WHO ARE THEY…. J Retinger

[00:00:03] Speaker A: Where are they? [00:00:04] Speaker B: They're probably upstairs. [00:00:08] Speaker C: They never answer the door. Oh, wait, it's Monday night. [00:00:12] Speaker B: They're on the second floor. [00:00:26] Speaker A: Hey, guys. Welcome back to Second Floor Sessions. This is the episode that we spoke of that is so special. So we are on the road at the Biopet lab here in Knoxville, and we have got the CEO Jay Redinger, on board with us for the podcast. So you can see the lab in the background. We are here. So I think we're going to do a few episodes from here and bring some other guests in, so it ought to be good. But today we're going to learn about Jay and On the Road, the Biopath with Jay. [00:00:57] Speaker C: So let's just get into it. Jay, start us from a child. Let's. Let's. Well, let's learn a little bit about. [00:01:04] Speaker A: By the way, thanks for joining us, first of all. [00:01:06] Speaker B: Thank you all. It's a big honor, and I think it's cool, this. I forgot there's a second floor. Right? [00:01:11] Speaker C: Yeah. [00:01:12] Speaker B: And we're on the second floor. [00:01:13] Speaker C: We are on the second floor. [00:01:14] Speaker B: So it's even more perfect. [00:01:16] Speaker C: It is. It's meant to be. [00:01:17] Speaker B: Yeah. There we go. And it will stay on the second floor. All right, so we're starting from the beginning now. I'll try not to bore you all too much. You all are. You all are. East Tennessee guys. Grew up here in Knoxville, in West Knoxville. Born. I don't even remember what hospital was. It may have been St. Mary's at the time, which doesn't even exist anymore, you know, downtown. My parents. I remember I was born on a football Saturday. My dad. My parents had moved to Knoxville. My dad was getting ready to go to his first Tennessee football game, and mom went into labor. [00:01:52] Speaker C: Screwed all that up. [00:01:53] Speaker B: Yeah, I messed. That was, you know, and so I think he boycotted for, like, 15 years, but we finally got him back. But born and raised here in Knoxville, West Knoxville. Actually went to Bluegrass Elementary, a great school back then, that area. You went into Farragut Middle School. Right. And then into Fairt High School. And it's funny, nowadays, that whole area goes to Bearden, which was, you know, growing up, that was our rival. [00:02:19] Speaker C: Okay. Grew up in the area now. Okay. [00:02:22] Speaker B: Grew up in Knoxville. You know, I don't talk about this much, especially I. I try and keep some stories away from my children. Was not a good kid. You know, a little bit of a problem child. Grew up in daycare. Had to go to a couple different days. Daycares. You know, if you haven't asked me to Leave. Have you all been kicked out? No. [00:02:43] Speaker C: No. [00:02:43] Speaker B: Were y' all daycare kids? [00:02:45] Speaker C: I wasn't. [00:02:45] Speaker A: I was. I did. I did some. Not forever, but. Yeah. I think whenever we became. [00:02:52] Speaker C: How do you get kicked out? [00:02:54] Speaker A: Wild. We had to go to daycare, but. [00:02:56] Speaker B: Right. Yeah. I don't know. I mean. [00:03:00] Speaker C: Dude, you gotta get this kid out of here. Ma', am, it's. It's not working. [00:03:03] Speaker B: There's some stories I can't tell. [00:03:05] Speaker C: No, that's fine. That's fine. [00:03:07] Speaker B: You know, I just always push the limits. You know, that's my thing. Like, I. I've always been curious. I've always pushed the limits. My wife still says I don't believe in rules. You know, like a rule sometimes is made to be broken. [00:03:21] Speaker A: Right. [00:03:21] Speaker C: Absolutely. [00:03:22] Speaker A: No. And it's there because somebody's done it, too. [00:03:26] Speaker B: Now, I blame A.D.D. you know, back then, they weren't diagnosing it like they do now. [00:03:30] Speaker A: Right. [00:03:31] Speaker B: So I just blame it. [00:03:32] Speaker C: Yeah. Own it. Own it. [00:03:35] Speaker A: Yeah. [00:03:36] Speaker B: Now, my kids. But, you know, they'll use that as an excuse. [00:03:40] Speaker C: Yeah. [00:03:40] Speaker B: We got ADD from Dad. [00:03:41] Speaker A: Yeah. [00:03:42] Speaker B: Yeah. So grew up in Knoxville, graduated from Farragut, and I stayed here in Knoxville and went to ut. [00:03:50] Speaker C: Okay. [00:03:50] Speaker B: So went to Tennessee. Probably one of my favorite things about Tennessee was my freshman year, was the year we won the national championship. Okay. I got to be there when football. Yeah. Storming the field at Arkansas, you know, when we almost lost that game. [00:04:09] Speaker A: Yeah. That Clint Stern, when he left it. Laying there. [00:04:12] Speaker B: Left. Laid on the ground. You know, I think we beat Florida at home that year. I mean, we went undefeated. [00:04:18] Speaker A: Yeah, barely. That Arkansas game was over. [00:04:21] Speaker B: Oh, it was. [00:04:22] Speaker A: Yeah, it was over. Yeah. [00:04:25] Speaker B: Which I guess we got football coming up in a couple weeks. [00:04:27] Speaker A: I know. I'm excited. [00:04:28] Speaker B: Y' all ready? [00:04:29] Speaker A: Yo, I'm ready. [00:04:29] Speaker C: I'm ready. [00:04:30] Speaker A: I'm ready. We'll see. [00:04:31] Speaker B: How do you think we'll do? [00:04:32] Speaker A: I don't know. I've been told that we're ranked 20th. I don't know if that's high, if that's low, if that's what. [00:04:41] Speaker B: I may be generous. [00:04:42] Speaker A: I've decided to not allow. Allow it to jurors or to dictate how I'm gonna feel. Right. You know, so I look forward to it every year, and I watch it, and if I'm not watching, I'm listening to it. But I don't know. [00:04:57] Speaker B: I don't know now. I'll tell you. And I almost left this out, but we'll come back to probably a key thing for me growing Up. That relates back to biopet. Why I'm here today is my mother growing, like her whole professional life worked for a man named Tom Boyd. So. And Tom Boyd is a serial entrepreneur here in Knoxville, has many businesses. And for about 40 years he had a business out in Forks of the River Industrial Park. You all know where that is. John Sphere highway called Fishock. And so they manufactured. I think he had a patent. They manufactured the electric fence for cattle. So it was a big manufacturing place. They also made some other farm goods, you know, wire fencing materials. But growing up, because I was such a problem child, I'd get kicked out of daycares and things like that. He broke every child labor law that existed. And I guess I can. I guess statute of limitations is run out at this point. Right. And he put me to work in the summers. If I was suspended from school, you know, and I had to go into work with mom, he put me to work. So fast forward. So I go to ut, I graduate ut, I come out of. [00:06:15] Speaker A: Now what did you go to UT for? What'd you. [00:06:17] Speaker B: I went to college. I went for party in school. [00:06:21] Speaker A: Well, if you graduated, you got something out of it. So what you. [00:06:24] Speaker B: So I did about a six year program. [00:06:25] Speaker A: Okay. [00:06:26] Speaker B: And they finally said, hey, you got to get out of here. [00:06:29] Speaker C: So, dang, I kicked out of daycare and ut. [00:06:32] Speaker B: Well, what we did is we, we looked at, we looked at my schedule in my. In my classes and I had enough for political science and a minor in public relations. So that's what we went with and I graduated. [00:06:42] Speaker A: Okay. [00:06:44] Speaker B: And you know, and so the, you know, another thing too. I started school. I'm young for my age. I started school when I was 4 because my kindergarten because my parents said, you got to get out of here. So I graduate college and I'm. I'm young, 21, I think. Still had no clue what I wanted to do. So I spent a couple years doing things. I worked for a local funeral home. [00:07:06] Speaker A: Yeah. [00:07:06] Speaker B: One of the greatest jobs I've ever had. That may be a whole nother episode. Um, and if you want to Rose Mortuary over here, if you ever want to sit down with those guys, they got some stories. But I'd stay the night there by myself. Like, it was just great. It was huge. Lessons and dealing with people, things like that. [00:07:24] Speaker A: Yeah. [00:07:25] Speaker B: Delivered some flowers for a little while and finally realized, like, I've got to get a real job. And so knew a guy who had a. Was part of a health care company out of Nashville that did some consulting to Hospitals. And he said, hey, we're hiring. Why don't you come work for us? It was called AIM Healthcare at the time a small startup company. And so I went to work for them and loved healthcare, learned healthcare inside and out. I mean, and healthcare is a mess. Like it is designed to confuse people. You know, it's our most consumed thing that we have. Right. Like, do you all understand the plans you have? [00:08:03] Speaker C: Not fully. Not fully. Regardless, they're terrible. [00:08:06] Speaker A: And I think they're a scam. [00:08:07] Speaker B: That's what I think it is. [00:08:08] Speaker A: Yeah, it's a freaking scam. [00:08:09] Speaker B: It's an invented industry. When we lost manufacturer. [00:08:12] Speaker A: Yeah. The pharmaceutical side of it runs everything. Yeah, yeah. [00:08:16] Speaker B: So it's a mess. But there are some, there's some good and some bad and it's very intriguing industry. And when you kind of start to figure out the, the mathematics and how things work, it's kind of fun. And so I spent probably 10 to 12 years in healthcare doing healthcare technology, sales consulting and then started to have a family. Got married 2006. Ish. You know, I convinced this girl that [00:08:42] Speaker C: like you were the one. Yeah, you have to have me. [00:08:46] Speaker B: Best scam I've ever run. Yeah, still, I mean, I'm still trying to hold that Ponzi scheme up, but it was good. And she was an Oxford girl. We started having a family and I went to work for a local company, Team Health. I guess I can say that. Have you ever heard of them? [00:09:03] Speaker A: Yeah, I think so. [00:09:05] Speaker B: So they were big public and they're still big. They're huge. Great company. Publicly traded, loved it. I mean phenomenal. But over time, because healthcare can be a mess. They went from being publicly traded to made some acquisitions, mergers, and came off the market. And at that time I could see that I enjoyed this corporate life. I enjoyed the things I was doing. I was leading teams, managing teams. But that there may not be a career path or it may have been stalled because of some of these changes. About that same time, my mother, who is still working with Tom Boyd. So at this point in time, what had happened to that company? 