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Testing your ideas against reality can be challenging. Not everything will go as planned. It’s about keeping an open mind, having a clear hypothesis and running multiple tests to see if you have enough directional evidence to keep going.
This is the How I Tested That Podcast, where David J Bland connects with entrepreneurs and innovators who had the courage to test their ideas with real people, in the market, with sometimes surprising results.
Join us as we explore the ups and downs of experimentation… together.
David J Bland (0:0.972)
Welcome to the podcast, David.
David Sauers (0:3.026)
Hey David, thanks for having me. I've been looking forward to this. ⁓
David J Bland (0:7.330)
Me too, me too. I think you're in such a fascinating industry and we have not had anyone like you on the podcast so far with everything from dog showers to medical devices and ⁓ upcycled barley, but we haven't anyone talk about what you're an expert in. And so I would love for you to give just a little bit of background on yourself and how you got into ⁓ your business. And then we'll just go from there.
David Sauers (0:28.348)
Absolutely. ⁓ So our business is Royal Restrooms. We provide ⁓ luxury portable restrooms where in ⁓
Approximately have 50 offices across the country and we provide for weddings special events ⁓ sporting events festivals even disaster response ⁓ Large part of our business has always been You elevating ⁓ that portable restroom experience so many people have been dissatisfied or just ⁓ Accepted a traditional porta potty as a necessary evil ⁓ and our mission has been to
⁓ change that. ⁓ It's to, you know what, we all like to go to the bathroom in comfort, ⁓ without anxiety, ⁓ and it wants to be, we want it to be clean. ⁓ So why not at ⁓ any outdoor festival or event ⁓ have a nice fully functioning restroom? And that's what we do. ⁓
David J Bland (1:29.240)
So you've been doing this for quite some time, I believe, over 20 years ⁓ at this point. And so I almost hesitate to ask this question, but how did you get the idea for this? ⁓ I can imagine some ideas, but I thought I'd ask you, ⁓ what led you to this?
David Sauers (1:32.690)
Yes. ⁓
David Sauers (1:44.296)
Yeah.
Well, you know David, let's think about this for a second. I think probably...
every human being has some kind of portable toilet experience. Or if anything, it's either something that they do not want to do or do not like, ⁓ therefore it's something that ⁓ needed to be solved. Like most men though, ⁓ I didn't really think a whole lot about a porta potty because we just go in and pee ⁓ on our way. ⁓ If we've to do something more, ⁓ you tend to be little bit pickier ⁓ about
it but ⁓ I was at a Shakespeare in the Park festival here in Savannah, Georgia. ⁓
My oldest daughter was potty training. ⁓ My youngest was on my hip and ⁓ we went over to the porta potty. ⁓ Stood in line, ⁓ we got in there. It's ⁓ dark. I'm trying to maneuver around, trying to figure out exactly what to do. ⁓ And before I know it, ⁓ I look down and my daughter has got her hands on the seat and she is looking down straight into the bucket. ⁓
David Sauers (2:54.468)
like daddy look at all this poop and I immediately am like ⁓ whoa whoa slow down stop don't touch that you know you kind of go into that panic mode because you know not to touch it but here's somebody that's potty training doesn't it's first time they've ever been in it it's kind of a traumatic experience and until you actually visualize that and think about it and are there you don't think about it because it's something that you don't care to think about ⁓
So I to put Cece out with a stranger outside, which was already nerve wracking because, I mean, she's a baby. ⁓ And I hold ⁓ Stella up ⁓ over the toilet. And while I am, ⁓ I kind of shifted and kicked open the door so that I could keep an eye on Cece. And next thing I know, ⁓ I feel this warm ⁓ splatter ⁓ on my leg. ⁓
because I of course am holding her ⁓ apparently too high up in the air and we're not peeing down, we're peeing directly on me. ⁓ So I go from frustrated and ⁓ nervous to ⁓ angry ⁓ and just kind of ⁓ pissed off.
