Live @ The Common Ground Alliance Conference + Expo - Part 2

[00:00:23] Speaker A: It's showtime. [00:00:24] Speaker B: It's always showtime. We are always ready to go at a moment's notice. [00:00:29] Speaker A: Allegedly. [00:00:30] Speaker B: Allegedly. It's a big moment, though, Chrisanne. [00:00:33] Speaker A: You've got to be proud. Like, we're kind of. Would you call this the halfway point? I think we're dead in the middle. [00:00:40] Speaker C: Yep. We're on second base and looking at home. [00:00:42] Speaker A: So how are we feeling? [00:00:43] Speaker C: You know what? It's a record attendance, record number of exhibitors, record number of sessions. You know, records are meant to be broken, and we've broken all of them this week. And I'm incredibly proud of the CGA team and our board of directors, our advisory panel for all the hard work they put in 362 days a year for a three day show. [00:01:04] Speaker A: I know a lot of people have been talking. We've interviewed a ton of folks and just talking about, number one, the amount of people nailed that, but also just that it's the right people and the amount of networking. We've been right here in the thick of it, and they hear this place buzz yesterday and in those receptions. That networking is so valuable, not just for vendors, but for our industry, period. [00:01:31] Speaker C: You never know what's going to be at the other end of handshake. [00:01:34] Speaker A: No doubt. [00:01:35] Speaker C: And we look at our survey results, and every year, the number one, biggest value folks get out of the CGA conference is the networking. I think we've hit that perfect blend of it's okay to have fun and work. You know, you're taking time away from your families. You've made a conscious decision to be here, you've got a real job when you get home. So let's provide ample opportunity to fix the problem at hand and meet the people who can lend that hand to do it. [00:02:02] Speaker B: I would absolutely agree. And I'm going to share what I always call as now knowledge sharing events because even though it's a networking event, I walk around and I hear and I'm involved in these conversations and there are so many industry conversations about we can be better. The topic of 55 is a buzz still. So it's, you know, it wasn't just, just wasn't last year. It is still going on and people are talking about, again, how to not just meet that, but break that record. So how can we do even better than 55 and rising to the challenge? What you guys, folks, that's been the bus here. People are sharing what they're doing and it's catching on. [00:02:40] Speaker C: It's fantastic to see, you know, do people get it? [00:02:44] Speaker B: Yep. [00:02:44] Speaker C: And that's always a question. When you put it out there and if you build it, will they come? Well, they came in masses and to a destination not as easy to get to as some of our others, but what a beautiful property and landscape we're at to be able to have these tougher conversations. But I agree with you, the 55, and even this morning with our keynote, that deviance of safety when people are making judgment calls versus phone calls. [00:03:11] Speaker A: Yeah. Normalization of deviance is very real and it is how we got here. Right? [00:03:18] Speaker B: Yep. [00:03:18] Speaker A: I love that message. Lots of great sessions going on or about to, about to kick off again this afternoon. We got some fun tomorrow, too. [00:03:27] Speaker C: We do. [00:03:29] Speaker A: I think we're going up the cog train. [00:03:32] Speaker B: I believe so, yes. I think we signed up for that. [00:03:34] Speaker A: Yep. [00:03:36] Speaker B: I've never been up there. [00:03:37] Speaker A: Golf was amazing. That was like a bucket list golf place. [00:03:41] Speaker C: Yes. Yes. [00:03:42] Speaker A: I don't know. I mean, you're a golfer, right? [00:03:44] Speaker C: I am. I've yet to play it, but I knew it was a six hour round of golf and no one complained. I got to see tremendous photos from everyone. [00:03:52] Speaker B: So we did the jeep tour. I'll just jump in. Ash and I did, and we loved it. Far exceeded expectations. And just being up where we were at 7300ft was mesmerized. Absolutely mesmerized. [00:04:04] Speaker C: Oh, it's great to hear bitter patter. [00:04:07] Speaker A: Of the cornhole board story is ruined right now. You would think we don't really work here, but seriously, we've been working hard all week. We're going to work hard for the next two days. This place is awesome. [00:04:19] Speaker C: I agree. Sessions have been wall to wall. The speakers have put a lot of time and energy into perfecting their presentations. And I think that shows a tremendous amount of respect. You know, I looked this morning at the breakfast and we're set for 800. We were set for 800 yesterday and we had 23 open seats. You know, people come to this conference to be in it from sunup to sundown. And we've all been to the conferences where that's not the case. So when I look around, that's the biggest hallmark of success. When those presenters are knocking it out of the park and the people in the room are asking questions and engaged and want more. And that's the sign of a good show. [00:04:59] Speaker A: You're not going to get out of it. You're going to get the question everybody got. So you're no different 55 last year. Here we are this year, a year later, give or take, right? And we're asking people, what? What have you done? In this past year to rise to the challenge. [00:05:22] Speaker C: And I think that's a great question. And I think introspectively this, you know, we have bolstered membership. We have built networks and built relationships with outliers that are now, instead of looking over the fence, they're playing ball with us. And that doesn't happen overnight. I look around, and some of these companies have been around a lot longer than CGA has, and now they're in it to win it. And it's not just the sales teams. It's, can you meet with my CEO? How do we get more involved? I took your advice, Chrisanne. I sent every one of my salespeople to one committee meeting instead of them sitting in a hallway on their laptops. You know, I think active learning, active engagement is what I'm providing, preaching to every one of our members, especially with the innovative strategy where they can make a difference. Don't just sit at your booth and expect to affect change. You have to be an active participant. [00:06:15] Speaker A: You have to be in those rooms back there. Yeah, absolutely. [00:06:18] Speaker B: And have a seat at the table. [00:06:19] Speaker C: Yep. Because you have a voice. [00:06:21] Speaker B: You do. [00:06:22] Speaker C: So you're shaping it. So we're looking forward to 55. We're looking forward to next year hosting you in Orlando for the CJ's 25th anniversary in 2025. Yes, it is. It's hard to believe already. So, you know, we're going to honor our proud history and tradition and what built this organization and with great energy, really embrace the future of what we're going to be. [00:06:45] Speaker A: Mike drop. Chrisanne, thank you so much always for letting us come out and be a part of this. We learned so much by sitting down with stakeholders across this whole group, and so we. We get