Episode #519: BrainLit and Healthy Indoor Environments-Insights from Kyle Harris on Light Science

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I am super excited to announce that we now have a formal

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partnership with the prospect wizard. And when I say

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wizard, I mean wizard. Obviously, you have a website.

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This allows you to convert

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Immediately goes to you, your sales team, or anyone else in the club instantly.

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MIT shows a study that if you contact the lead within 10 minutes,

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chance of them converting goes up 9 times that of the

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average. We got the Atlanta Clubs on it, Vida Fitness,

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Gold's Gym, Mountainside, City Fitness Philly,

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College Park, become one of the next halo

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companies to deploy the wizard. It's easy to use. Go to the

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prospectwizard.com. Get a free 30 day trial. Talk

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to my boy, Dave Gallon. He will get you all set up and let the

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leads flow based on the wizard. Go get them.

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This is Pete Moore on Halo Talks NYC. I have the pleasure of

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bringing in the Healthy Lighting Company, Kyle Harris. We're

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gonna talk about bright lit. We're gonna talk about changing environments,

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and we're gonna talk about what you need to know on the education side

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about how you're getting lit or how you're getting unhealthy. So Kyle, welcome

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to the show. You look great, man. I appreciate you dressing up for us. You

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know, Peter, for you, I'd wear a tie anytime. I appreciate that. So,

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on our next podcast, I will wear a equivalent tie for my dad's

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collection. So so, Kyle, you've got, you've got a big

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scientific board. You've got a big advisory board. You've got a a company that seems

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to be in the right place at the right time. So you wanna give people

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a little primer on the company and how it was founded, and we'll talk

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about, you know, the benefits here and, you know, why there's not a

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tidal wave yet, but it's coming of, a Brainlet technology.

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Appreciate it. So Brainlet is a Swedish founded

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company, just outside Copenhagen in Lund. The

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founder was a guy named Thord Wengren, who was the original creator

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of Bluetooth. So he's a platform guy from

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his career, Samsung, Huawei, big companies.

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Got involved with light, trying to make

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it healthier. And the concept of

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brainlet is to take LED and

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then modulate it and control it so you're bringing perfect sunlight

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spectrum indoors. And then when you do that, the

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people that are working in the space or working out in a

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space are healthier because they're getting the natural

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light that they would have gotten back in caveman days. And the

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way the sun wakes you up is it energizes you and keeps you focused. And

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then when it sets, it tells your body to go to sleep. And because humans

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are spending 90% of their time indoors, we're not getting the right

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light triggers. And that then is now moving to the fact

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that, you know, the the concept of greater risk of

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obesity, cancer, and dementia because of the the environments

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that we put ourselves in our work and even home lives.

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And then you take into account that LED as a platform has gotten

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more efficient but more blue. So it's either

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further suppressing natural cellular biology.

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So BrainLit is a concept, is a company

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that delivers health and wellness environments off of

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our platform, which is called BioCentryGlite. And then we

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create, based on your use case,

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different recipes to customize how the light is delivered to the people in

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the space so that we can maximize the the

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opportunity at the holistic level for your organization.

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And every single room you go into has got a light

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above your head. The question is whether that light is enhancing you or suppressing

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you. And we believe with biocentric light, every room that's got it will make you

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healthier. Gotcha. So from a standpoint of of patented

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technology, are these patented products, is it you

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you're basically the only one providing this in this format as I can

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understand. Is that correct? Yeah. We have a broad range of a

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broad set of family of patents, which everything from personalized light to

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the control systems to addressable light. So we look at

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it as the opportunity for

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partnership with legacy, but at the same time, since we're kind of

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the front runner in how to do it, there's a lot of education that

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goes on as to why you want it. And then if you do want it,

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if you want healthy environments with you know, because you're putting

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light into it, then we're the platform that you use. But, yeah, we have a

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very significant patent portfolio. And and in all honesty, we've we've been

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in the business 11 years now. We actually had to wait for the

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technology to catch up to what we knew the science was possible to do.

