← The Koerner Office - Business Ideas and Deep Dives with Chris Koerner
The Koerner Office - Business Ideas and Deep Dives with Chris Koerner
This Cheap Business in a Box Makes $2K+ a Day - Ep. #297
00:59:44
Loading summary
Transcript185 lines
- [00:00]
A
So check out this frickin guy named Mark. What did Mark do? He went to a festival in the middle of a desert and a guy rolls up next to him in $150,000 pizza truck. Now what was Mark selling? Iced coffee out of a Home Depot tool cart that he gutted in his garage for under 1000 bucks. But here's the kicker. By Sunday, the end of this festival, mark had cleared $8,000 in pure profit. It's a two day festival, which was more than the $150,000 pizza truck right next to him. He, he calls this a business in a box. Every cup of iced coffee he makes costs less than three bucks to make. He sells it for eight bucks and he pours it in 30 seconds flat. Whereas all the other coffee guys out there are using a $30,000 espresso machine and taking five full minutes to pour that same cup of coffee. He doesn't need that espresso machine. When I said under 1000 bucks, I meant everything. All the equipment, materials, cart, everything. He's already set up the same system for divorced moms, military spouses and immigrants here on visas. And at the end we dive deep on home run locations that nobody else is tapping into. Now, whether you love coffee or have never even tasted it like me, as long as you love business, you're going to love this episode. Please enjoy. Before you get into your awesome business, can you tell me a little bit about your background and what makes you so entrepreneurial? Like where does that mindset come from of instead of giving my kid five grand, I'm going to help him build a business.
- [01:23]
B
I'm a lawyer by training, but I grew up with, my mother was a war refugee from Europe. My father went through the depressions. We lived very, you know, we didn't make big expenses. And war refugees are they. The mindset is what you have today might disappear tomorrow and you've got to always learn how to make do. And so that was kind of just, you know, for first 18 years of my life, that was the dinner talk about everything that was lost and everything that was regained. And after the war and that, that, that just shaped me. I went to law school knowing that, that I didn't want to practice law. I just wanted to use it to my, for my advantage. When I was a teenager, we used to have a little business that we put people's beach chairs out on the beach, you know, every $35 for the summer, you know, 20 or 30 people paid us seven $800, you know, back in the 70s early 70s, that was a fortune for us. And, you know, that's where I kind of got bit by, by that. And, and I was always looking at businesses. And I was way more interested when I lived in New York in the little guy who built his business from zero to really good. You know, Wall street didn't interest me. The giant corporations around New York didn't interest me. It was the guy.
- [02:33]
A
Even the, the hot dog cart.
- [02:35]
B
Well, so the hot dog vendor that I saw every day, summer, winter, you know, he started with a little. He was a Greek guy, started with a little cartoon. And over the years it grew and grew into a cart where he actually stood in. So he was no longer subject to the. To the winds and everything. And then his. Then later on, you know, I lived long enough in the neighborhood that his son moved into that business. And so those kind of businesses always excited me. What people can. Yeah, resource. And so, you know, so that, that's what got me hooked on it.
- [03:04]
A
It's funny you mentioned the hot dog cart, because when my wife and I were first married our first year, my grandma's friend had just like retired from having a hot dog cart in New York. And he used his retirement to buy a beautiful home in Greece in this little city called Karistos. And we went and stayed with him for a week. And I'm like, holy crap. Like, you bought this home, second home in Greece from a hot dog cart. And he did. He had a great life.
- [03:29]
B
And in New York City, the hot dog vendors in front of the Metropolitan Museum of Art on Fifth Avenue, they pay the city $100,000 or more for the right for the license to sell in front of that. So. So it tells you that, I mean, you know, there's the winter, there's the summer, but it's. It's something that almost anybody can do and creates, you know, wealth so that you can go back, you live the American dream kind of in a sub suburb, and then you go back to your country. That's the stuff that, you know. Yeah, that. That's my gospel.
- [03:59]
A
Yeah. Now, what type of law were you practicing? Were you working with business owners?
- [04:03]
B
When I was in New York, I did bankruptcy law for couple of years, a corporate bankruptcy law. And that was very sobering because that was just filled with stories of people who were, you know, who were going down the tubes. And they knew it three or four years ago. They didn't pull the plug. They didn't do what was necessary. They kept the Cadillac and they kept the big beach houses and they didn't, you know. And that was really formative for me about this. Stuff happens. And then I came to California, kind of give that up. And about 10 years ago, I started working with immigration lawyers, and there's a couple of visas out there where if you invest in a business in America, you get to come live here. So if you have a hundred. If you're a foreigner in certain countries and you have $100,000, you can come live here. My. The lawyers who were handling the paperwork said, I have this guy from Spain or this guy from Pakistan wants to come to America, doesn't know what business to do. And so this was like, right at home for me about looking at, reviewing businesses, business in a box, carpet cleaning versus a pizza shop. Pizza shop on a main strip or in a little strip mall. So, you know, I really learned again, I was just. Just neck deep in people who are coming to America and building pool cleaning services, carpet cleaning services, you know, and they're willing to bet their whole life and their whole past and their whole future on coming here. And so, again, that makes me always looking for business in a box. And your bit, your. Your whole TKO has just opened a whole world of other businesses in a box for my.
- [05:34]
A
Yeah. So it sounds like you grew up with immigrant parents that were hustlers, they were scrappers, and they just talked about their life at the dinner table. That impacted you. Then you started slanging beach chairs and umbrellas in the 70s. That impacted you. Then you saw all these bankruptcies, and you learned what not to do. Even if at a corporate level and not a small business level, the principles are the same. Right. And then you start helping immigrants come to America to, you know, through a visa that enables them to buy a business. So you have this a lot of breadth to yourself that's cut. So that's the background that enables you to go to your son or daughter and say, let's start a business together.
- [06:11]
B
Yeah, exactly. Yeah. I'm not just coming out of nowhere. It's. It's. Yeah, I tested it on a lot of other people, including myself.
- [06:19]
A
Yeah.
- [06:19]
B
You know, I wouldn't ask anybody to do a business that I wouldn't be ready to do myself.
- [06:22]
A
Yeah.
