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49 - The Cost of Scaling a Marketplace With Misaligned Incentives
Episode 49 • 31st March 2026 • The Breakout CEO • Jeff Holman
00:00:00 00:45:23

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Marketplace businesses look simple on the surface: connect supply and demand and let the network grow. But for CEOs, the real risk isn’t growth — it’s misalignment between stakeholders.

In this episode, Paul Roberts, CEO of GoodBite, explains why marketplace startups often fail when incentives between customers, partners, and suppliers drift apart — and why scaling too early can make the problem exponentially worse.

“At scale, misalignment becomes the most expensive risk.”

Drawing from multiple startups and over $130M raised, Roberts shares how CEOs should validate marketplace alignment before writing code, raising capital, or scaling distribution.

Marketplace businesses are attractive to founders because of their potential for rapid scale. But behind the growth narrative is a difficult operational reality: every stakeholder in the marketplace must win at the same time.

Paul Roberts, serial entrepreneur and CEO of GoodBite, has spent decades building companies across data science, advertising technology, and marketplaces. In this conversation, he explains why the biggest threat to scaling a marketplace isn’t competition or funding — it’s misaligned incentives between the participants in the ecosystem.

Roberts shares how lessons from previous startups shaped the design of GoodBite, a food delivery platform that integrates charitable giving into everyday consumer transactions. By aligning incentives across restaurants, consumers, and nonprofits, the model attempts to solve the structural problems that plague many marketplace platforms.

The discussion explores how CEOs should think about validating marketplace ideas, making decisions with incomplete data, building leadership teams, and avoiding structural misalignment that becomes expensive once growth accelerates.

Key Takeaways

1. Misalignment becomes exponentially expensive at scale

Marketplace businesses often move fast early, but structural misalignment between stakeholders becomes costly once growth accelerates.

2. Growth amplifies problems — it doesn’t solve them

Scaling a company with weak foundations only exposes the cracks faster.

3. Marketplace CEOs must validate every side of the ecosystem

Successful marketplaces require alignment between suppliers, customers, and platform incentives before scaling.

4. CEOs must act before perfect information exists

Decision-making at scale requires recognizing signals early and moving with conviction rather than waiting for perfect data.

5. Leadership is about building the right team, not controlling everything

Roberts compares the CEO role to a bench coach — responsible for assembling the right team and enabling them to execute.


00:00 Intro hook: misalignment is the most expensive risk

00:15 Welcome to the show + Paul Roberts intro

00:56 Family, entrepreneurship, and bringing business lessons home

03:13 What a CEO can actually control

04:21 The CEO as a “bench coach”

05:57 Paul’s founder background: adtech, data science, and the SPAC

06:48 Why he built GoodBites: food delivery with charitable giving

08:21 Lessons from past companies: alignment, risk, and pattern recognition

12:26 Entering food delivery without restaurant-industry experience

13:42 The GoodBites elevator pitch

15:00 Why now is the right time to build this marketplace

17:16 The problem with traditional delivery apps for restaurants

19:27 Connecting restaurants, consumers, and charities

21:05 Making giving effortless through everyday orders

23:22 Traction, college ambassadors, and growth goals

25:33 What’s working in the rollout

27:04 Restaurant exclusivity deals and market friction

29:18 How campus ambassadors drive local adoption

30:06 User experience: choosing charities, impact tracking, and verification

32:30 Adoption trends and coverage challenges

35:32 Partnering with larger restaurant groups and franchise owners

37:43 Advice for CEOs scaling marketplace businesses

39:03 Alignment, validation, and building the right foundation

42:05 Five-year vision for GoodBites

43:38 How students, restaurants, and charities can get involved

44:17 Paul’s personal charity picks: Alzheimer’s Foundation and ASPCA

45:20 Outro

Paul Roberts is the CEO of GoodBite and a serial entrepreneur who has raised more than $130 million across multiple startups. His experience building marketplace and platform businesses informs his perspective on incentive alignment, ecosystem design, and scaling strategy.

Transcripts

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At scale, you know,

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because we all have building companies

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to scale for the most part.

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You know, misalignment becomes

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the most expensive risk.

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Growth will only amplify

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amplify the cracks.

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So your mission,

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your partners, your customers.

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They all have to be pulling of

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in the same direction.

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Welcome back to the breakout CEO podcast.

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I'm your host, Jeff Holeman.

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Very glad to be with you again today.

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Talking with smart people

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like Paul Roberts from Good Bites Paul.

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So, so glad to have you on the show.

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Great. Great to be here, Jeff.

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You know, watch a couple of the episodes.

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Love, love the conversation.

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Excited to be here.

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Well, the conversation is

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is comes from the guests.

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I mean, we get all these great insights.

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And so we're lucky to have you

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as we as we've had other guests

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that have done really cool stuff.

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So thank you.

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Appreciate that.

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Yeah.

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So so you've done

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I mean speaking of doing stuff as well.

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Just jump right into that. Right.

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You you've done a few things,

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a few successful things

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that led up to your current thing.

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Let's we'll

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get a few details on each of those and,

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and get down to some breakout

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moments here.

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But,

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tell me first, you know,

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we talked a little bit

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in our icebreaker questions

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about family

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and about how you like to talk

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with your kids

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and your your spouse

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about the things

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going on in the business.

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How does, I know some people who do that,

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some people

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who are very much open at home

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about business,

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maybe sometimes business is happening

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in the home.

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Like,

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how does that impact

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the way that you

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that that you think about business

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where you've got these kids

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and wife and everybody is is kind of

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I don't know

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if they're involved involved,

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but they're they're involved, right.

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Yeah.

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They're involved because again, where I,

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I just think as,

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executives, CEOs, founders, this is

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unfortunately a 24 over

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seven job most of the time.

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So you do take a lot of it.

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You do wear a lot of it on your shoulders

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all the time. Things are good.

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You know, things are bad.

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I think one of the biggest challenges

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is making sure that that doesn't

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bleed into the day. To day at home.

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While you're talking about business,

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you're talking.

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I try personally to keep it

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as almost teaching moments for the kids

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of, you know, this is

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this is how you can be an entrepreneur.

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This is what entrepreneurs

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do, is what CEOs do.

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And I think,

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you know, to keep it in

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the House is more

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from that teaching moment.

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You know, and I try, like,

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you know,

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my wife will realize

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I'm having a tough day.

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She's like, all right, let it go.

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You know, tomorrow's a new day.

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Like, let's have fun as a family

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and kind of put that aside.

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Yeah, yeah. And that's.

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That can be hard to do.

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I mean, because,

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like you said, you

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we we are in this all day, every day.

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And, you know,

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I have my own small business.

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But talking with the CEOs that I work

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with and other businesses

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like, like

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there's a lot of your shoulders

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and there's not always a lot of,

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you know,

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there aren't a lot of resources

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necessarily to turn to, to offload that.

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Right?

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So you have to kind of

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put it away for the evening.

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It comes back out the next day

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and it's still there.

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Like how do you manage the stresses

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and, you know,

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maybe release the pressures

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of of being a CEO.

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Well, one thing I've learned

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is that you

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have to really focus on the variables

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you can control.

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There's so much of it

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that's out of our control.

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You know, I can fly over to India and sit

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at the desk

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of some of the developers and say,

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move fast or move faster.

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Yeah.

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You know, it's it's

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things are going to happen

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as they happen.

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I wake up every morning

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with the to do list to try to,

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to impact the business

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ways that I personally can.

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And try to let

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people that I trust

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and put in those positions

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to do their job. Do their job.

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You know,

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are there times where we need

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to kind of have a conversation of,

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okay, we need to speed things up.

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We need to do things better, of course.

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But I personally look at it

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as, you know, maintaining my sanity

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by looking at the variables

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I can personally put my finger on

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and say, okay,

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I can help the company grow

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by doing this.

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I can help the company scale

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by doing that.

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If I just sat all day,

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you know,

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for 18 hours a day

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and looked at

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every single little nuance of

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what's going right, what's going wrong,

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I think I would lose my mind.

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Yeah.

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Well,

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so have you put other people in place

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to take care of those things that you

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that you don't have control over,

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like other people can worry about that?

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Or is it is

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it just something

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that, you know,

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when the when the time comes

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in this or situations, right.

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You'll be able to take care of it.

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How do you.

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Because putting that off is not for now.

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But a lot of times

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those things are still there tomorrow.

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Right?

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It's not so much of putting it off.

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It's I, I always equate a

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CEO is a great bench coach.

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You might not be out there

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hitting the final shot.

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You might not throw the touchdown

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or take the last shot of the game,

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but you put that person there.

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You gave them the playbook.

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You gave them all the tools and resources

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they needed to be successful.

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You know, I would always tell people I

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a lot of times the engineers,

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the data scientists,

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I don't really always understand

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everything they're saying.

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But I find,

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you know, you try to hire the best

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and the brightest

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who do know what they're doing,

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who do understand all those nuances.

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So that's kind of helpful where you know,

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I can't write certain code,

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I can't design certain algorithms,

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but you have those people who can

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and you put your trust in them,

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which is a big part of it.

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You're trusting

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that you have the right pieces,

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and you have to very quickly assess

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if you don't,

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to make sure you get those right pieces.

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So, for me, that's kind of how

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I, I look at it

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that I don't need to be the shining star,

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nor am I most times

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in an organization, it's,

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you know,

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I just have the playbook

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and the resources

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to put the right people out on the field.

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Yeah. Yeah.

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I want to hear about who

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the right people are

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and what the team looks like.

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Very good bites.

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But before we do that, well,

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give us a flavor of some of the mileposts

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from your career that led up to,

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starting.

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Good Bites.

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Yeah, I've,

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I've been a serial entrepreneur

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since, you know, my early 20s.

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And,

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I always joke with some of you that day.

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You bat 300 in in baseball,

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you get into the Hall of Fame.

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I've probably done just around that.

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Successful start ups.

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You know, I've raised over $130 million,

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over the last ten years.

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For companies that I helmed.

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Yeah.

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Spac during the Spac boom.

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We raised a little over

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$100 million for that Spac.

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You know, for me,

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it was always, how do you

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how do you find,

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you know, real problems to solve,

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that are going to have scalability.

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And, you know, we've done

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some unique things around

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data science and machine learning.

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And with good buy,

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the whole focus is

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how do you combine everyday behavior

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with with doing well.

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So our motto is,

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you know, eat well, do good.

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So, you know,

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we're building

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a, a food delivery platform

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that that gives back with every order.

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I love it.

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This is,

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something that I'm not reinventing.

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Food delivery.

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I'm not going to reinvent charity.

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But if we can combine

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the two of them into a very seamless,

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scalable platform,

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you know, we can

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we can have real impact

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and obviously help people along the way.

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Yeah.

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You're putting a Paul Robert stamp on,

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your own business model.

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Well,

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so from those from those experiences,

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pretty good bites.

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What are a couple of the lessons

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that you picked up

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that you've been able to now apply

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as the CEO of Good Bites?

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Where do I start?

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Yeah, the the thousands,

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the daily lessons.

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Right. Yeah.

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You know which ones

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stand out to you, though?

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Like, at scale.

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You know,

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because we all are building companies

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to scale for the most part.

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You know, misalignment becomes

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the most expensive risk is

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if you, you know, early on,

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we rush, we rush, we rush,

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and sometimes things get misaligned,

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things get done improperly.

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And then as you start to scale,

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it really becomes expensive.

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Are you talking on stuff like, like,

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like having the wrong tech stack,

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or are you talking about

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like, team and culture?

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Are you talking about pricing or I mean,

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or the of any of those above?

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And I've kind of dealt

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with all of those where,

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you know, hey,

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one company, we decided,

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hey, let's use Erlang.

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Is this,

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you know, unique language and great.

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So we code our first iteration in Erlang.

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And I realize there's

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about 45 Erlang developers

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across the entire United States.

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I just

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happened to meet a

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really good one day, one,

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you know, in New York City.

