10:34
  Thursday
• 10:34
  or
• 10:34
  Friday
• 10:35
  and
• 10:35
  we
• 10:35
  would
• 10:35
  get
• 10:36
  bombarded
• 10:36
  with
• 10:36
  checkouts
• 10:37
  on
• 10:38
  a
• 10:38
  Sunday
• 10:38
  or
• 10:38
  Monday
• 10:39
  morning.
• 10:39
  And
• 10:39
  now
• 10:40
  we
• 10:40
  have
• 10:40
  tons
• 10:41
  of
• 10:41
  check-ins
• 10:41
  every
• 10:42
  day.
• 10:42
  So
• 10:42
  when
• 10:42
  I'm
• 10:42
  scheduling
• 10:43
  staff,
• 10:44
  I'm
• 10:44
  looking
• 10:45
  at
• 10:45
  what
• 10:45
  we
• 10:45
  have
• 10:46
  coming
• 10:46
  in
• 10:46
  and
• 10:46
  going
• 10:46
  out
• 10:47
  and
• 10:47
  to
• 10:47
  determine
• 10:47
  how
• 10:48
  that
• 10:48
  schedule
• 10:48
  will
• 10:48
  be.
• 10:48
  And
• 10:48
  I'm
• 10:48
  like,
• 10:49
  it's
• 10:49
  freaking
• 10:49
  Tuesday.
• 10:50
  What
• 10:50
  are
• 10:50
  the
• 10:50
  50
• 10:50
  people
• 10:50
  checking
• 10:51
  in
• 10:51
  today?
• 10:52
  It's
• 10:53
  not
• 10:53
  the
• 10:54
  standard
• 10:54
  Thursday,
• 10:54
  Friday
• 10:55
  anymore
• 10:55
  that
• 10:55
  you
• 10:56
  used
• 10:56
  to
• 10:56
  see.
• 10:57
  Yeah,
• 10:57
  which
• 10:57
  I
• 10:57
  think
• 10:58
  is
• 10:58
  a
• 10:58
  beautiful
• 10:58
  problem
• 10:59
  to
• 10:59
  have,
• 10:59
  and
• 10:59
  correct
• 11:00
  me
• 11:00
  if
• 11:00
  I'm
• 11:00
  wrong
• 11:00
  here,
• 11:00
  there.
• 11:00
  But
• 11:01
  I
• 11:01
  remember
• 11:01
  we
• 11:01
  used
• 11:01
  to
• 11:01
  have
• 11:02
  people
• 11:02
  call
• 11:02
  us
• 11:02
  up
• 11:02
  and
• 11:03
  say,
• 11:03
  I
• 11:03
  want
• 11:03
  to
• 11:03
  spend
• 11:03
  $2,000
• 11:04
  a
• 11:04
  week
• 11:04
  to
• 11:04
  run
• 11:04
  an
• 11:05
  ad
• 11:05
  campaign.
• 11:05
  Just
• 11:05
  get
• 11:05
  me
• 11:06
  with
• 11:06
  midweek
• 11:06
  guests.
• 11:07
  And
• 11:07
  you
• 11:07
  can't
• 11:08
  find
• 11:08
  what
• 11:08
  doesn't
• 11:08
  exist,
• 11:09
  but
• 11:09
  now
• 11:09
  it
• 11:09
  does.
• 11:11
  Yeah,
• 11:11
  absolutely.
• 11:12
  It,
• 11:12
  we're
• 11:12
  definitely
• 11:13
  not
• 11:13
  complaining
• 11:14
  the
• 11:14
  labor
• 11:14
  shortage
• 11:15
  that
• 11:15
  everybody
• 11:16
  I'm
• 11:16
  sure
• 11:16
  Kevin's
• 11:17
  experiencing
• 11:18
  is
• 11:18
  having,
• 11:18
  is
• 11:18
  the
• 11:18
  only
• 11:19
  thing
• 11:19
  that
• 11:19
  makes
• 11:19
  it
• 11:19
  tough
• 11:20
  where
• 11:20
  you're
• 11:20
  like,
• 11:21
  it's
• 11:21
  like
• 11:21
  a
• 11:21
  blessing
• 11:21
  and
• 11:22
  a
• 11:22
  curse
• 11:22
  on
• 11:22
  both
• 11:22
  sides.
• 11:23
  W
• 11:24
  th
• 11:24
  the
• 11:24
  two
• 11:24
  things
• 11:24
  that
• 11:24
  we've
• 11:25
  seen
• 11:25
  that
• 11:25
  the
• 11:25
  dirt
• 11:25
  is
• 11:26
  that
• 11:26
  it
• 11:26
  used
• 11:26
  to
• 11:27
  be
• 11:28
  campground
• 11:28
  owners
• 11:29
  talking
• 11:29
  about
• 11:29
  Hey,
• 11:29
  help
• 11:30
  us
• 11:30
  fit.
• 11:30
  We're
• 11:30
  fine.
• 11:31
  On
• 11:31
  Friday,
• 11:31
  Saturday,
• 11:32
  and
• 11:32
  Sunday.
• 11:32
  But
• 11:33
  help
• 11:33
  us
• 11:33
  fill
• 11:33
  that
• 11:33
  early
• 11:34
  week
• 11:34
  area.
• 11:35
  You're
• 11:35
  right.
• 11:35
  Heather,
• 11:36
  we've
• 11:36
  seen
• 11:36
  that
• 11:36
  change.
• 11:37
  There's
• 11:37
  still
• 11:38
  some
• 11:38
  need
• 11:38
  we've
• 11:39
  seen
• 11:39
  on
• 11:39
  early
• 11:39
  weeks,
• 11:40
  but
• 11:40
  what
• 11:40
  we've
• 11:40
  definitely
• 11:41
  seen
• 11:41
  is
• 11:41
  the
• 11:42
  new
• 11:42
  weekend
• 11:43
  is
• 11:43
  Thursday,
• 11:44
  Friday,
• 11:44
  Saturday,
• 11:44
  Sunday.
• 11:45
  That
• 11:45
  is
• 11:46
  totally
• 11:46
  booked.
• 11:47
  And
• 11:47
  then
• 11:47
  it's
• 11:47
  a
• 11:47
  question
• 11:48
  of
• 11:48
  can
• 11:48
  you
• 11:48
  help
• 11:48
  us
• 11:49
  do
• 11:49
  a
• 11:49
  little
• 11:49
  bit
• 11:49
  more
• 11:50
  on
• 11:50
  those
• 11:50
  early
• 11:50
  weekdays?
• 11:51
  And
• 11:51
  then
• 11:51
  Heather,
• 11:51
  your
• 11:52
  comment
• 11:52
  on
• 11:52
  the
• 11:52
  talent,
• 11:53
  it
• 11:53
  is
• 11:54
  really
• 11:54
  tricky
• 11:54
  when
• 11:55
  you
• 11:55
  have
• 11:55
  a
• 11:55
  business
• 11:55
  that
• 11:55
  people
• 11:56
  have
• 11:56
  to
• 11:56
  physically
• 11:57
  be
• 11:57
  there.
• 11:57
  That
• 11:58
  is
• 11:58
  really
• 11:58
  tough.
• 11:59
  What's
• 11:59
  interesting
• 12:00
  on
• 12:00
  the
• 12:00
  dirt,
• 12:00
  as
• 12:00
  we
• 12:01
  hire
• 12:02
  twice
• 12:02
  as
• 12:02
  many
• 12:02
  people,
• 12:03
  and
• 12:03
  we
• 12:03
  double
• 12:03
  the
• 12:03
  size
• 12:03
  of
• 12:04
  our
• 12:04
  company
• 12:04
  right
• 12:04
  now
• 12:05
  with
• 12:05
  all
• 12:05
  our
• 12:05
  job
• 12:05
  openings,
• 12:06
  we're
• 12:06
  hiring
• 12:07
  from
• 12:07
  all
• 12:08
  over
• 12:08
  the
• 12:08
  U
• 12:08
  S
• 12:09
  and
• 12:09
  two
• 12:09
  years
• 12:09
  ago,
• 12:10
  we
• 12:10
  didn't
• 12:10
  do
• 12:11
  that.
• 12:11
  We
• 12:11
  had
• 12:11
  to
• 12:11
  actually
• 12:12
  be
• 12:12
  like,
• 12:12
  Hey,
• 12:13
  are
• 12:13
  you
• 12:13
  in
• 12:13
  Portland?
• 12:14
  Or
• 12:15
  are
• 12:15
  you
• 12:15
  willing
• 12:15
  to
• 12:15
  move
• 12:15
  to
• 12:16
  Portland?
• 12:16
  And
• 12:17
  I
• 12:18
  think
• 12:18
  about
• 12:18
  that
• 12:19
  now
• 12:19
  and
• 12:19
  how
• 12:20
  insanely
• 12:21
  ridiculous
• 12:22
  that
• 12:23
  was
• 12:24
  because
• 12:24
  we're
• 12:25
  more
• 12:25
  productive,
• 12:26
  so
• 12:27
  much
• 12:27
  better
• 12:27
  at
• 12:27
  the
• 12:27
  dirt.
• 12:28
  And
• 12:28
  being
• 12:29
  able
• 12:29
  to
• 12:29
  hire
• 12:29
  people
• 12:30
  from
• 12:30
  across
• 12:30
  the
• 12:30
  country
• 12:31
  in
• 12:31
  all
• 12:31
  different
• 12:32
  areas
• 12:32
  is
• 12:32
  so
• 12:33
  much
• 12:33
  more
• 12:33
  fun.
• 12:35
  Yeah.
• 12:35
  I
• 12:36
  agree
• 12:36
  with
• 12:36
  that.
• 12:37
  It
• 12:37
  really
• 12:37
  expands
• 12:37
  your
• 12:38
  talent
• 12:38
  pool
• 12:38
  when
• 12:39
  you're.
• 12:39
  You're
• 12:39
  not
• 12:39
  married
• 12:40
  to
• 12:40
  this
• 12:40
  one
• 12:40
  specific
• 12:41
  radius
• 12:42
  around
• 12:42
  where
• 12:43
  your
• 12:43
  office
• 12:43
  is.
• 12:44
  Heather,
• 12:44
  do
• 12:44
  you
• 12:45
  think
• 12:45
  from
• 12:46
  a
• 12:46
  park
• 12:47
  owner
• 12:47
  standpoint,
• 12:48
  do
• 12:48
  you
• 12:48
  think
• 12:48
  that's
• 12:48
  something
• 12:49
  that
• 12:49
  parks
• 12:49
  could
• 12:50
  start
• 12:50
  tapping
• 12:51
  into?
• 12:52
  If
• 12:52
  they're
• 12:52
  looking
• 12:52
  for
• 12:52
  someone
• 12:53
  that
• 12:53
  can.
• 12:54
  And
• 12:54
  respond
• 12:55
  to
• 12:55
  Facebook
• 12:56
  inquiries,
• 12:56
  email
• 12:57
  inquiries,
• 12:57
  phone
• 12:58
  reservations,
• 12:58
  chats,
• 12:59
  and
• 12:59
  things
• 12:59
  like
• 13:00
  that.
• 13:00
  Do
• 13:00
  you
• 13:00
  think
• 13:00
  that's
• 13:00
  something
• 13:01
  we
• 13:01
  might
• 13:02
  see
• 13:02
  more
• 13:02
  parks
• 13:02
  start
• 13:03
  to
• 13:03
  do?
• 13:04
  Absolutely.
• 13:04
  The
• 13:05
  interesting
• 13:06
  part
• 13:06
  has
• 13:06
  been,
• 13:07
  we
• 13:07
  did
• 13:07
  that
• 13:07
  last
• 13:07
  year
• 13:08
  for
• 13:08
  my
• 13:08
  properties,
• 13:09
  for
• 13:09
  our
• 13:09
  reservations
• 13:10
  because
• 13:11
  we
• 13:11
  got
• 13:11
  so
• 13:12
  bombarded
• 13:12
  with
• 13:13
  demand
• 13:13
  over
• 13:13
  the
• 13:13
  last
• 13:14
  couple
• 13:14
  of
• 13:14
  years
• 13:14
  that
• 13:15
  my
• 13:15
  check-in
• 13:16
  offices
• 13:17
  cannot
• 13:17
  keep
• 13:17
  up
• 13:17
  with
• 13:18
  it,
• 13:18
  meaning
• 13:18
  the
• 13:19
  phone
• 13:19
  won't
• 13:19
  quit
• 13:19
  ringing
• 13:19
  for
• 13:20
  them
• 13:20
  to
• 13:20
  physically
• 13:20
  talk
• 13:21
  to
• 13:21
  the
• 13:21
  people
• 13:21
  in
• 13:21
  front
• 13:22
  of
• 13:22
  them.
• 13:22
  And
• 13:23
  they
• 13:23
  essentially
• 13:23
  become
• 13:24
  like
• 13:24
  phone
• 13:24
  operators
• 13:25
  because
• 13:25
  we
• 13:25
  see
• 13:26
  this
• 13:26
  statistics
• 13:26
  and
• 13:27
  I'm
• 13:27
  sure
• 13:27
  Kevin
• 13:27
  can
• 13:28
  talk
• 13:28
  to
• 13:28
  us
• 13:28
  about
• 13:28
  this
• 13:29
  on
• 13:29
  online
• 13:30
  reservations
• 13:30
  and
• 13:31
  how
• 13:31
  far
• 13:31
  they've
• 13:31
  gone
• 13:32
  up.
• 13:32
  The
• 13:32
  difference
• 13:33
  is
• 13:33
  those
• 13:33
  people
• 13:34
  still
• 13:34
  call
• 13:34
  us
• 13:34
  and
• 13:35
  ask
• 13:35
  questions
• 13:35
  before
• 13:36
  they
• 13:36
  make
• 13:36
  those
• 13:36
  reservations
• 13:37
  or
• 13:38
  after
• 13:38
  they've
• 13:38
  made
• 13:38
  the
• 13:38
  reservation.
• 13:39
  So
• 13:39
  the
• 13:39
  phones
• 13:40
  are
• 13:40
  still
• 13:40
  ringing
• 13:41
  and
• 13:42
  we
• 13:42
  have
• 13:42
  put
• 13:42
  reservationists
• 13:43
  for
• 13:43
  those
• 13:44
  phone
• 13:44
  lines
• 13:44
  in
• 13:45
  other
• 13:45
  locations.
• 13:46
  They
• 13:46
  could
• 13:46
  definitely
• 13:47
  work
• 13:47
  from
• 13:47
  home.
• 13:48
  We
• 13:48
  haven't
• 13:48
  found
• 13:48
  any
• 13:49
  that
• 13:49
  are
• 13:49
  working
• 13:49
  from
• 13:49
  home
• 13:49
  yet,
• 13:50
  as
• 13:50
  far
• 13:50
  as
• 13:50
  that
• 13:50
  goes,
• 13:51
  but
• 13:51
  they're
• 13:51
  in
• 13:51
  other
• 13:52
  office
• 13:52
  locations
• 13:53
  that
• 13:53
  we
• 13:53
  have
• 13:54
  to
• 13:54
  pull
• 13:54
  them
• 13:55
  out
• 13:55
  of
• 13:55
  the
• 13:55
  campground
• 13:55
  and
• 13:56
  slow
• 13:56
  the
• 13:56
  traffic
• 13:56
  down
• 13:57
  in
• 13:57
  that
• 13:57
  camp
• 13:57
  office.
• 14:01
  Yeah.
• 14:01
  That's
• 14:01
  I
• 14:01
  feel
• 14:01
  like
• 14:02
  that's
• 14:02
  something
• 14:02
  that
• 14:02
  more
• 14:03
  parks,
• 14:04
  maybe
• 14:04
  two
• 14:04
  or
• 14:04
  three
• 14:05
  years
• 14:05
  ago,
• 14:05
  parks
• 14:05
  would
• 14:06
  have
• 14:06
  completely
• 14:06
  shuttered
• 14:07
  at
• 14:07
  the
• 14:07
  idea
• 14:07
  of
• 14:08
  hiring
• 14:08
  someone
• 14:09
  to
• 14:09
  facilitate
• 14:09
  that
• 14:10
  for
• 14:10
  them.
• 14:10
  That's
• 14:11
  not
• 14:11
  on-site,
• 14:11
  but
• 14:12
  I
• 14:12
  feel
• 14:12
  like
• 14:12
  that's
• 14:12
  something
• 14:13
  that
• 14:13
  more
• 14:13
  people
• 14:13
  are
• 14:13
  going
• 14:13
  to
• 14:13
  have
• 14:14
  to
• 14:14
  be
• 14:14
  open
• 14:14
  to
• 14:15
  is
• 14:15
  it's
• 14:15
  they
• 14:15
  find
• 14:15
  it
• 14:16
  more
• 14:16
  and
• 14:16
  more
• 14:16
  difficult
• 14:17
  to
• 14:17
  find
• 14:17
  people
• 14:17
  that
• 14:17
  can
• 14:17
  actually.
• 14:22
  Yeah.
• 14:22
  And
• 14:22
  it
• 14:23
  gives
• 14:23
  everybody
• 14:23
  better
• 14:23
  service
• 14:24
  too,
• 14:24
  because
• 14:25
  if
• 14:25
  you're
• 14:25
  on
• 14:25
  the
• 14:26
  problem
• 14:26
  is
• 14:26
  calling
• 14:26
  the
• 14:27
  park.
• 14:27
  You
• 14:27
  ended
• 14:27
  up
• 14:27
  getting
• 14:27
  put
• 14:28
  on
• 14:28
  hold
• 14:28
  because
• 14:28
  they're
• 14:29
  helping
• 14:29
  the
• 14:29
  people
• 14:29
  in
• 14:30
  front
• 14:30
  of
• 14:30
  them,
• 14:30
  which
• 14:31
  is
• 14:31
  what
• 14:32
  staff
• 14:32
  are
• 14:32
  taught.
• 14:33
  That's
• 14:33
  your
• 14:33
  priority
• 14:33
  as
• 14:33
  the
• 14:34
  person
• 14:34
  in
• 14:34
  front
• 14:34
  of
• 14:34
  you.
• 14:35
  So
• 14:35
  if
• 14:35
  you're
• 14:35
  calling,
• 14:35
  you're
• 14:35
  put
• 14:35
  on
• 14:36
  hold
• 14:36
  or
• 14:36
  you
• 14:36
  can't
• 14:36
  get
• 14:37
  through
• 14:37
  and
• 14:37
  vice
• 14:37
  versa
• 14:38
  when
• 14:38
  you're
• 14:38
  standing
• 14:38
  there
• 14:39
  in
• 14:39
  person
• 14:39
  and
• 14:39
  they're
• 14:39
  making
• 14:40
  a
• 14:40
  reservation
• 14:40
  with
• 14:41
  somebody
• 14:41
  that's
• 14:41
  maybe
• 14:41
  a
• 14:41
  first-time
• 14:42
  camper,
• 14:43
  or
• 14:43
  they
• 14:43
  just
• 14:43
  have
• 14:44
  a
• 14:44
  ton
• 14:44
  of
• 14:44
  questions
• 14:44
  in
• 14:45
  general,
• 14:45
  but
• 14:45
  you're
• 14:45
  standing
• 14:45
  there
• 14:45
  for
• 14:46
  15
• 14:46
  minutes
• 14:46
  and
• 14:46
  you're
• 14:46
  like,
• 14:46
  dude,
• 14:47
  I've
• 14:47
  driven
• 14:47
  seven
• 14:48
  hours.
• 14:48
  I
• 14:48
  want
• 14:48
  to
• 14:49
  go
• 14:49
  to
• 14:49
  my
• 14:49
  site.
• 14:50
  So
• 14:50
  it's
• 14:51
  so
• 14:51
  much
• 14:52
  better
• 14:52
  customer
• 14:52
  service
• 14:53
  also.
• 14:54
  Yeah.
• 14:54
  The
• 14:55
  customer
• 14:55
  service
• 14:55
  is
• 14:55
  huge.
• 14:56
  We
• 14:56
  tried,
• 14:56
  I
• 14:56
  remember
• 14:57
  years
• 14:57
  ago
• 14:57
  we
• 14:57
  had
• 14:57
  with
• 14:57
  some
• 14:58
  of
• 14:58
  our
• 14:58
  larger
• 14:58
  groups
• 14:58
  to
• 14:59
  have
• 14:59
  them
• 14:59
  implement
• 14:59
  live
• 14:59
  chat.
• 15:00
  And
• 15:00
  it
• 15:00
  was
• 15:00
  the
• 15:00
  same
• 15:00
  problem
• 15:01
  with
• 15:01
  talking
• 15:01
  on
• 15:01
  the
• 15:01
  phone
• 15:02
  is
• 15:02
  that
• 15:02
  you
• 15:02
  can
• 15:02
  only
• 15:03
  do
• 15:03
  one
• 15:03
  or
• 15:03
  the
• 15:03
  other.
• 15:04
  You're
• 15:04
  either
• 15:04
  typing
• 15:04
  on
• 15:04
  a
• 15:04
  keyboard
• 15:04
  or
• 15:05
  you're
• 15:05
  talking
• 15:05
  on
• 15:05
  the
• 15:05
  phone
• 15:05
  or
• 15:05
  you're
• 15:05
  talking
• 15:05
  to
• 15:06
  person
• 15:06
  in
• 15:06
  front
• 15:06
  of
• 15:06
  you.
• 15:07
  And
• 15:07
  so
• 15:07
  it
• 15:07
  had
• 15:07
  the
• 15:07
  same
• 15:07
  makes
• 15:08
  a
• 15:08
  ton
• 15:08
  of
• 15:08
  sense
• 15:08
  from
• 15:08
  a,
• 15:09
  you
• 15:09
  don't
• 15:09
  necessarily
• 15:09
  want
• 15:10
  to
• 15:10
  do
• 15:10
  it,
• 15:10
  but
• 15:10
  if
• 15:10
  you
• 15:10
  have
• 15:10
  to
• 15:11
  do
• 15:11
  it
• 15:11
  and
• 15:11
  if
• 15:11
  you
• 15:11
  could
• 15:11
  do
• 15:11
  it
• 15:11
  better
• 15:12
  than
• 15:12
  it
• 15:12
  provides
• 15:12
  better
• 15:13
  service,
• 15:13
  the
• 15:13
  person
• 15:13
  standing
• 15:14
  in
• 15:14
  front
• 15:14
  of
• 15:14
  you,
• 15:14
  which
• 15:14
  is
• 15:14
  ultimately
• 15:15
  the.
• 15:16
  And
• 15:16
  part
• 15:16
  of
• 15:16
  it's
• 15:17
  perception
• 15:17
  too,
• 15:18
  the
• 15:18
  guests
• 15:18
  standing
• 15:19
  in
• 15:19
  front
• 15:19
  of
• 15:19
  you
• 15:19
  everybody's
• 15:20
  got
• 15:20
  this
• 15:20
  pet
• 15:20
  peeve
• 15:21
  of
• 15:21
  thinking
• 15:21
  someone,
• 15:21
  if
• 15:21
  they're
• 15:22
  looking
• 15:22
  at
• 15:22
  their
• 15:22
  phone,
• 15:23
  like
• 15:23
  Angela
• 15:24
  was
• 15:24
  prefacing
• 15:24
  before
• 15:24
  we
• 15:25
  started,
• 15:25
  Hey,
• 15:25
  I'm
• 15:25
  not
• 15:25
  looking
• 15:26
  at
• 15:26
  you.
• 15:26
  I've
• 15:26
  got
• 15:26
  another
• 15:26
  screen
• 15:27
  over
• 15:27
  here.
• 15:27
  People
• 15:27
  think
• 15:28
  if
• 15:28
  they're
• 15:28
  looking
• 15:28
  at
• 15:28
  their
• 15:28
  phone,
• 15:29
  that
• 15:29
  they're
• 15:29
  automatically
• 15:30
  like
• 15:30
  texting
• 15:30
  their
• 15:31
  friends
• 15:31
  or
• 15:31
  on
• 15:31
  social
• 15:32
  media.
• 15:32
  And
• 15:33
  in
• 15:33
  reality,
• 15:33
  we
• 15:34
  have
• 15:34
  a
• 15:34
  lot
• 15:34
  of
• 15:34
  listings
• 15:35
  that
• 15:35
  are
• 15:35
  on
• 15:36
  Airbnb
• 15:37
  for
• 15:37
  our
• 15:37
  glamping
• 15:38
  units.
• 15:38
  And
• 15:38
  so
• 15:39
  the
• 15:39
  staff
• 15:39
  are
• 15:39
  also
• 15:40
  paying
• 15:40
  attention
• 15:40
  to
• 15:40
  that.
• 15:41
  So
• 15:41
  now
• 15:41
  those
• 15:42
  people
• 15:42
  that
• 15:42
  are
• 15:42
  in
• 15:42
  another
• 15:42
  location
• 15:43
  can
• 15:43
  be
• 15:43
  handling
• 15:44
  things
• 15:44
  like
• 15:44
  that,
• 15:44
  Airbnb
• 15:45
  so
• 15:45
  that
• 15:46
  the
• 15:46
  guests
• 15:46
  are
• 15:46
  getting
• 15:46
  that
• 15:47
  attention
• 15:47
  and
• 15:47
  not
• 15:47
  having
• 15:48
  the,
• 15:48
  we
• 15:48
  would
• 15:48
  even
• 15:48
  get
• 15:49
  a
• 15:49
  review
• 15:49
  saying
• 15:49
  the
• 15:49
  office
• 15:50
  lady
• 15:50
  was
• 15:50
  on
• 15:50
  her
• 15:50
  phone.
• 15:51
  In
• 15:51
  reality,
• 15:51
  she's
• 15:52
  like
• 15:52
  on
• 15:52
  Airbnb
• 15:53
  dealing
• 15:53
  with
• 15:53
  another
• 15:53
  customer,
• 15:54
  but
• 15:55
  it's
• 15:55
  that
• 15:55
  perception.
• 15:57
  Yeah,
• 15:58
  absolutely.
• 15:59
  You
• 15:59
  have
• 15:59
  any
• 15:59
  stats
• 16:00
  around
• 16:00
  this?
• 16:00
  Kevin,
• 16:01
  has
• 16:01
  it,
• 16:01
  have
• 16:01
  you,
• 16:02
  have
• 16:03
  there
• 16:03
  been
• 16:03
  any
• 16:03
  research
• 16:03
  done
• 16:03
  as
• 16:04
  far
• 16:04
  as
• 16:04
  changes
• 16:05
  that
• 16:05
  you've
• 16:05
  seen
• 16:05
  during
• 16:05
  the
• 16:05
  pandemic
• 16:06
  with
• 16:06
  technology
• 16:06
  or
• 16:07
  reservations
• 16:07
  or
• 16:07
  behavior?
