Access a Pest Control Invoice Template Free for Product Management

Pest control invoice template free for Product Management

I can talk to him at the nerd level and then I can talk to you at the business level So when you say you want to do something not only do I probably get it or I I know the questions to asked to really understand what you're after but I I can probably picture what you want better than you verbalize to me in the first place because because you've dealt with it yeah because then I'm going to go and I'm going to build something that's even a little bit better than what you requested cuz you requested this much but if I give you this much you're going to be blown away hi I'm Paul jamore I wanted to welcome our new subscribers to the channel you know historically pomac TV has been focused on business and operational information and interviews for residential and Commercial Services business owners but after the publication of the sside m&a master class last month my LinkedIn inbox has been inundated with a variety of different requests so Dylan and I will be sitting down filming more extensive m&a master classes both focusing on the sell side as well as the buy side I intend to talk about the choice of process delving deep into m&a psychology uh as well as extensive buide practice approach and due diligence for those of you who have not subscribed you can click below and subscribe to the channel furthermore we've provided a link here in the description where you can get on our email distribution list and if you do that you'll receive an email right in your inbox with our latest Publications feel free to put a comment below on the types of things you want to see I mean this channel is largely driven by you the viewer and what you want to see from us again thanks for joining us here at pic [Music] TV Todd and Jason thanks for joining me today thank you thanks for having us so Todd you do a lot of things your main gig though your day your main day job is still CEO of Adams Pest up in the great North there um but today we're going to talk a little bit about blue star which has been somewhat of a side project for you that you've really more recently I guess begun to commercialize right yeah we uh started development on it over 10 years ago we went live on it um n and a half years ago and uh um we use it in our company but we sell it to other p companies as well so it it occupies a percentage of my time but I'm more into Adams Pest Control as a day-to-day uh job for me okay so blue star is a operation software very similar to U in the same I guess line as like a pest pack for example but how did you end up getting into this to begin with well it really goes back to I was introduced to computers in seventh grade I actually had a computer programming job in 9th grade um for like $35 a program and wages were much cheaper but um so I've always been interested in computers I actually got a degree in computer science and uh my dad would ask me questions about software can you write me an inventory management system and I really didn't do that till literally kind of after his passing um but in high school I thought about writing software for the pest control industry but never did pull the trigger but got my degree worked for a couple Fortune 100 companies in it and uh my dad's partner passed away and he recruited me in but um I can remember in 1994 I went to pest World in Hawaii and my dad got me a badge to uh walk around the floor and look for software that was better than what he had and I couldn't find anything but it was 96 that I joined and I I kept looking and kept looking what what was Adams using back in the mid90s there was a system called Pest Control Systems he drove to Michigan to buy it off a Griffin Pest um a used system cuz they were getting a newer set of hardware and you know it was a PC that was um with a hard drive that was the size of a dishwasher it didn't hold much but it was something um and uh so it just wasn't adequate but we kept looking and once I got in we used it for four or five more years years till we found something that we thought was better and were you ever on were you ever on pest pack yeah so in 2001 I met Jason and uh um he was working for Marathon Data Systems at the time and met the owner the primary owner Mike SS and I had had this vision and had even flown to Chicago to be with other pess control cies we thought about pooling our money and and building our own software and we just didn't come together enough to do that but I had a vision of what I thought The Pest Control software should be like and then when I met Jason and and Mike and what they were going to do with pestpac I kind of evaluated that year as that was probably the number two software in the industry but I knew it was going to be number one and it fit the vision that I had so I was happy to find the first time for something viable to switch to and so how long were you guys on pass 13 years 13 years okay so then how was blue star ultimately born then so you're on pestpac you're using it what made you decide to start I mean I know you come from a computer science background how did this start yeah so even though I had a computer science background I was never a developer I I did um it Management systems and moved into management um but uh I have a mark marketing manager and his brother was a developer his brother was out of work and he said hey if you got some work for me you know I'll work for you for this much money a month and it was pretty reasonable and I'm like I'll help this guy out I can afford that and let's do a little development tip our dip our toe in the water a little bit and after 3 months of development it became pretty apparent we could develop something pretty fast we could develop our