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So now all of a sudden he's like, well,

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I would probably suggest that

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we don't use Erlang.

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Is it

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that that would have been nice to

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hear earlier.

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And then the,

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you know, hiring,

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like I mentioned earlier, you know,

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everybody looks good

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on a resume in an interview

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a lot of times it's,

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you know,

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you have to cut your losses quickly.

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Move on.

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So all of the things you mentioned,

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pricing models,

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a lot of times when you, you,

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you build a product, you build a company,

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you have a certain

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pricing model in your mind.

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But then once you go to test the market,

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it completely changes.

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Yeah.

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So I think there's

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all of those you have to be,

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you know, somewhat flexible,

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but also giving yourself an off ramp

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as you scale.

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Because I think

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if you lock yourself into that code,

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if you lock yourself

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into a certain employee or pricing,

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you know,

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you could find yourself in a very,

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very tough spot

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when you start to scale up.

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Yeah.

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You know,

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I've seen teams where,

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you know, one person,

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I would always joke,

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you know,

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who's got the keys to the elevator?

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If it's only one person,

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we're in trouble.

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You know,

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we have to have, distributed risk

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within the organization.

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As you're saying this,

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it makes me think of some experience

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that I've seen with clients where,

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you know, sometimes these these early,

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you know, first, second,

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third time

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CEOs, they go out

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and they learn all these lessons,

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and then they they kind of pull back.

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They're like, man, I just

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I can't take this anymore.

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I gotta I got to take less risk.

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Yeah. Or whatever.

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Have your

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every CEO who's started

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companies has been through these lessons

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in one form or another.

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Has going through these lessons made you,

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you know,

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in some aspects

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more cautious how you approach things?

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Has it made you more bold?

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Has it just made you smarter?

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Like how would you

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how would you characterize

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what you've taken away from the lessons?

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Yeah, I you know,

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I think what I've learned over the last,

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you know, few decades, it's

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you can't learn in business school.

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You only can learn it by doing it.

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So I you know, you wore the black eyes.

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You did the thing.

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You you you lost the money.

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You you scaled the company, you won.

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You know, all these different

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things come from experience.

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So being more bolder, more cautious,

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I don't

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I don't think I necessarily lean

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one way or the other.

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It's just,

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you see where

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a lot of the landmines are before

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they come up on the journey.

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If that makes sense. Yep.

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And again, you realize things where,

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you know, a big thing

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I believe in

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is to try not to make

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the same mistakes twice.

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Because, you know,

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as a CEO, it's very, very painful.

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You know, so if I made it a company ago

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or two companies ago

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or a different fundraising event,

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you try not to make it again.

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But I

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think that

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that knowledge of of being through that,

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that experience that can give you

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the afford you

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the ability to be a little more bold

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because oddly enough,

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you're a little more cautious

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in certain areas

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because you've been there,

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you realize

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not to make that mistake again.

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I talked to

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I talked to clients about,

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and, and friends and everybody,

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business owners

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about seeing around corners

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that you haven't, you know,

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haven't seen around before. Right.

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And, acting like a second time founder

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when you're a really

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a first time veteran,

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you know,

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trying to leverage those things. Yeah.

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How do you

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so clearly,

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when you've been through a situation

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and you've,

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you've seen the results of that,

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you know,

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okay, next time

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I'm going to do the same thing

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or I'm not going to do the same thing.

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How has that influenced

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your ability

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to make decisions about corners

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that you haven't seen around yet,

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that you haven't actually experienced?

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I think you just start to

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trust your instincts faster.

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You don't need the perfect information.

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You don't need the perfect data.

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You'll get the data.

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I think you just need the right signal

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or enough of a signal

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to to move with conviction.

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Because you almost have that third,

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you know, let's say.

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And then you have a sense you have

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you have something

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that's telling you, okay,

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I have a general idea

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what's around the corner.

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And I've done this before.

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I've peaked around strange corners

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in business.

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And yeah, it's not the end of the world.

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We've gone out of it.

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You know,

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you just try not to ever have that

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fatal blow, I guess.

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I love that phrase.

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I haven't heard anybody say it that way.

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Peaked around strange corners.

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So once it came out,

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I said, wait a second.

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I have to clarify this. Hello?

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Oh, no, I didn't take it in the

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in any other way.

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But like,

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I think as a business owner, you

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you are peeking around a lot of strange,

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:

unfamiliar territory

507

:

and you're just like,

508

:

never been over that hill.

509

:

You know, I'm

510

:

speaking to somebody this morning

511

:

and they're like, well,

512

:

you know how much experience you have

513

:

in the food restaurant industry?

514

:

I said, zero,

515

:

yeah, you know, but

516

:

but I understand

517

:

it's a marketplace of supply demand.

518

:

I have these mechanisms

519

:

and I do understand

520

:

very well from other companies

521

:

I've started.

522

:

So it's you just have to kind of insert,

523

:

you know, food delivery, various websites

524

:

or, you know, different things

525

:

in my mind

526

:

that I could easily get my head around.

527

:

So yes, it is a blind spot.

528

:

It is peeking around a corner. But

529

:

at the

530

:

end of the day, it's it's

531

:

a pretty fundamental business.

532

:

So.

533

:

So when you made the transition

534

:

from earlier business into good bites,

535

:

well, tell us first

536

:

give us the overview of good bites.

537

:

You know,

538

:

give us your elevator pitch for that.

539

:

Yeah.

540

:

You know, very similar

541

:

to every food delivery app

542

:

you've ever used.

543

:

DoorDash, Grubhub, seamless, etc..

544

:

No big difference there.

545

:

The main difference is that

546

:

when you go to place

547

:

an order,

548

:

we're going to give you the opportunity

549

:

to select a charity you want to support.

550

:

So today

551

:

we have a handful

552

:

of national charities like Make-A-Wish,

553

:

No Kid Hungry.

554

:

A lot of local charities.

555

:

We're very focused

556

:

on the college campuses

557

:

because most Greek organizations,

558

:

student organizations,

559

:

they have to support a charity

560

:

every semester.

561

:

You're also ordering food

562

:

at a rate significantly higher

563

:

than your average consumer.

564

:

A lot of not my wife.

565

:

I yeah,

566

:

a lot,

567

:

a lot of times the students are using

568

:

mom and dad's credit card.

569

:

It's almost funny.

570

:

You know, it's monopoly money to them.

571

:

So what we're doing is,

572

:

you know, rebuilding,

573

:

today, a food delivery marketplace

574

:

with, restaurants and consumers

575

:

and charities in the middle.

576

:

So, okay, we're introducing,

577

:

you know, really good behavior,

578

:

charity behavior

579

:

every single day for these,

580

:

these college students who,

581

:

you know, when they're ordering,

582

:

they're pliable or they're,

583

:

you know, they're tacos.

584

:

They're also delivering $2 to a charity

585

:

that really has impact.

586

:

Oh, nice. Well, I guess I should clarify.

587

:

My wife does a lot of Instacart

588

:

for the family. I guess not as much.

589

:

Not as much of the DoorDash type stuff.

590

:

Good bite stuff, if that's fair.

591

:

Well, I want to hear about

592

:

I want to hear about,

593

:

the charity aspect of it,

594

:

but I want to go back

595

:

just for a second

596

:

to what we were talking about,

597

:

to kind of

598

:

kind of link

599

:

the prior experience

600

:

to starting Good Bites,

601

:

because I'm really curious,

602

:

did you have experience?

603

:

In, in the

604

:

business, I think you just said

605

:

not a lot of experience

606

:

in the food business, but

607

:

but what kind of things

608

:

did you bring from your past experiences

609

:

to say,

610

:

yeah, this is where I'm going to go.

611

:

This is what I want to do.

612

:

And and I've got a few

613

:

I've got a few skills

614

:

that I can bring to this.

615

:

So prior company that I built was a,

616

:

programmatic advertising company.

617

:

So we, we took,

618

:

tremendous amount

619

:

of websites, publishers,

620

:

you know, connected TV apps.

621

:

And we connected them to advertisers.

622

:

So to me, it's

623

:

a very similar marketplace

624

:

where we're connecting supply and demand.

625

:

If you just insert,

626

:

you know, the websites

627

:

and the apps with the consumers

628

:

and the advertisers, with restaurants,

629

:

we're just basically creating pipes.

630

:

If I tried to build, you know, goodbye

631

:

ten years ago, 15 years ago,

632

:

it would have cost 50 to $100 million.

633

:

But today

634

:

you have these point of sale systems.

635

:

Everybody has an API integration.

636

:

Everybody's connected.

637

:

Yeah.

638

:

So for us,

639

:

we're basically acting as a middle layer

640

:

between all these different,

641

:

you know,

642

:

all these different delivery services,

643

:

all these different restaurants,

644

:

all these different POS systems,

645

:

all of these different charities.

646

:

And we're giving the consumer

647

:

a nice, easy front end

648

:

to go in and basically order food

649

:

and feel good about it.

650

:

So like I said, if I tried to do this

651

:

and, you know, I've looked at,

652

:

spent countless hours

653

:

reading through the public filings

654

:

of, you know,

655

:

these, these other large marketplaces

656

:

and the amount of money

657

:

they spent, the bill,

658

:

driver networks and connectivity

659

:

between all the restaurants,

660

:

it was hundreds of millions of dollars.

661

:

But now that we've done that,

662

:

we could build on top of it.

663

:

Yeah.

664

:

Yeah.

665

:

So the cost of entry is,

666

:

is not nearly as high.

667

:

So you're

668

:

you're not the first mover

669

:

in the market, right?

670

:

Other people have existed.

671

:

Is there is there some hesitancy

672

:

when you're saying to yourself,

673

:

okay, these guys have been in the market

674

:

for a while.

675

:

They've established,

676

:

I mean, they've

677

:

they've built the infrastructure

678

:

to which you can leverage.

679

:

But should we really go up against

680

:

some of these people?

681

:

Is this like is really, really want to be

682

:

you know,

683

:

one of the first people I hold is

684

:

a gentleman who's invested

685

:

alongside me in numerous ventures.

686

:

And I said,

687

:

I'm going to rebuild DoorDash and Grubhub

688

:

to do it right.

689

:

And he laughed.

690

:

And he said, you

691

:

just crazy enough to do this, aren't you?

692

:

I said, yeah, you know.

693

:

And I said to him, the entire angle

694

:

right now,

695

:

if you look at

696

:

the behavior of the consumers,

697

:

they're getting incredibly

698

:

frustrated with the fees

699

:

that they're paying.

700

:

The restaurants are being charged

701

:

anywhere

702

:

from 15 to 30% by these platforms.

703

:

And if you speak to a restaurant owner,

704

:

I know a lot of restaurant

705

:

owners here in New York.

706

:

They say my my margins, not 25%,

707

:

but you but,

708

:

but but the platforms

709

:

want to take that entire margin. Correct.

710

:

So now what happens?

711

:

The consumer gets hurt

712

:

because that restaurant owner

713

:

has to increase his prices

714

:

across the board on his menu

715

:

anytime somebody orders

716

:

through one of these apps.

717

:

Yeah. Just to cover the fee.

718

:

And there's other issues like,

719

:

these platforms

720

:

don't share any

721

:

the consumer data with the restaurants.

722

:

So

723

:

he's got,

724

:

you know, six

725

:

restaurants here in New York

726

:

and said, I'm

727

:

basically a ghost kitchen

728

:

for these, these platforms.

729

:

Yeah.

730

:

You know, they

731

:

consumer comes on, they see me,

732

:

they they order the food.

733

:

A driver shows up with a number,

734

:

I match the number to the tag,

735

:

I give them the food and off they go.

736

:

I have no connection with my consumer.

737

:

So I think, you're seeing a lot of it.

738

:

I don't want to say use the word regret

739

:

because obviously they're

740

:

generating a lot of revenue,

741

:

but I think the business model

742

:

is causing a lot of angst

743

:

with restaurant. Yeah.