better every time we're out. [00:06:59] Speaker B: Here and we share those messages. [00:07:01] Speaker A: Yeah, we love it, whether it's on. [00:07:02] Speaker B: This platform or whether it's personal. [00:07:05] Speaker C: You guys do a great job, and I'll take that win. Thank you, guys. [00:07:09] Speaker A: We'll be back. This was a long time coming with force. Yeah, you told me about force. When did y'all meet? Because y'all met somewhere along the first. [00:07:21] Speaker D: Time we met in person. Washington, maybe like two years ago or something. [00:07:26] Speaker A: Was it at CGA? [00:07:28] Speaker D: No, it was. No, it was global excavation. It was global excavation. Yeah. Like two years ago. Where was that? Was that in Phoenix? That was in Phoenix, yes. Is that a year ago or two years. [00:07:41] Speaker B: Two years ago? Last year was in Tampa. [00:07:43] Speaker D: That's right. This year was New Orleans. Last year was Tampa. Just Phoenix before that. That's what. That's where it was. [00:07:49] Speaker E: But we. [00:07:49] Speaker D: I've been seeing your guys stuff all over LinkedIn for. Likewise, for a good long time. [00:07:53] Speaker A: Yeah, we've been trying. We exchange messages here and there. Yeah. Comment threads wherever crossing paths. So it's nice to get to shake your hands. [00:08:02] Speaker D: It's nice. [00:08:03] Speaker A: And we've been in the same places. We've just been busy, which is a blessing. That's right. [00:08:08] Speaker D: It's hard to complain about being busy, but that's been the fact of the matter. [00:08:11] Speaker A: Do us a favor. For those who don't know you, please introduce yourself and who you're with. [00:08:15] Speaker D: You bet. My name is Forrest Sim. I own enhanced scanning. We're a private locate firm based out of southern California. We go quite a ways outside of southern California, but that's where we're based. And then I also have a podcast called concrete conversations. We talk about subsurface stuff, damage prevention, but we're also just kind of construction in general, and talk to a lot of interesting people about interesting stuff. Kind of like you guys get together right now. [00:08:42] Speaker A: I mean, let's be honest. How blessed are we as podcasters to get to sit down with amazing people? [00:08:47] Speaker B: Yeah. [00:08:48] Speaker A: We are no different, you know what I'm saying? On the other side, I sit here many a times at these shows, and when we do them virtually and just am in awe that someone is sitting down with us. We're such a liability, really. [00:09:06] Speaker D: I mean, the imposter syndrome of doing anything new. In fact, I was talking to some folks about this earlier today. Imposter syndrome is not only a real thing. I feel like at every stage of my life, it's been a real thing. For example, the biggest imposter syndrome that I ever had was approaching this really cute girl when I was 22, who later, like, even agreed to marry me, but. And there was just no reason why she should ever be seen in public with me, but I somehow got the gumption up to ask her to go on a date and kept asking her other stuff like second dates and walking her to class and. But, man, imposter syndrome is a real thing. But I think it's kind of healthy, too. I think it's, if you ever fully run out of imposter syndrome, never come across that anymore. And maybe some arrogance has started creeping in there. I think that's. I think it's good for you. [00:09:53] Speaker A: Well, obviously, we're at the CGA here at the Broadmoor in Colorado Springs. [00:09:58] Speaker D: Yeah. [00:09:58] Speaker A: What do you think of this event so far? [00:10:00] Speaker D: Oh, it's fantastic. This is my first time actually. Really coming to a CGA. Yeah, it's just never worked out in the past. The schedules have never lined up, so this is just a pleasure to be here. [00:10:10] Speaker A: Yeah, so I came last year. Jimmy's been several times, but I really, I stepped foot in the door that first day. There was a DJ playing. We all walked into the hall and I was like, man, this is my place, these are my people. [00:10:24] Speaker D: DJ does a great job of creating a. An environment, creating a feeling. [00:10:28] Speaker B: Absolutely. From the beginning to the end, all the way through. Even the first day with the networking day where we got to meet folks, break the ice, get through all that stuff. So we started up day two, which was Monday, day two, right out of the gates there was. I mean, conversations were just flowing. But that also leads to, you know, the mission here at CGA. Last year we talked about this, you know, 55 reducing underground damages by 50% in five years. And now this year, a year later, they want a little check in to say, how are we rising to that challenge? What are we doing and what are we seeing in the industry? And any insight or any observations you want to bring for us, please. [00:11:11] Speaker D: I have an observation. I also have to first reiterate that I'm a private locator, so I'm not on the 811 side. I'm not a contract locator, so I have my opinions and my views, but you have to look at them. You have to remember that that's the lens through which I'm looking at these things. This morning we had a fantastic keynote speaker. Astronaut, great guy, talked about the challenger space shuttle and a lot of the problems that led up to that obviously catastrophic event. And one of the issues that he mentioned that he really hit home was that the amount that they were trying to get done and the time frame they were trying to get. They were trying to have 24 shuttle missions per year, which they never achieved, but they were trying to do so much in a span of time that they had to. They had to take shortcuts and they just had to take. Do things in a way that maybe they wouldn't have done if they just had less pressure to accomplish so much in so little time. And when he was talking about that. This is an unpopular opinion, guys, and I hope they don't offend anybody, but if I do, maybe I'm willing to offend somebody else. An opinion that I have. Strong. Yeah, that's okay. So I really wonder about the contract locating world and doing 30 tickets in a day, 25 tickets in a day. 50 tickets in a day. I know of a guy who one time had over 100 tickets in a day to locate. And I think that not only is that ambitious but it is literally impossible to deliver that service. This locating service, crucial. Vitally important at the level it has to be delivered if you're going to be going around to 30 sites and they say nothing of doing it 50 or more times in a day. My guys, and again we do. The workflow is very different between private and contract locating. I get that. My guys, if they do five sites in a day, five jobs in a day, this is a really busy day. And I just. I wonder if we're not holding ourselves back from achieving these safety goals by setting these unrealistic standards of. Look, I understand that you've got to hit 30 sites in a day and if you don't hit those then you've got to tack on whatever you missed today to tomorrow. But also do it safely. Right. Make sure and do it at a high level of like a high quality level because we're going to QAQC this and you better be safe and you better do it fast. And this