• 16:08
  If
• 16:08
  A
• 16:08
  really
• 16:09
  great
• 16:09
  business
• 16:09
  right
• 16:10
  now
• 16:10
  is
• 16:10
  to
• 16:10
  go
• 16:11
  buy
• 16:11
  campgrounds,
• 16:12
  which
• 16:12
  are
• 16:12
  currently
• 16:13
  expensive
• 16:13
  compared
• 16:14
  to
• 16:14
  two
• 16:14
  years
• 16:14
  ago,
• 16:15
  but
• 16:16
  buy
• 16:16
  ones
• 16:16
  that
• 16:17
  do
• 16:17
  not
• 16:17
  have
• 16:17
  booking
• 16:18
  software
• 16:18
  and
• 16:19
  the,
• 16:19
  you
• 16:19
  would
• 16:19
  be
• 16:20
  shocked
• 16:20
  how
• 16:21
  many
• 16:21
  of
• 16:21
  them
• 16:21
  are
• 16:21
  still
• 16:21
  doing
• 16:22
  100%
• 16:23
  phone
• 16:24
  and
• 16:24
  in
• 16:24
  person
• 16:25
  and
• 16:25
  just
• 16:25
  buy
• 16:26
  it
• 16:26
  and
• 16:27
  hookup
• 16:27
  booking
• 16:27
  software
• 16:28
  and
• 16:28
  automate
• 16:29
  it
• 16:29
  and
• 16:29
  bring
• 16:30
  your
• 16:30
  costs
• 16:30
  down
• 16:31
  and
• 16:31
  bring
• 16:31
  your
• 16:31
  prices
• 16:32
  up
• 16:32
  and
• 16:33
  then
• 16:33
  resell
• 16:33
  that
• 16:34
  business.
• 16:35
  It's
• 16:35
  basically
• 16:35
  the
• 16:35
  burn
• 16:36
  method.
• 16:36
  That's
• 16:37
  yeah,
• 16:37
  totally.
• 16:37
  The
• 16:37
  bar
• 16:38
  method.
• 16:38
  It's
• 16:38
  funny
• 16:38
  that
• 16:39
  you
• 16:39
  say
• 16:39
  that
• 16:39
  because
• 16:40
  when
• 16:40
  I'm
• 16:40
  doing
• 16:40
  acquisitions
• 16:41
  I
• 16:41
  have
• 16:42
  ascending,
• 16:42
  I
• 16:42
  do
• 16:42
  syndication
• 16:43
  for
• 16:43
  RV
• 16:43
  parks
• 16:43
  also.
• 16:44
  And
• 16:44
  the
• 16:45
  first
• 16:45
  question
• 16:45
  when
• 16:46
  we're
• 16:46
  doing
• 16:46
  acquisition
• 16:46
  is
• 16:47
  what
• 16:47
  software
• 16:47
  are
• 16:47
  you
• 16:47
  using?
• 16:48
  And
• 16:48
  Kevin,
• 16:48
  oftentimes
• 16:49
  it's
• 16:49
  not
• 16:49
  just,
• 16:50
  are
• 16:50
  they
• 16:50
  using
• 16:51
  the
• 16:51
  software?
• 16:51
  It's
• 16:51
  are
• 16:52
  you
• 16:52
  allowing
• 16:52
  people
• 16:52
  to
• 16:52
  book
• 16:53
  online
• 16:53
  because
• 16:54
  you
• 16:54
  have
• 16:55
  not
• 16:56
  quite
• 16:56
  as
• 16:56
  much
• 16:56
  of
• 16:56
  a
• 16:56
  jump
• 16:57
  as
• 16:57
  is
• 16:57
  the
• 16:57
  burn
• 16:58
  method
• 16:58
  when
• 16:58
  you're
• 16:58
  doing
• 16:59
  that.
• 16:59
  But
• 16:59
  it's
• 16:59
  pretty
• 16:59
  close
• 17:00
  because
• 17:00
  the
• 17:00
  online
• 17:01
  reservations
• 17:02
  versus
• 17:02
  not
• 17:03
  having.
• 17:04
  It's
• 17:04
  not
• 17:04
  working
• 17:04
  anymore.
• 17:06
  Explain
• 17:06
  the
• 17:07
  burn
• 17:07
  method.
• 17:07
  So
• 17:07
  people
• 17:08
  know.
• 17:09
  Absolutely.
• 17:09
  So
• 17:09
  the
• 17:10
  burn
• 17:10
  method
• 17:10
  is
• 17:11
  coined
• 17:11
  by
• 17:12
  BiggerPockets.
• 17:13
  They
• 17:13
  have
• 17:13
  a
• 17:13
  book
• 17:13
  by
• 17:13
  David
• 17:14
  Green.
• 17:14
  That's
• 17:14
  really
• 17:15
  fabulous.
• 17:15
  If
• 17:15
  you
• 17:16
  it's
• 17:16
  something
• 17:16
  you're
• 17:16
  interested
• 17:17
  in,
• 17:17
  but
• 17:17
  it
• 17:17
  means
• 17:17
  to
• 17:17
  buy
• 17:18
  renovate,
• 17:19
  rent,
• 17:20
  buy,
• 17:21
  renovate,
• 17:21
  rent,
• 17:22
  refinance,
• 17:23
  and
• 17:23
  repaint.
• 17:23
  And
• 17:24
  so
• 17:24
  what
• 17:24
  happens
• 17:24
  is
• 17:24
  you'll
• 17:25
  buy
• 17:25
  a
• 17:25
  distress
• 17:25
  property,
• 17:27
  actually
• 17:27
  just
• 17:27
  finished
• 17:27
  this
• 17:28
  on
• 17:28
  a
• 17:29
  12
• 17:29
  unit
• 17:30
  apartment
• 17:30
  complex.
• 17:30
  So
• 17:31
  bought
• 17:31
  this
• 17:31
  12
• 17:31
  unit
• 17:31
  apartment
• 17:32
  complex.
• 17:32
  It
• 17:32
  was
• 17:33
  in
• 17:33
  horrible
• 17:34
  shape
• 17:34
  and
• 17:35
  it
• 17:35
  needed
• 17:35
  a
• 17:35
  new
• 17:36
  foundation
• 17:36
  and
• 17:36
  all
• 17:36
  kinds
• 17:37
  of
• 17:37
  stuff.
• 17:37
  It
• 17:37
  only
• 17:37
  cost
• 17:37
  me
• 17:38
  like
• 17:38
  $250,000,
• 17:39
  but
• 17:39
  obviously
• 17:40
  I
• 17:40
  had
• 17:40
  quite
• 17:40
  a
• 17:40
  few
• 17:41
  dollars
• 17:42
  in
• 17:42
  that
• 17:42
  next
• 17:42
  phase
• 17:43
  on
• 17:43
  the
• 17:43
  Burr,
• 17:44
  which
• 17:44
  is
• 17:44
  the
• 17:44
  renovation.
• 17:45
  And
• 17:46
  then
• 17:46
  you
• 17:46
  can
• 17:46
  now
• 17:46
  rent
• 17:46
  it
• 17:47
  at
• 17:47
  new
• 17:47
  rates
• 17:47
  because
• 17:47
  the
• 17:48
  place
• 17:48
  is
• 17:48
  significantly
• 17:49
  nicer.
• 17:49
  So
• 17:50
  you
• 17:50
  forced
• 17:50
  appreciation
• 17:52
  by
• 17:52
  having
• 17:53
  a
• 17:53
  nicer
• 17:53
  property
• 17:53
  that
• 17:53
  rents
• 17:54
  for
• 17:54
  more
• 17:54
  money
• 17:55
  to
• 17:55
  then
• 17:55
  go
• 17:55
  out
• 17:56
  and
• 17:56
  refinance.
• 17:57
  And
• 17:58
  then
• 17:58
  the
• 17:58
  beauty
• 17:58
  of
• 17:59
  it
• 17:59
  is
• 17:59
  that
• 17:59
  you
• 18:00
  pull
• 18:00
  the
• 18:00
  equity
• 18:00
  out,
• 18:01
  that
• 18:01
  you
• 18:01
  put
• 18:01
  in
• 18:02
  for
• 18:02
  your
• 18:02
  initial
• 18:02
  down
• 18:02
  payment,
• 18:03
  so
• 18:03
  that
• 18:03
  you
• 18:03
  then
• 18:04
  go
• 18:04
  out
• 18:04
  and
• 18:04
  buy
• 18:04
  your
• 18:04
  next
• 18:05
  property,
• 18:05
  which
• 18:05
  is
• 18:06
  how
• 18:06
  I've
• 18:06
  grown
• 18:06
  my
• 18:06
  portfolio
• 18:07
  of
• 18:07
  RV
• 18:07
  parks
• 18:08
  with
• 18:08
  my,
• 18:09
  and
• 18:09
  that
• 18:10
  same
• 18:10
  method
• 18:10
  that
• 18:10
  Heather
• 18:11
  is
• 18:11
  doing
• 18:11
  with
• 18:11
  the
• 18:11
  multi
• 18:12
  family
• 18:13
  properties
• 18:13
  is
• 18:14
  the
• 18:14
  exact
• 18:14
  same
• 18:14
  thing
• 18:15
  that
• 18:15
  there's
• 18:16
  a
• 18:16
  lot
• 18:16
  of
• 18:16
  opportunity
• 18:17
  in
• 18:17
  the
• 18:17
  campground
• 18:18
  space
• 18:18
  right
• 18:18
  now.
• 18:20
  I
• 18:20
  think
• 18:20
  you
• 18:20
  said
• 18:20
  something
• 18:21
  interesting
• 18:21
  too,
• 18:22
  about
• 18:22
  when
• 18:22
  you,
• 18:22
  once
• 18:23
  you
• 18:23
  implement
• 18:24
  the
• 18:24
  reservation
• 18:25
  systems,
• 18:25
  there
• 18:26
  was
• 18:26
  like,
• 18:26
  I
• 18:27
  see
• 18:27
  there
• 18:27
  are
• 18:27
  still
• 18:28
  people
• 18:28
  hesitant
• 18:28
  to
• 18:29
  use
• 18:29
  them,
• 18:29
  but
• 18:30
  the
• 18:30
  hesitancy
• 18:31
  a
• 18:31
  few
• 18:31
  years
• 18:31
  ago
• 18:32
  and
• 18:32
  obviously
• 18:32
  even
• 18:32
  further
• 18:33
  back
• 18:33
  as
• 18:33
  far
• 18:33
  more
• 18:34
  than
• 18:34
  it
• 18:34
  is
• 18:34
  now,
• 18:34
  I
• 18:34
  think
• 18:34
  people
• 18:35
  now
• 18:35
  realize
• 18:36
  that
• 18:36
  were
• 18:36
  resistant
• 18:37
  before
• 18:37
  Nope,
• 18:37
  they're
• 18:37
  here
• 18:38
  to
• 18:38
  stay.
• 18:38
  So
• 18:38
  we
• 18:39
  need
• 18:39
  to
• 18:39
  either
• 18:40
  get
• 18:40
  on
• 18:40
  board
• 18:40
  with
• 18:41
  a
• 18:41
  program
• 18:41
  here
• 18:41
  or
• 18:42
  watch
• 18:43
  all
• 18:43
  of
• 18:43
  our
• 18:43
  competitors
• 18:44
  surpass
• 18:44
  us.
• 18:44
  But
• 18:45
  I
• 18:45
  think
• 18:45
  that
• 18:45
  there's
• 18:45
  a
• 18:45
  big
• 18:46
  contrast
• 18:46
  between
• 18:47
  people
• 18:47
  that
• 18:47
  are
• 18:48
  using
• 18:48
  reservation
• 18:48
  systems
• 18:49
  and
• 18:49
  people
• 18:49
  that
• 18:49
  are
• 18:50
  genuinely
• 18:51
  utilizing
• 18:51
  them
• 18:52
  because
• 18:52
  they
• 18:52
  all.
• 18:54
  All
• 18:54
  of
• 18:54
  the
• 18:54
  systems,
• 18:55
  regardless
• 18:55
  of,
• 18:56
  your
• 18:56
  personal
• 18:56
  feelings
• 18:57
  of
• 18:57
  good,
• 18:57
  bad,
• 18:57
  et
• 18:57
  cetera,
• 18:58
  they
• 18:58
  all
• 18:58
  have
• 18:59
  a
• 18:59
  lot
• 18:59
  of
• 18:59
  different
• 19:00
  a
• 19:00
  lot
• 19:00
  of
• 19:00
  different
• 19:00
  things
• 19:01
  in
• 19:01
  them
• 19:01
  that
• 19:02
  you
• 19:02
  can
• 19:02
  really
• 19:02
  expand
• 19:03
  and
• 19:03
  increase
• 19:04
  your
• 19:04
  revenue
• 19:04
  and
• 19:04
  a
• 19:04
  lot
• 19:04
  of
• 19:04
  different
• 19:05
  ways
• 19:05
  besides
• 19:05
  just
• 19:06
  your
• 19:07
  typical
• 19:07
  bookings
• 19:08
  and
• 19:08
  things
• 19:08
  like
• 19:09
  that.
• 19:09
  And
• 19:09
  so
• 19:09
  many
• 19:09
  people
• 19:09
  are
• 19:10
  resistant
• 19:10
  to
• 19:10
  trying,
• 19:11
  whether
• 19:11
  it's
• 19:11
  dynamic
• 19:11
  pricing
• 19:12
  or
• 19:12
  site
• 19:12
  lock
• 19:12
  fees
• 19:13
  or
• 19:13
  utilizing
• 19:14
  some
• 19:14
  of
• 19:14
  the
• 19:14
  other
• 19:14
  things
• 19:15
  for
• 19:15
  firewood
• 19:16
  or
• 19:16
  your
• 19:16
  golf
• 19:16
  cart
• 19:16
  rentals
• 19:17
  and
• 19:17
  things
• 19:17
  like
• 19:17
  that.
• 19:18
  So
• 19:18
  many
• 19:18
  people
• 19:18
  are
• 19:18
  resistant.
• 19:19
  They
• 19:19
  feel
• 19:20
  like
• 19:20
  if
• 19:20
  I
• 19:20
  automate
• 19:20
  all
• 19:21
  of
• 19:21
  that
• 19:21
  and
• 19:21
  charge
• 19:21
  people,
• 19:22
  those
• 19:22
  fees
• 19:22
  and
• 19:22
  that
• 19:22
  sort
• 19:23
  of
• 19:23
  thing,
• 19:23
  but
• 19:24
  when
• 19:24
  you
• 19:24
  utilize
• 19:25
  those
• 19:25
  things,
• 19:25
  it
• 19:25
  increases
• 19:26
  your
• 19:26
  revenue
• 19:26
  far
• 19:27
  more
• 19:27
  than
• 19:27
  just
• 19:27
  simply
• 19:28
  using
• 19:28
  a
• 19:28
  system.
• 19:28
  I
• 19:29
  think,
• 19:29
  honestly,
• 19:30
  Angela,
• 19:30
  I
• 19:30
  think
• 19:31
  part
• 19:31
  of
• 19:31
  that
• 19:31
  is
• 19:31
  they've
• 19:32
  come
• 19:32
  so
• 19:32
  far
• 19:33
  when
• 19:33
  I
• 19:33
  bought
• 19:34
  my
• 19:34
  first
• 19:34
  park
• 19:34
  11
• 19:35
  years
• 19:35
  ago.
• 19:36
  And
• 19:36
  we
• 19:36
  started
• 19:36
  out
• 19:37
  with
• 19:37
  the
• 19:37
  software,
• 19:38
  which
• 19:38
  you
• 19:38
  had
• 19:38
  basically
• 19:38
  two
• 19:39
  options
• 19:39
  back
• 19:39
  then,
• 19:40
  if
• 19:40
  you
• 19:40
  wanted
• 19:40
  to
• 19:40
  use
• 19:40
  software.
• 19:41
  And
• 19:42
  it
• 19:42
  was,
• 19:42
  it
• 19:43
  took
• 19:43
  us
• 19:43
  weeks,
• 19:44
  sometimes
• 19:44
  months
• 19:45
  to
• 19:45
  train
• 19:45
  people
• 19:46
  because
• 19:46
  they
• 19:46
  weren't
• 19:46
  intuitive.
• 19:47
  Good
• 19:47
  luck
• 19:48
  if
• 19:48
  you
• 19:48
  wanted
• 19:49
  tech
• 19:49
  support.
• 19:50
  And
• 19:50
  so
• 19:50
  anybody
• 19:50
  who
• 19:51
  was
• 19:51
  introduced
• 19:51
  to
• 19:51
  those
• 19:52
  software
• 19:52
  as
• 19:53
  their
• 19:53
  first
• 19:53
  thing,
• 19:53
  and
• 19:54
  didn't
• 19:54
  give
• 19:55
  it
• 19:55
  a
• 19:55
  chance,
• 19:55
  those
• 19:56
  people
• 19:56
  are
• 19:56
  even
• 19:56
  more
• 19:56
  resistant
• 19:57
  because
• 19:58
  that's
• 19:58
  what
• 19:58
  they've
• 19:58
  seen.
• 19:58
  But
• 19:59
  the
• 19:59
  new
• 19:59
  softwares
• 20:00
  are
• 20:00
  nothing
• 20:00
  like
• 20:00
  that.
• 20:01
  They're
• 20:01
  intuitive.
• 20:01
  You
• 20:01
  can
• 20:01
  train
• 20:02
  somebody
• 20:02
  in
• 20:02
  48
• 20:03
  hours
• 20:03
  and
• 20:04
  they
• 20:04
  make
• 20:05
  your
• 20:05
  business
• 20:05
  a
• 20:05
  whole
• 20:06
  new.
• 20:06
  I
• 20:06
  think
• 20:07
  part
• 20:07
  of
• 20:07
  what
• 20:07
  Kevin
• 20:07
  thing
• 20:08
  too
• 20:08
  is
• 20:08
  we
• 20:08
  would
• 20:09
  mark
• 20:09
  it
• 20:09
  for
• 20:09
  RV
• 20:09
  parks
• 20:10
  and
• 20:10
  we
• 20:11
  would
• 20:11
  see
• 20:11
  them
• 20:11
  bold
• 20:12
  and
• 20:12
  they
• 20:12
  turned
• 20:12
  on
• 20:13
  good
• 20:13
  reservation
• 20:13
  software.
• 20:14
  They
• 20:14
  turned
• 20:14
  on
• 20:14
  dynamic
• 20:14
  pricing
• 20:15
  and
• 20:15
  lock
• 20:15
  fees
• 20:16
  and
• 20:16
  they
• 20:16
  did
• 20:16
  some
• 20:16
  good
• 20:17
  marketing
• 20:17
  that
• 20:17
  maybe
• 20:18
  we
• 20:18
  had
• 20:18
  counseled
• 20:18
  them
• 20:18
  to
• 20:18
  do
• 20:19
  for
• 20:19
  a
• 20:19
  while,
• 20:19
  but
• 20:19
  they
• 20:19
  weren't
• 20:19
  sure
• 20:20
  whether
• 20:20
  they
• 20:20
  wanted
• 20:20
  to
• 20:20
  spend
• 20:20
  cause
• 20:21
  they
• 20:21
  were
• 20:21
  trying
• 20:21
  to
• 20:21
  exit.
• 20:22
  And
• 20:22
  all
• 20:22
  of
• 20:22
  a
• 20:22
  sudden
• 20:22
  they're
• 20:22
  up
• 20:23
  300,
• 20:23
  400%
• 20:24
  in
• 20:24
  a
• 20:24
  year
• 20:24
  or
• 20:24
  two.
• 20:25
  It's
• 20:25
  insane.
• 20:26
  And
• 20:26
  so
• 20:27
  what
• 20:27
  Kevin's
• 20:27
  saying
• 20:28
  is
• 20:28
  absolutely
• 20:28
  correct.
• 20:29
  There's
• 20:29
  hundreds
• 20:30
  of
• 20:30
  these
• 20:30
  parks
• 20:30
  out
• 20:30
  there
• 20:31
  still.
• 20:32
  Yeah,
• 20:32
  absolutely.
• 20:33
  The
• 20:33
  thing
• 20:34
  that
• 20:34
  we
• 20:34
  saw
• 20:35
  in
• 20:35
  this
• 20:35
  last
• 20:36
  year
• 20:36
  Heather
• 20:37
  mentioned
• 20:37
  the
• 20:37
  Arvik
• 20:38
  RV
• 20:38
  conference
• 20:38
  for
• 20:38
  campground
• 20:39
  owners.
• 20:40
  The
• 20:40
  difference
• 20:40
  thing
• 20:40
  that
• 20:40
  show
• 20:41
  this
• 20:41
  year
• 20:41
  and
• 20:41
  that
• 20:42
  show
• 20:42
  two
• 20:42
  years
• 20:42
  ago
• 20:43
  this
• 20:44
  year
• 20:44
  two
• 20:44
  years
• 20:44
  ago,
• 20:45
  a
• 20:45
  couple
• 20:46
  of
• 20:46
  people
• 20:46
  had
• 20:46
  just
• 20:46
  bought
• 20:46
  a
• 20:47
  campground.
• 20:48
  A
• 20:48
  couple
• 20:48
  people
• 20:48
  are
• 20:48
  thinking
• 20:49
  about
• 20:49
  buying
• 20:49
  a
• 20:49
  campground.
• 20:49
  Most
• 20:50
  of
• 20:50
  the
• 20:50
  people
• 20:50
  we
• 20:51
  talked
• 20:51
  to
• 20:51
  are
• 20:51
  campground
• 20:51
  owners,
• 20:52
  hanging
• 20:52
  out
• 20:53
  at
• 20:53
  our
• 20:53
  booth
• 20:53
  with
• 20:53
  a
• 20:53
  dirt
• 20:54
  mobile
• 20:54
  the
• 20:54
  dirt
• 20:55
  booth
• 20:55
  this
• 20:55
  year
• 20:55
  at
• 20:56
  RV.
• 20:57
  Probably
• 20:57
  60%
• 20:59
  of
• 20:59
  the
• 20:59
  hundreds
• 21:00
  of
• 21:00
  people
• 21:00
  I
• 21:00
  talked
• 21:01
  to,
• 21:01
  I
• 21:01
  have
• 21:01
  just
• 21:02
  bought
• 21:02
  a
• 21:02
  campground
• 21:03
  or
• 21:03
  I'm
• 21:03
  just
• 21:03
  about
• 21:04
  to
• 21:04
  buy
• 21:04
  a
• 21:04
  campground.
• 21:05
  I
• 21:05
  literally
• 21:05
  watched
• 21:06
  in
• 21:06
  this
• 21:06
  two
• 21:06
  year
• 21:07
  span,
• 21:07
  here's
• 21:07
  the
• 21:08
  entire
• 21:08
  new
• 21:08
  flock
• 21:09
  of
• 21:09
  campground
• 21:10
  owners
• 21:10
  coming
• 21:11
  in.
• 21:11
  The
• 21:11
  other
• 21:11
  thing
• 21:12
  that
• 21:12
  we've
• 21:12
  seen
• 21:12
  at
• 21:12
  the
• 21:12
  dirt
• 21:13
  is
• 21:13
  we
• 21:13
  do
• 21:14
  an
• 21:14
  annual
• 21:14
  survey
• 21:15
  every
• 21:15
  year
• 21:15
  because
• 21:15
  we
• 21:16
  have
• 21:16
  the
• 21:16
  biggest
• 21:16
  camping
• 21:16
  community
• 21:17
  and
• 21:18
  over
• 21:18
  10
• 21:19
  million
• 21:20
  people
• 21:20
  camp
• 21:21
  for
• 21:21
  the
• 21:21
  first
• 21:21
  time
• 21:22
  in
• 21:22
  this
• 21:22
  last
• 21:23
  year.
• 21:23
  And
• 21:23
  there
• 21:23
  was
• 21:23
  the
• 21:23
  same
• 21:24
  kind
• 21:24
  of
• 21:24
  stats
• 21:24
  about
• 21:25
  two
• 21:25
  years
• 21:25
  ago.
• 21:25
  And
• 21:25
  we
• 21:26
  were
• 21:26
  wondering,
• 21:26
  was
• 21:26
  that
• 21:26
  just
• 21:26
  a
• 21:27
  little
• 21:27
  COVID
• 21:27
  blip?
• 21:28
  The
• 21:28
  answer
• 21:28
  is
• 21:29
  no
• 21:29
  over
• 21:29
  10
• 21:30
  million
• 21:30
  people.
• 21:30
  Camp
• 21:31
  not
• 21:31
  only
• 21:32
  are
• 21:32
  more
• 21:32
  diversity
• 21:33
  and
• 21:33
  more
• 21:33
  communities
• 21:34
  being
• 21:34
  represented,
• 21:35
  but
• 21:35
  people
• 21:35
  who
• 21:35
  are
• 21:36
  more
• 21:36
  texts.
• 21:37
  And
• 21:37
  think
• 21:38
  about
• 21:38
  your
• 21:38
  own
• 21:38
  patterns.
• 21:39
  You
• 21:39
  don't
• 21:39
  want
• 21:39
  to
• 21:39
  talk
• 21:40
  to
• 21:40
  anybody
• 21:40
  on
• 21:40
  the
• 21:40
  phone.
• 21:41
  You
• 21:41
  imagine
• 21:42
  having
• 21:42
  to
• 21:42
  talk
• 21:42
  to
• 21:42
  a
• 21:43
  stranger
• 21:43
  on
• 21:43
  this
• 21:43
  thing,
• 21:43
  it's
• 21:44
  scary.
• 21:44
  You
• 21:45
  want
• 21:45
  to
• 21:45
  push
• 21:45
  a
• 21:45
  button
• 21:46
  and
• 21:46
  book
• 21:47
  you
• 21:47
  want
• 21:47
  to
• 21:47
  do
• 21:48
  so
• 21:48
  if
• 21:48
  you're
• 21:48
  not
• 21:48
  a
• 21:48
  campground
• 21:49
  owner
• 21:50
  and
• 21:50
  you're
• 21:50
  not
• 21:50
  giving
• 21:50
  the
• 21:50
  option
• 21:51
  as
• 21:51
  a
• 21:51
  campground
• 21:52
  owner
• 21:52
  for
• 21:52
  someone
• 21:52
  to
• 21:52
  get
• 21:53
  online
• 21:54
  and
• 21:54
  make
• 21:54
  a
• 21:54
  reservation
• 21:55
  without
• 21:55
  having
• 21:55
  to
• 21:55
  talk
• 21:56
  to
• 21:56
  a
• 21:56
  human,
• 21:56
  you
• 21:56
  are
• 21:57
  leaving
• 21:57
  money
• 21:57
  on
• 21:57
  the
• 21:57
  table,
• 21:59
  Kevin
• 21:59
  for
• 21:59
  the
• 22:00
  dirt.
• 22:00
  Do
• 22:01
  campground
• 22:01
  owners
• 22:02
  put
• 22:02
  their
• 22:02
  information
• 22:03
  on
• 22:03
  your
• 22:03
  site
• 22:04
  or
• 22:04
  do
• 22:04
  the
• 22:05
  campers
• 22:05
  themselves
• 22:06
  put
• 22:06
  parks
• 22:07
  on
• 22:07
  the
• 22:07
  sites?
• 22:08
  Everyone.
• 22:09
  So
• 22:09
  we
• 22:10
  have
• 22:10
  the
• 22:10
  largest
• 22:11
  database
• 22:11
  of
• 22:11
  campgrounds
• 22:12
  over
• 22:12
  40,000
• 22:13
  campgrounds
• 22:14
  from
• 22:14
  public
• 22:15
  to
• 22:15
  private,
• 22:15
  to
• 22:15
  RV,
• 22:16
  to
• 22:16
  private
• 22:16
  land.
