Eric Fournier

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TRANSCRIPTION WITH SPEAKERS
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[00:00] SPEAKER_01: It's Toronto's podcast on the Canada's podcast network.
[00:06] SPEAKER_01: Hi everyone, I'm Phil Bliss of Business Visionary and welcome to Toronto's Podcasts.
[00:12] SPEAKER_01: Part of the Canada's Podcast Network, your source of the great insights from entrepreneurs
[00:17] SPEAKER_01: across Canada.
[00:19] SPEAKER_01: And today we're going to meet up with Eric Foney, a partner and executive producer at Moment
[00:24] SPEAKER_01: Factory.
[00:25] SPEAKER_01: So welcome, Eric.
[00:26] SPEAKER_01: Why don't you tell us a little bit more about yourself and how you got started?
[00:31] SPEAKER_00: Okay, well, what's interesting about my story, I think, is I was not well now when it
[00:37] SPEAKER_00: was at my college time, organizing ski trips around Montreal.
[00:43] SPEAKER_00: And then I ended up finishing my undergraduates in business doing a B-com and was hired by
[00:50] SPEAKER_00: C-Core, a large consulting firm in Montreal, doing some strategies for big corporation
[00:55] SPEAKER_00: that in the time of Quebec Inc and the QSSP program.
[01:02] SPEAKER_00: So I ended up being exposed to lots of very successful Quebec entrepreneurs.
[01:08] SPEAKER_00: And from that point on, I ended up as a second step at Mobile Z, where I was adding the strategy
[01:15] SPEAKER_00: of transportation unit for a while, then moved to SIFT today and being in charge of new
[01:23] SPEAKER_00: entries for five, six years.
[01:26] SPEAKER_00: And from that point on, I was turning 40.
[01:29] SPEAKER_00: I was at that point of my life where I was questioning my interests into entrepreneurship.
[01:36] SPEAKER_00: So during my years at SIFT, I got to know a small company called Moment Factory that was
[01:42] SPEAKER_00: helping us do some events using new technologies, projection technologies.
[01:48] SPEAKER_00: And what was cool was that they were using the new projection technologies as a way
[01:53] SPEAKER_00: to present the imaginary world of SIFT today.
[01:57] SPEAKER_00: So we didn't have to do those SIFT designs, get the artists.
[02:03] SPEAKER_00: So we were using those Moment Factory to help us convey those magical worlds that are
[02:10] SPEAKER_00: those of SIFT today.
[02:11] SPEAKER_00: And it turned out to be a great opportunity for me to switch from a large company such
[02:17] SPEAKER_00: as SIFT to invest into Moment Factory and get back into entrepreneurship.
[02:24] SPEAKER_01: So tell us a little bit about Moment Factory.
[02:28] SPEAKER_01: I mean, how it began and some of its challenges to where it is today kind of thing.
[02:37] SPEAKER_00: Well, the company was founded around the notion of events.
[02:42] SPEAKER_00: At the time, Rays were pretty important throughout the world.
[02:47] SPEAKER_00: And Moment Factory was doing those events using the cool projection mapping technologies
[02:54] SPEAKER_00: using the latest technologies.
[02:57] SPEAKER_00: And at that point, it was an event-based company.
[03:01] SPEAKER_00: And when I joined, we tried to move from a more cyclical one-offs kind of projects to a more
[03:07] SPEAKER_00: permanent base of clients with whom we could continue the development of the company
[03:13] SPEAKER_00: yet adding a more stable base of projects.
[03:18] SPEAKER_01: This is a little bit different because here I am in Toronto.
[03:21] SPEAKER_01: And you're in Montreal.
[03:25] SPEAKER_01: And you know, Sanders and St. Marys is our host.
[03:29] SPEAKER_01: But you know, we were talking earlier about a national presence and the Toronto presence
[03:36] SPEAKER_01: for Moment Factory.
[03:38] SPEAKER_01: But I am interested in, you know, what are the benefits of doing business?
[03:43] SPEAKER_01: What's the most you can expect?
[03:45] SPEAKER_01: Just in Quebec, but in Canada, this is sort of, you know, where media, the big media lies
[03:53] SPEAKER_01: in LA, et cetera, et cetera.
[03:57] SPEAKER_01: I'm just interested in that.
[03:58] SPEAKER_00: Yeah.