is the age old like do you want it fast, you want it cheap or you don't want it done? [00:13:52] Speaker A: Well, pick two. [00:13:53] Speaker B: Pick two. [00:13:54] Speaker D: Yeah. [00:13:55] Speaker A: Good. [00:13:56] Speaker B: Master Chief. [00:13:56] Speaker D: So I just don't know if that's a great opinion. Be bringing up hope I didn't offend anybody. If I did then my name is Jim or James and you know, come and. Come and find my house. But. But that's, that's just where it is. [00:14:09] Speaker A: Just say this. And I haven't been at the CGA long but I will say that in the short time that I have that each perspective. Right. We talk about stakeholder groups but even within stakeholder groups there's stakeholder groups. [00:14:25] Speaker D: Right. [00:14:26] Speaker A: And so your point of view, your lands, your eye is completely valid right now. We may have a contract locator. Show up and tell another story. Right? Yeah sure. But I think that's important because we're here. We're here in one location. We're fighting about it. We're rumbling about it. We're doing it here on camera sometimes too. But that's what we're here about and that's what's trying to move that needle, man. [00:14:52] Speaker D: I sure appreciate you guys. Thanks so much for what you're doing. [00:14:56] Speaker A: Keep doing the good stuff. [00:14:58] Speaker D: That's great. [00:14:58] Speaker B: I appreciate it. [00:14:59] Speaker E: Love to have you guys on the contest sometime. [00:15:03] Speaker D: Sarah met my daughter today. Sarah cut my daughter. My, my daughter's my camera operator. Today, she cut my daughter to the front of the line with the astronaut. It was amazing. Many thanks, Sarah. Little things. She's gonna remember that her whole life. [00:15:19] Speaker F: Yep. [00:15:20] Speaker D: That's great. Yellow's right over there. [00:15:23] Speaker C: You have to, like, video bomb, you know, every time. [00:15:25] Speaker B: Every time we would expect it. [00:15:27] Speaker A: It's your pattern. You have a pattern, ma'am. Hey. We'll be back. [00:15:31] Speaker D: Thank you. [00:15:35] Speaker A: We would be a liability together. [00:15:37] Speaker F: Yeah. [00:15:39] Speaker G: Did you start your day with a get ready with me? [00:15:42] Speaker F: I did not. No. [00:15:44] Speaker B: What is it? Get ready with me. Are you guys talking? [00:15:48] Speaker A: Okay. [00:15:48] Speaker F: So I learned about it last night. A buddy of mine, and, you know, he's got older kids, and he said, hey, you're on social. You got a lot of social media stuff. And I was like, well, my wife runs it. Yeah, yeah. He goes, my wife or my wife? My daughter. Even scarier. My daughter has a video with a million views. And my first thought. My first thought was exactly what you're doing. Like, yo, bro, you need to talk to your kids. You stopped for an intervention, man, right? [00:16:12] Speaker B: Yeah, yeah, yeah. [00:16:13] Speaker F: But then he explained, he's like, no, it's not weird. It's. It's a. It's a tactic. Tic tac phenomenon. And it was just like, you have to translate this all later for the home viewers ticket. [00:16:29] Speaker B: Tac phenomena. [00:16:30] Speaker F: Yeah, yeah. Keep going on. [00:16:32] Speaker D: Yeah, but it's. [00:16:34] Speaker F: Get ready with me. [00:16:36] Speaker B: And I thought, is this real? [00:16:38] Speaker F: This is a real thing. And it's. But here's the thing. It is 95%, probably eight. Well, maybe even younger than that. But for my own brain, I just. Because I have kids, I must say, 18 to 25 year old girls, and they just. And it's them doing makeup and picking out what they're gonna wear. And Tinkerbell here said. I said, how you feeling? She said, I feel fabulous. And all I could think was, well, did you post it? Like, did you post it fabulous? [00:17:05] Speaker G: I probably did. [00:17:06] Speaker B: Does somebody want to see me get. [00:17:08] Speaker A: What was it called? [00:17:08] Speaker B: Get ready with me? [00:17:09] Speaker C: Yeah. [00:17:10] Speaker F: Wait, you know what we should do for our brand? What we're trying to do here? Go digging with me. Oh, let's start a new trend. Go digging with me. [00:17:20] Speaker B: Go digging with me. [00:17:24] Speaker F: W m. Yep. [00:17:26] Speaker G: That was it. [00:17:27] Speaker B: I like that. [00:17:28] Speaker F: Yeah. [00:17:28] Speaker B: And what we could do, though, is call eight one. One beforehand. [00:17:32] Speaker F: Yeah. [00:17:33] Speaker B: Okay. Get it marked. Or we let do a digit. [00:17:35] Speaker F: That could be part of our deal. We could just show, well, the crusty. You gotta wait the time. I get what you say. Well, time lapse. Time lapse is. Yeah, yeah, yeah. I mean, go digging with me. First step, call eight one one. [00:17:45] Speaker G: You might be onto something. [00:17:46] Speaker B: Yeah. Our people. [00:17:47] Speaker F: I usually on things. [00:17:49] Speaker B: You and I met for the first time. You wouldn't remember. You meet so many people. But it was in Phoenix. [00:17:54] Speaker F: Okay. At the CJ, they were doing a locate rodeo in the building. [00:18:03] Speaker B: Something. Yeah. [00:18:04] Speaker D: Yeah. [00:18:05] Speaker F: Very memorable. I do remember. Yeah. You were wearing a blue blazer. [00:18:09] Speaker B: I wear one out all the time, so. Yeah, yeah. JJ Harrison is joining us. Our good. Our old good friend. We gotta get back on track. [00:18:17] Speaker A: Yeah. [00:18:18] Speaker B: Still thinking about people. [00:18:20] Speaker F: How do I wait? [00:18:22] Speaker B: Do I call it videotape? When I'm using my phone to record me in the morning. Shake while shaving under here. Getting ready with me everyways. Let's get on track. JJ. How long have you been involved in damage prevention? [00:18:33] Speaker F: 2012. So it started with cascade natural gas. I live in Washington state and I rodeo for a living. If you haven't been able to figure this out. I'm a rodeo clown. [00:18:41] Speaker B: Yeah. [00:18:41] Speaker F: And I. I got a phone call that was kind of strange from a lady that worked at rodeo. And she said, hey, cascade natural gas would like to visit with you about your rodeo, barrel. [00:18:53] Speaker A: Okay. [00:18:54] Speaker F: And I said, yeah, you gotta call my agent. And so I. And at this time I did, and we hung up after I gave her my own phone number, the same phone number she had just dialed. So then she called right back. She was like, yeah, I was just playing. I don't have an 80. I don't even know what you mean. [00:19:11] Speaker G: Sorry. [00:19:11] Speaker F: The clown. The first time I'd ever really been approached by anybody. [00:19:15] Speaker B: I'm using that. I gotta use that next time. I'm like, hey, I would love to. [00:19:19] Speaker F: Talk about this, but you gotta call my assistant. Yeah. And then, hell, it can be you, but at least it makes. [00:19:24] Speaker B: Yeah, I'll give this my number. Help in 25 seconds. [00:19:26] Speaker E: Yeah. [00:19:26] Speaker F: You look like a baller. Like, yeah, I'm a bit, you know, I got stuff rolling. So anyway, so I. We started going through my schedule and what I do, and, you know, I kind of got a personality. And so they were immediately, we're like, yo, this is. This