welcome everybody to lost reporters next super stock live stream september 30th 2021 we are back with visibility group vs bgf over the counter and as always our goal is to bring you those stocks which have 10x to 100x upside potential and visibility is definitely one of those so again we're looking for companies we should have three things going one addressing massive multi-billion dollar market opportunities too there are at a key inflection point and three there are multiple catalysts in place that can ignite uh share price increases in the short term over we've already had you know seven eight stocks that are up between 10x and 50x and hopefully vizbee is going to become our 8th or 9th 10th bagger of 2021 so with that said uh jay jay we're going to do a quick show-and-tell yeah of of the big visibility opportunity i'm gonna disappear i'm gonna come back and then we're gonna open up for q a is that good yeah that's fine i've got maybe four topics i want to cover and i'll cover them as quickly as i can perhaps three minutes okay so um i've been getting a lot of questions about what exactly is store as a medium um just as a quick aside this may sound slightly cryptic but um we are now advancing this concept and idea with multiple partners i think people that have followed the company know that we've been a close partner with intel uh for quite a while but what's next on the agenda for us in terms of uh next strategic step is this concept and idea is now moving into a consortium of companies that is um really going to be uh pushing it uh and uh leading the process of of this idea i'm gonna let this play really quickly um like i said some of you have seen this before but it really does underline and really emphasize the value of the store as a as a media channel and really we're seeing that right here in in model rama right in mexico um some of the things that we're talking about as an organization is why is it having the impact and of course it has multiple modalities and disciplines to that response but the principle and at least initial response is that it incorporates enormous data and lift you sell more product and you learn more about the consumer engagement as we learn more about consumer engagement as an industry um we're going to be able to curate or optimize the store location just really quickly i'm going to rewind really quickly so i want to speak to this multiple activation types all of which were traditionally analog non-digital now becoming digital this is an end cap that's a kiosk this is a cooler door there'll be more on that later and then we have the unique proprietary components of visibility that have the location based or proximity based advertising this is an example of a live mode people are asking me okay what is it like what's an actual installation like they're small in canadian speak they're about i don't know where my internet went apologies in canadian speak they're about 10 meters square maybe as much as 15. and so there are very few uh specific products in that and there is mostly beverage confectionary snacks that sort of thing but we're measuring all components of the consumer engagement where they go in the store what they interact with in the store how long they interact you can see on the right hand side this is a cooler engagement this happens to be a one dollarama in mexico city person is now incented to make an impulse buy or or a buy that they had intended to make i'll show you the impulse in just a moment the lift as we just described and all the time we're measuring uh demographic information and dwell information gaze information as to where this particular consumer is looking and what she's what products she's engaged with there's a digital display and you'll see just above that display a camera upper left that camera is measuring all the movements of the of the person as you can see here and connecting it and i'm going to stop this for a moment back up one second the metrics on the left side is the money shot this is what advertisers are interested in and they've never had it before they've had it and are routinely used to getting it on the internet when they buy internet impressions they do not get it uh on in-store sorry i just had a glitch on my uh there you go she's now seeing a display on that display and this now she's being impacted by an impulse buy she's being directed by the empresario to okay the product just saw on the screen is right there now we're selling products specifically because the digital display is prompting an impulse buy and measuring the entire experience what i'm moving into quickly here is a specific marketing piece we've done within bara which as a reminder is the largest manufacturer of coolers in the world we're now very much inflected into this business you're gonna see some revenue in q3 connected to this and more significant revenue in q4 as as we're um as are really beginning to dig in with uh some major customers it's unique because it is capable of full transparency as if it were glass and then in a second go to complete opaque and display almost like a television would be what's relevant about that is its capability on the transparency is critically important because brand people want you to see their brand and if it's being obfuscated by advertising they don't like that now they can see you can see the brand whilst also seeing the advertising and that's what's critical about this this is proprietary technology that was recently patented we share this and combine this with a south african company with whom we have a strong working relationship and the combined product is really uh pretty fascinating and quite significant i'm going to mention this really quickly because this is actually an award-winning uh grocery terminology end cap end of an aisle that is digital interactive it's got the ability to qr codes it's got cameras and it has um what you might call situational awareness it it knows which proximity sorry which zip code it's in and it automatically pulls down from the internet the polling count