• 22:17
  Campground
• 22:17
  owners
• 22:18
  can
• 22:18
  put
• 22:18
  those
• 22:19
  up
• 22:19
  and
• 22:19
  claim
• 22:19
  them
• 22:20
  and
• 22:20
  go
• 22:20
  into
• 22:20
  the
• 22:20
  backend
• 22:21
  and
• 22:21
  run
• 22:21
  and
• 22:21
  hook
• 22:22
  up
• 22:22
  all
• 22:22
  of
• 22:22
  their
• 22:22
  books.
• 22:22
  And
• 22:23
  we
• 22:23
  don't
• 22:23
  charge
• 22:23
  any
• 22:23
  commission
• 22:24
  for
• 22:24
  camp
• 22:24
  grounds
• 22:24
  to
• 22:24
  do
• 22:25
  bookings.
• 22:25
  And
• 22:25
  later
• 22:25
  it's
• 22:25
  free
• 22:26
  for
• 22:26
  campground
• 22:27
  owners.
• 22:28
  And
• 22:28
  on
• 22:29
  the
• 22:29
  user
• 22:29
  side,
• 22:30
  users
• 22:30
  can
• 22:30
  add
• 22:31
  campgrounds,
• 22:31
  add
• 22:32
  pictures,
• 22:32
  videos,
• 22:32
  and
• 22:32
  reviews.
• 22:33
  The
• 22:33
  dirt
• 22:33
  is
• 22:34
  the
• 22:35
  top
• 22:35
  community
• 22:36
  for
• 22:36
  camping
• 22:37
  built
• 22:37
  by
• 22:37
  campers
• 22:38
  for
• 22:38
  campers.
• 22:39
  Kevin,
• 22:39
  I
• 22:39
  know
• 22:39
  a
• 22:39
  natural
• 22:40
  question
• 22:40
  would
• 22:40
  come
• 22:40
  up
• 22:40
  for
• 22:41
  me
• 22:41
  and
• 22:41
  maybe
• 22:42
  Heather
• 22:42
  should
• 22:42
  be
• 22:42
  the
• 22:42
  one
• 22:42
  asking
• 22:43
  this,
• 22:43
  but
• 22:43
  a
• 22:43
  natural
• 22:44
  goes
• 22:44
  to
• 22:44
  the
• 22:44
  cover
• 22:44
  for
• 22:44
  me.
• 22:45
  If
• 22:45
  I
• 22:45
  was
• 22:45
  a
• 22:45
  campground
• 22:45
  or
• 22:46
  would
• 22:46
  be,
• 22:46
  if
• 22:46
  both
• 22:46
  people
• 22:47
  can
• 22:47
  control
• 22:47
  the
• 22:47
  listings,
• 22:48
  how
• 22:48
  do
• 22:48
  I
• 22:48
  make
• 22:48
  sure
• 22:48
  that
• 22:49
  what
• 22:49
  I
• 22:49
  want
• 22:49
  there
• 22:49
  is
• 22:50
  right
• 22:50
  as
• 22:50
  the
• 22:50
  owner
• 22:50
  of
• 22:50
  the
• 22:50
  camper.
• 22:51
  So
• 22:52
  the
• 22:52
  campground
• 22:53
  owner
• 22:53
  is
• 22:53
  the
• 22:53
  only
• 22:54
  one
• 22:54
  who
• 22:54
  can
• 22:54
  claim
• 22:54
  the
• 22:54
  listing.
• 22:55
  We
• 22:55
  verify
• 22:56
  with
• 22:56
  them.
• 22:56
  And
• 22:56
  then
• 22:56
  they
• 22:56
  go
• 22:57
  into
• 22:57
  our
• 22:57
  backend
• 22:58
  bookings
• 22:58
  portal
• 22:59
  where
• 22:59
  they
• 22:59
  can
• 22:59
  then
• 22:59
  hook
• 22:59
  up
• 22:59
  bookings
• 23:00
  and
• 23:00
  get
• 23:00
  bookings
• 23:01
  for
• 23:01
  no
• 23:01
  additional
• 23:02
  charge.
• 23:02
  It's
• 23:02
  a
• 23:02
  free
• 23:03
  service.
• 23:03
  It's
• 23:04
  free
• 23:04
  for
• 23:04
  campground
• 23:04
  owners
• 23:05
  to
• 23:05
  have
• 23:06
  a
• 23:06
  profile,
• 23:07
  to
• 23:07
  update
• 23:07
  a
• 23:07
  profile.
• 23:07
  And
• 23:07
  the
• 23:08
  do
• 23:08
  bookings,
• 23:09
  the
• 23:09
  user
• 23:09
  side,
• 23:10
  the,
• 23:11
  where
• 23:11
  we
• 23:11
  stop
• 23:11
  it
• 23:11
  on
• 23:12
  the
• 23:12
  user
• 23:12
  side
• 23:12
  is
• 23:12
  the
• 23:12
  users
• 23:13
  have
• 23:13
  a
• 23:13
  right
• 23:13
  to
• 23:13
  comment
• 23:14
  and
• 23:15
  rate
• 23:15
  and
• 23:15
  review
• 23:16
  the
• 23:16
  campground.
• 23:16
  But
• 23:16
  what's
• 23:17
  interesting.
• 23:18
  Everyone
• 23:18
  wants
• 23:19
  something
• 23:19
  different.
• 23:19
  I
• 23:20
  remember
• 23:21
  having
• 23:21
  a
• 23:21
  user
• 23:21
  testing
• 23:22
  session
• 23:22
  and
• 23:23
  this
• 23:23
  camper
• 23:23
  said
• 23:23
  I
• 23:23
  want
• 23:24
  to
• 23:24
  be
• 23:24
  right
• 23:24
  next
• 23:24
  to
• 23:24
  the
• 23:25
  bathroom.
• 23:25
  And
• 23:25
  I'm
• 23:25
  like,
• 23:26
  why
• 23:26
  would
• 23:26
  you
• 23:26
  want
• 23:27
  to
• 23:27
  do
• 23:27
  that?
• 23:28
  And
• 23:28
  she's
• 23:28
  cause
• 23:28
  I
• 23:28
  have
• 23:29
  three
• 23:29
  kids
• 23:30
  and
• 23:30
  I
• 23:30
  can
• 23:30
  sit
• 23:31
  and
• 23:31
  enjoy
• 23:31
  a
• 23:31
  beer
• 23:32
  and
• 23:32
  relax
• 23:32
  on
• 23:32
  Saturday.
• 23:33
  If
• 23:33
  I
• 23:33
  have
• 23:33
  to
• 23:33
  be
• 23:33
  walking
• 23:33
  across
• 23:34
  the
• 23:34
  campground
• 23:34
  back
• 23:35
  and
• 23:35
  forth
• 23:35
  all
• 23:35
  day
• 23:35
  long,
• 23:36
  I
• 23:36
  need
• 23:36
  to
• 23:36
  be
• 23:36
  able
• 23:36
  to
• 23:36
  see
• 23:37
  them.
• 23:37
  So
• 23:37
  every
• 23:38
  camper
• 23:38
  wants
• 23:38
  something
• 23:39
  different,
• 23:39
  which
• 23:39
  is
• 23:39
  why
• 23:40
  the
• 23:40
  dirt
• 23:40
  focused
• 23:40
  on
• 23:41
  crowdsourced,
• 23:42
  pictures,
• 23:42
  videos,
• 23:43
  and
• 23:43
  reviews.
• 23:44
  Show
• 23:44
  me
• 23:44
  the
• 23:44
  good
• 23:45
  show
• 23:45
  me
• 23:45
  the
• 23:45
  bad.
• 23:45
  Show
• 23:45
  me
• 23:46
  the
• 23:46
  ugly.
• 23:46
  That's
• 23:47
  what
• 23:47
  the
• 23:47
  dirt
• 23:47
  is
• 23:47
  all
• 23:48
  about.
• 23:49
  We've
• 23:49
  seen
• 23:50
  a
• 23:50
  ton
• 23:51
  of
• 23:51
  people
• 23:51
  try
• 23:51
  and
• 23:52
  do
• 23:52
  what
• 23:52
  you've
• 23:52
  done
• 23:53
  over
• 23:53
  the
• 23:53
  last
• 23:54
  decade.
• 23:54
  What
• 23:55
  do
• 23:55
  you
• 23:55
  think
• 23:55
  made
• 23:55
  it
• 23:55
  so
• 23:55
  different
• 23:56
  major?
• 23:57
  Here's
• 23:57
  the
• 23:57
  biggest
• 23:58
  difference
• 23:58
  is
• 23:59
  we
• 24:00
  started
• 24:00
  with
• 24:00
  community
• 24:01
  first
• 24:01
  were
• 24:01
  the
• 24:02
  only
• 24:02
  ones
• 24:02
  that
• 24:02
  started
• 24:03
  with
• 24:03
  community.
• 24:03
  First.
• 24:03
  We
• 24:04
  went
• 24:04
  out,
• 24:04
  we've
• 24:04
  raised
• 24:05
  a
• 24:05
  lot
• 24:05
  of
• 24:05
  money.
• 24:05
  The
• 24:05
  dirt
• 24:05
  has
• 24:06
  raised
• 24:06
  over
• 24:07
  $24
• 24:07
  million
• 24:08
  now
• 24:09
  in
• 24:09
  the
• 24:09
  last
• 24:09
  six
• 24:10
  years.
• 24:10
  And
• 24:10
  what
• 24:10
  we
• 24:11
  said
• 24:11
  to
• 24:11
  our
• 24:11
  investors
• 24:11
  are.
• 24:12
  At
• 24:13
  first,
• 24:13
  you're
• 24:13
  going
• 24:13
  to
• 24:14
  focus
• 24:14
  on
• 24:14
  community
• 24:15
  and
• 24:15
  we're
• 24:15
  going
• 24:15
  to
• 24:15
  crowdsource
• 24:15
  the
• 24:16
  most
• 24:16
  pictures,
• 24:17
  videos,
• 24:17
  and
• 24:17
  reviews,
• 24:18
  and
• 24:18
  we're
• 24:18
  going
• 24:18
  to
• 24:18
  win
• 24:19
  community
• 24:19
  and
• 24:19
  we're
• 24:20
  not
• 24:20
  going
• 24:20
  to
• 24:20
  focus
• 24:20
  on
• 24:21
  revenue.
• 24:21
  We
• 24:21
  did
• 24:21
  not
• 24:22
  focus
• 24:22
  on
• 24:22
  revenue
• 24:23
  for
• 24:23
  the
• 24:23
  first
• 24:23
  five
• 24:24
  years.
• 24:24
  No
• 24:25
  one
• 24:25
  has
• 24:25
  ever
• 24:25
  done
• 24:25
  that
• 24:26
  because
• 24:26
  it's
• 24:26
  very
• 24:26
  hard
• 24:27
  to
• 24:27
  fundraise
• 24:27
  for,
• 24:27
  as
• 24:28
  you
• 24:28
  can
• 24:28
  imagine.
• 24:28
  But
• 24:29
  now
• 24:29
  what's
• 24:29
  happening
• 24:30
  is
• 24:30
  the
• 24:30
  dirt
• 24:31
  has
• 24:31
  hundreds
• 24:32
  of
• 24:32
  thousands
• 24:33
  of
• 24:33
  pieces
• 24:34
  of
• 24:34
  content
• 24:34
  every
• 24:35
  single
• 24:35
  month
• 24:36
  being
• 24:36
  uploaded
• 24:36
  from
• 24:37
  campers
• 24:37
  across
• 24:38
  the
• 24:38
  U
• 24:38
  S
• 24:39
  pictures,
• 24:39
  videos
• 24:40
  and
• 24:40
  reviews
• 24:40
  and
• 24:40
  data
• 24:41
  points
• 24:41
  of
• 24:41
  campgrounds.
• 24:42
  Our
• 24:42
  data
• 24:43
  is
• 24:43
  moving
• 24:43
  so
• 24:44
  fast
• 24:45
  that
• 24:45
  now
• 24:45
  no
• 24:45
  one
• 24:45
  can
• 24:46
  catch
• 24:46
  up.
• 24:46
  It
• 24:46
  took
• 24:46
  us
• 24:47
  six
• 24:47
  years
• 24:48
  to
• 24:48
  get
• 24:48
  2
• 24:49
  million
• 24:49
  user
• 24:50
  submitted
• 24:50
  pictures,
• 24:51
  videos,
• 24:51
  and
• 24:51
  reviews.
• 24:52
  In
• 24:52
  the
• 24:52
  last
• 24:53
  11
• 24:53
  months,
• 24:54
  we
• 24:54
  just
• 24:54
  got
• 24:54
  another
• 24:55
  2
• 24:55
  million.
• 24:56
  Think
• 24:56
  about
• 24:56
  how
• 24:56
  fast
• 24:57
  that
• 24:57
  data
• 24:57
  is
• 24:57
  going,
• 24:58
  right?
• 24:59
  And
• 24:59
  now
• 25:00
  we
• 25:00
  just
• 25:01
  are
• 25:01
  hooking
• 25:01
  up
• 25:02
  bookings
• 25:02
  on
• 25:02
  the
• 25:02
  dirt.
• 25:03
  We
• 25:03
  just
• 25:03
  recently
• 25:04
  two
• 25:04
  years
• 25:04
  ago
• 25:05
  launch
• 25:05
  our
• 25:05
  subscription
• 25:06
  service
• 25:06
  that
• 25:06
  dirt
• 25:06
  pro
• 25:07
  if
• 25:07
  you
• 25:07
  want
• 25:07
  to
• 25:07
  get
• 25:07
  additional
• 25:08
  features
• 25:08
  for
• 25:08
  $36.
• 25:10
  But
• 25:10
  for
• 25:10
  years
• 25:11
  we
• 25:11
  focused
• 25:11
  on
• 25:11
  community.
• 25:12
  So
• 25:12
  Heather
• 25:13
  that's
• 25:13
  the
• 25:13
  biggest
• 25:14
  difference,
• 25:14
  but
• 25:14
  a
• 25:14
  lot
• 25:14
  of
• 25:14
  people
• 25:15
  do
• 25:15
  is
• 25:15
  they
• 25:15
  put
• 25:15
  up
• 25:16
  these
• 25:16
  directories
• 25:17
  and
• 25:17
  they
• 25:17
  put
• 25:17
  up
• 25:18
  bookable
• 25:18
  campgrounds,
• 25:19
  and
• 25:19
  they
• 25:19
  go
• 25:19
  to
• 25:19
  try
• 25:19
  to
• 25:20
  make
• 25:20
  money
• 25:20
  on
• 25:20
  that.
• 25:21
  Guess
• 25:21
  what?
• 25:22
  They
• 25:22
  don't
• 25:22
  have
• 25:22
  30
• 25:23
  million
• 25:23
  visits
• 25:24
  a
• 25:24
  year.
• 25:24
  It's
• 25:24
  very
• 25:25
  hard
• 25:25
  to
• 25:25
  get
• 25:25
  bookings
• 25:26
  unless
• 25:26
  you
• 25:26
  have
• 25:26
  30
• 25:26
  million
• 25:27
  visits
• 25:27
  or
• 25:27
  more.
• 25:28
  And
• 25:28
  it's
• 25:28
  interesting
• 25:29
  that
• 25:29
  you
• 25:29
  say
• 25:29
  that
• 25:30
  because
• 25:30
  the
• 25:30
  previous
• 25:31
  ones
• 25:31
  that
• 25:32
  we've
• 25:32
  been
• 25:32
  exposed
• 25:33
  to,
• 25:33
  they
• 25:33
  started
• 25:34
  with
• 25:34
  the
• 25:34
  parks
• 25:35
  and
• 25:35
  as
• 25:35
  a
• 25:35
  park
• 25:35
  owner
• 25:36
  you
• 25:36
  only
• 25:36
  have
• 25:36
  so
• 25:36
  much
• 25:36
  money
• 25:37
  in
• 25:37
  your
• 25:37
  marketing
• 25:37
  budget
• 25:38
  and
• 25:38
  they
• 25:38
  all
• 25:38
  wanted
• 25:39
  thousands
• 25:39
  of
• 25:39
  dollars.
• 25:40
  And
• 25:41
  you're
• 25:41
  like,
• 25:41
  how
• 25:41
  many
• 25:41
  of
• 25:41
  these
• 25:42
  things
• 25:42
  can
• 25:42
  I
• 25:42
  give
• 25:42
  money
• 25:43
  to?
• 25:43
  Especially
• 25:43
  when
• 25:43
  they
• 25:44
  aren't
• 25:44
  already
• 25:45
  you're
• 25:45
  talking
• 25:46
  about
• 25:46
  working
• 25:47
  in
• 25:47
  how
• 25:47
  much
• 25:48
  money
• 25:48
  are
• 25:48
  we
• 25:48
  going
• 25:48
  to
• 25:48
  keep
• 25:48
  giving
• 25:48
  these
• 25:49
  people?
• 25:49
  So
• 25:50
  I
• 25:50
  think
• 25:50
  you're
• 25:50
  right.
• 25:51
  Like
• 25:51
  we
• 25:51
  would
• 25:51
  counsel
• 25:52
  clients
• 25:52
  then
• 25:52
  I'm
• 25:52
  sorry
• 25:52
  to
• 25:52
  interrupt.
• 25:54
  We've
• 25:54
  counseled
• 25:55
  clients
• 25:55
  on
• 25:55
  that
• 25:55
  for
• 25:55
  years
• 25:56
  about,
• 25:57
  you've
• 25:57
  only
• 25:57
  got
• 25:57
  so
• 25:57
  much
• 25:57
  marketing
• 25:58
  budget.
• 25:58
  If
• 25:58
  you're
• 25:58
  not
• 25:58
  already
• 25:59
  taking
• 25:59
  care
• 25:59
  of
• 26:00
  Google
• 26:00
  and
• 26:00
  Facebook.
• 26:01
  Why
• 26:02
  are
• 26:02
  you
• 26:02
  on
• 26:02
  these
• 26:02
  tiny
• 26:03
  little
• 26:03
  sites
• 26:03
  to
• 26:03
  get
• 26:04
  10
• 26:04
  people
• 26:04
  in
• 26:05
  30
• 26:05
  people
• 26:05
  a
• 26:05
  month
• 26:06
  and
• 26:06
  ma
• 26:06
  and
• 26:07
  whatever,
• 26:08
  a
• 26:08
  hundred
• 26:08
  percent
• 26:09
  that
• 26:09
  is
• 26:09
  actually
• 26:09
  good.
• 26:10
  Look
• 26:10
  at
• 26:10
  your
• 26:10
  specific
• 26:11
  campground
• 26:11
  listing.
• 26:12
  But
• 26:12
  when
• 26:12
  you
• 26:12
  scale
• 26:12
  up
• 26:12
  the
• 26:12
  size
• 26:13
  of
• 26:13
  the
• 26:13
  dirt,
• 26:13
  all
• 26:13
  of
• 26:13
  a
• 26:13
  sudden
• 26:14
  it
• 26:14
  becomes
• 26:14
  a
• 26:15
  important
• 26:15
  factor
• 26:16
  right
• 26:16
  up
• 26:16
  there
• 26:16
  with
• 26:16
  the
• 26:16
  Google's.
• 26:18
  And
• 26:18
  we're
• 26:18
  creating
• 26:19
  something
• 26:19
  that
• 26:19
  we
• 26:19
  don't
• 26:20
  have
• 26:20
  a
• 26:20
  choice,
• 26:20
  but
• 26:20
  to
• 26:20
  be
• 26:20
  on
• 26:21
  because
• 26:21
  that's
• 26:21
  where
• 26:21
  our
• 26:21
  consumers,
• 26:23
  right?
• 26:23
  And
• 26:23
  that's
• 26:24
  where,
• 26:24
  because
• 26:25
  we
• 26:25
  focus
• 26:25
  on
• 26:25
  community,
• 26:26
  our
• 26:27
  users,
• 26:27
  we
• 26:27
  have
• 26:28
  a
• 26:28
  different
• 26:29
  user
• 26:29
  signing
• 26:29
  up
• 26:29
  for
• 26:29
  the
• 26:30
  dirt,
• 26:30
  the
• 26:30
  visiting,
• 26:31
  the
• 26:31
  dirt,
• 26:31
  every
• 26:31
  one
• 26:31
  second
• 26:32
  people
• 26:32
  can
• 26:33
  upgrade
• 26:33
  and
• 26:33
  pay
• 26:33
  $36
• 26:34
  a
• 26:34
  year
• 26:35
  for
• 26:35
  the
• 26:35
  pro
• 26:35
  membership.
• 26:36
  Every
• 26:36
  few
• 26:37
  minutes,
• 26:37
  we're
• 26:37
  selling
• 26:38
  an
• 26:38
  annual
• 26:38
  membership
• 26:39
  of
• 26:39
  the
• 26:39
  dirt
• 26:39
  pro
• 26:40
  for
• 26:40
  $36
• 26:40
  every
• 26:41
  few
• 26:41
  minutes.
• 26:41
  So
• 26:41
  think
• 26:41
  about
• 26:42
  this
• 26:42
  call
• 26:42
  right
• 26:42
  now,
• 26:43
  every
• 26:43
  few
• 26:43
  minutes
• 26:43
  someone's
• 26:43
  buying
• 26:44
  one
• 26:44
  of
• 26:44
  those,
• 26:44
  right?
• 26:45
  So
• 26:45
  guess
• 26:45
  what?
• 26:46
  We
• 26:46
  don't
• 26:46
  have
• 26:47
  to
• 26:47
  charge
• 26:47
  the
• 26:47
  campground
• 26:47
  owners.
• 26:48
  Anything
• 26:49
  that's
• 26:49
  very
• 26:49
  different
• 26:49
  than
• 26:50
  every
• 26:50
  other
• 26:50
  platform
• 26:51
  out
• 26:51
  there.
• 26:51
  Heather,
• 26:52
  Airbnb,
• 26:53
  how
• 26:53
  much
• 26:53
  do
• 26:53
  they
• 26:54
  gouge
• 26:54
  from
• 26:54
  you?
• 26:55
  Every
• 26:55
  time
• 26:55
  you
• 26:55
  get
• 26:55
  a
• 26:55
  booking.
• 26:58
  You
• 26:58
  come,
• 26:58
  you
• 26:58
  put
• 26:58
  your
• 26:59
  stuff
• 26:59
  on
• 26:59
  the
• 26:59
  dirt,
• 27:00
  you
• 27:00
  put
• 27:00
  your
• 27:00
  inventory
• 27:01
  on
• 27:01
  the
• 27:01
  dirt.
• 27:02
  It
• 27:02
  is
• 27:02
  bookable.
• 27:03
  And
• 27:03
  I
• 27:03
  am
• 27:03
  not
• 27:03
  going
• 27:03
  to
• 27:04
  charge
• 27:04
  you.
• 27:04
  There's
• 27:04
  no
• 27:05
  commission
• 27:05
  addition.
• 27:06
  There's
• 27:06
  no
• 27:06
  fee
• 27:06
  for
• 27:07
  it.
• 27:07
  It's
• 27:07
  free
• 27:07
  for
• 27:08
  campground
• 27:08
  owners
• 27:08
  to
• 27:08
  use.
• 27:09
  And
• 27:09
  so
• 27:10
  what,
• 27:10
  where
• 27:10
  we
• 27:11
  talk
• 27:11
  to
• 27:11
  campground
• 27:12
  owners
• 27:12
  is
• 27:12
  go
• 27:13
  like
• 27:13
  Heather,
• 27:13
  you're
• 27:13
  saying
• 27:14
  go
• 27:15
  where
• 27:15
  the
• 27:15
  audience
• 27:15
  is
• 27:16
  go
• 27:16
  where
• 27:16
  the
• 27:16
  bigger
• 27:16
  audiences
• 27:17
  and,
• 27:17
  because
• 27:18
  we
• 27:18
  build
• 27:18
  community,
• 27:19
  we
• 27:19
  have
• 27:19
  30
• 27:19
  million
• 27:19
  visits
• 27:20
  a
• 27:20
  year
• 27:20
  on
• 27:20
  the
• 27:20
  dirt.
• 27:21
  All
• 27:22
  right.
• 27:22
  Now,
• 27:22
  Kevin,
• 27:22
  before
• 27:22
  we
• 27:23
  started
• 27:23
  the
• 27:23
  show,
• 27:23
  you
• 27:23
  asked
• 27:23
  me
• 27:24
  if
• 27:24
  I
• 27:24
  was
• 27:24
  going
• 27:24
  to
• 27:24
  be
• 27:24
  nice.
• 27:24
  And
• 27:24
  I
• 27:25
  am
• 27:25
  going
• 27:25
  to
• 27:25
  ask
• 27:26
  you
• 27:26
  a
• 27:26
  hard
• 27:26
  question.
• 27:28
  It's
• 27:28
  a
• 27:28
  very
• 27:28
  limited
• 27:29
  time
• 27:29
  as
• 27:29
  we've
• 27:29
  discussed
• 27:30
  with
• 27:30
  phone
• 27:31
  calls
• 27:31
  and
• 27:31
  chats
• 27:32
  and
• 27:32
  things
• 27:32
  like
• 27:32
  that.
• 27:32
  And
• 27:33
  staffing.
• 27:34
  So
• 27:34
  that's
• 27:35
  the
• 27:35
  dirt
• 27:35
  tie
• 27:35
  in
• 27:36
  with
• 27:36
  other
• 27:36
  reservations
• 27:37
  systems
• 27:37
  or
• 27:38
  do
• 27:38
  you
• 27:38
  have
• 27:38
  to
• 27:38
  manually
• 27:39
  manage
• 27:39
  that
• 27:39
  inventory
• 27:40
  alongside
• 27:40
  the
• 27:40
  camp
• 27:40
  spots
• 27:41
  and
• 27:41
  the
• 27:41
  Astros
• 27:41
  and
• 27:42
  the
• 27:42
  everything
• 27:42
  else?
• 27:43
  Yep.
• 27:43
  Good
• 27:43
  question.
• 27:44
  So
• 27:44
  right
• 27:44
  now
• 27:45
  the
• 27:45
  dirt
• 27:45
  is
• 27:45
  integrated
• 27:46
  with
• 27:46
  a
• 27:47
  new.
• 27:47
  Booking
• 27:47
  software
• 27:48
  PMs.
• 27:48
  Were
• 27:49
  you
• 27:49
  just
• 27:49
  about
• 27:49
  done
• 27:50
  with
• 27:51
  and
• 27:51
  we're
• 27:51
  hooking
• 27:51
  up
• 27:51
  with
• 27:52
  Rover
• 27:52
  pass
• 27:53
  as
• 27:53
  well
• 27:54
  and
• 27:54
  others.
• 27:54
  So
• 27:55
  if
• 27:55
  you
• 27:55
  use
• 27:55
  those
• 27:56
  booking
• 27:56
  software
• 27:56
  companies,
• 27:57
  you
• 27:58
  can
• 27:58
  have
• 27:58
  your
• 27:58
  real
• 27:58
  time,
• 27:59
  instant
• 27:59
  booking
• 28:00
  availability
• 28:00
  on
• 28:01
  the
• 28:01
  dirt
• 28:02
  at
• 28:02
  no
• 28:02
  additional
• 28:02
  charge.