might be bigger than us. Let's take this. And a wonderful lady named Tina beach and Brian Beaver at the time were there and they were just, you know, rodeo fans and fans of me. And they. They wanted to see me with 811 branding on me. And they kind of jump started that. And that year was the year that I worked the NFR one Super bowl of rodeo, right and so it was like a pretty good deal for. [00:20:06] Speaker G: Tinkerbell knows. [00:20:07] Speaker F: Yeah, Tinkerbell knows that a girl. There you go. And, uh, it just. It just kind of. We got huge response. We got big numbers. And then it was like, okay, this is what we need to do. And Papa is. Is my group, so I don't. I don't know. I, you know, probably the umbrella of CGA, but. But Papa and Kestley Tweez. [00:20:27] Speaker G: Yes. [00:20:28] Speaker F: Jeffrey had her on in New Orleans. [00:20:30] Speaker B: Yep. [00:20:31] Speaker F: Olives. Yeah. [00:20:33] Speaker G: Yeah, we like. [00:20:34] Speaker F: She's awesome and, you know, fun energy. And so it's been good, you know, and I've watched over the twelve years of being involved with damage prevention, I've watched it evolve into, hey, we just want to put 811 on you to now. Hey, we want your social media to be interactive. We want XY spin the wheel. Yeah, well, I'm a wheel spinner over there. Yeah, you don't know there's a wheel over there. I did cheat and got in trouble with the first lady that was working with. Feels a little bit serious. She's like, hey, they got an Ohio. And you gave them New York's prize. I think they're both two dollar giveaways. Let's just get this done together. [00:21:10] Speaker B: Maybe $2.99 could be okay. Allegedly. [00:21:14] Speaker F: Anyway, so that's how it kind of started. And, you know, and then I realized kind of over the years of doing this, I've had wonderful stories of people coming up and. And, you know, hey, I saw you at the rodeo and I didn't know what 811 was. A lot of people, when they see it on me, they think it's like a jersey number. [00:21:30] Speaker B: Sure. [00:21:31] Speaker G: You know, amazing how many people don't know what. 811? [00:21:34] Speaker F: Even today. Yeah, but we live it. Yeah, they don't. I mean, you gotta remember, like. And that's why this is important. No matter how many times we say it, you gotta keep saying it. [00:21:44] Speaker G: Right? [00:21:44] Speaker B: You do. [00:21:44] Speaker F: Because it's not something that you can get complacent with, because it can be forgotten just like that. It is not something people do every day. They don't go out with tractors, shovels and dig every day. So it's very easy to get complacent. I work with bulls just about every day, but if I have a month off, I better go back to a little practice bin and maybe work on some things and sharpen up a little bit. Yeah, because it can be bad if you're not sharp. [00:22:09] Speaker B: No, absolutely. Again, thank you for all you do for the industry. Thank you for everything you do for damage prevention. You're making a difference. You're fun, you're educational, you're interactive. All those things that we need, and. [00:22:22] Speaker E: You hit it there. [00:22:22] Speaker F: You forgot. [00:22:24] Speaker B: Very pretty. [00:22:25] Speaker F: Thank you. [00:22:26] Speaker B: Allegedly. [00:22:28] Speaker F: I gotta get ready. Better. [00:22:29] Speaker G: You better go get ready. [00:22:30] Speaker F: I appreciate it, but I can say the same thing about what y'all are doing. It's just talking about it. It's just finding people with a passion for it and then being able to put your passion to somebody else. [00:22:41] Speaker E: Definitely. [00:22:41] Speaker B: Because if we could spread the message to one person, that person makes a difference and does something safer and they do it to another person, that's when it all starts to spider web out. So it does begin with one person. [00:22:52] Speaker F: Exactly. Right? [00:22:53] Speaker B: Yeah. [00:22:53] Speaker F: I always tell people, too, and then I'll set up my problems. But I always tell people that are in damage prevention, you're superheroes. You just don't realize that you should wear capes because every time that that message gets out, you don't know. You don't get to know the lives that you saved. You don't get to know it. But when that guy calls 811, instead of just going in there with his rented backhoe and whacking into a gas line. Voltage line. That. You saved his life. [00:23:20] Speaker B: Yeah. [00:23:20] Speaker F: And you. You can't imagine if he'd lost his life thinking he impacted his family, his generational family. I mean, and so people in damage prevention are superheroes. They just don't get credit for. It's like police officers. They do something great. They take a sex offender off the street, they don't come out. Guess what we did today. No. We don't even know that it happened. And that's why we, you know, salute our first responders. And that's why we should throw CJ and a lot of people in damage prevention right into that group. [00:23:47] Speaker A: Man, he. [00:23:48] Speaker G: Micro mic drop. [00:23:50] Speaker B: Mic drop is right, JJ. [00:23:52] Speaker F: Thanks for having me. [00:23:52] Speaker B: Thank you, brother. [00:23:53] Speaker F: Appreciate it. [00:23:55] Speaker A: I'll follow you. [00:23:55] Speaker F: Stay tuned for your morning's video. [00:23:57] Speaker A: No, no, no. [00:23:58] Speaker G: Stay tuned for going digging with us. [00:23:59] Speaker A: Go digging with me. [00:24:01] Speaker B: Go digging with me. Go digging with me. [00:24:05] Speaker G: We'll be back. [00:24:06] Speaker B: Get it. [00:24:08] Speaker G: I brought you one. [00:24:09] Speaker A: Yeah, I just threw all the stickers on the floor. [00:24:18] Speaker B: I don't know. Right now I am feeling. [00:24:21] Speaker A: You kind of look like a badger. Honey badger. [00:24:27] Speaker B: Aren't those honey badgers mean and vicious? I'm like, nicest. [00:24:32] Speaker A: We've hung out a lot this week already. Yes, with badger folks. They've been everywhere. They're. [00:24:38] Speaker B: You've been golfing with them? Yeah, I have not. But saw some on the jeep tour. And then, as well, we hung out with you last year in Orlando. [00:24:47] Speaker G: Yeah. [00:24:48] Speaker A: That'd be one of your loser teammates in Cornhole, too. [00:24:52] Speaker G: All right, well, are you guys. You guys still in the tournament? [00:24:57] Speaker A: We are. Are you? [00:24:58] Speaker C: Yes. [00:25:00] Speaker G: Listen, what if maybe we're going to meet? [00:25:02] Speaker A: That would be amazing. [00:25:03] Speaker G: That would be. [00:25:04] Speaker B: As I like to say, you know, we always need somebody to take second place, so we appreciate you being in. [00:25:10] Speaker A: A tournament, and we mean us. [00:25:12] Speaker E: Yeah. [00:25:13] Speaker A: We're here with our good friend Kendra. Do us a favor before we get too far down the road, let everybody know who you are and who you're with. [00:25:19] Speaker G: Yeah. I'm Kendra Geiger. I'm the director of marketing and communications for Badger. Badger is a yemenite, a hydro excavation provider. We serve the US and Canada. We have about 140 locations across the US and Canada. So, yeah, we're the