[03:59] SPEAKER_00: Well, there's two angles to it.
[04:00] SPEAKER_00: The first one is obviously being in Canada.
[04:02] SPEAKER_00: And we learn very fast as an entrepreneur that the market is not in Canada or the bulk
[04:08] SPEAKER_00: of the potential is outside.
[04:10] SPEAKER_00: So you learn rapidly to be humble and try to export what you're doing.
[04:14] SPEAKER_00: So that's been part of the approach we've taken with Moment Factory.
[04:19] SPEAKER_00: We've been very aggressive in the way we promoted our projects through the different web
[04:26] SPEAKER_00: tools, YouTube, Vimeo, and so on.
[04:28] SPEAKER_00: And that has created lots of interest in our company.
[04:32] SPEAKER_00: Which regards to where we are finding the talent.
[04:35] SPEAKER_00: I mean, historically, Montreal has always been a pretty good creative hub with a video game
[04:41] SPEAKER_00: industry, with the special effect industry, theatrical industry.
[04:45] SPEAKER_00: We could bank on the talents that are around us here in Montreal.
[04:50] SPEAKER_00: I guess the challenge right now is more that it's more and more difficult because there's
[04:55] SPEAKER_00: so many companies in Montreal that have success.
[04:57] SPEAKER_00: So we're at a stage where we're refusing projects because we don't have the talent, because
[05:02] SPEAKER_00: we don't have the people who service them.
[05:04] SPEAKER_00: So we've announced that we would open an office in Toronto and begin to be more present in
[05:09] SPEAKER_00: Canada so to get more visibility to spread the news about the type of project we're doing
[05:16] SPEAKER_00: and attract talent to Moment Factory.
[05:19] SPEAKER_01: So moving away from the company a bit back to you, some of our best ideas come on the
[05:25] SPEAKER_01: least expected.
[05:27] SPEAKER_01: How do you disconnect, recharge?
[05:30] SPEAKER_01: What do you do to come up with that next innovation?
[05:36] SPEAKER_00: Well, I mean, it's interesting because we're three partners in this company.
[05:41] SPEAKER_00: So it's not a one individual story.
[05:44] SPEAKER_00: It's really about this company that has grown out of this humility of each individual
[05:50] SPEAKER_00: that resides in the fact that we cannot deliver a project on our own.
[05:54] SPEAKER_00: We need the help of other people around us.
[05:57] SPEAKER_00: So the innovation, the creativity comes at the intersection of those people around the
[06:02] SPEAKER_00: table.
[06:03] SPEAKER_00: So it's all about encouraging ideas.
[06:06] SPEAKER_00: It's all about encouraging innovation, pushing each other.
[06:09] SPEAKER_00: So part of the challenge, and I think that's what I feel is interesting with entrepreneurship.
[06:16] SPEAKER_00: It's more of a gang, a group of people approached in just a one individual notion.
[06:22] SPEAKER_00: I prefer to use the notion of entrepreneurship as a way of being than entrepreneurship as
[06:29] SPEAKER_00: being one individual that's pulling everybody.
[06:33] SPEAKER_00: So I think at Moment Factory we've been pushing very hard at creating this environment of
[06:38] SPEAKER_00: collaboration, of pushing each other, team playing, and so on.
[06:43] SPEAKER_01: Just getting down to the revenue side of it.
[06:46] SPEAKER_01: What specific tactics have helped you?
[06:49] SPEAKER_01: You've grown yourself to a pretty big company that helped you grow your revenue over the
[06:54] SPEAKER_01: past.
[06:55] SPEAKER_01: Let's say a couple of years basically.
[06:58] SPEAKER_00: Well the approach we've taken is obviously we're in the world of B2B essentially.
[07:03] SPEAKER_00: So it's a contract based company.
[07:06] SPEAKER_00: So each project is different.
[07:07] SPEAKER_00: Each project has its own milestones and performance parameters.
[07:12] SPEAKER_00: So what we're doing is really developing some kind of a structure of project whereby we
[07:18] SPEAKER_00: evaluate the price, the cost, and we build within our pricing, the contingency, and the
[07:24] SPEAKER_00: different costs so that we can build the client.
[07:29] SPEAKER_00: So the success of the company has been that we've been developing a very organized and
[07:37] SPEAKER_00: standardized process within the company so that an individual can do a number of different
[07:43] SPEAKER_00: project within the same week.