- [06:23]
B
So let me, you know, put my words into practice. So when. When Covid came and so much was falling apart, the outdoor event business was exploding. And I met these guys in. In San Diego, two young guys, and I love meeting young people because they. They don't always get it right the first time. So you can cut a much better deal with them when they're just, you know, when they have something and, you know, what you can do with it, they. They, you know, any money you give them is enough, but they're just giving away territories for, you know, for. For free for, basically. So there was one guy that loved beer, one guy that loved trucks, and. And so they created these. These trucks that serve beer at events. And that was, you know, what I picked up during COVID for my. For one of my daughters and her husband. My daughter was. My daughter was incapacitated. Her husband, you know, needed work on the weekends, so I would book the events. I'm. I'm the outdoor. I'm the outside person. I connected into the events. So I did a tap truck. I did, you know, I did this thing, the tap truck, and it got, you know, it. It did. Well, it was weekend. We could make anywhere from, you know, weddings would book us for three to five thousand. We could do a concert. We would go to a concert venue out in the desert, make five or ten thousand dollars selling beer. It was fun. It wasn't, you know, at that time, you know, I had big dreams when I first got into it. A fleet of 10 trucks and whatnot, beautiful trucks like this. But the logistics kind of got in the way. I really wasn't. I'm not a logistics person, and I didn't really want to have 100 employees. So one of the things that I switched to when I said, you know, every time I want to make a new. A new way to serve beer, I have to spend $30,000 on a truck, $20,000 on a. On a. On a pickup to drag it around in a trailer. So I got to spend $50,000 just to sell a $5 beer. So, you know, I said, okay, what can I do? So I started buying these. I started buying these armoires on Facebook Marketplace. People would get rid of them. I, you know, I enjoyed the chase. I drive 50 miles to meet a fun couple who had, you know, some. Some piece of furniture that they needed to get out of there. So I. For 10 bucks or for free or sometimes they paid me and I just put taps on them, and then I would rent them. So it was a conversation. It was a conversation piece, you know, that I could rent for 3, 4, $500, go and maybe put some. Some college kid as a. As a bartender. And so that lowered my, you know, that lowered my costs of, you know.
- [08:48]
A
Yeah.
- [08:48]
B
Of cloning myself. It was again, a logistic issue that, you know, you know, had I had. Had I been 30 years younger. And had I not had a law degree, this is something that I would have jumped in with with both feet.
- [09:00]
A
Now, did you invent this concept?
- [09:03]
B
I think I did, you know, you know, you know, pieces of furniture and just putting taps on them. Because here's the deal. Oh, yeah, I'll tell you why a lot of women were not excited by having my truck at their wedding, okay? The husband loved it, and some of the more cowboy gals liked it. But women, it just didn't, you know, it just didn't float their boat. So I said, you know, what can we do? And I said, you know, an armor that's painted softly. We can, we can do that. I could do wine if I wanted to. I could do Prosecco or beer. You know, all, all of those easy to interchange. There's way to observe all of that. So I wanted something that I could, you know, something that I could also drop off at a frat house. I didn't want to leave a $30,000 truck at a frat house. I live in a college town. So, you know, we would carry these things over there and set them up in their basement or in their backyard and have somebody serving the beer. So, so that was, so that was what I did.
- [10:00]
A
And then I have to. Sorry, you're going to have to enlighten me a little bit from coming from someone that's never even tasted alcohol. What is the business model if someone is like renting a keg instead of you just bring in a boring old keg like everyone else does, you. You bring the bar, moi, and drop it off, and you make even more
- [10:16]
B
and provide and have a, and have somebody who runs the tap, $100 college student who is setting up the tap, switching out the beers and serving it.
- [10:25]
A
And, and what are the unit economics look like on that? What's like an average, you know, when
- [10:29]
B
you buy beer in a, you know, you buy beer in the, in the big barrels, and you're. We're talking about 80 cents, 80 cents a dollar a glass, and you're selling it for six or seven dollars. You know, so, you know, the economics
- [10:41]
A
are you just buy it from a distributor, local distributor.
- [10:45]
B
You have to have a liquor license or you have to work with a nonprofit. But, you know, we had access to a liquor license that allowed us to go off premise and serve it.
- [10:54]
A
Okay, so I'm imagining with that business, even if you paid someone to go serve it, you can make a few hundred bucks profit an hour.
- [11:00]
B
Oh, absolutely, absolutely. And again, you know, I was doing this to see. I like figuring out the process, simplifying it, putting it in a box and they, and saying to somebody, here's a thousand bucks. Let me help you go do that. That was my idea.
- [11:16]
A
Okay.
- [11:17]
B
Behind the armoire, the bar mores. One of the thing is after you've done, you know, you can understand this possibly, you know, after you've done a hundred of these weddings and things and people getting drunk. As a lawyer, I'm like thinking, okay, you know, how am I going to enforce the drinking rules? You know, how am I going to get some 25 year old bartender to not serve somebody who's too drunk? So I started getting tired of the, of the liability questions. Okay. And I started looking. Okay, what else? Okay, this concept.
- [11:50]
A
Sorry. I think it's funny that the way you said that because that's like one of the things that people comment on my stuff the most. Like, what about liability? What? And I'm tired of it. Like, I don't get tired of the liability, I get tired of the liability questions. And that's exactly what you said. You get sick of people asking about it. Even though I. Assuming the liability was ne itself was never actually an issue in this business.
- [12:10]
B
No, but, but being a lawyer, I know what could happen. But I also know, I also know that innkeeper liability, you really have to leave a trail of smoking guns or of crumbs so that they could, so that that person who crashed that car, you have to have video evidence and seven nuns willing to say that you're the one that served the beer and you're the cause. So although the innkeeper liability is real, it's, it, it's very, very remote. But, but it does make it. You know, every year there's a, there's an underage party at a house where parents know there was alcohol that goes wrong. And it's a million or five million dollar verdict, you know, but I just didn't like that.
- [12:51]
A
Also, like, you're like me, you're always looking at other opportunities. So if this is like the, your big idea of your life, then you're going to figure out a way to get over the liability or to fix it or set up cameras. But if you're looking at this from an opportunity cost standpoint, you already have wandering eyes of these other opportunities. You're like, you know what, let me just chase that one because the liability annoys me.
- [13:12]
B
And you know, and again, I don't know if you've ever spoken to it on any of your events on of your shows. But the event business in America is embarrassingly large. I mean, what people spend on event, on weddings, engagement parties, christenings, quinceaneras in the Hispanic community, corporate events, Christmas parties, summer parties, if you can tap into that and become a trusted resource. The money, the markup is phenomenal if you have the right product. I was always amazed. I went to a lot of parties in Hollywood. There was always, you know, there's always the cotton candy lady there, some cute young woman. All she had was just a little cotton candy maker and she charged 5, 600 bucks for three hours to make cotton candy for the, you know, for the Hollywood, for the LA moms and kids, you know, and, you know, and I always laugh because the caterers, the French food caterers, they show up at 6am and they put up a tent and they're chopping. And I probably made as much money net, net, net at that big wedding. The guy who, with, with 15, with 15, you know, employees. So I, you know, I was looking around and so one day I went to an event and there's this guy there and this was his display at this event. He has a company near me in California. He brews coffee. He grinds coffee, brews coffee, puts it in kegs so that you can then tap into that keg. Okay.
