0:00:09.120,0:00:12.639
hey everyone thank you for joining us

0:00:10.639,0:00:14.080
for the cleaning and cocktails podcast

0:00:12.639,0:00:15.519
this is where i get the opportunity to

0:00:14.080,0:00:16.080
speak with fellow cleaning business

0:00:15.519,0:00:18.480
owners

0:00:16.080,0:00:20.320
small medium and large we take the time

0:00:18.480,0:00:22.160
to let them share their stories on the

0:00:20.320,0:00:24.000
ups and downs in the industry

0:00:22.160,0:00:25.519
i also speak with other experts and

0:00:24.000,0:00:27.840
professionals in the industry

0:00:25.519,0:00:28.560
from your manufacturers your suppliers

0:00:27.840,0:00:30.800
trainers

0:00:28.560,0:00:32.480
as well as other types of entrepreneurs

0:00:30.800,0:00:33.040
my mission is to empower our cleaning

0:00:32.480,0:00:34.880
industry

0:00:33.040,0:00:36.880
to inspire and motivate each and every

0:00:34.880,0:00:38.480
one of you i want you guys to reach new

0:00:36.880,0:00:39.280
heights of success and learn from one

0:00:38.480,0:00:40.800
another

0:00:39.280,0:00:42.960
my goal is to have you walk away with

0:00:40.800,0:00:45.120
some tips secrets advice

0:00:42.960,0:00:47.280
and opinions that are relevant to all of

0:00:45.120,0:00:48.719
us in our day-to-day hustle and grind

0:00:47.280,0:00:51.120
while we're out there in the field

0:00:48.719,0:00:52.399
working every single day so sit back and

0:00:51.120,0:00:59.840
share a cocktail with us

0:00:52.399,0:00:59.840
and enjoy the show

0:01:01.840,0:01:05.040
well keith thanks for joining us man

0:01:04.159,0:01:06.799
appreciate it

0:01:05.040,0:01:09.040
you guys welcome to another episode of

0:01:06.799,0:01:10.960
cleaning in cocktails uh it's you know

0:01:09.040,0:01:12.159
it's a show where i get to speak to

0:01:10.960,0:01:14.400
entrepreneurs

0:01:12.159,0:01:16.000
people from the cleaning industry small

0:01:14.400,0:01:18.240
business owners and in this case

0:01:16.000,0:01:19.920
i get to speak to an innovative company

0:01:18.240,0:01:21.759
that's bringing innovation

0:01:19.920,0:01:22.960
to the cleaning industry like never

0:01:21.759,0:01:25.200
before

0:01:22.960,0:01:26.240
and we get to get an inside feel of of

0:01:25.200,0:01:29.439
what that looks like

0:01:26.240,0:01:30.159
right so without further ado keith again

0:01:29.439,0:01:31.920
welcome

0:01:30.159,0:01:33.759
i always start off with tell me a little

0:01:31.920,0:01:35.920
bit about yourself man tell us

0:01:33.759,0:01:36.799
how you got into this this glamorous

0:01:35.920,0:01:39.119
space

0:01:36.799,0:01:40.960
so i've been at softbank robotics for

0:01:39.119,0:01:44.000
about a year and a half

0:01:40.960,0:01:45.520
um previously i was in software um we

0:01:44.000,0:01:47.119
have a big play in software also right

0:01:45.520,0:01:48.960
now but with softbank

0:01:47.119,0:01:51.680
the opportunity came along about

0:01:48.960,0:01:53.840
automation the new future

0:01:51.680,0:01:55.119
it was time for a change in essentially

0:01:53.840,0:01:56.880
i've been you know

0:01:55.119,0:01:58.399
been a part of the whole journey from

0:01:56.880,0:02:00.560
the test to the launch

0:01:58.399,0:02:01.600
to now the full rollout phase of

0:02:00.560,0:02:04.399
softbank

0:02:01.600,0:02:05.840
or softbank robotics and whiz awesome

0:02:04.399,0:02:07.759
now

0:02:05.840,0:02:09.520
i mean not everybody starts with the

0:02:07.759,0:02:11.120
cleaning industry right so i know i did

0:02:09.520,0:02:11.360
a little you know research on yourself

0:02:11.120,0:02:12.800
and

0:02:11.360,0:02:15.599
and it sounds like i mean you were at

0:02:12.800,0:02:17.760
oracle correct so you know

0:02:15.599,0:02:19.680
oracle into the cleaning industry i mean

0:02:17.760,0:02:21.200
i know it's probably software related

0:02:19.680,0:02:23.200
exactly but like what yeah tell us how

0:02:21.200,0:02:25.760
how did you make that job so

0:02:23.200,0:02:27.280
two software companies uh previously so

0:02:25.760,0:02:29.760
it was software

0:02:27.280,0:02:30.800
um oracle and then i was at another

0:02:29.760,0:02:32.640
analytic company

0:02:30.800,0:02:34.959
all of them had analytics like

0:02:32.640,0:02:36.400
data-driven um industries where i could

0:02:34.959,0:02:37.040
really tell a story and paint a picture

0:02:36.400,0:02:39.120
for

0:02:37.040,0:02:40.800
the end user and that's really where the

0:02:39.120,0:02:43.519
whole automation piece comes into

0:02:40.800,0:02:45.120
um so seeing softbank robotics they're

0:02:43.519,0:02:46.480
the innovation that was taking place you

0:02:45.120,0:02:48.080
can see the whole arms

0:02:46.480,0:02:49.920
of softbank global where it was

0:02:48.080,0:02:50.480
initially i wanted i knew i wanted to be

0:02:49.920,0:02:52.879
part of that

0:02:50.480,0:02:55.040
then the technology um and the

0:02:52.879,0:02:56.400
innovation came next i really was able

0:02:55.040,0:02:58.239
to see

0:02:56.400,0:03:00.319
um where it's headed and where it's

0:02:58.239,0:03:01.519
going to be and actually where the whole

0:03:00.319,0:03:04.720
industry is going to be