• 28:04
  And
• 28:05
  if
• 28:05
  you
• 28:05
  don't
• 28:05
  use
• 28:05
  one
• 28:06
  of
• 28:06
  those
• 28:06
  companies
• 28:07
  with
• 28:07
  the
• 28:07
  process,
• 28:08
  you
• 28:08
  can
• 28:09
  claim
• 28:09
  your
• 28:09
  campground
• 28:10
  and
• 28:10
  go
• 28:10
  into
• 28:10
  the
• 28:10
  backend
• 28:11
  bookings
• 28:11
  portal
• 28:11
  and
• 28:12
  you
• 28:12
  can
• 28:12
  put
• 28:12
  up
• 28:12
  a
• 28:13
  request
• 28:13
  to
• 28:13
  book
• 28:14
  and
• 28:14
  then
• 28:14
  you
• 28:14
  just
• 28:15
  have
• 28:15
  to
• 28:15
  manually
• 28:15
  be
• 28:16
  working
• 28:16
  that
• 28:16
  system.
• 28:18
  Just
• 28:18
  like
• 28:18
  an
• 28:18
  Airbnb
• 28:18
  then.
• 28:19
  Yeah.
• 28:20
  Can
• 28:20
  I
• 28:20
  touch
• 28:20
  upon
• 28:20
  a
• 28:21
  point
• 28:21
  of
• 28:21
  the
• 28:21
  biggest
• 28:22
  thing
• 28:22
  we're
• 28:22
  seeing
• 28:23
  with
• 28:23
  campground
• 28:23
  owners
• 28:24
  over
• 28:24
  this
• 28:24
  last
• 28:24
  year
• 28:25
  regarding
• 28:25
  booking
• 28:26
  reservations?
• 28:26
  I'd
• 28:26
  love
• 28:27
  to
• 28:27
  get
• 28:27
  how
• 28:27
  there's
• 28:27
  thoughts
• 28:28
  on
• 28:28
  this.
• 28:29
  Yeah,
• 28:29
  go
• 28:29
  ahead.
• 28:30
  So
• 28:30
  the
• 28:31
  biggest
• 28:31
  thing
• 28:31
  we
• 28:31
  saw
• 28:32
  at
• 28:32
  when
• 28:33
  we
• 28:33
  went
• 28:33
  to
• 28:33
  the
• 28:33
  last
• 28:33
  Arvik
• 28:34
  conference
• 28:34
  is
• 28:34
  campground
• 28:35
  owners
• 28:36
  being
• 28:36
  really
• 28:37
  proud
• 28:38
  as
• 28:38
  they
• 28:38
  should
• 28:39
  be
• 28:40
  to
• 28:40
  say,
• 28:41
  I'm
• 28:41
  fully
• 28:41
  booked.
• 28:42
  I'm
• 28:42
  full
• 28:43
  and
• 28:44
  then
• 28:44
  yeah.
• 28:44
  Okay.
• 28:45
  So
• 28:45
  most
• 28:45
  camps,
• 28:49
  I
• 28:49
  know
• 28:49
  where
• 28:50
  he's
• 28:50
  going
• 28:50
  with
• 28:50
  it.
• 28:51
  So
• 28:51
  here's
• 28:52
  the
• 28:52
  thing.
• 28:52
  So
• 28:52
  campground
• 28:53
  owners
• 28:53
  and
• 28:53
  I
• 28:54
  was
• 28:54
  one
• 28:54
  of
• 28:54
  them
• 28:54
  when
• 28:55
  I
• 28:55
  bought
• 28:55
  my
• 28:55
  first
• 28:56
  park
• 28:56
  11
• 28:56
  years
• 28:56
  ago,
• 28:57
  I
• 28:57
  didn't
• 28:57
  even
• 28:57
  know
• 28:57
  I'd
• 28:58
  bought
• 28:58
  real
• 28:58
  estate.
• 28:58
  Like
• 28:59
  I
• 28:59
  had
• 28:59
  no
• 28:59
  idea.
• 29:00
  And
• 29:01
  I
• 29:01
  teach
• 29:02
  courses
• 29:02
  to
• 29:02
  people
• 29:03
  who
• 29:03
  are
• 29:03
  interested
• 29:04
  in
• 29:04
  buying
• 29:04
  RV
• 29:05
  parks.
• 29:05
  So
• 29:05
  they've
• 29:05
  just
• 29:05
  bought
• 29:06
  their
• 29:06
  first
• 29:06
  RV
• 29:06
  park
• 29:07
  in.
• 29:07
  Most
• 29:07
  of
• 29:07
  those
• 29:08
  people
• 29:08
  are
• 29:08
  coming
• 29:09
  out
• 29:09
  of
• 29:09
  another
• 29:10
  asset.
• 29:12
  Can
• 29:13
  y'all
• 29:13
  hear
• 29:13
  my
• 29:13
  kids.
• 29:14
  Most
• 29:14
  of
• 29:14
  those
• 29:14
  people
• 29:14
  are
• 29:14
  coming
• 29:15
  out
• 29:15
  of
• 29:15
  another
• 29:15
  asset
• 29:16
  class.
• 29:17
  And
• 29:17
  so
• 29:17
  they're
• 29:17
  used
• 29:18
  to
• 29:18
  thinking
• 29:19
  of
• 29:19
  everything
• 29:20
  like
• 29:20
  you're
• 29:20
  talking
• 29:20
  about
• 29:21
  in
• 29:21
  monetary
• 29:22
  terms.
• 29:27
  Okay.
• 29:27
  Usually
• 29:28
  it's
• 29:28
  my
• 29:28
  kids,
• 29:28
  others.
• 29:29
  Totally
• 29:30
  fine.
• 29:31
  Do
• 29:31
  you
• 29:31
  have
• 29:31
  a
• 29:31
  really
• 29:32
  good
• 29:32
  MC?
• 29:33
  Okay.
• 29:34
  And
• 29:34
  so
• 29:35
  they
• 29:35
  don't
• 29:36
  realize
• 29:36
  that
• 29:36
  they
• 29:36
  own
• 29:37
  real
• 29:37
  estate
• 29:37
  and
• 29:37
  they
• 29:37
  don't
• 29:38
  under,
• 29:38
  they're
• 29:38
  not
• 29:39
  all
• 29:39
  like
• 29:39
  these
• 29:40
  excellent
• 29:40
  business
• 29:40
  people.
• 29:41
  They're
• 29:41
  fabulous
• 29:42
  operators
• 29:43
  and
• 29:43
  they
• 29:43
  know
• 29:44
  everything
• 29:44
  imaginable
• 29:45
  about
• 29:45
  running
• 29:45
  their
• 29:46
  office
• 29:46
  and
• 29:47
  customer
• 29:47
  service
• 29:48
  and
• 29:48
  fixing
• 29:48
  all
• 29:49
  of
• 29:49
  the
• 29:49
  maintenance
• 29:49
  things
• 29:50
  at
• 29:50
  their
• 29:50
  park.
• 29:50
  They're
• 29:51
  so
• 29:51
  awesome
• 29:51
  at
• 29:52
  that,
• 29:52
  but
• 29:52
  that
• 29:52
  doesn't
• 29:53
  mean
• 29:53
  that
• 29:53
  they're
• 29:54
  actually
• 29:54
  these
• 29:54
  really
• 29:55
  great
• 29:55
  investors
• 29:56
  in
• 29:56
  what
• 29:56
  you're
• 29:57
  talking
• 29:57
  about
• 29:58
  in
• 29:58
  where
• 29:58
  we'd
• 29:59
  rather
• 29:59
  be
• 29:59
  at
• 29:59
  like
• 29:59
  say
• 30:00
  96%
• 30:01
  occupancy
• 30:01
  at
• 30:02
  a
• 30:02
  higher
• 30:02
  rate,
• 30:03
  instead
• 30:03
  of
• 30:03
  being
• 30:03
  like,
• 30:03
  they
• 30:04
  don't
• 30:04
  know
• 30:04
  that
• 30:04
  concept
• 30:05
  because
• 30:06
  that's
• 30:06
  not
• 30:06
  really
• 30:07
  their
• 30:07
  skillset.
• 30:07
  They
• 30:07
  aren't
• 30:08
  those
• 30:08
  entrepreneurial
• 30:09
  investors.
• 30:10
  What
• 30:11
  do
• 30:11
  you
• 30:11
  do,
• 30:11
  Heather?
• 30:11
  When
• 30:11
  you're
• 30:12
  full,
• 30:12
  when
• 30:12
  you
• 30:12
  have
• 30:12
  full
• 30:13
  occupancy,
• 30:13
  what's
• 30:14
  your
• 30:14
  next
• 30:14
  move?
• 30:16
  Raise
• 30:16
  your
• 30:16
  rates.
• 30:17
  Raise
• 30:18
  your
• 30:18
  rates.
• 30:19
  What
• 30:19
  happens
• 30:19
  is
• 30:21
  your
• 30:21
  occupancy
• 30:22
  goes
• 30:23
  down.
• 30:23
  Your
• 30:23
  occupancy
• 30:23
  goes
• 30:23
  down,
• 30:24
  but
• 30:24
  it's
• 30:24
  at
• 30:24
  a
• 30:24
  higher
• 30:25
  rate.
• 30:25
  You're
• 30:26
  probably
• 30:26
  making
• 30:27
  close,
• 30:27
  if
• 30:27
  not
• 30:27
  more
• 30:28
  than
• 30:28
  you
• 30:28
  were
• 30:29
  before.
• 30:30
  And
• 30:30
  then
• 30:30
  here's
• 30:31
  the
• 30:31
  next
• 30:31
  biggest
• 30:32
  step.
• 30:32
  And
• 30:32
  this
• 30:32
  is
• 30:32
  coming
• 30:33
  back
• 30:33
  to
• 30:33
  the
• 30:33
  booking
• 30:33
  software
• 30:34
  is
• 30:35
  then
• 30:35
  what
• 30:35
  you
• 30:36
  have
• 30:36
  to
• 30:36
  do
• 30:36
  is
• 30:37
  like
• 30:37
  what
• 30:37
  Heather
• 30:37
  was
• 30:38
  saying,
• 30:38
  go
• 30:39
  get
• 30:39
  in
• 30:39
  front
• 30:40
  of
• 30:40
  a
• 30:40
  larger
• 30:41
  audience.
• 30:42
  So
• 30:43
  what
• 30:43
  you
• 30:43
  do
• 30:43
  is
• 30:43
  you
• 30:44
  get
• 30:44
  to
• 30:44
  occupy
• 30:44
  occupancy,
• 30:45
  you
• 30:46
  raise
• 30:46
  your
• 30:46
  rate,
• 30:46
  the
• 30:46
  audience
• 30:47
  goes,
• 30:47
  your
• 30:47
  occupancy
• 30:48
  goes
• 30:48
  down
• 30:48
  and
• 30:49
  then
• 30:49
  you
• 30:49
  use
• 30:50
  a
• 30:50
  booking
• 30:50
  software
• 30:51
  company
• 30:51
  that
• 30:51
  can
• 30:51
  distribute
• 30:52
  your
• 30:53
  availability
• 30:54
  to
• 30:54
  Airbnb,
• 30:55
  Expedia,
• 30:56
  the
• 30:56
  dirt,
• 30:57
  all
• 30:58
  of
• 30:58
  the
• 30:58
  different
• 30:58
  places
• 30:59
  where
• 30:59
  you
• 30:59
  can
• 30:59
  go
• 30:59
  get
• 30:59
  more
• 30:59
  bookings.
• 31:00
  You
• 31:01
  will
• 31:01
  fill
• 31:01
  that
• 31:01
  up
• 31:01
  with.
• 31:02
  What
• 31:03
  do
• 31:03
  you
• 31:03
  do,
• 31:03
  Heather?
• 31:03
  When
• 31:04
  you
• 31:04
  fill
• 31:04
  your
• 31:04
  campground
• 31:05
  reservations
• 31:05
  again,
• 31:07
  raise
• 31:07
  your
• 31:07
  rates.
• 31:08
  It's
• 31:08
  a
• 31:08
  cycle
• 31:08
  and
• 31:09
  it,
• 31:09
  and
• 31:09
  some
• 31:10
  people,
• 31:10
  some
• 31:11
  campground
• 31:11
  owners,
• 31:11
  they
• 31:11
  have
• 31:12
  long
• 31:12
  time
• 31:13
  customers
• 31:13
  coming
• 31:14
  and
• 31:14
  they
• 31:14
  don't
• 31:14
  want
• 31:14
  to
• 31:15
  upset
• 31:15
  them.
• 31:15
  And
• 31:15
  that's
• 31:15
  totally
• 31:16
  fair.
• 31:16
  And
• 31:17
  you
• 31:17
  know
• 31:17
  what?
• 31:17
  Maybe
• 31:18
  you
• 31:18
  have
• 31:18
  to
• 31:19
  do
• 31:19
  it
• 31:19
  really
• 31:19
  slow.
• 31:20
  Maybe
• 31:20
  you
• 31:20
  have
• 31:20
  to
• 31:20
  do
• 31:20
  overtime.
• 31:21
  Maybe
• 31:21
  you
• 31:21
  do
• 31:21
  it
• 31:21
  for
• 31:22
  $5
• 31:23
  per
• 31:23
  site.
• 31:24
  Something
• 31:24
  minimal
• 31:25
  and
• 31:25
  everyone
• 31:26
  can
• 31:26
  do
• 31:26
  this
• 31:26
  at
• 31:26
  a
• 31:26
  different
• 31:27
  pace.
• 31:28
  Granola
• 31:28
  you
• 31:28
  should
• 31:29
  be
• 31:29
  looking
• 31:29
  at
• 31:29
  getting
• 31:30
  in
• 31:30
  front
• 31:30
  of
• 31:30
  a
• 31:30
  big
• 31:30
  audience,
• 31:32
  get
• 31:32
  to
• 31:32
  maximum
• 31:32
  capacity,
• 31:34
  raise
• 31:34
  your
• 31:34
  rates,
• 31:35
  get
• 31:36
  in
• 31:36
  front
• 31:36
  of
• 31:36
  a
• 31:36
  big
• 31:36
  audience
• 31:37
  to
• 31:37
  get
• 31:37
  the
• 31:37
  maximum
• 31:38
  capacity,
• 31:38
  raise
• 31:38
  your
• 31:38
  rates.
• 31:39
  And
• 31:39
  it's
• 31:39
  about
• 31:39
  using
• 31:40
  the
• 31:40
  right
• 31:40
  booking
• 31:40
  software
• 31:41
  so
• 31:41
  that
• 31:42
  you
• 31:42
  can
• 31:42
  easily
• 31:43
  like
• 31:44
  what
• 31:44
  you
• 31:44
  are
• 31:44
  alluding
• 31:45
  to
• 31:45
  Brian.
• 31:45
  You
• 31:45
  can
• 31:45
  easily
• 31:46
  distribute
• 31:47
  your
• 31:47
  availability,
• 31:49
  not
• 31:49
  just
• 31:49
  on
• 31:49
  your
• 31:50
  own
• 31:50
  website,
• 31:50
  but
• 31:51
  to
• 31:51
  all
• 31:51
  of
• 31:51
  these
• 31:51
  other
• 31:52
  OTAs.
• 31:52
  Like
• 31:53
  the
• 31:53
  dirt,
• 31:53
  like
• 31:53
  Expedia
• 31:54
  Airbnb.
• 31:56
  And
• 31:56
  the
• 31:57
  interesting
• 31:57
  part
• 31:57
  about
• 31:58
  that
• 31:58
  is
• 31:59
  I
• 31:59
  did
• 31:59
  commercial
• 31:59
  brokerage
• 32:00
  for
• 32:00
  RV
• 32:00
  parks,
• 32:01
  and
• 32:01
  I've
• 32:01
  done
• 32:01
  about
• 32:02
  300
• 32:02
  million
• 32:03
  in
• 32:03
  sales
• 32:04
  with
• 32:04
  that.
• 32:05
  And
• 32:05
  when
• 32:05
  you
• 32:05
  made
• 32:05
  the
• 32:06
  owners
• 32:06
  the
• 32:06
  same
• 32:07
  owners
• 32:07
  that
• 32:07
  have
• 32:08
  the
• 32:08
  mentality
• 32:08
  you're
• 32:08
  talking
• 32:09
  about,
• 32:09
  they
• 32:10
  still
• 32:10
  want
• 32:11
  insane
• 32:11
  top
• 32:12
  dollar
• 32:12
  when
• 32:12
  they
• 32:12
  go
• 32:12
  to
• 32:13
  sell.
• 32:13
  But
• 32:13
  guess
• 32:14
  what?
• 32:14
  You're
• 32:15
  not
• 32:15
  getting
• 32:15
  that.
• 32:15
  If
• 32:16
  you
• 32:16
  have
• 32:16
  not
• 32:16
  implemented
• 32:17
  these
• 32:17
  strategies
• 32:18
  that
• 32:18
  Kevin's
• 32:18
  talking
• 32:19
  about,
• 32:19
  it's
• 32:19
  not
• 32:19
  just
• 32:20
  the
• 32:20
  money
• 32:20
  you're
• 32:20
  putting
• 32:20
  in
• 32:20
  your
• 32:21
  pocket
• 32:21
  today.
• 32:22
  It's
• 32:22
  what
• 32:22
  you're
• 32:22
  going
• 32:22
  to
• 32:22
  get.
• 32:23
  When
• 32:23
  you
• 32:23
  go
• 32:23
  to
• 32:23
  sell,
• 32:23
  which
• 32:24
  you
• 32:24
  don't
• 32:24
  know
• 32:24
  if
• 32:24
  that's
• 32:25
  going
• 32:25
  to
• 32:25
  be
• 32:25
  tomorrow
• 32:25
  or
• 32:26
  20
• 32:26
  years
• 32:26
  from
• 32:26
  now,
• 32:27
  or
• 32:27
  you're
• 32:27
  passing
• 32:27
  it
• 32:27
  down
• 32:28
  to
• 32:28
  your
• 32:28
  family,
• 32:29
  but
• 32:29
  someday
• 32:30
  you're
• 32:30
  going
• 32:31
  to
• 32:31
  need
• 32:31
  to
• 32:31
  have
• 32:31
  a
• 32:31
  value
• 32:32
  in
• 32:32
  that
• 32:32
  value
• 32:33
  that
• 32:33
  you
• 32:33
  have
• 32:33
  in
• 32:34
  your
• 32:34
  head
• 32:34
  for
• 32:34
  your
• 32:34
  park,
• 32:35
  that
• 32:35
  you
• 32:35
  hear
• 32:35
  all
• 32:35
  of
• 32:36
  your
• 32:36
  buddies
• 32:36
  talking
• 32:36
  about
• 32:37
  that
• 32:37
  they're
• 32:37
  getting,
• 32:37
  you're
• 32:38
  not
• 32:38
  going
• 32:38
  to
• 32:38
  get
• 32:38
  that.
• 32:39
  If
• 32:39
  you
• 32:39
  haven't
• 32:39
  done
• 32:39
  it,
• 32:40
  what's
• 32:40
  going
• 32:40
  to
• 32:40
  happen
• 32:40
  is
• 32:41
  what
• 32:41
  we
• 32:41
  talked
• 32:41
  about
• 32:41
  before.
• 32:42
  They're
• 32:42
  going
• 32:42
  to
• 32:42
  do
• 32:42
  the
• 32:42
  burn
• 32:42
  method
• 32:43
  and
• 32:43
  make
• 32:43
  your
• 32:43
  property
• 32:44
  worth
• 32:44
  double,
• 32:44
  because
• 32:45
  they're
• 32:45
  going
• 32:45
  to
• 32:45
  come
• 32:45
  in
• 32:45
  and.
• 32:46
  Yeah.
• 32:47
  What
• 32:47
  Kevin's
• 32:47
  talking
• 32:48
  about
• 32:48
  is
• 32:48
  not
• 32:48
  just
• 32:48
  reservation
• 32:49
  software,
• 32:50
  it's
• 32:50
  social
• 32:50
  media
• 32:50
  use.
• 32:51
  It's
• 32:51
  responding
• 32:51
  to
• 32:51
  your
• 32:51
  reviews.
• 32:52
  It's
• 32:52
  having
• 32:52
  an
• 32:52
  app
• 32:53
  for
• 32:53
  your
• 32:53
  campground.
• 32:53
  Joe
• 32:54
  can
• 32:54
  talk
• 32:54
  about
• 32:54
  in
• 32:54
  a
• 32:54
  second
• 32:55
  here.
• 32:56
  It's
• 32:56
  about
• 32:56
  eyeballs
• 32:56
  period.
• 32:57
  And
• 32:58
  one
• 32:58
  of
• 32:58
  those
• 32:58
  ways
• 32:58
  is
• 32:58
  reservation
• 32:59
  software,
• 33:00
  but
• 33:00
  it's
• 33:00
  the
• 33:00
  services
• 33:00
  you
• 33:00
  provide
• 33:01
  the
• 33:01
  customer
• 33:01
  service,
• 33:02
  the
• 33:02
  attitudes
• 33:02
  that
• 33:02
  you
• 33:02
  give
• 33:03
  people
• 33:03
  like
• 33:04
  hundreds
• 33:04
  of
• 33:04
  things,
• 33:06
  the
• 33:06
  hotel
• 33:06
  industry
• 33:07
  did
• 33:07
  it
• 33:07
  a
• 33:07
  decade
• 33:08
  ago.
• 33:08
  And
• 33:09
  what
• 33:09
  Heather
• 33:09
  was
• 33:09
  talking
• 33:09
  about
• 33:10
  is
• 33:10
  the
• 33:11
  software
• 33:11
  in
• 33:12
  the
• 33:12
  book,
• 33:12
  campground
• 33:12
  booking
• 33:13
  space,
• 33:13
  just
• 33:14
  for
• 33:14
  the
• 33:14
  usability
• 33:15
  aspect
• 33:15
  just
• 33:16
  recently
• 33:16
  caught
• 33:17
  up
• 33:17
  right
• 33:17
  in
• 33:17
  the
• 33:17
  last
• 33:18
  two
• 33:18
  years,
• 33:18
  it
• 33:19
  just
• 33:19
  got
• 33:19
  to
• 33:19
  be
• 33:20
  like,
• 33:20
  oh,
• 33:20
  now
• 33:20
  you
• 33:21
  have
• 33:21
  half
• 33:21
  a
• 33:21
  dozen
• 33:21
  options.
• 33:22
  And
• 33:22
  they're
• 33:22
  all
• 33:22
  really
• 33:23
  easy.
• 33:23
  Then
• 33:24
  the
• 33:24
  next
• 33:25
  step
• 33:25
  is
• 33:25
  distribution.
• 33:27
  Are
• 33:27
  you
• 33:27
  set
• 33:28
  up
• 33:28
  as
• 33:28
  a
• 33:28
  campground
• 33:29
  owner
• 33:29
  to
• 33:29
  easily
• 33:30
  distribute
• 33:31
  all
• 33:32
  of
• 33:32
  your
• 33:32
  availability
• 33:33
  to
• 33:33
  other
• 33:34
  platforms
• 33:35
  that
• 33:35
  have
• 33:35
  bigger
• 33:36
  audience.
• 33:37
  Joe.
• 33:38
  Do
• 33:38
  you
• 33:38
  have
• 33:38
  any,
• 33:38
  and
• 33:39
  sorry,
• 33:39
  my
• 33:40
  little
• 33:40
  thing
• 33:40
  broke.
• 33:41
  Joe,
• 33:41
  do
• 33:41
  you
• 33:41
  have
• 33:41
  any
• 33:42
  stats
• 33:43
  on
• 33:44
  for
• 33:44
  your
• 33:45
  apps,
• 33:45
  for
• 33:45
  your
• 33:45
  parks
• 33:45
  that
• 33:46
  you
• 33:46
  work
• 33:46
  with
• 33:47
  discoverability
• 33:48
  versus
• 33:48
  people
• 33:48
  who
• 33:48
  discover
• 33:49
  parks
• 33:49
  that
• 33:50
  way
• 33:50
  versus
• 33:50
  the
• 33:50
  services
• 33:51
  that
• 33:51
  you're
• 33:51
  at
• 33:51
  provided?
• 33:52
  For
• 33:52
  us
• 33:52
  our
• 33:52
  particular
• 33:53
  apps
• 33:53
  are
• 33:53
  not
• 33:53
  used
• 33:54
  for
• 33:54
  discoverability.
• 33:55
  That's
• 33:55
  just
• 33:55
  not
• 33:55
  the,
• 33:55
  that's
• 33:56
  not
• 33:56
  the
• 33:56
  goal.
• 33:56
  The
• 33:56
  goal
• 33:57
  is
• 33:57
  customer
• 33:57
  engagement
• 33:58
  and
• 33:59
  satisfaction.
• 34:00
  But
• 34:00
  all
• 34:01
  of
• 34:01
  this
• 34:01
  is
• 34:01
  a
• 34:01
  moving
• 34:01
  target
• 34:02
  though,
• 34:02
  like
• 34:03
  Kevin
• 34:03
  was
• 34:03
  talking
• 34:03
  about
• 34:04
  what's
• 34:04
  popular
• 34:05
  now,
• 34:05
  and
• 34:05
  that
• 34:05
  is
• 34:05
  popular
• 34:06
  now.
• 34:06
  And
• 34:06
  it's
• 34:06
  definitely
• 34:06
  a
• 34:06
  trend
• 34:07
  of
• 34:07
  purchasing
• 34:08
  these
• 34:08
  parks.
• 34:09
  But.
• 34:10
  The
• 34:10
  everything's
• 34:11
  catching
• 34:11
  up
• 34:11
  to
• 34:12
  two
• 34:12
  years
• 34:13
  ago
• 34:13
  when
• 34:13
  we
• 34:13
  looked
• 34:13
  at
• 34:13
  all
• 34:14
  of
• 34:14
  our
• 34:14
  customers,
• 34:15
  which
• 34:15
  all
• 34:15
  of
• 34:16
  our
• 34:16
  customers,
• 34:16
  aren't
• 34:16
  implementing
• 34:17
  technology
• 34:17
  right
• 34:18
  there.
• 34:18
  They're
• 34:18
  buying
• 34:18
  an
• 34:18
  app
• 34:19
  just
• 34:19
  for
• 34:19
  their
• 34:20
  park
• 34:20
  alone.
• 34:21
  And
• 34:21
  so
• 34:21
  two
• 34:21
  years
• 34:22
  ago,
• 34:22
  about
• 34:22
  50%
• 34:22
  of
• 34:23
  them
• 34:23
  did
• 34:23
  not
• 34:23
  have
• 34:23
  online
• 34:24
  reservations.
• 34:25
  And
• 34:25
  now
• 34:25
  most
• 34:25
  of
• 34:26
  them
• 34:26
  do
• 34:27
  two
• 34:27
  years
• 34:27
  ago
• 34:27
  when
• 34:27
  we
• 34:28
  were
• 34:28
  at
• 34:28
  a
• 34:28
  show,
• 34:28
  people
• 34:29
  were
• 34:29
  just
• 34:29
  starting
• 34:29
  to
• 34:29
  talk
• 34:29
  about,
• 34:30
  raise
• 34:30
  your
• 34:30
  rates.
• 34:30
  Now,
• 34:31
  every
• 34:31
  show
• 34:32
  is,
• 34:32
  has
• 34:32
  played
• 34:32
  that
• 34:33
  out
• 34:33
  where
• 34:33
  there
• 34:33
  are
• 34:34
  still
• 34:34
  park
• 34:34
  owners
• 34:34
  that
• 34:34
  are
• 34:35
  still,
• 34:35
  not
• 34:35
  raising
• 34:36
  the
• 34:36
  rates.