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So now that's why we're still leading. Yeah. So, you know, as you

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get into these new markets, and so in any new technology, you

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know, you're kind of, you know, the evangelist, but, you know, also

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educating people, and they they're hoping it's a fad and it'll go away because they

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don't wanna, you know, learn about something new.

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How how have you managed kind of, like, your own, you know,

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progress to know, look, I'm making progress, but this might be like hand to hand

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combat to actually, you know, get some of these leaders in the space, especially

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in the in the health club and studio space. You know, once you can kinda

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use certain players that that are first movers, that kinda

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allows you to sell down to rest of the market. So, you know,

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I would if you wanna name names or you say, like, look, these these companies

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get it as part of their mission. They're actually investing in this, and it's actually

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not any higher of an investment, you know, materially than

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what the legacy is. So maybe talk a little bit about that if you can.

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Sure. Absolutely. I mean, it's it's it is hand to hand because the

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broader market is uneducated that life could even do this. Right?

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So when you try to sell, there's a lot of education, and we

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still have to educate architects and designers that the capabilities

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exist. We have found in the US market specifically

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that sports has been a very interesting way to educate

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and get that performance, certification. Right?

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Sacramento Kings have built out their game day locker room. Philadelphia

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Union, baseball team in Minnesota are about to roll us out. Right?

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So we've we're winning these big high performance organizations

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that are saying, we have a light. We can make our spaces

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better. Why not do biocentric? In

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Europe, as an example, we just announced on Monday a partnership with

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Echo Phone, Sangoban, which is a multibillion

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dollar global construction products company to integrate our solution into

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their go to market strategy. They do acoustic ceilings. In

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ceilings is light. They're state of the art acoustic

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for health. So why not blend that with state of the art light for health?

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And now you have a better environment, which is the

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combined sound bright concept of this partnership. So

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everything from knocking down wins, we have an,

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unfortunately, unnamed retailer that's rolling out retail

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stores because our light is high visual quality, but

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then the 30 to 40 employees a week that are in those stores

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get the benefit of the best health and wellness environment, and all they do is

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come to work the same way they did before. Sure. And then when you

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start talking about the benefits of better sleep and recovery

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for your people, then you get a fewer sick days. When you put

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better daytime light, during the operation hours, you get better

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performance and focus. So you've got a really holistic,

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recurring kind of, self perpetuating model of health,

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wellness, and productivity, and all you're doing is

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modifying the environment by something that is in every room, but

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it's not the right thing that should be in the room.

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This is Pete Moore. I wanna let you in on a little secret. There's this

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company called Promotion Vault, and what they do is they give out rewards

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from retailers that allow you to incentivize your

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members without having to do zero down and 1 month

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free or giving away shakes or giving away t shirts.

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What you wanna do is build a rewards program that lasts,

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that people value, and that doesn't discount your own products and

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services. So here's the deal. There's something called rewards vault.

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The rewards vault is going to allow a member to set up their

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own profile. They are going to answer questions. You are gonna get those

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answers. You're gonna be able to target those members, and you're gonna reward

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them inside your club, inside your spa, and outside of

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the club, and outside of the spa to get them to become loyal,

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to get them to pay their monthly dues, and to be

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rewarded properly for the actions. A lot of companies are cutting back on

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rewards. You shouldn't be. Promotion Vault's your answer. Trust me.

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This is real.

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So every once in a while, it drives me crazy. Someone sends me a a

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research or a white paper that says exercise is good for you. Like, no shit,

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dude. Like, stop doing the research on it because we we know the answer

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already. When you talk about, you know, healthy versus

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unhealthy lighting, you know, are there quantifiable things that you're

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actually seeing with either the performance of these athletes? Is that

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something you could go down a trail and say, look. You know, Sacramento

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Kings, whether it's win loss or whether it's, like, data that that

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is is coming out of their, you know, Apple Watch of their players or their

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you know, like, you're talking about less sick days. You Now are those some of

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the things that like, in health care, they'll say, oh, I wanna do this corporate

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wellness. Like, show me the ROI on that. But, really, what I need is a

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show an ROI here because, basically, the same price is just a better

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decision. Is that Well, and and you you hit on the key. Right? An ROI

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typically has to be definitive when you're adding something to an environment. You've already got

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light in the building. If you're designing a new building, you know you're gonna

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buy light, so why not buy the best light that contributes to the

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enterprise wide health and wellness? So beyond the fact that

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it's a guaranteed purchase, whether you choose healthy or not is the next thing.