5 shock that manufacturing company, Tom had sold it in about 2005, 2006. The man cannot sit still, has never been bored a day in his life. And so what he did is he invested in a human colon cancer research company and my mom went with them. They started to do some things, invested in this organization and they realized they had never had a non cash generating business. It was a research company where you just put money in. So saying, hey, how can we generate some money. Why? You know, while we're investing in this, we've got all this equipment. We had a lab space. So they actually started a company called biopet V Vet Lab, which did outsource veterinary testing. You know, they grew it a little bit. It wasn't. They had a couple employees. It wasn't doing great. It was helping pay the bills. But they realized that the turnaround time and the demand for this testing, you know, like, you had to have people overnight running tests, working two in the morning, and it wasn't great. But they had hired some really smart scientists that actually had genetics background, and they formed Biop and started doing some animal genetic stuff. And it started with working with breeders on lineage testing. They were doing a little bit of breed work back then, you know, some breed testing, some different things. Still had a handful of employees. And so that's probably 2008, 2009. I'm still in health care. And it was about 2016 when I decided, hey, we may need to make a pivot here. My mother had had some health issues and she was kind of. Biopet was in limbo at the time, or they were in limbo. They were growing a little bit, but they were trying to figure out, what are we going to do. They had a couple scientists come up with our poop wrench program. Right. And we're going to come back to that. Right. Or we, you know, you tell me when we start diving in. But they came to me, Tom, and my mother came to me and said, look, we think this has some potential. And over the years, they had, you know, I'd help, maybe done a few things, or they'd come and said, hey, will you come work with us? And I always said, you're crazy. Like, I'm in healthcare. We're saving lives. You know, you're talking dog poop and dogs like you're out of your mind. But I really. It was something in 2016, I thought, you know what? I've always been curious. I've been an entrepreneur. I love people. I love to kind of push the boundaries. There may be something that might be something here. [00:12:22] Speaker C: Absolutely. [00:12:23] Speaker B: Why not? Right? My wife was saying absolutely no. But something in my heart said, you know what? Like, let's try it. And so I came on board at Biopath. [00:12:36] Speaker C: So it kind of like. Which, like you had said earlier there, so it kind of started from him a little ways. [00:12:44] Speaker B: Yeah. [00:12:44] Speaker C: So it wasn't the. You're not the actual founder, but you founder, but you took it and ran with it. [00:12:50] Speaker B: We yeah. And I. And not me. Like, when I walked in, we had a phenomenal team. [00:12:55] Speaker C: Okay. [00:12:55] Speaker B: You know, like the handful of employees, you know, between my mother and. We've got an operations customer support leader named Win and our lab director, Chesley, they've been doing some great work. They just needed some support and help. Sometimes I don't know if we cut this out or not. Sometimes I joked that when I first came on board, if I could just take Tom to go play golf and leave everybody alone, we'd be more successful. [00:13:20] Speaker A: That's the way they all are, right? Yeah. [00:13:23] Speaker C: Yeah. Get them out of the way now. [00:13:24] Speaker B: People say the same thing about me. [00:13:27] Speaker A: They may be. [00:13:27] Speaker C: And today, taking Jay to go play [00:13:29] Speaker B: golf, you all get the same. You know, the same thing. Sometimes. [00:13:32] Speaker A: Well, I don't get. Well, I don't know. [00:13:35] Speaker C: Sometimes it doesn't feel like if I'm not there, it's not going to operate correctly. Now, whether that's wrong or right. [00:13:39] Speaker B: Right. [00:13:40] Speaker C: You know, I don't. I don't know. [00:13:42] Speaker A: It's above us. It's. It's the next step above us or. Well, me. [00:13:46] Speaker B: Anyway, come back and inventory's all. [00:13:48] Speaker C: Oh, yeah, yeah, yeah. [00:13:51] Speaker B: But we had. So we had about eight employees. We were so. Poop Rinse had started to grow a little bit of legs. You know, we made. We were in several states. We were probably serving maybe 500 customers a little more. It was this niche thing that we knew, hey, we're on to something, but how do we take this and double down on it and expand it globally? And so. [00:14:17] Speaker A: So let's stop right there. [00:14:19] Speaker B: Stop right there. [00:14:19] Speaker A: And let's ask you at that point that you're at right now in the story, what. What were you guys doing then with the dog crap? Yeah. [00:14:31] Speaker B: So let's. [00:14:31] Speaker A: I mean, is it where it's at? I mean, I know it's not where it's at now because of technology, but. Yeah, let's see where you're at right there. [00:14:38] Speaker B: Yeah. So where we're at at that point. So here's what happens. You know, you've got this animal genetics company, me. It's run by a serial entrepreneur. It's got a lot of ideas. Great ideas. Right. But in some brainstorming sessions and really, among some of the science team, one of the scientists was living in an apartment complex, and there was dog poop everywhere. She came in and said, I've got a crazy idea. What if we can tell who's not picking up their dog poop? So from there, they said, I don't know, let's try it. And they went. They went locally and started talking to property managers and different people, like, is this a problem? And they found that it is one of the top three problems in, you know, multifamily, in apartment communities, condos. Like, oh, wow, this is real. [00:15:24] Speaker A: Yeah, it falls in their top three. That's a big deal. Yeah. [00:15:27] Speaker B: And so basically, you know, what. What the science team had figured out, you know, some of them, like our lab director, Chesley Brilliant's got a forensic background. And what they figured out is just like CODIS takes a sample of DNA that is found on the crime scene, pulls a profile from it, puts it in a database, and then takes a reference sample, takes a profile from it, puts in the database, and they crunch it and compare samples and match samples. Like, we can do the same thing with dogs and dog poop. So at that point in time, you had an idea. They were starting to get some early adopters, some customers you like. So you may have four or five hundred. They had gone out and said, hey, we need some distributors. Like, can we create a wholesale network that can help do this? We were running. They were running things off spreadsheets. They had a little bit of a database. We're working on a patent and finishing that up, that crunched, you know, the profiles, and you really had one sales guy. And so what we started to do is we sat down and said, okay. And really, too, what it was, is it was this novelty, like, super science program, super, like, detective, you know, DNA program that sat over here that served and was designed for a multifamily industry. But we weren't a multifamily company. You know, we kind of waited for the phone to ring. We were talking to some municipalities, like, can you use this to clean up cities? And things like that. We're putting some materials out, but we weren't pursuing the customers, are really designing things for our target audience. And so we sat down in 2016, 17, and said, all right, we've got people, we've got wholesalers. You know, we don't have any. Any corporate sales teams. How do we start to put some teams together? What did our customers really want? How do we start to get invested in the industry? Go to trade shows? What kind of stuff do we report in our database? They really, you know, is it too sciency over here for a property manager to tell somebody, hey, you didn't pick up your dog poop? And so we started making these changes, redoing our database. We started building sales teams, building relationships and it took off. [00:17:45] Speaker C: So question. I've thought about this ever since Bo told me about that we were coming to you. So how exactly. Tell everybody how exactly it kind of starts. So my thought is, okay, they send you the. [00:17:59] Speaker A: Who. [00:18:00] Speaker C: Who is the guy that sends you the first sample of poo? Yeah, you know, who's the. Who's the. Is it the property manager or do you have somebody that goes out, you know, you know, the way I'm thinking about it, you know, so, okay, then we've got a sample of it. [00:18:14] Speaker A: They rope it off a crime. [00:18:17] Speaker B: What's it look like here? [00:18:18] Speaker C: You know, and you're out. [00:18:20] Speaker A: So we. [00:18:20] Speaker B: We have a. We have a blueprints helicopter, so they call us. We go land. [00:18:25] Speaker C: Damn. Okay. [00:18:26] Speaker B: All right. [00:18:26] Speaker A: All right. [00:18:27] Speaker B: And we've got earpieces in, scoping it out. Okay, sure. Everything's clear. [00:18:31] Speaker C: I love it. [00:18:32] Speaker B: And then we take a little knife over there. I wish one day. [00:18:36] Speaker A: Oh, yeah. [00:18:37] Speaker B: So sky's the limit. Yeah. So here's the thing. In the beginning, it varied, you know, and that was. That was the thing. We didn't have standard programs, protocols, rollouts. You could have. We have a guy named Brock in Virginia who. He would. He would go get these customers, he lived in his car, and he'd go drive around to their properties and collect poo for him. But then you had a guy who maybe covered four states out west that couldn't do that. So he was training property managers. Okay, so what we did is we sat down and said, okay, let's talk about how we want this to work. You know, first of all, you got to have dogs registered. So what happens is, how do you create a welcome kit and a registration funnel to where when somebody moves into apartment community and owns a dog, they get a kit and they swab their dog. So that was. [00:19:23] Speaker C: That's kind of what I was wondering how it starts. [00:19:25] Speaker B: Okay, so you move in, you say, hey, I have a dog. [00:19:28] Speaker C: This is what you have to do when you move into this apartment