[07:45] SPEAKER_00: So the individual can work on a Madona show as well as an airport project and so on.
[07:52] SPEAKER_00: So what we've tried to do to scale the company was really to figure out a system underneath
[07:58] SPEAKER_00: the project that would be strong enough and standard enough so that people could move
[08:03] SPEAKER_00: around easily.
[08:05] SPEAKER_01: What's the greatest challenge you've faced in your business life to date?
[08:10] SPEAKER_00: Business life to date.
[08:12] SPEAKER_00: Wow.
[08:14] SPEAKER_01: You're onto a perennial business life.
[08:16] SPEAKER_01: Okay.
[08:17] SPEAKER_01: Let's take it down to a perennial business life.
[08:19] SPEAKER_00: Well, that's interesting because I started my career at Sikha and at the time I was
[08:26] SPEAKER_00: consulting the big company.
[08:28] SPEAKER_00: So it was all about the big money.
[08:30] SPEAKER_00: It was all about the big projects and the $100 million projects.
[08:35] SPEAKER_00: And moved to Bolivia where it was global company aerospace and train business.
[08:42] SPEAKER_00: I mean, your target and clients and even civil salay was also a pretty stable company.
[08:50] SPEAKER_00: Getting into moment factor at the time, my two partners were financing the company with
[08:55] SPEAKER_00: two credit cards.
[08:56] SPEAKER_00: Didn't have a line of credit.
[08:58] SPEAKER_01: I've done that.
[09:00] SPEAKER_00: Okay.
[09:00] SPEAKER_00: Well, that's part of the spirit of entrepreneurship, right?
[09:05] SPEAKER_00: So coming from a world where the whole notion of cash and availability of funds was just
[09:13] SPEAKER_00: a question of allocation of funds.
[09:16] SPEAKER_00: Was not necessarily the question of is there funds to pay the employees' money?
[09:21] SPEAKER_00: So I think for me, it was a very important milestone in my life coming back to the basics
[09:29] SPEAKER_00: of entrepreneurship.
[09:30] SPEAKER_00: So coming back to the notion of each dollar counts.
[09:34] SPEAKER_01: What's the best piece of advice you've ever received?
[09:38] SPEAKER_00: I was lucky in my life.
[09:40] SPEAKER_00: I was exposed to some very interesting mentors, Ivan Lea, one of the strategy professors
[09:50] SPEAKER_00: here in Montreal, Laurent Bourdeau, Guillaille-Diberté, and some of those guys kind of had
[09:58] SPEAKER_00: lots of influence on me in terms of the way to lead and the way to manage risk and the
[10:05] SPEAKER_00: way to look at the vision.
[10:08] SPEAKER_00: So somebody like Guillaille-Diberté, Laurent Bourdeau, for instance, would really stretch
[10:14] SPEAKER_00: in between the balance sheet and the vision.
[10:18] SPEAKER_00: So you would always be stretching between the two extremes.
[10:21] SPEAKER_00: And I guess through that, you would always balance the two.
[10:26] SPEAKER_00: You would not focus on one versus the other.
[10:28] SPEAKER_00: It was not a matter of a group focusing on one and another group focusing on the other
[10:33] SPEAKER_00: one.
[10:33] SPEAKER_00: It was really about the way you're behaving.
[10:37] SPEAKER_00: In your mindset, you always need to strike a balance in between those two poles.
[10:43] SPEAKER_01: Let's just go some fairly quick, rapid-fire type questions.
[10:48] SPEAKER_01: If you weren't doing what you do now, what would you be doing instead?
[10:53] SPEAKER_00: Well, at the time, I was looking to buy a skill.
[10:55] SPEAKER_00: Because I always thought that being an entrepreneur now needed to do something you'd love, and I
[11:00] SPEAKER_00: miskeered.
[11:01] SPEAKER_01: I am a man.
[11:03] SPEAKER_01: You still got time.
[11:05] SPEAKER_00: No, but that's very simple.
[11:06] SPEAKER_00: Because at the time when I lived today, I was looking for option.
[11:09] SPEAKER_00: I was in between moment factory and certain skills in the township.
[11:13] SPEAKER_00: And those are the two were so interesting and different and so on.
[11:19] SPEAKER_00: But the basic of it was entrepreneurship.
