Episode #523: Unlocking Retail Revenue-Meghann Butcher on B2B Ecommerce for Fitness Studios

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

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with the prospect wizard. And when I say wizard, I

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mean wizard. Obviously, you have a website. This allows

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you to convert your website traffic visitors directly

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into leads. It's not just another chatbot, and it's not AI,

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but it allows a visitor to call, text, or leave a voice

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

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instantly. MIT shows a study that if you contact the lead within

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10 minutes, chance of them converting goes up 9 times

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that of the average. We got the Atlanta Clubs on it, VIDA

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Fitness, Gold's Gym, mountainside, City Fitness,

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Philly, College Park, become one of the

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next halo companies to deploy the wizard. It's easy to

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use. Go to the prospectwizard.com. Get a free

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30 day trial. Talk to my boy, Dave Ganulin. He will get you all set

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up and let the leads flow based on the wizard.

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Go get them. This is

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Pete Moore on Halo Talks. I'm bringing a new friend of Square

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to the podcast who we met back at Ursa HFA

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2024. Megan, rep spark. We're gonna talk

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about retail. We're gonna talk about ecommerce, and we're gonna talk about how you

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as an owner operator can actually leverage your membership base,

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your community, and your retail square footage in the easiest and most

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efficient way. So Megan, good to see you again and, give us your

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background on how you got to this place. Yeah. Great to see you

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too. So we just to start, we are a

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software platform. We provide, b to b ecommerce,

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to really provide a way for brands.

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So that could be brands that are in a boutique gym

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or a golf shop. So brands and then the buyers. So there's that

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traditional buyer, right, that you, have a buyer who has a

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retail store or you have that owner operator. You have that golf

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pro. You have that tennis pro who has retail as a portion of their shop.

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So we make it easy for the brands and those buyers, I'm gonna use

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air quote, buyers, to connect and transact in a

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single platform. Yeah. So most of the studio operators

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that that we work with or that we've met with, you know, every day is

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a fire drill. Yep. You know? Hey. This is like ancillary revenue. It's an

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opportunity. I know it's high margin, but, like, I just don't have time to get

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to it. You know? Intuitively, you'd say, okay. I've got a health club. I've got

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a 1,000 people that come through here a day. Or a studio, I've got, like,

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200 people who are part of my cult that that come here and they kinda

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pass it through the pro shop. And the studio operator is not,

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like, necessarily those what's on trend. Like, a lot of

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shelf spaces is not really thought thoughtfully put

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out. So a lot of groups that you think

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would have, like, 30% of their revenue coming from, you know, retail or some

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component, you know, it's, like, a 7 to 10%. And I think a lot of

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it, you know, the date fire sale. So, like, what what are some of the

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things that you've seen where you say, hey. Look. I come to you and I

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say, hey, Megan. That's great. But retail has never worked for me, and I, you

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know, I feel like it's supposed to be a profit center. It's a cost center.

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So how are you gonna help me do that? Yeah. For sure. So

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what we oftentimes see as well, these owners and operators aren't, you

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know, buyers, merchandisers by trade. They do, as you as

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you've mentioned, have a very unique opportunity, because they

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do have a membership. They have they're guaranteed to have, you know, x number of

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people come to their actual location, every

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single day. So we do feel that they have a unique opportunity, but they just

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like you said, they don't know how to do it. They need it to be

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easy. They need it to be seamless. They need to be able to quickly

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and easily place at once orders. They need to have a finger on the pulse

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of inventory. They need to maybe stock

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2, 3 sizes of a product, but then be able to order it in different

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colors, maybe then be able to order it in different sizes. And they

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need to make it easy. They don't wanna call a sales rep. They don't have

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time. They really don't have time to call a rep for the brand and say,

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can you come visit my shop and show me what you have in your catalog?

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You know, these these owner operators have a really unique opportunity that they

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get to know their members. And if they keep track of what they're wearing,

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what they're carrying, if they take a shower and go back out of the

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gym, what they're wearing as they leave the gym, if they have a purse, a

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bag, they have a really unique opportunity to get to know those members and

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be very intentional of the retail that they're stocking in that store.

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So so when you think about,

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ecommerce and and you think about, like, a a b to b ecommerce

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player or platform, if I'm a health club operator, I got 6,000

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members. I know that 10% of those members

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are on a treadmill. I know they're probably buying sneakers, you know,

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every quarter. What are you doing on your end to be like, hey. Look. I

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know what your your traffic is. I kinda know what category you're in. I know

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what modalities you have going on inside. And then basically, I'm

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saying, like, put this in your in your pro shop or let me, like, curate

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your ecommerce store because I know the behaviors and the

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utility of of of what people wanna buy.