744

:

I mean, certainly

745

:

there's got to be tension, right?

746

:

Somebody who's built a brick and mortar

747

:

restaurant has seats to

748

:

to fill and staff on site,

749

:

all of a sudden

750

:

they're, they're balancing

751

:

the, the, the operating,

752

:

the normal operating costs

753

:

with the ghost kitchen model.

754

:

You know, it also makes me think,

755

:

because I've talked

756

:

a lot of guests recently,

757

:

for whatever reason,

758

:

I've brought up the book

759

:

Unreasonable Hospitality.

760

:

And the way you mentioned

761

:

it just made me think of that, you know,

762

:

how do you

763

:

how do you build unreasonable

764

:

hospitality for,

765

:

consumer market

766

:

that you don't actually have the data for

767

:

and don't even interact with?

768

:

Like, that's

769

:

you're you're missing out at one of the

770

:

maybe most fulfilling parts

771

:

of a business, right?

772

:

Building the community

773

:

around that restaurant.

774

:

Just a quick note about our guest.

775

:

I host the breakout

776

:

CEO podcast

777

:

to share behind the scenes insights

778

:

from scaling businesses.

779

:

As an attorney, I see the real challenges

780

:

leaders face

781

:

long before success becomes public.

782

:

But client stories

783

:

have to stay confidential.

784

:

So we invite guest CEOs

785

:

to share their own moments of struggle

786

:

and success.

787

:

I'm so grateful to our guest and MIT team

788

:

at Intellectual Strategies

789

:

for making this show possible.

790

:

Now let's get back to the show.

791

:

And Jeff,

792

:

I think you just hit the nail on.

793

:

You know, a big part

794

:

for us,

795

:

connecting the consumer

796

:

in the restaurant with the charity.

797

:

So everyone feels part of something

798

:

bigger than just the transaction.

799

:

Yeah.

800

:

That order starts to feel personal.

801

:

You know, we give the charity,

802

:

you order your,

803

:

you know, your meal, your pizza comes,

804

:

you know, 30 minutes later,

805

:

you're getting a text message

806

:

from the charity thanking you

807

:

and explaining what your $2 actually

808

:

means, that charity

809

:

where somebody like

810

:

no kid hungry, it feeds,

811

:

you know, 5 to 10 kids. Yeah.

812

:

So now all of a sudden

813

:

you're eating your meal.

814

:

It has such a greater impact.

815

:

And then we're hoping

816

:

that this ties back to the restaurant.

817

:

The meal.

818

:

It's no longer.

819

:

Hey, I just ordered from this massive,

820

:

you know, conglomerate.

821

:

It actually has an impact.

822

:

The restaurant's a part of that.

823

:

The restaurant owner

824

:

can feel good about that as well.

825

:

And there's a whole.

826

:

There's a whole side of the business

827

:

with the with the nonprofit.

828

:

Right.

829

:

Like, I,

830

:

I sat on the board of a nonprofit

831

:

here in Utah called friends for site.

832

:

They, they would

833

:

they would screen,

834

:

kids at a certain age for amblyopia or,

835

:

you know, what turns into lazy eye.

836

:

And if you catch it, you can correct it.

837

:

If you don't, you can't.

838

:

At least, or at least not as easily.

839

:

I'm not sure if I'm correct it or not.

840

:

Totally, but

841

:

but they did this

842

:

and I remember them talking.

843

:

This was back.

844

:

Back before, I don't know.

845

:

This was maybe 12 years ago.

846

:

And they were talking

847

:

about how they were one of,

848

:

I think, 2 or 3

849

:

charities who were approved

850

:

to be

851

:

on the DMV renewal forms,

852

:

and you could check your box

853

:

at a dollar ad, $2,

854

:

whatever it was,

855

:

and have that,

856

:

even though it was such a small amount.

857

:

That was a huge part of their

858

:

of their operating budget

859

:

because it worked right.

860

:

And and they had access to it.

861

:

And other people

862

:

probably would have loved

863

:

to have the same access.

864

:

I'm not sure how that,

865

:

how that worked politically, but,

866

:

you know, so you're

867

:

you're really giving an avenue to the

868

:

I mean,

869

:

from a consumer standpoint,

870

:

I think it'd be easy to say,

871

:

oh, gosh, you know, I'm

872

:

making a little contribution.

873

:

Yeah. I feel good.

874

:

But but to the nonprofit,

875

:

some of these programs

876

:

that really give them exposure

877

:

can create an entire,

878

:

you know, operating budget for them

879

:

that wasn't there before, right?

880

:

Yeah. It's huge. And you're right.

881

:

We're making very similar

882

:

to the license plate idea.

883

:

It's how do you make giving effortless.

884

:

You know, build it into everyday actions

885

:

and then suddenly those small gestures,

886

:

like you said,

887

:

could be one of the biggest,

888

:

you know,

889

:

Donadoni

890

:

donation channels

891

:

that these check, these nonprofits. See?

892

:

Yeah.

893

:

What a lot of charities struggle

894

:

with also is in America,

895

:

we're typically giving,

896

:

you know, about 70 to 80% of donors

897

:

give one time

898

:

and don't give again to a charity.

899

:

So it's

900

:

hard for them to stay engaged.

901

:

And I think that's one thing

902

:

we're trying to address where,

903

:

you know, after a while,

904

:

the charities will say to us, well,

905

:

how many more, please?

906

:

Or how many more mailings,

907

:

how many more emails

908

:

or postcards being sent?

909

:

Now all of a sudden, it's okay.

910

:

We know

911

:

you know Paul

912

:

and you know, he's got three

913

:

boys are playing a lot of sports.

914

:

His wife, we're always running around.

915

:

We order food maybe a few times a week.

916

:

I can have a real impact

917

:

without really doing anything

918

:

more than I was already doing.

919

:

Yeah.

920

:

And then it gives the charity

921

:

a great opportunity

922

:

then to engage with that

923

:

audience in a very positive way.

924

:

They're not calling.

925

:

They're not asking for your credit card

926

:

number anymore.

927

:

You know, Jeff,

928

:

we want you to run another five K.

929

:

It's thank you for your donation.

930

:

It's a very positive net positive.

931

:

You know, interaction with

932

:

with the person who donated the money.

933

:

Yeah.

934

:

Yeah, that makes sense.

935

:

Creating those recurring

936

:

touchpoints that,

937

:

I don't know,

938

:

there's a phrase for it, but.

939

:

Well,

940

:

there's a marketing phrase for it, right?

941

:

I went to recurring revenue.

942

:

And what's the analogous

943

:

for recurring touchpoints

944

:

for a, a nonprofit.

945

:

But it's it's probably just brand

946

:

exposure, right?

947

:

Yeah, it's it's engagement.

948

:

Also it's, you know,

949

:

and the audience

950

:

we're targeting that that college student

951

:

is such a valuable audience

952

:

for charities,

953

:

especially as they're coming out of,

954

:

you know,

955

:

the education side of the world

956

:

into the let's call

957

:

called making money side of the world.

958

:

Yeah.

959

:

You know, so

960

:

they're looking for okay, where

961

:

where do I have a higher purpose here?

962

:

Where can I help make an impact?

963

:

So they're also learning about charities

964

:

through good bites

965

:

that they might not have

966

:

already known about.

967

:

Well, so, Paul, what is

968

:

good might look like today.

969

:

Like what markets are you in?

970

:

What does your team look like?

971

:

Things like that. Yeah.

972

:

Yeah.

973

:

So we're we're currently in beta

974

:

at one university.

975

:

We have 50 universities,

976

:

hopefully by the end of March.

977

:

We have a goal

978

:

to be at 100 campuses next year.

979

:

Hopefully we're going to be somewhere

980

:

in a neighborhood north of,

981

:

maybe half $1

982

:

million per month,

983

:

which will equate to

984

:

about $1 million donated per month.

985

:

Well,

986

:

we have right now,

987

:

we have 208 college

988

:

ambassadors, university

989

:

ambassadors across the US, ranging from,

990

:

you know, big SEC schools, Big Ten, UCLA,

991

:

you know, University, you know, State

992

:

University of New York system.

993

:

We we have students

994

:

because they're the ones

995

:

who honestly really care.

996

:

And they're the ones

997

:

who are getting this,

998

:

you know, really,

999

:

really engagement on the campus.

:

00:24:33,083 --> 00:24:34,166

So they're the ones talking

:

00:24:34,166 --> 00:24:36,250

to their fellow students of,

:

00:24:36,250 --> 00:24:36,500

you know,

:

00:24:36,500 --> 00:24:37,750

I see all of your coffee

:

00:24:37,750 --> 00:24:39,541

every single day to class,

:

00:24:39,541 --> 00:24:40,708

you know, use good light now

:

00:24:40,708 --> 00:24:42,291

rather than this other platform

:

00:24:42,291 --> 00:24:42,916

where you get

:

00:24:42,916 --> 00:24:45,625

$2 to do a local food bank or,

:

00:24:45,625 --> 00:24:47,250

you know, a woman shelter here in town.

:

00:24:49,541 --> 00:24:50,875

I don't and I've said this

:

00:24:50,875 --> 00:24:52,500

numerous times publicly,

:

00:24:52,500 --> 00:24:54,166

I don't want to have a massive,

:

00:24:54,166 --> 00:24:57,166

you know, three, 400 person company.

:

00:24:57,291 --> 00:24:59,250

I think so much can be done with AI.

:

00:24:59,250 --> 00:25:00,958

So much can be done

:

00:25:00,958 --> 00:25:01,583

with,

:

00:25:01,583 --> 00:25:02,500

you know, repeated

:

00:25:02,500 --> 00:25:05,500

tasks with AI, which is great.

:

00:25:05,958 --> 00:25:07,625

You know, maybe another podcast

:

00:25:07,625 --> 00:25:09,416

for another day, how

:

00:25:09,416 --> 00:25:11,291

AI is really changing the workforce.

:

00:25:11,291 --> 00:25:12,083

But it's it's

:

00:25:12,083 --> 00:25:14,125

been something else for me personally.

:

00:25:14,125 --> 00:25:16,416

Yeah. Yeah, that that makes sense.

:

00:25:16,416 --> 00:25:17,750

Well, so as you've been building this,

:

00:25:17,750 --> 00:25:19,166

as you've been putting the ambassadors

:

00:25:19,166 --> 00:25:19,625

in place,

:

00:25:19,625 --> 00:25:22,041

as you've been rolling out the beta

:

00:25:22,041 --> 00:25:23,958

at the university, like

:

00:25:23,958 --> 00:25:24,916

what's been working?

:

00:25:24,916 --> 00:25:27,916

Well, it's keeping it simple.

:

00:25:28,291 --> 00:25:29,625

Not overcomplicating it.

:

00:25:29,625 --> 00:25:30,375

It's, you know,

:

00:25:30,375 --> 00:25:32,458

this is a food delivery platform.

:

00:25:32,458 --> 00:25:34,541

It's going to save the restaurants money.

:

00:25:34,541 --> 00:25:36,166

It's going to help students

:

00:25:36,166 --> 00:25:37,791

donate money that that, you know,

:

00:25:37,791 --> 00:25:39,458

to a charity that cares.

:

00:25:39,458 --> 00:25:41,333

And it helps the charities

:

00:25:41,333 --> 00:25:44,083

see that repeatable, donation

:

00:25:44,083 --> 00:25:45,166

and also engagement

:

00:25:45,166 --> 00:25:46,625

from a very valuable audience

:

00:25:46,625 --> 00:25:47,916

in the college students. So,

:

00:25:48,875 --> 00:25:49,958

all three parties

:

00:25:49,958 --> 00:25:52,958

have benefited so far from good bite.

:

00:25:53,083 --> 00:25:53,875

It's just a matter

:

00:25:53,875 --> 00:25:55,375

now of how quickly we can scale it

:

00:25:55,375 --> 00:25:56,958

across the country to every campus.