I walk outside, there's nowhere to really clean up. ⁓ I'm looking around, I'm looking at these tents, and I'm looking at the ⁓ lights and the trees, and I'm looking at the food trailers and ⁓ all of this stuff. And then I look over and it's like, ⁓ man, we've not really put the priority ⁓ in to what is kind of important. We've made the wow ⁓ everywhere but this part. ⁓
I ended up leaving the event. ⁓ was ⁓ very ⁓ upset about it. ⁓ Went home ⁓ and ⁓ measured my half bath ⁓ in ⁓ my house. And I was just like, why can't we put ⁓ a small half bath restroom? ⁓
David Sauers (4:59.738)
on a trailer that would be fitting for ⁓ the 21st century. I mean, we're used to ⁓ having ⁓ a real ⁓ bathroom. mean, you don't go to a restaurant and then go to a port-a-potty. They're nice. ⁓ Hotels, they're nice. It's one of the things that they tell you when you're buying a house. You're gonna remodel the kitchen, you're gonna remodel the bathroom. ⁓
Why is it just been the accepted norm? And so I started kind of pushing those boundaries. ⁓ And I did sit on it for a little while. ⁓ My business partner, Robert Gleason, was really ⁓ the catalyst that ⁓ pushed us over the halt there ⁓ to do it, to try it, and to make it happen. ⁓
David J Bland (5:48.975)
Yeah, was I was that's very interesting. I kind of touching story. I think think. The problem that you experience, it's almost as if it's like, why aren't we challenging the status quo here a bit and we are accepting this experience, the subpar experience everywhere, the outdoor festivals and such. And I love that you went back and you started measuring your bathroom. Like there's got to be a way to do this.
David Sauers (6:10.972)
Yeah. ⁓
David J Bland (6:15.694)
This was a long time ago, I know too, and you've been growing this business and you're very successful at it. But what are some of the early tests or ways you started going beyond that measurement of, you mentioned your business partner here too, so maybe he was involved too. But what were those early things you say, maybe there's something here that I can actually make it a sustainable business or there's something here. Explain your thought process there or some of the things that maybe you tried.
David Sauers (6:44.766)
⁓ It meant a little bit more to me because I had kind of gone through that experience and ⁓ I felt like, ⁓ hey, ⁓ if I'm feeling this, ⁓ other people have got to feel this as well. I mean, I've grown up and I've been to festivals, I've been to sporting events. ⁓ And even though ⁓ was still somewhat young, I was 29, I think. ⁓ But people always kind of cringe like, ooh, I don't wanna go to the port of.
So I knew that there was ⁓ a need for it. ⁓ The acceptance part and changing the mentality was something totally different. ⁓ People thought of the business as a dirty ⁓ business. They didn't really think of it ⁓ as ⁓ something that was reputable. ⁓ And I think that's totally different because ⁓ we ⁓ provided something that is ⁓
We labeled it as luxury, but it was really just a real bathroom. ⁓ But changing that mindset. And so we first targeted solely weddings ⁓ and high-end VIP ⁓ type events because we knew that they would at least pay for it. ⁓ If you're in a dress and you're in a tuxedo or something, ⁓ they're gonna be the ones that's gonna splurge on this. ⁓ But ⁓ very quickly ⁓ after that, people started to realize, ⁓
Hey, ⁓ I ⁓ want this ⁓ at this event. Why is this just now for weddings? ⁓ Why is it not available at ⁓ the local nonprofit or the ⁓ marathon ⁓ or the Toys for Tots or ⁓ just ⁓ anything that is outdoors? So we started expanding, we started. ⁓
being more heavily involved in our community and making, trying to find that outreach and that ⁓ testing that market ⁓ to see how far we can push it and ⁓ how much we could change it. And could we make this a viable business, not just some kind of side hustle. ⁓
David J Bland (8:56.973)
Yeah, I like that you started with a very specific situation, like a very specific target, know, hey, we're gonna do weddings. had to, coincidentally, I mentored a wedding startup out of 500 out here in San Francisco. And basically, they had this really interesting model where they were, the and groom were the ones subscribing to their product, but then you had all the attendees and...
there was statistically a good chance that maybe one or two of those couples were getting married in the next year as well. And then they would come back and they would say, I really liked that. You know, it was more of like a gifting product. We really like that. We want to use that for our wedding. So I imagine just by targeting weddings for you, you know, people are going, wow, they have a real restroom here. ⁓ Luxury, but quote unquote, you know, it's actual real restroom. ⁓ And I want that for my wedding, you know, but it sounds as if
They're also thinking of, ⁓ yeah, I had this at a wedding, but can you go do this event for us or something? I'm wondering how much of that, like how much of that was feedback from just starting with weddings?