• 34:36
  And
• 34:36
  they'll
• 34:36
  say,
• 34:36
  oh,
• 34:36
  this
• 34:37
  again,
• 34:37
  but
• 34:37
  they're
• 34:38
  now
• 34:38
  outliers,
• 34:38
  as
• 34:39
  opposed
• 34:39
  to
• 34:40
  the
• 34:40
  outliers,
• 34:40
  being
• 34:41
  the
• 34:41
  people
• 34:41
  saying
• 34:41
  you
• 34:41
  should
• 34:42
  be
• 34:42
  raising
• 34:42
  your
• 34:42
  rates.
• 34:43
  That
• 34:43
  it's
• 34:43
  such
• 34:43
  a
• 34:43
  growing
• 34:44
  trend
• 34:44
  and
• 34:44
  it's
• 34:45
  growing
• 34:45
  so
• 34:45
  fast
• 34:46
  that
• 34:46
  I
• 34:46
  think
• 34:46
  that
• 34:47
  I
• 34:47
  don't
• 34:47
  know
• 34:47
  how
• 34:48
  long
• 34:48
  it
• 34:48
  will
• 34:48
  last
• 34:49
  because
• 34:49
  they're
• 34:49
  getting
• 34:49
  bought
• 34:49
  up
• 34:50
  so
• 34:50
  quick.
• 34:50
  The
• 34:50
  ones
• 34:51
  that
• 34:51
  really
• 34:51
  aren't
• 34:52
  doing
• 34:52
  it,
• 34:53
  they're
• 34:53
  getting
• 34:53
  bought
• 34:53
  up
• 34:53
  so
• 34:53
  quick.
• 34:54
  There's
• 34:54
  how
• 34:55
  many
• 34:55
  investment
• 34:55
  companies
• 34:56
  that
• 34:56
  are
• 34:56
  coming
• 34:56
  in
• 34:56
  and
• 34:57
  buying
• 34:58
  park
• 34:58
  after
• 34:58
  park.
• 34:58
  And
• 34:59
  yup.
• 34:59
  Here's
• 34:59
  the
• 34:59
  interesting
• 35:00
  aspect
• 35:00
  of
• 35:00
  that,
• 35:01
  Joe.
• 35:01
  And
• 35:01
  I
• 35:01
  want
• 35:01
  to
• 35:01
  let
• 35:01
  you
• 35:01
  continue
• 35:02
  in
• 35:02
  a
• 35:02
  second,
• 35:02
  but
• 35:02
  what
• 35:03
  you're
• 35:03
  talking
• 35:03
  about
• 35:03
  is
• 35:03
  super
• 35:03
  important
• 35:04
  because
• 35:04
  even
• 35:04
  though
• 35:04
  investors
• 35:05
  are
• 35:05
  coming
• 35:05
  in
• 35:05
  and
• 35:05
  buying
• 35:05
  these
• 35:06
  properties,
• 35:06
  doesn't
• 35:07
  mean
• 35:07
  investors
• 35:07
  know
• 35:07
  how
• 35:07
  to
• 35:08
  do
• 35:08
  marketing
• 35:08
  or
• 35:08
  dynamic
• 35:09
  pricing
• 35:09
  or
• 35:09
  all
• 35:09
  those
• 35:09
  things
• 35:10
  correctly
• 35:10
  either.
• 35:11
  So
• 35:11
  we're
• 35:11
  finding
• 35:12
  that
• 35:12
  we're
• 35:12
  working
• 35:13
  with
• 35:13
  some
• 35:13
  investment
• 35:13
  groups
• 35:14
  and
• 35:14
  I'm
• 35:14
  sure
• 35:14
  it's
• 35:14
  many
• 35:15
  more
• 35:15
  than
• 35:15
  just
• 35:15
  the
• 35:15
  people
• 35:15
  that
• 35:15
  we're
• 35:16
  working
• 35:16
  with,
• 35:16
  who
• 35:17
  a
• 35:17
  lot
• 35:17
  of
• 35:17
  them
• 35:17
  were
• 35:17
  coming
• 35:17
  in
• 35:18
  and
• 35:18
  doing
• 35:18
  things
• 35:18
  right,
• 35:19
  exactly
• 35:19
  how
• 35:19
  Kevin
• 35:19
  and
• 35:20
  Heather
• 35:20
  were
• 35:20
  talking
• 35:20
  about,
• 35:20
  but
• 35:21
  some
• 35:21
  of
• 35:21
  them
• 35:21
  were
• 35:21
  coming
• 35:21
  in
• 35:21
  and
• 35:21
  saying,
• 35:22
  I
• 35:22
  just
• 35:22
  want
• 35:22
  to
• 35:22
  cut
• 35:22
  costs
• 35:23
  and
• 35:23
  I
• 35:23
  wouldn't
• 35:23
  do
• 35:23
  anything.
• 35:26
  Oh,
• 35:26
  yeah.
• 35:26
  Those
• 35:26
  definitely
• 35:27
  exist.
• 35:27
  I,
• 35:27
  it
• 35:28
  seems
• 35:28
  to
• 35:28
  me,
• 35:28
  at
• 35:28
  least
• 35:29
  most
• 35:29
  of
• 35:29
  what
• 35:29
  we're
• 35:29
  seeing
• 35:30
  is
• 35:31
  the
• 35:31
  investors
• 35:31
  that
• 35:31
  are
• 35:31
  coming
• 35:32
  in,
• 35:32
  aren't
• 35:32
  doing
• 35:32
  it
• 35:32
  specifically
• 35:33
  for
• 35:33
  campgrounds
• 35:33
  and
• 35:33
  are
• 35:33
  not
• 35:34
  following
• 35:34
  it.
• 35:34
  There,
• 35:35
  they've
• 35:35
  already
• 35:35
  found
• 35:36
  the
• 35:37
  the
• 35:37
  method,
• 35:37
  right?
• 35:38
  Finding
• 35:38
  the
• 35:38
  people
• 35:38
  that
• 35:39
  aren't
• 35:39
  raising
• 35:39
  their
• 35:39
  rates
• 35:39
  finding
• 35:40
  the
• 35:40
  people
• 35:40
  that
• 35:41
  aren't
• 35:41
  adding
• 35:41
  the
• 35:41
  amenities
• 35:42
  so
• 35:42
  that
• 35:42
  they
• 35:43
  can
• 35:43
  come
• 35:43
  in
• 35:43
  and
• 35:43
  quickly
• 35:44
  turn
• 35:44
  that
• 35:44
  around.
• 35:44
  At
• 35:45
  least
• 35:45
  during
• 35:45
  this
• 35:45
  huge
• 35:46
  boom
• 35:46
  of
• 35:46
  RV
• 35:47
  I'm
• 35:47
  sure
• 35:47
  there
• 35:47
  are
• 35:48
  some
• 35:48
  that,
• 35:48
  that
• 35:49
  are,
• 35:49
  they're
• 35:49
  like,
• 35:50
  oh,
• 35:50
  that's
• 35:50
  where
• 35:50
  the
• 35:50
  money
• 35:51
  is
• 35:51
  and
• 35:51
  they're
• 35:51
  throwing
• 35:51
  it
• 35:51
  around.
• 35:52
  It
• 35:52
  just,
• 35:52
  I
• 35:52
  haven't
• 35:53
  seen
• 35:53
  many
• 35:53
  of
• 35:53
  them,
• 35:54
  myself,
• 35:54
  most
• 35:55
  of
• 35:55
  them.
• 35:55
  Work
• 35:55
  with
• 35:55
  some
• 35:55
  operators.
• 35:56
  And
• 35:56
  maybe
• 35:57
  some
• 35:57
  of
• 35:57
  the
• 35:57
  ones
• 35:57
  that
• 35:58
  aren't,
• 35:58
  maybe
• 35:58
  I
• 35:58
  don't
• 35:58
  know
• 35:58
  that
• 35:59
  because
• 35:59
  they're
• 35:59
  working
• 35:59
  with
• 35:59
  the
• 35:59
  management
• 36:00
  company.
• 36:00
  So
• 36:01
  know
• 36:01
  what
• 36:01
  the
• 36:01
  interesting
• 36:02
  side
• 36:02
  of
• 36:02
  that
• 36:02
  is,
• 36:02
  Joe,
• 36:03
  those
• 36:03
  people
• 36:04
  almost
• 36:04
  all
• 36:05
  own
• 36:05
  other
• 36:05
  real
• 36:06
  estate
• 36:06
  asset
• 36:06
  classes.
• 36:07
  And
• 36:07
  they
• 36:08
  see
• 36:08
  that
• 36:08
  RV
• 36:09
  parks
• 36:09
  are
• 36:09
  Kevin
• 36:10
  was
• 36:10
  talking
• 36:10
  about
• 36:10
  like
• 36:10
  hotels
• 36:11
  were
• 36:11
  10
• 36:11
  years
• 36:11
  ago.
• 36:12
  And
• 36:12
  so
• 36:12
  there
• 36:12
  are
• 36:13
  mobile
• 36:13
  home
• 36:13
  parks
• 36:13
  where
• 36:14
  10
• 36:14
  years
• 36:14
  ago
• 36:14
  though,
• 36:14
  that
• 36:14
  next
• 36:15
  thing
• 36:15
  that
• 36:15
  people
• 36:15
  are
• 36:15
  going
• 36:16
  to
• 36:16
  be
• 36:16
  buying,
• 36:16
  what
• 36:17
  they
• 36:17
  don't
• 36:17
  realize
• 36:18
  is
• 36:18
  that
• 36:18
  RV
• 36:19
  parks
• 36:19
  are
• 36:19
  a
• 36:19
  full
• 36:19
  fledged
• 36:20
  business.
• 36:21
  This
• 36:21
  is
• 36:21
  not
• 36:21
  regular
• 36:22
  real
• 36:22
  estate.
• 36:22
  These
• 36:23
  are
• 36:23
  full
• 36:23
  floods
• 36:24
  business
• 36:24
  operations.
• 36:25
  So
• 36:25
  there's
• 36:25
  all
• 36:26
  these
• 36:26
  extra
• 36:26
  ingredients
• 36:27
  that
• 36:27
  go
• 36:27
  into
• 36:28
  it.
• 36:28
  And
• 36:28
  there's
• 36:28
  all
• 36:28
  these
• 36:29
  different
• 36:29
  streams
• 36:29
  of
• 36:29
  revenue
• 36:30
  that
• 36:30
  we
• 36:30
  have
• 36:30
  I've
• 36:31
  parks
• 36:31
  that
• 36:31
  have
• 36:31
  10
• 36:32
  or
• 36:32
  12
• 36:32
  different
• 36:32
  streams
• 36:33
  of
• 36:33
  revenue.
• 36:33
  It's
• 36:33
  not
• 36:34
  your
• 36:34
  normal,
• 36:34
  just
• 36:34
  we're
• 36:34
  collecting
• 36:35
  rent
• 36:35
  or
• 36:36
  whatever
• 36:36
  they're
• 36:37
  used
• 36:37
  to
• 36:37
  getting
• 36:37
  depending
• 36:38
  on
• 36:38
  the
• 36:38
  asset
• 36:38
  class.
• 36:39
  So
• 36:39
  it's
• 36:39
  a
• 36:39
  whole
• 36:39
  new
• 36:40
  animal
• 36:40
  for
• 36:40
  them
• 36:41
  learning
• 36:41
  to
• 36:42
  actually
• 36:42
  run
• 36:42
  a
• 36:42
  business,
• 36:43
  not
• 36:43
  just
• 36:44
  manageable.
• 36:45
  And
• 36:45
  I
• 36:45
  guess
• 36:45
  part
• 36:45
  of
• 36:45
  my
• 36:45
  point
• 36:46
  was
• 36:46
  in
• 36:46
  saying,
• 36:47
  Joe,
• 36:47
  is
• 36:47
  that
• 36:47
  I
• 36:47
  agree
• 36:48
  with
• 36:48
  you,
• 36:48
  but
• 36:48
  I
• 36:48
  think
• 36:49
  they're
• 36:49
  coming
• 36:49
  in
• 36:49
  and
• 36:49
  they're
• 36:50
  doing
• 36:50
  what
• 36:50
  their
• 36:50
  expertise
• 36:51
  is
• 36:51
  or
• 36:51
  what
• 36:51
  they
• 36:51
  research,
• 36:52
  right?
• 36:52
  So
• 36:52
  they're
• 36:52
  adding
• 36:52
  amenities
• 36:53
  that
• 36:53
  are
• 36:53
  redoing
• 36:53
  landscaping
• 36:54
  or
• 36:54
  they're
• 36:54
  adding
• 36:54
  sites
• 36:55
  or
• 36:55
  they're
• 36:55
  improving
• 36:55
  sites
• 36:56
  or
• 36:56
  whatever,
• 36:56
  but
• 36:56
  they're
• 36:57
  not
• 36:57
  doing
• 36:57
  all
• 36:57
  the
• 36:57
  possible
• 36:58
  things
• 36:58
  you
• 36:58
  could
• 36:58
  do.
• 36:59
  And
• 36:59
  so
• 36:59
  my
• 36:59
  point
• 36:59
  is
• 37:00
  I
• 37:00
  think
• 37:00
  there's
• 37:00
  going
• 37:00
  to
• 37:00
  be
• 37:00
  a
• 37:01
  lot
• 37:01
  of
• 37:01
  those
• 37:01
  parks
• 37:01
  that
• 37:02
  in
• 37:02
  five,
• 37:02
  10
• 37:02
  years
• 37:02
  are
• 37:02
  going
• 37:03
  to
• 37:03
  be
• 37:03
  for
• 37:03
  sale.
• 37:03
  Again,
• 37:03
  that's
• 37:03
  still
• 37:04
  have
• 37:04
  improvement
• 37:04
  opportunities
• 37:05
  available
• 37:05
  to
• 37:05
  them.
• 37:06
  Oh,
• 37:06
  for
• 37:06
  the
• 37:06
  average
• 37:07
  campground
• 37:08
  owner
• 37:08
  owns
• 37:09
  a
• 37:09
  campground
• 37:09
  for
• 37:09
  seven
• 37:10
  years.
• 37:10
  So
• 37:10
  you
• 37:11
  think
• 37:11
  about
• 37:11
  that
• 37:11
  cycle
• 37:12
  is
• 37:12
  happening
• 37:12
  all
• 37:13
  the
• 37:13
  time
• 37:13
  and
• 37:13
  it's
• 37:13
  going
• 37:14
  to
• 37:14
  continue
• 37:14
  to
• 37:14
  happen.
• 37:15
  The
• 37:15
  other
• 37:15
  thing
• 37:15
  that
• 37:15
  I
• 37:15
  want
• 37:15
  to
• 37:15
  throw
• 37:16
  out
• 37:16
  there
• 37:16
  is
• 37:16
  one
• 37:17
  are
• 37:17
  on
• 37:17
  our
• 37:17
  annual
• 37:17
  report.
• 37:18
  That's
• 37:18
  just
• 37:18
  coming
• 37:19
  out
• 37:19
  this
• 37:19
  month
• 37:19
  from
• 37:19
  our
• 37:19
  survey,
• 37:20
  53%
• 37:22
  of
• 37:22
  our
• 37:22
  campers
• 37:23
  book,
• 37:24
  a
• 37:24
  reservation
• 37:24
  campground
• 37:25
  in
• 37:25
  advance,
• 37:26
  53.
• 37:27
  So
• 37:27
  just
• 37:27
  think
• 37:27
  about
• 37:28
  that
• 37:28
  expense
• 37:29
  alone.
• 37:30
  If
• 37:30
  you're
• 37:30
  not
• 37:30
  making
• 37:31
  a
• 37:31
  commitment
• 37:31
  to
• 37:31
  booking
• 37:31
  software
• 37:32
  and
• 37:33
  like
• 37:33
  you're
• 37:33
  guaranteed
• 37:35
  that
• 37:35
  expense
• 37:36
  of
• 37:36
  the
• 37:36
  53%
• 37:37
  of
• 37:37
  people
• 37:37
  calling
• 37:38
  or
• 37:38
  walking
• 37:38
  in,
• 37:39
  to
• 37:39
  book
• 37:39
  that
• 37:39
  campground
• 37:40
  because
• 37:40
  they
• 37:40
  want
• 37:40
  to
• 37:40
  book
• 37:41
  it
• 37:41
  in
• 37:41
  advance
• 37:41
  and
• 37:41
  having
• 37:42
  that
• 37:42
  software
• 37:43
  that
• 37:43
  they
• 37:43
  can
• 37:43
  do
• 37:44
  it
• 37:44
  in
• 37:44
  advance
• 37:44
  is
• 37:45
  just
• 37:45
  a
• 37:45
  super
• 37:45
  important.
• 37:47
  It'll
• 37:48
  be
• 37:48
  interesting
• 37:48
  too,
• 37:48
  to
• 37:48
  see
• 37:49
  if
• 37:49
  the
• 37:49
  average
• 37:50
  length
• 37:50
  that
• 37:51
  somebody
• 37:51
  owns
• 37:51
  a
• 37:51
  park,
• 37:52
  what
• 37:52
  that
• 37:53
  looks
• 37:53
  like
• 37:53
  now
• 37:54
  that
• 37:55
  one
• 37:55
  more
• 37:55
  people
• 37:55
  are
• 37:55
  getting
• 37:56
  involved
• 37:56
  in
• 37:56
  the
• 37:56
  industry.
• 37:57
  And
• 37:57
  that
• 37:57
  are
• 37:58
  from
• 37:58
  other
• 37:58
  asset
• 37:59
  classes,
• 37:59
  or
• 37:59
  maybe
• 38:00
  not,
• 38:00
  but
• 38:00
  they
• 38:00
  think,
• 38:01
  oh,
• 38:01
  it's
• 38:01
  easy
• 38:01
  to
• 38:01
  own
• 38:02
  an
• 38:02
  RV
• 38:02
  park
• 38:02
  and
• 38:02
  then
• 38:02
  they
• 38:03
  get
• 38:03
  in.
• 38:03
  So
• 38:03
  it'll
• 38:03
  be
• 38:03
  interesting
• 38:04
  to
• 38:04
  see
• 38:04
  because
• 38:04
  of
• 38:04
  that
• 38:05
  factor,
• 38:05
  but
• 38:05
  also
• 38:05
  the
• 38:06
  factor
• 38:06
  of
• 38:07
  there
• 38:07
  are
• 38:07
  so
• 38:07
  many
• 38:07
  larger
• 38:08
  groups
• 38:08
  that
• 38:09
  are
• 38:09
  purchasing
• 38:10
  and
• 38:10
  seeing
• 38:11
  how
• 38:11
  long
• 38:11
  do
• 38:11
  they
• 38:11
  hold
• 38:11
  on
• 38:12
  to
• 38:12
  that
• 38:12
  property?
• 38:13
  What
• 38:13
  are
• 38:13
  their
• 38:14
  kind
• 38:14
  of,
• 38:14
  what
• 38:15
  are
• 38:15
  the
• 38:15
  key
• 38:15
  factors
• 38:15
  that
• 38:16
  they're
• 38:16
  assessing?
• 38:17
  Obviously
• 38:17
  they're
• 38:17
  looking
• 38:18
  at,
• 38:18
  their
• 38:18
  ROI
• 38:19
  in
• 38:19
  those
• 38:19
  kinds
• 38:19
  of
• 38:19
  things,
• 38:20
  but
• 38:20
  what
• 38:20
  are
• 38:20
  the
• 38:21
  trigger
• 38:21
  points
• 38:21
  for
• 38:21
  them
• 38:21
  to
• 38:22
  say,
• 38:22
  Nope,
• 38:22
  we
• 38:22
  need
• 38:22
  to
• 38:22
  sell
• 38:23
  this.
• 38:23
  And
• 38:23
  how
• 38:23
  does
• 38:23
  that
• 38:24
  shift
• 38:25
  the
• 38:25
  average
• 38:26
  length
• 38:26
  that
• 38:26
  somebody
• 38:26
  owns
• 38:26
  apart?
• 38:27
  Most
• 38:27
  of
• 38:27
  those
• 38:27
  people
• 38:29
  go
• 38:29
  ahead.
• 38:31
  Most
• 38:31
  of
• 38:31
  those
• 38:31
  people
• 38:32
  that
• 38:32
  are
• 38:32
  buying.
• 38:34
  Especially
• 38:34
  at
• 38:34
  those
• 38:34
  kinds
• 38:35
  of
• 38:35
  prices,
• 38:35
  if
• 38:36
  they
• 38:36
  aren't
• 38:36
  the
• 38:36
  sun
• 38:36
  and
• 38:37
  ELs
• 38:37
  is
• 38:38
  of
• 38:38
  our
• 38:38
  space,
• 38:39
  they
• 38:40
  are
• 38:40
  groups
• 38:40
  of
• 38:40
  people
• 38:41
  that
• 38:41
  have
• 38:41
  determined
• 38:42
  that
• 38:42
  before
• 38:42
  they
• 38:42
  bought
• 38:43
  the
• 38:43
  park.
• 38:43
  It's
• 38:43
  not
• 38:43
  the
• 38:44
  same
• 38:44
  as
• 38:44
  what
• 38:44
  we're
• 38:44
  used
• 38:45
  to
• 38:45
  seeing
• 38:45
  where
• 38:45
  it's
• 38:45
  at.
• 38:46
  One
• 38:46
  of
• 38:46
  the
• 38:46
  former
• 38:46
  campers
• 38:47
  that
• 38:47
  are
• 38:47
  like,
• 38:47
  my
• 38:47
  retirement
• 38:48
  job
• 38:48
  is
• 38:48
  going
• 38:48
  to
• 38:49
  be
• 38:49
  owning
• 38:49
  an
• 38:49
  RV
• 38:49
  park.
• 38:50
  And
• 38:50
  you're
• 38:50
  like,
• 38:50
  yeah
• 38:50
  dude,
• 38:50
  this
• 38:51
  is
• 38:51
  not
• 38:51
  a
• 38:51
  retirement
• 38:51
  job,
• 38:52
  which
• 38:53
  was
• 38:53
  what
• 38:53
  we
• 38:53
  used
• 38:53
  to
• 38:54
  see.
• 38:54
  But
• 38:54
  these
• 38:55
  people
• 38:55
  are
• 38:55
  coming
• 38:55
  in
• 38:56
  with
• 38:56
  massive
• 38:56
  business
• 38:57
  plans
• 38:57
  and
• 38:57
  they
• 38:58
  have
• 38:58
  investors
• 38:58
  that
• 38:59
  are
• 38:59
  expecting
• 38:59
  their
• 38:59
  money
• 39:00
  back
• 39:00
  in
• 39:00
  your,
• 39:01
  say
• 39:01
  five.
• 39:02
  So
• 39:02
  they're
• 39:02
  going
• 39:02
  to
• 39:02
  be
• 39:02
  selling
• 39:03
  it
• 39:03
  whatever
• 39:03
  year
• 39:04
  that
• 39:04
  is.
• 39:04
  And
• 39:04
  their
• 39:05
  goals
• 39:05
  are
• 39:05
  to
• 39:05
  build
• 39:05
  those
• 39:06
  parks
• 39:06
  up
• 39:06
  and
• 39:06
  exit
• 39:07
  to
• 39:07
  the
• 39:07
  sons
• 39:08
  and
• 39:08
  ELs
• 39:08
  is
• 39:09
  of
• 39:09
  our
• 39:09
  space,
• 39:10
  but
• 39:10
  they
• 39:10
  all
• 39:10
  have
• 39:10
  different
• 39:11
  investment
• 39:11
  strategies.
• 39:12
  So
• 39:12
  I
• 39:12
  think
• 39:12
  it'll
• 39:12
  be
• 39:13
  a
• 39:13
  different
• 39:13
  thing
• 39:13
  than
• 39:13
  what
• 39:13
  we're
• 39:14
  used
• 39:14
  to
• 39:14
  seeing
• 39:14
  with
• 39:15
  just
• 39:15
  the
• 39:15
  people
• 39:15
  who
• 39:15
  get
• 39:15
  sick
• 39:15
  of
• 39:16
  it
• 39:16
  by
• 39:16
  year
• 39:16
  seven
• 39:16
  is
• 39:17
  their
• 39:17
  burnout.
• 39:19
  Yeah,
• 39:20
  I
• 39:20
  think
• 39:20
  it's
• 39:20
  going
• 39:20
  to
• 39:20
  change
• 39:21
  dramatically
• 39:21
  for
• 39:21
  that
• 39:22
  reason,
• 39:22
  as
• 39:22
  well
• 39:22
  as
• 39:23
  the
• 39:23
  it's
• 39:23
  no
• 39:23
  longer
• 39:23
  the
• 39:23
  mom
• 39:24
  and
• 39:24
  pops
• 39:24
  and
• 39:25
  the
• 39:25
  larger
• 39:25
  investment
• 39:26
  groups
• 39:26
  with
• 39:26
  some
• 39:26
  of
• 39:26
  these
• 39:26
  are
• 39:26
  coming
• 39:27
  in,
• 39:27
  even
• 39:27
  the
• 39:27
  smaller
• 39:28
  vessel
• 39:28
  groups
• 39:28
  or
• 39:28
  hiring
• 39:28
  management
• 39:29
  companies,
• 39:29
  it
• 39:30
  means
• 39:30
  all
• 39:30
  of
• 39:30
  a
• 39:30
  sudden,
• 39:31
  maybe
• 39:31
  if
• 39:31
  you
• 39:31
  don't
• 39:32
  have
• 39:32
  your
• 39:32
  pre-planned
• 39:32
  exit
• 39:33
  strategy
• 39:33
  in
• 39:33
  place,
• 39:34
  you
• 39:34
  can
• 39:34
  maybe
• 39:34
  hold
• 39:34
  onto
• 39:35
  a
• 39:35
  little
• 39:35
  bit
• 39:35
  longer
• 39:35
  because
• 39:36
  it's
• 39:36
  not
• 39:36
  something
• 39:36
  you
• 39:36
  think
• 39:36
  about
• 39:36
  every
• 39:37
  day.
• 39:40
  Yeah.
• 39:40
  And
• 39:40
  you
• 39:40
  can
• 39:40
  see
• 39:40
  which
• 39:40
  groups
• 39:41
  are
• 39:41
  going
• 39:41
  to
• 39:41
  do
• 39:41
  one.
• 39:42
  It
• 39:42
  depends
• 39:42
  on
• 39:42
  if
• 39:42
  the
• 39:42
  rebranding,
• 39:43
  if
• 39:43
  they're
• 39:43
  branding
• 39:44
  it
• 39:44
  into
• 39:44
  their
• 39:45
  brand.
• 39:45
  So
• 39:45
  many
• 39:46
  of
• 39:46
  these
• 39:46
  groups
• 39:46
  have
• 39:47
  their
• 39:47
  own
• 39:47
  brand.
• 39:47
  And
• 39:48
  so
• 39:48
  a
• 39:48
  lot
• 39:49
  of
• 39:49
  those
• 39:49
  seem
• 39:49
  like
• 39:49
  they're
• 39:49
  here
• 39:49
  to
• 39:49
  stay
• 39:50
  from
• 39:50
  the
• 39:50
  state,
• 39:50
  stick
• 39:51
  around
• 39:51
  for
• 39:51
  a
• 39:51
  while.