complex. I see you register your dog. Yeah, that's so. Okay. [00:19:34] Speaker A: Yeah. [00:19:34] Speaker B: And so you get it. Like they build it into the lease. It's a requirement. You know how you pay pet rent, pet fees, and all this stuff, man, saying, all right, you got a dog. This is this program. And you know, back in years ago, and probably sometimes even still today, pet owners look at the property man, or, you know, cross eyed and say, you do what? It's becoming more of a known thing, but you get this welcome kit. It's got a swab you know, a registration card, a swab in there. There's just simple cheek swab. And you even get an identification tag that you put on your dog so the property manager knows they're registered. Then you always have a program administrator on site, whether it's the property manager, maintenance manager. Then we have these proprietary poop collection kits. I call them shit boxes. We can bleep that one out, right, for all of you at home. And they keep those on site, whether it's on the maintenance cart, whether in the office. And if they do, you know, patrol the grounds, or if a resident calls to the front office and complains like, hey, there's a pile by the pool, they take that kit, they go take a sample, and they send it to us. So what we did is we started standardizing that, the prop. We want it to all be handled by the property managers. They register the dogs, they collect the poop. [00:20:53] Speaker C: Okay. So I guess. So when they get that swab, when they go. When they. They register that dog with the complex, it comes back to you, and then it's in your database. And then. And I've done that with my dog. We'll say. We'll say if we've done that, you know, and then I'm at that complex, and I'm like, I ain't picking that up. And then the manager, I guess that. That manager comes by, or the grounds guy or whoever, just like, okay, well, so who this is? Yeah. And then they're coming for you. And then there is a. I guess there's a charge for that. [00:21:24] Speaker B: Yeah. So we. So. And great question. So we charge per. Like, we charge per sample. And that's. That's been our model. And we'll get to this in a minute because we're actually the middle of flipping our revenue model. [00:21:35] Speaker A: Yeah, we're still in 2016. [00:21:38] Speaker B: Yeah, 2016. And so we're charging per registration per waste kit. Right. And then when you send that poop into us, we charge for the processing of that. Now, all these properties, they have fines built in place, and the fines have existed. And we're not talking small fines. Like, you know, a lot of people, like, if you go back and look at dog poop history, like, now, who goes back and reads dog poop history? Probably me. [00:22:08] Speaker C: You know, Jay. Jay does. [00:22:10] Speaker B: And our team loves it. You know, we have Google alerts that are around dog poop. Like, do y' all use any Google alerts? You can set up different phrases, and you'll get a daily email on Google searches or articles that have those phrases? [00:22:23] Speaker A: No, never. [00:22:24] Speaker C: I haven't even heard of that. [00:22:25] Speaker B: You should try it. And what I'm gonna do is I'm gonna send you a couple that we. We use and the materials and the links you'll get. You'll have episode content for years. Yeah, it's good. [00:22:35] Speaker C: Oh, it's awesome. [00:22:37] Speaker B: So I lost my train of thought there. The. So you pay for, you know, per sample. Where are we? We're in 2016. [00:22:47] Speaker C: So paid for the samples. So we are now. Now I'm wondering like, okay, the complex. You charge the complex. [00:22:55] Speaker A: Yes. [00:22:56] Speaker C: For that? [00:22:56] Speaker A: All that. [00:22:57] Speaker B: For that. [00:22:58] Speaker C: And then the. The guy that's not picking up his stuff, he gets charged. [00:23:02] Speaker B: That's right. That's where we were. So they have fines and they've always had fines. So we're going back to dog poop laws and history. New York City was the very first city in the United states in the 70s to implement what they called scooper laws, where you could get a 250 to $500 fine if you. You did not pick up after your dog. Apartment communities, complexes have had the same rules in effect since then, but the only way these people could enforce them was if they caught you in the act. So that's where our program helps. [00:23:35] Speaker A: So, yeah. [00:23:35] Speaker B: So what happens is that guy, that maintenance guy comes along, he scoops that piece of poo, he sees that it's, you know, and the database at this time in 2016 is only accessed by the person, property manager. Okay. So they get all like, it comes to us, we check it in the database, they see where it is, they get lab statuses. When that match hits is what we call it. When that match hits, they get notified, they come to Matt, knock on his door, give them a letter and say, hey, you owe us $250. You didn't pick up. So. [00:24:09] Speaker C: Wow, okay. [00:24:10] Speaker B: And Matt's like, hey, ain't mine. Yeah, yeah. So we actually built in processes. We have what we call D DNA verification test. And we have. We went out and we're ISO accredited lab. So it's an international. Y' all familiar with ISO? You can get ISO and you know, a lot of manufacturers, pharmaceutical companies, healthcare, it's the international standards organization. So they set all these standards, say if you're going to be in this industry and do these things, oil has [00:24:39] Speaker C: all that, all your oils and stuff, Y. [00:24:41] Speaker B: You got to function by all, meet all this criteria. Comes down to all audits and things like that. So we went out and got accreditation. That helps, right? Because nobody wants to receive a scientific result and a $250 fine from a dog poop company. [00:24:55] Speaker A: Yeah. [00:24:56] Speaker B: And they're all like. [00:24:57] Speaker A: They're not even service certified. [00:24:59] Speaker B: Yeah, they're not certified. Like, is this guy. [00:25:01] Speaker C: I can do this. I can do this. Yeah. [00:25:03] Speaker B: So we got certified, and then we created processes that, you know, everybody has the right to contest something. So we do DNA verification test, where basically you come back down to the office, you re swab your dog, it gets sent into us, and that sample is compared against all the samples that are on file for that record. So the original swab, the way the matched waste sample, and we report that back. So now, here's the fun thing. People are like, what's rigged? Like how? Like, you know, you're gonna. You're just gonna say it's automatically mine. Part of ISO is that all of our samples are blinded. So, like, our lab workers, our DNA analysts, they only see a number. They have no idea where this poo or this swab came from, and nor do they care. They have production and quality numbers to hit. So they're just processing the whole time. So they have no idea whose dog [00:26:02] Speaker A: it is, where it came from. Is it in this state? Is in another state? Yeah, they don't. They don't know. [00:26:08] Speaker B: Now, we did. And then, you know, we did have some that came back and they didn't match. Now what happens? Then? We have. We sat down and said, okay, and our. Like I say, our science team and Chesley and her name are brilliant. So they'd sit down and have to do this reverse math and start looking at when it was processed, when it was, you know, what plate it was on, when it went through the machines. And what they realize is, you know, a lot of times, as our property managers were registering dogs and, like, they'd have a dog party or, you know, I forget there's a. They have served margaritas, and they. You know, what do they call them? Paul? Rita. I don't know. There's some dog. [00:26:49] Speaker C: I had. [00:26:50] Speaker B: No, I've never heard of that. The dog party terms that exist. Okay. It's a whole nother culture. [00:26:54] Speaker A: Yeah. I'm not. I'm not in. [00:26:57] Speaker B: But they realized that some of these swabs would sometimes get mixed up during these big events. [00:27:03] Speaker A: So, like, I swabbed this dog, but put it in this dog's bag. [00:27:06] Speaker B: Yep. [00:27:06] Speaker A: Okay. Yeah. Well, that's. [00:27:08] Speaker C: So it doesn't come back to y'. All. It actually. It's on their. Yeah, it's on them at that point. [00:27:12] Speaker B: So then we'd work with them. And we created better registration processes and kids to kind of help limit some of that, some of our numbering and, and, you know, barcodes and all kinds of stuff. [00:27:23] Speaker C: That's wild. So you, you're telling me this number [00:27:25] Speaker A: on this swab has to go with this number? So you're test that kind. [00:27:28] Speaker C: I know the answer to this, but this is wild. So a stray dog gets out right over here and it comes over here and it takes a poo. Right in your lot. [00:27:36] Speaker B: Yeah. [00:27:37] Speaker C: And it's whatever reason you go out there, you scoop it, boom, it goes in there and you call. You called Sally up. Hey, Sally, your dog come over and took a dump, you know, and it's that. I mean, that's, that's how it works. I mean, that's. That's it. [00:27:50] Speaker A: But that dog's not in the data. [00:27:51] Speaker B: That's. [00:27:52] Speaker C: Well, if it. Yeah, that's what I was gonna say. It could. Or if it was in your database, you know, if it was in your database, it would pull that. It's Miss Sally's dog. [00:27:59] Speaker B: Yeah. So what happens in those? Because you'll get those. What happens in those cases is we pull a profile, but it's a. We call it no match. So what happens is we have pulled, we have run that waste sample, we got a viable DNA profile, but it does not not match any dogs in your database. Now, what we've learned over the years. [00:28:19] Speaker C: Can you tell what dog it is? Like what kind of dog? Not yet. Okay. [00:28:23] Speaker B: You know, technology, you know, and we'll, we'll, as we get into 2025 and 2026, you know, we'll talk about some of that, but we still don't use that in our poop prints program. [00:28:32] Speaker A: Okay. [00:28:32] Speaker B: So the, the best thing about Pooper is, you know, I referred to CODIS in the FBI earlier. It was built off the forensic science that exists exist there. So when you create a profile, you're creating a unique genetic fingerprint that is unique to that dog and differentiates it from any other dog in the world. So even litter mates. So. Wow. Yeah. So it is that particular. Yeah, yeah. So we don't look at breed, we don't look at any of that. But what happens