largest hydrovike service provider in all of the US and Canada. [00:25:41] Speaker B: Okay. [00:25:41] Speaker A: Wow. [00:25:42] Speaker B: I have a question for you. We understand it very well, but there are going to be some folks out there that you just said some words that are going to be like, what does that mean? I heard hydro. I heard excavation. We're at a damage prevention summit, common ground alliance. I mean, the mecca of all damage prevention conferences this year. What does that actually mean? What is. What is your product? What is that? I will say trucks, because they're big. What do they do for the lay people out there that may not really understand it? What's an easy way for them to understand? [00:26:14] Speaker G: Yeah. So ultimately, our truck digs a lot safe. Safer than if you were to use, like, a yellow piece of iron or something and put the bucket like a backhoe. [00:26:24] Speaker B: Okay. [00:26:25] Speaker G: Or excavate or anything like that. We dig with the power of water and then we vacuum it all up. [00:26:32] Speaker B: Okay, so my analogy. Okay, just correct me for. Because I told people this story before. I said, imagine going out to your backyard and having a wet dry shop vac. [00:26:41] Speaker C: Okay? [00:26:41] Speaker B: And you want to plant a geranium right there, and you take a hose and you pour water on the ground at the same time. You suck up all that wet dirt, and the next thing you know, in a minute, you have a beautiful, nice hole. Yep. [00:26:53] Speaker G: You could definitely, you know, do that. Make a hole for your planting there, and then take any excess backfill out of the hole you didn't need. But what. What we're unique is, though, is compared to other providers that are here, is we're truly a service provider. Right. We manufacture the truck. We manufacture all of our trucks in red Deer. But you can't buy a badger. You can't rent a badger. We self perform, so we're vertically integrated. You can only be a badger. So we create all of the trucks to serve our business. So we know markets that may need them and we kind of control that ourselves. And so the only way that if you see a badger on the job site, it's because somebody contracted us to be a service provider. And there's some benefits to that, too. Right. Buying one of these hydro vaccines is pretty expensive. [00:27:47] Speaker E: Sure. [00:27:48] Speaker A: Very. [00:27:49] Speaker G: Call three quarters of a million to a million depending on what you're getting. Right. And you can use our service for a half day, a day, a week as needed. But the key differentiator is the operator comes with the truck. So. [00:28:04] Speaker B: Trained, certified, qualified. [00:28:08] Speaker A: All those things. [00:28:09] Speaker G: Yeah. And I was just in a session earlier about the vacuum excavation, and somebody raised their hand. You know, I don't want to mention the person that was in the session, but how do you train somebody? Like, we just bought a hydro vac. Like, how do you train them? We had a line strike today. Well, that's kind of a problem. Right. And so I think some people, they see the cost of maybe a rental. I don't want to call it a rental, but our service. And it seems a little high upfront to them for a day or whatever. Well, I could do this so many times and just have my own. Well, then you got the maintenance, the upkeep, the training, the. All the liability for if your operator gets hurt. All of those things. Right. [00:28:47] Speaker B: Labor costs. [00:28:48] Speaker G: Yeah, labor costs. So, you know, we. All of our operators go through a minimum of a 90 day training. They're. They're paired with a operator who's a. We have mentors. They're paired with a mentor operator within Badger that's already been working. And they go through the training with them and have that person. And we don't let anybody out in the truck until they're signed off on the training. So not only is the way that we dig safe, but all of our staff is trained the same and all safe digging. [00:29:21] Speaker A: Obviously. We're here live at the common ground alliance here at the Broadmoor. [00:29:25] Speaker B: Yes. [00:29:26] Speaker A: Colorado Springs shout outs. Amazing. The halls wide open. Y'all got a big booth down there. Obviously got a truck in here. Have you been to these events before? Big CGA events, yeah. [00:29:41] Speaker G: So Badger's been participating in the CGA for many years. I've only had the opportunity to be here a couple times because I've only been with Badger a few years, but Badger has been very involved in the CGd for many years, and we continue to, you know, we want to be involved with the CGA for many years to come. You know, example, last year we had a ten by 20 booth. I mean, as you mentioned, this year we've really. [00:30:11] Speaker A: Been hosting the events, the bowling, I guess, on both ends, right? [00:30:15] Speaker G: Yeah. [00:30:16] Speaker A: Yeah. [00:30:16] Speaker G: So we had the bowling event tomorrow night right after the night of networking, which everybody knows that is the best night. And so to have the bowling party. [00:30:23] Speaker B: Afterwards, it's going to be continuation. [00:30:26] Speaker H: Let's follow up. [00:30:27] Speaker B: I know you got to get going because there are a ton of people in here, 55. We launched that as a community last year. This year we're coming back and saying, rise into the challenge. And we're asking folks, how are we as an industry helping to rise to that challenge of reducing damages by 50% in five years? Any thoughts on that? [00:30:47] Speaker G: Yeah, I mean, I think it's a big goal. I definitely think it's achievable, but it's going to take all of us. Right. There's multiple stakeholders that are involved that everybody's going to have to come together to achieve it. For us specifically. Right. It comes down to safe thinking practices. That's what we've been doing for over 30 years, and so we're going to continue to do that. We have locations where people's projects are, you know, like I mentioned, 140 across the US and Canada. So we're pretty much anywhere anybody would need us. And, you know, we're going to continue to serve those markets and partner with the customers, not just write quotes and say, hey, this is what it's going to cost for a day, right? Like, our people go out on the job site, they take a look at the risks that are involved. Our safety teams out there, you know, we're truly partners on the project with them. So we're going to continue to do that and be a part of the CGA. [00:31:38] Speaker A: Thank you so much for joining us. Shortly. [00:31:44] Speaker G: I know maybe we're gonna face each other in the cornhole again. [00:31:47] Speaker B: Second place is a good place to be. [00:31:50] Speaker A: Hey, we'll be back. [00:31:51] Speaker B: We'll see. [00:31:54] Speaker A: We're at the Broadmoor live from common ground alliance here, Colorado Springs. And I come down, you know, the circus that is my room. Oh, my goodness. It's just. It's an old hotel, right? I mean, there's a lot of history. So to get to my room is like, there's some magic passageways and up two flights of stairs that, you know. [00:32:18] Speaker E: Elevator. [00:32:19] Speaker F: Yeah. [00:32:19] Speaker