• 39:51
  Whereas
• 39:52
  summer
• 39:53
  offset,
• 39:53
  everyone
• 39:54
  has
• 39:54
  a
• 39:54
  different
• 39:54
  name,
• 39:54
  no
• 39:55
  one
• 39:55
  operates
• 39:55
  under
• 39:56
  it's
• 39:56
  ex
• 39:56
  more
• 39:57
  as
• 39:57
  a
• 39:57
  holding
• 39:57
  company.
• 39:58
  And
• 39:58
  it
• 39:58
  seems
• 39:58
  like
• 39:58
  those
• 39:58
  are
• 39:58
  the
• 39:58
  ones
• 39:59
  that
• 39:59
  we're
• 39:59
  talking
• 40:00
  about
• 40:00
  that
• 40:00
  are
• 40:00
  probably
• 40:00
  going
• 40:00
  to
• 40:00
  get
• 40:01
  offloaded
• 40:01
  and
• 40:01
  in
• 40:01
  five
• 40:02
  years
• 40:02
  or
• 40:02
  so
• 40:02
  we've
• 40:02
  talked
• 40:03
  a
• 40:03
  lot
• 40:03
  about
• 40:03
  a
• 40:04
  reservation,
• 40:04
  software
• 40:05
  improvements,
• 40:05
  revenue,
• 40:06
  things
• 40:06
  like
• 40:06
  that.
• 40:06
  What
• 40:06
  else
• 40:06
  is
• 40:07
  on
• 40:07
  your
• 40:07
  mind
• 40:07
  as
• 40:07
  a
• 40:07
  park
• 40:07
  owner
• 40:08
  this
• 40:08
  time
• 40:08
  of
• 40:08
  year,
• 40:08
  Heather.
• 40:11
  This
• 40:11
  time
• 40:11
  of
• 40:11
  year,
• 40:11
  we
• 40:12
  are
• 40:12
  solely
• 40:12
  focused
• 40:13
  on
• 40:14
  all
• 40:14
  of
• 40:14
  our
• 40:14
  winter
• 40:15
  maintenance.
• 40:15
  So
• 40:16
  we're
• 40:16
  going
• 40:16
  through
• 40:17
  and
• 40:17
  I
• 40:17
  have
• 40:18
  different
• 40:19
  team
• 40:20
  members
• 40:20
  that
• 40:20
  I
• 40:20
  have
• 40:20
  that
• 40:21
  I
• 40:21
  keep
• 40:21
  for
• 40:21
  the
• 40:21
  whole
• 40:21
  season.
• 40:22
  They
• 40:22
  all
• 40:23
  spend
• 40:23
  a
• 40:23
  couple
• 40:23
  nights
• 40:24
  in
• 40:24
  my
• 40:25
  accommodations
• 40:26
  and
• 40:26
  they
• 40:27
  are
• 40:27
  supposed
• 40:27
  to
• 40:28
  touch
• 40:28
  everything,
• 40:29
  touch
• 40:29
  the
• 40:29
  ceiling,
• 40:30
  fan,
• 40:30
  touch
• 40:30
  the
• 40:30
  light
• 40:31
  fixtures,
• 40:31
  touch
• 40:31
  everything
• 40:32
  stuff
• 40:33
  that
• 40:33
  we
• 40:33
  miss
• 40:33
  when
• 40:34
  we're
• 40:34
  cleaning,
• 40:34
  because
• 40:35
  we're
• 40:35
  so
• 40:36
  busy
• 40:36
  as
• 40:36
  everyone
• 40:36
  else's.
• 40:37
  So
• 40:37
  they're
• 40:37
  doing
• 40:37
  those
• 40:38
  winter
• 40:38
  projects
• 40:38
  and
• 40:39
  trying
• 40:39
  to
• 40:39
  get
• 40:39
  those
• 40:39
  ready
• 40:39
  for
• 40:39
  spring.
• 40:42
  We
• 40:43
  this
• 40:43
  is
• 40:43
  our
• 40:43
  busy
• 40:44
  time
• 40:44
  because
• 40:45
  right
• 40:45
  now
• 40:45
  most
• 40:46
  of
• 40:46
  our
• 40:46
  new
• 40:46
  customers
• 40:47
  are,
• 40:47
  and
• 40:47
  our
• 40:47
  old
• 40:48
  customers
• 40:48
  are
• 40:49
  completely
• 40:49
  redoing
• 40:50
  their
• 40:50
  apps.
• 40:51
  And
• 40:51
  so
• 40:51
  they're
• 40:52
  coming
• 40:52
  to
• 40:52
  us
• 40:52
  and
• 40:53
  asking
• 40:53
  us
• 40:53
  all
• 40:53
  I
• 40:53
  have
• 40:54
  this
• 40:54
  idea.
• 40:54
  I
• 40:54
  want
• 40:54
  to
• 40:54
  add
• 40:55
  this
• 40:55
  new
• 40:55
  feature.
• 40:56
  How
• 40:56
  do
• 40:56
  I
• 40:56
  do
• 40:56
  that?
• 40:56
  And
• 40:56
  that's
• 40:57
  exactly
• 40:57
  what
• 40:57
  we're
• 40:57
  doing
• 40:58
  is
• 40:58
  giving
• 40:58
  them
• 40:58
  retraining
• 40:59
  or
• 41:00
  giving
• 41:00
  them
• 41:00
  the
• 41:00
  ideas
• 41:01
  of
• 41:01
  how
• 41:01
  to
• 41:01
  lay
• 41:02
  out
• 41:02
  a
• 41:02
  new
• 41:02
  feature
• 41:03
  that
• 41:03
  they're
• 41:03
  wanting
• 41:03
  to
• 41:04
  to
• 41:04
  answer
• 41:04
  their
• 41:04
  app.
• 41:04
  And
• 41:05
  I
• 41:05
  would
• 41:05
  say
• 41:05
  January
• 41:06
  through
• 41:06
  March
• 41:07
  is
• 41:07
  just,
• 41:07
  is
• 41:07
  really
• 41:07
  busy
• 41:08
  for
• 41:08
  us
• 41:08
  because
• 41:08
  of
• 41:08
  that.
• 41:10
  I'm
• 41:10
  sure
• 41:10
  it's
• 41:10
  because
• 41:10
  this
• 41:11
  is
• 41:11
  when
• 41:11
  we
• 41:11
  have,
• 41:11
  okay.
• 41:12
  That's
• 41:12
  one
• 41:12
  on
• 41:12
  my
• 41:12
  desk
• 41:13
  to
• 41:13
  do
• 41:13
  for
• 41:13
  six
• 41:13
  months.
• 41:14
  We
• 41:14
  finally
• 41:14
  have
• 41:14
  a
• 41:14
  break
• 41:15
  to
• 41:15
  get
• 41:15
  that
• 41:15
  done
• 41:15
  because
• 41:16
  we're
• 41:17
  all
• 41:17
  budgeting
• 41:17
  and
• 41:18
  planning
• 41:18
  right
• 41:18
  now.
• 41:18
  And
• 41:19
  so
• 41:19
  part
• 41:19
  of
• 41:19
  our
• 41:19
  planning
• 41:20
  is,
• 41:21
  and
• 41:21
  it's
• 41:21
  the
• 41:21
  time
• 41:22
  that
• 41:22
  you
• 41:22
  can
• 41:22
  spend
• 41:22
  it,
• 41:23
  spend
• 41:23
  time
• 41:23
  thinking
• 41:24
  about
• 41:24
  what
• 41:24
  you're
• 41:24
  going
• 41:24
  to
• 41:24
  do.
• 41:25
  I
• 41:25
  did
• 41:25
  have
• 41:25
  a
• 41:25
  campground
• 41:25
  owner
• 41:26
  that
• 41:26
  came
• 41:26
  to
• 41:26
  me
• 41:27
  and
• 41:27
  wanting
• 41:27
  to
• 41:27
  do
• 41:27
  firewood
• 41:28
  delivery
• 41:28
  on
• 41:28
  4th
• 41:28
  of
• 41:29
  July
• 41:29
  morning
• 41:29
  and
• 41:29
  start
• 41:30
  that.
• 41:30
  But
• 41:30
  that's
• 41:30
  not
• 41:30
  the
• 41:30
  normal,
• 41:31
  normally
• 41:31
  they're
• 41:31
  like,
• 41:31
  okay
• 41:32
  why
• 41:32
  don't
• 41:32
  we
• 41:32
  do
• 41:32
  this?
• 41:33
  Why
• 41:33
  don't
• 41:33
  we
• 41:33
  set
• 41:33
  things
• 41:33
  up
• 41:34
  in
• 41:34
  the
• 41:34
  off
• 41:34
  season?
• 41:35
  Get
• 41:35
  it
• 41:35
  ready.
• 41:36
  We'll
• 41:36
  see
• 41:36
  the,
• 41:36
  for
• 41:36
  our
• 41:37
  first
• 41:37
  couple
• 41:37
  of
• 41:37
  weekends,
• 41:37
  how
• 41:37
  it
• 41:37
  works
• 41:38
  and
• 41:38
  then
• 41:38
  raved
• 41:38
  into
• 41:39
  full
• 41:39
  gear.
• 41:39
  And
• 41:39
  that's
• 41:39
  how
• 41:39
  most
• 41:40
  of
• 41:40
  them
• 41:40
  work.
• 41:40
  So
• 41:40
  now
• 41:41
  they're
• 41:41
  fully
• 41:42
  thinking
• 41:42
  out
• 41:42
  ideas
• 41:43
  for
• 41:43
  their
• 41:43
  next
• 41:44
  season.
• 41:45
  Thinking
• 41:46
  through
• 41:46
  some
• 41:46
  automations
• 41:47
  to
• 41:47
  trying
• 41:47
  to
• 41:47
  come
• 41:47
  up
• 41:48
  with
• 41:48
  different
• 41:48
  ideas
• 41:48
  on
• 41:49
  automating
• 41:49
  different
• 41:50
  aspects
• 41:50
  of
• 41:50
  the
• 41:50
  business
• 41:51
  since
• 41:51
  we've
• 41:51
  been
• 41:52
  so
• 41:53
  understaffed
• 41:54
  and
• 41:54
  writing
• 41:54
  SLPs
• 41:55
  so
• 41:56
  that
• 41:56
  we
• 41:56
  can
• 41:56
  get
• 41:56
  ready
• 41:56
  for
• 41:56
  the
• 41:57
  new
• 41:57
  staff
• 41:57
  coming
• 41:57
  in.
• 41:58
  Yeah.
• 41:58
  It's
• 41:58
  all
• 41:59
  that
• 41:59
  budgeting,
• 42:00
  planning,
• 42:00
  things
• 42:00
  that
• 42:01
  we
• 42:01
  don't
• 42:01
  get
• 42:01
  time
• 42:01
  to
• 42:01
  do
• 42:01
  in
• 42:02
  the
• 42:02
  season
• 42:02
  when
• 42:02
  we're
• 42:02
  getting
• 42:02
  our
• 42:03
  butts
• 42:03
  kicked.
• 42:04
  Hey,
• 42:04
  just
• 42:04
  to
• 42:04
  throw
• 42:04
  out
• 42:05
  a
• 42:05
  step
• 42:05
  that
• 42:05
  just
• 42:06
  came
• 42:06
  in
• 42:06
  from
• 42:07
  the,
• 42:07
  our
• 42:08
  annual
• 42:08
  report
• 42:08
  at
• 42:08
  the
• 42:08
  dirt,
• 42:09
  we
• 42:09
  surveyed
• 42:10
  our
• 42:10
  millions
• 42:11
  of
• 42:11
  users
• 42:11
  and
• 42:11
  we
• 42:12
  asked
• 42:12
  what
• 42:12
  is
• 42:13
  the
• 42:13
  fastest
• 42:13
  growing
• 42:13
  season
• 42:14
  for
• 42:15
  you?
• 42:15
  And
• 42:16
  it,
• 42:17
  winter
• 42:17
  was
• 42:18
  by
• 42:18
  far
• 42:19
  the
• 42:19
  long
• 42:20
  shot,
• 42:20
  the
• 42:20
  fastest
• 42:21
  growing
• 42:21
  season,
• 42:22
  40
• 42:22
  per
• 42:23
  47,
• 42:23
  40%
• 42:25
  of
• 42:25
  users
• 42:26
  said
• 42:26
  that
• 42:26
  they
• 42:26
  are
• 42:26
  camping
• 42:27
  more
• 42:28
  in
• 42:28
  the
• 42:28
  winter
• 42:28
  of
• 42:28
  this
• 42:29
  year
• 42:29
  than
• 42:29
  they
• 42:29
  did
• 42:30
  in
• 42:30
  the
• 42:30
  previous
• 42:31
  years.
• 42:31
  Spring
• 42:32
  was
• 42:32
  a
• 42:32
  27%
• 42:33
  increase.
• 42:34
  Fall
• 42:34
  was
• 42:35
  a
• 42:35
  15%
• 42:35
  increase
• 42:36
  and
• 42:36
  summer
• 42:37
  was
• 42:37
  a
• 42:37
  2%
• 42:38
  increase.
• 42:38
  So
• 42:38
  what
• 42:39
  does
• 42:39
  this
• 42:39
  mean?
• 42:40
  How
• 42:40
  your
• 42:40
  summer
• 42:41
  was
• 42:41
  this
• 42:41
  summer,
• 42:42
  you're
• 42:42
  going
• 42:42
  to
• 42:42
  get
• 42:42
  about
• 42:42
  the
• 42:42
  same
• 42:43
  amount
• 42:43
  of
• 42:43
  traffic
• 42:43
  next
• 42:44
  summer.
• 42:44
  Where's
• 42:45
  the
• 42:45
  opportunity
• 42:45
  sitting.
• 42:46
  It's
• 42:46
  going
• 42:46
  to
• 42:46
  be
• 42:47
  sitting
• 42:47
  in
• 42:47
  the
• 42:47
  spring
• 42:48
  and
• 42:48
  the
• 42:48
  winter
• 42:48
  for
• 42:49
  you.
• 42:49
  Those
• 42:49
  seasons.
• 42:50
  Yeah,
• 42:50
  look
• 42:50
  at
• 42:50
  this.
• 42:51
  We're
• 42:51
  even
• 42:51
  doing
• 42:52
  podcasts
• 42:52
  while
• 42:53
  this
• 42:53
  crazy
• 42:53
  man
• 42:54
  sits
• 42:54
  in
• 42:54
  a
• 42:54
  bunch
• 42:55
  of
• 42:55
  white,
• 42:55
  cold
• 42:55
  stuff.
• 42:56
  This
• 42:56
  season
• 42:57
  is
• 42:57
  going
• 42:57
  out.
• 42:58
  And
• 42:58
  that's
• 42:59
  an
• 42:59
  opportunity.
• 42:59
  I
• 42:59
  think
• 42:59
  what
• 43:00
  we're
• 43:00
  going
• 43:00
  to
• 43:00
  start
• 43:00
  to
• 43:00
  see.
• 43:01
  Campground
• 43:02
  owners.
• 43:02
  And
• 43:03
  I've
• 43:03
  talked
• 43:03
  to
• 43:03
  a
• 43:03
  lot
• 43:03
  of
• 43:03
  them
• 43:04
  and
• 43:04
  Heather,
• 43:04
  you
• 43:04
  probably
• 43:04
  know
• 43:05
  them
• 43:05
  and
• 43:05
  they
• 43:05
  just
• 43:05
  they
• 43:05
  shut
• 43:05
  down
• 43:06
  for
• 43:06
  the
• 43:06
  winter,
• 43:07
  and
• 43:07
  it's
• 43:07
  that
• 43:07
  closed
• 43:08
  down
• 43:08
  might
• 43:08
  used
• 43:08
  to
• 43:09
  be
• 43:09
  four
• 43:09
  months.
• 43:10
  Maybe
• 43:10
  it's
• 43:10
  going
• 43:10
  to
• 43:10
  have
• 43:10
  to
• 43:11
  be
• 43:11
  three
• 43:11
  and
• 43:11
  a
• 43:11
  half
• 43:12
  months
• 43:12
  next
• 43:12
  year,
• 43:13
  maybe
• 43:13
  the
• 43:13
  next
• 43:13
  year,
• 43:13
  it's
• 43:13
  going
• 43:14
  to
• 43:14
  be
• 43:14
  three
• 43:14
  months.
• 43:15
  And
• 43:15
  over
• 43:15
  time,
• 43:16
  I
• 43:16
  think
• 43:16
  you're
• 43:16
  going
• 43:16
  to
• 43:16
  see
• 43:17
  an
• 43:17
  evolution
• 43:17
  there
• 43:18
  with
• 43:18
  those
• 43:18
  shoulder
• 43:19
  seasons
• 43:19
  in
• 43:19
  the
• 43:19
  winters
• 43:20
  becoming
• 43:21
  more
• 43:21
  and
• 43:21
  more
• 43:21
  popular.
• 43:23
  Can
• 43:23
  you
• 43:23
  say
• 43:23
  that?
• 43:24
  Because
• 43:24
  we
• 43:25
  already
• 43:25
  saw
• 43:25
  that
• 43:25
  this
• 43:26
  year,
• 43:26
  November
• 43:26
  and
• 43:26
  December
• 43:27
  are
• 43:27
  normally
• 43:28
  slower
• 43:28
  months
• 43:28
  for
• 43:29
  me.
• 43:29
  They're
• 43:29
  not
• 43:29
  off
• 43:29
  season
• 43:30
  yet,
• 43:30
  but
• 43:30
  they're
• 43:30
  getting
• 43:30
  there
• 43:31
  and
• 43:31
  we
• 43:31
  were
• 43:31
  still
• 43:32
  overwhelmed
• 43:33
  in
• 43:33
  November
• 43:34
  and
• 43:34
  December
• 43:34
  of
• 43:34
  this
• 43:34
  year.
• 43:35
  But
• 43:35
  what's
• 43:35
  interesting
• 43:36
  is
• 43:36
  because
• 43:37
  a
• 43:37
  lot
• 43:37
  of
• 43:37
  those
• 43:37
  parks
• 43:38
  are
• 43:38
  mom
• 43:38
  and
• 43:38
  pop
• 43:39
  owned.
• 43:39
  They
• 43:40
  need
• 43:40
  that
• 43:40
  time
• 43:41
  off
• 43:41
  they're
• 43:41
  closing
• 43:42
  anyway,
• 43:42
  regardless
• 43:43
  of
• 43:43
  their
• 43:43
  demand.
• 43:44
  So
• 43:44
  as
• 43:44
  we
• 43:44
  see
• 43:45
  those
• 43:45
  institutional
• 43:46
  buyers
• 43:46
  and
• 43:47
  buyers
• 43:48
  who
• 43:48
  are
• 43:48
  more
• 43:48
  sophist,
• 43:49
  more
• 43:49
  focused
• 43:50
  on
• 43:51
  those
• 43:51
  numbers
• 43:52
  and
• 43:52
  how
• 43:52
  much
• 43:52
  money
• 43:52
  they're
• 43:52
  bringing
• 43:53
  in,
• 43:53
  you're
• 43:53
  absolutely
• 43:53
  right.
• 43:53
  Their
• 43:54
  seasons
• 43:54
  are
• 43:54
  going
• 43:54
  to
• 43:54
  get
• 43:55
  extended
• 43:55
  and
• 43:55
  it's
• 43:55
  not
• 43:56
  going
• 43:56
  to
• 43:56
  be
• 43:56
  the
• 43:56
  normal
• 43:56
  sabbatical.
• 43:58
  The
• 43:58
  mom
• 43:58
  and
• 43:58
  pops
• 43:59
  take
• 43:59
  for
• 43:59
  three
• 43:59
  to
• 43:59
  four
• 43:59
  months
• 44:00
  a
• 44:00
  year.
• 44:00
  That's
• 44:00
  the
• 44:00
  thing
• 44:00
  it's
• 44:01
  going
• 44:01
  to
• 44:01
  end
• 44:01
  up
• 44:01
  being
• 44:01
  a
• 44:01
  choice,
• 44:02
  right?
• 44:02
  Just
• 44:02
  like
• 44:02
  dynamic
• 44:03
  pricing
• 44:03
  is
• 44:03
  a
• 44:03
  choice.
• 44:03
  Now
• 44:04
  only
• 44:04
  reservations
• 44:04
  are
• 44:04
  choice.
• 44:05
  If
• 44:05
  you
• 44:05
  want
• 44:05
  to
• 44:05
  use.
• 44:06
  But
• 44:07
  the
• 44:07
  pressure
• 44:07
  is
• 44:07
  going
• 44:08
  to
• 44:08
  continue
• 44:08
  to
• 44:08
  build
• 44:09
  as
• 44:09
  people
• 44:10
  in
• 44:10
  the
• 44:10
  consumer
• 44:10
  survey
• 44:11
  shift,
• 44:11
  as
• 44:11
  they
• 44:11
  want
• 44:11
  to
• 44:11
  expand
• 44:12
  more
• 44:12
  outside
• 44:13
  throughout
• 44:13
  all
• 44:14
  year.
• 44:14
  And
• 44:14
  there's
• 44:14
  going
• 44:15
  to
• 44:15
  be
• 44:15
  opportunities
• 44:15
  for
• 44:15
  you
• 44:16
  to
• 44:16
  do
• 44:16
  that.
• 44:16
  We
• 44:16
  talked
• 44:16
  to
• 44:17
  it
• 44:17
  was
• 44:17
  the
• 44:17
  name
• 44:17
  of
• 44:17
  the
• 44:17
  campground
• 44:18
  Katy
• 44:18
  Creek
• 44:18
  in
• 44:18
  Michigan,
• 44:19
  who
• 44:19
  was
• 44:19
  at
• 44:19
  them.
• 44:19
  No,
• 44:20
  it
• 44:20
  was
• 44:20
  Marvel
• 44:20
  who
• 44:21
  added
• 44:21
  the,
• 44:21
  in
• 44:22
  Oklahoma
• 44:23
  who
• 44:23
  added
• 44:23
  their
• 44:23
  Christmas
• 44:24
  light
• 44:24
  display
• 44:25
  thing.
• 44:25
  And
• 44:26
  they
• 44:26
  increase
• 44:26
  their
• 44:26
  occupancy
• 44:27
  in
• 44:27
  their
• 44:27
  winter
• 44:28
  cabins.
• 44:28
  By
• 44:28
  how
• 44:28
  much
• 44:29
  was
• 44:29
  it?
• 44:29
  Do
• 44:29
  you
• 44:29
  remember
• 44:29
  Angela?
• 44:30
  50%.
• 44:31
  I
• 44:32
  think
• 44:32
  it
• 44:32
  was
• 44:32
  in
• 44:32
  the
• 44:32
  40%
• 44:33
  range.
• 44:33
  And
• 44:34
  typically
• 44:34
  that
• 44:34
  time
• 44:35
  of
• 44:35
  year
• 44:35
  they're
• 44:35
  not
• 44:35
  closed,
• 44:36
  but
• 44:36
  typically
• 44:37
  in
• 44:37
  that
• 44:37
  time
• 44:37
  of
• 44:37
  year,
• 44:38
  they're
• 44:38
  basically
• 44:38
  a
• 44:38
  0%
• 44:39
  occupancy
• 44:40
  from
• 44:40
  what
• 44:41
  they
• 44:41
  shared
• 44:41
  with
• 44:41
  us.
• 44:42
  And
• 44:42
  this
• 44:42
  was
• 44:42
  their
• 44:43
  first
• 44:43
  year
• 44:43
  introducing
• 44:44
  any
• 44:44
  of
• 44:44
  it.
• 44:44
  And
• 44:44
  it
• 44:45
  was
• 44:45
  pretty
• 44:46
  like,
• 44:46
  it
• 44:46
  was
• 44:46
  a
• 44:46
  great
• 44:47
  thing
• 44:47
  for
• 44:47
  their
• 44:47
  being
• 44:47
  their
• 44:48
  first
• 44:48
  year,
• 44:48
  but
• 44:48
  not
• 44:49
  anything
• 44:49
  that,
• 44:50
  they,
• 44:50
  the
• 44:50
  sky's
• 44:50
  the
• 44:51
  limit
• 44:51
  for
• 44:51
  the
• 44:51
  property
• 44:52
  that
• 44:52
  they
• 44:52
  have
• 44:52
  and
• 44:52
  what
• 44:53
  they
• 44:53
  can
• 44:53
  do
• 44:53
  with
• 44:53
  it.
• 44:53
  But
• 44:54
  yeah,
• 44:54
  it's
• 44:54
  just
• 44:54
  getting
• 44:54
  started.
• 44:58
  Oh,
• 44:59
  sorry.
• 45:00
  We
• 45:00
  talked
• 45:00
  to
• 45:00
  a
• 45:00
  few
• 45:00
  properties
• 45:01
  where
• 45:01
  they
• 45:01
  were
• 45:02
  looking
• 45:02
  for
• 45:02
  ways
• 45:03
  to
• 45:03
  expand
• 45:03
  into
• 45:04
  the
• 45:04
  seasons
• 45:04
  where
• 45:05
  they
• 45:05
  would
• 45:05
  either
• 45:05
  be
• 45:05
  closed
• 45:06
  or
• 45:06
  would
• 45:06
  have
• 45:07
  little
• 45:07
  to
• 45:07
  no
• 45:07
  occupancy
• 45:09
  this
• 45:09
  year
• 45:09
  that
• 45:10
  added
• 45:10
  some
• 45:10
  extra
• 45:12
  fall
• 45:12
  activities
• 45:13
  or
• 45:13
  winter
• 45:13
  activities.
• 45:14
  Just
• 45:14
  to
• 45:14
  try,
• 45:15
  I
• 45:15
  think
• 45:15
  one
• 45:15
  of
• 45:15
  the
• 45:15
  properties,
• 45:16
  they
• 45:16
  weren't
• 45:16
  open
• 45:16
  for
• 45:16
  campers,
• 45:17
  but
• 45:17
  they
• 45:17
  added
• 45:18
  in
• 45:18
  like
• 45:18
  a
• 45:18
  whole
• 45:19
  winter
• 45:19
  Fest
• 45:19
  kind
• 45:20
  of
• 45:20
  a
• 45:20
  thing
• 45:20
  that
• 45:20
  allowed
• 45:21
  them
• 45:21
  to
• 45:21
  generate
• 45:21
  revenue
• 45:22
  in
• 45:22
  some
• 45:22
  other
• 45:22
  ways
• 45:23
  too.
• 45:23
  So
• 45:23
  I
• 45:23
  think
• 45:24
  it's
• 45:24
  really
• 45:25
  prompting
• 45:25
  people
• 45:25
  to
• 45:26
  get
• 45:26
  more
• 45:26
  creative.
• 45:27
  Obviously,
• 45:27
  if
• 45:27
  you're
• 45:27
  in
• 45:27
  a
• 45:28
  really
• 45:28
  cold
• 45:28
  climate
• 45:28
  and
• 45:29
  your,
• 45:29
  your
• 45:29
  pipes,
• 45:29
  aren't
• 45:29
  buried,
• 45:30
  then
• 45:30
  there's
• 45:30
  only
• 45:30
  so
• 45:31
  much
• 45:31
  you
• 45:31
  can
• 45:31
  do
• 45:31
  with
• 45:31
  how
• 45:32
  long
• 45:32
  you
• 45:32
  can
• 45:32
  stay.