[11:22] SPEAKER_01: What book are you currently reading?
[11:24] SPEAKER_00: I'm reading the Edison biography.
[11:28] SPEAKER_00: And what's cool about it is that obviously Edison invented the light bulb.
[11:34] SPEAKER_00: So for moment factory, it's so pertinent to understand this story of this guy because it's
[11:41] SPEAKER_00: why we exist today.
[11:44] SPEAKER_01: You know, are there any other books that you've read that from entrepreneurial perspective
[11:50] SPEAKER_01: that you think our audience should grab and read and learn from it?
[11:57] SPEAKER_00: Yeah, obviously, Jobs is one that's very interesting.
[12:00] SPEAKER_00: And I'm sure lots of people have talked about it.
[12:04] SPEAKER_00: But I guess C also is an interesting one.
[12:08] SPEAKER_00: I love Sapiens.
[12:11] SPEAKER_00: And I'm currently reading the David Bowie biography because as you know, moment factory
[12:17] SPEAKER_00: is an entertainment company.
[12:19] SPEAKER_00: And part of it is about the creativity and how you push creativity in a company like ours
[12:25] SPEAKER_00: is also important.
[12:26] SPEAKER_00: So those are the kind of books that I find very interesting for entrepreneurs.
[12:31] SPEAKER_01: Have you had to pick one word or maybe to describe yourself?
[12:36] SPEAKER_01: What would it be and why?
[12:39] SPEAKER_00: Pushing the boundaries.
[12:41] SPEAKER_00: I'm always looking at pushing the boundaries.
[12:44] SPEAKER_00: I think the way I look at things is always, is there something I don't know I should
[12:49] SPEAKER_00: know?
[12:49] SPEAKER_00: Is there something beyond what's the traditional way of looking at things?
[12:55] SPEAKER_01: So what's keeping you up at night?
[12:57] SPEAKER_01: Talent.
[12:58] SPEAKER_01: Talent.
[12:59] SPEAKER_01: Is that an educational thing in Canada or is it just the US force too strong?
[13:07] SPEAKER_00: It's a combination of things.
[13:09] SPEAKER_00: I cannot imagine that there's one issue.
[13:13] SPEAKER_00: I'm sure education have some difficulty adapting to these new trends.
[13:19] SPEAKER_00: So that's a, obviously, the money being paid to those kids to work on these unicorns and
[13:28] SPEAKER_00: so on.
[13:29] SPEAKER_00: I mean, that's very difficult to compete on that basis.
[13:32] SPEAKER_00: And I guess if we were looking at the longer run of things, we've got to,
[13:39] SPEAKER_00: continue to develop our talent, continue to push for it.
[13:43] SPEAKER_00: And then in the meantime, making sure that those companies that we're created in Canada,
[13:47] SPEAKER_00: we keep them.
[13:48] SPEAKER_01: Is it sort of a diminishment in provincial and federal government in the industry and
[13:57] SPEAKER_01: historically in the past, you know, you're not as old as me, but we're both old enough
[14:02] SPEAKER_01: to know when there was a lot more tax support than there is now.
[14:09] SPEAKER_01: Is that biting into business here?
[14:14] SPEAKER_00: No, well, obviously, I mean, it could help in some ways, but I think we don't do enough
[14:21] SPEAKER_00: of a good job in promoting our successes in Canada across Canada.
[14:25] SPEAKER_00: I think if we were to show a little bit more of the successes of some of the companies
[14:31] SPEAKER_00: here in Canada, maybe the young talent would stay here.
[14:36] SPEAKER_00: I mean, it's very interesting once you understand more the those cool little companies that
[14:44] SPEAKER_00: are growing up in Canada, but those are the best kept secret.
[14:48] SPEAKER_00: We tend to use the media to support more like traditional political things instead of
[14:54] SPEAKER_00: encouraging the young folks that are not following the news to go and learn about these things.
[15:00] SPEAKER_00: And the media, the social media are doing an extremely good job at going global and
[15:07] SPEAKER_00: promoting global stuff.
[15:09] SPEAKER_00: You need to fight against that.
[15:11] SPEAKER_01: Moving back to you, entrepreneurs, why are different, differently?
[15:16] SPEAKER_00: Oh, well, I think so.
[15:18] SPEAKER_00: I think so.