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When you start talking about how do you measure the results. Right?

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We've done studies with companies that have installed ours, and they've given given

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us access to their productivity reports and, you

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know, in sick day reports that we've seen increases fairly demonstrable,

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like 7 and a half percent increase in productivity and a 10%

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decrease in sick days. Alright. That's one company.

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But we can also go to a very hyper focused level of

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micro study. If you wear an Apple, Whoop, Garmin,

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anything that has sleep data, When you're in a biocentric

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environment, you'll see your sleep patterns get better. And so, you know,

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a lot of teams that we work with wanna measure or

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prove the science so they will do a micro study. So, yes, there's

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absolutely an opportunity to put people on,

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sensors. Right. But then there's 28 100 white papers that have been

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written that say light is powerful. The right kind of

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light does these things, whether it's neonatal units to long term care

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facilities, nursing homes. True. And each constituency needs a

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different kind of light. And because we're a platform, we can

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modify the delivery depending on your use case

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against all of the science. So we use aggregated data,

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hyperlocalized data. You wanna go read all the white

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papers? Let me send them to you. If you wanna just use your own study,

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put some people under our lamp, and let's get started. Yeah. So I've got 3

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follow-up questions related to that. We'll probably keep talking and then we'll have to cut

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ourselves off at some point. Is brainlet something that is marketed

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inside of the locations that you power where the

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consumer or the employees like, oh, I feel better here. Like, I I feel like

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they're looking out for me. Because it seems like your brand could be almost like

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I don't know. It's probably not the best example of, like, Intel inside. Like, okay.

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I'm comfortable with this computer because I know that the the the

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foundation of it is is is is made by that company. You know? So how

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is that evolved with, like, building a brand, maybe even a

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consumer brand to an extent, even though that's a very expensive proposition.

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How do you feel that the awareness is or could be? No.

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You're you're you're you you came to a really amazing opportunity in

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terms of how do you define the ROI. Right? If you look up into the

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ceiling and see a brainlet installation, it's still light coming out of

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a light source. Right. But when you then go to the

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wall and look at the controller and it says this is a biocentric

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environment enhancing your health and wellness by perfectly mimicking sunlight and

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circadian effectiveness. Companies that we

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work with, the professional teams go and tell their players, we have

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installed for your benefit light that makes you recover better, sleep

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better, that can energize you before a game and decompress you post

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game. Love it. Retailers that use it go and tell their employees, we've

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invested in this store to make it the healthiest environment so

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you get you know, there's you know, retailers don't necessarily have

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lunch or food that's provided, but we've done the most we can do in

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this space to give you the greatest environment to work in. So,

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absolutely, it's something you sell in. I think when you look at

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a, gym or health care

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facility, it's absolutely a differentiator. If you're gonna work out

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here and think about, you know, jumping on a

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Peloton or a bike and go riding it for an hour, why not be riding

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the bike indoors for an hour with perfect outdoor sunlight? Yeah. I mean,

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I I I feel like it can be a great marketing, you know, part part

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of the marketing piece of, you know, having having your glass windows and your

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terminals lined up there, and this this area is also powered by brainlet, you

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know, 247. This is the other interesting thing is glass windows actually remove

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a lot of the health benefits because most windows don't actually point at the

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sun. The sun moves depending on the time of day you're on the bike,

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depending on where the sun is and where the light bulb looks. Yep. And commercial

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glass actually diffuses a lot of the benefits of that light. So

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that's the big design education is that, really, you get almost

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zero health benefits 6 feet from a window

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because of the these are the kind of things that at age 52, why

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don't I know this shit? You know? Because because this science doesn't

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exist. Yeah. The the the the you know, in 2014

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was the first time they realized that, you know, there there was a cellular

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opportunity for circadian. 2017, blue light was able to trigger

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circadian responses. So it's not like there's a 100 year end.