is we keep that no match. We tell you, hey, this matched. I mean, this has. Or does it match? It has DNA, but it does not match any dog years database. And then we work with those communities. What we started learning is the registration process wasn't always great, like, you know, or you've been living there for Two years and your girlfriend brought you a puppy. You didn't go down to the office like, hey, my girlfriend brought me a puppy. Some. You know, sometimes you. You didn't go down there because you didn't want to pay the fee. [00:29:29] Speaker C: Yeah. You didn't want to pay the extra two, four, whatever the money. Yeah. [00:29:33] Speaker B: But sometimes you just didn't know. And so we would. We have heat maps. We started developing technology, mobile apps where we would help them create better registration. And then we realized in 20, 18, 19, even a little bit before COVID we couldn't just be the poo police. Like, you know, pet owners want to know more. Pet owners, like, we got to reward good behavior. You know, it is a cause for us. Like, apartment communities were going through, like, a time, too, where a lot of them didn't allow pets. But all these people had pets. You couldn't find a place to live. And what we learned through working with ASPCA and different organizations and different apartment communities, that if they had a program like ours where they knew, okay, we can let dogs in here and we can trust, we're going to avoid, you know, you may have some nuisance around noise, you may have a little bit of damage, but we're not going to have dog poop piling up. We'll open it up to more dogs. So it's kind of a cause for ours, like, how do we expand pet access and not be the poo police and be the bad guys? So we started building benefits in there and create, like, we opened our database up for the pet owners. So we develop partnerships with companies like Chewy Rover, where you get coupons and discounts as you get registered. And over the years, that has even evolved even more. [00:30:55] Speaker C: So I guess. Do you have an outside salesperson that goes out and calls on these complexes and the. All that sort of stuff? So you have a. You have a couple. One, two or so. [00:31:06] Speaker B: We've got. If you take what we call inside and outside reps, we probably have about 13, like, outside sales reps. [00:31:14] Speaker C: Okay. [00:31:15] Speaker A: Because that's all over the country. [00:31:16] Speaker C: That's all over the country. [00:31:17] Speaker B: We serve all 50 states. We actually, you know, today, and. And even. Well, back then we were probably three or four, but today we serve seven countries. So now we don't have anybody, like, stationed, you know, internationally. We kind of work it from here. But yeah, they are, you know, we got Minneapolis, Boston, Salt Lake City, Chicago, Denver. We had somebody in Tampa. [00:31:42] Speaker A: Atlanta. [00:31:43] Speaker B: Atlanta, sure. All your big cities. [00:31:45] Speaker A: Yeah. [00:31:45] Speaker B: Yeah. [00:31:46] Speaker A: So what about in California? [00:31:48] Speaker B: Yeah, so we had A guy in California we cover. Right now, we're kind of covering California from Denver. Okay. There are some areas where you get, you know, relationships are key. So how do you get these people out in the market, get to know these management companies, these property managers? [00:32:04] Speaker C: I guess those outside reps too. I guess, I guess they have cold calls too, don't they just. Yeah, sometimes cold calling people, you know, [00:32:11] Speaker A: complex and check on everybody they got. Yeah. [00:32:14] Speaker B: So in the way we measure potential is, you know, they talk in units. Like if I've got an apartment building or complex, how many units does it have? Right. And so what we look at is how many properties exist in the United States that have more than 25 units and it's 198,000. [00:32:35] Speaker A: Wow. [00:32:36] Speaker C: Gracious. [00:32:37] Speaker B: Yeah. Now at the time, if we're still in 2016, we're only serving probably two to three, four, you know, maybe three to 4,000 at that time. I remember when we were touting 5,000 and we're like, oh, we are making. [00:32:51] Speaker C: Yeah, we're doing it. [00:32:52] Speaker B: And, and if, you know, we won't skip too far ahead, but we're hoping by the end of this year we will have crested our 10,000th property goodness to be a big deal. [00:33:02] Speaker C: That is awesome. Doubling up. That's awesome. [00:33:04] Speaker B: We'll do a second floor celebration, come back for you. [00:33:10] Speaker A: Have a lot of celebrating going on. [00:33:13] Speaker B: Maybe too much. [00:33:16] Speaker A: Just keep your dogs, you know, dog crap picked up. [00:33:19] Speaker C: You better, you better watch. [00:33:21] Speaker B: And that is our thing. I mean, like I say, it's a cause, it's a movement, like. And it became our passion, you know, expand pet access. But it's, it's dangerous. I mean, it's nasty. And you know, the more processed foods now that you have and everything these days, like that stuff, the chemicals and everything, it starts to seep into the ground. Like it's, it's disgusting. [00:33:44] Speaker C: I had no idea. I'd be honest. I mean, I have, I've lived since 2008. About soon as I got out of high school, I bought a house. And I've only been on a road of like, I'm on a dead end road about a quarter mile long. And they just put in like nine houses, eight or nine houses on me. And these people come in. I mean, this is a field. It's a, it's a, it's a, it's a kind of a dead, like I said, a dead end road. Road. And it's, you know, but all these people that are coming in, I can tell that they've got like they're walking. This used to be a field where I live. And they're walking their dogs through my yard and stuff. And I don't think that much about it, but they're. And I've never, I'm. I'll be honest with you, I've never done it. I've only had two dogs in my, you know, I've had two boxers and my, I've never picked up after, you know, they, I've got, I've got. They go out in the back and they do their own thing. And these people are coming. I'm like, what are you guys picking up? This, It's a field. Just leave it laying there. You know what I mean? And, and I'm thinking they're weird, but I mean, here you are. This is, this is, this is fine. [00:34:45] Speaker B: Before, [00:34:48] Speaker C: I mean, they may have been. [00:34:49] Speaker B: Here's the thing. We're East Tennessee guys. We grew up with grass and space, yards and fields and woods. We're used to cows and manure. [00:34:58] Speaker A: Little rules. [00:34:59] Speaker B: Yeah. And we thought it was fertilizer. [00:35:02] Speaker A: Right, Right. [00:35:03] Speaker B: The yard's gonna get real nice and green over there. Just leave it alone. Right, right. We've, I mean, I don't, I've never had picked up previously. [00:35:10] Speaker C: Right. [00:35:12] Speaker B: But the more you read about, you know, so the EPA listed as one of the top five pollutants in the world. [00:35:18] Speaker A: Really? [00:35:19] Speaker C: No joke. [00:35:20] Speaker B: So if you go, and I mean, we don't have time for me to start just going on that soapbox. But I mean, they talk about in the Chesapeake Bay, fish and clams and oysters diet in Tampa Bay, in the bay there they have what they call the big green monster that has literally been traced back to runoff from dog poop. [00:35:42] Speaker A: Wow. [00:35:43] Speaker C: I never would have thought about, you know, picking them up. But when you get in a complex like that and you've got a hundred, and you've got a lot that's no bigger than, I don't know, maybe a half, three, quarter. I don't know, we'll say, we'll say over an acre or two of lot. [00:35:57] Speaker A: Right. [00:35:57] Speaker C: And you've got, you know, 100 homes or 100 apartments or whatever. And then you've got what we'll say 30, 40 dogs in the 2 acre lot. Then that comes a big problem, a huge problem. [00:36:10] Speaker A: What percentage. [00:36:11] Speaker B: That's 80 piles a day. [00:36:12] Speaker A: You probably know this. What percentage of like, say you've got 100 unit complex. What percentage of people have dogs? [00:36:22] Speaker B: 40%. [00:36:22] Speaker A: I knew it was going to. I knew. [00:36:24] Speaker B: And we, we call that we. And I got to give Patrick. We got a great sales director. Patrick, I give him credit. We. He calls it the documency. So, you know, you have occupancy, but we call it the documents. [00:36:37] Speaker A: Yeah. [00:36:37] Speaker B: And so. And it varies. It varies by market. It varies by. You know, some people are really starting to loosen restrictions. You know, you've got breed and size and all that. [00:36:47] Speaker A: Yeah. [00:36:48] Speaker B: If you have no restrictions, you're going to be 40% or more. If you have restrictions, you're probably. You can run 20 to 30%. [00:36:56] Speaker A: Yeah. [00:36:57] Speaker B: But now senior living, like, we're starting to work with, you know, senior living communities are growing. [00:37:02] Speaker A: They're crapping on the ground too. [00:37:03] Speaker B: Yeah. And. Well, maybe they're too old to be. [00:37:06] Speaker C: Never do anything until like Teleco Village and like. Like retirement. I mean, you're getting in there. I guess so we do. [00:37:12] Speaker B: I mean, we do work with HOAS condos. You get into like now in Florida and different areas, Arizona, we have gated communities. You know, they still may be like, you know, out in Teleco. It's beautiful. Right. But it's not really gated. [00:37:28] Speaker A: Right. [00:37:28] Speaker B: You know, there's still a lot of yard, a lot of acreage. But you get into these cities in these areas that have. You still can have some sizable lots, but it's gated. We'll do those communities. [00:37:38] Speaker A: Okay. [00:37:38] Speaker B: Yeah, but see where I was going to, senior communities are starting to allow dogs. You know, people get the 55 and older and they want to downsize and they've had this family pet. Well, they want to bring it with them, but they only probably allow 10. They try and keep 10 to 15% of their units. Dogs. [00:37:56] Speaker A: Yeah, yeah. And then they'll die. Like the dog. And. And then they gonna get another one. [00:38:03] Speaker B: Or the dog lives on, I guess inherits the place sometimes. Right. And then who's picking up? Hoping they've trained it to pick up after itself. We're working on that. Maybe genetically modify to pick up after themselves. [00:38:20] Speaker A: Yeah, yeah, that's going to be hard. So 2016, you guys. Yeah, let's see