own and so I committed and hired another programmer and uh about a year later we we had blue star was born and we went live March 21st 2015 on Blue Star and it was not ready um it was it was a tad bit of a nightmare but we had built mobile knowing that that mobile the technician component was extremely important that had to be reliable we had to serve as customers we can get around things in the back in but we had to service customers so we were able to service customers on day one no problem the technicians learned it easy um but it was probably 6 to 9 months later where we really felt like we had something so our goal was to build something better and so it probably took us nine months to feel like we were at at least at status quo with where we were and then we just continue to evolve it make it better and better when you first built it was it was the intention just to use it at Adams or did you ultimately or were you thinking back in those days i' like to build something that I can also commercialize uh we did plan on commercializing it we actually had a booth at pestworld prior to going live um we picked up a a client and we took them live again it wasn't really ready or mature enough but um we tried to take them live the end of March just two weeks later from us and um you know that was a little bit of a hot mess so we waited another month and took them live and they're still a customer today so we we do sell it to others and we did right from the Geto so that was part of the plan it was to leverage and and I'm a very you know giving sort of sharing person I learned a lot from others in the industry so I you know I answer questions for people anytime they ask about middle management or technology whatever and so I just figured hey if we're going to do this we're going to build something better let's share with other PES control compies to make their company better and Jason you joined up with Todd one uh with Todd about two years ago but as he said originally over 20 years ago uh so I was uh partner at Marathon Data Systems back in 2201 uh you know at that point we had an older product based on Windows and the internet was starting to take off I had just gotten out of school and had learned some things about internet web development uh so Mike the founder and I decided to create pest pack for the web and that would allow companies who were running multibranch operations to be able to share their data without using really slow terminal based systems to to connect to we had one customer I remember who used to drive all over New Jersey with a zip Drive copying data from server in one office going to the next and combining it himself at home uh so that was you know the birth of PES Pac I met Todd he was an early adopter a big champion of PES Pac uh in those early days and uh you know knew as well that he had that computer science background so we had a little Rapport in that sense uh and then you know time went on PES Pac certainly took off I you know remained as the lead developer and and manager of that group and uh yeah but I think it was 2010 shortly before pestworld that uh you gave me a call and said hey just heads up I'm going to have a booth at pestworld next week uh so I appreciated the friendly heads up and uh yeah didn't uh we didn't cross paths that much in the time to come we'd see each other once a year here at the show uh fast forward number of years obviously pestpac and and Marathon became workwave and uh and rolled over to some new ownership I ended up leaving about 5 years ago and I was very happily not doing anything and uh Todd found my long dormant LinkedIn profile sent me a message message and said uh how retired are you really and I thought I was very retired uh you don't seem that old to be very retired I I don't and and I maybe that's why we're sitting here now uh but uh you know I I always enjoyed uh working with Todd personally and professionally so uh we talked about kind of what I was into technologically uh you know pestpac was built it's been Now 23 years certainly Technology's come a long way I've tried to keep up with that and and interested in some of the more Cutting Edge things uh so I want to introd to introduce that uh to Todd uh I think he had some ulterior motives in terms of uh well maybe Jason can start here but where do I really want him to end up uh doing some things so uh yeah it's been about two years now that we've been working together on different projects and uh maybe started a little more around the edges of uh blue star and the related operations and now we're really starting to get into uh adding some really cool and interesting features to the guts of the thing I want to talk about that what are some cool and interesting features I mean you've got obviously a tremendous amount of experience historically with pestpac you probably know all the issues every user has as as did I as as did Todd so let's talk about some of those sorts of things that you guys are doing yeah so I think the biggest uh thing we first did together uh in the core of blue star we started off with the GPS s system uh Todd I believe it had acquired that from uh somebody else and it was a bit of a legacy technology stack so we started off with that and I just wanted to kind of demonstrate here's what I'm interested in technologically new user interface serverless backend uh just really changing some paradigms uh and that worked out nicely one thing that I uh was really passionate about uh in pestpac and that I thought we always had a chance to do more with was Route optimization or as we call it now utilization optimization uh we're being able to very easily schedule massive amounts of work uh with the click of a button and then just dealing with uh edge cases on an exceptional basis so instead