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Well, how long has the light bulb been around? Right? It's still pretty new tech.

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Right. So when you look at light pushing you indoors for

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productivity, now we're changing the environment indoors to

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make it as healthy as if you were outdoors caveman hunting and

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forging while you sit at your desk. Let's let's put we've got a

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lot of entrepreneurs that listen to this, and they're also coming up with their their

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own products to try to figure out, like, is there a recurring component to

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to their product or service? And is there

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something that you're relying on the company that you're working with? It

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sounds to me like this this technology innovation going

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on in your sensors and and with the kind of light and

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and modification set over time. So are you do you

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actually have some kind of, you know, service agreement, or are you

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basically pushing down does the light switch change

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or the lighting change based on certain times from from Braylon, or is that

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all controlled at the at the location level? So the so the

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system, because it's a platform, is Okay. Remotely accessible.

250
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Got it. So you can you can leave it disconnected, and it will run

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whatever recipes you've purchased, or you can plug it

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into the system. And as the world evolves

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and as light science gets smarter, our solution is built that we can

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upgrade the recipes and take advantage. Or if you change from

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you own a a strip mall and it was

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a bank 9 to 5, and now it's a bakery and you got people at

257
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4 AM or 3 AM that need light, well, we can give them sunlight at

258
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3 AM. So there's things that you can do with the platform that allows you

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to address the use case of this facility.

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So, yes, because it's a platform, it's got forward opportunity. It's got

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a future proof design to where it's evolving and

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learning, and we can upgrade it. And you can

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decide whether you wanna be in on that upgrade path or not.

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But I think what you find is that with the long useful life of a

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light source, a luminaire, if it if an LED luminaire

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can last 7, 8 years, there's a lot of evolution in light science

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that's gonna change over 8 years. What are you gonna do? Rip out the whole

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building in 8 years and redo it, or are you just gonna let us

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keep evolving new based on your needs? Right? And we get

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a lot of that with sports teams. What what happens if they add a 3

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o'clock game? How do we change our recipes? You tell us the new schedule,

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and we update it. What if we start traveling to Europe? We can do jet

273
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lag mitigation. So there's a whole bunch of things that could be built into the

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solution based on how your business operates.

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This is Pete Moore. Here's the last tip for you of the podcast.

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We are partnered up with a company called Higher Dose, higher dose

277
00:17:14,585 --> 00:17:17,945
dot com. They are the leader in workout

278
00:17:17,945 --> 00:17:21,625
recovery products, infrared technology, LED

279
00:17:21,625 --> 00:17:25,240
light masks, neck enhancers, and other

280
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products such as PMF mats and sauna blankets.

281
00:17:29,400 --> 00:17:32,920
If you have not gotten on the workout recovery train

282
00:17:32,920 --> 00:17:36,554
yet, your time and your stop is now. You

283
00:17:36,554 --> 00:17:40,095
gotta get these products in there before these workout recovery and spas

284
00:17:40,315 --> 00:17:44,154
end up saturating your market, having your members walk out of the club

285
00:17:44,154 --> 00:17:47,754
and going into one of their locations for $200 per

286
00:17:47,754 --> 00:17:51,260
month where they're paid 39 to you. Let's become an

287
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expert in workout recovery if we are already an authority in

288
00:17:54,940 --> 00:17:58,620
workouts. Higher dose, check it out, is a

289
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wholesale code, and we look forward to helping

290
00:18:02,140 --> 00:18:05,835
you augment your products and services to meet the demands of

291
00:18:05,835 --> 00:18:09,615
your members. And, hey, let's get people happy, healthy,

292
00:18:09,675 --> 00:18:13,455
and sweating, and the recovery should be just as good as the workout.

