WEBVTT - Earn Easy Rewards with Drop App 0:00:04.680 --> 0:00:07.640 A new app helps you get rewards just by signing 0:00:07.760 --> 0:00:08.719 up with your bank account. 0:00:08.720 --> 0:00:09.440 I'm Rich Dimiro. 0:00:09.600 --> 0:00:13.160 This is Rich on Tech with me today is Derek Fung. 0:00:13.280 --> 0:00:16.479 He is the co founder and CEO of Drop. This 0:00:16.640 --> 0:00:19.400 is an app that's kind of like a rewards program, 0:00:19.440 --> 0:00:22.239 but for everything that you buy. So, Derek, thanks for 0:00:22.280 --> 0:00:22.639 joining me. 0:00:22.680 --> 0:00:23.640 Oh thanks for having me Rich. 0:00:23.920 --> 0:00:26.119 So I just explained Drop, but you can do it 0:00:26.200 --> 0:00:28.840 much better. So explain to me what Drop the app 0:00:28.880 --> 0:00:29.360 is all about. 0:00:29.480 --> 0:00:29.680 Yeah. 0:00:29.800 --> 0:00:32.800 Drop is an intelligent mobile app in which you link 0:00:32.840 --> 0:00:35.640 your debit and credit cards you download from the app store. 0:00:35.680 --> 0:00:37.959 You link your cards and right after you link, you're 0:00:38.000 --> 0:00:42.040 able to earn points with companies like Uber, Starbucks, Swarby, Parker, 0:00:42.560 --> 0:00:45.720 Jet dot com. And you earn Drop points and you 0:00:45.760 --> 0:00:47.960 can redeem the points directly in the app with a 0:00:48.520 --> 0:00:53.120 simple press of a button. You can redeem the points 0:00:53.120 --> 0:00:55.880 for Starbucks coffee, you can buy something on Amazon, you 0:00:55.880 --> 0:00:59.000 can buy some you know, Duncan Donuts. There's a ton 0:00:59.040 --> 0:01:02.840 out of great reward partners and it's all possible through 0:01:02.880 --> 0:01:03.560 our app. 0:01:03.840 --> 0:01:05.039 Okay, so let me get this straight. 0:01:05.080 --> 0:01:08.000 So I sign up with my bank account, link those 0:01:08.160 --> 0:01:10.959 and then so what I is it are the rewards 0:01:11.000 --> 0:01:12.680 based on what I spend. So let's say you see 0:01:12.680 --> 0:01:15.520 that I bought something at Starbucks, Yeah, five dollars yep. 0:01:15.600 --> 0:01:17.039 Do I get points based on that? 0:01:17.480 --> 0:01:18.160 Yeah? Exactly. 0:01:18.240 --> 0:01:21.000 So both the offers you have on the platform and 0:01:21.040 --> 0:01:23.760 also the rewards are targeted to the consumer based on 0:01:24.080 --> 0:01:25.800 what they want, you know, where they spend, and what 0:01:25.880 --> 0:01:28.240 brands that they like. But I'd say that the rewards 0:01:28.240 --> 0:01:31.840 are very you know, mainstream companies like Starbucks in which 0:01:31.880 --> 0:01:35.160 consumers are you know, spending at every single day. So 0:01:35.440 --> 0:01:38.959 something as simple as a coffee to something as extravagant 0:01:39.040 --> 0:01:41.560 as a flight with you know, American Airlines, which is 0:01:41.560 --> 0:01:43.040 another one of our rewards partners. 0:01:43.120 --> 0:01:44.920 Wow, I probably need to spend a lot to do that. 0:01:45.600 --> 0:01:48.400 So if I'm so, am I getting a reward for 0:01:48.440 --> 0:01:49.880 Starbucks for spending at Starbucks? 0:01:49.920 --> 0:01:51.440 Or am I getting rewards? 0:01:51.440 --> 0:01:53.360 Like let's say I go to like Abercrombie and Fitch 0:01:53.360 --> 0:01:55.280 and buy fifty dollars worth? Do I get then to 0:01:55.320 --> 0:01:57.120 redeem that towards a Starbucks gift card? 0:01:57.200 --> 0:02:00.760 Yeah? It's a crossword platforms, So think of drop points 0:02:00.760 --> 0:02:01.440 as a currency. 0:02:01.480 --> 0:02:03.120 It's a very open ecosystem. 0:02:03.520 --> 0:02:05.640 It's not closed off like some of the other programs 0:02:05.640 --> 0:02:08.560 out there that sort of you know, try to lead you. 0:02:08.520 --> 0:02:09.880 To spend with specific stores. 