of laying routes out from scratch let the computer do the heavy lifting and then let the uh the people who have the you know the tribal knowledge of the customer base and NE need to finesse things uh focus on that instead of spending hour hours and hours doing the uninteresting part of the work so I mean that's very much what I'm all about I think in general is uh where can we automate uh tremendous amount of work that people end up having to do that isn't really their you know even if it's their core competency it's not the value they're bringing to the table and that goes for software development as well we're using AI in our development processes people would you'll hear some people say oh AI is going to replace all software development I don't think that's the case I think software development like any other job has 80% of stuff that we just know how to do and is a little bit rope and then the 20% of the things that are really interesting and require Creative Solutions so that's what I'm trying to bring to the features that we create and also the process by which we create them if I remember Pam over at Griffin one of her biggest issues historically on some of these Legacy systems was a rod optimization that used to drive her crazy um and I would imagine you face the same yeah she actually went outside of of pest Pac and hired her own company to integrate in and she was militant about it I mean she I mean she is probably the operation Zar of the industry at the time so she was very good probably had very high net profit as a result of it and there's other companies that are very big on it and we have we were very strong at Blue Star on routing and optimization tools scheduling tools we've been told that by others we've evaluated U many different platforms we're strong on that but we didn't quite have that tool that could lay out the whole month for one or more technicians quickly so we've been able to take our office staff um from laying out a month it might take them 5 hours of time to really lay out a nice tight schedule with our other tools to about 5 minutes so I mean that that's a 99% productivity kind of improvement just on the office side and then the resulting schedule is so much better but you know in the computer terms we we call it like the traveling salesman problem but it's even more complex than a traveling salesman problem because there's all sorts of constraints about the technicians working hours and do they have events like personal events do they have professional events they got to be at a meeting they got to pick up a truck here where do they start the day where do they end of their day there's a whole lot of constraints and so what Jason with his ideas and our ideas and sort of our stack of Technology we've been able to really build something that um he was able to you know the first instance a few months ago he was able to introduce to our schedulers three schedulers taught them in about a half an hour and they were off and running so it because there's this tool has many different what US computer people would call use case scenarios you can use it for scheduling a whole month you can use it for having a pool of orders like vector Services mosquito services and you can reassign that to five technicians that are available and next month maybe there's only four technicians available you can take that pool and assign it to four you can you know hey somebody left a route um halfway through a month they're out on work comp they they've quit something and so they got you know 100 orders left in the month you can redistribute those 100 orders to other people so I mean each one of those is a different use case scenario and rather than building one really complex tool that handles every use case ours kind of really makes it simple and easy to use for the particular use case you're in but over at Adams you're roughly it's a 60/40 split between commercial and residential Z do I remember that right yes and I know I mean just having been in the industry for a long time I know there's certain software packages that are better for commercial some are better almost exclusive for residential you've built that I would imagine with your own business in mind thinking about the residential use cases versus the commercial I would imagine um how robust is blue star when you think about everything that has to go along with dealing with like high-end commercial accounts do you deal with like the documentation required within the the system oh yeah there's there's so many different requirements by your commercial customers out there that we've really built a lot of power into our software like I said I I know where the bones are buried in our prior system I know some of the weaknesses um so anytime we were building out some new part of blue star we we went and look how can we make this better and so we've used that concept and make it better for a variety of situations so it's strong and powerful yet flexible so yeah we can handle different billing situations for commercial customers um we some c commercial customers you know you really want to send them email invoices or email statements but some are like no I I won't take an email invoice it's got to be a PDF of an invoice y it's just a flag we change it boom that customers always get a PDF going forward um just different things like that just make it the backend office staff the admin staff so much more efficient when they can satisfy the masses but deal with the exceptions in a nice way as opposed to picking through all sorts of stuff and pulling out the exceptions manually so we do a lot with that barcoding scanning we've interfaced many different sensor systems um we're currently working with a couple sensor systems that are here today so you know we service