293
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So let me ask you a question also from, like, an entrepreneurial, you know,

294
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positioning of the company. You could go into any vertical you want. You could say,

295
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hey. I'm gonna go into, you know, Boeing, and I'm gonna have all the lighting

296
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on the planes, you know, perfectly calibrate. I can go into Home Depot. I

297
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can go to Amazon. I can go take all their, you know, logistics facilities basically

298
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at you know, light that up. Or I can go to the health club industry

299
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and the studio market and try and educate them on this is

300
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what you should be doing for for your members. So how do you wear

301
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the tie going into board meetings and say like, hey. We're in the sector. It's

302
00:18:47,550 --> 00:18:51,010
not gonna grow that fast because I need a year. I might need 2 years

303
00:18:51,230 --> 00:18:54,830
to pressurize this market. So how do you think as a as a CEO and

304
00:18:54,830 --> 00:18:58,054
entrepreneur to say, okay. I gotta prioritize these things. At the same time, you're not

305
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gonna see, like, material results yet, but I know that this is

306
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going to be where the demand is, and it actually might be a a differentiated

307
00:19:05,735 --> 00:19:09,335
factor either for employees or members because we know the

308
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technology. We've got the data. We've got 28100

309
00:19:12,840 --> 00:19:16,679
white papers, probably 38100, you know, in the next couple years. And people are gonna

310
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start talking about it. Right? So how do you, as an as a CEO, kinda

311
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manage that, you know, or tether through that relationship

312
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between revenue and, like, seed?

313
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It's tough because every single room has light in it.

314
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So there's not a, hey. This is a this is a particular

315
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vertical that is the only user of corn,

316
00:19:40,760 --> 00:19:44,600
you know, corn harvesting machines. Right? So the world

317
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is everything to us that makes it hard. What we found is

318
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that we could push the rock up the hill, or we could see

319
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the broad market and see what took root and then find traction in that

320
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and then spin that traction. And sports in the US

321
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has been good for us because it gives us that

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performance credential. I would say, conservatively, there's a

323
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10 year difference in the understanding of light tech and health and wellness between

324
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Europe and the US to some extent, and how they look at

325
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light. And because of we come out of the Nordics, there's a much better understanding

326
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of the power of light. So in the US, we had to use a different

327
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strategy than what we used in Europe. The

328
00:20:25,525 --> 00:20:29,065
partnership with Echofone, Sangoban, they're in every vertical.

329
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And even for them, it's like, where do we wanna go first? Because we do

330
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80% of the acoustic style business in Europe. You know? And

331
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they're like, well, let's go find where we can go fast. Who's who wants to

332
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go fast? Who needs this? Who wants it? What market is begging for it?

333
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So I can't say that I did a bunch of research. I think we did

334
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some shotgun, saw what we hit, and then started digging deeper

335
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into those verticals. You get a lot of things where people are like, well,

336
00:20:55,265 --> 00:20:58,164
you know, schools would be great. It's great for kids. Absolutely.

337
00:20:58,784 --> 00:21:02,544
12% performance improvement on cognitive with kids in our

338
00:21:02,544 --> 00:21:06,370
environments. The problem is schools are bought at the school district level, which

339
00:21:06,370 --> 00:21:10,050
is hyperlocal and very fragmented. Right. So as a

340
00:21:10,050 --> 00:21:13,810
small company, you can't go and hit every school district because you don't have

341
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the distribution channels. Sure. But the logic makes sense. So we're fighting

342
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against what people perceive as valuable. And then

343
00:21:21,215 --> 00:21:24,995
but we did use we levered up on sports specifically because it's sexy.

344
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It creates performance value propositions. And then now we're starting to see

345
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that expansion attraction, from that position. I

346
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mean, the interesting thing going on in all these the

347
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proliferation of these new sports leagues or

348
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or significant investment in, you know, say, you know, different

349
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soccer leagues in the US. Like, they're all building, you know, 150,

350
00:21:47,155 --> 00:21:50,615
$200,000,000 facilities, you know, indoor, outdoor,

351
00:21:51,315 --> 00:21:54,275
you know, and b and c and debark. Because I I would assume that this

352
00:21:54,275 --> 00:21:58,115
should just just get basically, like, quoted in that as, like, next

353
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generation. I'm assuming that it's easier to get it into a

354
00:22:01,960 --> 00:22:05,720
new build than a renovation. They

355
00:22:05,720 --> 00:22:09,320
gotta be renovating something else probably inside the facility, or how do you how do

356
00:22:09,320 --> 00:22:12,200
you see that mix? Because I think once it gets built into, like, the next

357
00:22:12,200 --> 00:22:16,035
generation of, like, a sports facility, that becomes, like, the the next generation

358
00:22:16,035 --> 00:22:19,575
of what you should do. For us, it's still a timing issue.