:

00:25:56,958 --> 00:25:59,583

And then the goal is within 24 months

:

00:25:59,583 --> 00:26:01,208

to be nationally.

:

00:26:01,208 --> 00:26:02,916

Every city, every state.

:

00:26:02,916 --> 00:26:05,000

Yeah. Very cool. I love the goals.

:

00:26:05,000 --> 00:26:05,750

What what

:

00:26:05,750 --> 00:26:08,750

what's an area where you've run into

:

00:26:08,750 --> 00:26:10,791

maybe unexpected obstacles

:

00:26:10,791 --> 00:26:12,500

that you thought, oh, this will be,

:

00:26:12,500 --> 00:26:13,458

you know, we'll just put,

:

00:26:13,458 --> 00:26:13,666

you know,

:

00:26:13,666 --> 00:26:14,666

you put these things in place

:

00:26:14,666 --> 00:26:15,750

and everything starts rolling

:

00:26:15,750 --> 00:26:16,416

from there and you're like,

:

00:26:16,416 --> 00:26:17,291

wait a second.

:

00:26:17,291 --> 00:26:18,750

There's another thing I got to deal with.

:

00:26:18,750 --> 00:26:19,083

What?

:

00:26:19,083 --> 00:26:20,541

What have you had to deal with

:

00:26:20,541 --> 00:26:21,958

as you've done this?

:

00:26:21,958 --> 00:26:23,250

I think the biggest one

:

00:26:23,250 --> 00:26:24,916

we've had to overcome is,

:

00:26:24,916 --> 00:26:26,500

a lot of these bigger,

:

00:26:26,500 --> 00:26:26,708

you know,

:

00:26:26,708 --> 00:26:28,125

platforms

:

00:26:28,125 --> 00:26:29,333

dangled some incentives

:

00:26:29,333 --> 00:26:30,875

and get it exclusivity.

:

00:26:30,875 --> 00:26:32,625

So, restaurants

:

00:26:32,625 --> 00:26:34,166

will only be on one platform.

:

00:26:35,125 --> 00:26:35,500

So we're

:

00:26:35,500 --> 00:26:37,041

back to kind of, you know,

:

00:26:37,041 --> 00:26:38,625

think of creative ways to do that.

:

00:26:38,625 --> 00:26:39,375

We've we've worked

:

00:26:39,375 --> 00:26:40,458

with a lot of universities

:

00:26:40,458 --> 00:26:41,208

and conversation

:

00:26:41,208 --> 00:26:43,250

to be part of their meal plan.

:

00:26:43,250 --> 00:26:44,250

Different things like that.

:

00:26:44,250 --> 00:26:47,041

But that was one we didn't see.

:

00:26:47,041 --> 00:26:48,291

You know, and anytime

:

00:26:48,291 --> 00:26:49,291

you're going to develop a market,

:

00:26:49,291 --> 00:26:50,250

you always have to quickly

:

00:26:50,250 --> 00:26:52,625

figure out the hard side of the market.

:

00:26:52,625 --> 00:26:53,666

Yeah, charities.

:

00:26:53,666 --> 00:26:54,416

Every single charity

:

00:26:54,416 --> 00:26:56,000

we speak to says yes.

:

00:26:56,000 --> 00:26:57,833

They want to engage with with donors.

:

00:26:57,833 --> 00:26:59,541

They want more donations.

:

00:26:59,541 --> 00:27:01,708

The students love the idea.

:

00:27:01,708 --> 00:27:02,875

They can't stand the fees.

:

00:27:02,875 --> 00:27:04,708

They can't stand the fact that, you know,

:

00:27:04,708 --> 00:27:06,291

there's there's in

:

00:27:06,291 --> 00:27:08,375

no other way really challenging a campus

:

00:27:08,375 --> 00:27:09,750

to raise, raised donations.

:

00:27:09,750 --> 00:27:11,458

So this helps them.

:

00:27:11,458 --> 00:27:13,583

Restaurant owners enjoy it

:

00:27:13,583 --> 00:27:14,750

because they're paying less money,

:

00:27:14,750 --> 00:27:16,750

and they could actually feel good.

:

00:27:16,750 --> 00:27:16,916

You know,

:

00:27:16,916 --> 00:27:18,791

they're helping their community.

:

00:27:18,791 --> 00:27:20,125

So that was the biggest thing

:

00:27:20,125 --> 00:27:21,041

we came up against

:

00:27:21,041 --> 00:27:23,000

was that some of these other platforms

:

00:27:23,000 --> 00:27:25,166

require the restaurants to sign,

:

00:27:25,166 --> 00:27:26,250

you know, either short term or

:

00:27:26,250 --> 00:27:27,666

long term exclusivity deals.

:

00:27:29,458 --> 00:27:30,708

That seems

:

00:27:30,708 --> 00:27:32,041

I'm surprised that they would do that.

:

00:27:32,041 --> 00:27:33,333

I mean, I, I guess,

:

00:27:33,333 --> 00:27:35,000

as I think about it, Coke and Pepsi,

:

00:27:35,000 --> 00:27:36,333

you don't find them at the same spots

:

00:27:36,333 --> 00:27:37,250

very often. Right.

:

00:27:37,250 --> 00:27:38,375

And so a lot of them,

:

00:27:38,375 --> 00:27:39,750

I think either

:

00:27:39,750 --> 00:27:40,916

cost structure wise,

:

00:27:40,916 --> 00:27:42,125

they've created exclusivity

:

00:27:42,125 --> 00:27:43,500

or maybe they've got contracts.

:

00:27:43,500 --> 00:27:44,458

I'm not sure.

:

00:27:44,458 --> 00:27:45,541

But,

:

00:27:45,541 --> 00:27:46,708

I guess I'm a little surprised

:

00:27:46,708 --> 00:27:47,875

that there's exclusivity.

:

00:27:47,875 --> 00:27:49,291

What's the incentive for the restaurants

:

00:27:49,291 --> 00:27:50,875

to have that exclusivity better?

:

00:27:50,875 --> 00:27:51,750

Like a better terms?

:

00:27:51,750 --> 00:27:53,750

Better pricing? Better? Exactly.

:

00:27:53,750 --> 00:27:54,833

They'll typically tell them, hey,

:

00:27:54,833 --> 00:27:55,250

you know what?

:

00:27:55,250 --> 00:27:58,541

Your contracts, you know, 30% commission.

:

00:27:58,541 --> 00:27:58,958

You know,

:

00:27:58,958 --> 00:28:00,166

we'll do, you know,

:

00:28:00,166 --> 00:28:01,208

20% commission

:

00:28:01,208 --> 00:28:02,583

if you give us exclusivity

:

00:28:02,583 --> 00:28:03,375

for six months,

:

00:28:03,375 --> 00:28:03,625

you know,

:

00:28:03,625 --> 00:28:05,750

don't want our competitors apps.

:

00:28:05,750 --> 00:28:06,291

Interesting.

:

00:28:06,291 --> 00:28:07,083

And that's

:

00:28:07,083 --> 00:28:07,833

if that's the difference

:

00:28:07,833 --> 00:28:10,083

between making making some profit versus

:

00:28:10,083 --> 00:28:11,000

making no profit.

:

00:28:11,000 --> 00:28:13,333

Then, I guess why not do it right?

:

00:28:13,333 --> 00:28:16,250

It's a $100.

:

00:28:16,250 --> 00:28:16,458

Yeah.

:

00:28:16,458 --> 00:28:16,916

Until there's

:

00:28:16,916 --> 00:28:18,500

until you see the competition out there.

:

00:28:18,500 --> 00:28:19,375

Well, so when you've,

:

00:28:19,375 --> 00:28:21,083

when you've approached these restaurants,

:

00:28:21,083 --> 00:28:22,375

whether they've got the exclusivity

:

00:28:22,375 --> 00:28:24,625

or not, you're talking to them.

:

00:28:24,625 --> 00:28:25,916

One at a time, I assume. Right.

:

00:28:25,916 --> 00:28:28,500

Or it's really the student ambassadors.

:

00:28:28,500 --> 00:28:29,375

So that's the interesting

:

00:28:29,375 --> 00:28:30,625

part of our model is we,

:

00:28:30,625 --> 00:28:30,916

you know,

:

00:28:30,916 --> 00:28:31,625

we'll have anywhere

:

00:28:31,625 --> 00:28:34,625

from from 2 to 15 ambassadors per campus.

:

00:28:35,125 --> 00:28:36,625

And, one of the first things we do

:

00:28:36,625 --> 00:28:37,458

is build out a list

:

00:28:37,458 --> 00:28:39,875

of all the restaurants in the area.

:

00:28:39,875 --> 00:28:42,083

Sign out to the Student Ambassadors

:

00:28:42,083 --> 00:28:42,666

Guild when.

:

00:28:42,666 --> 00:28:43,750

Hey, I'm all from,

:

00:28:43,750 --> 00:28:44,000

you know,

:

00:28:44,000 --> 00:28:45,666

I, you know, from student government here

:

00:28:45,666 --> 00:28:47,875

at, university.

:

00:28:47,875 --> 00:28:49,166

We'd like to start raising money

:

00:28:49,166 --> 00:28:50,416

for local food bank

:

00:28:50,416 --> 00:28:52,375

and this national charity.

:

00:28:52,375 --> 00:28:53,000

Let me do that

:

00:28:53,000 --> 00:28:55,500

by by ordering more food for you.

:

00:28:55,500 --> 00:28:56,541

And the way that we're going to order

:

00:28:56,541 --> 00:28:58,250

that food is through classroom calls.

:

00:28:58,250 --> 00:28:59,500

Goodbye.

:

00:28:59,500 --> 00:29:00,916

No cost you as a restaurant.

:

00:29:00,916 --> 00:29:01,375

You're actually going

:

00:29:01,375 --> 00:29:03,208

to pay less commission

:

00:29:03,208 --> 00:29:04,041

than you do currently

:

00:29:04,041 --> 00:29:06,166

with these other platforms.

:

00:29:06,166 --> 00:29:08,125

The $2 donation comes from Good Bite,

:

00:29:08,125 --> 00:29:09,750

not the consumer or the restaurant.

:

00:29:10,708 --> 00:29:11,791

And, we connect it,

:

00:29:11,791 --> 00:29:12,125

you know,

:

00:29:12,125 --> 00:29:15,125

relatively seamless into their POS system

:

00:29:15,625 --> 00:29:17,500

takes about 15 minutes to set up.

:

00:29:17,500 --> 00:29:18,125

And, you know,

:

00:29:18,125 --> 00:29:19,500

the students can start ordering

:

00:29:19,500 --> 00:29:21,416

ordering food that day.

:

00:29:21,416 --> 00:29:22,583

Oh, nice.

:

00:29:22,583 --> 00:29:23,625

We try to make it,

:

00:29:23,625 --> 00:29:25,333

you know, restaurant owners,

:

00:29:25,333 --> 00:29:26,333

you know, you walk in,

:

00:29:26,333 --> 00:29:27,833

they have a huge rush.

:

00:29:27,833 --> 00:29:28,083

You know,

:

00:29:28,083 --> 00:29:28,750

they're going to delivery

:

00:29:28,750 --> 00:29:30,208

at the back door.

:

00:29:30,208 --> 00:29:31,208

The phone's ringing.

:

00:29:31,208 --> 00:29:32,666

You have to be very, very quick,

:

00:29:32,666 --> 00:29:33,875

very direct.

:

00:29:33,875 --> 00:29:34,583

Here's what we do.

:

00:29:34,583 --> 00:29:35,666

Here's how we do it.

:

00:29:35,666 --> 00:29:36,750

We'd love to have you on board.

:

00:29:36,750 --> 00:29:37,541

If not,

:

00:29:37,541 --> 00:29:38,750

you know we'll come back in a month.

:

00:29:38,750 --> 00:29:40,291

Hopefully. Yeah, hopefully over time.

:

00:29:40,291 --> 00:29:41,750

When or where

:

00:29:41,750 --> 00:29:44,333

or when your exclusivity is done, Peter.