David Sauers (10:7.454)
⁓ A lot of it. Most of the feedback ⁓ originally was, ⁓ can't believe that we didn't think about this. This is such a simple idea. ⁓ And that ⁓ started changing that mindset immediately. But ⁓ the event planners, ⁓ the host, the brides, they were just like, you know what? ⁓
I got more comments about your bathroom than the ice sculpture. I got more comments about the bathroom than my wedding dress. I got more comments about this than... ⁓ So it started... ⁓ It kind of... ⁓
⁓ upset the apple cart there a little bit. People weren't expecting that praise. The event planners were not, ⁓ because it's not something pretty. It's always been like, we're not gonna talk about it. It's the ⁓ shh product. ⁓ It's dirty, it's smelly, we're gonna put it way far away. Now this is like a real bathroom. ⁓ It's got a holding tank, it's not open air, there's ⁓ P traps. ⁓
smell anything. It's like a real functioning restroom. ⁓ So you we had a lot of obstacles to overcome but the main one was just that portable toilet stigmatization. ⁓ But yeah.
They got the feedback ⁓ quicker than we actually did. ⁓ And because that was the stories that we would get. ⁓ I can't believe how many people commented on the bathroom. People were raving about the bathroom. They didn't care about the band. ⁓ They cared about their well, yeah, everybody's got to go to the bathroom and everybody wants to do it ⁓ comfortably. They don't want to go ⁓ into something. You know ⁓ dirty, they don't want to go. They don't want to make that. ⁓
David Sauers (11:55.165)
And having that facility, ⁓ does. It elevates the atmosphere and it also allows the patrons, the clientele to ⁓ drink a little bit more, eat a little bit more, ⁓ let loose a little bit more. ⁓
David J Bland (12:12.014)
That's an interesting observation. Yeah, like people are holding back because of the restroom situation. I'm wondering how you prototyped or how did that first bathroom come to be, or the royal restroom? Like, was it just like a flatbed and you, it's trailer and you started building up, like explain that process to me.
David Sauers (12:30.494)
It's just, ⁓ yeah. ⁓ Sure, it was basically a cargo trailer with a holding tank on it and then we used ⁓ marine and RV products. ⁓ It's funny, our first ⁓ few trailers that we built, ⁓ it wasn't until the finished product and we used it that we had forgotten to put a trash can in it. We forgot to put a trash can holder in it and ⁓ we've got everything set up and then it's like, ⁓ we haven't actually... ⁓
washed our hands and used the restroom. We've got everything and then it's like, wait a second, ⁓ where do we throw the paper towels away? ⁓
⁓ So ⁓ it was a fun experience ⁓ and they were very basic. It was just a basic, ⁓ very basic bathroom, but it was such ⁓ an upgrade over a portable toilet that we started experimenting with ⁓ rugs inside, ⁓ decorating the inside with pictures, ⁓ just different things to ⁓ make it more cozy inside. ⁓
But yeah, it was just a ⁓ basic cargo trailer that we transformed into a restroom. ⁓
David J Bland (13:47.778)
Is this something where you've had sort of a ⁓ DIY experience or a little bit of hands-on, was it you were sketching out what it could be? ⁓ it's really interesting, because you talked about also the RV and almost like boating, ⁓ marine sort of ⁓ solutions there. ⁓ How did that process go?
David Sauers (14:10.014)
⁓ In Savannah, ⁓ there's a lot of ⁓ old, old houses here. ⁓ Growing up ⁓ on the coast though, we've always been familiar with boats more so than RVs, so that's why I say marine. ⁓
you know, I'm a young guy, I'm looking for a side hustle. We ⁓ remodeled our houses. ⁓ you know, ⁓ we had to renovate our house to live in it, you know, because we don't have the money that we want. So we do a lot of things ⁓ by ourselves and we learn that process. ⁓ So ⁓ building out trailers, learning some of these things ⁓ were, that was a plus. ⁓ Plus ⁓ it doesn't hurt that my business partner, Robert Liston is an environmental engineer. ⁓ So ⁓ the two of
us we're able to kind of map out a ⁓ plan ⁓ on what we're looking for and ⁓ how to do it.