• 45:33
  And
• 45:33
  that
• 45:33
  is
• 45:33
  what
• 45:33
  it
• 45:34
  is.
• 45:34
  But
• 45:34
  but
• 45:34
  yeah,
• 45:34
  it's
• 45:35
  really
• 45:35
  forcing
• 45:35
  people
• 45:36
  to
• 45:36
  get
• 45:36
  creative.
• 45:38
  We're
• 45:38
  not
• 45:38
  like
• 45:38
  I'm
• 45:38
  up
• 45:39
  here
• 45:39
  in
• 45:39
  Calgary.
• 45:39
  It's
• 45:39
  negative
• 45:40
  18
• 45:40
  Celsius.
• 45:41
  It's
• 45:41
  super
• 45:41
  cold
• 45:42
  out
• 45:42
  here.
• 45:42
  But
• 45:42
  there's
• 45:42
  a
• 45:42
  ton
• 45:42
  of
• 45:43
  things
• 45:43
  to
• 45:43
  do
• 45:43
  outside
• 45:44
  here
• 45:44
  from
• 45:44
  ice
• 45:44
  skating,
• 45:45
  to
• 45:45
  skiing,
• 45:45
  to
• 45:45
  the
• 45:46
  mountains,
• 45:46
  to
• 45:46
  hiking,
• 45:47
  to
• 45:47
  snowshoeing,
• 45:47
  to
• 45:47
  whatever.
• 45:48
  And
• 45:49
  right
• 45:49
  now
• 45:49
  the
• 45:49
  only
• 45:49
  opportunity
• 45:50
  is
• 45:50
  for
• 45:50
  people
• 45:50
  to
• 45:50
  stay
• 45:51
  in
• 45:51
  these
• 45:51
  hotels.
• 45:51
  And
• 45:52
  yes,
• 45:52
  there's
• 45:52
  limits
• 45:52
  to
• 45:53
  pipes
• 45:53
  being
• 45:53
  buried
• 45:54
  and
• 45:54
  stuff
• 45:54
  like
• 45:54
  that.
• 45:55
  But
• 45:55
  I
• 45:55
  think
• 45:55
  as
• 45:55
  the
• 45:55
  years
• 45:55
  go
• 45:56
  on,
• 45:56
  you're
• 45:56
  going
• 45:56
  to
• 45:56
  see
• 45:57
  some
• 45:57
  of
• 45:57
  the
• 45:57
  larger
• 45:57
  groups
• 45:58
  start
• 45:58
  to
• 45:58
  solve
• 45:59
  these
• 45:59
  problems
• 45:59
  and
• 45:59
  figure
• 46:00
  out
• 46:00
  how
• 46:00
  to
• 46:00
  keep
• 46:00
  these
• 46:00
  parks
• 46:00
  open
• 46:01
  much
• 46:01
  longer.
• 46:02
  Okay.
• 46:02
  We
• 46:02
  started
• 46:03
  this
• 46:03
  conversation
• 46:03
  talking
• 46:04
  about
• 46:04
  our
• 46:04
  long
• 46:04
  trips
• 46:05
  that
• 46:05
  we
• 46:05
  just
• 46:05
  have.
• 46:06
  The
• 46:06
  whole
• 46:06
  reason
• 46:06
  that
• 46:07
  we
• 46:07
  did
• 46:07
  our
• 46:07
  trip
• 46:07
  in
• 46:08
  the
• 46:08
  fall,
• 46:09
  instead
• 46:09
  of
• 46:09
  in
• 46:09
  the.
• 46:10
  Is
• 46:11
  because
• 46:11
  we
• 46:11
  knew
• 46:11
  that
• 46:11
  would
• 46:12
  be
• 46:12
  occupied
• 46:12
  during
• 46:13
  the
• 46:13
  the
• 46:13
  summer.
• 46:14
  There
• 46:14
  was
• 46:14
  no
• 46:14
  way
• 46:14
  we
• 46:14
  could
• 46:15
  get
• 46:15
  into
• 46:15
  our
• 46:15
  customers.
• 46:16
  Our
• 46:16
  customers
• 46:16
  are
• 46:16
  going
• 46:16
  to
• 46:16
  be
• 46:16
  too
• 46:17
  busy
• 46:17
  to
• 46:17
  talk
• 46:17
  with
• 46:17
  us
• 46:17
  and
• 46:18
  there's
• 46:18
  no
• 46:18
  way
• 46:18
  we're
• 46:18
  getting
• 46:18
  in.
• 46:19
  We
• 46:19
  had
• 46:20
  even
• 46:20
  trouble
• 46:20
  at
• 46:20
  parts
• 46:21
  that
• 46:21
  we
• 46:21
  did
• 46:21
  not
• 46:21
  think
• 46:22
  would
• 46:22
  be
• 46:22
  hard
• 46:22
  to
• 46:22
  book
• 46:23
  in
• 46:24
  October
• 46:24
  in
• 46:25
  November,
• 46:25
  we
• 46:26
  were
• 46:26
  on
• 46:26
  the
• 46:26
  east
• 46:26
  coast,
• 46:27
  we
• 46:27
  were
• 46:27
  traveling
• 46:27
  south.
• 46:28
  We're
• 46:28
  trying
• 46:28
  to
• 46:28
  keep
• 46:29
  in
• 46:29
  that
• 46:29
  shoulder
• 46:29
  season
• 46:30
  area
• 46:30
  for
• 46:31
  all
• 46:31
  parks.
• 46:31
  And
• 46:31
  we
• 46:32
  definitely
• 46:32
  ran
• 46:32
  into
• 46:32
  trouble
• 46:33
  where
• 46:33
  we
• 46:33
  didn't
• 46:34
  think
• 46:34
  we
• 46:34
  would
• 46:34
  at
• 46:34
  all.
• 46:35
  And
• 46:35
  so
• 46:35
  we
• 46:35
  definitely
• 46:35
  see
• 46:36
  that
• 46:36
  we've
• 46:37
  actually
• 46:37
  spoken
• 46:37
  with
• 46:38
  our
• 46:38
  customers.
• 46:39
  Since
• 46:39
  the,
• 46:39
  since
• 46:40
  we
• 46:40
  started
• 46:40
  our
• 46:40
  app
• 46:41
  our
• 46:41
  product
• 46:42
  then
• 46:42
  they
• 46:42
  should
• 46:42
  be
• 46:43
  using
• 46:43
  things
• 46:43
  to
• 46:43
  get
• 46:44
  push
• 46:44
  notifications
• 46:45
  out
• 46:45
  to
• 46:45
  their
• 46:45
  guests
• 46:46
  to
• 46:46
  make
• 46:47
  that
• 46:47
  season
• 46:47
  longer
• 46:48
  already.
• 46:48
  And
• 46:48
  this
• 46:48
  is
• 46:48
  before
• 46:49
  COVID,
• 46:49
  this
• 46:49
  was
• 46:49
  before
• 46:50
  people
• 46:50
  had
• 46:50
  the
• 46:50
  chance
• 46:51
  to
• 46:51
  book
• 46:52
  when
• 46:52
  they
• 46:52
  work
• 46:52
  send
• 46:53
  out
• 46:53
  push
• 46:53
  notifications
• 46:54
  to
• 46:54
  get
• 46:54
  people
• 46:55
  thinking
• 46:55
  about
• 46:55
  your
• 46:55
  park
• 46:56
  earlier
• 46:56
  in
• 46:56
  the
• 46:57
  year,
• 46:57
  send
• 46:57
  out
• 46:57
  a
• 46:57
  push
• 46:57
  notification
• 46:58
  in
• 46:59
  January
• 46:59
  or
• 46:59
  February
• 47:00
  talking
• 47:00
  about
• 47:00
  what
• 47:00
  new
• 47:01
  things
• 47:01
  that
• 47:01
  you've
• 47:01
  done
• 47:02
  to
• 47:02
  pull
• 47:02
  those
• 47:03
  people
• 47:03
  forward.
• 47:03
  And
• 47:04
  now
• 47:05
  they're
• 47:05
  also
• 47:05
  getting
• 47:05
  the
• 47:06
  ability
• 47:06
  to
• 47:06
  do
• 47:06
  it,
• 47:07
  which
• 47:07
  is
• 47:07
  great.
• 47:09
  I
• 47:09
  have
• 47:09
  a
• 47:09
  question
• 47:10
  for
• 47:10
  Kevin
• 47:11
  regarding
• 47:11
  you
• 47:11
  were
• 47:11
  talking
• 47:12
  about
• 47:13
  the
• 47:13
  increase
• 47:14
  or
• 47:14
  the
• 47:14
  percentages
• 47:15
  of
• 47:15
  people
• 47:15
  booking
• 47:16
  and
• 47:16
  how
• 47:16
  that
• 47:16
  increased
• 47:17
  based
• 47:17
  on
• 47:18
  season,
• 47:18
  but
• 47:18
  do
• 47:18
  you
• 47:19
  tend
• 47:19
  to
• 47:19
  see
• 47:19
  a
• 47:19
  certain
• 47:20
  time
• 47:20
  of
• 47:20
  year?
• 47:20
  Is
• 47:20
  winter
• 47:21
  just
• 47:21
  as
• 47:21
  busy
• 47:22
  for
• 47:22
  you?
• 47:22
  It's
• 47:22
  a
• 47:23
  new
• 47:23
  properties
• 47:24
  being
• 47:24
  added
• 47:25
  to
• 47:25
  the
• 47:25
  dirt,
• 47:25
  or
• 47:25
  is
• 47:25
  there
• 47:26
  a
• 47:26
  certain
• 47:26
  time
• 47:26
  of
• 47:26
  year
• 47:26
  where
• 47:26
  you
• 47:26
  really
• 47:27
  see
• 47:27
  an
• 47:27
  influx
• 47:27
  of
• 47:28
  New
• 47:28
  Zealand?
• 47:29
  Oh,
• 47:29
  yeah,
• 47:29
  it's,
• 47:30
  as
• 47:30
  you
• 47:30
  would
• 47:30
  imagine
• 47:31
  it,
• 47:31
  in
• 47:31
  the
• 47:31
  winter
• 47:32
  we'll
• 47:32
  have
• 47:32
  a
• 47:32
  bigger
• 47:32
  influx
• 47:33
  of
• 47:33
  campgrounds
• 47:34
  coming
• 47:34
  on,
• 47:35
  signing
• 47:35
  on
• 47:36
  claiming
• 47:36
  their
• 47:37
  campground
• 47:37
  profile
• 47:38
  page
• 47:38
  and
• 47:38
  then
• 47:39
  hooking
• 47:39
  up
• 47:40
  bookings
• 47:40
  that
• 47:41
  they
• 47:41
  can
• 47:41
  get
• 47:41
  for
• 47:41
  free
• 47:41
  on
• 47:42
  the
• 47:42
  dirt.
• 47:42
  And
• 47:43
  then
• 47:43
  in
• 47:43
  the
• 47:43
  summer,
• 47:43
  you'll
• 47:44
  see
• 47:44
  a
• 47:44
  bigger
• 47:44
  push
• 47:45
  of
• 47:46
  users,
• 47:46
  right?
• 47:47
  Users
• 47:47
  out
• 47:48
  there
• 47:48
  submitting
• 47:49
  campground,
• 47:49
  pictures,
• 47:49
  videos,
• 47:50
  and
• 47:50
  reviews.
• 47:50
  Like
• 47:51
  I
• 47:51
  think
• 47:51
  we'll
• 47:51
  get
• 47:51
  on
• 47:52
  the
• 47:52
  dirt.
• 47:52
  guessing
• 47:52
  these
• 47:53
  winter
• 47:53
  months
• 47:53
  here,
• 47:53
  but
• 47:53
  it's
• 47:54
  somewhere
• 47:54
  around
• 47:54
  50,000
• 47:55
  user
• 47:56
  submitted
• 47:56
  pictures,
• 47:56
  videos
• 47:57
  and
• 47:57
  reviews
• 47:57
  per
• 47:57
  month.
• 47:58
  I
• 47:58
  think
• 47:59
  in
• 47:59
  July,
• 48:00
  we
• 48:00
  had
• 48:00
  around
• 48:01
  just
• 48:01
  in
• 48:01
  the
• 48:01
  month
• 48:02
  of
• 48:02
  July,
• 48:03
  over
• 48:03
  200,000
• 48:05
  pictures,
• 48:05
  videos,
• 48:05
  reviews,
• 48:06
  and
• 48:06
  tips
• 48:06
  of
• 48:06
  campgrounds
• 48:07
  from
• 48:07
  users
• 48:07
  across
• 48:08
  the
• 48:08
  country,
• 48:09
  200,000
• 48:09
  in
• 48:10
  the
• 48:10
  month
• 48:10
  of
• 48:10
  July,
• 48:11
  like
• 48:12
  that
• 48:12
  is
• 48:12
  thousands
• 48:13
  and
• 48:13
  thousands
• 48:13
  of
• 48:13
  campers
• 48:14
  across.
• 48:15
  At
• 48:16
  a
• 48:16
  campground
• 48:16
  they
• 48:17
  voluntarily,
• 48:18
  we
• 48:18
  don't
• 48:18
  geo-fence
• 48:19
  and
• 48:19
  stalk
• 48:19
  people
• 48:20
  on
• 48:20
  the
• 48:20
  dirt.
• 48:20
  They
• 48:20
  voluntarily
• 48:21
  open
• 48:21
  up
• 48:22
  their
• 48:22
  app
• 48:22
  at
• 48:22
  a
• 48:22
  campground
• 48:23
  and
• 48:24
  they
• 48:24
  give
• 48:24
  us
• 48:24
  what's
• 48:24
  called
• 48:24
  a
• 48:24
  field
• 48:25
  report
• 48:25
  where
• 48:26
  they
• 48:26
  answer
• 48:26
  all
• 48:26
  of
• 48:26
  these
• 48:26
  questions.
• 48:27
  So
• 48:28
  that's
• 48:28
  how
• 48:28
  we
• 48:28
  see
• 48:28
  it
• 48:29
  of
• 48:29
  winter
• 48:30
  time.
• 48:30
  Ish
• 48:31
  is
• 48:31
  a
• 48:31
  little
• 48:31
  bit
• 48:32
  more
• 48:32
  popular
• 48:32
  campgrounds
• 48:33
  coming
• 48:33
  on
• 48:33
  and
• 48:33
  getting
• 48:33
  set
• 48:34
  for
• 48:34
  the
• 48:34
  season
• 48:34
  as
• 48:34
  you'd
• 48:35
  imagine.
• 48:35
  And
• 48:36
  summertime
• 48:36
  ish
• 48:37
  it's
• 48:37
  the
• 48:37
  users
• 48:38
  are
• 48:38
  making
• 48:38
  the
• 48:38
  move.
• 48:39
  But
• 48:39
  as
• 48:39
  I
• 48:39
  mentioned
• 48:40
  before,
• 48:40
  we're
• 48:41
  seeing
• 48:41
  that
• 48:41
  shoulder
• 48:42
  season
• 48:42
  is
• 48:43
  shrinking,
• 48:43
  and
• 48:44
  we're
• 48:44
  seeing
• 48:44
  that
• 48:44
  activity
• 48:45
  on
• 48:45
  the
• 48:45
  dirt
• 48:45
  year
• 48:45
  around,
• 48:46
  go
• 48:46
  up
• 48:46
  and
• 48:46
  up.
• 48:47
  I
• 48:47
  want
• 48:47
  to
• 48:47
  know
• 48:48
  what
• 48:48
  that
• 48:48
  field
• 48:48
  report
• 48:49
  looks
• 48:49
  like.
• 48:50
  So
• 48:50
  park
• 48:50
  owners
• 48:51
  understand
• 48:51
  when
• 48:51
  they're
• 48:51
  walking
• 48:52
  around
• 48:52
  and
• 48:52
  about
• 48:52
  to
• 48:52
  yell
• 48:53
  at
• 48:53
  a
• 48:53
  guest,
• 48:53
  they
• 48:54
  can
• 48:54
  just
• 48:54
  ask,
• 48:54
  are
• 48:54
  you
• 48:54
  reading
• 48:55
  a
• 48:55
  field
• 48:55
  report
• 48:55
  for
• 48:55
  the
• 48:55
  dirt
• 48:56
  before
• 48:56
  I
• 48:56
  say
• 48:56
  anything?
• 48:57
  That's
• 48:57
  hilarious.
• 48:58
  If
• 48:58
  you
• 48:58
  walk
• 48:59
  up
• 48:59
  to
• 49:00
  any
• 49:00
  campground
• 49:01
  and
• 49:01
  you
• 49:01
  have
• 49:01
  the
• 49:01
  dirt
• 49:02
  app
• 49:02
  on
• 49:02
  your
• 49:02
  phone
• 49:03
  and
• 49:03
  you
• 49:04
  open
• 49:04
  the
• 49:04
  dirt
• 49:04
  app,
• 49:05
  it
• 49:05
  will
• 49:06
  then
• 49:06
  know
• 49:06
  you're
• 49:06
  at
• 49:06
  a
• 49:06
  campground
• 49:07
  and
• 49:07
  it'll
• 49:07
  pop
• 49:07
  up
• 49:07
  and
• 49:07
  say,
• 49:08
  Hey,
• 49:08
  it
• 49:08
  looks
• 49:08
  like
• 49:08
  you're
• 49:08
  at
• 49:08
  a
• 49:08
  camp.
• 49:09
  Can
• 49:10
  you
• 49:10
  give
• 49:10
  us
• 49:10
  some
• 49:10
  information
• 49:11
  about
• 49:11
  this
• 49:11
  campground,
• 49:12
  and
• 49:12
  the
• 49:12
  field
• 49:12
  report,
• 49:13
  one
• 49:13
  of
• 49:13
  the
• 49:13
  things
• 49:13
  we
• 49:13
  added
• 49:14
  on
• 49:14
  it
• 49:14
  is
• 49:15
  can
• 49:15
  you
• 49:15
  tell
• 49:15
  us
• 49:16
  what
• 49:16
  your
• 49:16
  cell
• 49:16
  service
• 49:17
  provider
• 49:17
  is?
• 49:17
  And
• 49:18
  let's
• 49:18
  take
• 49:18
  a
• 49:18
  little
• 49:18
  signal
• 49:19
  strength
• 49:19
  we
• 49:20
  had
• 49:20
  just
• 49:20
  by
• 49:21
  launching
• 49:21
  this
• 49:21
  summer,
• 49:22
  we
• 49:22
  had
• 49:23
  nearly
• 49:23
  30,000
• 49:24
  campers
• 49:25
  across
• 49:26
  the
• 49:26
  U
• 49:26
  S
• 49:27
  open
• 49:27
  their
• 49:27
  phone
• 49:27
  at
• 49:27
  a
• 49:28
  campground
• 49:28
  and
• 49:29
  tell
• 49:29
  us
• 49:29
  their
• 49:29
  internet
• 49:30
  or
• 49:30
  their
• 49:30
  cell
• 49:31
  service
• 49:31
  provider
• 49:31
  and
• 49:32
  their
• 49:32
  self
• 49:32
  service
• 49:32
  strength.
• 49:33
  We're
• 49:34
  now
• 49:34
  developing
• 49:34
  maps
• 49:35
  on
• 49:35
  our
• 49:35
  dirt
• 49:35
  app
• 49:36
  of
• 49:36
  cell
• 49:37
  service
• 49:37
  providers
• 49:38
  at
• 49:38
  the
• 49:39
  strength
• 49:39
  of
• 49:39
  different
• 49:40
  cell
• 49:40
  service
• 49:40
  providers
• 49:41
  at
• 49:41
  campgrounds.
• 49:42
  And
• 49:42
  that
• 49:42
  data
• 49:43
  is
• 49:43
  more
• 49:43
  accurate
• 49:44
  than
• 49:44
  what
• 49:45
  the
• 49:45
  cell
• 49:45
  service
• 49:45
  companies
• 49:46
  are
• 49:46
  putting
• 49:46
  out
• 49:46
  there.
• 49:47
  Why
• 49:48
  because
• 49:48
  we
• 49:48
  have
• 49:49
  campers,
• 49:50
  thousands
• 49:50
  of
• 49:50
  them
• 49:51
  actually
• 49:51
  on
• 49:52
  the
• 49:52
  ground
• 49:52
  at
• 49:53
  these
• 49:53
  campgrounds
• 49:53
  telling
• 49:54
  us
• 49:54
  exactly
• 49:54
  what
• 49:55
  it
• 49:55
  is.
• 49:55
  Not
• 49:56
  some
• 49:56
  marketing
• 49:56
  person
• 49:57
  from
• 49:57
  the
• 49:57
  cell
• 49:58
  service
• 49:58
  company
• 49:58
  saying,
• 50:01
  yeah,
• 50:04
  I've
• 50:04
  done
• 50:05
  that
• 50:05
  for
• 50:05
  years.
• 50:05
  Those
• 50:06
  maps
• 50:06
  are
• 50:06
  not
• 50:06
  accurate,
• 50:07
  but
• 50:07
  it's
• 50:07
  definitely,
• 50:07
  that's
• 50:07
  definitely
• 50:08
  a
• 50:08
  hugely
• 50:08
  useful
• 50:09
  thing.
• 50:09
  I
• 50:09
  remember
• 50:10
  when
• 50:10
  we
• 50:10
  first
• 50:10
  started
• 50:10
  the
• 50:11
  company,
• 50:11
  we
• 50:11
  were
• 50:11
  traveling
• 50:12
  around
• 50:12
  and
• 50:12
  I
• 50:13
  had
• 50:13
  a
• 50:13
  Verizon
• 50:14
  hotspot
• 50:14
  and
• 50:14
  then
• 50:14
  the
• 50:14
  T
• 50:15
  phone
• 50:15
  and
• 50:15
  the
• 50:15
  ATMT
• 50:15
  hotspot,
• 50:17
  I
• 50:17
  thought
• 50:17
  about
• 50:17
  getting
• 50:17
  the
• 50:17
  sprint
• 50:18
  and
• 50:18
  the
• 50:18
  T-Mobile
• 50:18
  one
• 50:18
  at
• 50:18
  one
• 50:18
  point,
• 50:19
  because
• 50:19
  depending
• 50:20
  on
• 50:20
  where
• 50:20
  you
• 50:20
  are
• 50:20
  in
• 50:20
  the
• 50:20
  country,
• 50:21
  obviously
• 50:21
  it's
• 50:21
  improved
• 50:22
  over
• 50:22
  time.
• 50:23
  Yeah,
• 50:23
  I
• 50:24
  think
• 50:24
  that
• 50:24
  can
• 50:24
  be
• 50:24
  extremely
• 50:25
  valuable
• 50:25
  to
• 50:26
  us,
• 50:26
  especially
• 50:27
  now
• 50:27
  that
• 50:27
  so
• 50:27
  many
• 50:27
  people
• 50:27
  are
• 50:27
  working
• 50:28
  remotely
• 50:28
  and
• 50:29
  traveling
• 50:29
  in
• 50:29
  the
• 50:29
  midweek
• 50:30
  and
• 50:30
  working
• 50:31
  where
• 50:31
  they're
• 50:31
  staying
• 50:31
  and
• 50:31
  things
• 50:32
  like
• 50:32
  that.
• 50:32
  If
• 50:33
  the,
• 50:33
  wifi
• 50:34
  isn't
• 50:34
  great
• 50:34
  at
• 50:34
  the
• 50:34
  property,
• 50:35
  or
• 50:35
  there's
• 50:35
  just
• 50:36
  a
• 50:36
  lot
• 50:36
  of,
• 50:36
  maybe
• 50:36
  it's
• 50:37
  good,
• 50:37
  but
• 50:37
  there's
• 50:37
  just
• 50:38
  so
• 50:38
  many
• 50:38
  people
• 50:38
  using
• 50:39
  it.
• 50:39
  I
• 50:39
  think
• 50:39
  it's
• 50:39
  really
• 50:40
  helpful
• 50:40
  because
• 50:41
  I
• 50:41
  forget
• 50:41
  what
• 50:41
  to
• 50:42
  report.
• 50:42
  It
• 50:42
  was.
• 50:42
  I
• 50:42
  remember
• 50:43
  reading
• 50:43
  a
• 50:43
  stat
• 50:44
  at
• 50:44
  one
• 50:44
  point
• 50:44
  of
• 50:45
  how
• 50:45
  much
• 50:45
  cell
• 50:46
  service
• 50:46
  and
• 50:47
  internet
• 50:48
  strength
• 50:49
  was
• 50:49
  playing
• 50:50
  a
• 50:50
  role
• 50:50
  in
• 50:50
  the
• 50:50
  decision-making
• 50:51
  of
• 50:51
  someone
• 50:52
  staying
• 50:52
  at
• 50:53
  a
• 50:53
  property.
• 50:53
  And
• 50:53
  so
• 50:53
  I
• 50:53
  can
• 50:54
  see
• 50:54
  that
• 50:54
  being
• 50:54
  really
• 50:54
  valuable.
• 50:55
  Yeah.
• 50:56
  I
• 50:56
  think
• 50:56
  it
• 50:56
  was
• 50:56
  the
• 50:56
  perspective
• 50:57
  of
• 50:57
  the
• 50:57
  north
• 50:58
  American
• 50:58
  camping
• 50:58
  report
• 50:59
  and
• 50:59
  they
• 50:59
  were
• 50:59
  talking
• 50:59
  about
• 50:59
  how
• 51:00
  much
• 51:00
  longer
• 51:00
  guests
• 51:01
  stay
• 51:01
  also
• 51:02
  when
• 51:02
  they've
• 51:02
  got,
• 51:03
  yeah.
• 51:04
  Increased,
• 51:05
  increased
• 51:05
  their
• 51:06
  average
• 51:06
  stay
• 51:06
  by
• 51:07
  yeah.
• 51:07
  By
• 51:07
  a
• 51:07
  couple
• 51:07
  of
• 51:07
  days
• 51:08
  just
• 51:08
  by
• 51:08
  having
• 51:09
  better,
• 51:10
  better
• 51:10
  service.
• 51:11
  So
• 51:11
  yeah.
• 51:16
  I
• 51:16
  think
• 51:16
  you
• 51:16
  should
• 51:16
  download
• 51:17
  the
• 51:17
  dirt
• 51:17
  pro
• 51:18
  and
• 51:18
  get
• 51:18
  our
• 51:18
  self
• 51:18
  service
• 51:19
  maps
• 51:19
  and
• 51:19
  see
• 51:19
  where
• 51:20
  self-service
• 51:20
  is
• 51:20
  working.
• 51:21
  And
• 51:21
  that's
• 51:21
  campgrounds.
• 51:22
  You
• 51:22
  should
• 51:22
  want
• 51:22
  to
• 51:22
  talk
• 51:22
  to,
• 51:23
  to
• 51:23
  drum
• 51:23
  up
• 51:23
  some
• 51:23
  more.
• 51:25
  And
• 51:25
  we
• 51:26
  go
• 51:27
  out,
• 51:27
  I
• 51:27
  definitely
• 51:28
  will.
• 51:28
  We
• 51:28
  ran
• 51:28
  into
• 51:28
  that
• 51:28
  this
• 51:29
  this
• 51:29
  fall
• 51:29
  I'm
• 51:29
  booked
• 51:30
  in
• 51:30
  a
• 51:30
  camp.