in that area you can imagine that's just a unique sort of gimmicky example of how we're merging iot or the internet information with what's happening in store an analysis here really quickly is uh is what we're doing for um how we measure visitors and impressions this is a much longer conversation so i'm going to skip it for the time being and move directly to what we're doing on the weapons side this is a specific uh demo that we did for a large pd police department where we're actually doing facial recognition at the same time as weapons detection we do it inside and what you'll see is we will see classifications of the type of weapon long gone long gun or handgun and poi and identification this would obviously be plucking this person out of a database if they match the database here's the really important piece and i'm going to stall stop it for just a moment we're doing multiple things here on the bottom of this as you see those bubbles we're doing a weapons detection alert we're connecting that to a dashboard gosh my screen just went again we're connecting that to a dashboard we're doing a security assessment and we're mapping the movements of the shooter geospatially within the building the red is where the shooter is the teal is where the shooter was that's critically important because police when they arrive want to know where the shooter is geospatially if he's on the east wing they'll go to the east wing if he's on the west wing they'll go there and why this is important is the tragedy at parklawn which we all remember quite well 90 of the of the of the students um die who died bled out they bled out because the police couldn't enter or wouldn't enter the building because they didn't know where the shooter was so if you're talking about ai with camera technology and weapons detection you can not only identify where the shooter is but more importantly where he is not and so you can if the shooters in the east wing you can you can evacuate the west wing and we're getting enormous momentum on this right now we have uh we're participating in a large event at the end of uh this month where we're displaying this and this will be the the title uh we lost your screen share oh i ended the screen ended up at the end yeah that's it we're done with the screen yeah i moved quickly because i did want to leave time for questions and i by my clock we only have eight minutes left so i wanted to be free listen jay for you we have all the time in the world we've got a lot of questions to address a ton of questions okay so i'm glad the internet is good here all right so um okay i got a bunch of questions let me start from the top uh i'm gonna start with the audience questions and then i'll ask a couple of questions that i have uh okay this is the key question the install is you're in mexico right now right so this is the what's going on with you how is the installation going how many i checked now i attended a board meeting on tuesday uh a long one uh for the joint venture the joint venture for a reminder is is visibility it's uh our local uh mexican partner intelligent and it's anheuser-busch there's a lengthy bird waiting and it was really productive and um they are saying abn bev is saying that we are they're requiring us or urging us not to speak about the cadence until we're at december because there are competitive forces not only here in mexico principally in mexico but elsewhere as well that um they want to get far enough in front of that there's no emulation opportunity and while that's difficult for me as a public company ceo i have to take a balanced approach to this so i don't want to disrupt the apple cart as it were i can say this though um our cadence initially described as 5000 by the end of this year we still believe we can make that objective and um we're very comfortable with the pace at which we're going at the moment i have to confess that the first couple of months because of supply chain and and training up tech mahindra were difficult but tech mahandra put a bunch of labor on this thing and i i was actually at their facility yesterday and i'm really delighted that we're now moving an install pace that's about 100 to 150 a week which is spectacular as far as i'm concerned okay so that's okay so this is that's so that's about on on page and it's going to and it's going to pick up from there also it will okay um that that that install pace i gave you was mexico uh it's different in peru colombia and ecuador where the other installations are occurring but mexico has got the greatest velocity at the moment and the greatest media market frankly you know you know it's funny i mean pretty much we've just been talking about mexico but really so you're you're in four other countries three other how many other countries are you in right now doing this we're in four and though i can't disclose the fifth there's a fifth coming fast and it was uh the topic of a good chunk of our tuesday meetings okay so just to repeat again the countries you're now besides mexico you got mexico peru ecuador colombia mexico okay so okay so and expanding and this is just okay this is and this is just the deal with one one group okay uh by the first quarter of 2022 we will be the largest in-store media network in latin america and again so rapid growth okay and okay so so jay this is i think i think this is very important because the largest in-store media network has a i mean that position has a market value what is that worth dollar-wise some for somebody to to be able to buy that i i i don't think of it that way i'm not really i'm not i'm not rejecting the notion or the idea i just don't think of it that way what i think of is at 5 000 stores our license revenue is about um 100 000 a month but the media value the media value is 20x that at least two million months at least uh that's the i mean we've got a rate card that starts at low it's got a range right and at the low end of that that's that's where that is and our participation in that media revenue is 30 percent so this thing is growing and growing