0:03:01.519,0:03:08.480
uh soon so it's very exciting times

0:03:04.720,0:03:11.360
from my little path from oracle um

0:03:08.480,0:03:13.200
to dental intel to here nice nice every

0:03:11.360,0:03:16.640
time i forget to cheers

0:03:13.200,0:03:18.159
so here is a cheers cheers cause this is

0:03:16.640,0:03:19.760
called cleaning in cocktails right

0:03:18.159,0:03:21.200
right like we're drinking cocktails

0:03:19.760,0:03:22.560
we're talking about cleaning

0:03:21.200,0:03:25.599
all right it's gotta be fun it's gotta

0:03:22.560,0:03:28.400
be fun we're making it fun all right so

0:03:25.599,0:03:29.760
so let let's talk about you know what

0:03:28.400,0:03:30.560
what is it a year year and a half how

0:03:29.760,0:03:32.400
long have you been

0:03:30.560,0:03:33.680
with softbank for a year and a half year

0:03:32.400,0:03:35.120
and a half

0:03:33.680,0:03:37.040
now that you've been in the industry for

0:03:35.120,0:03:38.720
over a year what was what's your first

0:03:37.040,0:03:41.360
impressions that you got from

0:03:38.720,0:03:41.920
from from this industry as far as not

0:03:41.360,0:03:44.560
just

0:03:41.920,0:03:45.120
equipment and software but just the

0:03:44.560,0:03:46.720
people

0:03:45.120,0:03:48.560
the the types of companies that you're

0:03:46.720,0:03:51.680
you're getting to talk to so

0:03:48.560,0:03:53.680
yeah that's a great question and

0:03:51.680,0:03:55.040
it's been a fun journey so far a year

0:03:53.680,0:03:56.319
and a half and i've talked to

0:03:55.040,0:03:58.640
i feel like every different type of

0:03:56.319,0:04:00.799
facility possible and it's fun

0:03:58.640,0:04:02.560
it's i'm allowed to speak in this

0:04:00.799,0:04:05.040
industry with people

0:04:02.560,0:04:06.000
people person and that's where i really

0:04:05.040,0:04:07.680
you know that's

0:04:06.000,0:04:09.439
what really lines up for me i really

0:04:07.680,0:04:12.319
enjoy being able to

0:04:09.439,0:04:14.319
see the industry rather than and be able

0:04:12.319,0:04:15.599
to work with people hands-on we get to

0:04:14.319,0:04:17.759
train them we get to go

0:04:15.599,0:04:19.280
test the robots at all the locations and

0:04:17.759,0:04:20.079
then we'll really be able to help them

0:04:19.280,0:04:22.160
and see them

0:04:20.079,0:04:23.840
you know grow and scale too which was

0:04:22.160,0:04:26.080
actually the fun part too

0:04:23.840,0:04:29.120
so it's very fun very exciting things

0:04:26.080,0:04:31.040
are moving fast um

0:04:29.120,0:04:32.479
it's just you know everything from every

0:04:31.040,0:04:34.960
person i talk to there's a new

0:04:32.479,0:04:36.000
update on every type of equipment any

0:04:34.960,0:04:37.360
type of

0:04:36.000,0:04:39.040
you know operations how things are

0:04:37.360,0:04:39.840
happening a lot quicker and more

0:04:39.040,0:04:41.919
efficiently

0:04:39.840,0:04:43.520
well yeah i mean you you said it where

0:04:41.919,0:04:44.080
you know it's this is not just robots

0:04:43.520,0:04:45.759
today right

0:04:44.080,0:04:47.280
i mean there's a software that's in the

0:04:45.759,0:04:49.199
wiz right that you you know

0:04:47.280,0:04:50.720
you know yeah showed us earlier but

0:04:49.199,0:04:52.560
where you know

0:04:50.720,0:04:53.759
at first i gotta say i was probably one

0:04:52.560,0:04:56.479
of those people that

0:04:53.759,0:04:57.280
you hear robots you feel job replacement

0:04:56.479,0:04:58.960
you feel

0:04:57.280,0:05:00.400
you know a little scary right yeah first

0:04:58.960,0:05:02.320
small business owners you know your

0:05:00.400,0:05:05.440
small mom and pop shop may not

0:05:02.320,0:05:07.520
understand you know how can a robot

0:05:05.440,0:05:09.440
add value to me it's going to replace my

0:05:07.520,0:05:11.120
job you know so

0:05:09.440,0:05:12.240
what do you say when when people you

0:05:11.120,0:05:12.639
know because i'm sure you hear that yeah

0:05:12.240,0:05:14.320
like

0:05:12.639,0:05:15.600
what what do you say to that yeah people

0:05:14.320,0:05:16.560
always bring it up literally every

0:05:15.600,0:05:18.080
single day

0:05:16.560,0:05:19.520
um because they first they love the

0:05:18.080,0:05:20.800
robot they like what it does and then

0:05:19.520,0:05:23.280
the wheels start spinning

0:05:20.800,0:05:24.960
and they think start replacing my job

0:05:23.280,0:05:27.680
mm-hmm well the answer is no because

0:05:24.960,0:05:29.520
uh the cobot like method that we use we

0:05:27.680,0:05:31.520
want to working alongside somebody

0:05:29.520,0:05:33.280
so you can work more efficiently you can

0:05:31.520,0:05:35.120
be you're allowed now to

0:05:33.280,0:05:36.400
reallocate labor to go do different

0:05:35.120,0:05:37.680
tasks that you've never been able to do

0:05:36.400,0:05:40.880
before

0:05:37.680,0:05:42.400
so now that wiz is doing 80 90 of your

0:05:40.880,0:05:44.960
vacuuming your big vacuuming

0:05:42.400,0:05:46.240
that time is now spent on whatever other

0:05:44.960,0:05:48.560
tasks that you can get to now

0:05:46.240,0:05:49.680
okay and that's that's actually as i

0:05:48.560,0:05:52.000