:

00:29:44,333 --> 00:29:46,291

Or. Yeah.

:

00:29:46,291 --> 00:29:47,583

When you've

:

00:29:47,583 --> 00:29:48,791

how do you manage the,

:

00:29:48,791 --> 00:29:50,666

the charity side of it.

:

00:29:50,666 --> 00:29:51,750

Because I could see

:

00:29:51,750 --> 00:29:53,083

a lot of charities like you said,

:

00:29:53,083 --> 00:29:55,250

everyone says yes if you ask them.

:

00:29:55,250 --> 00:29:55,791

When I,

:

00:29:55,791 --> 00:29:57,000

if I were using the platform,

:

00:29:57,000 --> 00:29:58,166

I go on to the platform, I'd order

:

00:29:58,166 --> 00:29:59,708

my food at the local,

:

00:29:59,708 --> 00:30:01,416

you know, whatever restaurant.

:

00:30:01,416 --> 00:30:03,875

And do I have, do I have then like

:

00:30:03,875 --> 00:30:05,000

I select my favorite

:

00:30:05,000 --> 00:30:05,958

and I just pops up

:

00:30:05,958 --> 00:30:07,791

my favorite charity each time?

:

00:30:07,791 --> 00:30:08,583

Or do I have to select

:

00:30:08,583 --> 00:30:11,125

from a list of 50 charities in the area?

:

00:30:11,125 --> 00:30:12,166

How does that work?

:

00:30:12,166 --> 00:30:13,125

Yeah, a couple different ways.

:

00:30:13,125 --> 00:30:14,166

So one is we can

:

00:30:14,166 --> 00:30:15,416

we can give a group

:

00:30:15,416 --> 00:30:16,541

like a hard coded link

:

00:30:16,541 --> 00:30:18,083

for people to download or use,

:

00:30:18,083 --> 00:30:19,083

use the website

:

00:30:19,083 --> 00:30:21,750

where it'll be a specific charity.

:

00:30:21,750 --> 00:30:22,625

They can always go back

:

00:30:22,625 --> 00:30:24,833

and change the charity if they want.

:

00:30:24,833 --> 00:30:25,791

We also built in

:

00:30:25,791 --> 00:30:27,291

like an impact calculator.

:

00:30:27,291 --> 00:30:28,750

So you could actually see

:

00:30:28,750 --> 00:30:31,583

how much you donate over time.

:

00:30:31,583 --> 00:30:32,458

But any given time,

:

00:30:32,458 --> 00:30:33,166

you can always go back

:

00:30:33,166 --> 00:30:34,583

and change your charities.

:

00:30:34,583 --> 00:30:35,125

Most times

:

00:30:35,125 --> 00:30:37,041

when you log in, depending on the campus,

:

00:30:37,041 --> 00:30:38,125

you're going to have an option

:

00:30:38,125 --> 00:30:39,458

of about eight charities.

:

00:30:39,458 --> 00:30:41,166

So it'll be a mix of national charities

:

00:30:41,166 --> 00:30:42,083

and local charities.

:

00:30:43,375 --> 00:30:44,666

But,

:

00:30:44,666 --> 00:30:45,958

you know, we use Charity

:

00:30:45,958 --> 00:30:47,250

navigator on the back end

:

00:30:47,250 --> 00:30:48,500

to verify

:

00:30:48,500 --> 00:30:50,250

the legitimacy of the charities.

:

00:30:50,250 --> 00:30:51,666

So we only, you know, work with eight

:

00:30:51,666 --> 00:30:53,250

plus charities.

:

00:30:53,250 --> 00:30:54,500

And if there's a nonprofit

:

00:30:54,500 --> 00:30:55,416

that wants to get involved,

:

00:30:55,416 --> 00:30:56,916

we also have a section on our site

:

00:30:56,916 --> 00:30:58,208

where they can email us and say,

:

00:30:58,208 --> 00:30:59,958

hey, we'd love to be listed.

:

00:30:59,958 --> 00:31:01,166

We give them their own link

:

00:31:01,166 --> 00:31:03,583

to share with their audience.

:

00:31:03,583 --> 00:31:06,541

Okay, please use goodbye all to your food

:

00:31:06,541 --> 00:31:07,333

every time you order.

:

00:31:07,333 --> 00:31:08,208

So, you know,

:

00:31:08,208 --> 00:31:11,000

we're going to basically get $2.

:

00:31:11,000 --> 00:31:12,875

So we tried to make the UI

:

00:31:12,875 --> 00:31:13,500

and the experience

:

00:31:13,500 --> 00:31:14,666

of the consumer pretty painless.

:

00:31:14,666 --> 00:31:16,708

They select their charity one time

:

00:31:16,708 --> 00:31:18,000

and then they'll always see it

:

00:31:18,000 --> 00:31:18,916

in their receipt.

:

00:31:18,916 --> 00:31:19,958

But if they want to change it,

:

00:31:19,958 --> 00:31:21,083

they get always get to their account,

:

00:31:21,083 --> 00:31:22,083

just like a credit card

:

00:31:22,083 --> 00:31:24,208

or a delivery address and just change it.

:

00:31:24,208 --> 00:31:25,375

You know

:

00:31:25,375 --> 00:31:26,333

what kind of adoption

:

00:31:26,333 --> 00:31:27,833

a adoption trends are you seeing?

:

00:31:27,833 --> 00:31:28,875

Are you seeing that

:

00:31:28,875 --> 00:31:30,375

this is I mean,

:

00:31:30,375 --> 00:31:32,125

nonprofits say yes, restaurants

:

00:31:32,125 --> 00:31:34,500

who are not in exclusivity.

:

00:31:34,500 --> 00:31:36,041

They probably just say yes because,

:

00:31:36,041 --> 00:31:36,291

you know,

:

00:31:36,291 --> 00:31:37,916

why not add another channel to their

:

00:31:37,916 --> 00:31:38,875

what they're doing, right?

:

00:31:38,875 --> 00:31:41,375

Like, what about the consumers?

:

00:31:41,375 --> 00:31:42,875

In this beta market? There it is.

:

00:31:42,875 --> 00:31:44,291

It is adoption easy

:

00:31:44,291 --> 00:31:45,000

because you're

:

00:31:45,000 --> 00:31:47,083

kind of leveraging network effects.

:

00:31:47,083 --> 00:31:48,625

Or have you seen some

:

00:31:48,625 --> 00:31:50,958

some bumps trying to get to adoption?

:

00:31:50,958 --> 00:31:52,833

It's 100% network effect.

:

00:31:52,833 --> 00:31:53,875

So what we see is

:

00:31:53,875 --> 00:31:55,458

when we onboard a new ambassador

:

00:31:55,458 --> 00:31:56,666

who is let's say,

:

00:31:56,666 --> 00:31:56,875

you know,

:

00:31:56,875 --> 00:31:59,041

the captain of the lacrosse team or,

:

00:31:59,041 --> 00:32:00,750

you know, the head of philanthropy for,

:

00:32:00,750 --> 00:32:01,916

the sorority.

:

00:32:01,916 --> 00:32:02,458

We immediately

:

00:32:02,458 --> 00:32:03,541

see an additional, you

:

00:32:03,541 --> 00:32:05,166

know, 4 or 500 users,

:

00:32:06,416 --> 00:32:07,375

immediately.

:

00:32:07,375 --> 00:32:09,958

And then those fans out.

:

00:32:09,958 --> 00:32:10,958

Because what we do is

:

00:32:10,958 --> 00:32:11,750

we reinforce

:

00:32:11,750 --> 00:32:14,291

the messaging to the users of,

:

00:32:14,291 --> 00:32:16,791

you know, why wouldn't you use us?

:

00:32:16,791 --> 00:32:18,000

You know, we'd love to hear the

:

00:32:18,000 --> 00:32:20,458

why not rather than the why?

:

00:32:20,458 --> 00:32:22,125

Because we want to make this as easy

:

00:32:22,125 --> 00:32:24,416

and frictionless as possible.

:

00:32:24,416 --> 00:32:25,500

The logic is that

:

00:32:25,500 --> 00:32:27,333

if a restaurant is paying 30%

:

00:32:27,333 --> 00:32:29,041

commission to one platform

:

00:32:29,041 --> 00:32:29,541

and say,

:

00:32:29,541 --> 00:32:32,541

10 or 15% to a different platform,

:

00:32:32,541 --> 00:32:34,500

they're going to have lower prices

:

00:32:34,500 --> 00:32:36,791

in that, in that second platform.

:

00:32:36,791 --> 00:32:38,875

So our pitch to

:

00:32:38,875 --> 00:32:40,375

the consumer is very simple.

:

00:32:40,375 --> 00:32:42,333

It's you're already ordering food.

:

00:32:42,333 --> 00:32:44,208

You care about a charity.

:

00:32:44,208 --> 00:32:46,625

The food could potentially be less

:

00:32:46,625 --> 00:32:49,125

into your wallet using this platform.

:

00:32:49,125 --> 00:32:50,208

It's the same experience,

:

00:32:50,208 --> 00:32:51,083

the same restaurants,

:

00:32:51,083 --> 00:32:52,250

the same ordering process,

:

00:32:52,250 --> 00:32:53,875

the same delivery.

:

00:32:53,875 --> 00:32:55,541

Why wouldn't you use it?

:

00:32:55,541 --> 00:32:57,041

Yeah, yeah.

:

00:32:57,041 --> 00:32:57,916

It it

:

00:32:57,916 --> 00:32:59,833

it's it's an interesting market to go to.

:

00:32:59,833 --> 00:33:01,125

I guess you mentioned at the beginning

:

00:33:01,125 --> 00:33:02,666

that there's, there's,

:

00:33:04,250 --> 00:33:04,708

there's kind

:

00:33:04,708 --> 00:33:06,541

of this effect of a lot of people make

:

00:33:06,541 --> 00:33:07,208

a lot of students

:

00:33:07,208 --> 00:33:08,458

might be spending their parents money.

:

00:33:08,458 --> 00:33:09,875

Right.

:

00:33:09,875 --> 00:33:10,916

Some students are probably

:

00:33:10,916 --> 00:33:12,000

saying themselves,

:

00:33:12,000 --> 00:33:14,333

yeah, I don't DoorDash, I, I order,

:

00:33:14,333 --> 00:33:14,583

you know,

:

00:33:14,583 --> 00:33:15,416

I get potatoes

:

00:33:15,416 --> 00:33:17,375

and, and rice from The Graduate or,

:

00:33:17,375 --> 00:33:18,333

you know, you get ramen,

:

00:33:18,333 --> 00:33:20,041

think couple boxes around. Yeah, exactly.

:

00:33:20,041 --> 00:33:23,041

We, you know. Right.

:

00:33:23,208 --> 00:33:24,125

You know, jar of peanut butter

:

00:33:24,125 --> 00:33:25,166

and jelly to get you through the week.

:

00:33:25,166 --> 00:33:26,250

I get that.

:

00:33:26,250 --> 00:33:27,208

And it's interesting.

:

00:33:27,208 --> 00:33:29,791

We also see that from school to school,

:

00:33:29,791 --> 00:33:31,166

just the early surveys

:

00:33:31,166 --> 00:33:32,375

we've gotten where,

:

00:33:32,375 --> 00:33:34,000

you know, some schools that,

:

00:33:34,000 --> 00:33:34,375

you know,

:

00:33:34,375 --> 00:33:35,333

a huge number,

:

00:33:35,333 --> 00:33:36,666

a huge percentage of the students

:

00:33:36,666 --> 00:33:38,541

are ordering food on a regular basis.

:

00:33:38,541 --> 00:33:38,750

Yeah.

:

00:33:38,750 --> 00:33:40,208

And in some schools,

:

00:33:40,208 --> 00:33:40,416

you know,

:

00:33:40,416 --> 00:33:41,208

you're seeing students,

:

00:33:41,208 --> 00:33:42,500

it's treated more of a luxury

:

00:33:42,500 --> 00:33:44,333

maybe every other week.