359
00:22:19,875 --> 00:22:23,015
Yeah. We're unknown. So someone who's building a brand new

360
00:22:24,435 --> 00:22:28,139
NWSL soccer stadium, If they don't know about us,

361
00:22:28,139 --> 00:22:31,980
they're not gonna specify us. Mhmm. So we have to work with the architects, the

362
00:22:31,980 --> 00:22:35,820
Genslers, the mannequas of the world to teach their architects that

363
00:22:35,820 --> 00:22:39,580
we exist. We're getting very good traction in those spaces. Okay.

364
00:22:40,059 --> 00:22:43,145
But we still have to go to the teams. And if the teams don't know,

365
00:22:43,145 --> 00:22:45,785
then they push it to the architects. The architects have to be educated, and then

366
00:22:45,785 --> 00:22:49,545
we get specified in. We've done deals where the

367
00:22:49,545 --> 00:22:53,145
whole building is designed. They've actually purchased the lights

368
00:22:53,145 --> 00:22:56,630
already because they were worried about supply chain. And we walked in and said, do

369
00:22:56,630 --> 00:23:00,390
you know about us? They said, no. Holy crap. We want you, but

370
00:23:00,390 --> 00:23:03,350
we already own the lights. And then we said, well, that's fine. You guys are

371
00:23:03,350 --> 00:23:06,890
marketing yourself as the newest basketball arena,

372
00:23:07,350 --> 00:23:10,825
state of the art, best tech. And the minute you open, it's wrong because you're

373
00:23:10,825 --> 00:23:14,105
not using us, and they go, yes. And they carve us out a piece, but

374
00:23:14,105 --> 00:23:17,485
not what we would have gotten had we been there 2 years ago. Right?

375
00:23:17,625 --> 00:23:21,065
So construction takes 6 to 18

376
00:23:21,065 --> 00:23:24,810
months. So it's timing. We haven't necessarily been in the

377
00:23:24,810 --> 00:23:28,650
market, but we're starting to show a lot of traction with deals we started

378
00:23:28,650 --> 00:23:32,410
pitching a year ago that are now coming to market, I

379
00:23:32,410 --> 00:23:36,245
e, Philadelphia, Union, Sacramento, Kings, things like that. And we find

380
00:23:36,245 --> 00:23:39,924
that once we get in, the next thing they do, we then

381
00:23:39,924 --> 00:23:43,605
move into that very quickly. You know, we've gone from 0

382
00:23:43,605 --> 00:23:47,205
English Premier League teams to now 6 in the last 5

383
00:23:47,205 --> 00:23:51,040
months because we finally found a guy that's an ex

384
00:23:51,040 --> 00:23:54,560
Premier League player. He he went back to his guys. He's the next

385
00:23:54,560 --> 00:23:58,160
Nike performance guy. He called all of his performance guys and said, have you heard

386
00:23:58,160 --> 00:24:01,280
about this? And they were like, no. Holy crap. What do you mean? Everything. Right?

387
00:24:01,280 --> 00:24:05,125
So once you're gonna get into the flow, it becomes both

388
00:24:05,125 --> 00:24:07,865
fear of missing out and fear of not being competitive anymore,

389
00:24:08,804 --> 00:24:12,245
once you get into those niches. And Yeah. We're starting to see that traction

390
00:24:12,245 --> 00:24:16,090
across NFL, NBA. You know? I would say we have

391
00:24:16,090 --> 00:24:19,610
25 to 50% of all the major leagues doing something with

392
00:24:19,610 --> 00:24:22,830
us, which we think will then both grow.