- [14:51]
A
Yeah.
- [14:51]
B
And, and you know, and he talked to me and for, you know, I looked at it and I, and I couldn't understand the value proposition of this mess. Okay? I couldn't, you know, I kept, I kept going back to his store and I kept looking at those machines and I said, you know, there's, there's a business in there somewhere, but he's executing wrong. And so the, the idea was that this is what he makes. He, he makes coffee in, in a keg.
- [15:20]
A
Okay?
- [15:21]
B
And if you've ever been, if you've ever gone to a coffee cart, a coffee truck, they all have a $30,000 coffee maker in there. Those espresso makers are $30,000. The, the, the frost, the, the milk, the, the whipped milk is, you know, the 5,000, the grinders and they're sitting there measuring the ground coffee by the, by the gram. And the interesting truth about coffee and is if as after 9am 95% of what people are, are drinking has sugar syrups in it. Everybody buys coffee, hot coffee at 9 o' clock in the morning until 9 o'. Clock. After that you go sitting, you go sit in a, in a Starbucks in any coffee place, you know that, you know, that's a sophisticated coffee and they make their money on iced coffees on now all of the dirty sodas, the ice drinks.
- [16:11]
A
Dutch brothers swig.
- [16:12]
B
Yeah, yeah. And the second you put that cream and that syrup in there, the underlying, the quality of the underlying coffee doesn't matter. And no matter if you, if you measured the milligrams. My one guy here does this by the beach. He's a British guy on one of these visas. I love him, I learned a lot from him. But he sits there brewing coffee, you know, five minutes every time to serve the coffee. And I go see him and I buy a coffee and I talk, and I want to see what his, what his pain points are. And 90% of what he sells on a warmer day is a big, tall coffee, mostly ice, with his espresso poured into it.
- [16:49]
A
Yeah, yeah.
- [16:50]
B
And so, and then, and then a syrup, a caramel. And I'm saying, okay, you don't need all of that $30,000 espresso stuff, you know. And so what went off in my head when I saw these kegs, you know, basically what, what popped into my head was this. I want to serve great coffee, or coffee like Starbucks, but without having a $20,000 a month rent and without. I just want to take this to events because with my tap truck, I had figured out between LA and San Diego and Palm Springs, the air shows all the places that I could be. And not everybody wants alcohol. There's a lot of family events, school events, part public parks where I could come in with a coffee cart. But alcohol, they didn't want me there. So it solved a lot of my, A lot of my problems.
- [17:44]
A
So this guy on the beach that you're talking about, it's like he's using a Toyota Corolla engine and putting it in a Porsche, right?
- [17:50]
B
Yeah.
- [17:50]
A
Because he has this beautiful product that he's just after 9am is just diluting with ice and sugar and cream. And so he could put in like, Folger, Maxwell House, whatever, and it would taste about the same to most people.
- [18:04]
B
That was, that was my point. And the owner of this company that brews the coffee, he kept talking to me about the, about, you know, about all of the aromas and everything. And to me that his greatest point was that, and he was right, is that his coffee is shelf stable, you know, so, so, so in that keg, it can stay there even if it's open for three to six months. Okay. And the other part was that if, you know, you could put nitro. The new, the new fashion is putting in nitro. Nitro Coffee. If you go to Starbucks, you, there's nitro brew and it's a little, these little micro bubbles. There's you, you know, instead of you using CO2 to pump the liquid out, you use nitrogen, which is a smaller bubble that lasts longer and it makes the product fizzier, it makes it mix differently. There's a whole look to it when you, when you calibrate it, right, that there's a whole art to it. But this guy was pitching me, the man who was brewing the coffee, he was trying to displace coffee in restaurants. He was saying, oh, the average restaurant throws out 50% of the coffee it makes because it gets, it gets stale after a while. And he was going after restaurants and again like the tap truck people. He was a guy who had a great idea, but I just felt that he wasn't tapping into the right market. I just felt that because I had traveled so much out in the world and saw what people were doing that I thought there has to be a better use for this.
- [19:35]
A
And so that's looking at, sorry, I'm looking at a Google trends, Google Trends chart for nitro coffee. And it's up and to the right. For the last 13 years it's just been trending like crazy.
- [19:46]
B
Coffee just, I mean and coffee just keeps on exploding and now it's gone cold and now it's gone at every street corner. So again, my, you know, European refuge, you know, all the big department stores in New York and all the big, all the big stores in America were, were started by German or Jewish immigrants who started with a cart, you know, selling their stuff. So why have a, why have a restaurant, why have a coffee shop, 20,000 bucks a month. Why even have a coffee truck for 30 or $40,000? What I went out and made was this, you know, was this little cart and in, inside it, this is just. Let me show you, let me just, I made a bunch for, for people. Let me take on a second, let me get through that. That's what I use. I, I go to Home Depot, I buy a husky cart, get a, get, get a guy with a metal sword. I pull out all of the guts. It has a nice top, it's good looking, it's got good wheels, sturdy. And it's, it's my, it's sturdy because this thing is going to be loaded up and down in a truck, up on down sidewalks. That's, that's the product. So you know, so what happened was I made this for, for myself, you know, and this woman, she said, you Know, she lives outside of LA and said, you know, I want to go to schools, I want to go to my area. And I built her this thing and kind of put her in business.
- [21:03]
A
Okay, looks awesome.
- [21:05]
B
And then I had another client. You know, this was an E2, this is one of my visa people, got him approved for, you know, make bringing coffee to, you know, this was indoor, in a gym, at a, at a convention, you know.
- [21:18]
A
So sorry for these first two people so far. You're monetizing this by building the cart and selling them the cart, you know.
- [21:24]
B
No, I was helping them get this point. I have my own cart that I take out to events. Yeah, but.
- [21:30]
A
Which we'll get to. But for these two people. How are you, how are you monetizing?
- [21:34]
B
You know, just, I was interested to see. I was just testing my theory.
- [21:40]
A
You're helping them, you're getting data learning, helping them if you know.