looked past that

0:05:49.680,0:05:53.520
and i started to think that way that's

0:05:52.000,0:05:55.520
that's why you're here today right

0:05:53.520,0:05:57.120
we started to understand and i'll show

0:05:55.520,0:06:00.080
uh or i'll talk about it

0:05:57.120,0:06:01.039
in a scenario is we we won a large

0:06:00.080,0:06:03.520
contract

0:06:01.039,0:06:04.319
and we knew that okay we won the bid we

0:06:03.520,0:06:07.520
won the contract

0:06:04.319,0:06:08.639
it's ours now we know the price point

0:06:07.520,0:06:11.120
that we're at but

0:06:08.639,0:06:12.160
how do we you know we can't clean

0:06:11.120,0:06:14.080
bathrooms faster

0:06:12.160,0:06:15.840
we can't clean windows faster we can't

0:06:14.080,0:06:18.560
throw garbage out faster

0:06:15.840,0:06:20.000
where can we bring a little bit of value

0:06:18.560,0:06:22.080
to productivity

0:06:20.000,0:06:23.199
it's something like this with right i

0:06:22.080,0:06:24.479
mean and that's what me and you have

0:06:23.199,0:06:27.039
been talking about where

0:06:24.479,0:06:28.160
it's like keith how do i shave 15

0:06:27.039,0:06:29.919
minutes a day

0:06:28.160,0:06:32.160
five days a week four point three three

0:06:29.919,0:06:34.800
weeks in a in an average in a month

0:06:32.160,0:06:36.479
multiply that across the board each

0:06:34.800,0:06:38.800
facility

0:06:36.479,0:06:40.639
now now you're talking about savings now

0:06:38.800,0:06:41.360
you're now you see the savings maybe not

0:06:40.639,0:06:42.880
just with one

0:06:41.360,0:06:44.160
account but if there if you're a

0:06:42.880,0:06:44.960
cleaning company out there and you have

0:06:44.160,0:06:47.680
multi

0:06:44.960,0:06:48.720
facilities yeah i feel like you should

0:06:47.680,0:06:50.560
be talking to keith you should be

0:06:48.720,0:06:51.919
talking to these to softbank and these

0:06:50.560,0:06:53.919
type of companies exactly

0:06:51.919,0:06:55.759
because i mean that's where you guys add

0:06:53.919,0:06:58.240
value yeah and maybe we really like to

0:06:55.759,0:07:00.479
look at it and i look at it too is

0:06:58.240,0:07:01.520
not a piece of equipment right it's a

0:07:00.479,0:07:03.120
tool

0:07:01.520,0:07:05.120
to get it's to bridge the gap to help

0:07:03.120,0:07:06.479
you go a lot more efficiently and your

0:07:05.120,0:07:07.680
team's running more efficient

0:07:06.479,0:07:09.840
like you're saying cutting time right

0:07:07.680,0:07:12.400
there is that's a big piece of your uh

0:07:09.840,0:07:13.120
your guy's day-to-day jobs and and you

0:07:12.400,0:07:15.120
nailed it with

0:07:13.120,0:07:16.880
it's not a piece of equipment you're not

0:07:15.120,0:07:19.199
in the commercial cleaning equipment

0:07:16.880,0:07:20.080
industry you're in the innovative of

0:07:19.199,0:07:23.199
pairing

0:07:20.080,0:07:24.560
the piece of robotics equipment with the

0:07:23.199,0:07:25.599
brain right the smart i mean because

0:07:24.560,0:07:26.319
that's what it's called is that what

0:07:25.599,0:07:29.280
right

0:07:26.319,0:07:31.199
brain os inside it yeah okay right go

0:07:29.280,0:07:33.840
into it a little bit so brain os

0:07:31.199,0:07:34.720
is a company out of san diego um that is

0:07:33.840,0:07:38.080
the technology

0:07:34.720,0:07:40.720
in our whiz unit and it's

0:07:38.080,0:07:41.120
um the sensors uh that it creates so

0:07:40.720,0:07:42.960
whiz

0:07:41.120,0:07:44.240
is protecting itself against itself

0:07:42.960,0:07:45.759
people and property

0:07:44.240,0:07:47.120
essentially so it's not bumping into

0:07:45.759,0:07:48.160
things things like that so it can

0:07:47.120,0:07:49.840
actually read

0:07:48.160,0:07:51.759
understand the environment understand if

0:07:49.840,0:07:53.360
there's an object or person there

0:07:51.759,0:07:54.960
um if it's going around it if it's

0:07:53.360,0:07:56.319
blocked how does it stay on its path and

0:07:54.960,0:07:58.000
route

0:07:56.319,0:07:59.919
all right i like that word you use route

0:07:58.000,0:08:02.240
that was nice

0:07:59.919,0:08:03.120
all right now what okay so another

0:08:02.240,0:08:04.800
question is

0:08:03.120,0:08:07.199
and because you know again even some of

0:08:04.800,0:08:09.599
my team was had those questions of

0:08:07.199,0:08:10.879
is this too smart for me is it is it

0:08:09.599,0:08:12.479
hard to understand what is the

0:08:10.879,0:08:14.000
onboarding look like like

0:08:12.479,0:08:16.319
you know can our everyday cleaning

0:08:14.000,0:08:17.919
technician that's out in the field

0:08:16.319,0:08:19.280
service and use this machine

0:08:17.919,0:08:20.240
appropriately and it's not sitting there

0:08:19.280,0:08:22.400
and collecting dust

0:08:20.240,0:08:23.360
exactly um that's a great question

0:08:22.400,0:08:25.120
because it

0:08:23.360,0:08:26.639
definitely comes up all the time right

0:08:25.120,0:08:28.639
they're robots is it

0:08:26.639,0:08:30.000
scary is it are people going to be able

0:08:28.639,0:08:31.919
to actually use this

0:08:30.000,0:08:34.000
um and the great thing about whiz it's

0:08:31.919,0:08:35.519
not intimidating there's three buttons