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Is that is are you basically, like, looking at the data or or you're you're

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waiting for them to feed you some information? How how does that work to, like,

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leverage the information? So if we have that

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information and can get it back from some point of sale type system, then we

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can start doing those type of recommendations. We also do we have

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a whole recommendation algorithm where if that club, logs

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in, we know what they purchased before, more what they purchased,

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not not their sell through, but they're selling. So we know, you

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know, they do really well. They always reorder this certain brand. Well, here's 3 or

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4 other brands similar to it. They are a

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pro shop or pro shop, a boutique gym in this geographical

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location. Okay? We know what's trending in that location. But it's

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really the onus is on the owner operator to get close to those members and

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understand what they want. It's it's really the ease of ordering,

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the recommendation engine. But, Pete, we don't necessarily

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ingest all that specific club member data unless

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they have a platform where we can, you know, ingest that POS data, and then

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we can start making some really smart recommendations.

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Gotcha. When when you take a look at, you know, what the revenue

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potential could be, do you look at that on a, like,

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you've got x amount of square feet that you dedicate to retail? Let me

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let me tell you a story. So we we owned a, a company called

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Extend Bar down in Boca Raton. We probably

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had a 4,000 square foot facility. I'd say about a 1,000 of it was

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was dedicated to the retail, you know, and and, you

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know, whether it's Lululemon, whether it's Extend Bar

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branded. So so first question is, 1,

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what's the op what's the potential opportunity you think for a studio? Like, what dollars

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per month can they generate? Or if you have data, you know, like, the average

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group generates this amount per of revenue with us? And

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then the second question is, how much of it do you think should be

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branded, from that location? Are you taking over their branded

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materials as well or any co branding? Yeah. So to start with

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the branded part, we do so we

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support the brands that do do customization. So

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so in RevSpark on the brand side, we support a whole customization

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model where that boutique gym could log in. They could be

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looking at nomadic's towels or, you know, whatever, and

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then have the capability to customize and put their logo on

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it, put their branding on it. And, you know, we see that as

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a great marketing opportunity for these gyms. I mean, they usually

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have some sort of, you know, community that I

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I go to Radiant Hot Yoga here in, Newport Beach and,

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you know, big fan. And I'm you know, you get members there, and they're right

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or dead. They wanna, you know, post that marketing material everywhere.

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So we look as that as that as a you know, there's a

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revenue opportunity. There's also marketing opportunity there.

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So the boutique gym could log in. They could go into our community

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area. They could filter down for,

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apparel, for consumables, for, you know, mats,

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for footwear, that are on that platform, and then they can

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also filter down to ones that support customization. So it makes

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it really easy for them to filter those down. Yeah. So

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so there obviously, if you're not part of a franchise organization, you

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got, like, 1 or 2 or 3 studios. For you to, like, call up Lululemon,

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you know, or or Nike or Adidas and say, hey. Wanna do a, you know,

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a promotion within it. You know, they might take your call and say, like, yeah,

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when you get to a certain size, you know, we'll talk about it. You know,

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is there are there rules related to and I don't know what kind of enforcement

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there is, but, you know, Lululemon, I'm gonna take or Aloe. Right? I'm gonna take

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their gear. I'm gonna buy it from you, and then I'm basically gonna have it,

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like, embroidered Yeah. Without asking them. Is one is,

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like, what's the rules on that now? Is that allowed? Or is that, like, a

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co branding, like, you know, infringement?

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Yeah. So you're not really allowed to do that. And most of the

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brands, like, an Aloe or Lulu would get upset about that. So

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Okay. What what we would offer is we support a lot of brands that will

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do that for you. Like, Task is a really cool brand that's in the space

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that will customize and put logos and embellishments and

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screen prints on the product. And they think logo also?

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Yeah. With their logo also. Okay. So it's really big in golf. If you think

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about it, every pro shop you've ever been in has, like, the golf club

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logo and then Peter Millar or Johnny o or something on it. So,

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there's a lot of leisure wear brands that will do that too.

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Maybe not the size of a Lulu or an Alo, but smaller ones that are

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really unique to, retail locations that will put those

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put that on there and work with the clubs. They don't require, you know, 50,

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a 100, 10000 units. They're built to do that for

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10, 15, 20 units and then reorder it, time

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after time.