0:02:09.880 --> 0:02:12.240 Like we really are trying to build a very open 0:02:13.480 --> 0:02:16.119 network in which you can earn it, you know, by 0:02:16.120 --> 0:02:16.760 taking ubers. 0:02:16.760 --> 0:02:17.360 You can earn. 0:02:17.200 --> 0:02:20.079 Points from you know, traveling and you can use them 0:02:20.080 --> 0:02:22.960 on coffee, or you can earn points on coffee and use. 0:02:22.880 --> 0:02:24.960 It for a nice T shirt. 0:02:25.120 --> 0:02:27.400 And so it's a really you know, flexible model that 0:02:27.440 --> 0:02:28.160 we've built. 0:02:28.080 --> 0:02:30.560 And I earn points based on the places I spend 0:02:30.560 --> 0:02:33.240 that if you have a deal with those places, like 0:02:33.320 --> 0:02:34.720 basically that's where I'm going to earn. 0:02:34.600 --> 0:02:36.280 Those points exactly exactly. 0:02:36.320 --> 0:02:39.280 So it's everything from spending to even you could walk 0:02:39.320 --> 0:02:41.720 your dog and earn points. With some of our partners, 0:02:42.120 --> 0:02:47.000 you can you know try out orby Parker Sunglasses and 0:02:47.080 --> 0:02:49.799 so whether you've spent there before or not. Like we're 0:02:49.880 --> 0:02:53.600 essentially driving consumers to really engage with a lot of 0:02:53.639 --> 0:02:58.360 these really neat and and you know new age brands 0:02:58.360 --> 0:03:01.080 that we've partnered with like to just really quick, easy 0:03:01.120 --> 0:03:03.480 to consume content and that's how we've built Drop. It's 0:03:03.520 --> 0:03:06.480 like a very light touch, seamless works in the background. 0:03:06.480 --> 0:03:08.960 It's literally you could even you know, you could forget 0:03:08.960 --> 0:03:10.800 about it. You come back and you have points. 0:03:10.840 --> 0:03:12.880 So I was gonna say, that's almost a problem for 0:03:12.919 --> 0:03:15.239 you guys, that it is so set and forget, because 0:03:15.320 --> 0:03:16.880 you want people to come back to your app for 0:03:16.880 --> 0:03:19.400 two reasons a too ce Like I'm assuming there's like 0:03:19.639 --> 0:03:22.160 bonus offers where you can get like more points if 0:03:22.200 --> 0:03:24.320 you do something that's sort of targeted from one of 0:03:24.360 --> 0:03:28.400 your advertisers, or you want to see how many points 0:03:28.400 --> 0:03:28.600 you have. 0:03:28.760 --> 0:03:30.000 So those are the two reasons. 0:03:29.720 --> 0:03:31.680 You might come back to the app, right, Yeah, exactly. 0:03:31.720 --> 0:03:36.720 So we understand that you know, the simplicity could even work, 0:03:36.760 --> 0:03:39.160 you know, has worked against us, and we want consumers 0:03:39.200 --> 0:03:41.400 to keep coming back. So what do everything from the 0:03:41.840 --> 0:03:45.720 standard notifications and email, But we're actually rolling at a 0:03:45.720 --> 0:03:49.880 really neat feature which which will involve video and influences 0:03:49.960 --> 0:03:53.160 within drop to pull consumers back into the app and 0:03:53.200 --> 0:03:56.000 really you know, they'll be talking about the products and 0:03:56.040 --> 0:03:58.880 the brands that we showcase and it'll be done through video. 