[15:19] SPEAKER_00: I mean, Roger Midair, who's a professor I had the chance to work with was telling me the
[15:25] SPEAKER_00: entrepreneur is not that the entrepreneur doesn't seriously, because the entrepreneur's
[15:30] SPEAKER_00: to see the risks differently, where other people don't see the same risk.
[15:34] SPEAKER_00: So I think part of it has to do with that.
[15:37] SPEAKER_00: You need to, there are some risks, but you need to see the risks somewhere else, because
[15:42] SPEAKER_00: if you see it the same way than the other, you will not be an entrepreneur.
[15:46] SPEAKER_01: You are mourning or an evening person.
[15:49] SPEAKER_00: I used to be an evening person.
[15:51] SPEAKER_00: I'm more and more of a morning person.
[15:53] SPEAKER_01: I'm afraid from a fact that we started this eight o'clock this morning.
[15:56] SPEAKER_01: Yeah.
[15:56] Speaker UNKNOWN: 
[15:59] SPEAKER_00: It's funny, you say that, because I kind of changed my routine as I was in Europe every
[16:06] SPEAKER_00: two weeks for two weeks.
[16:08] SPEAKER_00: So I've been sharing my time in between Montreal and Paris.
[16:12] SPEAKER_00: Given the fact that we've got an activity there, I tried to maintain a morning base.
[16:19] SPEAKER_00: And obviously with a creative company where people show up at nine thirty ten o'clock, it's
[16:23] SPEAKER_00: good to be early, so to prepare your day while the kids and the young talent are not
[16:29] SPEAKER_00: still at the office.
[16:30] SPEAKER_00: So that's part of it.
[16:31] SPEAKER_01: I get that.
[16:33] SPEAKER_01: What's your favorite place in the world and why?
[16:35] SPEAKER_01: And you've been in some great places, I'm sure.
[16:39] SPEAKER_00: I like to say to people that the Bay of Naples, Nepadie, is perhaps for me the most interesting
[16:47] SPEAKER_00: place in the world for the historical aspect, the city of Naples, Sorrento and the history
[16:56] SPEAKER_00: with the Pompeii and so on.
[17:00] SPEAKER_00: And with the gorgeous islands, Iskia and Capri and so on.
[17:05] SPEAKER_00: I mean, within a very limited area, you've got access to so many elements of life, of
[17:12] SPEAKER_00: our culture, of everything that has influenced us.
[17:18] SPEAKER_01: Moving back to you, what are the three non-negotiables that have to happen in your case in your
[17:27] SPEAKER_01: morning routine?
[17:29] SPEAKER_00: Well, I need and I've learned that I need a good rest.
[17:34] SPEAKER_00: So the morning, if I didn't sleep well, will be an issue.
[17:37] SPEAKER_00: So if I start on the wrong foot because of a lack of sleep will not be a good day.
[17:44] SPEAKER_00: Be a good breakfast.
[17:47] SPEAKER_00: When I was young, I was starting with nothing in my stomach and I learned that it would
[17:52] SPEAKER_00: impact your day.
[17:54] SPEAKER_00: So I really put in your gene, making sure that I eat well in the morning.
[18:00] SPEAKER_00: And the third thing is to know what's going to be the first thing to do in the morning.
[18:04] SPEAKER_00: I add this great advice.
[18:05] SPEAKER_00: You were asking earlier about advice I got from one of my mentors, Jean-Glaib Long,
[18:11] SPEAKER_00: was running the bonbez, he transferred at the time.
[18:13] SPEAKER_00: He said, why don't you do the toughest thing earlier in the morning?
[18:17] SPEAKER_00: So do the tough stuff in the morning, the first thing in the morning, so that then you
[18:22] SPEAKER_00: feel good about it, you've done it.
[18:24] SPEAKER_00: It's the toughest thing to do.
[18:25] SPEAKER_00: So you need your brain to be pretty awake, do them and then the rest of the day will be
[18:30] SPEAKER_00: easy.
[18:31] SPEAKER_00: And I'm still using that recommendation.
[18:35] SPEAKER_01: I kind of do that myself, yeah.
[18:37] SPEAKER_00: So that's why you were doing it this morning?
[18:39] Speaker UNKNOWN: Yeah, yeah.
[18:43] SPEAKER_01: Okay, all right.
[18:44] SPEAKER_01: So this is something we ask everybody, okay?