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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. What

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

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

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

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vault is going to allow a member to set up their own profile.

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They are going to answer questions. You are gonna get those answers. You're gonna be

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able to target those members, and you're gonna reward them inside your

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

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of the spa to get them to become loyal, to get them to pay

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their monthly dues, and to be rewarded properly for

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the actions. A lot of companies are cutting back on rewards. You shouldn't

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be. Promotion Vault's your answer. Trust me. This is real.

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So from from a working capital and cash flow standpoint,

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what does a studio need to do? Is this a traditional, hey. You

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know, you're buying product. You're buying at wholesale. You know, it's a,

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you know, cash on delivery COD, or is it, you know, I have

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terms with you because, obviously, you know, there's a there's a finite amount of cash,

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and a lot of people have things tied up and things that don't move. Yeah.

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So what's really interesting is, with Wholesale, and a lot of people don't know

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this, typically, you can get good terms. So you can get, like, a net 30,

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net 15, net 60, depending on, you know,

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who you're ordering from. So that's super brand specific. That's not really something we

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would determine. But that would could be worked out between the

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boutique gym and the brand. But most people,

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do check out on terms. They get terms. They get net 30, net 15.

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We also offer, an extension of the traditional,

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you know, in store platform where it's a pop up shop or a

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microsite. So those are used a lot for trunk shows,

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for, like, a holiday special, for,

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you know, special event, a mother's day about something like that where the club actually

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doesn't even have to stock that product, but they would work with a brand

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to a pop up shop. So it's like a b to b to c. And

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those transactions could be set to the member number of the

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member that's shopping. You could have somebody on-site from the

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brand and have members there just, you know, ordering, or you it

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can be completely digital where the club, the

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boutique gym can put together their own microsite, blast that out

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to, their members, and their members can shop. And,

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essentially, they never have to hold the inventory at all.

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Gotcha. You know, what and I've been in situations where

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I've said yes to things. I was on the board, and, you know, extend bars.

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Like, we're gonna go to, some company in California, made in

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America or American whatever it was called. We're gonna do, like, a

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$100,000 of, you know, inventory. We're gonna create our own own apparel.

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We're gonna create our own brands. The the numbers never really work

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out on that. It was a franchisor, so we're sending it out. And it

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was all the different shirts and all different sizes and all different colors, and you

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kinda run into, like, you know, just the crazy warehouse. Are there

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certain items that you're like, look. If you buy these, they're gonna move. Okay? So,

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like, with Gold's Gym, I said, why don't you go buy some head the old

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school headbands, you know, that I have a couple here somewhere.

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You know, buy, like, wristbands, headbands, key chains,

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cell phone cases, you know, with with your logo on it. What are

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some of the things if I say, look. I'm not stocking apparel because I

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just don't I'm I'm not in the apparel game. I don't want people to, like,

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hang out here and, like, shop. I just wanna, like, buy have them buy things

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that they're excited about. Almost like when you go to, you know, a

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New York Giants game. Let's say Ranger game because it's hockey season. When the

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Rangers win, I go and buy, like, a a hat or I go buy, like,

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you know, a puck. Yes. Or, you know, I buy something that, like, is,

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like, not I'm not making a, like, a a decision. Like, how many times I'm

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gonna wear this jersey? Like, it's $300. Right? Because I'm 52 years

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old. I can't really wear a hockey jersey that much around. You know, it look

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weird. Right? So so what are some of the things that you say? Like, look.

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I'll tell you. This stuff moves, and this stuff, like, you gotta work it moving

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or, you know, people gotta really love your brand in order to wear it. So

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how would you answer that question? Yeah. I mean, consumables, I think, work

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really well. You know, someone's checking out and they need some electrolytes or something

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like that. I mean, that works really well, and we have a lot of consumable

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brands where that boutique gym can log on and just, you know, have some at

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the checkout. So those always move really well.

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I would say just your standard basic, you know, tank or

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tank tops, sports bras, but, you know, the basic

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colors. But that's where you can get exciting using a platform where,

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as a boutique, you don't have to order so many, and you don't have to

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spend so much time. I also think it's very unique for

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per location. I mean, here in Southern California in the summer, I mean,

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the gym that I go to, they stock bathing suits, they stock cover ups, they

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have cool bags. It's very intentional, and I think you have to be

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creative with it. You know? Do you what's that extra

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thing that you can do where, you know, the person who's welcoming

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everybody in is taking note of what people are wearing, what they're doing?