- [21:44]
B
And also I had to understand the human factors. To me, the weakest point in so many business is the human factors that, you know, I had to simplify. For example, those, those metal cylinders, they're heavy. Okay, that rules out, you know, a small frame woman running this business and having three or four of these. So again, I got online, I started asking my suppliers and I found that you could put this coffee instead of putting it in a five gallon, you know, 40 pound keg, it came, you could have it processed and put into what's called bag in box bib. It's what the syrup, you know, in a, in a, in a, in a, in a restaurant comes in and there's a, there's a pump that pumps it out that's actuate, that's activated by gas. So, so I found, and I'll show you later, I found this company that made this, this, this system that, that would draw the gas and draw the, the liquid out. The. My, my, my coffee supplier, he agreed with me that these, these heavy metal cylinders were, or the recyclable 5 gallon cylinders look like an absolute environmental nightmare. And so that you know that shipping it in these 10, 10 liter cardboard boxes with a bag, heavy duty bag inside made a lot of sense.
- [23:06]
A
Is there any difference in taste between that and the keg?
- [23:09]
B
No. No. And again, not after you, not after you put the syrup and the cream in it.
- [23:15]
A
Yeah, yeah. I mean, to your point, the liquid itself weighs eight and a half pounds a gallon, right? So if the keg weighs so much empty and it doesn't add to the flavor, then what are you doing? What's the point? In having it at all again, listen,
- [23:33]
B
when I lived in New York and even into the late 80s, in the middle of the winter when there's ice, and I would see the people delivering the beer kegs to restaurants and sliding down the, the stairs, going down the, like, beer is great, but what it takes to get it from the brewery to the, to the store, it is. You're moving water around in these hundred pound containers. That creates, you know, risk of fall, that creates massive back injuries. And the technology really hasn't kept up. Nobody's made a keg handler robot. Yeah, you know, so, yeah, so. So again, I'm all about these human factors because again, when I had once I made the first cart, I said, you know, wow, I wish I could figure out a way to make this usable by an at risk population. Maybe a divorced mom. I would, you know, if there was a mom that was willing to go sit at a gas station, you know, while the kids were in school and could park the cart at the gas station, I build her the cart for whatever and, and I'll get the product delivered to her and we'd split the profits, you know, and whether it's that or a disabled veteran, you know, that was my idea of a business. In the box for anybody.
- [24:50]
A
Good for you. It's literally in a box in this
- [24:52]
B
case, eventually became in a box. So, so let me.
- [24:56]
A
So sorry. The. The bag in a box, that is a concentrate, then you have to mix it with.
- [25:00]
B
No, it's not. No, this one is the. No, it's not a.
- [25:03]
A
Okay.
- [25:03]
B
It's not a concentrate. This one is brewed, but. Yeah, so this one is brewed and again, it's a waste, a little bit of a waste. But I didn't want to invest in a machine that mixes the concentrate with the water. Then, then I have to bring water to the place.
- [25:17]
A
Now, are you personally able to taste a difference between the bag in a box and the keg?
- [25:22]
B
No. No.
- [25:23]
A
So, okay. Wow. And I'm assuming you have more of a discerning palate being in the business.
- [25:27]
B
Yeah, I mean, I, you know, I go around tasting coffees and I go around tasting bag. I mean, I was looking for price competition again. I'm always, I'm always looking for the downside. So in case my guy down the road who brews his own coffee dropped dead. There was an earthquake and he was shut down. I had to see. Are there other people that put brewed coffee into a bag?
- [25:49]
A
Yeah, yeah. I want to point out the fact that I just keep going Back to your friend on the beach. That's like the aroma and this and that, and he's all romantic about it. And as business owners, that's why we get into business, because we're romantic about an idea, but usually we're not romantic about the same things that our customers are romantic about. And that disconnect is very expensive. So if he's obsessing over the aroma and how many milligrams per cup and this and that, and the $30,000 machine, and if he were to go actually survey his customers and say, what do you want? They're going to be like iced coffee. But yeah, but like, what about the aroma? Like the mixture? The ratio between, I just want nice
- [26:27]
B
coffee, you know, sadly, and I, again, I didn't have the nerve. The man who, wonderful man who brews this stuff was a whole business of brewing coffee and putting in kegs for all sorts of food service industries. He's a coffee aficionado. He tastes coffee from Guatemala, from Kenya. And he's always talking to me about aromas and bouquets and, you know, and roasting temperatures and roasting the nitrogen in the soil. And I, you know, and I've always been very, you know, maybe I'm jealous of people who have a passion like that and pursue the passion to make the absolute world's best coffee. But living in New York, seeing hot dog vendors, it was that same hot dog that spent 12 hours in hot water, you know, and you bought it for the same $5, whether it was fresh out of the bag or 12 hours later. And it's a little bit cynical, but it's. Bottom line, I, I have never gotten into businesses that. It's just not me. I don't have it in me to make a luxury product. I want to get it out the door and across, across the desk and somebody pay me. That's what I'm looking for. Even the beers, the beer people would ask me if I brewed my own and if this was this. And you know what the calibration was really the people, my customers just want to drink lots of beer and at a giant $10,000 company picnic, you know, and so that's, you know, there are too many people who make money selling a plain vanilla product. And I know the Internet has changed that. You have to make yourself different. But to make yourself different was get rid of that $30,000 coffee machine that breaks down and costs $5,000 to fix every time.
- [28:04]
A
And you're passionate about the profit,
- [28:08]
B
the ease, because I'm totally ADD and I'm totally spinning 50 plates at one time. The last thing I need is to worry about the coil, the hot coil in my $30,000 espresso machine. And when you go on, and when you go on, the coffee maker, coffee shop owner, coffee truck owner, things on Facebook, that's what they're sitting this. Oh, my coil. How do I replace a coil on this machine? I've learned in 40 years of business to be redundant. But I can be redundant without having to buy two $30,000 coffee machines. Yeah, I can be redundant for a thousand bucks and know that when I go to an event that's 100 miles away from civilization that I'm not.
- [28:51]
A
You have to be redundant.
- [28:52]
B
Yeah, yeah. And okay, so, no, so, you know, so remember the part of things we talked about was this is what I would bring. This is what I bring to a simple little thing I bring to a tractor supply company. You know, weekend in their draw in their parking lot, something like that.
- [29:09]
A
And are you having to pay anything to be there?
- [29:12]
B
No, for them. No. They, they, they, they. Again, maybe they'll charge one day. But other events, there are, there are things in California and other places I know, they're called night markets. What happens usually. And you know, the way the economy is going, you know, especially because of COVID people have discovered the power of outdoor events. And in California, we were blessed. Southern California, where we're blessed with great weather, you know, entrepreneur, mostly Hispanic and even Chinese, they go, they rent out a parking lot. They rent out at a college on a Friday night till Sunday. And they sell tickets. They sell booths for anywhere from 150 to $500, depending on what you're selling. And they sell admission tickets. And they get five or 10, 20,000 people that come through this. And you know, when your only alternative for fun for your kids is $1,000 day at Disneyland or at some water park, you know, taking your family out at 6pm to one of these events where there's all sorts of food, there's music, there are tables, your community is there. So you meet people and talk. Night markets have become a really big thing here. I don't know if you have them yet in Texas or what I know of.