:

00:33:44,333 --> 00:33:45,500

But if you have enough users

:

00:33:45,500 --> 00:33:47,250

and I mean, it sounds like adoption

:

00:33:47,250 --> 00:33:49,583

or, you know, downloads of the platform,

:

00:33:49,583 --> 00:33:51,833

it's pretty, pretty easy to get, right?

:

00:33:51,833 --> 00:33:52,166

Right.

:

00:33:52,166 --> 00:33:53,541

If you get an ambassador,

:

00:33:53,541 --> 00:33:54,958

they bring their friends in there

:

00:33:54,958 --> 00:33:56,875

and and they download the platform.

:

00:33:56,875 --> 00:33:57,666

What kind of a

:

00:33:57,666 --> 00:33:59,208

what kind of use rate

:

00:33:59,208 --> 00:34:00,708

are you saying there?

:

00:34:00,708 --> 00:34:01,875

So the good part is once

:

00:34:01,875 --> 00:34:03,041

once it's downloaded

:

00:34:03,041 --> 00:34:05,000

and once the user's actually on board,

:

00:34:06,291 --> 00:34:07,250

we've made it

:

00:34:07,250 --> 00:34:08,708

pretty seamless for them to use it.

:

00:34:08,708 --> 00:34:11,708

So, the only hiccups we see, Jeff

:

00:34:11,708 --> 00:34:14,000

and obviously things we need to address

:

00:34:14,000 --> 00:34:16,375

if we don't have enough coverage in the

:

00:34:16,375 --> 00:34:17,750

in the region,

:

00:34:17,750 --> 00:34:18,750

that's the feedback

:

00:34:18,750 --> 00:34:19,708

we get from the students.

:

00:34:19,708 --> 00:34:20,083

Well, I,

:

00:34:20,083 --> 00:34:20,333

you know,

:

00:34:20,333 --> 00:34:21,541

some days I order,

:

00:34:21,541 --> 00:34:22,291

you know, chick fil

:

00:34:22,291 --> 00:34:24,500

A, some days I order Chipotle.

:

00:34:24,500 --> 00:34:26,958

If we don't have both,

:

00:34:26,958 --> 00:34:27,583

the hardware

:

00:34:27,583 --> 00:34:28,916

might go to the other platforms

:

00:34:28,916 --> 00:34:31,000

that just so they don't have to swap.

:

00:34:31,000 --> 00:34:32,541

Yep. Exactly.

:

00:34:32,541 --> 00:34:35,000

So we're coming up with,

:

00:34:35,000 --> 00:34:36,250

you know, some guardrails

:

00:34:36,250 --> 00:34:38,458

that if we're going to launch

:

00:34:38,458 --> 00:34:39,458

a certain campus,

:

00:34:39,458 --> 00:34:41,125

we have to have a certain percentage

:

00:34:41,125 --> 00:34:44,125

overlap with other apps before we launch.

:

00:34:44,166 --> 00:34:45,416

You know, the worst case scenario

:

00:34:45,416 --> 00:34:45,958

is, you know,

:

00:34:45,958 --> 00:34:47,500

Paul tells Jeff, hey, here's

:

00:34:47,500 --> 00:34:50,125

this new app or order using this.

:

00:34:50,125 --> 00:34:51,000

And then you log on

:

00:34:51,000 --> 00:34:52,583

and there's two restaurants.

:

00:34:52,583 --> 00:34:52,916

Yeah.

:

00:34:52,916 --> 00:34:53,875

And the,

:

00:34:53,875 --> 00:34:55,291

the seven that I want to order from

:

00:34:55,291 --> 00:34:55,791

aren't on there.

:

00:34:55,791 --> 00:34:57,291

I could see that being a,

:

00:34:57,291 --> 00:34:59,375

an adoption struggle. So,

:

00:35:01,375 --> 00:35:03,000

so how do you tackle that issue?

:

00:35:03,000 --> 00:35:04,125

I mean, is it

:

00:35:04,125 --> 00:35:04,333

is it

:

00:35:04,333 --> 00:35:05,916

just a matter of sending ambassadors

:

00:35:05,916 --> 00:35:06,625

out to

:

00:35:06,625 --> 00:35:09,625

to restaurants to get critical mass or

:

00:35:09,666 --> 00:35:11,250

or is there some other thing

:

00:35:11,250 --> 00:35:12,458

that you're doing, like, do you

:

00:35:12,458 --> 00:35:14,541

do you leverage in the app.

:

00:35:14,541 --> 00:35:15,458

You know, you leverage.

:

00:35:15,458 --> 00:35:17,500

Oh, we're just going to make it.

:

00:35:17,500 --> 00:35:18,750

We're going to push suggestions

:

00:35:18,750 --> 00:35:19,791

for lunch out

:

00:35:19,791 --> 00:35:21,208

so that we can suggest restaurants

:

00:35:21,208 --> 00:35:22,375

we have on there,

:

00:35:22,375 --> 00:35:23,541

as opposed to ones

:

00:35:23,541 --> 00:35:24,583

that they might be looking for that

:

00:35:24,583 --> 00:35:25,250

we don't have.

:

00:35:25,250 --> 00:35:26,791

Yeah,

:

00:35:26,791 --> 00:35:28,458

it's right now we're tackling it

:

00:35:28,458 --> 00:35:29,333

in a couple different ways.

:

00:35:29,333 --> 00:35:30,750

The two big ones are obviously

:

00:35:30,750 --> 00:35:31,875

the ambassadors.

:

00:35:31,875 --> 00:35:33,750

We're basically replicating the model

:

00:35:33,750 --> 00:35:35,208

that these larger platforms

:

00:35:35,208 --> 00:35:36,458

used early on,

:

00:35:36,458 --> 00:35:37,166

or they had,

:

00:35:37,166 --> 00:35:38,333

you know, street teams

:

00:35:38,333 --> 00:35:39,125

literally walking

:

00:35:39,125 --> 00:35:40,375

into the local Burger King,

:

00:35:40,375 --> 00:35:42,416

asking to speak to the franchisee.

:

00:35:42,416 --> 00:35:42,833

Yeah.

:

00:35:42,833 --> 00:35:45,750

Or walking into the local boba shop place

:

00:35:45,750 --> 00:35:48,083

that works. We send them in with an iPad.

:

00:35:48,083 --> 00:35:49,541

It's a very quick process.

:

00:35:49,541 --> 00:35:50,458

It takes, like I said,

:

00:35:50,458 --> 00:35:51,125

you know,

:

00:35:51,125 --> 00:35:52,875

sub 30 minutes for them to sign

:

00:35:52,875 --> 00:35:54,708

up, connect their POS system,

:

00:35:54,708 --> 00:35:55,750

and very shortly

:

00:35:55,750 --> 00:35:57,208

after they're getting new

:

00:35:57,208 --> 00:35:59,083

delivery orders. Yeah.

:

00:35:59,083 --> 00:36:00,750

The other way is from the top

:

00:36:00,750 --> 00:36:01,416

down,

:

00:36:01,416 --> 00:36:03,125

working with some of the larger

:

00:36:03,125 --> 00:36:04,583

restaurant groups.

:

00:36:04,583 --> 00:36:06,458

So reaching out to their charity arm,

:

00:36:06,458 --> 00:36:07,166

their philanthropy

:

00:36:07,166 --> 00:36:08,541

team, and saying, listen,

:

00:36:08,541 --> 00:36:08,958

you know,

:

00:36:08,958 --> 00:36:11,125

you want more students order from you.

:

00:36:11,125 --> 00:36:13,041

That's why you have three restaurants

:

00:36:13,041 --> 00:36:15,250

within the vicinity of the campus.

:

00:36:15,250 --> 00:36:15,791

The students

:

00:36:15,791 --> 00:36:17,166

now also want to give back

:

00:36:17,166 --> 00:36:18,250

with their order.

:

00:36:18,250 --> 00:36:20,416

We can help you combine those two,

:

00:36:20,416 --> 00:36:22,583

also charging you less money

:

00:36:22,583 --> 00:36:24,625

than these other platforms

:

00:36:24,625 --> 00:36:27,000

so again, quickly addressing

:

00:36:27,000 --> 00:36:28,375

the pain points for the added

:

00:36:28,375 --> 00:36:30,416

bonus of the charity,

:

00:36:30,416 --> 00:36:30,833

we've gotten

:

00:36:30,833 --> 00:36:32,125

some really great feedback

:

00:36:32,125 --> 00:36:33,958

about working with,

:

00:36:33,958 --> 00:36:36,083

you know, a franchise group that has,

:

00:36:36,083 --> 00:36:37,708

you know, a thousand locations.

:

00:36:37,708 --> 00:36:38,666

It takes time.

:

00:36:38,666 --> 00:36:38,958

You know,

:

00:36:38,958 --> 00:36:39,416

you have to

:

00:36:39,416 --> 00:36:41,333

you have to prepare for a couple cycles

:

00:36:41,333 --> 00:36:42,750

or a couple of quarters.

:

00:36:42,750 --> 00:36:45,291

But in the meantime, we've also gotten

:

00:36:45,291 --> 00:36:46,916

a lot of the franchise information

:

00:36:46,916 --> 00:36:49,000

from those groups to say, well,

:

00:36:49,000 --> 00:36:49,791

you know, here's Jeff,

:

00:36:49,791 --> 00:36:51,500

who owns 15 checkers

:

00:36:51,500 --> 00:36:53,000

restaurants down in the area.

:

00:36:53,000 --> 00:36:54,000

You're looking

:

00:36:54,000 --> 00:36:55,333

we'll make a quick introduction.

:

00:36:55,333 --> 00:36:57,166

Then it's up to Jeff.

:

00:36:57,166 --> 00:36:58,375

So we've

:

00:36:58,375 --> 00:36:59,208

we've seen a lot of,

:

00:36:59,208 --> 00:37:01,083

you know, a lot of success

:

00:37:01,083 --> 00:37:02,500

reaching out to the

:

00:37:02,500 --> 00:37:03,666

because a lot of these larger

:

00:37:03,666 --> 00:37:06,041

corporations have certain budgets to,

:

00:37:06,041 --> 00:37:07,583

to impact a local community

:

00:37:07,583 --> 00:37:09,041

in a positive way. Yeah.

:

00:37:09,041 --> 00:37:11,541

And you know and we're showing them

:

00:37:11,541 --> 00:37:13,333

we're supporting the same charity you are

:

00:37:14,458 --> 00:37:14,916

you know, we're

:

00:37:14,916 --> 00:37:15,500

we're seeing now

:

00:37:15,500 --> 00:37:17,458

with, with some some local charities

:

00:37:17,458 --> 00:37:18,791

that have a national presence.

:

00:37:18,791 --> 00:37:19,791

You know, we're actually working

:

00:37:19,791 --> 00:37:21,583

with the same exact charity.

:

00:37:21,583 --> 00:37:22,958

So the three of us will sometimes

:

00:37:22,958 --> 00:37:24,541

get on an email saying, right, how do we

:

00:37:24,541 --> 00:37:26,958

how do we speed this up a little bit

:

00:37:26,958 --> 00:37:28,416

for the benefit of the charity?

:

00:37:28,416 --> 00:37:30,458

Let's get this going right.

:

00:37:30,458 --> 00:37:31,625

Well, I love the model.

:

00:37:31,625 --> 00:37:33,500

And and I think it's interesting.

:

00:37:33,500 --> 00:37:34,208

It'll be,

:

00:37:34,208 --> 00:37:35,500

you know, be fun to watch and see

:

00:37:35,500 --> 00:37:36,666

as it gets adopted.

:

00:37:36,666 --> 00:37:40,250

More broadly, how would another CEO who's

:

00:37:40,500 --> 00:37:41,708

scaling their own business,

:

00:37:41,708 --> 00:37:43,833

whether it's in a similar industry or

:

00:37:43,833 --> 00:37:45,791

or an unrelated industry, how would they

:

00:37:45,791 --> 00:37:46,875

what would they take away

:

00:37:46,875 --> 00:37:49,166

from this discussion today and say,

:

00:37:49,166 --> 00:37:50,041

you know what I love?