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Do you offer gift wrap? I mean, just something different to be a little bit

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more creative than just, you know, you having retail there.

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Mhmm. Because these stores have a really like I said before, they have a unique

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opportunity where they they are guaranteed to have x many people coming

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through their shop. Now are they there to shop? Maybe not.

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But if you are creative, they will, you know, and

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and offer those things. Even things like candles, you know, we've seen

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those do really well. That's another great example. Yep. Accessories

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like bracelets. We have a brand called Pura Vida that does

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really well in these types of stores, so it's not taking up so much space.

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And it's also really important to move things around. So if you have 3

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or 4 locations, move things from location to location so it looks

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like it's always new and fresh. We talked to a boutique owner. It was really

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interesting. He, he was like, I use that as my welcome mat. So I think

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of it as marketing, but I also think of it as my welcome mat where

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somebody gets the vibe of our gym by coming in and

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kinda seeing what type of of, items that we're stocking.

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Gotcha. You know, with Xtendmar, we, we sold a lot of socks.

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Socks. The the the grip socks. Yes. That was that was a big deal. Back

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to back to the question of, you know, what percentage of the revenue, if you

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could disclose it to us, or dollars? You know, I've got a 3,000 square

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foot location. I'm doing 6 classes a day. I've got

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300 members. You know, a lot of these groups that we see, it's kind of

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like an other revenue line. It's not even like they don't even, like, put down,

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like, you know, ecommerce or Pro Shop sales because they're it's not material.

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You know, what have you seen as, like can I get 30 can I make

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5, $10 a month in revenue, you know, as a studio operator? Like, what what

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would you say you know, how what potential could this be? Obviously, there's no

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additional cost to be, right, except for, you know, refilling the

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stock. And can I really do anything with that other square footage? Or is it

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kind of retail or nothing as a revenue per square foot? So is it a

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is it a $5,000 opportunity? Is it a 1,000? Is it 10,000? Like, what what

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are some of the moments? Or you say, like, hey. Well, this this group's crushing

285
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it. Maybe there's some special sauce that they have, but just let us get in

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there, give you ideas, you know, and and this is gonna move if it's

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if it's, you know, presented properly. Yeah. Pete, I don't have

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those numbers, unfortunately. I wish I did. I'm trying to work with StudioGrow to get

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some of those numbers too to just kind of really dig into this space. I

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know in in, like, golf pro shops and tennis pro shops,

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I mean, they're netting with really small spaces there. I mean, some golf pro

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shops are dedicated purely to retail. So So what would be the what

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would, like, a golf pro shop be able to produce, like, just, you know,

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like, a a course that's got 18 holes and, you know, maybe it's not like

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a top notch, you know, you know, 5 star, you know,

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club, but, you know, it it's just like a an ordinary middle market club. And,

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you know, do do, like, 30000, 40000 a month probably of of

298
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Yeah. Yeah. Apparel? I would say at least. At least. So,

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you know, it's it's different, but, but it's not. If you do it

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right and you can you can be active, but you have to have a strategy.

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You have to have you know, be intentional about it, and you have to know

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your members. Know your membership. What are they gonna want? Is it, a lot of

303
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moms at your club where maybe if you have some kids' stuff there, it'd be

304
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really cool. They're looking for you know, you have to think a little bit outside

305
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the box than just, you know, socks

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or mats or something that would be really apparent. And I think that's

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where there's a huge opportunity here. But, again,

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you have to be really intentional about it. If you're just gonna have that Yep.

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Black tea and the this, you know, you're probably not it's not part of your

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strategy. It has to be part of your revenue strategy. As as

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any of your clients kind of wrap this into some kinda,

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like, reward points or any kind of program where, you

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know, they're spreading a certain amount that's giving them a certain benefit,

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or, you know, if they buy something from the club that is,

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is branded. I mean, they're basically like, you know, a free influencer

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or, you know, an unpaid or paying influencer. They're paid to, like,

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influence your your brand on your behalf. Yeah. Have you seen people, like,

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wrap that in? Because and the reason why I asked is because there was an

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iteration of this ecommerce inside of health clubs back in the day, and they had,

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like, a kiosk, you know, a screen, and it's like, well, you don't nobody needs

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that anymore. They they have their phone. You know? So you don't really need to

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put a device in there. So so is there anyone, like, using

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this and kinda saying, like, hey. Buy buy for me more or get a free

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class or something if you use our our ecommerce platform? I'm trying to think about,

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like, what's the what's the hook. Well, so it's not

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necessarily that, but they will do, like, what these microsites are these

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pop up shops, they'll say, you know, as a reward for

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doing this many classes, or, you know, a March challenge or something like that,

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You know, for this specific set of merchandise, you get 10%

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off or something like that. And the club completely benefits or the,

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boutique gym because they're never stocking that inventory, but they'll work with the brand to

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put together this microsite pop up shop. And that's kind of the reward.