- [30:22]
A
They're big in China, aren't they?
- [30:23]
B
Yeah. And so it's, it's just a, you know, and so, so some places charge fees and other places, again, you know, part of my final recommendations later, I have a list of recommendations, but not everybody charges fees because sometimes you add value, you know, sometimes, you know, you Bring people, have some, some event or a baseball game or something. And you know, you're just the, you're just there at the baseball field selling, you know, selling liquid like, you know, unlike anybody else.
- [30:54]
A
So before you get into the tractor supply, tell me monetarily how it went for these two, first two people that you helped, the gentleman and the woman,
- [31:03]
B
they, they both were happy making 400 to $800 net for the day. You know, I would think so. You know, it's, it's, it's totally doable. It's, you know, again, nobody that I've, that I'm doing this with has based their ability to put their kids through medical school on this. Everybody's just looking for a plan B for something to do on weekends in between jobs as a filler in, you know, a lot of gig economy. Not everybody, we don't have a lot of people don't have a full 40 hour a week job. And a lot of people are in financial situations where they need three jobs. So they, you know, but man, compared
- [31:52]
A
to, compared to the gig economy, this seems so much better. You stay in one place, you don't break your car.
- [31:57]
B
Like, I mean, it's fun for me, I mean, I love to be outside, I love to meet people, I love to find new venues. So that's, you know, but to some people that's hard. You know, introverts who just want to sit at a desk all day and some do something at the desk, an accountant. What I do is, is, is, you know, they can't think of anything worse. I just get so energized by, by what I see people selling. I mean the lemonades, the lemonade stands, you know, make even more because they, you know, they've even got, they've got even less go. But you know, I just wanted to have a, you know, a twist on the lemonade stand with, yeah, coffee being one of the biggest group continually that we're just constantly, you know, it used to be a morning thing, now it's an all day thing. And then they've added on these sugary drinks, these fruit juices, these dragon fruit things, these matcha teas. And you know, anybody who wants to, can do that with my system. It's just that the beauty about my system is that when you, when you are set up at a, on a hot day at a, at a, you know, where the sun is beating down and people are having fun, whether it's a car show, a boat show, an air show, a baseball game, people don't want 10 or 15 choices. Like at. If I just have like here a latte and a coffee and that's it. Coffee with cream or coffee black latte with a certain type of cream and a syrup. Nobody, I have yet to have somebody say, don't you have this, can you put a little of that? Don't you have any Bailey's? Or so nobody, you know, I mean if I were set up as a store, people would quickly complain that I didn't have 50 different variations on the theme. But when you're again, another one of my. I see people who have these kind of trucks with 15 different flavors and, and that takes time. You know, the five minute coffee brew, the three minute coffee brew for my friend who does it by the beach. I serve it up in 30 seconds so I could sell. I've served a thousand people in a day with, with three people working the station.
- [33:57]
A
30 seconds a pop.
- [33:59]
B
Bingo.
- [34:00]
A
What are the, how much does each cost on average and what are your margins?
- [34:03]
B
So let me, so let me, let me bring that, Let me, let me, let me get. So just what, you know, so I go to car. You know, cars and coffee is big in California. So on Monday, you know, on weekend mornings I go, you know, I bring my, my converted tool chest and the men, you know, people want to order these. You know, I don't want to go to the trouble of making them, you know, end user friendly, but people appreciate, you know, at a cards and coffee where there's half a million dollar cars and there's all sorts of what, you know, it's just a. Again, it's to get people talking and seeing. I'm just hoping that somebody say, you know what? Well, somebody did do something and I'll tell you that later about something that came out of this. Let me just show you the costs. Okay, so you buy a tool cart for 600 bucks. You buy a tap system for 200 bucks. This is the machine that mixes and calibrates how much the gas and the coffee mix. That's the most expensive part. You have to have a nitro tank that to buy it once for a couple hundred bucks. And then you fill it for like 30 bucks. And you fill it every two months. I mean it does huge, huge amount. And then there's these that you either buy the bag in the box or you buy the, the keg. So basically to build, so you know, to build the cart, you know, you're talking about, you know, 2500, maybe another $500 to get somebody to build it for you. But this, these are your costs in to the cart.
- [35:28]
A
Okay. Put that on a credit card.
- [35:29]
B
Yep. Bingo. So you know what I do? You know, I do 24 ounce cups, big cups. Give them their money's worth. Okay. You know, at this, at the fairgrounds, you know, a, a big cup of like a 20 or 24 cup of beer is sold for like $18. Okay. So, you know, and it's high for a cup of coffee, but it's mostly ice. And sometimes I drop my price and make a smaller cup for 650. The coffee itself is about A$50. There's really no way to get that down when you start. You know, I could, I could make up. Yes, I could lower my price by mixing up, mixing up instant coffee in a, you know, in a container and, and serving and serving that. You know, you have the, the cup, the lid destroy about 30 cents ice. You know, again, you can, There are places that, that belmo. That pay, you know, there's certain gas stations that just to get you to come in, we'll give you a 25 pound, you know, if you buy 10 bags, you know, it's like $33 for, for a 25 pound bag of ice. It's, you know, then you, then you pay sale. You know, you, you collect sales tax or you pay sales tax later. So it comes out to about three bucks a glass. And you know, you sell it for 850. So you're making $5. I will sit there and make five. You know, my setup is so easy, the, the maintenance is so easy that, you know, it's not the biggest profit margin in the world, but it's something that everybody wants. I've got it. You know, I can, I can make it for the, you know, the manly drink. You know, it's. Men want it, you know, straight up. You know, women want syrups and creams in it. And so I can service, you know, I can service what they want to, you know, make five bucks at a good event. And that, that's where, you know, my big. So my big thing about his location, I'll get to that. But you know, a small event, you know, with 80 people who buy it, you know, you make 400 bucks. I mean that, you know, that's.
- [37:27]
A
What would a small event be? Would that be like a tractor supply parking lot or.
- [37:31]
B
Exactly, exactly.
- [37:32]
A
Okay.