here. So where. Where does the story go now? [00:38:30] Speaker B: So, you know, and let's say we're 20, 19. Ish. Right. [00:38:34] Speaker A: Okay. [00:38:34] Speaker B: You know, we're starting to invest in the industry. We're starting to develop, you know, registration protocols. Like what are just our standard practices? What is our brand awareness? We had a fantastic group of wholesalers at the time. But what had happened is, you remember, Tom came from manufacturing, so I tell the story a lot. He Was used to distributors because you made a hard good and you sold it to that distributor. They went out and sold it. You didn't really need. There wasn't a service aspect. It wasn't. Not much was coming back. It was brilliant. To get us going, we had to have people in different markets that could be out pushing it without investing a ton of money and hiring people and doing a bunch of stuff. But we started to realize that it. It complicated some things because you had different brands and different companies that some of them could be operating under. So in the multifamily industry, when you start talking about poo prints and dog poop DNA, sometimes they're like, well, I think we use your competitor. We're the only ones in the world. So we sat down, we had a fantastic group of distributors, wholesalers. And so we sat down and came up with like, brand guidelines, brand policies, and our. And through 2019, you know, developing resident benefits and pet owner benefits, all this stuff, our growth started to skyrocket. We were hitting 6,000, 7,000. Then Covid hits and we. Our group, you know, and it depended by market. But it was actually a pivotal year for us where a lot of businesses, especially even in multi. Like, what was interesting about multifamily in Covid is that the rest of the world were locked up. You're in your homes, right. Well, these communities were these people's homes. So that business never stopped. [00:40:24] Speaker A: Yeah. [00:40:24] Speaker B: And people got more dogs than ever. [00:40:27] Speaker A: Yeah. So really or your home more than ever. Yeah, I mean. [00:40:31] Speaker B: I mean, everybody went out being home more. [00:40:34] Speaker C: Yeah. [00:40:35] Speaker B: I think adoption rates grew like 40%. Remember. I mean, there's stories of shelters emptying out. You know, it was fantastic. And so, you know, that year was an interesting year. In the beginning, it was kind of flat. And then through 2020, 2021 skyrocketed, you know, adding more than a thousand new customers a year. Phenomenal. But what we had real. What we had started to realize right before that too, is, hey, we. We only have so much equipment, so much bandwidth. We're processing hundreds of thousands of canine samples. Some of the other projects and revenue lines and things we had, maybe we kind of put them on hold or on the back burner and just focus on poo prints and dogs. Because if we can grow this volume that we're running through our lab to a certain point, we can start to add other genetic services, Whether we add them for our pooprints customers or we add them for other companies that are in the genetic space. So we come out of COVID 2021, 2022. Phenomenal growth. 2023. We had outgrown our space. We weren't here. [00:41:51] Speaker C: Okay. [00:41:52] Speaker B: And we knew, hey, we want to start investing. We call it Lab Services. We want to start investing in more genetic products, more offerings to more people. You know, how do we run more and more samples here with the ultimate goal of everything we do makes pooprints cheaper. And we wound up. We moved out of our. We found this building and started redoing this building in 2023 and moved in in 2020. [00:42:18] Speaker C: Well, it's absolutely incredible. [00:42:19] Speaker B: Thank you. [00:42:19] Speaker A: It is. [00:42:20] Speaker C: It's absolutely. [00:42:21] Speaker A: It's. [00:42:21] Speaker C: It's stunning for dog poo. [00:42:23] Speaker A: Yeah. [00:42:24] Speaker B: I mean, yeah, it is. It's absolutely the house the dog poo built. [00:42:27] Speaker A: Right? [00:42:27] Speaker B: It's beautiful. [00:42:28] Speaker C: It is. [00:42:28] Speaker B: And awesome. Our team, you know, they did a phenomenal job decorate. Like, I'm sure you all have built houses or moved with your wives, right? Probably don't ever want to do it again. [00:42:40] Speaker C: No, no, no. One time was it. That's. Yeah. [00:42:43] Speaker B: So I am blessed to work. I mean, I work with my mother. She's still our CEO today, by the way. Wouldn't be here without her. But between her and our lab director, got a fantastic team here. Majority women. I don't know if I've told them. I don't. Will never build another building with any of them ever again. [00:43:02] Speaker A: Again. [00:43:05] Speaker C: Everybody. [00:43:07] Speaker B: But they did great. They made it. They made it what it is. Yeah, but so who's your. [00:43:13] Speaker C: Besides, I guess, besides your mother. [00:43:15] Speaker A: Who. [00:43:18] Speaker C: Who's your longest employee? I'm just curious. This. Did they cut anybody come with Tom? [00:43:23] Speaker B: Yeah. So it's funny. So my mother. My mother has worked with Tom, and Tom is still our chairman today. [00:43:29] Speaker C: Okay. [00:43:29] Speaker B: She has worked with him for 49 years. [00:43:32] Speaker C: Wow. Yeah. [00:43:33] Speaker B: So you've got her. So bioped is what, 2008? So her. In. Win. Win Chandler, worked at BioShock. And when, you know, when Five Shot closed, Wynn had gone off and done some other, you know, some other things. But when they started forming biopet, Tom and Meg called Win and said, hey, and, hey, we need an operations person. And Win is phenomenal. You talk about customer support and operations and getting logistics and things figured out. Amazing. So. And then you have Chesley, our lab director, who is here from the beginning. She was one of those. She was working or she. I think she was an intern at UT Vet. Came on doing some stuff here. Working. Doing the vet. You know, diagnostic testing. Had a. Had been studying human forensics. Had a. You know, A little bit of a genetic background and was one of the, you know, I guess godmothers, would you call them founding mothers of poo prints. [00:44:36] Speaker C: Okay. [00:44:37] Speaker A: Yeah. [00:44:37] Speaker B: So those three have been here since the beginning. [00:44:40] Speaker C: Since the. [00:44:41] Speaker A: Yeah. [00:44:41] Speaker C: Yeah. Wow. [00:44:43] Speaker B: We've got our average tenure. We're pretty blessed because I mean now we're up to 48 employees spread out. Our average tenure is probably. And we've got a ton of new people from the past couple years, but it's still probably five to six years. You know, we have guys that were wholesalers or distributors that now work for Biopath. You know Patrick, our sales director, national sales director I've talked about, he was a distributor. He was, you know, and he was doing poo prints on the side. He was in the financial industry and he decided to leave that and come work for us. McKenzie, our customer support or customer experience and marketing director. She started here as an intern while she was at UT and when she graduated came on board full time. Yeah. [00:45:36] Speaker C: So I got a question. Yeah, I was just sitting here thinking about that. When you're talking about Internet, it just hit me. So here at Pooperance, what is not taken away from the position at all, but what is the, what's the, the beginning stages of pooper? It's like where do you start at? [00:45:53] Speaker A: Yeah. [00:45:53] Speaker C: So what do you do? [00:45:55] Speaker B: So it's funny because that was one of our biggest challenges. When you're a one stop shop and you have one revenue line, how do you create growth for people? Right. Like our whole thing is we want, like we want to bring people in and we want to make them better than when we found them. Because if we do that, they'll leave us better than they found us. Like people come and go. [00:46:16] Speaker C: It's, that's, that's if we're doing that's [00:46:19] Speaker B: business, we're all going to win. Right. So we had to start thinking about that because at the end of the day it's just, it can just be high throughput production. It's no different than manufacturing. And so what the team did is we started building. There's different operational positions. We have account managers, client in our lab. You start off, you have, we have three level of data analyst. Right. So earlier we're talking about the process and you have everything from prep, like it's just getting those tubes ready, getting the materials ready that people are going to use. Then there's extraction, which is kind of its own unique science. So you learn extraction and you're DNA analyst 1. You start to learn what we call PCR and the machine stage in our clean lab. The second stage step, your DNA analyst too. So you can do all the prep, you can extract a sample, you can take a sample all the way onto the machine. Now the third part of being an analyst is the data piece. Like how do you compare the DNA? How do you take the. The what the machine has output? Because like with our poop wrench program, when we put that plate on and run a sample, it really just produces a poop picture and it looks like somebody threw up a Crayola crayon. If we pull up on the screen, it's just lines and colors. Well, each one of those lines is a DNA profile. You have to take that picture and put it in software and create that unique genetic profile. So that's DNA Analyst 3. So now you can, you know, the whole process from start to finish. And that was kind of our hierarchy. And what happens is people, we do see a lot of people come and go in the lab. As we've added genetic services and expanded things, we've had people stay longer because they can learn more around sequencing and different testing. But you'd have biology majors. So we get a lot of interns that are like biology majors, chemists, things like that. And what they're getting to do is in a lab at school, you may run one or two samples the whole semester. Well, we're going to run. You're here, you're going to work thousands in a week. [00:48:31] Speaker A: Yeah. [00:48:32] Speaker B: And so they got to see that. Like how do you actually apply this in the real world? Because we're also a forensic application. We went through a spell where we had to sit down with the TBI and say, you got to quit doing this. They would, our analysts would come in, they would learn all these processes, all these. [00:48:51] Speaker C: And then their tb. Tbi. Oh man. [00:48:56] Speaker B: Now, you