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And now they can decide whether they want it to be customized logoed or not.

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And then the members get to choose from that selection of product as

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part of, you know, their winning, if you will. So we see a lot of

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boutiques being successful with things like that.

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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. Higherdose.com.

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They are the leader in workout recovery products,

340
00:20:50,380 --> 00:20:53,440
infrared technology, LED light masks,

341
00:20:53,900 --> 00:20:57,420
neck enhancers, and other products such as

342
00:20:57,420 --> 00:21:01,265
PMF mats and sauna blankets. If you have not

343
00:21:01,265 --> 00:21:05,025
gotten on the workout recovery train yet, your

344
00:21:05,025 --> 00:21:08,865
time and your stop is now. You gotta get these products in there

345
00:21:08,865 --> 00:21:12,485
before these workout recovery and spas end up saturating

346
00:21:12,625 --> 00:21:16,370
your market. Having your members walk out of the club and going into one of

347
00:21:16,370 --> 00:21:20,050
their locations for $200 per month where they're paying

348
00:21:20,050 --> 00:21:23,830
39 to you, let's become an expert in workout recovery

349
00:21:24,210 --> 00:21:27,934
if we are already an authority in workouts. Higher dose,

350
00:21:28,315 --> 00:21:31,914
check it out. There's a wholesale code, and we look

351
00:21:31,914 --> 00:21:35,375
forward to helping you augment your products and services

352
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to meet the demands of your members. And, hey, let's get people

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happy, healthy, and sweating, and the recovery should be

354
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just as good as the workout.

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We work with a company called Promotion Vault, which does gift cards and also

356
00:21:51,620 --> 00:21:55,274
does, store value and, like, instant gratification and

357
00:21:55,375 --> 00:21:59,135
and recognition for employees. One of the things we're tinkering with

358
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was this idea of, like, an employee saying, you know, you you know, higher dose

359
00:22:02,735 --> 00:22:06,510
because we we talked about it at, at IRSA, and that's infrared

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sauna, products and and face masks. Like so we're thinking about

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saying, like, okay. If there's let's say there's a woman that works at at a

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studio, and she says, look. I really want this face mask, which is a $349

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purchase. How does the company potentially, like, build up to say, okay.

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We're gonna put a certain amount in your account for reaching your membership targets, reaching

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your meeting your net promoter score targets. And, you know, at the end of

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that 4 months, like, damn, you've earned your your face

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mask. Is there anything I I don't use this. Like, people put,

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like, wish list up on, like, Amazon. I just buy shit when I need it.

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But, anyway, you know, like, is there something that maybe, like, is gets incorporated here

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as, like, we're gonna fulfill your rewards

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with apparel, like, as part of a challenge. I'm just thinking a lot of, like,

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where this goes because I feel like there's a hook here, but you gotta convince

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these studios to do it. You know, a lot of them probably come in that

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have not been successful with apparel and pro shop, but are probably, like, a little

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bit of an. And I wanna figure out, like, how do we help you promote

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this and say, well, you gotta kinda clear your mind of what the past was

377
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and think about it as the future and and how do we want these people

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who are part of a cult today. I keep saying cult because you have 300

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people that belong to your studio, and they are your

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marketing source if they are getting results and if, like, that's their

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community. So they're happy to do it, but maybe figure out a way to get

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them to almost be, like, you know, like, network marketing. Like, put an affiliate code

383
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in and then get a percentage of it, or you could put take a percentage

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of it and give it to a charity. I don't I haven't been through your

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software, but I'm thinking, like, there's gotta be some kinda ongoing hook that

386
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might help proliferate this. Yeah. I mean,

387
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the at the end of the day, we're a pass through. Right? So the brands

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will be working with, with the, you know, owner operators to

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put that together. But we do have a lot of owner operators that will put

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together, like, I don't know, Ashley's picks or something like

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that. And then the members of the studio can go in and purchase and

392
00:24:02,150 --> 00:24:05,990
again, it's then direct wholesale. So we do have some that are doing

393
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things like that. Or here's the selection of products we've worked

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00:24:09,669 --> 00:24:13,405
with. I don't know, xxx brand to put this together for

395
00:24:13,405 --> 00:24:16,545
you. They're all gonna be monogrammed and or or customized.