- [37:32]
B
A large event is a local something like the, In Santa Barbara we have the Avocado festival, the Lemon festival, you know, the, the German festival, the Israeli festival. Something that draws two or 3,000 people locally 5,000. You know, you can make 800 to clear. This is net, net net, you know, clear 800 to $1,200. The, the real, you know, one of the real games to play is, is, you know, the, the festivals and the fairs and you know, they charge fees to get in, but there's a lot of latitude because I made friends with a guy a long time ago with my beer trucks when he was just starting out and he did one little fair and I became very good friends with him and I supported him and I did everything I needed to, to help him when he would call me. Oh, can Mark, can I borrow your truck? Oh, Mark, you know, this guy just backed out. Can I do this? Can you do this? Can you get me a trailer? And you know, now I am on his good side and he lets me into these events and, you know, it's a $2,000 day for, you know, for, for selling coffee. And how many for the thing, he charged me like three or $400, so it would still be $1,500.
- [38:42]
A
How many, how many hours is an average day?
- [38:43]
B
You know, four to eight hours. You know, people ever have, people don't drink coffee after 6 o'. Clock. People are starting to. Oh, no, no. And like sometimes I switch over to decaf or to other kinds of drinks, but 10 o' clock till 10 o' clock till 4 or 5 o', clock, people are grabbing the, the drinks. Like then some of the market, night markets, I do, I do decaf. People don't, you know, people are very conscious, oh, I can't drink that. It's going to keep me up.
- [39:13]
A
So depending on the event and the size of the event, you're making between $100 an hour in profit and 2, 3, $400 an hour in profit?
- [39:21]
B
Basically, yeah.
- [39:22]
A
Wow, that's incredible. Have you ever, have you, you or one of your people ever had an event that just bombed for whatever reason?
- [39:29]
B
I mean, and that's my, that's going to be like my, one of my closing points. Okay, first of all, the cost for being wrong is gas money and 150 bucks that you might have paid for that location. The coffee doesn't spoil the ice. You know, you have a freezer for your ice. Okay. Your cups, you just put them back in your storage. So the cost of being wrong. Yeah, I've done tractor supplies where I sold $100 in coffee. But again, when I went back and understood the location, the date was wrong, the season was wrong. You know, I, you know, you have to go Back and calibrate, just like in real estate, you know, it's location, location, location, you know, and every geographic area will be different. But I mean, the granddaddies are, you know, the fairs and festivals, they're not as often. You may. There may be a line. You may not be the first in line for coffee, but although very few people do iced coffee, so they're willing to bring you in for that. Farmer's markets are every week, and sometimes you have to commit to be there. And then farmers market, almost everybody will tell you the first few times at the market, the people don't know you. They don't trust you, whatever it is. But eventually they warm up to you and they make you part of their regular routine.
- [40:43]
A
Now, you say location, and I think two different types. One is the event that you're at, and two is the. This very specific location at the event.
- [40:51]
B
Absolutely.
- [40:52]
A
How much does that location matter?
- [40:55]
B
Okay. I totally agree. And I'm always, you know, and I drive the small event people crazy. The big events I have, I can't. I can't. I can't do anything about. But I get there early, you know, I get there.
- [41:09]
A
Jockey, you're like throwing elbows here, right?
- [41:12]
B
Yeah. You know, the metaphysics, you know, the theoretical. I get there early so that I can look and see how they're setting up. See where the traffic is coming in, you know, see. See where they're bunching up the wrong things. You know, these shows will have a food area, and they will have a merchandise area. And I never know whether you should be the only food in the merchandise area or you should use the four food court idea that one food. Having 10 food will motivate people to buy food who maybe didn't want to buy food. So it's a constant modifying, you know, my umbrella. You know, do I. Do I need a dancing flag? You know, my big surprise is, is that I've had to make bigger and bigger signs because people don't know what I'm selling. It says nitro coffee. It says coffee. It says latte. They will walk past. So maybe I need a giant coffee cup. Maybe I need a giant steaming coffee cup. That's been the really, the funniest part, that I'm a very observant people person, and I know what everybody's doing. Most people, you know, don't know what I'm serving. They. And my. And my setup is so different. Maybe that's the problem. They have no idea.
- [42:30]
A
What if you had a sign that's
- [42:31]
B
just said iced coffee yes. And those lattes, you know, people didn't know, what's nitro? What's nitro? I now go back to just iced coffee. Yeah, that's, that's, you know, that's, that's it. Now we have teas, you know, and other stuff. But that's where I've gone to with this. I mean, I have. My garage is full of, of signs printed at. You know, one of the most amazing finds in all of this is those signs that I make in the front of my carts. FedEx off FedEx offices will print that on a giant piece of PVC that very durable for like 100 bucks. So I just make up art on my computer, send it to my local, my local FedEx. You know, three days later it shows up. You know, 100 bucks for a sign. I can, I can, I can make mistakes all day long. And until I figure out what the right thing to say on my coffee
- [43:27]
A
card is, let's say you get to a fair and you've got flexibility on where you post up. You've got two options. Let's say each of these options get the same amount of traffic. Exactly. One option is you're, you're just buy some booths. There's not really food or beverages over there, but there's just as many people as option B where you've got a lemonade guy, a smoothie guy, and then you. Would you rather be where there's like products so people are in that mindset or would you rather be on an island with not competing with any other beverages?
- [43:57]
B
What, what? I believe, and again, not, not as scientific as I would like it to be. I believe that I'm better off in the food area. That when the people are in the merchandise area, oh, look at the sweaters, look at the tablecloths. Look at. And they're just not thinking food. They, they get there. And what's interesting at a lot of these places, they put the food at, at the beginning, right by that, right by the front door. That's where they set up the food. And so that, you know, I've done it both ways. I thought that they would be an advantage to being the only vendor in the food in the non food area. But I've been very wrong most of the time on that.
- [44:38]
A
Yeah, I've noticed the same thing. Yeah.
- [44:41]
B
I don't like being with my sense of uniqueness, my vanity, my, you know, my hubris.
- [44:48]
A
Ego.
- [44:49]
B
Ego wants me to everybody come. Oh, you're so unique. Ooh. Ah. But you know what? In my in my, you know, 60 years of life. You know, you can't deny the auto, the auto dealerships that are all lined up. You can't deny the success of, of food courts of 15 people.
- [45:08]
A
Yeah, there's a street near me that has, all in a row side by side, Panda Express, Raisin canes, Chick Fil A right next to it, McDonald's. Then you've got like two or three others that I can't remember, and all of them stay packed. Right. That's why people go to that street, is for the fast food. And I've got, I've got a buddy that opened a healthy restaurant in a shopping mall, an indoor mall, because he said there's no other healthy restaurants here. I'm the, I'm the best option. And he failed because people didn't go there to eat at a healthy restaurant. They wanted crappy Panda Express.