[18:47] SPEAKER_01: So there's a beautiful tropical island in the middle of the ocean.
[18:51] SPEAKER_01: There's only one phone booth and no internet.
[18:53] SPEAKER_01: We drop you off there with no technology.
[18:56] SPEAKER_01: At any time you can use the phone booth, pick up the phone and we'll come back and pick
[19:01] SPEAKER_01: you up.
[19:02] SPEAKER_01: How long do you last before you make that phone call?
[19:05] SPEAKER_01: And what would you do?
[19:07] SPEAKER_00: Well, you know, I'm a diver.
[19:10] SPEAKER_00: So I like the motion of, and the way you were presenting it, I was picturing myself
[19:15] SPEAKER_00: in Zemimi on the coast west of Okinawa.
[19:20] SPEAKER_00: And you know what?
[19:22] SPEAKER_00: I could stay there for a while without having to call anybody.
[19:28] SPEAKER_00: I mean, I'm the kind of guy that can be alone for a while.
[19:33] SPEAKER_00: I've got my little property where I do woods during the weekend.
[19:38] SPEAKER_00: So I love my solitude and it's important for me for my balance.
[19:42] SPEAKER_00: So I don't know if it answers your question, but I think I could get on for a while there.
[19:48] SPEAKER_00: Yeah.
[19:49] SPEAKER_01: You know, you're the first person that hasn't put a time limit on it.
[19:55] SPEAKER_01: That's really interesting.
[19:57] SPEAKER_01: First person I've interviewed that hasn't put a time limit on it.
[20:00] SPEAKER_01: Okay, we're kind of coming to the end here, okay?
[20:04] SPEAKER_01: But I always ask, we have lots of lists, lots of entrepreneurs.
[20:08] SPEAKER_01: How could they get a hold of you?
[20:10] SPEAKER_01: And the other thing is, have I missed something that you want to add?
[20:13] SPEAKER_00: No, I mean, you know, I'm always puzzled by the poor level of entrepreneurship in Canada
[20:22] SPEAKER_00: and in Quebec and in Montreal.
[20:24] SPEAKER_00: And I'm always puzzled by this encouragement of these one individual entrepreneurship.
[20:32] SPEAKER_00: I think it's all about the gang.
[20:33] SPEAKER_00: It's all about the people coming together and doing a project together.
[20:37] SPEAKER_00: So for me, I mean, entrepreneurs should think about sharing risks with others and bouncing
[20:42] SPEAKER_00: ideas.
[20:43] SPEAKER_00: And that's how the best I've come up.
[20:44] SPEAKER_00: And that's how you manage your personal drive, having other people reinforce your ideas.
[20:50] SPEAKER_00: So in my reading of all the most interesting successes around me and entrepreneurship being
[20:57] SPEAKER_00: the Broadway family, the Bombay family being the seven-setting group of six and even moment
[21:04] SPEAKER_00: factor with the tree of us.
[21:07] SPEAKER_00: I mean, that's really what's cool about entrepreneurship is doing it in a...
[21:12] SPEAKER_00: in gangs.
[21:14] SPEAKER_01: And can people get a hold of you via LinkedIn, via a website?
[21:17] SPEAKER_00: I'm on LinkedIn, so pretty easy to connect.
[21:22] SPEAKER_00: And on the website, my name is on the website, so it's easy, very curious to hear more about
[21:28] SPEAKER_00: other entrepreneurs in Canada.
[21:31] SPEAKER_01: Well, thanks for coming on the Canada's podcast.
[21:33] SPEAKER_01: It's been really interesting and talent, talent, talent.
[21:37] SPEAKER_01: It's what makes it successful.
[21:39] SPEAKER_01: I can't kind of with it on that one.
[21:41] Speaker UNKNOWN: That's not right.
[21:43] SPEAKER_01: Thanks everyone for taking the time today to listen to Toronto's podcast on the Canada's
[21:47] SPEAKER_01: podcast network.
[21:49] SPEAKER_01: I hope you enjoyed the podcast today.
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[21:56] SPEAKER_01: You can connect with us on Twitter, Facebook, Instagram, LinkedIn or at CanadaSpodcast.com
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[22:05] SPEAKER_01: You can also check out what other entrepreneurs are doing across the country.
[22:09] SPEAKER_01: I'll see you next time.