396
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And, you know, if you finish this challenge or do this thing or come to

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these classes, you get to have, you know, selection of these products.

398
00:24:24,360 --> 00:24:27,720
Yeah. That makes sense. Yeah. I think I I've done a couple of, like,

399
00:24:28,120 --> 00:24:31,880
soul classes where it's like a 20 day challenge. You know,

400
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I get, like, a nice little, you know, hat with that little, you know, pom

401
00:24:35,640 --> 00:24:39,365
pom on top. The pom and I'm cost probably $10 and, you

402
00:24:39,365 --> 00:24:42,565
know, it's $700 worth of classes, but I did complete the challenge, you know, to

403
00:24:42,565 --> 00:24:46,245
get the pom. There you go. There you go. Yeah. So, look. We're

404
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gonna have all the information on on the, on the process and and how to

405
00:24:49,845 --> 00:24:53,620
contact you and your team to to get onboarded. Before we do that, if you

406
00:24:53,620 --> 00:24:57,380
get us any materials, you know, what branch you work with or, you know,

407
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the the whole wholesale pitch of how the platform works. And then the last question

408
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is, you know, if I wanna onboard, how long does it take to do that?

409
00:25:04,180 --> 00:25:07,380
How many how many hours does it take to onboard with with with reps for

410
00:25:07,380 --> 00:25:11,035
for days? So as, like, an owner operator of a gym,

411
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it's free. You literally log on to app.repspark.com, and

412
00:25:14,875 --> 00:25:18,475
you can start seeing all the brands. You can start requesting access. You can start

413
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shopping. I mean, the goal is at the end of the day, whatever these,

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people are putting in their shop, in their retail space, they should be able to

415
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go to one place to do it. It should make it really easy. They should

416
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be able to see all their invoices in one place to pay the brands. They

417
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should see which invoices are coming due. So that's what we do. So for the

418
00:25:35,820 --> 00:25:39,475
owner operator, it is literally a push of the button. It's it's So you could

419
00:25:39,475 --> 00:25:42,674
be up and running, like, right after this podcast, basically. Yeah. Like, they could get

420
00:25:42,674 --> 00:25:46,034
up and running and and start to connect and connect with all the brands. For

421
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the brands, it depends. If the brands are smaller on Shopify, something like

422
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that, it's a day. If the brands are bigger,

423
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established, you know, bigger brands, then it could take a

424
00:25:57,169 --> 00:26:00,929
couple weeks. But it's really but for these owner operators, you

425
00:26:00,929 --> 00:26:04,470
literally log in, you get accepted, and you can start essentially

426
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kinda shopping and thinking about what you might fill your

427
00:26:08,264 --> 00:26:11,085
retail space with that might be very lucrative and exciting.

428
00:26:12,184 --> 00:26:16,024
Great. Well, we've been preaching revenue per square foot, optimize your your

429
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your platform, and and try and get as much going through the 4 walls and

430
00:26:19,784 --> 00:26:23,490
outside the 4 walls. So I'm glad you were, able to, to come

431
00:26:23,490 --> 00:26:27,330
to. We were able to connect in person. You know, it'd be great

432
00:26:27,330 --> 00:26:30,630
if Eric was on, but that's okay if you could make it. Just kidding.

433
00:26:31,169 --> 00:26:34,425
Thanks for listening. As our first listener of this podcast live,

434
00:26:34,985 --> 00:26:38,425
And, you know, we'd love to help you get this proliferated throughout the studio. So

435
00:26:38,425 --> 00:26:41,625
anything that could help them optimize their revenue is is,

436
00:26:41,945 --> 00:26:44,905
music to our ears because we're trying to help them raise capital. And the more

437
00:26:44,905 --> 00:26:48,265
revenue I have per square foot and the more EBITDA, the the the more likely

438
00:26:48,265 --> 00:26:51,280
it is that investors are gonna say, hey. I like your model. Let's go build

439
00:26:51,280 --> 00:26:54,640
another one. So Yep. Thanks for getting involved. Good to see you, and,

440
00:26:54,880 --> 00:26:58,580
appreciate you guys, helping out. Thanks so much. Awesome.