- [45:39]
B
No, it's a, I run into that a lot. And you know, and again, this whole, this whole, you know, malls and food courts is something from the 70s and 80s. And marketers were just shocked that the best play was to, was to be part of a 20, 20 different food place food court or be part of an auto mall. You know, it used to be you made your, you know, you had your car dealership in the 50s on your corner, and that was you. Well, the auto malls that the big real estate developers loved just blew the doors off of that and said, don't be afraid. You've got all these people coming here to buy cars. They've got cash in their pockets. Just let the market work for you. Yeah, totally counterintuitive. I'd like to be the only guy selling anything, but.
- [46:24]
A
That's right.
- [46:24]
B
Yeah. Yeah. So now. So yes, go ahead.
- [46:27]
A
If someone wanted to do this like full time, make it a daily thing, how realistic is it to find a willing gas station owner to let you just post up every day?
- [46:36]
B
So, so now you, you know, I don't know whether I had let the cat out of the bag or you just came out of this yourself.
- [46:43]
A
We have the same brain.
- [46:44]
B
Okay, we have in California. And I don't know if the rest of the world does this. You know, we have these car dealership, the car car washes. There's the automatic ones where you sit in your car, but there's. There are other ones where you get out of your car, the car goes down a line, the guys, you know, finish washing them and, and detailing them, you know, and there's 15, 20 people. It's like kind of a Hand car wash. Yep. And those do, I've tested those. Okay. Those do. Amazing.
- [47:13]
A
Okay, what's amazing again in an afternoon
- [47:17]
B
11 to 4 prime washing, five $600 net just for, just for showing up
- [47:23]
A
100 bucks an hour.
- [47:25]
B
So I was, so I was at a location and a guy came up. Turns out this guy owns 25 car washes in LA and every Saturday and Sunday he washes between 500 to 1000 cars.
- [47:38]
A
I mean that's per location or total at every location.
- [47:42]
B
Every location. Car washes, I mean they're five million dollar businesses. Okay with. Between the land and the. But yeah, it's absolutely shocking what the, the throughput. And again, I don't know, you know, if it's because California is always sunny or what, but the throughput of car washes is just absolutely.
- [48:01]
A
Well, I'm crunching the numbers. You get, you get a thousand cars, you just get 10% of them to buy a coffee. They're making 500 bucks.
- [48:07]
B
Bingo. That's my, that's my, that's my point again. There was an article, I mean I've been telling this and you know somebody, I'm, I'm, I'm going through some mag business magazines and some of the best coffee is served at gas stations and with. From a gas station. From a coffee cart, not inside the gas station.
- [48:26]
A
Yeah. Yeah. Well there's a quarter million gas stations in America.
- [48:30]
B
Yeah.
- [48:31]
A
So.
- [48:31]
B
And some of them are more busy than others. And some of you know, you know that it's. Again, I haven't tested the gas station because I just try to find places that have real crowds all the time. You know, gas station. I mean. Yeah, it would kill it at your, I'm sorry, the brand that you love in Buc EE's.
- [48:51]
A
Yeah, well, I mean imagine just a Tesla supercharger like a busy supercharging station.
- [48:57]
B
Oh man. Exactly. But you see, my problem is at 66, I'm not who I was when I was 35 years old. And so I'm leaving a lot of stuff on the table. Now. I'll gladly. Bill. You know, I'm looking for people starting in my area who will say Mark, I want to do this. And I'll, I'll, I'll front everything for them. I'll, I'll find them the location.
- [49:15]
A
Oh, you're going to get some emails. You're going to get some emails.
- [49:18]
B
But it's just because it's just so unbeatable now. There, there are, there are permits. I mean, you know, when I started it, I Was cowboying it, not worrying about the permits. And different locations have different permits. But again, you can also set up inside a lot of gas stations or car washes, have an inside waiting room where everybody passes through. And so that wouldn't, that wouldn't be considered street vending. If you just set up a cart in there. A lot of times, you know, a catering license, where you're going to an event and either selling or give, you know, the, you know, that's a different thing. The most difficult thing is to set up shop on a, On a public thoroughfare where everybody can see you. Where, you know, that's when the government wants to see everything up front. And I'm moving in that direction with, with this. You know, my goal is to, you know, is to. These are very expensive, but I want to make this as my, as one of the aspects, probably $10,000. But you go to one concert and you sell $10,000 profit for the weekend. But this is something that would pass inspection, you know, and I'm not here to sell anybody anything.
- [50:41]
A
But, but, right.
- [50:42]
B
It's that if, you know, if you don't, if you don't want to cowboy it, you don't want to gorilla it, and you really want to go out in the open to every last event. You put a nice wrap on this pink, something bright that sticks out, and you do this. And now, you know, it's, it's, you know, it's, it's. It's at the other end of the spectrum for me. But it's not the 40,000, $50,000 pizza trucks I've seen. I, I was at an event and a guy pulls up one morning. He gets there, you know, I get there very early, and he pulls up next to me. He's got this giant truck with a container on it that has a wall that's been taken out. And he's got a, he's got a mobile pizza maker, but he spent $150,000 on it. And it's funny because I helped two kids in town here get into business by buying these little $400 pizza makers that you see at hardware stores where you just, you know, you could just make pizzas, gas pizzas on a tabletop. Same product. He spent 150,000. These guys spent 1,000.
- [51:41]
A
Now, what's your pitch to the. The venue or the gas station owner or the, the car wash owner? How do you convince them to say yes?
- [51:48]
B
Oh, so what I'd love to able to say is, I mean, again, I'd love to be Able to say, you know, I've got this woman, you know, divorced mom of three who wants to set up a business at your place. You know, she really needs the money. It would really fit in great. She comes in between 10am and 3pm when her kids are in school. Can you help me out? I'm not scamming them. I'm, I'm being honest. I'm, I'm looking for a way. I hate knocking on front doors. I want to meet a gas station owner or car wash owner online on LinkedIn. I want to meet him at a conference and, and have him say to me, yeah, I'd really like to see you guys at my, at my location, rather than me saying, hey, how much are you going to charge me to be at your location? You know, that's, yeah, that's not the conversation. You know, I've just done this, this side door stuff all my life. I'm not, I'm not, I don't believe in going in the front door because of the gatekeeper.
- [52:43]
A
Same.