0:08:34.000,0:08:37.680
i like to say if i can't teach you how

0:08:35.519,0:08:40.719
to do this in 15 minutes then

0:08:37.680,0:08:43.039
i might be looking for a new job

0:08:40.719,0:08:43.919
so it's uh it's pretty easy to

0:08:43.039,0:08:47.040
understand it's

0:08:43.919,0:08:48.560
multiple languages um like i said only a

0:08:47.040,0:08:49.760
couple buttons it's the teach and the

0:08:48.560,0:08:51.200
clean button

0:08:49.760,0:08:52.560
it's a full teach and repeat mode

0:08:51.200,0:08:53.519
whatever you teach it that's what it's

0:08:52.560,0:08:54.080
going to store and that's what it's

0:08:53.519,0:08:56.399
going to run

0:08:54.080,0:08:57.680
and i like that the the way you say that

0:08:56.399,0:08:59.760
too when you said it earlier

0:08:57.680,0:09:01.279
teach and repeat i mean that's think

0:08:59.760,0:09:03.200
about it you're doing that already when

0:09:01.279,0:09:04.560
you're training your teams in the field

0:09:03.200,0:09:06.640
we are right cleaning companies and

0:09:04.560,0:09:08.480
facilities managers they're training

0:09:06.640,0:09:08.880
their teams on multiple different ways

0:09:08.480,0:09:11.360
to

0:09:08.880,0:09:12.160
to clean this is just another way sure

0:09:11.360,0:09:15.040
to clean

0:09:12.160,0:09:16.080
now what about so let's talk about you

0:09:15.040,0:09:18.080
know the actual the wiz

0:09:16.080,0:09:19.600
a little bit further where the software

0:09:18.080,0:09:20.560
behind it is there an application that

0:09:19.600,0:09:22.959
somebody's using

0:09:20.560,0:09:24.399
is it the is it the management team

0:09:22.959,0:09:25.279
that's in the office and i'm sorry but

0:09:24.399,0:09:26.640
i'll i'll

0:09:25.279,0:09:28.320
continuously refer to commercial

0:09:26.640,0:09:29.600
cleaning companies that's what you know

0:09:28.320,0:09:33.200
that's our audience right

0:09:29.600,0:09:35.200
is do does the technician have access to

0:09:33.200,0:09:36.160
an app or is it like management back at

0:09:35.200,0:09:39.680
the home base

0:09:36.160,0:09:42.800
that is however you want to uh set it up

0:09:39.680,0:09:44.480
um a lot of people will set up their for

0:09:42.800,0:09:46.959
their operators and their leads

0:09:44.480,0:09:49.519
will essentially be attached to the sms

0:09:46.959,0:09:51.839
so they get the notifications

0:09:49.519,0:09:53.040
let's say if that is for you instance

0:09:51.839,0:09:54.560
you might just want to see a couple

0:09:53.040,0:09:55.839
locations you might want to see it on

0:09:54.560,0:09:57.040
quarterly or monthly you don't want to

0:09:55.839,0:09:58.959
see it every week on

0:09:57.040,0:10:00.160
every single piece of your portfolio you

0:09:58.959,0:10:02.160
might you also might

0:10:00.160,0:10:03.839
um so it's good for regional for people

0:10:02.160,0:10:05.279
to have like you know seven buildings

0:10:03.839,0:10:05.760
ten buildings and they can see all their

0:10:05.279,0:10:08.880
updates

0:10:05.760,0:10:10.800
all their data uh you know all the the

0:10:08.880,0:10:12.560
goods behind uh yeah the curtain well

0:10:10.800,0:10:14.399
and that's that's the thing is for you

0:10:12.560,0:10:16.079
know i'm a big advocate on technology

0:10:14.399,0:10:17.839
and data driven right where

0:10:16.079,0:10:19.279
that's how you know you that's one of

0:10:17.839,0:10:20.640
the ways you can differentiate yourself

0:10:19.279,0:10:23.040
as a commercial cleaning company

0:10:20.640,0:10:24.959
where if you have access to this type of

0:10:23.040,0:10:25.519
of equipment and software and technology

0:10:24.959,0:10:27.519
where

0:10:25.519,0:10:28.959
you can offer the data to the customers

0:10:27.519,0:10:30.640
too is this something you can

0:10:28.959,0:10:32.720
say like you have a monthly meeting with

0:10:30.640,0:10:34.720
a client can you share some of the

0:10:32.720,0:10:36.160
is there reports that are shareable or

0:10:34.720,0:10:37.680
so you'll have that full access

0:10:36.160,0:10:39.360
to what's called wiz connect and that's

0:10:37.680,0:10:41.040
the analytic piece behind it so you'll

0:10:39.360,0:10:42.800
definitely have all access to that

0:10:41.040,0:10:44.160
so you can go in and see is you know you

0:10:42.800,0:10:46.320
can see all your confirmed cleans

0:10:44.160,0:10:47.839
you know if you have six units at a a

0:10:46.320,0:10:49.040
building or three of them sitting in the

0:10:47.839,0:10:50.480
closet not getting used

0:10:49.040,0:10:52.320
all right so we can kind of see what's

0:10:50.480,0:10:54.079
trending up trending down type thing

0:10:52.320,0:10:55.839
uh but you'll get you'll work with a

0:10:54.079,0:10:57.200
customer success person which is

0:10:55.839,0:10:59.440
essentially helping you

0:10:57.200,0:11:00.880
ensure like your efficiency yeah yeah

0:10:59.440,0:11:03.120
and they'll meet with you also

0:11:00.880,0:11:05.519
anytime you want but um they'll do like

0:11:03.120,0:11:07.360
a 30 60 90 day reviews with you

0:11:05.519,0:11:09.680
okay yeah right off the bat make sure

0:11:07.360,0:11:10.320
you're you know ensuring success to get