B: For his. [00:32:20] Speaker E: Yeah, elevator. [00:32:21] Speaker A: Total liability. Oh, wow. So I come down from the spiral staircase and there's John just back, litanous coming out. I was like, my brain didn't put it together. And then I remembered you saying he was. [00:32:41] Speaker B: That he was going to be in. [00:32:42] Speaker E: Town, he was going to stop by the. [00:32:43] Speaker A: What a rare occasion. Because we used to be around each other a lot all the time. We cherish these times. [00:32:54] Speaker E: We get together, catch up for sure. [00:32:57] Speaker A: John, for those that don't know, you introduce yourself. [00:32:59] Speaker E: You with no John Smith. So I run veteran horizons now, which is my own business. And based upon my past and energy and locating in damage prevention and measurement, I'm. Right now I'm doing kind of a lot of, a lot of really the fun things I got to do when I was the CEO in the business, in the, in the space. And I think that, you know, most of all, everything from mentoring and leadership coaching to executives to advising potential investors in the space and even working with companies in the space to help them operationally, you know, improve what they're doing, improve their customer experience. And it really keeps me going. No two days are the same. And I also, at the same time have been able to be very active in nonprofit organizations as well on the boards. So it's really been a very fulfilling. And it's taking off right now. And CGA is just a part of, of that to come and network and to also reconnect and to help educate some people also in our industry. [00:34:02] Speaker A: And you've been to CGA events before this? [00:34:06] Speaker E: I've been about, I've been to two before, two previous CGA's. But this is fantastic. What a job they did. The attendance here is. I think we said it was like 1400 people. [00:34:15] Speaker B: Yes. [00:34:15] Speaker A: Incredible. [00:34:16] Speaker E: That's a great gathering in this industry. [00:34:18] Speaker A: And I hate to use the word like minded because that's not what I mean. Like, we're all same focus, mind. But that's 1400 very dialed in folks on a goal, a mission. I mean, we all know it, 55, but just as a segment, there's, there's few. Man, I'm gonna really piss a lot of people off. [00:34:39] Speaker B: Go ahead. [00:34:39] Speaker A: But you've done it before. Groups. There's few groups like a damage prevention group. Like, we're all in it. Safety's awesome. Compliance is awesome, you know, manufacturing awesome. Like all these things are important. But what I mean is damage prevention is so important and the people that are in it are special. Like they just here for a reason. [00:35:03] Speaker E: Well, it's one of the few organizations where all of these buildups in the infrastructure kind of come together. You kind of meet a damage prevention because whether you're doing natural gas, electrification, fiber optic, anything else, this matters. You know, this matters. You can see it just from the range of products and services, heavy equipment. [00:35:23] Speaker A: That'S here, tech, I mean, all of this. [00:35:26] Speaker B: Have you ever seen one of those units before? Sir? [00:35:28] Speaker E: I have seen one of those, allegedly. [00:35:35] Speaker B: Yeah. [00:35:35] Speaker E: And you know, damage prevention is such, it's such a crossover between everything that's going on. It involves everything we talk about in other organizations like geospatial mapping. It involves accuracy, it involves the customer experience and are you on time? Is it accurate? All these things playing together? And you said like minded individuals. That's what's so interesting about is you've got people here from all different sectors of energy and install and services, utilities, and everybody's thinking about the same thing. Everybody's here, how do we get better? How do we reduce damages? How do we get better at just basically what we're doing in our daily lives? And I think that is driving the improvement in this industry and a lot of the interest in this industry and. [00:36:26] Speaker B: The thought process, too. A lot of the comments with the knowledge sharing, people are saying to achieve that 55, there's so much human emphasis behind it, but people are saying it's the tech aspect that's got to help push us and get us to that level and the advancement of tech and not just the last decade, but actually in the last two to three years, how much we've seen here at this show. [00:36:49] Speaker E: And it's only going to accelerate. I'm dealing in this a little bit right now with a couple, couple companies, but I'm going to say two letters that I'm going to, not him, he loves it. AI, that is, that is going to play a role. And just the compression of the timeline of change with technology and what we've seen already is just going to affect this industry more. And I think this industry in damage prevention, gas, whatever it is, telecom is going to have to be open to change and open to trying new things because that, that's really, as we're going to push forward, there's going to be a lot of innovation. [00:37:29] Speaker A: It's going to be fast. I mean, there's a lot of people. [00:37:33] Speaker E: Doing things out there right now. [00:37:34] Speaker B: And let me ask you a question. We give a presentation, claim your seat at the table, talking about some generations are retiring in these market segments and new generations are coming in, and the understanding and the acceptance of high tech AI with a generation coming in is very accelerating. Like, for them, it can be day in and day out use. Like, I'll be honest, James is, like, very well versed in that, and he understands it a lot more than I do. [00:38:00] Speaker E: So I was in Tampa last week speaking to a group, the Suncoast HR. They had about 250 people. One of the speakers that followed me was talking about exactly that generational difference and how that, you know, she broke the generations down, how this is the first time, really, when we had four, sometimes five generations in the workforce. But that Gen Z that's coming in right now, that sometimes is getting a bad rap. And really, some of her insights, I mean, you do hear people say, oh, they're lazy, they're entitled. The perspective I agree with her is they've got an attitude of give me a challenge and I'm going to fix it faster than you did. And they're going to be able to do that because they have the talent and the skills at their fingertips now to do it. And I'm really very optimistic about the two generations, two youngest generations that are coming in right now. I think they're bringing good, they're bringing expectations, which I think a lot of maybe our generation's kind of followed on, but they're bringing new expectations. And the energy industry and damage prevention. [00:39:00] Speaker B: Is gonna have to be open to that. [00:39:02] Speaker E: And that enter that, energizing the change cycle and bringing things forward is just gonna be so key. [00:39:09] Speaker A: So allow me to retort, senator. So I, I also think there's a big segment. I was 34 years old when I joined this industry, right. I think that we have to, everyone, just our brains immediately