know, we, maybe that was our good deed to the state. Like we're stuffing. [00:49:01] Speaker C: How can you compare with that though? You know, I, you know, tbi, it's next. That's next level stuff. [00:49:06] Speaker A: Now you're getting into forensics. [00:49:07] Speaker C: Yeah, right. [00:49:07] Speaker A: You know, with people. [00:49:09] Speaker B: So I just go down blueprints and [00:49:12] Speaker C: just snag a couple of them and bring them all. Yeah. [00:49:14] Speaker B: Crime is at an all time low. We're catching more criminals, prints and not poop offenders. Right? [00:49:21] Speaker C: No. [00:49:21] Speaker B: Yeah. [00:49:23] Speaker C: That's awesome. [00:49:24] Speaker A: Fixing the world's problems one piece of poop at a time. [00:49:28] Speaker C: Yeah. [00:49:28] Speaker B: Saving the day. 1. [00:49:29] Speaker C: So now when you, when you, these three stages that you talk of back in the lab, there so, so, you know, your entry level and then the next level and the third level there, does that require any sort of certification or anything, you know, or is it just, you know, just like in any other job? Like, okay, I think, you know, we need to shift you up here. Is it that kind of thing or, you know, or. [00:49:54] Speaker B: No, I mean, you prefer it? And as we get into more sophisticated genetic work. Yes. There are people that we have hired that have master's degrees or Even, you know, PhDs and things in that field that can say, all right, we need to create this panel and do this. But our, our, and especially in the early days, our normal forensic poop prints work. With the right training, the three of us can do it. Right now, I've tried and they, they do not let me back there. And I'm just dying to learn how to extract a poop sample and they won't, they won't do it. But, and we've had, we've got a couple analysts that have been with us for a long time. There's some of our best analysts that had zero experience. Like they came in and learned it. [00:50:43] Speaker C: Yeah. And it just clicked, picked it up. Wow, that's awesome. [00:50:47] Speaker A: So are we current now? [00:50:49] Speaker B: So, yeah. So let's say we're 20, you know, we're 20, 24. We move into this building and at that point in time, we realize we now have the space to expand and, you know, to, to talk high level for a minute. Our whole like poo prints in itself, you know, it's our baby, it's our bread and butter. It's one of the most unique genetic programs in the world. Right. But what we've realized over the years is that to normalize it because it's more than just matching poo to a pet owner. Right. Like it's pet identification. It's proof of ownership. Technology is getting easier and easier around DNA and genetics. And so we think, we're starting to think, hey, this can replace microchips. Microchip technology. There's seven to nine companies that exist. Sometimes the readers don't work. They don't put them in the right spot. Like high end dogs that people smuggle and steal. You can just dig it out. [00:51:49] Speaker A: Yeah. [00:51:50] Speaker B: But DNA lasts forever. [00:51:52] Speaker A: So you're looking at like now instead of looking at apartment complexes, you're looking at veterinarian offices. [00:51:58] Speaker B: We're looking at cities. Yeah, cities, veterinary offices. [00:52:01] Speaker C: Like, do you do that vet? Well, we, you know, fixing to. [00:52:05] Speaker B: I feel like fixing. [00:52:07] Speaker C: I feel like it could be like a, like you could Sell it. Go to a veterinarian, you know, place that they do that. And almost like, here's a package. [00:52:15] Speaker B: Yes. [00:52:16] Speaker C: You know, I can offer it, you know, I don't know the dollar amount, but just say, here's the dollar amount for your type of dog. You know, I would recommend it. [00:52:23] Speaker B: This. [00:52:23] Speaker C: That. [00:52:23] Speaker B: Yeah. [00:52:24] Speaker C: So that's, you know, and then they sell it to their customer and they could upsell it whatever they wanted to do, you know. [00:52:29] Speaker B: Yeah. So that's where we're going. So we realized to make blueprints, and it may not be called blueprints one day when you're working with cities and states and using DNA for registration. So like overseas in the UK and Ireland, they actually charge. You have an annual license fee. And some cities and states in the US do it, but they're really strict over there. And so they will couple DNA registration with the license. So you go pay the government, you know, your 50 bucks a year. But to what? [00:53:00] Speaker A: Own a pet? [00:53:01] Speaker B: To own a pet, to have a license, you know, that's crazy. Which. That's a whole nother. Like, we're getting there. Like, there'll be a pet tax at some point. I mean, the, the strain that. I mean, pets are awesome and they're a family member, but there is a. [00:53:15] Speaker A: Yeah, I feel like there would be such a opposing side to that. There will, and it won't be. I don't think it will be the pet owners. Because if you want to own a pet bad enough, you're going to pay that. You're going to pay the plain and simple. It's there, it's in place, you're going to pay it if you want it, and it's 50 bucks a year, whatever. I think that your pushback would come from all of your shelters. Look at all these dogs. We already can't get adopted. You're going to make it that much harder where they got to pay something to get one. Well, that's what I feel like there could. [00:53:44] Speaker B: There is a little bit of that, but I think the stuff. Same time, if that money is used to help fund those shelters. [00:53:49] Speaker A: There you go. [00:53:50] Speaker B: Because then that's the thing is as you talk about shelters, animal control, waste control, you know, I heard, and this is sad to talk about, but I heard a mayor, a Knox county mayor, who we know years ago talk about they had broken down the cost. Like, unfortunately, dogs get loose, they get hit by cars. [00:54:09] Speaker A: Yeah. [00:54:09] Speaker B: It cost the city or county about $400 to remove that dog. You know, to get somebody to go out Remove that dog and then dispose of it properly. Now, wouldn't you? There's two things about it. One, who should pay for that? Two, wouldn't that owner want to be notified that the dog. You know that that has happened. Right. Like, how many posters do you see? And you just never know. [00:54:33] Speaker A: Yeah. [00:54:33] Speaker B: Like, you think spots off living with somebody else. [00:54:36] Speaker C: Yeah. No. [00:54:38] Speaker B: So it can cover a lot of things. But what we realize is, one, we've gotta. We've got to have more value than just profiling, and we've got to normalize DNA. Like, I mean, you all. You did a D day test, Bow, right? [00:54:55] Speaker A: Yeah, my wife did. Yeah. I did not. [00:54:58] Speaker B: Okay. [00:54:58] Speaker A: My wife did. But. But. But after being removed from it for a while, I think it was good because now we know what the heck the dog is. I got tired of people asking me, so that's why. [00:55:10] Speaker B: So there's. [00:55:11] Speaker A: And it was a. It wasn't like, it wasn't affordable or anything. [00:55:13] Speaker B: So, I mean, but it's. Now, here's. That's a whole other topic. So it still was over 100 bucks, probably. [00:55:21] Speaker A: I mean, don't remind me of that. It was over $100. I don't know. I don't know. [00:55:26] Speaker B: When he gets home, y' all talking [00:55:28] Speaker A: budget, she'd say, let's go, because she's been begging me to for a while. [00:55:35] Speaker B: That may be the kicking off point. You may have got a Christmas special or Black Friday special, but today they run. And historically, they've run anywhere from 90 to $150. [00:55:47] Speaker A: Yeah. [00:55:47] Speaker B: They should not cost that much. They should be. It should be something that pet owners want that give them more information than just the breed. Like, are there health things and things I can do for my dog? [00:55:58] Speaker C: That was going to be one of my questions. [00:55:59] Speaker A: Can you. [00:56:00] Speaker C: By your sample, can you tell if something is going on with that dog? Kind of, sort of. Not really. [00:56:05] Speaker B: Yeah. So not with poop prints. But what happened? Like, the technology we purchased and what happened is we can now, and we're starting to do that. [00:56:15] Speaker C: Okay. [00:56:15] Speaker B: So 2024, we realized, hey, we got to saturate. We got to educate the world on DNA and its usefulness, come up with applications. We got to give our poop prints. You know, We've got over 2 million poop prints customers. Like, we got to give them more with this to keep growing it. And so we started. [00:56:32] Speaker C: You said 2 million? [00:56:34] Speaker B: Yeah, over 2 million. [00:56:35] Speaker C: So that. So you've got. Okay, 2 million. [00:56:37] Speaker A: Wow. [00:56:37] Speaker C: That's what I was wondering. [00:56:38] Speaker A: Well, there's 4 million unregistered? Probably, yeah. [00:56:40] Speaker C: Or probably, yeah. More and more than that, but yeah. [00:56:42] Speaker B: Oh, yeah. So there's 89 million dogs that live in the u. S. Yeah, 89 million dogs. So. And we estimate that there are 35 million dogs in the. In a, like, rental communities. [00:56:55] Speaker A: Wow. [00:56:56] Speaker B: Yeah, 35 million. So we start, we start saying, hey, let's see. You know, there's kind of a myth out there. And I guess I'm gonna. I mean, most people know this. If you start looking a lot of genetic testing, human dog, anything that you go buy or you see, this company is doing this. They don't own the. They don't own that. That product or that service from Indian. What happens? It's a guy sitting there with an idea. [00:57:27] Speaker A: They're an advertisement, basically. [00:57:29] Speaker B: They're marketing. They've developed the app, They've come up with the idea. They go to a lab company to say, hey, will you run this test for us? Because people don't want to invest in this. I mean, this is not. I mean, look at it. It's not cheap. [00:57:42] Speaker C: No, no, not at all. Not at all. [00:57:44] Speaker B: And we got 15 people, you know, we have 15 analysts back there every day, you know, doing work. We got support staff downstairs. So we said, all right, we're now at this. We got this building, we got the size, we can handle this volume. Let's go out to those companies and see if we can't process their samples because most of them are going to lab companies that process everything from humans to food, you know, cows. [00:58:11] Speaker C: Oh, so they're doing