0:11:09.680,0:11:12.000
you guys going

0:11:10.320,0:11:13.360
yeah because so now let's let's talk

0:11:12.000,0:11:15.200
about so

0:11:13.360,0:11:16.720
the best setting for a whiz product

0:11:15.200,0:11:18.320
today and i know we'll talk a little bit

0:11:16.720,0:11:20.560
about the future of wiz too but

0:11:18.320,0:11:21.920
like the perfect setting for these for

0:11:20.560,0:11:22.640
these type of of equipment and

0:11:21.920,0:11:25.200
technology

0:11:22.640,0:11:27.440
what would you say average square

0:11:25.200,0:11:29.360
footage type of a facility

0:11:27.440,0:11:31.760
sure yeah you're looking from anywhere

0:11:29.360,0:11:35.120
probably at least 50 000 square feet

0:11:31.760,0:11:38.000
um for the bread and butter you also

0:11:35.120,0:11:38.000
want to be able to have

0:11:38.720,0:11:42.720
environments that aren't continuously

0:11:40.480,0:11:44.320
moving you know we don't want

0:11:42.720,0:11:46.720
these open areas that are you know

0:11:44.320,0:11:48.160
different type of facilities where

0:11:46.720,0:11:49.600
you know different couches and things

0:11:48.160,0:11:51.200
are getting moved in and out but we

0:11:49.600,0:11:52.480
really want it to be

0:11:51.200,0:11:53.440
i mean if you want the bread and butter

0:11:52.480,0:11:54.560
the bread and butter is the cookie

0:11:53.440,0:11:56.399
cutter thing like

0:11:54.560,0:11:57.680
you know any business buildings that go

0:11:56.399,0:11:58.800
up and it's kind of you have the same

0:11:57.680,0:12:02.240
cubicles but that's

0:11:58.800,0:12:04.480
easy um where because we can teach

0:12:02.240,0:12:05.440
everything yeah it's super easy to scale

0:12:04.480,0:12:08.560
like that okay

0:12:05.440,0:12:08.880
um environments if it's got carpet and

0:12:08.560,0:12:12.320
it's

0:12:08.880,0:12:14.880
open and it's you know even flooring too

0:12:12.320,0:12:16.399
we're fine okay like because i cuz i'm

0:12:14.880,0:12:17.680
just trying to you know my wheels are

0:12:16.399,0:12:18.959
spinning out too where

0:12:17.680,0:12:20.800
you know because we're we're always

0:12:18.959,0:12:22.720
talking to a lot of cleaning companies

0:12:20.800,0:12:24.160
where they're just trying to stick out

0:12:22.720,0:12:25.920
right they're trying to win the big bid

0:12:24.160,0:12:27.760
but by winning the big bid you got a lot

0:12:25.920,0:12:28.720
of labor and intensive pricing that you

0:12:27.760,0:12:31.680
have to price

0:12:28.720,0:12:31.920
so it's like how have you guys figure

0:12:31.680,0:12:34.959
out

0:12:31.920,0:12:37.519
dialogue and presentations or

0:12:34.959,0:12:38.000
things that you can help in this case a

0:12:37.519,0:12:39.360
smaller

0:12:38.000,0:12:40.800
size cleaning company that's trying to

0:12:39.360,0:12:41.519
win that big contract that you could say

0:12:40.800,0:12:45.360
hey

0:12:41.519,0:12:46.560
you know by leveraging the wiz here is

0:12:45.360,0:12:48.160
you know you're not telling them what to

0:12:46.560,0:12:49.839
go in on a price but here's where you

0:12:48.160,0:12:52.160
could say you can add value

0:12:49.839,0:12:53.760
to these smaller businesses to say you

0:12:52.160,0:12:55.519
know this doesn't replace somebody but

0:12:53.760,0:12:56.800
it replaces the productivity of that

0:12:55.519,0:12:59.360
person vacuuming

0:12:56.800,0:13:00.399
so now you know we can that company

0:12:59.360,0:13:03.600
could be competitive

0:13:00.399,0:13:06.000
does that make sense yeah so uh

0:13:03.600,0:13:07.680
yeah long-winded that questions that

0:13:06.000,0:13:09.360
happens a lot

0:13:07.680,0:13:11.279
and it's really about you know like

0:13:09.360,0:13:13.519
you're using this term mom and pops

0:13:11.279,0:13:15.040
first kind of like the big guys right

0:13:13.519,0:13:16.639
that usually we're gonna try to undercut

0:13:15.040,0:13:18.320
everyone and it's the race to zero what

0:13:16.639,0:13:19.440
this is gonna allow you to do is provide

0:13:18.320,0:13:21.360
that better service

0:13:19.440,0:13:22.800
and beat them you know beat them to the

0:13:21.360,0:13:23.920
punch on that and that's going to set

0:13:22.800,0:13:25.360
yourself apart

0:13:23.920,0:13:27.040
on what you're doing to take care of

0:13:25.360,0:13:28.399
your tenants and your clients yeah

0:13:27.040,0:13:28.880
because i mean it's inevitable right i

0:13:28.399,0:13:30.560
mean we

0:13:28.880,0:13:32.560
we have the different fragmentation of

0:13:30.560,0:13:33.680
the industry and that's okay like

0:13:32.560,0:13:35.519
it is what it is because at the same

0:13:33.680,0:13:37.279
time those larger companies give the

0:13:35.519,0:13:39.199
smaller companies opportunity 100

0:13:37.279,0:13:40.639
but there's no reason why the smaller

0:13:39.199,0:13:43.440
company can't out

0:13:40.639,0:13:45.279
can't win somebody's larger clients with

0:13:43.440,0:13:45.680
the assistance of tools like you said

0:13:45.279,0:13:48.639
right

0:13:45.680,0:13:49.839
it's a tool it's a co co-op working

0:13:48.639,0:13:51.839
partner with you

0:13:49.839,0:13:54.240
so it's it's just fascinating to see

0:13:51.839,0:13:55.920