i mean it's almost pure profit well you've already done all the you've already built the infrastructure right so it's like it's like you built a highway and then every car that runs in that highway basically runs without any specific expense connected to its construction and it's really the same idea right it's almost like a royalty essentially and you're basically getting a third of the ad of the ad spend it's basically something it's like a royalty yeah so this this week this week was not dedicated to managing all the process of building the network that seems to be underway and though might have been bumpy in in april may we've sorted through that with the with the ala alignment with tech m check mahindra this week was about optimizing media making this known and aware in the media space and that's why i'm sort of characterizing the week is phenomenally successful we've got some enormous opportunities for some significant strategic connections we've got global initiatives underway as well that are complementary to that in terms of valuing the media that we're building and i'm really excited about the prospects of potentially just blowing it out of the park on the media side okay jay by the way the demo you did with the with the cooler we got questions related to it i mean it's it's amazing it's really amazing stuff we haven't seen that that that is some really incredible stuff uh and also the the uh location-based thing it's funny you know the the i think was for claritin or something the for uh pollen or whatever it is so you you talked about it before but now you actually when you show it so people can see how this works in in a pharmacy uh it's it's incredible i mean it's that just that count increase in this county and all of a sudden uh clarity the maker of claritin you know they're able to market ads wherever there's an increase in pollen or flu go whatever that is the weather or whatever as he impacted by impulse desires and if i'm reminded when in a drug store that i have allergies and oh my gosh the alley our pollen is going up i better buy and it's a 32 average ticket it's got enormous impact it's got a 30 lift it's significant so we're not talking and when we did this with moed hennessy this is back in 2017 we're selling 100 balls of champagne on an interactive surface the lift was 28 they won awards for it and that's an average ticket of a hundred dollars so this works i mean it has enormous impact and not to mention as we've discussed before uh all of the value of the data which for the moment we don't even have to talk about we're talking about the lift the actual velocity sales velocity yeah okay next time we're gonna next time we have to get you back on uh and really spend time with it because the video stuff was amazing uh let's i wanna i wanna see if we can address as many questions as possible sure uh okay so uh it is currently the retailer trade show with sensomatic and can you reflect how integrated visibly software into sensomatic environment will increase sales uh so this guy i think he's in germany it's kind of a german english i don't know if you can understand english english so centromatic is in the last i guess last day of its fiscal year today um and the there we've been spending all the time in the last several months training up multiple tiger teams with it within sensomatic to achieve the following vision the store is a repository of data sensormatic is the world leader in anti-theft solutions loss prevention solutions for stores for retail they're the biggest provider for retail solutions but but metrics around loss prevention are only one metric that are gathered up in stores think of consumer engagement point-of-sale customer journey inventory management all those are other data sets the relationship that we've carved within centromatic and that they've recently re reinvigorated because they brought us into more business units is to to achieve the concept of the store with multiple moving parts both customer facing both offense if you will and defense operating invent inventory management loss prevention consumer engagement all that built together with computer vision for a view of the store in real time across the scale of stores that's the centromeric sense dramatic vision and why we think why we're so optimistic about our work with them uh probably our first large deal will happen with them in the fourth quarter of this year the first quarter of their next year uh okay here comes a uh interesting question uh jay what potential do you see for the onyx glass has this gain traction this is the thing you were just showing right that's the the break i'll break it down for you the onyx glass is the actual glass that is able to be retrofitted into existing coolers that retrofit's important or deployed in brand new coolers so that's the hardware piece we augment it by uh our content management system and our computer vision to make it a complete experience now the market addressability i'll just give you some simple stats our close friends at anheuser-busch have 60 000 coolers in the small country of ecuador on the balance sheet our friends at coca-cola have 21 million coolers on the balance sheet in the usa these guys they own it the asset is owned by them they own these coolers not a lot of people know this so what they do is they merchandise these coolers and merchandise just a sexy way of saying they highlight them they run programs on them they wrap them with their colors all that sort of thing so the the innovation of retail sorry the innovation of transparent coolers in that space allows them to merchandise with interactive digital which is mind-blowing to them they know it works in terms of velocity i've mentioned the metrics before and now they've got ability to deliver bespoke custom messaging at the point of sale so what is the addressable market well there's probably 50 million coolers in in north america and south america that are owned by multiple beverage companies so what's the addressable market five percent 10 percent i can tell you