0:03:59.320 --> 0:04:02.240 And I think a big movement we saw in twenty 0:04:02.280 --> 0:04:06.040 seventeen was you know, HQ Trivia obviously was a big hit, 0:04:06.240 --> 0:04:09.240 and it really showed that these consumer. Consumers are hungry 0:04:09.280 --> 0:04:13.040 for new ways to consume content to spend, and you know, 0:04:13.040 --> 0:04:16.919 they want quick and there's there's a major what we 0:04:17.000 --> 0:04:19.520 call fomo where it can you know, oh, all my 0:04:19.520 --> 0:04:21.280 friends are on this app and they're all opening at 0:04:21.279 --> 0:04:24.440 the same time. I think there's a lot of opportunities 0:04:24.440 --> 0:04:26.960 for new tech companies to really explore these new ways 0:04:26.960 --> 0:04:30.520 to engage consumers, and I think it'll be you know, 0:04:30.680 --> 0:04:32.280 exciting for us as we roll out some of these 0:04:32.279 --> 0:04:33.159 new features this year. 0:04:33.400 --> 0:04:36.240 Who is your competition? Is it punch cards? Is it Starbucks' 0:04:36.240 --> 0:04:37.279 own loyalty program? 0:04:37.360 --> 0:04:38.039 What's Yeah. 0:04:38.040 --> 0:04:40.320 I think it's a combination of. 0:04:41.920 --> 0:04:44.760 Retailers and the Starbucks of the world, as you mentioned, 0:04:44.760 --> 0:04:47.840 having their own programs, and as a consumer, I think 0:04:47.880 --> 0:04:50.239 we're just competing for mindshare. I think as a consumer 0:04:50.279 --> 0:04:52.599 there's like only so many apps you can have on 0:04:52.640 --> 0:04:55.200 your phone. There's only so many points programs you can 0:04:55.240 --> 0:04:56.680 spend time trying to figure. 0:04:56.440 --> 0:04:57.880 Out and maximize. 0:04:58.279 --> 0:05:01.520 I think so it's a combination of both the retailer's 0:05:01.720 --> 0:05:05.520 proprietary programs and also credit card programs. But the beauty 0:05:05.520 --> 0:05:07.680 of Drop is we're built on top of that and 0:05:08.400 --> 0:05:11.320 you can double dip you can triple dip. I think 0:05:11.400 --> 0:05:14.720 ultimately it's just getting that time from the consumer that's 0:05:14.760 --> 0:05:15.880 becoming so important. 0:05:16.160 --> 0:05:18.360 Is Starbucks one of your can I get points for Starbucks? 0:05:18.360 --> 0:05:20.080 You can get points for Starbucks and you can so 0:05:20.120 --> 0:05:22.760 I can get points from Starbucks at their program Yeah, 0:05:23.080 --> 0:05:25.080 gold Stars, what if they call it? I get points 0:05:25.080 --> 0:05:27.080 on your program on drop and then on my credit 0:05:27.080 --> 0:05:29.560 card spending the money at Starbucks, I get triple dip. 0:05:29.640 --> 0:05:31.440 So that's triple triple? Is that as far as I 0:05:31.440 --> 0:05:33.000 can go? Is there any more than the triple There may. 0:05:32.920 --> 0:05:37.880 Be some secret Easter egg out you know, secrets out there, 0:05:37.920 --> 0:05:40.200 but that's the that's the big triple dip. 0:05:40.640 --> 0:05:40.839 Yeah. 0:05:41.240 --> 0:05:43.640 And tell me about redemption of these rewards. I know 0:05:43.680 --> 0:05:45.080 we kind of went into that a little bit. But 0:05:45.200 --> 0:05:46.960 so I build up what certain amount of points, A 0:05:47.000 --> 0:05:48.120 thousand points. 0:05:47.920 --> 0:05:50.960 Yeah, a thousand points is a dollar and the first 0:05:51.560 --> 0:05:54.320 the lowest reward you can get is a five dollars 0:05:54.520 --> 0:05:57.960 at Starbucks. And so where we've built the program very 0:05:57.960 --> 0:06:00.159 differently is a lot of the bigger main strea in 0:06:00.200 --> 0:06:04.880 programs actually they want consumers to save up because a 0:06:04.880 --> 0:06:07.520 lot of times consumers they don't want consumers to redeem. 0:06:07.600 --> 0:06:10.719 It's a concept called breakage in the loyalty industry, and 0:06:11.120 --> 0:06:13.480 we send to ourselves, Hey, if we're gonna create a 0:06:13.480 --> 0:06:16.160 an app and a product that's consumer centric, then we 0:06:16.200 --> 0:06:18.680 don't want breakage. We want consumers very quickly to redeem 0:06:18.680 --> 0:06:20.600 and get that first for board. So once you get 0:06:20.600 --> 0:06:23.000 to five thousand points, then you can redeem your first Starbucks. 