:

00:37:50,041 --> 00:37:52,166

I love that Paul is approaching

:

00:37:52,166 --> 00:37:54,500

these issues in a certain way.

:

00:37:54,500 --> 00:37:55,500

Here's here's

:

00:37:55,500 --> 00:37:56,000

what I'm going

:

00:37:56,000 --> 00:37:56,666

to, you know,

:

00:37:56,666 --> 00:37:57,416

here's what I can now

:

00:37:57,416 --> 00:37:58,250

apply in my business

:

00:37:58,250 --> 00:37:59,833

that I maybe hadn't thought of before.

:

00:37:59,833 --> 00:38:00,708

And I know it's it's

:

00:38:00,708 --> 00:38:02,333

context specific, right? Yeah.

:

00:38:02,333 --> 00:38:03,083

If we if we

:

00:38:03,083 --> 00:38:04,500

if we set up the whole problem

:

00:38:04,500 --> 00:38:06,708

and if you were that CEO coming in with

:

00:38:06,708 --> 00:38:07,875

knowing what your problems were,

:

00:38:07,875 --> 00:38:09,208

it'd be easier to dry out something.

:

00:38:09,208 --> 00:38:10,916

But but what's, what's

:

00:38:10,916 --> 00:38:11,458

what are maybe

:

00:38:11,458 --> 00:38:13,375

a couple of general lessons

:

00:38:13,375 --> 00:38:14,666

that you that you think

:

00:38:15,625 --> 00:38:15,875

could

:

00:38:15,875 --> 00:38:16,791

be leveraged

:

00:38:16,791 --> 00:38:18,875

beyond just your own business?

:

00:38:18,875 --> 00:38:20,791

Yeah, I think one could be,

:

00:38:20,791 --> 00:38:21,083

you know,

:

00:38:21,083 --> 00:38:22,333

focus on really building

:

00:38:22,333 --> 00:38:24,166

alignment with, with,

:

00:38:24,166 --> 00:38:26,333

you know, before the scale.

:

00:38:26,333 --> 00:38:26,541

You know,

:

00:38:26,541 --> 00:38:27,041

we had to go out

:

00:38:27,041 --> 00:38:28,416

and have conversations with charity.

:

00:38:28,416 --> 00:38:29,333

People with restaurant

:

00:38:29,333 --> 00:38:31,583

owners were consumers,

:

00:38:31,583 --> 00:38:34,083

delivery companies, before we even wrote

:

00:38:34,083 --> 00:38:35,458

a line of code

:

00:38:35,458 --> 00:38:37,333

for if we heard from one of them.

:

00:38:37,333 --> 00:38:39,166

I don't really align with this mission.

:

00:38:39,166 --> 00:38:40,166

I don't believe in it.

:

00:38:40,166 --> 00:38:41,666

You know, this won't work.

:

00:38:41,666 --> 00:38:43,541

There wasn't a business model.

:

00:38:43,541 --> 00:38:45,041

So you know, your mission,

:

00:38:45,041 --> 00:38:47,125

your partners, your customers,

:

00:38:47,125 --> 00:38:48,083

they all have to be pulling

:

00:38:48,083 --> 00:38:49,208

kind of in the same direction.

:

00:38:49,208 --> 00:38:51,000

They all have to believe in the end

:

00:38:51,000 --> 00:38:52,916

result of what you're building.

:

00:38:52,916 --> 00:38:53,625

And then

:

00:38:53,625 --> 00:38:55,208

growth really becomes a byproduct,

:

00:38:55,208 --> 00:38:56,458

not the goal.

:

00:38:56,458 --> 00:38:56,708

Yeah.

:

00:38:56,708 --> 00:38:58,250

Like, you know, we have people call us,

:

00:38:58,250 --> 00:38:59,125

you know, how many rest

:

00:38:59,125 --> 00:38:59,875

how many restaurants

:

00:38:59,875 --> 00:39:02,000

are you going to have? How many you know?

:

00:39:02,000 --> 00:39:03,000

Well, if there's no

:

00:39:04,166 --> 00:39:06,000

cost, the restaurant is there's no cost.

:

00:39:06,000 --> 00:39:07,916

The consumer saving money to charity.

:

00:39:07,916 --> 00:39:10,041

We're we're removing the friction points.

:

00:39:10,041 --> 00:39:11,708

Everybody's rowing in the same direction

:

00:39:11,708 --> 00:39:14,541

and wants to reach the same goal.

:

00:39:14,541 --> 00:39:15,916

Now it's just a matter of putting

:

00:39:15,916 --> 00:39:16,833

all the pieces together.

:

00:39:16,833 --> 00:39:18,291

And and like I said earlier,

:

00:39:18,291 --> 00:39:20,375

making sure as we scale

:

00:39:20,375 --> 00:39:21,208

where we're building

:

00:39:21,208 --> 00:39:22,291

on the right foundation,

:

00:39:22,291 --> 00:39:24,500

everything's in the right place.

:

00:39:24,500 --> 00:39:26,500

You know, it's

:

00:39:26,500 --> 00:39:27,333

I don't want to rush

:

00:39:27,333 --> 00:39:28,791

because I don't want,

:

00:39:28,791 --> 00:39:29,041

you know,

:

00:39:29,041 --> 00:39:32,041

anything to kind of struggle at scale.

:

00:39:32,041 --> 00:39:34,041

But once everybody's aligned, you know,

:

00:39:34,041 --> 00:39:35,916

you have all parts of the

:

00:39:35,916 --> 00:39:37,875

the business aligned.

:

00:39:37,875 --> 00:39:39,208

I think you're in a good spot,

:

00:39:39,208 --> 00:39:40,375

regardless of whether it's food

:

00:39:40,375 --> 00:39:41,583

delivery or,

:

00:39:41,583 --> 00:39:43,375

you know, a cleaning business or,

:

00:39:43,375 --> 00:39:45,291

you know, building building ships.

:

00:39:45,291 --> 00:39:46,500

It's everybody's aligned.

:

00:39:46,500 --> 00:39:48,000

You're going to get there.

:

00:39:48,000 --> 00:39:48,708

Yeah.

:

00:39:48,708 --> 00:39:50,458

No, that makes sense.

:

00:39:50,458 --> 00:39:52,666

Trust trustee validation steps. Right.

:

00:39:52,666 --> 00:39:53,833

Make sure you validate before

:

00:39:53,833 --> 00:39:55,333

you're doing anything else.

:

00:39:55,333 --> 00:39:55,875

And that's right.

:

00:39:55,875 --> 00:39:57,500

And that's harder in a marketplace

:

00:39:57,500 --> 00:39:58,791

because you're. Yeah.

:

00:39:58,791 --> 00:39:59,083

You know,

:

00:39:59,083 --> 00:40:00,458

I've talked to clients who come to me

:

00:40:00,458 --> 00:40:00,750

and they're like,

:

00:40:00,750 --> 00:40:01,416

I'm going to build this.

:

00:40:01,416 --> 00:40:03,000

And it's got, you know, marketplace.

:

00:40:03,000 --> 00:40:03,875

And I'm like,

:

00:40:03,875 --> 00:40:06,208

like just to think about it,

:

00:40:06,208 --> 00:40:07,666

you know, it's not good or bad,

:

00:40:07,666 --> 00:40:08,875

but you're kind of building

:

00:40:08,875 --> 00:40:09,958

two separate businesses

:

00:40:09,958 --> 00:40:11,416

and then putting them together. Right.

:

00:40:11,416 --> 00:40:13,583

You got to get the consumer side

:

00:40:13,583 --> 00:40:15,291

market validated,

:

00:40:15,291 --> 00:40:16,500

make sure they'll buy from you,

:

00:40:16,500 --> 00:40:17,500

and you got to get the

:

00:40:17,500 --> 00:40:18,375

the seller side

:

00:40:18,375 --> 00:40:19,541

marketplace, in this case,

:

00:40:19,541 --> 00:40:21,208

maybe the charities or the restaurants

:

00:40:21,208 --> 00:40:22,541

that they want to be a part of it

:

00:40:22,541 --> 00:40:23,250

and make sure

:

00:40:23,250 --> 00:40:24,333

that they're going to participate.

:

00:40:24,333 --> 00:40:25,166

And then you got to make sure

:

00:40:25,166 --> 00:40:25,958

that that,

:

00:40:25,958 --> 00:40:27,291

that you can put those two together

:

00:40:27,291 --> 00:40:29,250

in a way that everybody's happy.

:

00:40:29,250 --> 00:40:30,000

And so you're,

:

00:40:30,000 --> 00:40:31,833

you're validating a lot more steps

:

00:40:31,833 --> 00:40:33,500

than if you were just, you know,

:

00:40:33,500 --> 00:40:34,708

opening up,

:

00:40:34,708 --> 00:40:36,208

you know, a restaurant,

:

00:40:36,208 --> 00:40:38,333

a single restaurant. Right.

:

00:40:38,333 --> 00:40:39,166

Although, I don't know,

:

00:40:39,166 --> 00:40:40,500

I think a restaurant by itself

:

00:40:40,500 --> 00:40:42,416

still might be harder than a marketplace.

:

00:40:42,416 --> 00:40:43,708

Correct. Right.

:

00:40:43,708 --> 00:40:44,000

Yeah.

:

00:40:44,000 --> 00:40:45,291

And and that was a

:

00:40:45,291 --> 00:40:46,125

that was kind of,

:

00:40:46,125 --> 00:40:46,375

you know,

:

00:40:46,375 --> 00:40:47,291

also a motivates you

:

00:40:47,291 --> 00:40:48,750

because as you, as you validate

:

00:40:48,750 --> 00:40:50,500

the sides,

:

00:40:50,500 --> 00:40:51,416

you know,

:

00:40:51,416 --> 00:40:52,333

every side is going to add

:

00:40:52,333 --> 00:40:54,000

multiple layers of complexity.

:

00:40:54,000 --> 00:40:55,833

So the clarity on

:

00:40:55,833 --> 00:40:57,083

hey, we believe in this.

:

00:40:58,625 --> 00:40:59,125

You know,

:

00:40:59,125 --> 00:41:01,208

I spoke to probably 50 restaurant owners.

:

00:41:01,208 --> 00:41:03,000

I probably spoke to 100 college students.

:

00:41:03,000 --> 00:41:03,583

I probably spoke

:

00:41:03,583 --> 00:41:04,875

to ten huge

:

00:41:04,875 --> 00:41:05,708

national charity,

:

00:41:05,708 --> 00:41:05,875

you know,

:

00:41:05,875 --> 00:41:08,083

the biggest charities out there.

:

00:41:08,083 --> 00:41:09,833

And they all said, I get it, I get it.

:

00:41:09,833 --> 00:41:10,708

I can't,

:

00:41:10,708 --> 00:41:13,708

you know, we want to be involved.

:

00:41:13,750 --> 00:41:14,125

Yeah.

:

00:41:14,125 --> 00:41:15,416

But you know, that validation,

:

00:41:15,416 --> 00:41:16,625

it motivates you.

:

00:41:16,625 --> 00:41:17,583

It's like, all right,

:

00:41:17,583 --> 00:41:18,375

there's something here.

:

00:41:18,375 --> 00:41:19,625

I know it's going to be a long slog.

:

00:41:19,625 --> 00:41:20,541

It's going to take a long time

:

00:41:20,541 --> 00:41:21,625

to build this and,

:

00:41:21,625 --> 00:41:22,583

you know, get to scale.

:

00:41:22,583 --> 00:41:25,541

But, you know, we validated the pieces.

:

00:41:25,541 --> 00:41:27,208

We iterated over time, obviously.