it. [00:58:12] Speaker B: Yeah. And huge, huge volume. I mean, multi hundred million dollar companies, billion dollar companies. But dogs and cats fall to the last. So if you got an open machine, run some dog plates. Yeah, we're running dogs every day. So we started developing relationship with companies and ancestry.com had come out with a know your pet test that they were selling to consumers. Great organization. We were big fans of them. And they are also like the staple when you think of DNA and human DNA. [00:58:45] Speaker C: Ancestry. Yeah, that's ancestry. [00:58:47] Speaker B: First thing that comes to mind. Yeah. So we started partnering with them to resell their test to our pet owners. Did some integration, some testing. Like when you register for poop rinse, you can take that same swab and you can upgrade it to this test to know the breed, know the health, know the design, disease. And it was really, it was, it was going really well. We were early in our launch selling a lot of tests, doing a lot of things. And about that time, ancestry decided they wanted to do some pivoting, and things were going well for us. And so we had the ability to say, hey, we'd like to acquire that know your pet technology ip, you know, and just use it for how we want to do it. So we worked, you know, worked through some logistics that weren't easy. You know, it's a big organization. Right. We're just a little small East Tennessee folks, and we were able to acquire know your pet. [00:59:44] Speaker C: Yeah. [00:59:45] Speaker B: So now we. [00:59:46] Speaker C: Phenomenal. [00:59:47] Speaker B: Yeah. That's awesome. It was a blessing. I mean, it was. It was. We were lucky. [00:59:51] Speaker A: Now, is that thanks to you? [00:59:53] Speaker B: No, I mean, it took a whole team. [00:59:55] Speaker A: Yeah. [00:59:55] Speaker B: It, like, here's, here's, you know, here's what we pride ourselves on. [00:59:59] Speaker A: Who thought of that? [01:00:01] Speaker C: Our team. [01:00:02] Speaker A: Everybody. [01:00:02] Speaker B: Okay. Yeah. [01:00:03] Speaker A: Yeah. [01:00:04] Speaker B: We knew there's, you know, we knew there's certain companies we wanted to work with and we would. Didn't want to work. Yeah, right. But what we do pride ourselves on as an organization is we are a lot of fun to work with. We're honest, we're open. We're going to do the right thing. And, you know, because our whole thing has always been we're talking about dog pitch. Right. [01:00:23] Speaker A: Right. You're joking around about it. [01:00:26] Speaker B: And we had an old sales guy, Ernie, and that was. That was his whole thing. Like, you, you know, somebody be in a bad mood or I'd come in and I'd be all grumpy and him. And he was our original sales guy. And you may have to bleep this one too, but. And he'd say, you know, we're just talking about dog. Get over it. But so what I think, you know, what was great is a small. A small organization like us. One, they had a scientist that was on their team who came from the animal space that helped with that product. She had heard of us and interacted with us in some international organizations that we were a part of. But we reach out and we visit them. We talk about what we're doing and our ideas. And they said, hey, we just like working with you guys. We, you know, and if. And that's what it came down to is like, hey, if we're not going to take know your pet forward, we want a group like you all to be able to take it and run with it and. And, you know, not have some big transaction in sales. Like, we want to put it in the hands of people we know that [01:01:32] Speaker C: have a passion that'll keep going with it and not let it lay down. [01:01:36] Speaker A: Yeah. [01:01:36] Speaker C: Wow, that's awesome. So I was thinking while you said that there, you said you were in seven countries. [01:01:44] Speaker B: Yep. So are you gonna make me name them? [01:01:47] Speaker C: No, no, you don't have to name them. But I'm wondering how is the. It's just this is. Does kind of irrelevant. But how's the hiring, how's that work? How's the hiring process work? [01:01:58] Speaker B: So we have been blessed. You know, we kind of joke. We focus on the English speaking countries and we run them from here so that you know, okay, I mean U S. I will name them just so like us. [01:02:10] Speaker C: This is a test for. [01:02:11] Speaker A: There we go. [01:02:13] Speaker B: See if I can get them right. U S Canada, Mexico. Now you know, there's some, some English down there. The uk, Ireland, Israel, Australia. Now in Australia's. [01:02:27] Speaker A: I figured you would have said New Zealand. [01:02:29] Speaker B: Well, we've got in New Zealand so eight now. [01:02:32] Speaker A: Look at that, look at that. [01:02:33] Speaker B: The second floor has broken news. That's right. New Zealand. She's gonna. We have a great partner down there. She's actually gonna kill me. [01:02:43] Speaker A: How about that? [01:02:43] Speaker B: To bring it up. [01:02:44] Speaker A: Yeah. [01:02:46] Speaker B: Now we're still. So New Zealand and Australia we're still working on logistics. So you know, back to and, and, and New Zealand, Australia. That expansion has come out of a know your pet line because they were doing, they were doing a lot of stuff down there previously. So there was some relationships there we could continue and expand on. But those two countries have been dying for pooh prints. So that is where we're getting ready to start. Do some expansion. [01:03:15] Speaker C: Yeah, that's awesome. [01:03:17] Speaker A: Let's go down there now. [01:03:19] Speaker B: Logistics, like I say we're working through. The cool thing about our kits is, is you know, we have the stabilizing solution. So once it's in there, it is preserved. I mean we have had bottles with poop in them that have been sitting on shelves for months that we've been able to test, still get results. [01:03:38] Speaker A: Well, so the U.S. postal Service, you don't have to worry about that. [01:03:42] Speaker B: Our mailman hates us. We take care of him. But he, you know, we even, we even pick up our own mail now just because it got to the point [01:03:54] Speaker C: to what it is now, I'm sure like daily. What did you say? Daily there? You had said it earlier. [01:03:59] Speaker B: So I mean we'll get thousands. I mean so like this this morning for swabs she brought in four trays. Each tray has about 200. So and that's, you know, that can be a light day and it can vary. You know, Mondays are obviously horrible for our waste. [01:04:18] Speaker C: Why is Monday's horrible because Saturday and [01:04:20] Speaker B: Sunday you get Friday. Saturday, Sunday. [01:04:22] Speaker C: Okay. [01:04:23] Speaker B: And. And really, it's funny too. [01:04:24] Speaker C: See, now your swabs is your kids, correct? That's your. Is that new dogs? [01:04:28] Speaker B: That's new dogs registered. [01:04:30] Speaker A: Yeah. [01:04:30] Speaker C: Yeah. Okay. [01:04:31] Speaker A: Yeah. [01:04:31] Speaker B: That is new dogs every year. [01:04:33] Speaker C: Wow. [01:04:33] Speaker A: Okay. [01:04:34] Speaker B: And waste. We only do about 40,000, you know, pieces of waste poop a year. Sometimes we've done 50. You know, our whole thing is if the program's working, it should go down. It should go down. [01:04:47] Speaker A: Yeah. [01:04:48] Speaker B: Now grow with new customers, the volume. So technically the volume always. [01:04:52] Speaker A: Yeah. So maybe it stays flat. Yeah. Maybe that number is the number. [01:04:55] Speaker B: I want to do a new marketing campaign or get. Like, my whole thing right now is we never want to process another turd again. Right. Like, yeah, let's challenge. Like, if everybody's actually, you know, picking up, we go out of business. Yeah. What if we can get there? [01:05:11] Speaker A: Yeah. [01:05:12] Speaker B: That's why we gotta get live services. So I forget where we were. We're still in 24, 25, 26. [01:05:21] Speaker A: Basically, we're 26. You mentioned the newest machines. [01:05:26] Speaker C: Yeah. [01:05:26] Speaker B: So we purchased know your pet. [01:05:28] Speaker A: We're. [01:05:29] Speaker B: We're using those tests still to allow poo prints people to upgrade. We had been working on additional health markers and a genetic test before that purchase. So now, and we're processing samples for other companies, we were able to get some of that moving. Now we're working to combine what we bought that was know your pet with. With some other, you know, the markers and panels we were working on to create like a super test. And what we're doing is we're going out to brands and companies that are known today that exist that have products and services that people trust and use, and we're showing them where DNA can be affordable and can be a value add and accompany the things you're already doing today. So if you had a. Like we talked about earlier, if you had a genetic test and based on your dog's genetic makeup and breed and other health characteristics, you knew exercise products, vitamins, medicines to take. [01:06:30] Speaker C: Yeah. [01:06:30] Speaker A: Yeah. [01:06:31] Speaker B: Your dog will live that much longer. Yeah, that's what we want. [01:06:34] Speaker C: Yeah, that's. That's when I. When I. When both first said that we were getting Jay on, and I was like, okay. So I went and looked it up and I was like, what in the world is going on here? I'm like, what, What's. And I read a little bit. I'm like, I don't understand, like, did they just go pick up poop? I mean, I Don't know. What. [01:06:51] Speaker B: What. [01:06:51] Speaker C: What's this? So it's definitely cleared the air for sure. And I never would have imagined that. That the. The need for it. I mean, honestly, I would have never thought that. [01:07:03] Speaker A: Well, we wouldn't. [01:07:04] Speaker B: No. [01:07:05] Speaker A: Well, exactly. I mean. [01:07:06] Speaker C: Yeah, yeah, yeah. People living here. Well, and. And I've never lived in an apartment complex or anything like that, but I see now, you know, I see exactly the reason for it and what it is. [01:07:19] Speaker A: So. [01:07:19] Speaker B: You know, isn't it funny the things you think about the niches that exist in the world that you hear about, you know, products and services and where people are making money or doing things that you're like. [01:07:30] Speaker C: I would have never thought of that. [01:07:32] Speaker A: That's the first thing I. I thought of when we started this. This discussion was, how many times have me and you been talking and say, [01:07:41] Speaker C: you know, that's a good idea. [01:07:43] Speaker