a variety of commercial customers and a lot of it's reporting multihousing we got some great stuff with multihousing um mall management stuff so I mean every different like industry seems to have some unique requirements and by having our own software we're able to build and customize for those Industries what size business is blue star most appropriate for and I asked that question because sometimes you know you see a lot of the newer upstart software companies tend to focus on like the underserved lower end of the market which quite frankly are typically the most painful customers to possibly deal with I mean this was built on the backbone to a certain degree of Adams which is a PCT top 100 company so what what com what type of company is this most appropriate for today our minimum is kind of five users um you know we could take somebody that was even a smaller company but you're going to pay a five user minimum um we you know breaking news we will probably at some point support startups um but for now it's a five user minimum kind of thing but otherwise you know we kind of have a version that we're even willing to white label it for you know a top 20 top 25 sort of company that says you know we're tired with of paying this this particular company for our software and we're tired of the support or the slow development or whatever their issues might be we actually want to have our own but rather than starting from scratch you know can we buy a copy of blue star and we can go our own direction we're open to those discussions or if they want to partner with us and we can help build it out so it meets their needs um meanwhile that benefits us because we probably you know benefit from the same sort of development but but otherwise five to 5 to 250 users is probably our sweet spot right now know when I think about you know at least half the companies out there hate the software they're using but it's so painful to switch that they never really make the switch until it's like I can't go on any longer um so how do you deal with something like that in terms of just the switching cost and well let me just give a perspective I had when I uh First St was our software right so you know coming from pestpac I had seen many of you know the companies that you reference kind of venturing at the lower end of the market uh flashy modern but didn't have all the features there certainly especially for commercial work uh so coming in uh to to work with Todd I wasn't sure quite what he had like no did he build something that's just suitable for Adams and wouldn't work more broadly uh so what I discovered very quickly was like oh this is a you know complete software package it's all there it's all in the Box I was I was impressed and a little surprised when I first saw that uh but something else I saw very quickly was that all these metaphors of of how the software packages work how the industry works the features that you need renewals termite tracking barcoding there's not a terrible amount of variability between these things so you take somebody who was running P pack for 13 years I think you said it was uh knew it inside and out uh you know he says he knows where the bodies were buried I'm the one who dug the graves so yeah um right so I think there's a particular value proposition to uh looking at a a a transition from pestpac to Blue Star I think it's going to be very familiar to a lot of people uh because of Todd's experience this is nothing to do with with my being here this all you know the Cre what you created predates uh my involvement uh but you know yes it's painful to switch but are these systems terribly different from each other probably not and then you know you've got the answers to the questions that Todd asked himself about well what don't I like and how can we do that better so it's a lot of the same Concepts just refined a little bit to smooth out some of those rough edges so and I'll take a different approach and I could talk quite a while about this but first of all people have a fear of switching and it's it's based usually on on change and change management so I as a pest control company owner can give advice to that company switching on how to manage that change because I I've been there I've done that a few different times and I've seen it played out so that's one but it starts back earlier in the sales process some companies have a sales process where they really want to you know meet with somebody demo close the sale with in 24 hours that's a goal that's not our goal ours starts with a discovery meeting so if I'm saying hey Paul's Pest Control you're interested in our software I'm going to have a meeting where I'm going to ask you questions for about an hour to find out if we're a fit for you and if we're not I'm going to tell you you know what we don't have that I'm going to be I'm an open honest kind of guy I think you know that about me cuz we've had a relationship for a while I'm going to say this is we don't have that I can build that that's going to take me 3 months or whatever and I'm going to give you an accurate timeline so maybe next fall is a better time to talk about this if you can hold on so it starts in Discovery and making sure we're fit once we get into it we one of our goals early on 10 years ago was to build something that was easy to learn easy to use that was in our marketing it was when we had a trade show booth here for 5 years that was everything we said so a lot of what we do is easy to learn easy to use there's documentation some systems don't have documentation there's help we have unlimited help you can call us we'll answer the phone you you can send us an email you'll get an email back quickly um we have a ticketing system from day one 10 years ago we built a support ticket system