go to Gen Z and fixing a worker gap, right. I know that's the future, and we're gonna, we got to tackle that, too. But I also think we're losing people to other, other industries, and we're not attracting, I mean, we've talked about it. This is a great way to tell our stories and get it out there, but we're getting our butts whooped from a marketing standpoint. And, and so we've got to get it from everywhere. It's me at 34 years old tech guy that walked away and thought he walked away from tech, and here I am. Yeah. You know what I mean? But going to an industry segment, that we have to have a lot of stories like that, too, because generationally, we're going to be fine. We all worry about the generation after us. Right. If you go back in the books, the same dialogue was about us. Right. And that's healthy. I think that's huge, but I think we got to steal, beg, and borrow from everybody. [00:40:26] Speaker E: Oh, I couldn't agree with you more because there's experience that's being lost every day that we're not recapturing. Now, the good part is those people are hanging around, coming back in as consulting and other things. But I think also, at the same time, you know, I think. I think that those people entering us right now, and I agree with you on the marketing, and I think some of that is, and I'm hearing more things that make me think positively about this. But this, these new, these younger generations are coming up different expectations of work. Now, they can get things done, but they want maybe time off. They want more, you know, free time to do things. They want, you know, they want to basically work and have that balance, but still they'll put in the work. I think that, just like we did. But I think that's where we've got, as leaders in these organizations and leaders who want to attract this new talent, we got to change our thinking in some ways. And sometimes. Sometimes I think we're crossing that. But as leaders in the organizations start listening a little more than we're talking. [00:41:30] Speaker B: Yeah. [00:41:31] Speaker E: Listening to what is important, to really try and retain those, because we'll get them in. In the door. It's like when I. [00:41:39] Speaker B: When. [00:41:40] Speaker E: When I was a founder of veterans and energy, 501 c three, if you don't know about it, it, you know, I can put people in touch, but they bring military members who are transitioning into the. Into the energy industry. But that wasn't all our mission. The mission of veteran energy also is to work with the companies in our. In our space to say, look, you're gonna have to do things a little differently. [00:42:02] Speaker A: Yeah. [00:42:03] Speaker E: And so here's. So we help them and we help them to retain those people, and if you don't, you can bring a lot of people in, but if you don't retain them, at the end of the day, what. [00:42:11] Speaker B: Yeah. [00:42:15] Speaker E: We want people who are gonna have 20 and 30 year careers in this industry. [00:42:19] Speaker B: Yeah, absolutely. [00:42:24] Speaker E: 25 years ago. [00:42:26] Speaker B: We get it all the time with a big question. Okay. [00:42:29] Speaker A: Yeah. [00:42:31] Speaker B: Last year, the challenge was given out by the CGA that over the next five years to reduce damages by 50% underground damages. This year was really more of a check in. How are we as an industry rising up to that challenge? What do we see that we're either doing or we're seeing the industry doing that is really stepping up to that. Any observations that you have about that? [00:42:54] Speaker E: Well, two things, I think. One is that the quality of work is being appreciated a lot more than just the. The execution of the work. [00:43:05] Speaker B: Okay. [00:43:05] Speaker E: Let's put it that way. You know, you can. You can go out and you can do a lot of things, but if you're not accurate, you're still gonna have damages. Now, that comes with a price tag on the customer side. But again, it gets back to that relationship. If you really, in the provider of that service, think about quality and what it means to the customer and being available and really partnering with them, and the customer is willing to make sure that, you know, that service provider is also taken care of to the point that they can keep flourishing. That partnership, I think, is what's driving. What I've seen in the last year that's really happened. I'm hearing more about customer service providers and others in the industry partnering, not just signing a contract. [00:43:50] Speaker A: Yeah. [00:43:51] Speaker E: And I think that's a really positive move to get this done and that. [00:43:54] Speaker B: And that goes into a cultural move, too, where it's not just the ink on the paper, but it's more. So how are we aligning to do this? Great point. Yeah, good point. [00:44:05] Speaker A: John. Great to see you. Always, brother. Always, brother. Always good to sit down and talk. Talk shop with you. I know we'll get another shot down the road, brother. [00:44:14] Speaker B: Oh, I know we will. [00:44:15] Speaker E: Absolutely. [00:44:16] Speaker A: We'll be back. What do you mean about Bob Bishop? [00:44:22] Speaker E: Last we had. [00:44:23] Speaker B: We had a good talk in New Orleans. [00:44:25] Speaker A: Do you know that side, Bob? [00:44:28] Speaker B: No. [00:44:28] Speaker A: Oh, well, let's start there. [00:44:30] Speaker F: Yeah. [00:44:30] Speaker A: Bob, introduce yourself. All right. [00:44:33] Speaker B: Hey. [00:44:33] Speaker A: Hey. [00:44:33] Speaker H: Bob Bishop here with Pelican Corp. Yeah. Focus on Geolandis 360, our data management mapping solution. [00:44:41] Speaker G: Yep. [00:44:42] Speaker A: Solidified. That's it. That's it. [00:44:46] Speaker B: We're good. Thank you for joining us. [00:44:48] Speaker H: No, yeah. Barbecue. [00:44:50] Speaker A: We were barbecue. That's where I thought we were going. [00:44:52] Speaker B: Yeah, we were talking. Well, Bob and I were trying to deliver where we first met, and it was a CGA event in the last, let's just say five years. Yeah, somewhere along the lines. So we've known each other through the industry for some time, but then I hear you guys got connected. And now talking about barbecue, we were eating oysters. You watch? Yeah. [00:45:10] Speaker H: Copious. [00:45:11] Speaker A: Oh, yeah, oysters. [00:45:14] Speaker B: Oh, you guys were dragos at. Okay, that's one of my favorite. [00:45:19] Speaker H: We were repeat offenders. [00:45:20] Speaker B: How many dozen oysters did you know? [00:45:23] Speaker A: It wasn't about quantity. It was about quality. [00:45:25] Speaker H: But I stomach. 