A: You've got to think about, like, the most random thing you could ever think of and how can you make money on it? Boy, this is it. Like, this is it. [01:07:53] Speaker B: It's like dirty jobs, you know, like micro dirty jobs. We're finding that every day. [01:07:59] Speaker C: Absolutely. [01:08:00] Speaker A: I love micro. Yeah, he's great. [01:08:02] Speaker B: But we want. I mean, so. And exactly what you all said, too, today, like, my next door neighbor has no clue what poo prince means about genetic testing. Hell, doesn't even know what. Know your pet is right. [01:08:14] Speaker C: Yeah. [01:08:15] Speaker B: Or how he owns a dog. And I keep trying to tell him [01:08:17] Speaker C: every day, does he know what you do? I mean. [01:08:20] Speaker B: Yeah, he does. [01:08:20] Speaker C: Yeah. [01:08:21] Speaker B: He quit pooping in my yard. But nobody poops in my yard in the neighborhood, that's for sure. But how do we make it a household thing where it's just make it to where. [01:08:32] Speaker C: Yeah, like, we need to do this almost like the chips, you know, we need to make you make your business. Like, you sell it to the. To me, to Bo, to my neighbors. You know what I mean? You sell it to us as you got to have this. Don't chip your dog, do this. [01:08:46] Speaker A: It's the appealing factor, is what it is. I mean, the microchips. If you care about your dog, that appeals to you, you know, and then the fact that you could do away with that microchip, I mean, it's incredible. This you can't do away. I mean, it's a pill. That is not. [01:09:01] Speaker C: It's not at all. I think that that is. The hook is DNA is not going away. It's there. It's there. It's black and white, and it's the Same. Yeah. [01:09:10] Speaker B: So if you all, you know, today, it's. It's time, right? Like you. You can't run a swab on a dog and get it back in time. Like the shelters would go broke. Right. But it is getting better and better. So if you heard about this, the swabbing that happens in intake and in jail facilities. So you go. [01:09:32] Speaker A: Probably seen it. [01:09:33] Speaker B: Yeah. So you get arrested. [01:09:35] Speaker A: Not personally. Let me clear that up. [01:09:38] Speaker B: Hold on. This happened. [01:09:40] Speaker C: I've probably been. We need to talk about some things like this. [01:09:42] Speaker B: Is there anything you want to share with people home? Do you want to talk through this? Now's a great time to confess. [01:09:49] Speaker A: The tv, Internet. [01:09:53] Speaker B: So you know, you're going to get home tonight and you've got to talk through financing. [01:09:57] Speaker A: Financing, finances. [01:10:00] Speaker B: And your criminal history, criminal past. [01:10:04] Speaker A: I got a big rap sheet. [01:10:06] Speaker B: But you get arrested. And I think I don't. You know, some states, I think you. I mean, it could be jaywalking. Right. But you get arrested. Some states, I think it's. Certain crimes, when you are in booking, they swab your mouth and they put it in a machine right then and there that can run that swab and upload it to codis. So that is coming for dogs that basically you could swab that carcass. You could swab the dog you just picked up on the street, put it in the machine, you know, and it may take a day or two, but it's. But if, like analyzing it. So like all the steps that we've walked through, you know, they involve chemicals and different things. These little machines are starting to get to the point where they can do all of those steps right there. Now it's not. It's getting cheaper and it's getting quicker. And when that happens. Yeah, you won't need chips. [01:10:58] Speaker A: Yeah, I'm. I'm way more on board for something like that than I am freaking flock cameras. So, you know, I'd much rather that happen. [01:11:06] Speaker C: But. [01:11:07] Speaker A: And. [01:11:07] Speaker B: And I haven't followed too much on the flock cameras, but isn't it just license plate readers? Because I'm going to get a flock camera for our front door. [01:11:16] Speaker C: Think you need one? [01:11:17] Speaker A: So it is. But it's supposedly supposed to be. Yeah, but it's supposed to be used [01:11:22] Speaker C: out of its means. [01:11:23] Speaker A: Yeah, it can be for sure. It can definitely be abused. And. And I mean, they're already saying that [01:11:29] Speaker C: it is being abused. [01:11:29] Speaker A: Well, the way I understand it is it's not just. It's. It's a separate. And it's not like law enforcement is putting this in. Right, it's in some other company. You know what I mean? Where are they using. Yeah, forget that. [01:11:41] Speaker B: As long as they don't try and say, hey, we can tell who's not picking up after the dog. Yeah, because some people. Some people have tried that, but I need one out here. See who stole my. If anybody knows who stole the poo mobiles, wheels and tires, call us. [01:11:56] Speaker C: Yeah, it's sitting on Jack's currently. [01:11:59] Speaker B: Yeah, it's currently sitting on. Somebody's really happy with some rims out there, but we have zero. [01:12:05] Speaker A: That's insane. [01:12:07] Speaker C: And. [01:12:08] Speaker A: And ironically enough, the line of work that I'm in, I talked to so many people about their automobiles. I. I don't know that I have heard of that happening in 10 years or more. [01:12:23] Speaker C: Listen, when he told me. When he told me that, I said, I thought this was supposed to be up in, like, a nice part of the Knoxville, you know, this is supposed to be, like, top tier, and it is. [01:12:35] Speaker B: Listen, I call this the 37919. You know, this is. We're in Sequoia Hills here, right? Nobody's jacking tires. [01:12:43] Speaker A: No. [01:12:44] Speaker C: I didn't even know that it was still a thing, to be honest. [01:12:47] Speaker A: It's not only for you. [01:12:49] Speaker B: I know. And, you know, maybe it was an angry resident. You know, we. Some of the. Some of the people here in the office are determined that some resident here in Knoxville got fined for dog poop. And they said, I'll show them. [01:13:05] Speaker C: They're coming for your wheels. [01:13:06] Speaker B: They probably thought we came out and collected it, too. It's like, they ain't collecting anything now. [01:13:10] Speaker C: Yeah, yeah, show them. We're gonna make it hard to walk to my house next time, right? [01:13:16] Speaker A: You should get out and ride a bike around. We. The poop print, helmet on. They're like, oh, yeah, we got him [01:13:20] Speaker B: in full green spandex with a poop emoji. [01:13:25] Speaker A: Yeah. Oh, gosh. Well, this has certainly been a crappy conversation. [01:13:30] Speaker B: It's been horrible. You know, we. We. We've got some swag for y'. All. You know, I'm sending you home with stickers. [01:13:38] Speaker C: I love the stickers. [01:13:40] Speaker B: Yeah. [01:13:40] Speaker C: I'm putting it right on the back of the kids backpack. [01:13:43] Speaker B: There you go. The teachers love it when it says get together. I'm sorry. Maybe that's three believes. [01:13:49] Speaker C: That's fine. That's perfectly fine. [01:13:50] Speaker A: We're setting records tonight. [01:13:53] Speaker B: We may have just been banned. Yeah. [01:13:57] Speaker A: We might get a. A letter. But this has been great. [01:14:01] Speaker C: Oh, man, it's been. [01:14:02] Speaker B: I appreciate it. [01:14:03] Speaker C: Absolutely awesome. [01:14:04] Speaker B: We bounced around a little bit. I hope it all makes. [01:14:06] Speaker C: I just want to get together sometime next time, just to hang out. This has been amazing. [01:14:10] Speaker B: You know, we've got to have you all back when everybody's here. You know, I think you. You meet the team, you see. [01:14:16] Speaker C: Oh, I think we. I think we. I think we get. We get a little clip from everybody. What's, you know, about the job, see [01:14:23] Speaker A: who wants to sit down and talk. [01:14:25] Speaker C: We can just get a quick little snip, you know, here. Who wants to say something? [01:14:28] Speaker B: Yeah, we do. We have. You can imagine. And we've always joked about this. Dog poop brings out very eclectic people. [01:14:37] Speaker C: Imagine that. [01:14:38] Speaker B: Yeah. But the passion that our team has for just our programs and genetics and pets and working together is awesome, right? [01:14:46] Speaker C: Well, it seems like. It seems like it's everything. I mean, I'm not seeing anything operating, but it seems like everything's very well put together. Everything is. Is. Is cut and dry. I mean, it's. It's what it is. Very, very straightforward. Everything's really nice. [01:15:03] Speaker A: Well, if. If there is a spin off of any kind of a dog poop podcast from this, from anybody we started. It started here. [01:15:13] Speaker B: We'll make sure you get your cut. You know, we'll. We'll start one that says, let's talk. [01:15:19] Speaker A: Beep. Yeah, yeah, yeah. There's probably. Now there probably is that out there when it comes to names. [01:15:25] Speaker B: Well, if you've got things like who's your daddy? You know, why couldn't we say, hey, let's talk? [01:15:30] Speaker A: Oh, you definitely can. There's no restrictions on that, but. No, thank you. [01:15:37] Speaker B: Thank you. [01:15:37] Speaker A: Thank you. Thank you for letting us use the place. It's been great. [01:15:42] Speaker C: It was a definite experience. [01:15:43] Speaker A: Yeah. And it. How could people get in contact with you if they want to use your services? [01:15:48] Speaker B: Yeah. Listen, if you can. [01:15:49] Speaker C: I don't have a dog no more. Sorry to interrupt. I don't have a dog no more, but I just want to get a dog now. Another dog to just call Jay up and fix it. [01:15:59] Speaker B: You know, we are. We've talked about a lot of stuff. It's. It's, you know, biopets, the company. We've got poo prints. Know your pet. We are kind of a house of brands, so you can always go to biopetlabs.com. you can go to pooprints.com or you can go to know your pet DNA.com. [01:16:14] Speaker A: all right. [01:16:14] Speaker B: And you can learn more about us. [01:16:15] Speaker A: There it is. [01:16:16] Speaker B: Yeah. [01:16:17] Speaker A: Well, I've had a good time here, [01:16:18] Speaker C: has just been awesome. [01:16:19] Speaker B: For sure, you know? [01:16:21] Speaker A: It's a nice place, man. Thanks for having us. [01:16:23] Speaker B: And I'm looking forward to having y' all back. [01:16:26] Speaker A: We'll do it. [01:16:27] Speaker C: Tune back in with us next time on second floor session. [01:16:31] Speaker A: Y' all have a good night. Thanks.