0:06:23.720 --> 0:06:26.039 You can get to that first five thousand points by 0:06:26.200 --> 0:06:29.839 spending you know, every dollar you can earn points with 0:06:29.839 --> 0:06:33.440 with retailers, retailers like Loomingdale's or Forever twenty one or 0:06:33.440 --> 0:06:36.000 even Warby Parker, or you can try out some of 0:06:36.000 --> 0:06:36.800 these new services. 0:06:36.800 --> 0:06:40.159 So oh, you know, try a Casper, or sign. 0:06:40.040 --> 0:06:45.120 Up for Harry's Razors, or try out this new wag 0:06:45.520 --> 0:06:48.679 walk your dog and you'll get doing you know, twenty 0:06:48.720 --> 0:06:50.360 dollars worth a points, fifty dollars worth the points. A 0:06:50.400 --> 0:06:54.480 lot of the financial services companies, instead of spending money 0:06:54.520 --> 0:06:57.120 on Facebook ads, they'll give us, you know, they'll they'll 0:06:57.120 --> 0:06:59.520 work with us and you'll see an offer. Oh, try 0:06:59.520 --> 0:07:03.120 out this new Capital one credit card and earn you know, 0:07:03.600 --> 0:07:06.359 over one hundred dollars worth a point. So it ranges, 0:07:06.440 --> 0:07:08.920 but you can get there, you know, really really quickly. 0:07:09.520 --> 0:07:11.440 You can also invite your friends, and there's other ways 0:07:11.440 --> 0:07:13.720 certain points as well in the platform. 0:07:13.760 --> 0:07:15.680 And you said you were number two in the app 0:07:15.720 --> 0:07:17.680 store at some point. Yeah, I looked at the app store. 0:07:17.680 --> 0:07:20.560 You have thousands of ratings. Yeah, I mean lots and lots, 0:07:20.560 --> 0:07:24.640 so clearly people are using this. I mean that's that's 0:07:24.640 --> 0:07:27.600 pretty impressive. Are you impressed at the success? 0:07:28.320 --> 0:07:28.560 Again? 0:07:28.800 --> 0:07:31.320 I think to myself, like, there's it's a no brainer. 0:07:31.320 --> 0:07:33.600 Why would a consumer not want to use the product? 0:07:34.240 --> 0:07:37.160 And I think, as I said before, the biggest challenge 0:07:37.240 --> 0:07:38.640 is there's just so much noise out there. 0:07:38.640 --> 0:07:39.600 There's so many apps. 0:07:40.000 --> 0:07:43.680 Consumers are deleting apps at a more rapid rate than 0:07:43.680 --> 0:07:46.600 ever before. So I think it's just that that much 0:07:46.600 --> 0:07:49.240 more important to stay relevant. And we believe that to 0:07:49.280 --> 0:07:52.520 really stay relevant as a you know, direct to consumer 0:07:52.560 --> 0:07:55.080 brand these days is just to be transparent. Tell them 0:07:55.160 --> 0:07:58.160 up front, hey, you're exchanging your data and we're gonna 0:07:58.160 --> 0:08:01.880 provide you value. And it's really you know, building a lifestyle, 0:08:02.760 --> 0:08:05.680 lifestyle company, a lifestyle brand that resonates with them, that 0:08:05.720 --> 0:08:09.680 they can experience every single day, and and you know, 0:08:09.760 --> 0:08:14.000 it's it's a very well well used saying, but it's 0:08:14.000 --> 0:08:17.640 this concept of oh, millennials want experiences. So hey, you know, 0:08:17.960 --> 0:08:20.800 I don't want to just redeem for you know, a 0:08:20.840 --> 0:08:23.840 gift card. Let's let's have more aspirational rewards. And we're 0:08:23.960 --> 0:08:27.119 working on a ton of both aspirational rewards and also 0:08:27.640 --> 0:08:30.560 status and VIP. So imagine you show your Drop app 0:08:30.560 --> 0:08:32.680 and you get you know, whether it's line bypass or 0:08:32.720 --> 0:08:36.640 access to special lounges. And so that's the direction that 0:08:36.679 --> 0:08:39.600 we're really trying to head in twenty eighteen and onwards. 