393
00:24:23,530 --> 00:24:26,250
And then the other thing, and they gotta go back one step, and I think

394
00:24:26,250 --> 00:24:29,894
this is really important. We view it as

395
00:24:29,894 --> 00:24:33,495
an enterprise solution. We don't view it as just focusing on the

396
00:24:33,495 --> 00:24:36,875
performance of the player. Right? The players get

397
00:24:37,575 --> 00:24:41,335
NormaTec and Oura rings and diet and

398
00:24:41,335 --> 00:24:45,080
trainers and all that stuff. We're talking to the 1, 2,

399
00:24:45,080 --> 00:24:48,919
300 people in the building Right. That support the players that

400
00:24:48,919 --> 00:24:52,620
are there 16, 18 hours during the season sleeping under their desks.

401
00:24:52,840 --> 00:24:56,200
You know, we're lifting the whole organization, all of your human

402
00:24:56,200 --> 00:24:59,645
capital assets, because they're all underneath the light. The

403
00:24:59,645 --> 00:25:03,485
players, you know, you want that 1 to 2% income. 1 middle

404
00:25:03,485 --> 00:25:07,085
of it. But for the staff and the coaches, we've

405
00:25:07,085 --> 00:25:10,545
seen, you know, 22% change in sleep data

406
00:25:10,900 --> 00:25:14,420
on our Oura Ring for coaches because their sleep,

407
00:25:14,420 --> 00:25:18,200
hygiene, and lifestyle is inside the building, you know,

408
00:25:18,660 --> 00:25:22,500
way too many hours per day. Yeah. Well, I'm I'm intrigued with what you have

409
00:25:22,500 --> 00:25:26,120
here because it it is a a huge opportunity, and and the performance

410
00:25:26,179 --> 00:25:29,745
is it it it's evident.

411
00:25:30,525 --> 00:25:33,885
After this call, I'm gonna send you a list of some of the architects that

412
00:25:33,885 --> 00:25:37,645
build a lot of these health clubs and sports complexes that we're very close

413
00:25:37,645 --> 00:25:41,250
with. And, also, the other thing that could be interesting is that a lot of

414
00:25:41,250 --> 00:25:45,090
the franchisors in their they call them franchise disclosure documents.

415
00:25:45,090 --> 00:25:48,930
They actually, you know, have preferred vendors or mandatory, vendors.

416
00:25:48,930 --> 00:25:52,450
And some of these groups are are kind of at the forefront of this is

417
00:25:52,450 --> 00:25:56,294
what our environment needs to be, and that basically is our brand. A lot

418
00:25:56,294 --> 00:25:59,695
of these studios are basically now effectively arenas because the

419
00:25:59,695 --> 00:26:02,034
instructors basically are the performers.

420
00:26:03,135 --> 00:26:06,115
So, we'll definitely follow-up on that.

421
00:26:06,815 --> 00:26:10,335
In closing here, if you're a health club

422
00:26:10,335 --> 00:26:14,130
operator and you're making this decision to basically

423
00:26:14,130 --> 00:26:17,830
roll out 20 clubs over the next several years, you know, what do you see

424
00:26:18,210 --> 00:26:22,050
from an enterprise solution? Is that is that an ongoing maintenance fee

425
00:26:22,050 --> 00:26:24,855
that that you have set up? Is it, you know, are we partners? I'm not

426
00:26:25,095 --> 00:26:28,535
you're not really a vendor. I I tell people sometimes, like, if you're if you're

427
00:26:28,535 --> 00:26:32,375
a client of Integrity Square, you know, you're you're my you I'm

428
00:26:32,375 --> 00:26:36,215
I'm a I'm your adviser. You're my client. If I'm your broker, then you're my

429
00:26:36,215 --> 00:26:39,750
customer. You know? Like, it's the way you have to think about, like, who you

430
00:26:40,049 --> 00:26:43,730
are because you're basically an ongoing service provider to