:

00:41:27,208 --> 00:41:28,375

But,

:

00:41:28,375 --> 00:41:29,375

you know, all three

:

00:41:29,375 --> 00:41:30,416

major components of

:

00:41:30,416 --> 00:41:32,000

the business were like, we like this.

:

00:41:32,000 --> 00:41:33,500

We want to be a part of it,

:

00:41:33,500 --> 00:41:35,458

you know, how do we get involved?

:

00:41:35,458 --> 00:41:36,833

Yeah, I guess it's natural

:

00:41:36,833 --> 00:41:38,125

that we're coming back to what we started

:

00:41:38,125 --> 00:41:39,291

with, that,

:

00:41:39,291 --> 00:41:40,416

aspect of making sure

:

00:41:40,416 --> 00:41:41,250

there is alignment,

:

00:41:41,250 --> 00:41:42,958

because alignment scales

:

00:41:42,958 --> 00:41:44,083

well, and misalignment

:

00:41:44,083 --> 00:41:45,958

also scales easily.

:

00:41:45,958 --> 00:41:47,625

So, back

:

00:41:47,625 --> 00:41:48,291

to that same point,

:

00:41:48,291 --> 00:41:49,916

validating that everything is there

:

00:41:49,916 --> 00:41:53,083

so that it is aligned and will scale.

:

00:41:53,083 --> 00:41:56,291

Well, instead of, scale the misalignment.

:

00:41:56,416 --> 00:41:57,916

So, yeah, growth

:

00:41:57,916 --> 00:41:59,958

will only amplify amplify the cracks.

:

00:41:59,958 --> 00:42:01,875

Right. It's yeah.

:

00:42:01,875 --> 00:42:02,125

Yeah.

:

00:42:02,125 --> 00:42:03,000

Well, this is great, Paul,

:

00:42:03,000 --> 00:42:03,791

I really appreciate you

:

00:42:03,791 --> 00:42:05,125

sharing some of this with us.

:

00:42:05,125 --> 00:42:06,416

And I know there's a lot more to it.

:

00:42:06,416 --> 00:42:07,750

And we've got,

:

00:42:07,750 --> 00:42:09,000

you know, some things to

:

00:42:09,000 --> 00:42:10,291

watch as you grow.

:

00:42:10,291 --> 00:42:11,041

Where do you think you'll

:

00:42:11,041 --> 00:42:12,083

be in five years from now?

:

00:42:13,375 --> 00:42:14,000

Hopefully.

:

00:42:14,000 --> 00:42:15,583

You know, people are saying, hey,

:

00:42:15,583 --> 00:42:15,833

you know,

:

00:42:15,833 --> 00:42:17,000

I used goodbye

:

00:42:17,000 --> 00:42:19,291

to a lot of my corporate meal.

:

00:42:19,291 --> 00:42:22,291

But, Sunday lunch with the family.

:

00:42:22,333 --> 00:42:22,541

You know,

:

00:42:22,541 --> 00:42:23,166

I think we want it

:

00:42:23,166 --> 00:42:24,291

to be kind of synonymous

:

00:42:24,291 --> 00:42:25,833

with, you know,

:

00:42:25,833 --> 00:42:28,041

ordering food and doing well.

:

00:42:28,041 --> 00:42:29,750

Yeah, I think it's going to be,

:

00:42:29,750 --> 00:42:30,500

you know, an opportunity

:

00:42:30,500 --> 00:42:32,125

to introduce this into other things

:

00:42:32,125 --> 00:42:33,833

like food delivery, freight. Excuse me.

:

00:42:33,833 --> 00:42:34,583

Like you mentioned earlier,

:

00:42:34,583 --> 00:42:36,500

like grocery delivery. Yeah. Yeah.

:

00:42:36,500 --> 00:42:38,291

Different things where,

:

00:42:38,291 --> 00:42:38,583

you know,

:

00:42:38,583 --> 00:42:40,166

there's a tremendous margin in between

:

00:42:40,166 --> 00:42:41,541

what consumers are paying

:

00:42:41,541 --> 00:42:43,375

and what these platforms are making.

:

00:42:43,375 --> 00:42:43,583

You know,

:

00:42:43,583 --> 00:42:44,708

we could put some of that back

:

00:42:44,708 --> 00:42:45,458

into the business

:

00:42:45,458 --> 00:42:46,583

and also take part of that

:

00:42:46,583 --> 00:42:48,083

and give it off to charity.

:

00:42:48,083 --> 00:42:49,833

I think it's a win for everybody.

:

00:42:49,833 --> 00:42:51,208

And, you know,

:

00:42:51,208 --> 00:42:52,333

I think this next generation

:

00:42:52,333 --> 00:42:54,500

also wants to to buy from

:

00:42:54,500 --> 00:42:56,416

and be a part of companies and,

:

00:42:56,416 --> 00:42:57,833

and organizations

:

00:42:57,833 --> 00:43:00,291

that are about doing good.

:

00:43:00,291 --> 00:43:01,000

So that's where

:

00:43:01,000 --> 00:43:02,166

we're going to be for five years.

:

00:43:02,166 --> 00:43:04,333

We're hopefully, upset

:

00:43:04,333 --> 00:43:07,333

some of these giants I love it.

:

00:43:07,500 --> 00:43:08,583

Two more questions

:

00:43:08,583 --> 00:43:09,833

and then we'll call it a wrap here.

:

00:43:09,833 --> 00:43:10,791

But,

:

00:43:10,791 --> 00:43:11,833

first of all,

:

00:43:11,833 --> 00:43:13,333

if somebody if a student is out

:

00:43:13,333 --> 00:43:14,458

there wants to be a part of this

:

00:43:14,458 --> 00:43:16,375

or if a restaurant hears about this,

:

00:43:16,375 --> 00:43:18,416

where would they go to connect with you?

:

00:43:18,416 --> 00:43:19,625

Yeah, they can check us out at,

:

00:43:19,625 --> 00:43:21,375

Goodbye, Charity.

:

00:43:21,375 --> 00:43:22,125

So that's,

:

00:43:22,125 --> 00:43:24,291

you know, our homepage for the

:

00:43:24,291 --> 00:43:25,833

all things goodbye.

:

00:43:25,833 --> 00:43:27,000

There's there's places there.

:

00:43:27,000 --> 00:43:27,833

If you're a restaurant,

:

00:43:27,833 --> 00:43:29,750

a charity student,

:

00:43:29,750 --> 00:43:31,666

and you want to get involved.

:

00:43:31,666 --> 00:43:32,291

Awesome.

:

00:43:32,291 --> 00:43:34,625

And and last question here,

:

00:43:34,625 --> 00:43:37,041

since we're talking about charities,

:

00:43:37,041 --> 00:43:38,125

it doesn't have a whole lot

:

00:43:38,125 --> 00:43:39,166

to do with your business

:

00:43:39,166 --> 00:43:40,166

other than you're supporting

:

00:43:40,166 --> 00:43:41,083

a bunch of charities

:

00:43:41,083 --> 00:43:42,541

through the business model.

:

00:43:42,541 --> 00:43:43,875

But do you have a favorite charity

:

00:43:43,875 --> 00:43:44,250

that you

:

00:43:44,250 --> 00:43:46,041

that you'd plug, on this

:

00:43:46,041 --> 00:43:48,000

if you had just a minute?

:

00:43:48,000 --> 00:43:49,166

Yeah, two of them.

:

00:43:49,166 --> 00:43:52,166

One is, you know, Alzheimer's Foundation.

:

00:43:52,500 --> 00:43:52,833

My mom,

:

00:43:52,833 --> 00:43:54,500

unfortunately suffers from Alzheimer's.

:

00:43:54,500 --> 00:43:55,500

It's been

:

00:43:55,500 --> 00:43:56,666

a brutal time seeing her

:

00:43:56,666 --> 00:43:57,416

go through this,

:

00:43:57,416 --> 00:43:59,541

you know, and live with this disease.

:

00:43:59,541 --> 00:44:01,583

And then, ASPCA, where

:

00:44:01,583 --> 00:44:03,500

we're going to pet household.

:

00:44:03,500 --> 00:44:03,750

You know,

:

00:44:03,750 --> 00:44:05,000

I love to see,

:

00:44:05,000 --> 00:44:06,000

you know, people adopting

:

00:44:06,000 --> 00:44:06,833

rather than buying.

:

00:44:06,833 --> 00:44:09,833

And, you know, I think, every kid,

:

00:44:09,875 --> 00:44:11,250

every house needs a pet.

:

00:44:11,250 --> 00:44:12,666

I think it helps the kids develop

:

00:44:12,666 --> 00:44:14,333

a lot of skills, a lot of life skills.

:

00:44:14,333 --> 00:44:17,083

Empathy. Responsibility.

:

00:44:17,083 --> 00:44:18,416

So those are two.

:

00:44:18,416 --> 00:44:19,375

When I order good bite.

:

00:44:19,375 --> 00:44:20,083

I'll probably toggle

:

00:44:20,083 --> 00:44:21,875

between those two charities

:

00:44:21,875 --> 00:44:24,000

and hopefully have an impact.

:

00:44:24,000 --> 00:44:24,500

I love it.

:

00:44:24,500 --> 00:44:25,583

Sorry to hear about your mother.

:

00:44:25,583 --> 00:44:26,583

That's,

:

00:44:26,583 --> 00:44:28,041

So what a wonderful cause

:

00:44:28,041 --> 00:44:29,458

of support, though.

:

00:44:29,458 --> 00:44:30,708

Thanks so.

:

00:44:30,708 --> 00:44:31,125

Well, Paul,

:

00:44:31,125 --> 00:44:31,791

it's been a pleasure

:

00:44:31,791 --> 00:44:33,250

having you on the on the show today

:

00:44:33,250 --> 00:44:34,291

and really appreciate you

:

00:44:34,291 --> 00:44:35,208

taking some time to share

:

00:44:35,208 --> 00:44:35,875

about your business

:

00:44:35,875 --> 00:44:37,375

and the insights that you've,

:

00:44:37,375 --> 00:44:38,875

that you've learned and,

:

00:44:38,875 --> 00:44:40,791

leveraged in your business,

:

00:44:40,791 --> 00:44:41,916

plus a lot of fun.

:

00:44:41,916 --> 00:44:43,125

Jeff, appreciate the time.

:

00:44:43,125 --> 00:44:44,500

And, have a great day.

:

00:44:44,500 --> 00:44:45,833

Thanks for having me.

:

00:44:45,833 --> 00:44:46,583

Yeah, it's been great.

:

00:44:46,583 --> 00:44:48,583

And to to all of our listeners out there,

:

00:44:48,583 --> 00:44:49,583

thanks again for joining

:

00:44:49,583 --> 00:44:50,875

us, this time on the breakout

:

00:44:50,875 --> 00:44:52,583

SEO podcast.

:

00:44:52,583 --> 00:44:54,416

Be sure to follow or subscribe

:

00:44:54,416 --> 00:44:56,750

on your favorite podcast platform.

:

00:44:56,750 --> 00:44:58,541

And if you enjoy the show,

:

00:44:58,541 --> 00:45:01,541

a rating or a review goes a long way.

:

00:45:01,708 --> 00:45:02,916

Our mission is to promote

:

00:45:02,916 --> 00:45:05,458

the stories of breakout CEOs

:

00:45:05,458 --> 00:45:07,708

in scaling SAS, e-commerce,

:

00:45:07,708 --> 00:45:10,916

and tech companies to equip peer CEOs

:

00:45:10,916 --> 00:45:12,750

with valuable perspectives

:

00:45:12,750 --> 00:45:14,458

and confidence.

:

00:45:14,458 --> 00:45:15,291

Thanks again

:

00:45:15,291 --> 00:45:16,041

for joining us

:

00:45:16,041 --> 00:45:19,041

on this episode of The Breakout CEO.

:

00:45:19,375 --> 00:45:20,541

I'm Jeff Holeman,

:

00:45:20,541 --> 00:45:21,666

and I'll see you next time.

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