in so all those things help um but more recently we've used AI in bluar and we've give it skills so you can now ask Maxwell is the name of our AI chat bot within blue star you can ask Maxwell tell me about Frank Chavez and it'll tell you who his manager is his scheduler his email phone number whatever you can ask it questions any different way you want in English and it'll answer and then you can say where is it and it'll communicate with our GPS system and tell you what address Frank is at um and then you can ask it about um how do I process a payment in Blue Star so if you're a new user to Blue Star or you're you're a smaller company where you're in the office half the time you're on the field like I have a five user company where it's two owners and three technicians no office staff and the one owner handles the office stuff but he's out in the field a lot he's he's been running for many years and so you know he just needs to know what he needs to know and he's trouble-free as a customer because he knows how to use the system but originally you know he might be able to use AI to ask questions instead of emailing off for a support question and getting a response back in a timely manner but nothing like typing something on screen and getting an answer right now that's great that's I didn't realize that you had that feature when did you add that we just started building it in October this month Y and we've already given it all these different skills and we'll be giving it more skills um and rolling that out here in November and December but I think that's an awesome thing to be able to like type in and say where's John Smith and it tells you and that's great and and to play the computer nerd but play the business owner answer to sort of that is there's a lot more going on than it seems you're not just going off to some llm and figuring it out it's having to figure out all right what vehicle is Frank driving gets that information then it has to talk to the GPS system says where is that vehicle and then it comes back with a latitude longitude then it has to go to somewhere else to say what's the address of that latitude and longitude and all that happens very very quickly just in a second or so and also you get the information about where that technician is what vehicle he's driving and the address is at and not just limit it information about employees either you know it's going to have many skills pertaining to the customer base so you pull up a customer they're on the phone this will be able to tell you either you're asking it a question or can you can push the information to you what's up with this custom customer we've got recent Communications we've got the technician comments from prior Services anything you need to know about the customer that that might be captured in a few different places uh Maxwell can Aggregate and and very quickly uh give the CSR that perspective of or here's the capsule snapshot of what I need to know about this person while I'm talking to them so that's one way we're using AI he mentioned we're using AI in development and we're using AI in at least three other ways already um probably won't get into it here but but but we're trying to figure out how we can use AI to make blue star better and make pestrol companies better so that they can scale and add millions in Revenue without adding a corresponding you know head count um you still going to need technicians in the field but but what if we could you know add 5 million in revenue and have the same level of admin contact center staff I mean that would really drive the bottom line wouldn't it yeah and and how does bootar work out in the field um it's a mobile app so it does sync so it can run when you're um in the middle of nowhere or you're in the middle of a steel building with you know not very good cell or you can't connect to the customer's Wi-Fi um but you can scan you can do a whole lot mobile is a very robust piece of software I mean we've we've we've uh come out with 40 major versions over the last 10 years so we come out with a new version about every 3 4 months uh we'll probably slow them down a little bit cuz there's not as much left to do with mobile right now it's it's very mature crost platform Android and iOS yes for Adams do you guys use it on iPhones or you putting it on iPads or what where are you where is it residing for your firm most of our technicians are running Android most of our managers are running iOS um we do have a few people who like the bigger display of a of a tablet like an iPad or or a large ler Android device um and in the last year we have rebuilt what we call desktop Mo the the blue star that the office uses we've redone the user interface the user experience cleaner simpler again easier to learn um better performance better intelligent search results with deep dive options so again kind of using a lot of uh smarts of how we've done it we're one of the only software packages that I know of where we track how users are using it so we could go back over the last two years and say what's the most popular programs that people are using within our system or tools and we've we've we've fine-tuned those and we've made the user experience more responsive which means it'll the desktop application works good on a 22-in monitor or a laptop or a tablet or a phone now whereas before some of those screens looked pretty bad on a phone so now if you're a manager who's in the office or an owner who's in the office one day but you're in the field the next but you need to do something some office like function you can do that in the field with the the web version now much better than you could before and that's a limitation sometimes is you know you get on small screens and it's just a pain to be scrolling left and