that the single biggest billings impact for us in q4 will be cooler okay yeah i wish i wish we could we could show that video again with the coolest i don't know if you can see because just uh for the for the for the thing later i i i have the ability just to basically get this into people's heads because i the thing i never saw that before the demo you did just now i haven't seen before it's pretty cool wait it's fresh so so so fresh that's the word from the that's what the kids say right that's the crate yeah yeah fresh so uh okay so basically right now the coolers that i've seen like the coca-cola they're kind of wrapped it's like a vinyl wrap or something they might have it's like you know that's it well it's they're non-digital they're they're not they're not sexy they're not digital can retrofit those coolers with this glass how much how do you monitor how will you make money with these coolers then you're going to monetize how are you going to do that well we are we are the only company that onyx is selling this with we've got a locked-in relationship that it's exclusive in nature we're expanding that locked-in relationship to ibera and one other cooler manufacturer that i can't yet name at the moment but our go-to-market is if you want to do transparent cooler as opposed to a film that goes on top of the cooler that might be digital that you can't see through and there is technology like that out there but it's not ours and it's vastly inferior because you can't see through it the best way to piss off a product guy is to make his packaging not visible by the consumer that's the best way to get on the wrong side of that guy so our go to market is to deploy these coolers generally and initially large beverage players alcoholic and non-alcoholic we'll buy these instead of buying analog coolers they'll buy digital coolers they might initially buy 100 500 a thousand but the opportunity for this category is enormous just based upon the metrics i've given you how much okay what's the what's give us the numbers okay so when you retrofit right so let's say you sell them a piece of glass whatever it is right how much do you sell for how do you make what's the recurring revenue integration this this is the brilliance of my team and i have to give the credit to the team we sell the cooler solutions both as a capex four thousand bucks with an ongoing sas fee of 50 bucks a month or as a cooler as a service so instead of buying the cooler you lease the cooler and it's 200 bucks a month and it's everything's in 200 bucks a month for the glass basically no the whole thing including the cooler oh you give them the cooler also well if you want a retrofit we'll do that as well 100 and a half 175 but if you want the cooler it's 200 to 250 just depending upon the country so 200 bucks cooler as a service and okay so i guess you're you have a financing partner pay for the whole thing no we have the largest cooler manufacturer on the planet we don't need a financing partner so they're paying for it basically they're paying for it this is on their books it's on their books okay so they they have it figured out so it's nothing to do with you okay and how much do you get from that 200 bucks we get our licensing fees and we source the hardware we up charge the hardware as part of the supply chain okay so a month how much of that 200 bucks are going into your pocket uh a quarter of it that's pretty good yeah that's perfectly really happy with it and it's 50 million coolers out there that they're all you know they own these coolers in our immediate pipeline there's 50 000 coolers wow and this by the way this is pure profit essentially this 50 bucks a month is pure profit the 50 is the hardware runs at about a 35 percent gross margin okay okay so the number i mean the numbers are really i mean there are some significant numbers i mean you really have these this multiple like opportunities inside of business like you're you got multiple things you got the cooler as a service thing which is rolling out you got the the the the other the store the end cap stuff this i mean really it is this is the transformation of retail on the on the retail stacks that's what i was going to say on the retail side think of us as the guys and gals that are building solutions that are digitizing retail kiosk solutions end cap solutions in-shelf solutions refrigerator solutions freezer solutions all of those are ours we happen to ride on hardware but our win is not only the the delivery of you know really cool sexy content but the measurement of that content as well and now we're doing predictive modeling around it all the ai that we do around that's just jack the retail side of our business i would argue the security business has equal and potentially a superior opportunity it's funny every time we talk we what we're going to the next balance is the next live stream we're going to focus on this because the security thing is actually could be integrated again you have multiple modules people can use different markets in mexico they they like the security thing that's important but i think in the next live stream we're going to spend time focusing on that side sure so okay so let's see if we can get to a couple more questions uh okay so hopefully we can get a okay uh wpp jay can you wpp connection yeah um i really can't go too deep into it at the moment but um i can just say that we've been working with them what agency in the world they're not only large but enormously influential and you know the second part to me is just as valuable as the first as the first part we're connected at the very highest levels of the organization we're doing collaborative work together we have specific projects we're working on and we're working on something a little bit more formal between your two organizations you know it's interesting because it's a you know the the origins of the wpp originally i think the guy who started he originally started with a display item for in stores like on basketball i'm not surprised so so the dna so you actually are