where we can go with this because

0:13:54.240,0:13:57.600
five years ago when i was you know much

0:13:55.920,0:13:58.480
smaller company i always wanted that

0:13:57.600,0:14:00.880
bigger contract

0:13:58.480,0:14:03.120
right but to me it was oh i got a higher

0:14:00.880,0:14:05.120
x amount of people they've got a sweep

0:14:03.120,0:14:06.399
mop come back do like there's a lot of

0:14:05.120,0:14:07.760
variables well that's the same thing

0:14:06.399,0:14:09.680
with wiz like

0:14:07.760,0:14:11.040
it's it can't do everything right

0:14:09.680,0:14:12.320
there's sweet spots for whiz and there's

0:14:11.040,0:14:13.120
sweet spots for businesses where to

0:14:12.320,0:14:15.199
focus

0:14:13.120,0:14:16.160
um not everyone can do every little

0:14:15.199,0:14:17.920
thing right yeah

0:14:16.160,0:14:19.680
just like the wiz you can't do

0:14:17.920,0:14:20.720
everything but there's sweet spots for

0:14:19.680,0:14:21.199
it and you've got to stay in your sweet

0:14:20.720,0:14:23.440
spot

0:14:21.199,0:14:24.959
so what and now let's uh not that we

0:14:23.440,0:14:25.680
have to get dig into price right but

0:14:24.959,0:14:28.800
like

0:14:25.680,0:14:30.079
how is it affordable for a i guess

0:14:28.800,0:14:32.160
and i'm thinking of the small business

0:14:30.079,0:14:34.240
right because again 90 of the market

0:14:32.160,0:14:35.279
is your small business cleaning company

0:14:34.240,0:14:36.720
so

0:14:35.279,0:14:38.160
how how do they take advantage is there

0:14:36.720,0:14:39.839
any programs that you guys have for a

0:14:38.160,0:14:41.519
smaller business or what

0:14:39.839,0:14:43.199
is it the same across the board same

0:14:41.519,0:14:46.560
across the board for right now

0:14:43.199,0:14:49.120
as of today there's no pricing discount

0:14:46.560,0:14:51.600
things like that unless you're scaling

0:14:49.120,0:14:52.800
to a higher amount uh but right now it's

0:14:51.600,0:14:55.839
549 a month

0:14:52.800,0:14:56.320
okay um essentially 27 bucks and change

0:14:55.839,0:14:57.920
a day

0:14:56.320,0:14:59.519
okay uh that's how i kind of look at

0:14:57.920,0:15:02.880
today's good yeah look at it per day

0:14:59.519,0:15:03.920
exactly okay so 27 bucks 28 bucks a day

0:15:02.880,0:15:05.760
you can look at it

0:15:03.920,0:15:06.880
um but you guys handle a lot of the mate

0:15:05.760,0:15:08.240
or all the maintenance all the

0:15:06.880,0:15:08.880
maintenance everything comes underneath

0:15:08.240,0:15:10.480
us

0:15:08.880,0:15:12.560
um just you're gonna have a couple

0:15:10.480,0:15:14.000
consumables that you'll need and

0:15:12.560,0:15:15.839
we handle everything else we ship

0:15:14.000,0:15:17.519
everything we train everyone

0:15:15.839,0:15:19.760
uh and like i said we set you up for

0:15:17.519,0:15:21.360
success okay site with wiz

0:15:19.760,0:15:22.959
cool well i mean that's what intrigued

0:15:21.360,0:15:23.519
me too is because there's it's not like

0:15:22.959,0:15:25.360
you have to

0:15:23.519,0:15:27.279
have such a big output of money in the

0:15:25.360,0:15:28.880
beginning to take one on right to test

0:15:27.279,0:15:31.279
it see if it works

0:15:28.880,0:15:32.240
if you have the environment for it um

0:15:31.279,0:15:34.079
but now let's

0:15:32.240,0:15:36.079
let's talk about productivity could we

0:15:34.079,0:15:37.680
share some just share some numbers right

0:15:36.079,0:15:38.720
like square footage per hour square

0:15:37.680,0:15:40.480
footage per minute

0:15:38.720,0:15:41.920
yeah things like that so then somebody

0:15:40.480,0:15:43.600
can take that into perspective

0:15:41.920,0:15:45.279
so each battery it comes with two

0:15:43.600,0:15:45.759
batteries too each battery is gonna get

0:15:45.279,0:15:49.199
you about

0:15:45.759,0:15:50.399
16 000 square feet that's in a class a

0:15:49.199,0:15:53.600
building

0:15:50.399,0:15:55.120
um open open cubes

0:15:53.600,0:15:57.120
uh things like that that you'll get that

0:15:55.120,0:15:58.720
type of um success you can get more

0:15:57.120,0:16:00.240
actually we see it a lot of times when

0:15:58.720,0:16:02.000
it's you know running down at some of

0:16:00.240,0:16:03.120
these big you know uh complexes and it's

0:16:02.000,0:16:05.440
just running straight

0:16:03.120,0:16:08.240
yeah you're gonna get more out of it but

0:16:05.440,0:16:08.720
if it's spinning if it's going in and

0:16:08.240,0:16:10.399
out of

0:16:08.720,0:16:12.000
little cubicles and little spots it's

0:16:10.399,0:16:13.360
gonna not be running as efficiently so

0:16:12.000,0:16:17.279
you'll see less than that

0:16:13.360,0:16:19.199
okay now today it's for carpet

0:16:17.279,0:16:20.399
light heart surface or correct me if i'm

0:16:19.199,0:16:23.680
wrong

0:16:20.399,0:16:25.519
but future is what for for the next

0:16:23.680,0:16:26.880
the next i know i'm not jumping to that

0:16:25.519,0:16:29.120
question just yet but like

0:16:26.880,0:16:30.079
we're carpet and then hard surface like

0:16:29.120,0:16:31.680
i have here

0:16:30.079,0:16:34.079
but like what what i mean what other

0:16:31.680,0:16:36.720