From a trailer side, yeah, we're ⁓ not the most experienced in trailers, so we did seek outside ⁓ support and advice. ⁓
David J Bland (15:15.693)
Okay, yeah, that helps. So obviously you've been super successful at this, know, 50, over 50 offices and such across the country. What didn't go well early on? You some things that you mentioned the trash can, I can imagine that's just one though, as you iterate your way through this process and try to figure out what works and what doesn't. Is there any, a couple of stories where you thought something like, this is obviously like the way we should go forward, this is a sure win, and then it just went kind of sideways.
David Sauers (15:43.184)
You know, there are a lot of those ⁓ small missteps, ⁓ you know, even from the standpoint of ⁓ just doors that are readily available when you're buying from a...
RV shop, know, the doors are naturally smaller. They're a little bit lower. All of sudden, you know, we had, we had people hit in the top of their head going out of the trailers. You know, those are, those are things because we weren't, you know, we know that they're lower, but it's not a standard door. So it's things like that, that had to be, uh, that
We learned by fault, unfortunately. But stairs, height, building materials, longevity, you we learned that, hey, we're building trailers out of wood here. urine kind of will get into wood and it kind of stays. You need to not use wood. So there are certain things that we had to overcome and the industry is full blown now.
started there were maybe a couple manufacturers that were ⁓ testing the markets ⁓ and now there are ⁓ I would say probably 15 to 25 manufacturers of mobile restrooms and showers in the country. ⁓
Most people still operate this business as a side hustle where they own one or two trailers. There are very few that ⁓ operated on a large scale. ⁓ We are, I believe, ⁓ the only ⁓ franchise ⁓ that has actually franchised the model. ⁓ There are a few that have partnered with each other ⁓ to kind of work jointly and ⁓ cooperate together ⁓ across larger platforms. ⁓
David J Bland (17:38.206)
That's interesting, the ⁓ sourcing of the parts and finding out what works and what doesn't and also how you scale this. I'm wondering... ⁓
You started off with weddings and you mentioned some nonprofit events and other outdoor events. Was there anything you learned ⁓ trying different types of events where you learned that, ⁓ something that works for a wedding doesn't work here or the expectations are different? Anything that you learned by going into these different types of events that you could share?
David Sauers (18:9.416)
Yeah, absolutely. So ⁓ typically your wedding, it's a small, more private style gathering. ⁓ People are a lot more apt to be respectful ⁓ of the trailers. ⁓ So you don't have that ⁓ hardware and tear. ⁓ Whereas when you go to a general ⁓ festival ⁓ per se, ⁓ it's a lot of moving parts. They're a lot harder on the trailer. So... ⁓
We had to learn that we couldn't be quite as delicate or as, ⁓ how do you say, ⁓ bespoke on the inside of the trailers. We had to make things ⁓ a little bit more durable, which ⁓ made them ⁓ more expensive, but it also made them kind of plain. ⁓
And that's okay because it still served the purpose. But I would say that was the biggest change from weddings to more populated, general population type trailers, commercial use trailers. Which now that I would say that weddings at one time were 100%, almost 100 % of our rental revenue. I would say it's probably now 15 to 20%.
because we've moved so much more into the commercial space with building remodels, ⁓ disaster relief. It's more of a year round business and not so cyclical like it once was. ⁓
David J Bland (19:37.442)
Wow, yeah, that's a big change. I'm wondering there, like, when you think of where you think... ⁓
your focus is going to be and then you realize, no, no, this is how my customers want to use it. This is where they expect it to be. It's being receptive to that. ⁓ I think that takes a skill. ⁓ I think you could have easily said, no, no, we're only doing weddings and this is what we're gonna focus on. But realizing that the poll was in other locations and being open to that. I feel ⁓ so much of entrepreneurship is...
looking at those signals and then internalizing them and making a choice and instead of just explaining it all the way and say, no, no, they want it for this festival. It's gotta be for only weddings. That was my vision. ⁓ But I love how you were flexible there ⁓ and ⁓ you learned, sounds if you learned from the different types of experiences, I imagine, and again, I don't know a lot deep about your business here, but ⁓ the way you set up a trailer could even differ per. ⁓
you know, whether it's a disaster relief or a festival or a wedding, I imagine you have to customize it, it sounds like a bit. It's not just a one size fits all type solution.