a good fit because he was they they were an in-store media in like in the uk or whatever back in the 80s whatever uh okay so uh great question from vail can you talk about your patents so there's patents on the onyx side that covers the glass and how the glass is is built how the actuator is done an actuator would be the trigger between transparent and non-transparent and so that whole area we have two other patents one of them is connected to vending has to do with how we display in the vending world and the third which is still in a pending status i'm not sure if people on the phone know this but the usp uh um the u.s patent trade office has been is working on the 2016 file at the moment so they're they're just a little bit behind but we are here in fact i heard from our patent lawyer this morning that we're um the last patent which is connected to um where people are in proximity to display governs what is displayed who people are with reference to where they are with respect to display governs what's displayed so an example would be a man 45 year old man shows up we play content relevant to a 45 year old man if a 25 year old female shows up we play content relevant to it and so all that is covered in the patent if we granted that patent which looks like it will happen um it should happen in the in the january february time frame and you know it's it's i can point to several breaches already that would allow us to sort of do that if we were if we were willing and and uh desiring to go out go like go that route okay oh wow okay so we got a bunch of questions just give me okay hang on a second let me just let me just i thought we only had a few okay uh okay so we got we're gonna be running a little bit over time so just uh hopefully we can get everything uh addressed there okay uh skippy's asking will these cooler doors look too much like thomas is gonna be could it be too much i don't know yeah it could be too much absolutely absolutely it could so um we have to be very conscious about affecting the consumer in a negative way skippy as a reminder we measure sentiment so if you don't like what you're seeing we can tell you don't like what you're seeing oh right we're right okay you can dial down the crazy we can dial it down i can tell you that no retailer or brand is going is going to want to light up like las vegas strip uh the entire uh area but i can see every other door i can see a suite of three doors we've seen a lot of that where you can run a cross panel activation maybe a large globe that would cover all three and you know it's the ident the idea here is we're trying to what they call in our business disrupt the path to purchase if i can disrupt you if i can slow you down i can impact you via impulse and that's the idea okay so and apparently also because again this is based you can do the displays based on time of day maybe you might want to pull it down for late at night or whatever different locations right depends what's happening whether okay uh okay uh what catalyst can we see in october so that's 30 days out we've got some enormously important partnerships that we're doing on the agency side that are on uh sort of a final glipe glide path uh we have um a national rollout with a large beverage company which will be announced probably in october it's already underway um those are two important things in october we've got an initiative in the an initiative that will be announced in the critical infrastructure space which will be five years long and uh kind of an important reference account for us as we move forward so those are three events in october that i think um will be exciting for the organization oh and i should mention that uh we're in the middle of closing q3 right now and i'm extremely happy with what i'm seeing and and i think the shareholders will be as well okay okay uh interesting because okay so last quarter just to just to remind people so last quarter uh you were up okay so basically you're you're the bookings were 4 million in change right 4 million change which is 165 increase over the previous course a quarter over quarter growth in the bookings that's the future revenue so so that's a 20 roughly let's call it a 16 million 17 million dollar run rate that's where you were at three months ago you could be higher that yeah that's where you reported based on three months so right you might be higher than that right now right could be we could be yep could be okay we're not saying anything but okay uh okay so bob is asking okay so this is the thing that you talked about last time now this could be huge you haven't talked about it too much this is the austin gis which is the infrastructure as a service you're a little bit cryptic about what this is we talked about the partners you have some huge partners which is tech mahindra this other company what's the the indian company the tech hcl hcl right and now people are saying some somebody's saying that the other partners which you you did not say who they were but they are saying that it's intel and ability will you confirm or deny well i don't think he's asking me to hopefully he's not asking me to you know when you do business with these big companies they give you guard rails i mean i sat through a meeting on tuesday where i was given guardrails and i don't like them but but on balance you know i'm not prepared to disrupt the partnership in a way that might appear to be cowboy just because it you know it allows me to message to the street in a more transparent way i'm desirous of doing that and i'll do it whenever i can do it but i'm not going to run i'm not going to risk the commercial progress just to do that and on the intel side i am not confirming or denying that austin gis has intel as an equity partner but we've been had a long relationship with them and that kind of makes sense uh but uh they will disclose in their time and just a reminder to who the three other partners are the uh radar app which is our mexican partner small like visibility hcl a 20 billion dollar market cap company and and tech