floor types are we looking at

0:16:34.079,0:16:39.120
yeah so uh any hard surfaces that the

0:16:36.720,0:16:40.399
next ones that will be coming out

0:16:39.120,0:16:41.759
i don't know too much on this or

0:16:40.399,0:16:42.959
anything but it's gonna be designed to

0:16:41.759,0:16:45.839
be more hard surface

0:16:42.959,0:16:47.040
any type of manufacturing any warehouses

0:16:45.839,0:16:48.800
um

0:16:47.040,0:16:50.160
you know you're gonna have malls uh

0:16:48.800,0:16:52.000
grocery stores

0:16:50.160,0:16:54.000
things like that that hospitals will be

0:16:52.000,0:16:56.320
big too in healthcare

0:16:54.000,0:16:57.920
now is there anything so let's get back

0:16:56.320,0:16:59.279
to analytics because you're an analytics

0:16:57.920,0:17:02.399
guy right so

0:16:59.279,0:17:04.319
if if i am putting out 550 a month

0:17:02.399,0:17:06.559
right and i know i've increased

0:17:04.319,0:17:08.559
productivity and i've shaved 15 minutes

0:17:06.559,0:17:09.760
you know a day per five days call it

0:17:08.559,0:17:10.720
whatever you want to call it is there

0:17:09.760,0:17:12.240
something

0:17:10.720,0:17:14.799
within the dashboard and the reporting

0:17:12.240,0:17:18.079
that that you guys have

0:17:14.799,0:17:20.880
that'll tell a a not a user but a

0:17:18.079,0:17:21.919
company who's using the product hey day

0:17:20.880,0:17:24.240
21

0:17:21.919,0:17:25.600
you've now reached your roi right or

0:17:24.240,0:17:27.199
you're like a break even you've right

0:17:25.600,0:17:29.760
you've reached break even

0:17:27.199,0:17:30.320
now everything else is this is your true

0:17:29.760,0:17:32.799
bonus

0:17:30.320,0:17:33.360
bonus off of making this decision so we

0:17:32.799,0:17:36.160
have that

0:17:33.360,0:17:37.760
um it's gonna be i believe in the we

0:17:36.160,0:17:38.320
have a bunch of different calculators we

0:17:37.760,0:17:40.559
play with

0:17:38.320,0:17:42.160
um to really show your time savings

0:17:40.559,0:17:44.640
because roi can also just be like you're

0:17:42.160,0:17:46.480
saying reallocate hours back to yourself

0:17:44.640,0:17:48.240
so that's actually essentially doesn't

0:17:46.480,0:17:50.640
have to be dollars exactly it could be

0:17:48.240,0:17:51.919
production time exactly um so we can

0:17:50.640,0:17:53.760
actually see you know because it comes

0:17:51.919,0:17:55.679
on three years did you break even at

0:17:53.760,0:17:57.200
you know month 18 do you break even on

0:17:55.679,0:17:58.480
month four and now everything's in the

0:17:57.200,0:18:01.039
bonus so we can see that stuff

0:17:58.480,0:18:01.600
yeah nice nice and break it fully down

0:18:01.039,0:18:04.480
monthly

0:18:01.600,0:18:06.400
weekly for you okay yep now what what

0:18:04.480,0:18:07.840
else is softbank

0:18:06.400,0:18:09.679
interested in in the cleaning space like

0:18:07.840,0:18:11.840
what i mean what are the other projects

0:18:09.679,0:18:12.880
that are on the horizon for is it

0:18:11.840,0:18:14.480
strictly just

0:18:12.880,0:18:16.080
the whiz product or is there other

0:18:14.480,0:18:17.360
products in the line i believe there's

0:18:16.080,0:18:18.799
other products on the line they don't

0:18:17.360,0:18:22.000
tell me much because i'll tell you

0:18:18.799,0:18:24.400
okay but uh right

0:18:22.000,0:18:25.679
uh but there'll be another whiz unit

0:18:24.400,0:18:27.200
that will be coming out it's already

0:18:25.679,0:18:30.080
released in japan so far

0:18:27.200,0:18:31.200
okay the whiz eye cool coming out nice

0:18:30.080,0:18:34.640
now

0:18:31.200,0:18:35.919
let's uh the industry itself

0:18:34.640,0:18:38.160
you've been in it you've gone to the

0:18:35.919,0:18:38.880
trade shows yep now that covet has

0:18:38.160,0:18:40.320
happened

0:18:38.880,0:18:42.320
you guys aren't able to do trade shows

0:18:40.320,0:18:44.559
right now right everything's virtual yep

0:18:42.320,0:18:45.919
i mean how is that affected the way you

0:18:44.559,0:18:47.440
guys are trying to reach your audience

0:18:45.919,0:18:48.320
reach our audience right reach our

0:18:47.440,0:18:50.400
industry like

0:18:48.320,0:18:51.360
what is that done to you guys um i mean

0:18:50.400,0:18:52.799
i think on

0:18:51.360,0:18:54.559
march and april it put a lot of things

0:18:52.799,0:18:57.440
on hold you guys were probably

0:18:54.559,0:18:58.000
oh everybody yeah um but so it's really

0:18:57.440,0:18:59.919
done is

0:18:58.000,0:19:01.440
you know forced and enhanced clean and

0:18:59.919,0:19:02.880
forced uh

0:19:01.440,0:19:04.880
which probably you're taking full

0:19:02.880,0:19:07.039
advantage of is

0:19:04.880,0:19:08.320
showing how much like actual detailed

0:19:07.039,0:19:10.320
clean you are doing

0:19:08.320,0:19:11.760
and being able to actually show that

0:19:10.320,0:19:14.559
service that's actually being out there

0:19:11.760,0:19:16.160
and what you're kind of owed and because

0:19:14.559,0:19:17.919
obviously people now want

0:19:16.160,0:19:19.200
they want more for less yeah and you got

0:19:17.919,0:19:21.280
to do more you got to do it

0:19:19.200,0:19:23.039