0:08:39.800 --> 0:08:40.440 You can do a lot. 0:08:40.480 --> 0:08:42.559 I mean, there's so much because people love they love 0:08:42.600 --> 0:08:46.080 the frequent flyer programs. They love people love loyalty programs 0:08:46.240 --> 0:08:48.640 because you're a customer of a business and you want 0:08:48.720 --> 0:08:49.679 to be rewarded for that. 0:08:49.720 --> 0:08:51.920 Exactly. The average years household is a member of over 0:08:51.960 --> 0:08:53.480 twenty nine. So they love it. 0:08:53.559 --> 0:08:55.840 But I think they love it too much in that 0:08:56.280 --> 0:08:58.520 you know, your wallet is only so big, and so 0:08:58.600 --> 0:09:00.439 I think we'll start to see a lot of concernsolidation. 0:09:00.600 --> 0:09:03.840 And really we're at the epicenter of a lot of 0:09:03.840 --> 0:09:06.199 that consolidation because Drop, you know, we pride ourselves in 0:09:06.520 --> 0:09:09.000 cross merchant. You can spend at one place and redeem 0:09:09.000 --> 0:09:11.760 it another and I think ultimately that's what the consumers want. 0:09:11.760 --> 0:09:12.440 They want freedom. 0:09:12.800 --> 0:09:14.600 It just made me think of two things real quick. 0:09:14.640 --> 0:09:17.199 First off, I remember when all these loyalty programs started 0:09:17.240 --> 0:09:19.640 taking off. I had like all of them on my keychain, 0:09:19.679 --> 0:09:20.520 and so did everyone else. 0:09:20.600 --> 0:09:21.360 Yeah, and it just. 0:09:21.320 --> 0:09:23.679 Became ridiculous, you know, because you'd be like, okay, I 0:09:23.760 --> 0:09:25.280 And there came a point when I actually took them 0:09:25.280 --> 0:09:26.520 all off and I said, you know what, I'm not 0:09:26.559 --> 0:09:28.560 doing this. I'm not putting all these on my key chains. 0:09:28.640 --> 0:09:30.440 Is they were just taking up a ton of space. 0:09:30.480 --> 0:09:31.760 And you know, you can use your phone number for 0:09:31.760 --> 0:09:34.280 some of them. But I think you just made me 0:09:34.280 --> 0:09:36.679 think of plenty, which they tried to consolidate a lot 0:09:36.679 --> 0:09:37.199 of these things. 0:09:37.200 --> 0:09:40.200 But I feel like they failed in a miserable way. 0:09:40.000 --> 0:09:42.840 They literally failed. They're shutting down in July. Oh, they 0:09:42.880 --> 0:09:44.680 just announced that they're shutting down the program. 0:09:44.880 --> 0:09:47.800 Okay, because I just I mean, it was so complicated, 0:09:47.800 --> 0:09:50.920 like something I do, like get gas at Exon. There's 0:09:51.000 --> 0:09:52.800 no way I could ever and I get gas there 0:09:52.840 --> 0:09:54.560 all the time. There's no way I could figure out 0:09:54.640 --> 0:09:57.439 how to redeem or put my points or get my points, 0:09:57.880 --> 0:09:59.679 couldn't scan anything. I didn't know what the number. The 0:09:59.760 --> 0:10:02.840 number was like twenty five digits long. Yeah, so you 0:10:02.960 --> 0:10:04.319 learn from their mistakes. 0:10:04.440 --> 0:10:08.960 Yeah, I'd say, you know, we're very very familiar with plenty. 0:10:09.559 --> 0:10:12.920 We were we were building our programs and looking to 0:10:13.000 --> 0:10:17.440 roll out, you know, in the very similar time horizon. 0:10:17.559 --> 0:10:19.320 But I think where they were very different is they 0:10:19.320 --> 0:10:22.280 took the traditional approach. And the traditional approach is, hey, 0:10:22.679 --> 0:10:26.720 let's find three to five what they call anchor retailers. 0:10:26.760 --> 0:10:28.760 So they had Macy's, they had excellent mobile at and 0:10:28.800 --> 0:10:33.280 t let's convince their cmos to you know, give up 0:10:33.280 --> 0:10:37.520 half their marketing budget to replace their programs with art 0:10:37.600 --> 0:10:40.559 with you know whatever we're pitching them, and let's convince 0:10:40.600 --> 0:10:41.280 them to allow. 