right and up and down now it's it's responsive is the technological term and so we've spent about a year kind of improving that whole user interface so we've invested a lot just in the last year even though we've used AI we've added developers you know want to think about you know it's been a while since I looked at Blue Star but one of the things struck me was it's very lightweight and intuitive from a graphical user interface perspective VV serve suite and pestpac and and I haven't seen those for a while but I used to get on those and it would make my head hurt Jason like that thing was like P I just like H I don't know what the was going on all these menus and computers were different 20 years ago yeah I get it but it's like it was built 20 5 years ago and it kind of stayed the same for a long time right well you know a former CEO once promised a group I was in that they were going to redo the database um and that was like 2006 and to my knowledge that really hasn't occurred since um and but we were a user and and we were pushing to update some things some of the weaknesses uh but that's just not the direction they've chose they've bought other packages they bought other platforms they're still a a good company they're still good software they're number one probably um and they're very viable uh but it just wasn't for us anymore and so you know I'll give you a database example um you got five Fields two of which are typically used for technicians two of which are used for salespeople and the fifth one usually isn't used by anybody and when we built blue star we said we we go on cleanouts where we send a whole bunch of people to do a roach cleanout or a bed buug cleanout of apartment building and we we want to be able to have everybody logged into that order one order do the service go into this apartment log the materials they use log the notes take pictures note conditions and have all that tie up together to an invoice and communication and all that so we have accurate reporting because you can send 20 technicians to a place and they can all log their activities um you know a lot of times a lot of these systems you're limited to one technician per order or two technicians per order and that just doesn't work for us it doesn't work for our commercial customers it doesn't work for really good accurate recordkeeping I don't know how that gets by with some states because they want to see who was there and you don't have the data in the system so you can't produce that report unless you enter it into notes like also here was Paul and Jason and whatnot do you see blue star in Allied Industries other than pest um we've we've developed a quality assurance product because we've have some commercial customers that looked at what we were doing and they were like and they you know this one particular customer they were going around inspecting their own properties and they were taking notes and taking pictures on their phone and every day going back to the main office uploading those putting them into one long Google doc and and then communicating it back to that location's facility manager to address those issues and then there was no accountability and so they were basically documented three times once in the field once in Google Docs and then once in sending out an email with no accountability and one long document for years and years with three inspectors all sharing that document and they looked at what we were doing for them and they're like can we have that and so it was more a matter of us developing the ability to turn off features it wasn't that we needed to do anything for them they didn't need billing they didn't need any of that stuff but they needed the accountability they needed that communication and so they viewed it as instead of doing three inspections a day they could do four and they didn't have to go back to the office to do anything and so yeah we built that as a separate product we've got some other products that are coming that are Anor we do have a GPS solution as Jason mentioned so we do have some other stuff that's now in the works um because of you know we've we've we've got that in our Arsenal it's just a matter of packaging it what's the road map for this look like Jason here in the coming years well uh we've got a lot of ideas we've we've been kicking around uh to enhance what what we've got but you know to something I think you kind of alluded to earlier about the software packages you can just kind of keep adding to them and adding to them they become very difficult to manage also looking at ways that uh we can simplify and synergize some things so we talked about the the routing optimization piece earlier right now as it as it just as it stands today we have that optimization piece for kind of the month ahead or for redistributing things within a month there's another very powerful feature in blue star called planner map which is what you're using more in the day-to-day basis well rather than having those two things coexist and have kind of their respective use cases let's figure out a way that we can take the best of both of those and create a single tool potentially um committing Tod of things here in real time he might not be with um so that's just one example of things I think we can do uh you know a lot of work's been done lately the new user interface and not something I was involved in but you know I don't want to downplay the the excellent team of of several developers uh that Todd has behind him there uh really interested in pushing the AI piece forward uh there's Maxwell that we're talking about embryonic right now just been working on it for a couple of weeks but super powerful already and we see how we can leverage that uh not just to provide that AI to the customers but again to