David Sauers (20:40.988)
No, there are many different ⁓ solutions and setups and more purpose-built trailers. Primarily for weddings, we really strive to do ⁓ private single stalls so you've got a little more intimate setting there. ⁓ So it's larger on the inside so if someone's in a dress or somebody wants to go with ⁓ a partner, ⁓ then ⁓ there's adequate space and maneuverability in there. ⁓
Our larger trailers for more your corporate. Yes, we have ⁓ started moving to private stalls primarily because of the COVID response and we ⁓ started to kind of ⁓ change from that ⁓ more of a ⁓ instead of the ⁓ I guess public stalls, which is ⁓ a shared vanity and then private separate stalls. ⁓ So ⁓ we've we've made some adjustments like that and. ⁓
But it's really the setup. It goes back to the preparation prior to that. ⁓ You have to think about water source, water usage. ⁓ You have to think about power and power restrictions. ⁓
We're using portable restrooms. A lot of times we don't have water. A lot of times we don't have power. So we need to make sure that we can operate as efficiently as possible. And if it is a large scale event, we want to make sure that it continues to run at peak optimal performance. And that requires some additional duties like putting an outboard water tank that self feeds into the trailer rather than having to dump into a water.
into the water holding tank once it's finished. ⁓ And having those types of setups are essential so that it's not manpower restricted or manpower monitored.
David J Bland (22:33.387)
Yeah, I was doing a bit of research before our episode today and I noticed you even have showers now and I can imagine that water management. ⁓ So maybe explain a little bit, how did you land on showers? Where did you feel as if, ⁓ this is something we should include because of either customers wanted it or it was a natural evolution? Explain a little bit there.
David Sauers (22:43.427)
yeah.
David Sauers (22:47.657)
Uh-uh.
David Sauers (22:55.485)
Well, ⁓ the showers first came about after Hurricane Katrina. ⁓ We spent ⁓ a good bit of time down there in Hurricane Katrina with disaster response. ⁓ And ⁓ being down there, yes, we had a nice facility. We were able to brush our teeth. We were able to wash our face. We were able to go to the bathroom comfortably in some of these base camps and ⁓ relief places that we had set up. ⁓
But one of the things that you realize, you go without a shower, five, six, seven, eight days, it does not feel, it's not very comfortable. You you can go a couple days without a shower, but you go that long in heat, nothing feels, even a fresh pair of clothes does not feel fresh. And it starts to weigh on you even more. A shower just rejuvenates you. It brings you back. feel, you know,
feel like you're ready to conquer the day. ⁓ that, ⁓ providing showers down there, ⁓ it ⁓ adds a level of ⁓ normalcy in an ⁓ uncomfortable situation and things that, you know, when your life is kind of turned upside down, that ⁓ this can kind of make you feel like it's gonna be okay, if only for a moment. ⁓
But soon after that we found that showers were needed not only for disaster response, but ⁓ we did military training, did ⁓ marathons, ⁓ we did ⁓ boys and girls summer camps. ⁓ We even did things ⁓ at ⁓ schools and gyms ⁓ across the country. There's ⁓ numerous. ⁓
uses for portable shower chambers. Although they might not be as ⁓ needed as widespread, they're still needed. ⁓
David J Bland (24:54.264)
That's really powerful. mean, Katrina was such a ⁓ terrifying event for all the Gulf and being down there and giving people maybe a sense of humanity back when they're really struggling. think that's very impactful. I'm wondering, ⁓ so we're fast forwarding now over 20 years. You've tested through all these different things. You've franchised across 50 different offices across the states. ⁓
What are some things that get you excited or what are some things that you feel like, you know, I kind of want to go test this, you know, anything you're comfortable sharing about what you think the future of this is.
David Sauers (25:32.498)
For sure, David, ⁓ most ⁓ all businesses ⁓ kind of get into that comfortable zone. You you're making money, you ⁓ don't continue to grow, you just ⁓ saturate yourself in ⁓ how it is. ⁓ It's hard to make those changes, ⁓ but to keep a business on top, you ⁓ have to keep that visionary side open. ⁓
see what is on the horizon, you have to anticipate that. ⁓ And just like with Royal Restrooms, we've ⁓ thousands and thousands of events and we've seen what ⁓ has happened in San Francisco or New York or St. Louis. ⁓ We've watched these event coordinators and we have the ability to bring it. ⁓
all across the country. ⁓ And some of these things that we've seen are ⁓ simple things as refrigeration trailers, ⁓ where we're testing out some beverage trailers, ⁓ even some LED TV trailers. ⁓ Just ⁓ not that we're trying to change our entire brand, ⁓ because our primary focus is restrooms. It will always be restrooms, but ⁓ you know,
We are in the event business. We're not just in the restroom business. So why not? If we can offer another product that elevates air vent, why not try it? Why not test it? And it all circles back to restrooms anyways. If we're doing a backyard wedding, they're 99 % of the time gonna have a bar.