0:10:41.120 --> 0:10:42.640 Us to put signage in stores. 0:10:43.160 --> 0:10:47.000 And for the consumer, it's confusing and you're you're limited 0:10:47.000 --> 0:10:49.760 by and they have exclusivity, so you can only have 0:10:49.800 --> 0:10:52.840 one gas station, one this retailer, one pharmacy that right 0:10:52.880 --> 0:10:56.080 aid and they went the traditional card approach, and I 0:10:56.080 --> 0:10:59.280 think it was just confusing. I think the challenge with 0:10:59.320 --> 0:11:02.640 them too is such big retailers and as I said before, 0:11:02.840 --> 0:11:06.439 like a lot of these financial institutions oftentimes have these 0:11:06.480 --> 0:11:11.360 relationships already built with these retailers, whereby it's hard for 0:11:11.400 --> 0:11:14.240 them to build a truly consumer centric model because you 0:11:14.320 --> 0:11:15.800 have all these merchants saying, oh, but what about what 0:11:15.960 --> 0:11:16.440 what about us? 0:11:16.480 --> 0:11:17.640 What about ask? We like, we want to get our 0:11:17.640 --> 0:11:18.839 email out to the base. 0:11:19.400 --> 0:11:21.920 So it's just a very tough model that has worked 0:11:21.960 --> 0:11:24.680 in other countries around the world. But I think why 0:11:24.720 --> 0:11:26.679 it didn't really take off in the US is it's 0:11:26.679 --> 0:11:30.320 so fragmented as well. You won't find as many you know, 0:11:30.360 --> 0:11:32.280 write aids on the West Coast as the East, or 0:11:32.400 --> 0:11:35.160 vice versa, or you know, there's just so many different 0:11:35.200 --> 0:11:38.040 types of these grossers and retailers that it's very hard 0:11:38.080 --> 0:11:39.160 to scale. 0:11:39.720 --> 0:11:41.760 If you're a Verizon customer and AT and T is 0:11:41.760 --> 0:11:46.199 one of their main you know, uh, you know programs, 0:11:46.240 --> 0:11:47.960 you're just like not interested at the beginning, so like, 0:11:47.960 --> 0:11:49.800 we're not going to earn all those points for exactly 0:11:49.840 --> 0:11:50.480 from Verizon. 0:11:51.679 --> 0:11:53.360 All right, So what's the website? How do I find 0:11:53.400 --> 0:11:53.680 the app? 0:11:54.360 --> 0:11:56.000 Uh? Earn withdrop dot com. 0:11:56.000 --> 0:11:57.720 But the easiest way really is just to pull up 0:11:57.760 --> 0:11:59.760 in the pull up in the app store, type and 0:11:59.800 --> 0:12:02.800 D will be the first one download link your cards, 0:12:02.920 --> 0:12:06.400 start earning points in minutes and redeem your points in 0:12:06.640 --> 0:12:09.000 days and even the same. 0:12:08.840 --> 0:12:09.480 Day if you want. 0:12:09.640 --> 0:12:11.600 And the easiest way to do that is just invite 0:12:11.600 --> 0:12:13.600 your friends on the on the platform and you can 0:12:13.640 --> 0:12:15.720 earn points for referring friends as well. 0:12:15.920 --> 0:12:17.600 Nice Android and iOS. 0:12:17.679 --> 0:12:21.160 Again, the app is named drop and so I can 0:12:21.200 --> 0:12:22.559 get the points I've got that. 0:12:22.800 --> 0:12:25.400 Can I link more than one bank account. 0:12:25.440 --> 0:12:27.120 As many courages as you want? Okay, so you can 0:12:27.160 --> 0:12:31.560 link credit and credit Okay, all right. Derek Funk, co 0:12:31.640 --> 0:12:34.360 founder and CEO of Drop, thanks so much for joining 0:12:34.360 --> 0:12:38.880 me again. The website is earn with drop dot com. 0:12:38.920 --> 0:12:40.440 Thanks so much for listening. I'll put a link to 0:12:40.440 --> 0:12:42.960 that on my website. Rich on tech dot tv, I'm 0:12:43.040 --> 0:12:43.480 Rich Murro. 0:12:43.720 --> 0:12:44.679 I'll talk to you real soon.