431
00:26:43,730 --> 00:26:47,429
optimize your your team and your and your employee base. So

432
00:26:47,649 --> 00:26:51,155
is there a narrative there that is catching

433
00:26:51,155 --> 00:26:54,835
on with with either health clubs or studios? That's some main people listening to

434
00:26:54,835 --> 00:26:58,455
this, or not yet. So from a from a from a health club perspective,

435
00:26:58,515 --> 00:27:02,275
right, you're gonna buy light. So let's just assume that decision's being

436
00:27:02,275 --> 00:27:05,790
made. You can now buy light with us that

437
00:27:05,790 --> 00:27:08,850
has potentially a unlimited useful life

438
00:27:09,550 --> 00:27:13,310
because we can work with you as your business changes, as you need different

439
00:27:13,470 --> 00:27:17,095
as as we learn about performance and light health and

440
00:27:17,095 --> 00:27:20,775
light science, we can just modulate your solution. So because

441
00:27:20,775 --> 00:27:24,135
it's future proof, am I your partner? Only if you want me to be. If

442
00:27:24,135 --> 00:27:27,575
you wanna buy my platform, turn it on, and never talk to me again, it

443
00:27:27,575 --> 00:27:31,410
will perform. It will run its useful life. And

444
00:27:31,410 --> 00:27:34,929
then I guess at some point, it just shuts down like any other Right.

445
00:27:35,250 --> 00:27:38,930
Installation. If you want to subscribe and then

446
00:27:38,930 --> 00:27:42,450
work with us to create custom solutions that are modifying what we're

447
00:27:42,450 --> 00:27:46,235
learning, take advantage of them, create different rooms, different health and

448
00:27:46,235 --> 00:27:49,855
wellness environments. Yeah. We can really work to

449
00:27:50,235 --> 00:27:53,935
to tune the solution to your particular

450
00:27:53,995 --> 00:27:57,800
need. But from a 20 user standpoint, you're gonna get far

451
00:27:57,800 --> 00:28:01,640
more useful life from our platform. You're gonna get the ability

452
00:28:01,640 --> 00:28:05,260
to mod to modify your presentation of value proposition,

453
00:28:05,640 --> 00:28:09,320
why pick me versus them. If you're gonna spend 45

454
00:28:09,320 --> 00:28:12,700
minutes to 2 hours indoors, why not do it under perfect sunlight

455
00:28:13,345 --> 00:28:17,024
without UV risk of cancer, getting

456
00:28:17,024 --> 00:28:20,404
perfect circadian alignment so you leave energized and focused

457
00:28:21,105 --> 00:28:24,705
and which means you're gonna sleep better and recover better under

458
00:28:24,705 --> 00:28:28,225
those hours you're giving us to increase your you know, to work

459
00:28:28,225 --> 00:28:31,980
out. And I don't think there's a better pitch, you know, whatever

460
00:28:31,980 --> 00:28:35,740
you're doing. If you're gonna have to do it indoors, either

461
00:28:35,740 --> 00:28:39,180
at your own vol you volunteer to be indoors or someone makes you be

462
00:28:39,180 --> 00:28:42,480
indoors, why not make sure the environment is the most holistically

463
00:28:42,620 --> 00:28:46,415
healthy? And that's what we do. Awesome. Well, officially,

464
00:28:46,415 --> 00:28:50,115
welcome to the Halo sector. We're gonna try and jump start these, these installations

465
00:28:50,255 --> 00:28:53,775
so we can have you in here and excited about it and show that they're

466
00:28:53,775 --> 00:28:56,975
doing the right thing. So after this, I'm gonna give you a couple of leads.

467
00:28:56,975 --> 00:29:00,790
Look forward to, to working with you. Congrats on what you guys have built, and

468
00:29:00,790 --> 00:29:04,630
I think it's a game changer. So everybody here, you've heard Braylen and you've heard

469
00:29:04,630 --> 00:29:08,310
it here on Halo Talks. Thank you, Kyle. Great. Thanks, Pete.

470
00:29:08,310 --> 00:29:08,810
Awesome.