mahendra 52 billion market cap company so these are enormous companies uh and uh of course for us what they solve each in their own right is the ability to to deliver they are there are delivery rails for us check mahandra on the retail side hcl on the security side uh both of them in 100 plus countries sorry okay so and one thing you talked about last time uh which is this infrastructure service it's basically this is gonna launch you know you're saying it's going to show some significant revenues this this year right uh this yes this quarter we're about to enter yes okay so this is already can you talk about what they're doing though can you talk about the service well they have they have three primary services and more will be added later okay retail analytics as a service anybody on this web stream will probably understand who the software is underneath that offering security surveillance as a service that's visibility and radar app combined together just like we did in mexico city and the third one is 5g as a service there will be others they're interested in energy they're interested in in utilities and we're bringing to them some opportunities with critical infrastructure so what their re what their reason for living is they bring financial weight to the conversation they have a 60 to 100 million dollar uh ability to loan against long-term contracts so their hunting pedigre their hunting requirements are the deal's got to be 200 million or bigger and it's got to be five years of length and it generates revenue by way of infrastructure as a service so if you take the visibility piece the radar app piece and all the other pieces together combine them under a single capex they take that capex and turn it into an op-ex that's what austin gis does so i think it was brookfield you were working at brookfield brookfield macquarie out of australia the business with large public infrastructure it's a good model okay okay so very interesting okay so there's some interesting things in the works i guess you're not really giving us details i guess the details will emerge in the next month or two of what this i won't i won't put anything at risk uh in in for the sake of transparency i just can't at the moment okay uh okay abr do you think okay are we gonna see the those coolers in the u.s um my guess would be yes i'm not speaking about a specific project i'm aware of you know cryptically but my guess would be yes the first adopter of the first version of this product which was vastly different in a lot of ways back in 2015 was abi so they've already shown in this is before there was computer vision this is before there was edge computing this was before a lot of the components that are now part of the offering and they showed interest in that i think they bought 2 000 of them at the time so i would imagine that we'll see that happening i can tell you that that particular customer on the latin american side is um uh very interested okay uh interesting question uh power uh somebody like pat if you if you notice if you're doing the whole these disco coolers is it does it take up more more electricity i'm gonna write the disco coolers down and share that with our marketing department um so lcd uh panels comparatively speaking i mean a cooler has a compressor in it you want to talk about the power hog in the cooler it's the compressor okay so we're only adding about five five to eight percent power uh to that and because lcd and it's a it's a high efficiency lcd uh and in the case that we're retrofitting um you know they've already got power consumption from from the compressor compressor and we're just adding to that so it is not ever come up as a significant barrier uh for sales okay uh jay we're really uh we're really completely out of time or okay so uh we're gonna have to catch up with you next time i want to really spend time on one of these we're gonna pick one of these things maybe either the infrastructure or the security side we're gonna make or a demo of the coolers but we're gonna do one of those things uh but i think we picked up some good things one thing i just didn't want to mention is you added to your board of directors uh oh yeah sensomatic guy which is very compelling which we didn't really bring up but that's that's big yeah i mean i'm in his uh unbelievable strategic mind and he's already at work yeah what is he gonna be doing for you well he's sitting on the board so he's got a fiduciary and governance requirement clearly uh but i i brought him in to be sort of a working guy and so he's gonna help me directly work with me on strategic items my job is to look six to 12 months out we're a small company in a in a in a universe crowded with large players so we need to think better than them or certainly equally as good as them and we need to execute better than them so amin is here to help me having the pedigree that he has which includes hp retail uh sensomatic he's a very solid strategic mind and um he'll help us craft the strategy what did he what did he do with sensomatic that's like directly applicable to what you're doing like how is it like what's the fit there because it sounds like there's some sort of strategic fit he was responsible for crafting our role inside a centromatic and then laying down the execution rails to make that happen but he's also responsible for all m a not only at sensomatic but some of the jci stuff as well so if you're responsible for m a you need to have a strategic mind because you need to know where the product fits right a lot of m a due diligence is not necessarily balance sheet it's it's product fit right and so he is extremely technical he's an engineer uh and um he provides me a norm in fact i've spoken to him twice since he's joined for lengthy amounts of time on specific strategic items i needed his consult with uh okay jay uh thank you we're gonna catch up with you in a few weeks uh and we'll we'll we'll do more demos this is we gotta go all right wonderful these demos these are phenomenal thank you again jack thank you you
2021-10-05