- [52:44]
B
It's how, how can I, you know, what itch do you have that I can scratch? Maybe, you know, same thing with veterans. I've been trying to get a meeting with somebody in la, the veterans, to, you know, to get this in front of them and their benefactors. And there are people who come out. We have a military base, a couple of military bases where we have the Seabees, people who come out of the military or even military wives. One of the big challenges of military wives or spouses should have to be a little bit more, more, more contemporary. Mill spouses, you know, they need a, the husband, the one spouse gets the government money and benefits, but the other spouse, they may need extra money for their kids. So there's a whole cottage industry of people who recruit military spouses to, you know, to, you know, to sell magazines door to door or whatever, you know. And so, you know, I'm, I built these machines because I wanted to see how easy it was. I wanted to understand the entanglement of the regulations. You know, I have income from other places, so that's not my number one. But I wanted to see if I could build a business in a box that was multifaceted, that, that was, and that could benefit my kids and benefit anybody looking to just have a side gig or a full gig. You, there are food courts where you could take this. Okay, There are again. When I was growing up, you know, the statistics within the 70s and 80s, people went to a mall 12, 13 times a year. Now they only go three times a year. So I don't know what it's like in Texas, but most of the malls in California are just dead all the time.
- [54:09]
A
Yeah.
- [54:09]
B
They're trying to bring in food courts, but somewhere out there there's a food court where this, this where they'll be happy to have you. Somewhere out there there's a, a semi pro football league, semi pro baseball that has crowds every weekend, you know, that would want you.
- [54:29]
A
So when you're working with someone, an operator, what does your deal look like with them? You front all the cost, you show them how to do it, you provide the business in a box and then they give you a cut of ongoing revenue.
- [54:39]
B
Exactly. Yeah.
- [54:41]
A
How much is the cut?
- [54:42]
B
It's 30 to 30% of it, you know, just.
- [54:44]
A
Yeah.
- [54:45]
B
And again, it depends on who brings the truck, who brings, you know, who does what.
- [54:49]
A
Yeah, yeah. And how do, how do you track cash? Or do you.
- [54:52]
B
So the good part, you know, you know, I, I do the honor system, but the great part is, is it's, it's remarkable how many people don't have cash anymore. And it's remarkable when you go into the affluent, the upper scale, how many people just have an Apple Watch. Even the kids. The kids, everybody. I mean, I'd never seen it before, but till about three or four years ago, I now go to events where 80% of the buyers are using some kind of an app. An Apple Watch product.
- [55:22]
A
Yeah.
- [55:23]
B
Or a, or a phone based product with completely, you know, out of the whole card business.
- [55:30]
A
Yeah. So logistically, do you have like a piece of software or a CRM that you're, you're tracking their sales or is
- [55:37]
B
it, I mean, they use my, they use my stripe account. A stripe account or a square account? You know, I set them up and you know, comes down into my account and then we split. Split from there.
- [55:50]
A
So, last question before I let you go. What's the best event you ever did profit wise?
- [55:56]
B
It was a two day event, it was very hot, 100 degrees and it was probably $8,000 net.
- [56:04]
A
$8,000 net profit in two days?
- [56:07]
B
Yeah, just, I mean, I knew it was going to be big and I knew it was going to be hot. And so we, you know, we scrambled for product, for constantly getting ice and.
- [56:15]
A
Yeah, yeah.
- [56:16]
B
I mean, again, yeah, if, if, you know, if you're out in the middle of nowhere and there's no alternative, there's no McDonald's and no chick Fil A, you know, you're the man that puts more money in your Pocket. But you have to get there. If you do a street fair where the streets are lined with, with other options, there's, you know, you, you get lower percentage. So again, that's why I'm back to location, location, location. You have to, you know, these, these air, air shows, you know, they're all over California. I don't know if you have them in Texas. There's, you know, there's all these, these, these plane enthusiasts and that line up with the military and they get the Blue Angels and they get all these Confederate Air Force. They get all these events going and you're out on an airfield, you know, with lots of parking. But there's, thank God there's no competing food venues. Yeah. And people are there from 8am to 8pm watching the military planes and all the demonstrations and the parachutes. So that's an all day fun event. They don't happen every day. So you have to make a decision about am I going to be an event guy or am I going to be a, you know, five day a week guy?
- [57:23]
A
Yeah. Well, Mark, as someone who's never tasted beer or coffee, if I can get fired up about this than anyone can. I'll tell you what, Because I get fired up over business, entrepreneurship, profit, helping people have their own business. This is, you're speaking my love language even though I've never tasted these things. So. But thank you for sharing.
- [57:42]
B
You've heard all of these dirty sodas or.
- [57:45]
A
Oh yeah. Oh, don't. I've got, Hey, I mean, look, this is, this is today. I've had two Celsius today. I'm not over here claiming to be perfect.
- [57:54]
B
I can make a cell again. I can make a Celsius. No, no, I can make a Celsius. There is a way. For me there, there's something called a corny keg which has a top that comes over, that comes off. You pour your, you pour your liquid, your juices, your fruit juices and water plus fruit juice and you carbonate it and your Celsius. That's what, that's what all of Starbucks money is being made now on is on those, those, those fruit drinks that are mostly ice and 5 cents of, of fruit, Fruit syrup.
- [58:22]
A
Right.
- [58:23]
B
The profit margins on those, other than the real estate it costs to maintain the $30,000 a month lease you have to pay to have a Starbucks.
- [58:32]
A
Yeah. Yeah. Well, let's do a follow up later because I want to find out what those home run locations are. But for now I've got, I've got another interview to do, but I had a blast. Mark, this was an incredible conversation. Where can people find you if they want to learn more?
- [58:47]
B
Let me. Let me just. I have a page. There. That's my. There it is.
- [58:50]
A
SunburstNitrocoffee.com. well, I assume that coffee is spelled the normal way.
- [58:56]
B
Oh, my God. How did I do that?
- [58:58]
A
It's all right. We know how to smoke coffee.
- [59:00]
B
No, no, I'm. That is. Oh, my gosh. That is embarrassing. I'm sorry.
- [59:05]
A
That's okay. You're good. We'll link to your presentation.
- [59:08]
B
Okay, let me. Let me get you that presentation back. I'm so sorry. Oh, my God.
- [59:12]
A
No, you're good. You're good.
- [59:14]
B
No, that's embarrassing. A lawyer or whatever, a six year old man.
- [59:17]
A
It's your adhd. Like I am, all right.
- [59:20]
B
Which is why I practice law, which is exactly.
- [59:23]
A
There you go. You found your.
- [59:25]
B
Thank you. Watching your stuff is, you know, and again, my world, you know, just want to tell you AI is fun, but for some reason, I am so drawn to these physical businesses because they can help so many people. So many people who are in a rut, having medical bills or have we. There's something. You're your line painter, your. You know, just. Just all these things that I just can really change the trajectory of a person's life with a car, a trunk full of tools, and you're in business and what they need is guidance. And that's what I'm looking to do for people. Okay.
- [60:01]
A
Yep. All right. Thank you, Mark.
- [60:02]
B
Very good. Thanks. Bye.
- [60:03]
A
Bye. Bye.