and you have to do it and this is a tool

0:19:21.280,0:19:25.440
that allows you to get to those tasks

0:19:23.039,0:19:26.640
without adding more right without adding

0:19:25.440,0:19:29.039
another three bodies

0:19:26.640,0:19:29.760
is there keith do you guys have any type

0:19:29.039,0:19:33.520
of messaging

0:19:29.760,0:19:36.480
that helps us share like a good message

0:19:33.520,0:19:38.960
to our to our customers to show like why

0:19:36.480,0:19:40.480
why why we why it's a good idea that the

0:19:38.960,0:19:42.400
company that you've used to be your

0:19:40.480,0:19:44.480
cleaning service partner

0:19:42.400,0:19:45.919
has purchased this or is using this

0:19:44.480,0:19:47.760
product here's the

0:19:45.919,0:19:48.960
bonuses and the added value for your

0:19:47.760,0:19:52.320
facility because of

0:19:48.960,0:19:54.080
the wiz being there so that's um hits

0:19:52.320,0:19:55.919
right on the head for especially the

0:19:54.080,0:19:58.000
whole service model we have

0:19:55.919,0:19:59.280
um when we work with you i mean you also

0:19:58.000,0:20:00.960
will be able to

0:19:59.280,0:20:02.400
create white papers case studies on

0:20:00.960,0:20:04.960
locations that you have

0:20:02.400,0:20:06.960
um you know and with our internal our

0:20:04.960,0:20:08.159
marketing team we do have options like

0:20:06.960,0:20:10.720
that that uh

0:20:08.159,0:20:12.960
allow you to leverage your data and your

0:20:10.720,0:20:16.320
locations for future locations too

0:20:12.960,0:20:17.760
okay that that's actually where i

0:20:16.320,0:20:19.520
think that's exactly what i wanted to

0:20:17.760,0:20:20.400
know and here because that that's

0:20:19.520,0:20:21.919
something that

0:20:20.400,0:20:23.600
we you know we're making the investment

0:20:21.919,0:20:25.919
in purchasing something like this or

0:20:23.600,0:20:27.120
adding this to the arsenal of equipment

0:20:25.919,0:20:29.600
that we use

0:20:27.120,0:20:30.159
but it's great for the customer to see

0:20:29.600,0:20:32.000
you know

0:20:30.159,0:20:33.280
wow they're they're going the extra mile

0:20:32.000,0:20:35.679
exactly to do that you know

0:20:33.280,0:20:37.120
and it's appreciative yep that you care

0:20:35.679,0:20:40.159
yeah you care right

0:20:37.120,0:20:41.120
cool man well let's i always end with a

0:20:40.159,0:20:43.360
funny story

0:20:41.120,0:20:44.640
okay a funny story being i mean you've

0:20:43.360,0:20:46.159
only been in the business or in the

0:20:44.640,0:20:48.240
industry for a year and a half

0:20:46.159,0:20:49.520
but you know talking to cleaning

0:20:48.240,0:20:52.320
companies visiting

0:20:49.520,0:20:53.440
facilities what you got anything for us

0:20:52.320,0:20:55.760
i got a pretty funny one

0:20:53.440,0:20:57.679
all right um i mean like the wiz has

0:20:55.760,0:20:59.520
come so far in one year

0:20:57.679,0:21:00.840
uh we were getting them shipped from

0:20:59.520,0:21:03.280
overseas

0:21:00.840,0:21:04.880
and you know they looked like they

0:21:03.280,0:21:08.080
weren't getting

0:21:04.880,0:21:10.000
um inspected as as good as they

0:21:08.080,0:21:11.840
should have and we were speaking with um

0:21:10.000,0:21:12.400
some people and they all had their back

0:21:11.840,0:21:15.360
turn but

0:21:12.400,0:21:16.320
we didn't know whiz had to actually uh

0:21:15.360,0:21:17.600
have the wheels

0:21:16.320,0:21:20.000
actually screwed in they didn't come

0:21:17.600,0:21:22.559
screwed in and oh my god so day one

0:21:20.000,0:21:23.120
when we're at uh the location you know

0:21:22.559,0:21:24.240
they were

0:21:23.120,0:21:25.760
i'm talking to a couple of the

0:21:24.240,0:21:26.720
executives and they have their back and

0:21:25.760,0:21:28.400
my buddies

0:21:26.720,0:21:30.400
you know running wiz and it's just going

0:21:28.400,0:21:32.000
through the mall as a test site

0:21:30.400,0:21:33.840
and all of a sudden the wheel falls off

0:21:32.000,0:21:37.120
come on it starts veering over

0:21:33.840,0:21:39.280
my god and he looks at it we

0:21:37.120,0:21:40.559
find some duct tape we jerry-rig it and

0:21:39.280,0:21:40.960
you know we still had it they had no

0:21:40.559,0:21:43.919
clue

0:21:40.960,0:21:44.559
no clue no clue and uh to this day oh my

0:21:43.919,0:21:47.679
god

0:21:44.559,0:21:50.559
day one day one on my first trip with

0:21:47.679,0:21:51.039
uh for a test site oh my god that that's

0:21:50.559,0:21:53.200
a good one

0:21:51.039,0:21:54.320
right i appreciate it all right well you

0:21:53.200,0:21:56.240
guys uh

0:21:54.320,0:21:58.640
thanks again for tuning in uh this is

0:21:56.240,0:22:00.320
keith with with softbank robotics

0:21:58.640,0:22:01.840
uh we're going to be showing you know

0:22:00.320,0:22:03.440
your your linkedin

0:22:01.840,0:22:05.039
the website any kind of material that

0:22:03.440,0:22:06.240
you want to show we'll put it we'll put

0:22:05.039,0:22:09.360
it down on the bottom in

0:22:06.240,0:22:11.679
the youtube clip um so you guys again

0:22:09.360,0:22:12.880
thank you for watching uh cleaning

0:22:11.679,0:22:15.600
cocktails guys

0:22:12.880,0:22:15.600
cheers