• 51:30
  Brown
• 51:30
  has
• 51:31
  a
• 51:31
  lot
• 51:31
  of
• 51:31
  stuff.
• 51:32
  They
• 51:32
  have
• 51:32
  a
• 51:32
  lot
• 51:32
  going
• 51:32
  on
• 51:32
  and
• 51:32
  they
• 51:33
  do
• 51:33
  some
• 51:33
  stuff
• 51:33
  with
• 51:33
  technology
• 51:34
  and
• 51:35
  I
• 51:35
  booked
• 51:35
  there.
• 51:36
  And
• 51:36
  two
• 51:36
  days
• 51:36
  before
• 51:37
  I
• 51:37
  got
• 51:37
  there
• 51:38
  and
• 51:38
  they
• 51:38
  said
• 51:38
  they
• 51:38
  have
• 51:38
  zero
• 51:39
  cell
• 51:39
  service
• 51:39
  and
• 51:39
  they
• 51:39
  have
• 51:39
  no
• 51:40
  wifi.
• 51:40
  I
• 51:40
  realized
• 51:41
  that
• 51:41
  and
• 51:41
  we
• 51:42
  looked
• 51:42
  everything
• 51:43
  was
• 51:43
  booked
• 51:44
  that
• 51:44
  weekend
• 51:45
  it
• 51:45
  was
• 51:45
  unfortunately
• 51:45
  a
• 51:45
  weekend.
• 51:46
  So
• 51:46
  find
• 51:46
  anything
• 51:47
  anywhere
• 51:47
  else
• 51:47
  in
• 51:47
  New
• 51:47
  Jersey
• 51:48
  around
• 51:48
  how.
• 51:49
  And
• 51:49
  we
• 51:49
  were
• 51:49
  stuck
• 51:50
  going
• 51:50
  there.
• 51:50
  Luckily
• 51:50
  it
• 51:50
  was
• 51:51
  the
• 51:51
  weekend.
• 51:51
  But
• 51:52
  I
• 51:52
  made
• 51:53
  it
• 51:53
  really
• 51:53
  difficult.
• 51:53
  One
• 51:54
  morning.
• 51:54
  We
• 51:54
  had
• 51:54
  to
• 51:54
  drive
• 51:54
  into
• 51:55
  town
• 51:55
  to
• 51:55
  work.
• 51:56
  And
• 51:56
  so
• 51:57
  it
• 51:57
  it
• 51:57
  would
• 51:57
  definitely
• 51:58
  have
• 51:58
  come
• 51:58
  in
• 51:58
  handy.
• 51:58
  So
• 51:59
  I
• 51:59
  think
• 51:59
  it
• 51:59
  might
• 51:59
  have
• 51:59
  to,
• 51:59
  for
• 52:00
  our
• 52:00
  next
• 52:00
  trip,
• 52:00
  we're
• 52:00
  thinking
• 52:01
  about
• 52:01
  spending
• 52:01
  a
• 52:01
  month
• 52:02
  in
• 52:02
  Ontario
• 52:02
  this
• 52:02
  summer.
• 52:05
  I
• 52:05
  just
• 52:05
  got
• 52:05
  a
• 52:05
  stat.
• 52:08
  I
• 52:08
  sat
• 52:08
  in
• 52:08
  from
• 52:09
  one
• 52:09
  of
• 52:09
  our
• 52:09
  staff
• 52:09
  because
• 52:09
  we
• 52:09
  were
• 52:09
  talking
• 52:10
  about
• 52:10
  the
• 52:10
  cell
• 52:10
  service.
• 52:11
  And
• 52:11
  they
• 52:11
  said
• 52:11
  that
• 52:12
  23
• 52:12
  w
• 52:13
  from
• 52:13
  our,
• 52:13
  from
• 52:13
  the
• 52:14
  dirt's
• 52:14
  annual
• 52:14
  survey,
• 52:15
  23.8%
• 52:17
  of
• 52:17
  campers
• 52:18
  worked
• 52:19
  from
• 52:19
  a
• 52:19
  campsite
• 52:19
  in
• 52:20
  2021,
• 52:21
  up
• 52:21
  16%
• 52:23
  from
• 52:23
  the
• 52:23
  previous
• 52:23
  year.
• 52:24
  So
• 52:24
  you're
• 52:24
  already
• 52:25
  seeing
• 52:25
  a
• 52:25
  jump
• 52:25
  from
• 52:25
  the
• 52:25
  pandemic,
• 52:26
  starting
• 52:27
  of
• 52:27
  people
• 52:27
  working
• 52:27
  from
• 52:27
  campgrounds
• 52:28
  and
• 52:28
  working
• 52:28
  from
• 52:28
  the
• 52:28
  road,
• 52:29
  just
• 52:29
  like
• 52:30
  all
• 52:30
  three
• 52:30
  of
• 52:31
  us
• 52:31
  did
• 52:31
  in
• 52:31
  the
• 52:32
  last
• 52:32
  six
• 52:32
  months.
• 52:33
  But
• 52:33
  then
• 52:33
  it
• 52:33
  made
• 52:33
  even
• 52:34
  all
• 52:34
  it
• 52:34
  almost
• 52:34
  doubled
• 52:35
  again.
• 52:35
  So
• 52:36
  cell
• 52:37
  service
• 52:37
  is
• 52:38
  it's
• 52:38
  becoming
• 52:39
  more
• 52:39
  and
• 52:39
  more
• 52:40
  important.
• 52:40
  It's
• 52:40
  almost
• 52:40
  a
• 52:40
  third
• 52:41
  of
• 52:41
  your
• 52:41
  customers
• 52:42
  now
• 52:42
  are
• 52:43
  going
• 52:43
  to
• 52:43
  want
• 52:43
  to
• 52:43
  be
• 52:43
  able
• 52:44
  to
• 52:44
  know
• 52:44
  what
• 52:44
  your
• 52:44
  cell
• 52:45
  services.
• 52:47
  And
• 52:47
  as
• 52:48
  you
• 52:48
  look
• 52:48
  at
• 52:48
  this,
• 52:48
  as
• 52:48
  you
• 52:48
  think
• 52:49
  about
• 52:49
  it
• 52:49
  from
• 52:49
  a
• 52:49
  park
• 52:49
  owner
• 52:50
  perspective,
• 52:50
  and
• 52:50
  I'm
• 52:50
  sure
• 52:50
  Heather
• 52:51
  can
• 52:51
  speak
• 52:51
  to
• 52:51
  this
• 52:51
  too,
• 52:51
  as
• 52:52
  you're
• 52:52
  evaluating
• 52:52
  what
• 52:53
  you're
• 52:53
  presenting
• 52:53
  to
• 52:53
  your
• 52:53
  guests
• 52:54
  on
• 52:54
  your
• 52:54
  website
• 52:54
  and
• 52:54
  social
• 52:55
  media
• 52:55
  and
• 52:56
  reviews
• 52:56
  and
• 52:56
  questions
• 52:57
  and
• 52:57
  answers
• 52:57
  and
• 52:57
  things
• 52:57
  like
• 52:57
  that.
• 52:58
  It's
• 52:58
  thinking
• 52:58
  about
• 52:59
  things
• 52:59
  like
• 52:59
  they
• 52:59
  want
• 53:00
  to
• 53:00
  know
• 53:00
  what
• 53:00
  the
• 53:00
  cell
• 53:00
  service
• 53:01
  is.
• 53:01
  And
• 53:01
  so
• 53:01
  of
• 53:01
  course,
• 53:02
  you're
• 53:02
  not
• 53:02
  going
• 53:02
  to
• 53:02
  take
• 53:03
  the
• 53:03
  place
• 53:03
  of
• 53:03
  the
• 53:03
  dirt
• 53:03
  with
• 53:03
  30
• 53:04
  plus
• 53:04
  million
• 53:04
  people
• 53:05
  going
• 53:05
  to
• 53:05
  your
• 53:05
  website,
• 53:06
  but
• 53:06
  by
• 53:06
  providing
• 53:06
  a
• 53:06
  little
• 53:07
  piece
• 53:07
  of
• 53:07
  that
• 53:07
  information
• 53:08
  under
• 53:08
  your
• 53:08
  frequently
• 53:08
  asked
• 53:09
  questions,
• 53:09
  section
• 53:09
  on
• 53:09
  your
• 53:09
  website
• 53:10
  or
• 53:10
  whatever
• 53:10
  it
• 53:10
  is
• 53:11
  that,
• 53:11
  and
• 53:12
  the
• 53:12
  dozens
• 53:12
  of
• 53:12
  other
• 53:12
  little
• 53:13
  tidbits
• 53:13
  to
• 53:13
  help
• 53:14
  have
• 53:14
  a
• 53:14
  better
• 53:14
  experience,
• 53:15
  only
• 53:15
  enhance
• 53:16
  what
• 53:16
  you're
• 53:16
  offering,
• 53:17
  right?
• 53:18
  Because
• 53:18
  if
• 53:18
  they,
• 53:19
  everyone
• 53:19
  expects
• 53:20
  that
• 53:20
  you
• 53:20
  have
• 53:20
  it
• 53:21
  and
• 53:21
  they
• 53:21
  expect
• 53:22
  that
• 53:22
  what
• 53:22
  you
• 53:22
  have
• 53:22
  is
• 53:22
  perfect
• 53:24
  and
• 53:24
  comparable,
• 53:25
  if
• 53:25
  not
• 53:25
  better
• 53:26
  than
• 53:26
  what
• 53:26
  they
• 53:26
  have
• 53:26
  at
• 53:26
  home.
• 53:27
  So
• 53:27
  if
• 53:27
  you
• 53:27
  are
• 53:28
  not
• 53:28
  offering
• 53:28
  them
• 53:29
  that
• 53:29
  service,
• 53:29
  you
• 53:30
  better
• 53:30
  be
• 53:30
  telling
• 53:30
  them
• 53:30
  ahead
• 53:31
  of
• 53:31
  time.
• 53:31
  And
• 53:31
  you're
• 53:31
  still
• 53:32
  going
• 53:32
  to
• 53:32
  get
• 53:32
  bad
• 53:32
  reviews,
• 53:33
  even
• 53:33
  if
• 53:33
  you've
• 53:33
  already
• 53:34
  told.
• 53:35
  W
• 53:36
  one
• 53:36
  thing
• 53:36
  I'll
• 53:36
  put
• 53:36
  out
• 53:36
  about
• 53:37
  bad
• 53:37
  reviews.
• 53:37
  I
• 53:37
  had
• 53:37
  a
• 53:37
  really
• 53:38
  interesting
• 53:38
  thing
• 53:39
  from
• 53:39
  a
• 53:39
  campground
• 53:39
  owner,
• 53:40
  say
• 53:40
  this
• 53:40
  to
• 53:40
  me
• 53:40
  at
• 53:40
  Arvik
• 53:41
  is
• 53:42
  he
• 53:43
  said
• 53:43
  he
• 53:43
  goes,
• 53:44
  I
• 53:44
  get
• 53:44
  more
• 53:45
  people
• 53:45
  coming
• 53:45
  to
• 53:45
  my
• 53:46
  campground
• 53:47
  because
• 53:47
  of
• 53:47
  this
• 53:47
  person
• 53:48
  that
• 53:48
  left
• 53:48
  me
• 53:48
  a
• 53:48
  one-star
• 53:49
  review
• 53:50
  and
• 53:50
  a
• 53:50
  big
• 53:50
  complaint.
• 53:51
  And
• 53:51
  I
• 53:51
  said,
• 53:51
  really
• 53:52
  why?
• 53:52
  He's
• 53:52
  like
• 53:52
  they
• 53:53
  come
• 53:53
  into
• 53:53
  my
• 53:53
  office
• 53:54
  and
• 53:54
  they
• 53:54
  say,
• 53:54
  who
• 53:55
  responds
• 53:55
  to
• 53:56
  campground?
• 53:56
  Who
• 53:57
  responds
• 53:57
  to
• 53:57
  the
• 53:57
  comments
• 53:58
  when
• 53:58
  someone
• 53:59
  leaves
• 53:59
  you
• 53:59
  a
• 53:59
  review?
• 54:00
  And
• 54:00
  he
• 54:00
  said,
• 54:00
  oh,
• 54:00
  I
• 54:01
  do
• 54:01
  that.
• 54:01
  And
• 54:02
  he's
• 54:02
  I'm
• 54:02
  coming
• 54:02
  here,
• 54:03
  I'm
• 54:03
  here.
• 54:03
  Because
• 54:04
  of
• 54:04
  the
• 54:04
  response
• 54:04
  you
• 54:05
  gave
• 54:05
  to
• 54:05
  that
• 54:05
  one-star
• 54:06
  reviewer,
• 54:07
  who
• 54:07
  is
• 54:07
  totally
• 54:08
  ridiculous.
• 54:09
  You
• 54:09
  professionally
• 54:09
  told
• 54:10
  them
• 54:10
  why
• 54:10
  they're
• 54:10
  ridiculous.
• 54:11
  And
• 54:12
  you
• 54:12
  said
• 54:12
  it
• 54:13
  straight
• 54:13
  for
• 54:13
  me.
• 54:13
  So
• 54:14
  thank
• 54:14
  you
• 54:14
  so
• 54:14
  much.
• 54:14
  So
• 54:15
  keep
• 54:15
  that
• 54:15
  in
• 54:15
  mind,
• 54:16
  campground
• 54:16
  owners,
• 54:17
  a
• 54:17
  one-star
• 54:17
  review
• 54:18
  doesn't
• 54:19
  necessarily
• 54:19
  mean
• 54:20
  now
• 54:20
  you're
• 54:20
  going
• 54:20
  to
• 54:20
  have
• 54:20
  lost
• 54:21
  business.
• 54:21
  The
• 54:22
  response
• 54:22
  you
• 54:23
  give
• 54:23
  to
• 54:23
  it
• 54:23
  is
• 54:24
  incredibly
• 54:24
  important.
• 54:25
  Think
• 54:25
  about
• 54:26
  your
• 54:26
  own
• 54:26
  patterns
• 54:26
  when
• 54:26
  you.
• 54:27
  A
• 54:27
  Yelp
• 54:27
  listing
• 54:27
  of
• 54:28
  restaurants
• 54:28
  or
• 54:28
  other
• 54:29
  sort
• 54:29
  of
• 54:29
  listings
• 54:29
  that
• 54:30
  have
• 54:30
  star
• 54:30
  ratings,
• 54:30
  or
• 54:30
  you're
• 54:31
  looking
• 54:31
  at
• 54:31
  campground
• 54:31
  listings
• 54:32
  on
• 54:32
  the
• 54:32
  dirt.
• 54:33
  What
• 54:33
  you
• 54:33
  do
• 54:33
  as
• 54:33
  a
• 54:33
  normal
• 54:34
  human
• 54:34
  is
• 54:34
  you
• 54:35
  scan
• 54:35
  them
• 54:35
  really
• 54:35
  quickly.
• 54:36
  You
• 54:36
  read
• 54:37
  four
• 54:37
  or
• 54:37
  five
• 54:37
  reviews.
• 54:38
  You
• 54:38
  instantly
• 54:39
  say,
• 54:39
  I
• 54:39
  think
• 54:40
  that
• 54:40
  person's
• 54:40
  crazy.
• 54:41
  These
• 54:41
  three
• 54:41
  people
• 54:42
  all
• 54:42
  seem
• 54:42
  to
• 54:42
  be
• 54:42
  saying
• 54:42
  the
• 54:42
  same
• 54:43
  thing.
• 54:43
  That's
• 54:43
  where
• 54:44
  my
• 54:44
  opinion
• 54:44
  gets
• 54:44
  stamped.
• 54:45
  So
• 54:46
  remember
• 54:46
  that
• 54:46
  with
• 54:46
  reviews,
• 54:47
  your
• 54:47
  response
• 54:48
  is
• 54:48
  important
• 54:48
  and
• 54:48
  a
• 54:49
  one
• 54:49
  star
• 54:49
  review
• 54:50
  could
• 54:50
  actually
• 54:50
  mean
• 54:51
  more
• 54:51
  business.
• 54:52
  Yeah.
• 54:52
  When
• 54:53
  we
• 54:54
  from
• 54:54
  the
• 54:55
  Insider
• 54:55
  Perks
• 54:55
  side
• 54:56
  of
• 54:56
  things,
• 54:56
  we
• 54:56
  respond
• 54:57
  to
• 54:57
  your
• 54:57
  reviews.
• 54:58
  I
• 54:58
  don't
• 54:59
  know,
• 54:59
  over
• 54:59
  130,
• 55:00
  140
• 55:01
  parks
• 55:01
  across
• 55:01
  the
• 55:01
  country
• 55:02
  and
• 55:02
  in
• 55:02
  Canada.
• 55:03
  And
• 55:03
  that's
• 55:04
  one
• 55:04
  of
• 55:04
  the
• 55:04
  things
• 55:04
  that
• 55:04
  we
• 55:04
  tell
• 55:05
  our
• 55:05
  clients
• 55:05
  is
• 55:06
  you're
• 55:06
  not
• 55:06
  responding
• 55:07
  to
• 55:07
  the
• 55:07
  negative
• 55:07
  reviews.
• 55:08
  You're
• 55:08
  not
• 55:08
  responding
• 55:09
  to
• 55:09
  the
• 55:09
  person
• 55:09
  that
• 55:10
  left
• 55:10
  it
• 55:10
  really
• 55:10
  like
• 55:11
  you've
• 55:11
  most
• 55:11
  likely,
• 55:12
  already
• 55:12
  lost
• 55:12
  them.
• 55:12
  You've
• 55:12
  probably
• 55:13
  already
• 55:13
  also
• 55:14
  had
• 55:14
  an
• 55:14
  in-person
• 55:14
  conversation
• 55:15
  with
• 55:15
  them
• 55:15
  and
• 55:15
  a
• 55:16
  phone
• 55:16
  conversation
• 55:16
  and
• 55:17
  an
• 55:17
  email
• 55:17
  thread.
• 55:18
  And
• 55:18
  now
• 55:18
  they're
• 55:18
  coming
• 55:18
  here
• 55:19
  to
• 55:19
  leave
• 55:19
  this
• 55:19
  review
• 55:20
  to
• 55:20
  they're
• 55:20
  probably
• 55:20
  gone,
• 55:21
  you're
• 55:21
  responding
• 55:22
  for
• 55:22
  the
• 55:22
  people
• 55:23
  that
• 55:23
  are
• 55:23
  reading
• 55:23
  it
• 55:24
  that
• 55:24
  might
• 55:24
  want
• 55:24
  to
• 55:24
  come
• 55:25
  and
• 55:25
  visit
• 55:25
  your
• 55:25
  property
• 55:25
  and
• 55:26
  how
• 55:26
  you
• 55:26
  handle
• 55:26
  that
• 55:27
  is
• 55:27
  a
• 55:27
  reflection
• 55:28
  of
• 55:28
  how
• 55:28
  you
• 55:28
  operate
• 55:28
  your
• 55:28
  business.
• 55:29
  And
• 55:29
  it's
• 55:29
  a
• 55:29
  snapshot
• 55:30
  that
• 55:30
  they're
• 55:30
  getting
• 55:30
  before
• 55:30
  they've
• 55:31
  set
• 55:31
  foot
• 55:31
  before
• 55:32
  they
• 55:32
  probably
• 55:32
  even
• 55:32
  made
• 55:32
  it
• 55:33
  to
• 55:33
  your
• 55:33
  website
• 55:33
  for
• 55:33
  that
• 55:33
  matter.
• 55:34
  If
• 55:34
  they're,
• 55:34
  especially
• 55:34
  if
• 55:34
  they're
• 55:35
  going
• 55:35
  through
• 55:35
  Google
• 55:36
  or
• 55:36
  something.
• 55:36
  So
• 55:37
  yeah,
• 55:37
  you're
• 55:37
  never
• 55:38
  really
• 55:38
  responding
• 55:39
  for
• 55:40
  the
• 55:40
  person
• 55:40
  that
• 55:41
  sleeping
• 55:42
  the
• 55:42
  unkind
• 55:42
  reviews.
• 55:46
  Oh,
• 55:47
  I
• 55:47
  think,
• 55:47
  oh,
• 55:47
  no,
• 55:48
  I
• 55:48
  think
• 55:48
  we
• 55:48
  lost
• 55:48
  Brian
• 55:49
  Insider
• 55:49
  Perks.
• 55:52
  Oh,
• 55:53
  he's
• 55:53
  bad.
• 55:53
  Yeah,
• 55:54
  I'm
• 55:54
  back.
• 55:54
  So
• 55:55
  what
• 55:55
  I
• 55:55
  found
• 55:55
  my
• 55:56
  phone's
• 55:56
  going
• 55:56
  to
• 55:56
  die
• 55:56
  now
• 55:57
  okay.
• 55:57
  He's
• 55:58
  right.
• 55:58
  I'll
• 55:58
  try
• 55:59
  and
• 55:59
  let
• 55:59
  him
• 55:59
  back
• 55:59
  in
• 55:59
  if
• 55:59
  he
• 55:59
  pops
• 56:00
  back
• 56:00
  up.
• 56:00
  We
• 56:00
  are
• 56:00
  just
• 56:01
  about
• 56:01
  out
• 56:01
  of
• 56:01
  time.
• 56:01
  Does
• 56:01
  anybody
• 56:02
  or
• 56:02
  would
• 56:03
  anybody
• 56:03
  like
• 56:03
  to
• 56:03
  say
• 56:03
  anything
• 56:04
  to
• 56:04
  wrap
• 56:04
  things
• 56:04
  up?
• 56:05
  Any
• 56:05
  last
• 56:06
  words
• 56:07
  for
• 56:07
  today's
• 56:07
  show?
• 56:07
  Before
• 56:08
  we
• 56:08
  take
• 56:08
  off,
• 56:11
  I
• 56:11
  would
• 56:11
  just
• 56:12
  like
• 56:12
  to
• 56:12
  give
• 56:12
  a
• 56:13
  thought
• 56:13
  to
• 56:13
  campground
• 56:14
  owners
• 56:15
  that
• 56:15
  it's
• 56:15
  about
• 56:16
  distribution.
• 56:17
  When
• 56:17
  you're
• 56:17
  picking
• 56:18
  your
• 56:18
  booking
• 56:18
  software.
• 56:19
  We're
• 56:19
  not
• 56:19
  a
• 56:19
  booking
• 56:20
  software
• 56:20
  company.
• 56:21
  We
• 56:21
  work
• 56:21
  with
• 56:21
  all
• 56:22
  the
• 56:22
  booking
• 56:22
  software
• 56:22
  company.
• 56:23
  So
• 56:23
  here's
• 56:23
  a
• 56:23
  neutral
• 56:24
  statement.
• 56:25
  The
• 56:25
  future
• 56:25
  of
• 56:26
  campground
• 56:26
  reservations
• 56:27
  is
• 56:27
  about
• 56:28
  having
• 56:28
  a
• 56:28
  booking
• 56:28
  software
• 56:29
  company
• 56:30
  that
• 56:30
  can
• 56:30
  distribute.
• 56:32
  To
• 56:32
  lots
• 56:32
  of
• 56:33
  companies
• 56:33
  like
• 56:34
  the
• 56:34
  dirt,
• 56:34
  like
• 56:35
  Expedia,
• 56:35
  like
• 56:36
  bookings.com.
• 56:37
  So
• 56:37
  you
• 56:37
  can
• 56:37
  get
• 56:37
  in
• 56:37
  front
• 56:38
  of
• 56:38
  more
• 56:38
  audiences.
• 56:38
  That's
• 56:39
  one
• 56:39
  thought
• 56:40
  I
• 56:40
  would
• 56:40
  leave
• 56:40
  out
• 56:40
  campground
• 56:41
  owners.
• 56:43
  All
• 56:43
  right.
• 56:44
  Very
• 56:44
  good.
• 56:44
  Heather,
• 56:44
  do
• 56:45
  you
• 56:45
  have
• 56:45
  anything
• 56:45
  that
• 56:45
  you
• 56:45
  wanted
• 56:46
  to
• 56:46
  say
• 56:46
  before
• 56:46
  we
• 56:46
  head
• 56:47
  off
• 56:47
  for
• 56:47
  today?
• 56:49
  I
• 56:49
  think
• 56:49
  Kevin
• 56:50
  did
• 56:50
  a
• 56:50
  great
• 56:50
  job.
• 56:51
  We'll
• 56:51
  see
• 56:51
  everybody
• 56:52
  the
• 56:52
  third
• 56:52
  week
• 56:53
  of
• 56:53
  every
• 56:53
  month.
• 56:55
  Yeah.
• 56:55
  Sounds.
• 56:56
  Sounds
• 56:56
  good.
• 56:56
  Oh,
• 56:57
  wait,
• 56:57
  maybe
• 56:58
  it's
• 56:58
  Brian
• 56:59
  Beck.
• 57:00
  I
• 57:00
  honestly
• 57:01
  back
• 57:01
  to,
• 57:01
  can
• 57:01
  you
• 57:01
  hear
• 57:01
  me?
• 57:01
  I
• 57:01
  don't
• 57:01
  have
• 57:02
  video,
• 57:02
  but
• 57:02
  my
• 57:02
  phone
• 57:02
  died
• 57:03
  outside,
• 57:04
  so
• 57:04
  came
• 57:04
  upstairs
• 57:04
  to
• 57:05
  my
• 57:05
  laptop.
• 57:05
  But
• 57:05
  anyway
• 57:06
  yeah.
• 57:06
  Great
• 57:06
  show.
• 57:06
  Thank
• 57:07
  you,
• 57:07
  Kevin.
• 57:07
  I
• 57:07
  appreciate
• 57:07
  it.
• 57:08
  Sorry,
• 57:08
  I
• 57:08
  can't
• 57:08
  be
• 57:08
  on
• 57:08
  video
• 57:09
  to
• 57:09
  say
• 57:09
  goodbye
• 57:09
  to
• 57:09
  you,
• 57:09
  but
• 57:10
  appreciate
• 57:10
  you,
• 57:10
  Heather
• 57:11
  and
• 57:11
  Joe
• 57:11
  joining
• 57:11
  us
• 57:12
  as
• 57:12
  always.
• 57:12
  We're
• 57:12
  looking
• 57:12
  forward
• 57:13
  to
• 57:13
  seeing
• 57:13
  you
• 57:13
  guys
• 57:13
  next
• 57:14
  week,
• 57:15
  Angela,
• 57:15
  and
• 57:15
  we're
• 57:15
  going
• 57:16
  to
• 57:16
  have
• 57:16
  a
• 57:16
  continuing,
• 57:17
  hopefully
• 57:17
  good
• 57:17
  conversation
• 57:18
  here
• 57:18
  about
• 57:18
  what's
• 57:18
  important
• 57:19
  to
• 57:19
  camp
• 57:19
  garner,
• 57:19
  just
• 57:19
  to
• 57:19
  focus
• 57:20
  specifically
• 57:21
  on
• 57:21
  that.
• 57:21
  So
• 57:21
  I'm
• 57:21
  looking
• 57:21
  for.
• 57:23
  Thanks
• 57:24
  everybody
• 57:24
  for
• 57:24
  joining
• 57:25
  us.
• 57:25
  Bye
• 57:25
  guys.
• 57:25
  Have
• 57:26
  a
• 57:26
  great
• 57:26
  rest
• 57:26
  of
• 57:26
  the
• 57:26
  week.