use AI in the development process to accelerate our ability to iterate on and and to do that and and we've been meeting individually like privately here showing them what we're up to um we've got a couple of sales lined up we we don't want to sell you know 100 customers a year we're very selective we we just want a handful um because we don't want to you know upset the apple cart and and overd deliver or over promise and underd deliver so when we meet with people we're taking notes and we're getting their feedback on what we're showing them they're like you know if you could do this or in my business this is how we do that and um you know you don't quite support that yet and nothing else I found supports that yet but if you could support that that would be great and we're like yeah we we could do that I mean Jason and I we get together then later at night and we're like you know he's he made these three suggestions how long would that take you he goes I could probably do that in a week I'm like let's make that a priority let's let's Flex a little and show this prospective customer that we can build that in a week and then he's going to go wow they listen and they can respond and they can do it in a timely manner not add it to some project list that maybe a year or two from now they'll they'll get to and and there's more to that conversation we have with those customers and Prospects which is not just what do you need what do you want but let me understand what are you trying to accomplish why do you need that why does your need diverge perhaps from what we've already created for other customers we have and how do we solve this in a way that is holistic for everybody and doesn't become uh a patchwork of whether it's customizations for people or just multiple ways to do the same thing uh you know to be very mindful of of how to leverage the business experience the industry expertise uh along with the software development and one of the things that makes blue star unique or me unique is I can talk to him at the nerd level and then I can talk to you at the business level So when you say you want to do something not only do I probably get it or I I know the questions to asked to really understand what you're after but I I can probably picture what you want better than you verbalize to me in the first place because because you've dealt with it yeah because then I'm going to go and I'm going to build something that's even a little bit better than what you requested cuz you requested this much but if I give you this much you're going to be blown away because I can then turn around and communicate that to the developers um and say hey this is this is what we're looking for and this is kind of the end goal and you know if if we can do this in a way that's flexible so it works for Paul's pest control and it works for Adam's Pest Control even better cuz I don't like to build customizations for Paul's pest control that doesn't work for anybody else I want to build it in a way that if anything it's an option you can turn on or turn off but that way I can support it with less support staff and support a really well really well documented going forward well I mean look why I really wanted to chat with you guys today is I've got the business guy I've got a former lead developer for one of the big softwares in the space and although you guys are focused on commercializing this that's not the only goal the goal here is to build this for Adams build a quality product that's durable incorporating Ai and then develop this over time you know so many people get into the software game and want to get a thousand customers as quickly as possible not support it the thing blows up turns around closes gets sold but you guys are doing it the right way and um I think what you're develop is very special how can folks track you guys down to to further the discussion well our our software website is blue star software.com and blue is Blu um so we make no bones about it Adam Pest Control owns a company called collaborative Services collaborative is a madeup word it's collaborate and competitive and the idea is if I can uh collaborate with other pest control companies each of us can be more competitive and so that that's kind of the Genesis of it so Adams owns collaborative collaborative is really the developer of the software the GPS and anything else we do so we're we're totally upfront about it who who owns it um I have competitors in my Marketplace that are using my software but they trust us 100% with their data um have no need to Snoop and stuff like that but but I'm at the developer level so I can support stuff so even once in a while I'll go in and pull reports for our clients to say hey do you know that this is going on this is your three-year Trend cuz sometimes owners are busy they don't know what reports to go and run so sometimes I'll even run them and send it to them just hey you're having a good year did you know that yeah well look I'm not an expert in this but I've seen what you know we've walked through a demo a few times I've seen what you guys are doing it looks really cool so I encourage folks to reach out to you to learn more and I appreciate you joining me here on stage today thanks very much thanks for having us yeah thanks Paul and thanks to my team back home for developing a great product we're uh we're very much a big team effort we've got front-end people and backend people and support people and you know I just want to thank my team back home for it's a big team effort but it's also still a small team effort right it's a little more like things were maybe a while ago when we could move and evolve very quickly uh and and kind of own things in in a truly agile way yeah agile yeah great thanks fellas y thanks Paul [Music] you do