17 at dinner. [00:45:28] Speaker A: Yeah. [00:45:33] Speaker H: 17 weeks. [00:45:34] Speaker A: There's a master. Okay, say it how you told us last time, because someone came up and was like, oh, barbecue bubble. And then said, like, what do you normally place? [00:45:48] Speaker H: Oh, yeah, we. We cruise in the top three. [00:45:51] Speaker A: Like, confidence. [00:45:52] Speaker D: Yeah. [00:45:54] Speaker A: With top three, like, competition. [00:45:57] Speaker B: How many competitions you do in a year? [00:45:59] Speaker H: It depends, but I'd say yeah. Yeah. [00:46:03] Speaker B: What's your meat of choice? Do you have one or not? [00:46:06] Speaker A: Yeah. Yeah. So, I mean, personal and then competition. [00:46:10] Speaker H: Okay, well, they're one of the same. The tri tip is. That's my jam. [00:46:16] Speaker B: Okay. [00:46:16] Speaker H: Yeah. I mean, brisket's fine. You know, everybody loves the brisket, but I do a short cook time on the tri tip, and I can really. I can turn them out, and I make a horseradish cream dip sauce that goes with it. I mean, when we win in the beef category, it's with a tri tip over other people's. [00:46:37] Speaker A: Are you a. So, you just kind of breezed over brisket, and. I'm from Texas. Yeah. And so that hurt my heart a little bit. [00:46:45] Speaker H: It could. [00:46:47] Speaker A: But I love a tri tip. Taco, I think, you know, Nick tried. We talked about it at the table, too. Same table. Yeah, we talked about the tri tip and just how special it is. So, anyway, that's what we do here at damage prevention events. [00:47:07] Speaker H: Barbecue. [00:47:07] Speaker B: Yeah, the industry. [00:47:10] Speaker H: Together. [00:47:11] Speaker B: Well, okay. Okay. Let me get us back on track, because I do want to say about that, that while it may have seemed. [00:47:17] Speaker A: How do you feel about Colorado barbecue? Is that your favorite school? [00:47:23] Speaker H: I don't think so. [00:47:23] Speaker A: I'm just. Yeah, I just railroad funny because Colorado doesn't have a school of barbecue. I don't know. [00:47:30] Speaker B: Well, okay, but being serious now, I'm gonna guess for the one time I'm being serious. This is like totally step brothers. [00:47:39] Speaker A: It's basically like me. [00:47:40] Speaker H: Am I bringing this out in you? [00:47:44] Speaker B: I think it is. [00:47:44] Speaker H: I mean, it's our first conversation. [00:47:48] Speaker A: But. [00:47:49] Speaker E: Okay. [00:47:50] Speaker B: We're talking about barbecue, something fun, but it's about relationships, and this industry is based on relationship, and it is like we've known each other for years. Are we best friends? No, but are we good friends enough that if you were to call me or I you, we'd be like, let's help each other. And I might not have the answer, but I'd be like, Bob, you know what? I think I know a person. We may make a joke a lot, saying, I know a guy or a lady, that we can get that answer for you. Vice versa. That's what this industry is. Based on. That's why relationships are so important. So when we can spend time fellowshiping over barbecue, it's much more than just food. It is really about the cementing of these and here only 1400 people only. And when we have, you know, you know, hundreds of thousands in the industry, it makes a difference. That's all I wanted to say. [00:48:38] Speaker A: What a tangent. [00:48:39] Speaker B: Thanks for joining us. [00:48:41] Speaker A: That was a nice filibuster. [00:48:43] Speaker B: I should be a senator. [00:48:45] Speaker A: You know, our common ground alliance conference and expo this year in Colorado Springs and last year at this time we found out about 55, most of us did. Right? [00:48:57] Speaker H: Yeah. [00:48:57] Speaker A: And so when now as we look back, what we're asking people this year is, you know, we're rising to it. [00:49:05] Speaker H: Yeah. [00:49:05] Speaker A: So what, what have you guys done? What have you done? I want to hear personally what you've done to move that needle. [00:49:13] Speaker H: So, I mean, the products that I have at my disposal to sell that really facilitate that 55 initiative, I think of Geolantis 360, our data collection and mapping software. And I think that probably 90% of the sessions are around mapping at this event. It's a high number mapping related in some capacity. [00:49:36] Speaker A: Don't say mapping too loud. Sam halls right over here. Don't say mapping too loud. [00:49:43] Speaker H: We won't talk about it right now, but he may jump in. You know, it's me personally, I mean, it's that message of moving into application. We've talked about this for a long time as an industry. We have, we have sat at many a round table as an industry. [00:50:02] Speaker E: We should. [00:50:03] Speaker A: We got it down. [00:50:05] Speaker B: Yeah. [00:50:05] Speaker H: Yes. And it's, yeah, it's. I think we need to stand boldly and say, you know, it's time to. [00:50:12] Speaker A: Implement, it's time to work. [00:50:13] Speaker E: Yeah. [00:50:14] Speaker B: One thing, I'm an ex gas guy and I'm more an operations person than other things, but one thing that I've heard, especially from you and you and others is over the last two years, how technology and tech and some of these advances are going to help us to achieve that. Where, you know, back in my day 25 years ago, it was paper and pen. Now we're using technology to accelerate and help us. And from what I'm seeing, it's absolutely, I think, and you said it last year, you're like, Jimmy, mark my words, technology is going to help us, is going to help get us there. Not just help, but get us. [00:50:50] Speaker A: Yeah, I mean we have to have people to run it, but, oh no, no, they can leaps and bounds over this past year and a lot of it's around with tech. [00:50:57] Speaker H: Yeah. Technology is helping those of us that want to adopt it. But in this industry, I have heard. I wish I had a dollar for every time I heard. Well, I don't know that we've just always done it that way, Josh. [00:51:10] Speaker B: It's a kiss of death, and I don't mean it. [00:51:13] Speaker H: It really is. And those individuals, it's hard to get them to adapt the technology, adopt it into their business model. It's just going to take repetition and some awesome use cases to help educate the industry more. I mean, the technology that's on the floor here at this conference, it's awesome. [00:51:34] Speaker A: Incredible. [00:51:35] Speaker H: It's incredible. And a lot of people are going to go home and talk about it for a little while, and then they go back to their day to day, and then I'm going to talk about it again in 360 days. [00:51:43] Speaker B: If I could jump in with one other thing. I'm going to give you a little credit. Don't ever hold his arm like this again. But I always do. He came up with a presentation that we give called claim your seat at the table. Many different things, but one of it about the new generations that are entering in our industry. And as I see that next generation coming in, and I'm more communicating with them, their understanding and acceptance of technology as such is unbelievable. So these, you know, 22 year old to 35 year old, they're like, well, that makes sense. Why don't we do it that way? It's my generation that are more like pen and paper. That's the way we've always done it. I know it's not me, but I'm just saying as a generality. And we have to train. [00:52:27] Speaker H: Yeah, there's a gap there. [00:52:28] Speaker A: Sometimes it's him, sometimes it is. You know when your grandpa tries to program the microwave, right. Very similar. [00:52:37] Speaker B: Where's my Motorola flip phone? [00:52:39] Speaker A: Bob, always a pleasure, brother. We've seen each other so often this year. [00:52:46] Speaker H: Let's just keep it a habit. [00:52:48] Speaker A: All right. Hey, we'll be back.