Why not provide them a bar trailer that's festive, that looks fun instead of just somebody popping up a 10 by 10 tent? What about for football games? We have these 10 foot LED trailers that we're not trying to go mainstream, but we're renting them to golf clubs, we're renting them to neighborhood venues where they're doing tennis tournaments, they're doing movie nights, they're doing the.
David Sauers (27:49.523)
their ⁓ member guest championship. Well, what else we put out there? We're putting out a restroom trailer. We're putting out a bar trailer. We're putting out ⁓ all these different things. You go to a car show, it's the same thing. Refrigeration trailers for supplies and food and keeping. ⁓ So ⁓ these things have all typically been ⁓ single sourced by multiple vendors. ⁓
We're able to provide it in one and hopefully at a lower cost. If anything, they're not having to pull it from a bunch of different sites. So we haven't gone mainstream on any of this, but we're testing refrigeration trailers here in Georgia and in Texas. We've got the beverage trailer in New Mexico and.
Colorado, Utah, Alabama, and Georgia, and South Carolina. So we're still making these things to see if it's gonna be a viable fit. Of course, does make it, you've got to do a little bit of sales pitching, you've got to do a little bit of learning, you've got to do, so you can't just be so single sided and hey, I've understood restrooms for this long and I'm not gonna go into anything else.
us that advantage to ⁓ maybe have an opportunity to rent a restroom where we wouldn't otherwise have. ⁓
David J Bland (29:12.916)
I love the way you frame that as you're in the events business. ⁓ You've learned so much over the years about how events are run and you are staying up to date on the trends of events ⁓ that you can spot these sort of unmet needs or these maybe subpar experiences that people have just taken as, ⁓ know, this is.
what it is, you know, we ⁓ just, we have to deal with much like the restroom ⁓ situation. So I love that you ⁓ are saying this is good, this is what we're good at. This is what we know. And here's how we think we can solve maybe these challenges that are tangential to what we're already doing, but they're not too far away. You know, ⁓ they're not something that we would have to completely reinvent the business for, but we can take what we've learned and solve other issues. I think, I think it's a really smart approach to, ⁓
to ⁓ going forward. And it kind of surprised me a little bit. I thought, you're just going to stay in restaurants, but ⁓ you definitely have a vision of how to make events better in general.
David Sauers (30:11.155)
Yeah, well, it doesn't change our footprint ⁓ and it's an easy add-on. If someone's calling, ⁓ you've got this. ⁓ Do you need a bar trailer? Do you need a beverage trailer? Do you need ⁓ a refrigeration trailer? ⁓ We have those available. Some people may not even realize they need it until it's mentioned to them.
David J Bland (30:31.786)
Yeah, I appreciate that. That's really insightful. I just want to thank you so much for hanging out today and explaining your thought process, you know, everything from where this idea came from to how you built your first trailer to how you realized, these aren't just for weddings or for other events. And then at these other events, there's these other services we can also solve ⁓ and how you do water management, everything. I just think it's really fascinating. It's such a interesting space you're in. And I love that you're changing the kind of the stigma about it ⁓ going forward.
If people wanna reach out to you and they're like, hey, I'm having an event. I want to up my restroom game here or I have something else. I want showers. ⁓ What's the best way for them to reach out to you?
David Sauers (31:12.411)
For sure David. ⁓ We are happy to be of assistance anywhere you can reach us on RoyalRestrooms.com ⁓ and we're on all the social links as well under Royal Restrooms. ⁓ Myself personally I can be found at DavidSowers.com or on LinkedIn under David Sowers. ⁓
David J Bland (31:30.902)
Thank you. So we'll include all those links in the description. ⁓ And thanks again so much for sharing and just being open and transparent of the ups and downs of this business. And I think it's just, I think people are gonna learn a lot from just listening to this episode. So thank you so much.
David Sauers (31:43.145)
Hey, my pleasure, David. Thank you for having me on. ⁓